In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs Coach at Bowling Green. They explore the parallels between sports and sales leadership, emphasizing the importance of will, skill, and creating a team-oriented atmosphere. White shares insights from his illustrious career, including his coaching philosophy, the importance of building intimate relationships with players, and balancing individual and team goals. The discussion also addresses the evolving challenges in coaching amidst a backdrop of changing team compositions and maintaining a competitive edge. Tune in for an engaging session filled with practical advice and inspiring anecdotes on leading and motivating high-performance teams.

Tune in and learn more on this episode of The Revenue Builders Podcast.

ADDITIONAL RESOURCES

Connect and learn more about Brian White:
https://www.linkedin.com/in/brian-white-38bb5716a/

HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:04:20] Brian White's Coaching Journey
[00:08:12] Lessons from Wins and Losses
[00:09:04] The Role of a Coach
[00:13:05] Building a Team Culture
[00:19:58] Effective Communication in Coaching
[00:25:10] Creating a Roadmap for Success
[00:27:27] Competitive Memory in Sports
[00:27:57] The Importance of Fundamentals
[00:29:28] Intimacy in Coaching
[00:30:38] The Role of Feedback
[00:31:30] Coaching vs. Teaching
[00:32:12] Leadership and Parenting
[00:33:22] Creating a Comfortable Environment
[00:34:33] Being Coachable
[00:41:37] Evolving as a Coach
[00:44:24] Skill and Will Matrix

HIGHLIGHT QUOTES

[00:09:25] "The role of a coach is to help you reach your genetic ceiling. I want you to get a concussion banging your head on your genetic ceiling."
[00:07:17]"For every buyer, there has to be a seller. It’s not real complicated—when the market crashed, there were no buyers. Simple wisdom applies to life as well."
[00:15:49] "Play as hard as you can, as fast as you can, for as long as you can—and be a great teammate."
[00:10:21] "People haven’t changed; they still want to be touched and connected with on a human level."

In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State University and a former quarterback coach for Tom Brady at Michigan. The discussion centers on the challenges and strategies of rebuilding a football team, including the importance of hiring experienced staff and aligning them with a shared vision. Loeffler emphasizes focusing on the majority who contribute positively rather than the minority who resist change, and expresses gratitude for the time and support provided by Bowling Green to properly rebuild the program. This episode offers valuable insights for leaders looking to build the right team and drive successful organizational change.

KEY TAKEAWAYS

[00:00:35] Challenges of Rebuilding a Team
[00:01:19] Hiring the Right People
[00:02:16] Establishing and Maintaining Culture
[00:04:45] Focusing on Positive Leadership
[00:05:52] The Importance of Time in Rebuilding

HIGHLIGHT QUOTES

[00:02:16] “We simply took the business model that we knew at the University of Michigan and translated it into Bowling Green.”
[00:05:00] “As this process was moving along, I found myself as a leader, really concentrating on the 10 percent that was bad rather than the 90 percent of my good kids.”
[00:06:04] “In my industry, time is the ultimate essence. I was very fortunate to walk into this organization and they said that we're going to rebuild the whole thing.”
[00:06:51] “It always takes a little bit longer than you think to turn around a program.”

Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/story-of-a-turnaround-the-long-game-of-leadership

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, John Kaplan and John McMahon dive deep into the intricacies of why B2B sales deals often don't close successfully. Special guest Anne Gary joins the discussion for the third time to offer insights into the common pitfalls in the sales process, from poor discovery and scoping to failed champion development and suboptimal engagement with economic buyers. They provide actionable advice on how to slow down and properly align your sales strategy with the customer's pain points, metrics, and decision criteria to close deals effectively. They emphasize the importance of thorough preparation, understanding customer pain points, building solid champions, and creating a compelling proof of value. The episode is a must-listen for any sales professional looking to refine their approach and increase their close rates.

Tune in and learn more on this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:04] Why Deals Don't Close: Discovery Stage
[00:03:41] The Importance of Proper Preparation
[00:11:42] Metrics and Measuring Success
[00:19:02] Building Trust and Overcoming Hesitation
[00:32:57] Finding and Leveraging Champions
[00:39:54] Understanding Deal Patterns: M, W, and L
[00:40:36] The Importance of Multi-Threading in Sales
[00:41:53] Developing Trust with Potential Champions
[00:46:33] Economic Buyers and Their Influence
[00:54:46] Navigating Proof of Value (POV)
[01:02:39] Closing the Deal: Overcoming Common Challenges

HIGHLIGHT QUOTES

[00:03:08] "The biggest mistake we make is hoping the customer will connect the dots from the features and functions to the quantifiable impact that you have on solving the business problem."
[00:09:21] "If you’re measured on how many meetings you get, you can get a lot of meetings, but they may not be with the right person."
[00:13:34] "Metrics are hard because a lot of reps don’t know how a customer should be measuring success based on the problems and solutions discussed."
[00:19:15] "Sometimes customers hold back on metrics because they don’t trust you yet."
[00:46:11] "I'm willing to be led, provided you can take me to a place I can't get to on my own."
[00:47:49] "If you're selling anything that's worth anything, they're never going to have a budget for it."
[00:49:22] "Economic buyers need their own champions inside the account."