Beste Elite Teams podcaster (2024)

1
Why Knowing Your Product Differentiators is Crucial for Success 34:41

6d ago34:41

34:41

Summary Lucas Price interviews Pete Scharber on building elite sales teams by honing in on true product differentiators. Pete shares his journey from his early career to sales leadership, emphasizing the importance of honesty in identifying market fits, fostering team camaraderie, aligning compensation with objectives, and navigating tough executiv…

1
From Startup to Exit: Lessons Learned on the Journey to Success (Best of Series) 23:42

13d ago23:42

23:42

Summary In this episode of "Building Elite Sales Teams," Dr. Jim interviews Lucas Price, the founder of Yardstick and former VP of Sales at Zipwhip. Lucas shares his journey of scaling Zipwhip's sales organization from less than a million dollars in ARR to over a hundred million dollars. He discusses the importance of aligning the sales leader's vi…

1
Optimizing Sales with Operations and Enablement 35:06

20d ago35:06

35:06

Summary Lucas Price interviews seasoned sales leader Adam Aarons, renowned for his tenure as CRO at Okta and his roles at companies like BladeLogic and Drata. They dig into strategies for building elite sales teams, focusing on effective sales processes, operational visibility, and continuous enablement. Adam shares insights on navigating new marke…

1
Bridging Cultural Fit and Sales Strategy for Unmatched Growth 35:16

27d ago35:16

35:16

Summary Lucas Price and Zahra Jiva, Director of Sales Strategy at Pipedrive, chat about building a people-centered sales organization. They explore connecting mission to individual goals, the importance of transparent decision-making, and strategies for creating high-performing teams. Zahra shares insights on hiring practices, maintaining team alig…

1
How to Avoid Settling for Mediocre Sales Talent by Challenging Your Standards 28:05

1M ago28:05

28:05

Summary Chip Neal shares his insights on building elite sales teams. He emphasizes the importance of finding the right talent, training them to meet expectations, and then allowing them to excel in their roles. Chip believes that hiring individuals who are smarter than you and have unique talents is crucial for building a successful team. He also h…

1
The Painful Realizations that Lead to Positive Change in Sales Leadership 33:16

1M ago33:16

33:16

Summary In this episode of Building Elite Sales Teams, Lucas Price interviews Matt Buchalski, a sales leadership professional with over 15 years of experience. They discuss the importance of personal development and feedback in becoming a great sales leader. Matt also shares his passion for educating salespeople about their finances and how to buil…

1
Building a World-Class Sales Development Team 37:33

2M ago37:33

37:33

Summary In this episode of "Building Elite Sales Teams," Lucas Price interviews Justin Otley, VP of Global Sales Development at Talkdesk. They discuss the misconception that outbound is dead and how the tactics for successful outbound have evolved. Justin emphasizes the importance of relevance over personalization and the power of phone calls in pr…

1
The Art of Onboarding: How to Build a High-Performing Sales Team 40:44

2M ago40:44

40:44

Summary In this episode of Building Elite Sales Teams, Lucas Price interviews Barrett King from New Breed about the importance of onboarding new employees and how it is connected to the hiring process. Barrett shares his background in sales and sales leadership and discusses the role of communication and problem-solving in sales. He emphasizes the …

1
Transforming Feedback into Fuel for Sales Success 30:50

2M ago30:50

30:50

Summary Lucas Price hosts Dana Smith, Vice President of Sales at PlanView, to explore the crucial aspects of building elite sales teams, focusing on cultivating a culture that welcomes unfiltered feedback. Smith shares his journey from entry-level positions to leadership roles across the IT and telecom industries, emphasizing the importance of expe…

1
Engineering Moments of Success: How to Get Your Sales Team to Embrace New Messaging 34:26

2M ago34:26

34:26

Summary Ed Lynes, founder and managing partner of Woden, joins Lucas Price to discuss the importance of effective messaging in building an elite sales team. They emphasize the need for sales reps to be involved in the messaging development process and share their perspectives on the world. By aligning the sales team behind a compelling message, com…

1
Leading Through Change: How to Successfully Navigate Sales Pivots 30:14

3M ago30:14

30:14

Summary Lucas Price chats with Tyler Kelly, President of Basis Technologies, about the challenges and strategies involved in transforming sales teams. With over two decades in the digital media industry, Tyler shares his journey from sales to leadership, emphasizing the crucial shift from selling to small markets to engaging with clients that have …

1
Navigating Negative Changes in Sales Organizations: A Sales Leader's Guide 27:06

3M ago27:06

27:06

Summary In this episode of Building Elite Sales Teams, host Lucas Price chats with veteran sales leader David Archer about navigating negative organizational changes within sales teams. This discussion is especially relevant to those who aspire to manage their sales teams effectively, despite facing the potential for adverse effects on their team m…

1
The Art and Science of Sales: Balancing Data and Qualitative Skills 31:17

3M ago31:17

31:17

Summary In this episode of Building Elite Sales Teams, Lucas Price chats with Michelle Benfer, a dynamic SVP at Bill. This session dives deep into the art and science of constructing top-tier sales organizations, highlighting the pivotal role of data infrastructure and personalized coaching. With Michelle's deep expertise, the conversation explores…

1
Score-carding for Success- How to Build an Elite Sales Team 31:31

3M ago31:31

31:31

Summary Kyle Norton shares his insights on building elite sales teams. He emphasizes the importance of talent, systems engineering, playbooks, coaching development, and culture in creating a high-performing sales organization. He highlights the significance of repeatability and consistency in achieving success. Kyle also discusses the key elements …

1
Trusting Your Gut in Hiring: When to Double Down and When to Move On 34:15

3M ago34:15

34:15

Summary In this episode of Building Elite Sales Teams, host Lucas Price chats with John Pellet to unravel the tactics and strategies behind building high-performance sales teams in the tech industry. John sheds light on the delicate balance between coaching underperforming team members and making tough decisions about staffing changes. Listeners ar…

1
Best of Episode: Building a Coaching Culture in Sales 33:10

4M ago33:10

33:10

Summary In this episode, we explore the nuances of sales management development with Wesleyne Whitaker, an experienced leader in empowering sales managers to excel. Wesleyne offers a deep dive into how companies can shape their frontline sales leadership for lasting success and foster a robust, accountable sales culture. Wesleyne stresses the impor…

1
Consistent Communication - The Path to Accountability and High Performance 24:53

4M ago24:53

24:53

Summary In this episode host Lucas Price is joined by Tim Strickland to delve into cultivating clarity and accountability in high-performing sales teams. The conversation navigates through Tim's remarkable journey from real estate to leading revenue-based roles in major tech companies, providing a real-world backdrop to the discussion on building e…

1
How Leading with Empathy Helps Build Elite Sales Teams 32:40

4M ago32:40

32:40

Summary In this episode of Building Elite Sales Teams, Lucas Price sits down with sales leader Jackie Papazian to uncover the secrets behind cultivating high-performing sales teams. As they delve into the relationship between empathy and performance in sales and leadership roles, we all learn about some of the foundational elements needed for excep…

1
Navigating Difficult Conversations: Strategies for New Leaders 26:15

4M ago26:15

26:15

Summary In this episode of "Building Elite Sales Teams," the audience is invited to learn from the expertise of Lucas Price, who delves into the often intricate process of managing challenging conversations in B2B sales environments. The episode begins with an introduction to the significance of such discussions and their impact on team turnover, e…

1
Promoting from Within vs. Hiring from Outside: Striking the Right Balance 26:25

5M ago26:25

26:25

Summary In this episode of "Building Elite Sales Teams," Dr. Jim sits with Lucas Price to chat about building and maintaining dynamic sales teams in B2B tech sales. This discussion gears towards understanding the balance between promoting from within and injecting new insights from external hires to prevent the sales environment from becoming stale…

1
The Key Factors to Consider When Choosing a Sales Methodology 35:22

5M ago35:22

35:22

Summary In this episode, Lucas Price discusses the intricacies of selecting, adopting, and measuring the impact of sales methodologies with Paul Butterfield, founder of Revenue Flywheel Group. Delving into the nuances of strategies like MEDDIC, listeners are invited to explore the significance of proper implementation and the potential misconceptio…

1
How Constructive Competition Can Accelerate Sales Excellence 33:47

5M ago33:47

33:47

Summary In this episode of Building Elite Sales Teams, Lucas Price chats with guest Steve Waters from ZoomInfo. We walk through how to identify and harness the unique 'superpowers' of individual team members. The conversation dives into Waters's personal journey from a musician to a top-tier sales leader, drawing parallels between mastering music a…

1
The Role of Accountability in Sales Success 24:56

5M ago24:56

24:56

Summary In this episode, Lucas Price interviews Mike Muhfelder, a seasoned sales leader, about the challenges of screening and hiring top salespeople. They discuss the importance of patience and observation when evaluating candidates, as well as the need for candidates to take ownership of their situations and demonstrate accountability. Mike share…

1
How to Drive Development and Results in Your Sales Team 25:54

6M ago25:54

25:54

Summary Dr. Jim, teams up with Lucas Price, a founder with an impressive track record in sales leadership. Together, they debunk the common misconception that amassing an army of top-selling individuals is the singular route to a thriving sales organization. Instead, they advocate for a more nuanced and sustainable approach, emphasizing depth and h…

1
Building a Coaching Culture in Sales 33:10

6M ago33:10

33:10

Summary In this insightful episode, we explore the nuances of sales management development with Wesleyne Whitaker, an experienced leader in empowering sales managers to excel. Wesleyne offers a deep dive into how companies can shape their frontline sales leadership for lasting success and foster a robust, accountable sales culture. Wesleyne stresse…

1
The Power of People: How to Build a High Performing Sales Organization 24:40

6M ago24:40

24:40

Summary Tracy Linne joins the podcast to discuss the importance of adapting to change and leading teams in a dynamic environment. She emphasizes the need for a strong people strategy in building high-performing sales teams and highlights the pillars of a successful team, including people, process, and technology. Tracy also emphasizes the importanc…

1
The Power of Transparency: How to Successfully Navigate Change in Sales Organizations 25:38

6M ago25:38

25:38

Summary In this episode, Dr. Jim interviews Lucas Price, the founder of Yardstick, about building elite sales teams and effectively communicating change within a sales organization. They discuss the challenges of managing rapid change, the impact of change on sales reps, and strategies for communicating change without losing team members. Lucas sha…

1
From Startup to Exit: Lessons Learned on the Journey to Success 24:29

6M ago24:29

24:29

Summary In this episode of "Building Elite Sales Teams," Dr. Jim interviews Lucas Price, the founder of Yardstick and former VP of Sales at Zipwhip. Lucas shares his journey of scaling Zipwhip's sales organization from less than a million dollars in ARR to over a hundred million dollars. He discusses the importance of aligning the sales leader's vi…

1
The Science of Building High-Performing Sales Teams 26:16

7M ago26:16

26:16

Summary Joe McNeill emphasizes the importance of career development in building an elite sales team. He believes that hiring top-performing individuals is resource-intensive and not always successful, especially in rapidly growing startups. Instead, Joe suggests hiring smart people with energy and integrity and developing their skills over time. He…

1
The Importance of Accountability in Building High-Performing Sales Teams 27:11

7M ago27:11

27:11

Summary Brian Weiner emphasizes the importance of putting people first when building elite sales teams. He believes that investing in and supporting your team is crucial for success. He also highlights the significance of transparency, accountability, and creating a welcoming and inclusive environment. Brian shares his principles for building an el…

1
Building Seller Onboarding Programs That Drive Results 29:51

7M ago29:51

29:51

Summary Taylor Corr shares insights on building successful seller onboarding programs, setting high standards for sellers, and having clear benchmarks for team members. He emphasizes the importance of creating a specific and concrete onboarding program that removes guesswork for reps and provides structure and certainty. Taylor also highlights the …

1
Hiring for Success: Strategies for Identifying Top Sales Performers 44:03

7M ago44:03

44:03

Summary The episode discusses the importance of a successful hiring process, particularly for sales roles. The guests emphasize the need to reduce uncertainty in the hiring process and highlight the significance of the interview process in predicting success in sales roles. They also discuss the elements of an ideal candidate profile, including spe…

1
How to Keep Your Sales Team Sharp and Motivated by Building a Continuous Improvement Culture 23:22

8M ago23:22

23:22

Summary In this episode, Lucas Price interviews Dan Dionne, VP of Sales at Review Wave, about the key points in building an elite sales team. Dan emphasizes the importance of hiring the right people and not rushing the process. He believes that personality, style, and culture fit are more important than specific experience or education. Dan also di…

1
Scorecarding for Success- How to Build an Elite Sales Team 31:31

8M ago31:31

31:31

Summary Kyle Norton shares his insights on building elite sales teams. He emphasizes the importance of talent, systems engineering, playbooks, coaching development, and culture in creating a high-performing sales organization. He highlights the significance of repeatability and consistency in achieving success. Kyle also discusses the key elements …

1
Scorecards: The Secret to Hiring for High Performance 3:20

8M ago3:20

3:20

Summary Lucas Price shares his insights on avoiding the mistake of hiring candidates who seem wonderful in interviews but end up being a bad fit for the team. He emphasizes the importance of structured interviews, asking the right questions, using scorecards focused on role requirements, and forming independent opinions. Lucas also highlights the v…

1
Unveiling the Flaws in Traditional Interviewing Practices 4:52

8M ago4:52

4:52

Summary Lucas Price discusses the common practices that companies use during interviews that often lead to hiring the best interviewers instead of the best employees for the role. He emphasizes the importance of proper planning and provides strategies to make the interviewing process more accurate. Lucas suggests carefully selecting and planning ou…

1
Busting the Myth: Performance Management is Not Micromanaging 3:56

8M ago3:56

3:56

Summary Lucas Price emphasizes the importance of having a plan and clear standards in order to build a culture of high performance within a sales team. He compares performance management to using a GPS, stating that without clear goals and regular check-ins, the team is likely to veer off course. Feedback in real time is essential for avoiding pote…

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The Silent Killer: How Ignoring Performance Issues Can Destroy Your Sales Team 3:12

8M ago3:12

3:12

Summary Neglecting performance issues within a sales team can have detrimental effects on trust, workload, culture, and revenue. When leaders fail to address underperforming team members, it sends a message that effort doesn't matter, leading to a breakdown in trust. This lack of accountability also places a heavier workload on high-performing team…

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How to Avoid Common Pitfalls in Sales Hiring 6:49

9M ago6:49

6:49

Summary: Sales leaders in startups often face a high failure rate due to common pitfalls in the sales hiring process. The rush to hire without clear criteria, overvaluing experience over potential, ignoring culture fit, neglecting onboarding and training processes, and not leveraging data in the hiring process are some of the key reasons for failur…

1
Red Flags to Watch our for in Sales Interviews 8:56

9M ago8:56

8:56

Summary: When hiring sales reps for an early-stage startup, it's important to look beyond outward presentation and impressive resumes. The guest emphasizes the need to read between the lines and spot warning signs during the interview process. They highlight several red flags to watch out for, including lack of preparation, inability to discuss pas…

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What Can Sales Leaders do to Overcome Bias in the Hiring Process 7:40

9M ago7:40

7:40

Summary Talent is universal, but opportunity often isn't, especially in sales. The demographics of B2B tech sales in the US are largely male and white, and this lack of diversity can be attributed to the biased hiring process. To address this issue, the guest shares several steps to reduce bias in the hiring process. These steps include implementin…

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How Panel Interviews Debias Your Sales Hiring Process 7:28

9M ago7:28

7:28

Summary In this episode, Dr. Jim discusses the importance of involving multiple people in the hiring process for better outcomes in B2B sales. They explain that relying on a single person as the decision-maker can lead to bias and inefficiency. By leveraging panel interviews, companies can make more objective and informed hiring decisions. The gues…

1
Hiring for Culture Fit - A Critical Factor in Building Elite Sales Teams 6:52

9M ago6:52

6:52

Summary Dr. Jim discusses the importance of hiring salespeople who align with the culture of the organization. He emphasizes that hiring productive individuals who do not fit well within the company's culture can have negative downstream impacts. To ensure effective sales hiring, Dr. Jim suggests starting with a clear understanding of the organizat…

1
Essential Attributes Every B2B Tech Sales Rep Should Have 5:47

9M ago5:47

5:47

Summary Dr. Jim discusses the formula for hiring and building a successful sales team. He emphasizes the importance of certain attributes in sales candidates, such as strong listening skills, curiosity, problem-solving skills, collaboration, resilience, adaptability, and drive. These attributes are crucial for sales reps to excel in their roles and…

1
How to Navigate Conversations About Poor Sales Performance 4:19

9M ago4:19

4:19

Summary Building a culture of performance is crucial for sales leaders, and addressing employee performance issues is a key aspect of this. In this episode, the guest provides valuable strategies for handling difficult conversations and driving performance improvement. They emphasize the importance of taking ownership as a leader and understanding …

1
Elite Sales Teams are Built by Balancing Skills and Potential 4:06

9M ago4:06

4:06

Summary Building a successful sales team requires finding the right balance between experience and potential. Lucas Price emphasizes the importance of ensuring candidates are aware of the challenges of the role and have the right attitude to overcome them. He also highlights the significance of the team dynamic and the role itself in determining th…

1
Soft Skills Matter When You're Building an Elite Sales Team 3:43

9M ago3:43

3:43

Summary Building a successful sales team requires more than just technical know-how. It also requires a deep understanding of important soft skills. Curiosity is key, as it allows sellers to ask important questions without being salesy. Adaptability is crucial in an ever-changing industry, enabling sales reps to quickly adjust their strategies. Lea…

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Why Hiring Fast in B2B Sales Can be a Recipe for Failure 3:20

9M ago3:20

3:20

Summary In this episode, we discuss the common mistakes made by founders of fast-growing startups when building their sales teams. The rush to meet revenue goals often leads to poor culture fit, hiring based on resumes instead of fit for the sales motion, and hiring based on current needs instead of strategic fit. These mistakes can result in decre…

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How Do You Attract B2B Sales Superstars? 3:00

9M ago3:00

3:00

Summary: Recruiting and retaining top sales talent is crucial for the success of any business. In this episode, Lucas Price shares valuable insights on how to attract sales superstars and create an environment where they thrive. He emphasizes the importance of competitive compensation, a strong employer brand, and a clear growth path for salespeopl…

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