Episode 17: The Grit and Mindset to Grow and Scale a Sales Team

Some Goodness

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تمت الإضافة منذ twenty-three أسبوع

المحتوى المقدم من Richard Ellis. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Richard Ellis أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

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1
The Menendez Brothers | Five-Year Plan | 1 43:56

منذ 1 year43:56

التشغيل لاحقا

قوائم

إعجاب

احب

43:56

On August 20th, 1989, Lyle and Erik Menendez shot and killed their own parents. Until then, this Beverly Hills family had been a portrait of the American Dream. How did it go so wrong? To listen to all four episodes of 'The Menendez Brothers' right now and ad-free, go to IntoHistory.com . Subscribers enjoy uninterrupted listening, early releases, bonus content and more, only available at IntoHistory.com . If you or someone you know is in crisis, there is free help available at mhanational.org Learn more about your ad choices. Visit megaphone.fm/adchoices…

منذ عام واحد 25:30

MP3•منزل الحلقة

00:00 Introduction: The Power of Speed in Leadership

00:28 Welcome to Some Goodness

00:38 Meet Larry Sweeney: Transformative Sales Leader

02:23 The Importance of Belief in Leadership

06:46 Establishing a Predictable Cadence

11:22 Creating a Positive and Fun Culture

17:58 Grit and Hustle: Keys to Success

23:04 Conclusion and Farewell

23:27 Personal Goodness: Family and Hockey

Keywords: leadership, execution, first-mover advantage, market shifts, growth, quota attainment, pipeline development, competitive spirit, motivation, mistakes, mindset, coaching, team development, mentorship, training, peer coaching, culture, fun, psychological safety, hustle, grit, resilience. deal structuring, sales territory swaps, closing strategies

Soundbites:

“If you give me a number, I’m going to hit it no matter what.”
“It starts with belief. I’m gauging how much they believe in the company, the product, the market, and their ability to overachieve on their number.”
“Sometimes all it takes is shaking things up. I’ve swapped salespeople’s territories on the spot—removing their preconceived beliefs—and suddenly they’re doing 200% of their previous quota.”
“When we build teams of people and coach them to think creatively about their territory, we get different results.”
“I fundamentally don’t believe in breaking somebody down in the middle of a QBR in front of a room. Coaching is a private activity.”
“Fun is a core part of the culture I build—because when people are enjoying their work, they take risks, make decisions more freely, and ultimately win more.”
“Hustle is when you don’t let yourself give up. There’s always a way—sometimes you just have to create it.”
“Being gritty is about showing up to a tough board meeting, getting grilled, taking the hits, and then immediately switching gears to lead your team with optimism.”

21 حلقات

#MBA #Careers #Business #Marketing #Richard Ellis

Episode 17: The Grit and Mindset to Grow and Scale a Sales Team

Some Goodness

9,220 subscribers

published منذ عام واحد

MP3•منزل الحلقة

Chapters:

00:00 Introduction: The Power of Speed in Leadership

00:28 Welcome to Some Goodness

00:38 Meet Larry Sweeney: Transformative Sales Leader

02:23 The Importance of Belief in Leadership

06:46 Establishing a Predictable Cadence

11:22 Creating a Positive and Fun Culture

17:58 Grit and Hustle: Keys to Success

23:04 Conclusion and Farewell

23:27 Personal Goodness: Family and Hockey

Soundbites:

“If you give me a number, I’m going to hit it no matter what.”
“It starts with belief. I’m gauging how much they believe in the company, the product, the market, and their ability to overachieve on their number.”
“Sometimes all it takes is shaking things up. I’ve swapped salespeople’s territories on the spot—removing their preconceived beliefs—and suddenly they’re doing 200% of their previous quota.”
“When we build teams of people and coach them to think creatively about their territory, we get different results.”
“I fundamentally don’t believe in breaking somebody down in the middle of a QBR in front of a room. Coaching is a private activity.”
“Fun is a core part of the culture I build—because when people are enjoying their work, they take risks, make decisions more freely, and ultimately win more.”
“Hustle is when you don’t let yourself give up. There’s always a way—sometimes you just have to create it.”
“Being gritty is about showing up to a tough board meeting, getting grilled, taking the hits, and then immediately switching gears to lead your team with optimism.”

21 حلقات

#MBA #Careers #Business #Marketing #Richard Ellis

All episodes

Some Goodness

1
Episode 20: Dealing with Difficult People 33:36

منذ 3 hours33:36

33:36

This episode of 'Some Goodness' explores how to handle difficult conversations and set boundaries in the workplace to build stronger teams. Host Richard Ellis engages with Jack Galloway, a seasoned executive and leadership consultant, who shares his expertise on transforming challenging interactions into growth opportunities. Key insights include the importance of addressing problems promptly, approaching conversations with curiosity and empathy, balancing clarity with kindness, and fostering a culture of honesty and mutual respect. Galloway's practical tips are aimed at helping leaders manage conflict effectively and align their teams towards common goals. Chapters 00:00 Introduction: The Prevalence of Difficult Coworkers 00:23 Transforming Challenges into Opportunities 00:49 Meet Jack Galloway: Leadership Expert 01:38 The Importance of Addressing Conflict Early 05:11 Practical Tips for Handling Tough Conversations 10:53 Balancing Candor with Kindness 17:10 Prioritizing Tasks for Effective Leadership 26:39 Creating a Positive Workplace Culture 31:04 Conclusion: The Impact of Good Leadership Keywords Conflict resolution, Toxic coworkers, Leadership, Clarity / Being clear, Avoidance, Fear, Boundaries, Team harmony, Candor / Kindness, Culture, Coaching and mentoring, Role alignment, Trust, Underperformance, Priorities and capacity, Toxic environment, Growth opportunities, High-performing teams, Accountability Sound Bites “Difficult people are everywhere, and avoiding them isn’t an option.” “I would rather see a business leader do fewer things and do them with success, do them well, than to do many things and do none of them well.” “To be unclear is to be unkind, and to be clear is to be kind.” “When you mention venting, I’m actually okay with venting if it leads us somewhere.” “If we’re not doing these things, we should not expect our teams to do these things.” “You could take a great salesperson who’s good on a phone … and suddenly you put them in doing some administrative duties and their productivity goes from a nine to about a two.” “If we’ll do the things we’re talking about while we’re in that level of influence in that role, it impacts those people beyond just their jobs … it helps them in different areas of their life.” “We still have to lead our organization towards success. But in the midst of doing that, we do all these things that we’ve talked about here today, and we start to develop a really strong team.”…

Some Goodness

1
Episode 19: Rooted Leadership: Insights from the Real World 25:30

منذ 14 يومًا25:30

25:30

In this episode of 'Some Goodness,' Richard Ellis invites his friend and business partner, Mark Gaydos, to share insights from his video series, 'Rooted in the Real World.' Mark talks about how the concept of the series evolved through exploring themes like farming, nature, and craftsmanship, and how they can be applied to leadership and organizational health. Key takeaways include the importance of single, strong leadership and the microbial elements of organizational culture. The episode also draws attention to balancing the digital and human aspects o leadership, using practical insights from real lived experiences. Chapters 00:00 Introduction to Accenture Life Trends 2025 00:36 Exploring Rooted in the Real World 01:01 Meet Mark Gaydos 01:57 The Genesis of Rooted in the Real World 05:36 Lessons from the Christmas Tree Farm 11:35 Insights from the Regenerative Farm 17:50 Balancing Tech and Human Connection 22:20 A Personal Story from Normandy 24:46 Conclusion and Challenge to Viewers Keywords Leadership, Revenue Enablement, AI & Technology, Human-Centered Work, Culture, Business Growth, Organizational Health, Digital Fatigue, Trust & Accountability Storytelling, Vision & Mission, Strategic Planning, Farming & Cultivation, Regenerative Business, Adaptability, Inspiration, Communication, Decision-Making, Operating Systems, Team Dynamics Soundbites "Businesses must recognize the shift towards authenticity and meaningful human experiences." "The tree will eventually get unhealthy if you let the double leader go. You’ve got to be good at recognizing it and trimming it out." "For an organization to thrive, you have to address unhealthy leadership early and head-on." "Trust is the foundation. Without it, you get conflict, silos, and political battles that poison an organization." "AI is just a tool. The passion, creativity, and human connection—that’s all us." "Want to fix culture? Start with your values. If leadership isn’t modeling them, they’re just words on a wall." "A strong leader doesn’t just accept the role—they get it, they want it, and they have the capacity to do it." "Success in leadership is about recognizing the unseen—those small, toxic elements that build up over time." "The greatest leaders are those who model the way—who step up first when it's hard." "Shut down your device. Get out in the real world. That’s where the best ideas come from."…

Some Goodness

1
Episode 18: Maximizing Leadership Impact through Personal Style and Storytelling 19:37

منذ 28 يومًا19:37

19:37

In this episode of Some Goodness, host Richard Ellis welcomes back Larry Sweeney, SVP of global enterprise sales at Nerdio. They dive into the qualities of transformational leadership that boost employee satisfaction and productivity. Larry shares his unique leadership style centered on empathy, consistent praise, and accountability. They discuss the importance of weekly one-on-ones, effective storytelling, and the balance between fun and fierce accountability in driving high performance. The episode offers practical insights for both new and seasoned leaders aiming to maximize their impact. Chapters : 00:00 Introduction to Transformational Leadership 00:28 Meet Larry Sweeney: Innovative Sales Leader 01:01 Establishing Your Personal Leadership Style 01:41 The Golden Rule in Leadership 04:08 The Importance of One-on-One Meetings 07:40 The Power of Storytelling in Leadership 12:05 Effective Quarterly Business Reviews 15:56 Balancing Fun and Accountability 17:59 Personal Goodness: Fitness and Well-being 19:01 Conclusion and Final Thoughts Keywords : Leadership, Sales Teams, Coaching, Accountability, Storytelling, Employee Satisfaction, Recognition, Business Reviews, Motivation, Performance, Transformation, Emotional Intelligence, Collaboration, Listening, Communication, Trust, Engagement, Culture, Influence, Growth Soundbites: " Celebrate in public and coach in private." "Nothing else is more important than you and the relationship you have with your manager." "It's M&Ms—Money and Managers. That’s what keeps people in their jobs." "Force yourself not to give the same advice twice in a row, because when you do, you're going to lose people." "Fierce accountability—people know I demand a lot, but I set a culture of fun and engagement." "When a storyteller gets on stage, I’m hooked—so I decided to practice storytelling myself." "Creating a culture of fear makes people close up, perform worse, and then the cycle continues." "Leaders can’t let emotion take over—when it does, conversations go down unproductive routes." "A weekly one-on-one is the most important meeting—it should never be pushed or canceled." "Open-ended one-on-ones put too much pressure on the direct report. Managers need to lead them." "A good manager leads coaching calls with intention. Don’t assume your team knows what to ask for." "Fun and fierce accountability can co-exist. You can have fun while still demanding high performance."…

Some Goodness

1
Episode 17: The Grit and Mindset to Grow and Scale a Sales Team 25:30

منذ 6 weeks25:30

25:30

In this episode of Some Goodness, host Richard Ellis and Larry Sweeney, SVP of Global Enterprise Sales at Nerdio, discuss actionable strategies for building and leading high-performance sales teams. Larry shares his perspectives on the importance of belief in achieving ambitious targets, the power of a consistent operating cadence, fostering a positive team culture, and the significance of grit and hustle in sales. The conversation is packed with practical tips, inspiring stories, and insights into building a team that thrives under pressure, adapts to challenges, and consistently overachieves. Chapters: 00:00 Introduction: The Power of Speed in Leadership 00:28 Welcome to Some Goodness 00:38 Meet Larry Sweeney: Transformative Sales Leader 02:23 The Importance of Belief in Leadership 06:46 Establishing a Predictable Cadence 11:22 Creating a Positive and Fun Culture 17:58 Grit and Hustle: Keys to Success 23:04 Conclusion and Farewell 23:27 Personal Goodness: Family and Hockey Keywords : leadership, execution, first-mover advantage, market shifts, growth, quota attainment, pipeline development, competitive spirit, motivation, mistakes, mindset, coaching, team development, mentorship, training, peer coaching, culture, fun, psychological safety, hustle, grit, resilience. deal structuring, sales territory swaps, closing strategies Soundbites : “If you give me a number, I’m going to hit it no matter what.” “It starts with belief. I’m gauging how much they believe in the company, the product, the market, and their ability to overachieve on their number.” “Sometimes all it takes is shaking things up. I’ve swapped salespeople’s territories on the spot—removing their preconceived beliefs—and suddenly they’re doing 200% of their previous quota.” “When we build teams of people and coach them to think creatively about their territory, we get different results.” “I fundamentally don’t believe in breaking somebody down in the middle of a QBR in front of a room. Coaching is a private activity.” “Fun is a core part of the culture I build—because when people are enjoying their work, they take risks, make decisions more freely, and ultimately win more.” “Hustle is when you don’t let yourself give up. There’s always a way—sometimes you just have to create it.” “Being gritty is about showing up to a tough board meeting, getting grilled, taking the hits, and then immediately switching gears to lead your team with optimism.”…

Some Goodness

1
Episode 16: Handling Success and Failure 21:58

منذ 8 weeks21:58

21:58

Get $500 off an annual membership to Cornerstone Plus. Visit cornerstoneco.com/cornerstoneplus and use code GIVE during checkout after submitting your application. In this episode, Richard Ellis and Steve Graves explore the complex dynamics of how leaders handle success and failure. Drawing from decades of experience working with thousands of leaders, Graves presents a counterintuitive perspective: many leaders actually struggle more with handling success than failure. The conversation delves into four main dangers of success—overinflated abilities, entitlement, addiction to success, and complacency—while introducing Graves' concept of "formation," which argues that leaders must grow who they are at the same rate as what they're doing. For listeners interested in developing their leadership skills, Cornerstone Coaching offers a unique opportunity through its membership-based program, Cornerstone Plus. This platform provides access to peer-based cohort coaching, extending beyond traditional one-on-one coaching to create a collaborative learning environment. Some Goodness listeners can receive $500 off an annual Cornerstone Coaching membership by visiting cornerstoneco.com/cornerstoneplus and using code GIVE during checkout after submitting their application. This special offer is valid through March 31, 2025. Chapters: [00:00:00] Introduction and Success vs. Failure [00:00:38] Guest Introduction - Steve Graves [00:01:22] The Challenges of Handling Success [00:03:00] Four Dangers of Success [00:05:29] Leading with Strong Teams [00:07:59] Feedback and Blind Spots [00:09:58] The Addiction to Success [00:12:11] Leader Formation Concept [00:16:30] Handling Failure as a Leader [00:19:43] Closing Thoughts and Resources Keywords: Leadership Development, Success Management, Failure Analysis, Blind Spots, Team Building, Feedback Culture, Formation, Entitlement, Leadership Growth, Executive Coaching, Self-awareness, 360 Feedback, Personal Development Soundbites: "Often handling and digesting and sustaining success is just a lot of times harder for people than it is handling failure." "Leaders play the role that the leader is supposed to play. And often you have way more talented people around you in the organization than maybe you were originally comfortable with." "If I don't have a culture that really invites honest objective feedback, I can pass out a 360, but nobody's going to really give me anything." "It's really important that leaders grow who they are at the same rate of what they're doing." "There's a difference in a data point and a trend line... If I have a trend line, maybe I'm too ambitious with my goals."…

Some Goodness

1
Episode 15: The Best of 2024 22:49

منذ 10 weeks22:49

22:49

In this reflective episode of Some Goodness, hosts Richard Ellis and Heather Easterday look back on their inaugural year of the podcast, sharing highlights, insights, and lessons learned from engaging conversations with business leaders. The episode emphasizes the power of reflection in professional growth. Key moments include Al Monserrat’s discussion on the importance of punctuality in leadership, Tracey Mustachio’s “from-to” framework for navigating change, and Eva Daniel’s advice on building rapport and likability through body language and authenticity. The recurring theme across all episodes is the importance of a growth mindset for leaders—embracing opportunities for personal and team improvement. This celebratory recap underscores the value of intentionality and focus in leadership. Chapters: [00:00:00] Introduction [00:03:55] Highlight from Episode 1 - Al Monserrat [00:04:47] Highlight from Episode 3 - Tracey Mustacchio [00:08:45] Highlight from Episode 7 - Justin Barney [00:11:33] Highlight from Episode 8 - Mike Fouts [00:14:37] Highlight from Episode 12 - Steve Graves [00:18:36] Highlight from Episode 13 - Eva Daniel Keywords: Reflection, leadership, growth mindset, rapport, likability, board meetings, punctuality, career paths, change vision, personal growth. Soundbites: Al Monserrat (Episode 1): "It’s extremely important to show respect by being on time and finishing on time—small actions that reflect big credibility." Tracey Mustachio (Episode 3): "Use a ‘from-to’ framework: Here’s where we are, here’s our North Star, and here’s where we’re headed—this clarity drives alignment and progress." Justin Barney (Episode 7): "A leader who understands the technology they’re selling earns trust from their team, partners, and customers—it’s essential for credibility and success." Mike Fouts (Episode 8): "In growth companies, agility and fluid processes are key, but scaling requires a balance with structure and repeatability." Steve Graves (Episode 12): "Sometimes you need to slow down to go faster—strategic pauses can lead to sustainable growth and stronger foundations." Eva Daniel (Episode 13): "If people like and trust you, they’ll want to follow you—rapport and likability are essential leadership tools."…

Some Goodness

1
Episode 14: Strengthening Relationships Between Product, Sales, and Marketing 22:07

منذ 12 weeks22:07

22:07

In this conversation, Richard Ellis and Darin Archer discuss the importance of building relationships with sales and marketing leaders. They emphasize the need for product leaders to acknowledge that their ideas may not always be successful and that marketing and sales are crucial for bringing products to market. They provide practical tips for establishing healthy relationships with sales and marketing leaders, including lowering ego, being curious and forensic, and understanding the challenges faced by sales teams. Chapters: [00:00:00] Introduction and Importance of Relationships [00:01:09] Lessons in Product Leadership [00:04:47] Building Relationships with Sales Leaders [00:09:31] Collaborating with Marketing Leaders [00:13:18] Intentionality in Collaboration [00:14:52] Engagement Beyond Leadership Levels [00:17:53] Closing Insights Keywords: Product Leadership, Marketing Collaboration, Sales Alignment, A/B Testing, Intentionality, Relationship Building, Revenue Growth, Cross-Department Collaboration, Leadership Teams, Practical Tips Soundbites: “Just because you built something and think it’s great doesn’t mean it will land.” “Acknowledge your ego and let it go. Behind every feedback or pushback, there’s a real problem worth understanding.” “Let marketing do their job—lean in hard on a test-and-learn culture.” “Think about levels—engage not just with peers but with people at different organizational levels to understand diverse perspectives.” “Happenstance and winging it won’t lead to repeatable results. Be intentional about engaging across silos.”…

Some Goodness

1
Episode 13: Building Instant Rapport as a New Leader 24:06

منذ 14 weeks24:06

24:06

In this conversation, Richard Ellis and Eva Daniel explore the importance of building rapport in a business context. They discuss the significance of first impressions, body language, storytelling, and active listening as essential tools for creating connections. Eva shares practical tips for new leaders on how to engage with their teams and emphasizes the need for authenticity and presence in communication. The discussion also highlights common pitfalls to avoid when trying to be likable and the value of asking engaging questions to foster deeper conversations. Chapters: 00:00 Understanding Rapport in Business 03:28 Body Language 07:44 Storytelling to Make Yourself More Memorable 09:38 Getting to Know Your Team 10:51 Overcoming Obstacles to Rapport 15:30 What Not to Do in Building Rapport 17:34 Asking Better Questions Keywords: rapport, business communication, body language, storytelling, leadership, active listening, networking, likeability, first impressions, communication skills Soundbites: Rapport means instant likeability in business. First impressions are made in seconds. Trust leads to better team performance. Body language significantly impacts communication. Eye contact is crucial for effective engagement. Storytelling enhances memorability and connection. New leaders should share personal stories. Active listening improves conversational quality. Knowing names fosters better relationships. Social media can enhance leader-employee rapport.…

Some Goodness

1
Episode 12: The 5 Tasks of a Leader (Free book download) 25:55

منذ 16 weeks25:55

25:55

Enjoy a free copy of the book Richard discusses with the author, Dr. Stephen Graves. Visit this website for the download: https://www.stephenrgraves.com/fivetasks In this conversation, Richard Ellis and Steve Graves explore the essential tasks of leadership, emphasizing the importance of purpose, direction, speed, risk, and culture. They discuss how leaders can effectively set direction with clarity and courage, navigate the complexities of speed concerning market dynamics, and understand the various risks involved in leadership, including personal life balance. The conversation also highlights the significance of cultivating a positive organizational culture and reinforcing core values to ensure alignment and engagement among team members. Chapters: 00:00 Introduction to Leadership Purpose 01:15 The Five Essential Tasks of Leadership 05:03 Setting Direction: The Importance of Clarity and Courage 09:45 Understanding Speed in Leadership 14:30 Navigating Risk: Balancing Growth and Life 19:15 The Role of Culture in Leadership 22:00 Reinforcing Values and Behaviors 24:43 Personal Reflections and Closing Thoughts Keywords: leadership, purpose, tasks, direction, speed, risk, culture, values, insights, business Soundbites: "The more work you can push down, the better off you'll be." "Setting direction requires clear and courageous decision making." " Leaders are more engaged when they have a strong sense of purpose." " Speed in leadership must align with market dynamics." " Risk-taking is essential for growth, but must be balanced with personal life." " Reinforcing values is crucial for maintaining a healthy culture."…

Some Goodness

1
Episode 11: Why C-Suite Leaders Must Master Public Speaking 25:42

منذ 18 weeks25:42

25:42

In this conversation, Richard Ellis and Eva Daniel dive into why leaders need to be great public speakers. They explore the challenges leaders face in public speaking, the importance of storytelling, and the need for practice and feedback. Eva shares practical tips for enhancing presentation skills and the attributes that distinguish great speakers. The discussion also highlights the significance of humor and engagement in presentations, concluding with personal reflections on the joy of reading and learning. Chapters 00:00 Intro 01:25 The Importance of Communication in Leadership 03:49 Challenges in Public Speaking 06:07 The Art of Storytelling 09:04 Overcoming Procrastination and Practice 14:40 Using Voice Memos to Record Yourself 16:10 Attributes of Great Speakers 21:25 Creating Engaging Presentations 23:43 Finding Joy in Reading and Learning Keywords communication, leadership, public speaking, storytelling, presentation skills, feedback, humor, engagement, practice, challenges Sound Bites "Leadership is about effective communication." "What are your 10 hot takes about your field?" "A story brings us into the moment." "Storytelling enhances message retention." "Look at the energy flow of your event." "Procrastination can hinder preparation and delivery." "Clear content leads to confident communication." "Practice in front of real people is crucial." "Great speakers have unique perspectives."…

Some Goodness

1
Episode 10: Lessons Learned Leading Big and Small Businesses 27:54

منذ 20 weeks27:54

27:54

In this episode, Richard Ellis interviews Justin Barney, the CRO of Thousand Eyes, a Cisco company. The conversation focuses on three key areas: hiring, retention, and performance management. Hiring is emphasized as the most important aspect, with a focus on diversity and creating a diverse interview panel and candidate pool. Retention is discussed in terms of setting clear expectations, maintaining open communication, and celebrating successes. Performance management is highlighted as a necessary but difficult task, with a focus on making tough decisions and holding each other accountable. Other topics include implementing the right processes and having a strong relationship between sales and product teams. Chapters 00:00 Introduction and Background 02:40 Addressing People, Process, and Products 04:05 Hiring a Diverse Team 06:07 Playback Method to HIring 07:23 Investing in Recruiters 07:40 Keeping the Bench Warm 10:05 Retaining Top Performers 11:50 QBRs or Mid-Year Gatherings 14:40 Making Tough Decisions in Performance Management 17:00 Implementing Effective Processes 20:55 Product-Market Fit 23:05 Roadmap Selling / Relationship Between Sales and Product Teams 24:23 Being Clear on the Markets You Are Going to Enter 27:01 Some Goodness Keywords CRO career path, hiring, retention, performance management, diversity, interview panel, candidate pool, clear expectations, open communication, celebrating successes, tough decisions, holding each other accountable, processes, sales and product relationship Sound Bites "People is where it starts and ends." "Having a diverse team allows for a better thought process." “Retention requires setting clear expectations, maintaining open communication, and celebrating successes.” “Performance management involves making tough decisions and holding each other accountable.” “Having a strong relationship between sales and product teams is essential for product-market fit and innovation.”…

Some Goodness

1
Episode 9: SKO Success with the Right Keynote Speaker 20:51

منذ 22 weeks20:51

20:51

In this conversation, Richard Ellis and Brian Lord discuss the critical role of keynote speakers in sales kickoffs. They explore the importance of understanding audience needs, budgeting for speakers, and post-SKO impact. Brian shares insights on measuring event success, avoiding common pitfalls in speaker selection, and creative ways to find free or low-cost speakers. The discussion also touches on the impact of coaching and mentorship in personal and professional development. Chapters 00:00 The Importance of Keynote Speakers 02:30 Understanding SKO Trends Based on Industry 04:30 Blindspots in Planning for Your SKO Keynote Speaker 06:40 Understanding Audience Needs 09:15 Budgeting for Speakers 12:30 Diversity in Speaker Selection 13:30 Measuring Event Success 15:30 Avoiding Common Pitfalls 18:15 The Impact of Coaching and Mentorship Keywords keynote speakers, sales kickoff, audience engagement, event planning, speaker selection, budget management, diversity, event success, coaching, mentorship Sound Bites "How do we leave them better than they were before?" " Understanding the audience's needs is crucial for effective speaker selection." "Balancing what executives want with what attendees need is key."…

Some Goodness

1
Episode 8: Leading a Standalone Business Unit inside a Global Company 18:25

منذ 24 weeks18:25

18:25

In this episode, Richard Ellis and Mike Fouts discuss the dynamics of leading a growth company within a larger legacy software company. They highlight the importance of balancing flexibility and cooperation, adapting to the fast pace of a growth company, and embracing the differences between legacy and high-growth environments. They also discuss the need to prioritize what matters, accept the things that can't be changed, and be self-aware when making career moves. The conversation concludes with a delightful discussion about the joy of 80s hair band concerts. Chapters 01:40 Transitioning from Legacy to Growth: Challenges and Adaptation 04:00 Processes and Tools 5:05 Getting Support 07:25 Recognizing Differences Between Legacy and Growth 09:00 Right-Sizing for a Growth Company 11:10 Embracing Fundamentals: Success in Growth and Legacy Companies 13:45 Career Moves: Knowing Yourself and What You Want 16:00 The Joys of Hair Bands from the 80s Keywords growth company, legacy software, flexibility, velocity, cooperation, fast pace, prioritize, accept, delegation, collaboration, self-awareness, career move, 80s hairband Soundbites "Balancing flexibility and cooperation" "Adapting to the fast pace of a growth company requires self-awareness and a willingness to embrace change." " Prioritizing what matters and accepting the things that can't be changed are key to success in a growth company." "When making career moves, it's important to know who you are and be honest about what you want." "80s hairband concerts can transport you back in time and bring immense joy."…

Some Goodness

1
Episode 7: Building a CRO Career Path 23:23

منذ 26 weeks23:23

23:23

In this conversation, Richard Ellis interviews Justin Barney, the CRO of Thousand Eyes, a Cisco company, about building a CRO career path. Justin shares his journey from Wall Street to technology and his passion for sales. He highlights the skills and traits that make a great CRO, including understanding the product and technology, being an active and transparent communicator, and knowing the numbers and metrics. Justin emphasizes the importance of customer success and collaboration with marketing and product leaders. He also provides practical tips for managing up and delighting the CEO. Chapters 00:00 Introduction and Background 01:32 Early Career Journey and Transition to Sales 03:20 Skills and Traits for a Great CRO 07:34 Practical Tips for Career Progression 8:10 Operational Rigor and Metrics for Success 09:00 ICP = Ideal Candidate Profile 09:23 Focus on Comp Plans 09:52 Measure the Key Metrics 11:20 Keep Up with Sales Tools 12:00 Plan to Make Mistakes 13:00 Learning a Process Focus 15:00 Partnering with Product and Marketing 19:00 Managing Up and Delighting the CEO 22:00 Recommended Book: The Qualified Sales Leader by John McMahon Keywords CRO career path, sales leadership, operational rigor, operating cadence, technology, product market fit, collaboration, managing up Soundbites "I started to make my customers successful. I got a tremendous amount of joy out of it." " Understanding the product and technology is essential for a CRO to validate the team and build trust with customers." "You have to know the numbers and you have to be good with metrics as well." "My two best partners are the head of product and the head of marketing." "People is where it starts and ends."…

Some Goodness

1
Episode 6: Running a Digital First Sales Motion 22:02

منذ 28 weeks22:02

22:02

In this conversation, Richard Ellis and Mike Fouts discuss the concept of a digital-first sales model. They explore what it means to be digital-first, the implications for managing a business in this way, and the role of data in driving decision-making. They also touch on the importance of website usability, the value of trial users, and the impact on channel partners. Some key takeaways include the need for a data-driven mindset, the importance of a consultative approach with customers, and the need to adapt compensation plans for sales reps and partners in a digital-first model. Chapters 00:00 Introduction 01:15 What is a Digital First Sales Motion? 02:04 No Touch Sales LIfecycle Motion: Try, Buy, Expand, Renew 02:53 Differences in Managing a Digital First Business 04;38 Be Accepting of the Data 05:41 The Salesperson's Job 06:10 How the Funnel Gets Filled 08:26 Taking a Value-Add Approach 11:49 Adapting the Website for the Customer Journey 13:30 Working with Channel Partners in a Digital First Model 17:09 Comp Plans Matter 17:48 Size Does Not Matter 18:13 Measure Marketing Differently 20:00 Conclude with Some Goodness Keywords digital-first sales, sales model, data-driven, website usability, trial users, channel partners, compensation plans Sound Bites "Meet customers where they are." "Moving into a data-driven view is very different." "Salesperson's job becomes to farm that account and grow it." "Balancing flexibility and cooperation"…

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Some Goodness « » Episode 17: The Grit and Mindset to Grow and Scale a Sales Team

Episode 17: The Grit and Mindset to Grow and Scale a Sales Team

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مرحبًا بك في مشغل أف ام!

The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About

The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About

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The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About

مشابه لـSome Goodness

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Episode 17: The Grit and Mindset to Grow and Scale a Sales Team