• Salesology® - Conversations with Sales Leaders

  • By: Wendy Weiss
  • Podcast

Salesology® - Conversations with Sales Leaders

By: Wendy Weiss
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  • Summary

  • When you are ready to transform your sales for today’s transforming market, this is the show for you. In the Salesology®️ podcast, you’re going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
    2023
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Economics Marketing Personal Success
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Episodes
  • 120: Tina Pappas – Building a Best Company

    120: Tina Pappas – Building a Best Company
    Jan 6 2025
    Guest: Tina Pappas Guest Bio: Tina is a seasoned professional with an impressive leadership track record across prominent companies in the Pacific Northwest. As President of TPS, she successfully led both commercial and residential teams. Prior to that, Tina managed the commercial real estate portfolio for BMGI. She also co-founded and served as President of Egis Real Estate Services, which emerged from Fisher Properties. Tina’s contributions to the industry have earned her numerous accolades. In 2020, she served as NAIOP's Board President, a role that recognized her dedication to commercial real estate leadership. Earlier in her career, she was named one of Seattle's 40 Under 40 business leaders in 2008, highlighting her as an outstanding young professional in the industry. Key Notes: Commercial Real Estate Experience: Started career at Colliers International after college, initially unsure of the industry but passionate about sales, communities, and buildings. Took a research role to learn about the industry and avoid being placed in a sector or team without understanding it. Representing leasing and marketing for major developments. Gained valuable experience in real estate development, property management, and engineering. Focusing on real estate management, including confidential projects and national scope. Led property management teams, gaining significant experience in multifamily and commercial real estate. Focused on development and management of multifamily projects. Hired a diverse group of younger brokers to inject fresh energy into the company. Advice for Women in Real Estate: Overcame gender barriers in a male-dominated industry by focusing on skill, work ethic, and mentorship. Encourages young women to be persistent, seek mentorship, and not be intimidated by the lack of female representation. Actively recruits women and encourages them to engage with the industry through career fairs and personal outreach. Hiring and Intern Programs: Focuses on passion, engagement, and initiative when hiring.Developed a program for college students to explore different areas of commercial real estate and intern in various roles. Company Culture and Success: NAI Puget Sound Properties has been recognized as one of the best companies to work for, emphasizing teamwork, support, and personal growth. The company fosters a culture of appreciation and empowerment, with initiatives like commemorating employees' anniversaries and milestones. Prioritizes work-life balance, offering flexible scheduling and events that cater to various employee needs. Team-Oriented Leadership: Emphasizes collaboration over competition, with a focus on supporting one another for the greater good of the company. Celebrates individual and team accomplishments, such as the "team photo" event for employees’ sports achievements and company anniversaries. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    38 mins
  • 119: Richard Cogswell – The Cultural Sales Leader

    119: Richard Cogswell – The Cultural Sales Leader
    Dec 30 2024
    Guest: Richard Cogswell Guest Bio: Richard Cogswell is a people-first sales leader. He is an organizational team builder who believes that people, vision, values, and behaviors build winning sales cultures. Richard has held multiple senior sales leadership positions within a number of industries, working across EMEA, the United States, and APAC, within startups and listed multinational companies. Whether newly hired or promoted, or for those with experience already gained on the journey, Richard aims to show a methodology focused on how you might best lay down the foundations for exponential and sustained growth through the sales leadership function, and critically through the catalyst of culture. You can find out more from Richard at www.richardcogswell.com Guest Links: Email Rich, rich_cogswell@hotmail.com, for a free chapter from his new book, The Cultural Sales Leader. Guest Points: The Importance of Sales Leadership Training: Companies often promote high-performing salespeople into leadership roles without training, assuming natural sales ability translates to management skills. Leadership training is crucial as it equips individuals to manage teams, strategize, and build a successful sales environment. Just as salespeople ask customers for investment in products, leaders need to ask their companies to invest in their development to ensure long-term success. Key Challenges for Sales Managers: As a sales leader, you must understand the motivations of individual team members and how to align them to broader business goals. Leadership requires thinking beyond personal sales performance to focus on the larger company objectives and sales strategies. New sales managers may face pressure to meet numbers without sufficient training or guidance, often leading to "busy work" rather than effective leadership. Sales leaders must align different departments to the sales strategy and ensure that everyone is working towards common goals. The Importance of Sales Culture: Culture is the "how" and "why" of an organization. Strong, lived culture creates behaviors that lead to results. Culture is delicate and can easily deteriorate if not actively maintained. Leadership must tend to it and ensure that it is consistently reinforced throughout the organization. A cultural sales leader must ensure that the team is aligned with the company's mission and values. Building a High-Performance Sales Team: Sales teams need clarity on priorities, key behaviors, and the strategies to win. Simplifying objectives helps teams focus and drive results. Asking team members for their own sales plans fosters ownership and buy-in. It ensures that they think strategically and have a stake in achieving the targets. Creating a simple, one-page document outlining key objectives, behaviors, and strategies ensures everyone in the organization is aligned and working towards the same goals. Leadership and Responsibility: Sales leaders should empower their team to think creatively and solve problems independently. Sales leaders should continuously engage with the team to understand their challenges and provide support. Leaders must ensure that sales efforts are aligned with broader company goals, incorporating feedback from all departments and focusing on long-term growth, not just short-term targets. Long-Term Success and Ambition: A strong sales culture can coexist with ambition and high performance. The most successful teams combine cultural alignment with long-term strategic thinking, creating a sense of growth and success over time. Sales leaders should look beyond the immediate financial year and think in terms of three-to-five-year goals, including opening new markets or enhancing products based on customer feedback. These "big bets" shape the future of the company. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology. KEY WORDS: Sales, sales management, selling, ...
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    31 mins
  • 118: Bill Canady – Profitable Growth

    118: Bill Canady – Profitable Growth
    Dec 23 2024
    Guest: Bill Canady Guest Bio: Bill Canady has over 30 years of experience as a global business executive in a variety of industries and markets focused on industrial and consumer products and services. As a leader, he concentrates on aligning with key stakeholders to set a clear and compelling vision that will rally an organization to drive growth, control cost, and increase profitability. One of the keys to his success is he develops strong leaders and management teams and establishes deep relationships. His experience encompasses global public, private, and sponsor owned companies. Bill is the CEO of both OTC Industrial Technologies and Arrowhead Engineered Products (AEP). OTC is an industrial distribution company located in Columbus, OH, that has $1 billion in sales with 1,900+employees and over 60 sales/distribution offices in 40 states. During his tenure, OTC has grown revenues by more than 43% and earnings over 78%. AEP is a leading supplier of non-discretionary, mission-critical, aftermarket replacement parts for a wide variety of motorized vehicles and equipment headquartered in Blaine, MN, and has $1.5 billion in sales with 3600+ employees and sell in over 50 countries. During his career, Bill has been responsible for leading several organizations through their most important challenges and opportunities, often in complicated regulatory, investor, and media environments. He discovered a passion and knack for the art and science of business. Taking the tools and techniques that he developed for growing multibillion dollar companies, he created the Profitable Growth Operating System (PGOS) and set out to help owners and operators around the world profitably grow their companies. PGOS is a time-tested set of simple tools and process that fosters a common culture creating value for all stakeholders: customers, employees, suppliers, and shareholders. PGOS shows how to increase the productivity of assets, increase profits, and make better decisions at every level of a business. Bill graduated summa cum laude from Elmhurst University with a Bachelor of Science in Business Administration and received his MBA from the University of Chicago, Booth School of Business. He is a veteran of the United States Navy. Guest Links: https://https//billcanady.com Key Points: Importance of Taking Risks: Bill stresses the importance of stepping out of one’s comfort zone. He believes that growth requires taking calculated risks and putting yourself out there. Developing Strong Leaders: As a CEO, Bill believes that leaders should set clear goals and let their teams figure out how to achieve them. His approach focuses on empowering leaders to take ownership of their responsibilities, rather than micromanaging them. This builds confidence and leadership skills in team members. A critical aspect of Bill’s leadership style is the balance between providing direction (goal-setting) and giving teams autonomy to develop strategies. He compares leadership to being a parent—guiding without doing the work for the team, allowing them to take charge and develop their skills. Profitable Growth Operating System (PGOS): Bill's PGOS focuses on 5 key areas to drive profitable growth: Strategy (how to grow), Segmentation (80/20 analysis to focus on the most profitable opportunities), Talent (recruiting, retaining, and developing the right people), M&A (acquisitions to accelerate growth), and Lean (efficiency). His system is about using the right tools at the right time to grow a business profitably. A frequent mistake for business owners is failing to pivot when their company outgrows the early startup phase. Initially, they may take any job or customer, but as the business grows, they must focus on more strategic growth opportunities to ensure profitability. Recognizing when to transition and evolve the business model is crucial. Continued Business Growth: Business owners may take on more responsibilities that fall outside their expertise and eventually become overwhelmed. Business owners must recognize that they can't do everything themselves. They need to let go of tasks they're not good at and focus on their core competencies. Say no to tasks that aren't profitable or aligned with their core strengths. This allows for a more focused and scalable business model. As the business grows, it reaches a point where the owner must hire people, delegate control, and trust others with responsibilities. This is often a difficult transition, especially for entrepreneurs who are used to doing everything themselves. Focus on Core Competencies: Just as in business development, it’s important to focus on what the business does best. Trying to serve everyone or do everything can dilute efforts. Defining an "ideal prospect" is a crucial first step. Case Study: One business owner, ...
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    34 mins

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