In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due t…

In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved. As sales leaders, do you know why this particular quarter is important for your team members? Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat? Do they have the skill-sets to …

What's the makeup of your team? Whether you are new to leadership or inheriting a new team - first things first - we must assess our players. The A Players - The Super Stars The B Players - Good, Not Exceptional The C Players - Fall below expectations Sales Managers tell us they are: • Unsure how to approach a coaching cadence with the 3 different …

We are often unclear on the client’s process of investing in new products or services. How does this show up within our opportunities? Claim too little budget, wrong budget cycle or release time. Demand pricing early to justify going up the chain. Customer uses words like spend vs invest. What can I do to prevent this from happening? Get comfortabl…

If you don't uncover the emotional reason to buy, it is unlikely you will get the sale. Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?* How does this show up within our opportunities? Smaller deals or deals…

Have we identified and validated someone who wants us to win? A champion is someone who has access and influence over power and money. How does this show up within our opportunities? * Doesn’t act as true partner * Wont work with us to sell internally * Wont introduce us to anyone higher What can I do to prevent this from happening? Better chance o…

In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer! How does this show up within our opportunities? Contact won’t introduce you to anyone higher Contact won’t work with you to sell internally What can I do to prevent this fr…

Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process. How does this show up within our opportunities? * Opportunity lacks urgency * The close date is dictated by our timeline * Contact is easi…

THIS PODCAST IS FOR YOU IF: You find yourself delaying action, over-thinking, getting stuck in analysis paralysis, or lacking the “guts” to take action in your career or personal life - this podcast will provide you with tips and tricks to Observe-Orient-Decide and Act in a manner that is consistent with what you want. IF you are always seeking to …

Bad hiring decision can cost you 30% of the individual’s first-year potential earnings! Hiring Managers tell us they are: • Tired of acting out of desperation to fill an empty position • Lacking a hiring template that gives a step-by-step road map for all parties involved • Concerned as to why their favorite candidate interviews like a rock-star bu…

THIS PODCAST IS FOR YOU IF: You understand that your leadership role goes well beyond supervisor, you understand that sales coaching comes with the territory and make the time, energy and effort to do it on a consistent basis. Why should you tune in? Suzette will share 4 best practices for sales coaches that are game changers; not only do they invo…

THIS PODCAST IS FOR YOU IF: You're an ambitious, driven go-getter....willing to put in the work, get uncomfortable and get into a daily grind BUT are struggling to keep a consistence cadence. "Fires" get in the way, emails/calls/texts are constantly popping up, and your money-making behaviors are constantly getting pushed back due to distractions a…

THIS PODCAST IS FOR YOU IF: You sell large, enterprise deals and need to establish a strong partnership (CHAMPION) within the organization. Question is, how do you build a champion who sells on your behalf because 1) they want you to win and, 2) they have access and influence to POWER and MONEY. In this episode you will learn: -the mindset required…

THIS PODCAST IS FOR YOU IF: If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you. Pete and Lindsay will discuss 4 'hacks' to stay proactive with top of funnel activity. Listeners will understan…

THIS PODCAST IS FOR YOU IF: If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navig…

Brandon Riggins joins Pete today. Brandon is a Partner Manager at a technology company. You've been hearing a lot from the sales manager perspective. Now it's time to hear the experience of someone who is currently in the middle of his climb!Av Pete Oliver / SaleFish, LLC

Today I'm interviewing my colleague, Jeremy McDowell, on being a "preparation animal". You'll hear about why preparing is so important and how you can coach your team on how it will help them better execute their meetings with clients and prospects.Av Pete Oliver / SaleFish, LLC

Craig Parrish is the Vice President of Sales Development at CrowdStrike, a top security vendor. He's held leadership roles at various organizations over the past 25 years. Today, we're talking about culture and how it can help you find and promote your best managers and leaders.Av Pete Oliver / SaleFish, LLC

Your Host, Pete Oliver, interviews Penny Sullivan, a Sales Enablement leader at a top technology company. They talk about the "Identity vs. Role Theory" and how your mindset and confidence may be hindering you from greatness.Av Pete Oliver / SaleFish, LLC

Jay Webb, owner of The J.David Group, joins me today. Jay is a technology sales recruiter who spends every day searching for the best sales reps and managers. He has his own point of view on what makes a great manager and what the path from Rep to Manager often looks like.Av Pete Oliver / SaleFish, LLC

Cody Manning joins us today to walk through his personal experience of how he was able to transform himself from being the top rep on a team, to the manager of the same team. He talks about how he gained the trust of a team who were his peers just hours prior. And how he led this team, and others, towards overachieving goals.…

Michelle Benfer, VP Sales at Hubspot, has promoted over 50 sales reps to a manager role and today she joins me today to share her personal coaching strategies.Av Pete Oliver / SaleFish, LLC

Pete Oliver, CEO of SaleFish, LLC meets up with Drew Rutlege, a leader in the cyber security space, to discuss strategies to help your team with the day-to-day while also finding enough time for "on the business" planning. SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos" Do you ever find that your prospect’s decision-mak…

Your host, Pete Oliver, interviews George Donovan, Chief Revenue Office of Allego how a "sales manifesto" can help your team gain some intellectual humility.Av salefish