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The Street Savvy Sales Leader with Mark Welch

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On this episode of The 2X Podcast, Bill sits down with Mark Welch, author of The Street Savvy Sales Leader, a guide to building team that consistently win new business.

Mark has years of experience in leading sales teams, from 5 to over 70 people. He is a fully certified sales skills and business coach. He brings some very unique and interesting ideas to the podcast on how you and your team can win.

If you want to learn more about Mark and his book, go to https://www.streetsavvysalesleadership.com.

Also mentioned in this podcast:

Episode #504: What are you really motivated by?

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In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, “How Can I Motivate My Team?” The guys walk through several different areas of motivation that can either inspire or hold back your sales team.

For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivates them.

If you’re interested in getting some more information about how you can assess your team’s motivational tendencies, send us a email to [email protected] with the word FEEDBACK in the subject line and we’ll get in touch!

Also mentioned in this podcast:

Becoming Your Best By Avoiding The Misses

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I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy.

Steve Shallenberger

I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the mistakes he sees leaders make. He’s also author of “Becoming Your Best.”

One of those has to do with “Vision.” The lesson is that just because your company has no declared vision, doesn’t mean you shouldn’t.

But the fact is that if you have a division…a team…a group…you MUST have a compelling, inspiring vision for your them or they’ll wander around with little focus, and little inspiration.

Here is an excerpt from a longer interview I did with Steve where he shared his thoughts.

Enjoy!

If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.

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Are You Using An Ancient Leadership Method?

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How tedious has it been in the last 20 years to try to keep up with all of the leadership theories and maxims put forth by experts? Leaves us all kind of confused, doesn’t it?

Alan Cutler

Alan Cutler has done an excellent job of sifting through all of the theories and get to what works. In this interview excerpt, I ask Alan some of those questions about the psychology of leadership, a topic on which he has written, “The Psychology of Leadership.” (Click Here To Learn More)

Enjoy the interview with Alan. Let me know your thoughts.

If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.

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What Percentage Of Your Team Is Truly Committed?

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In the lead up to the launch of The Sales Leadership Academy, I have the luxury of interviewing experts in the field of motivation, most specifically, “sales team motivation.”

DrJoeFolkman

As in, “What role does the leader play in the inspiration and motivation of their teams?”

It’s really easy to say (and I’ve said it, too), “Well, it’s not up to anyone to motivate the producer. They have to come to the table with their own motivation.”

That may be true. But does that mean you play no role at all in that? Of course not.

Dr. Folkman’s Take on Inspiring from a Leadership Position:

I had the privilege of speaking with an author, Dr. Joe Folkman. He’s written several books, most notably, The Inspiring Leader. In it, he reveals multiple studies of leaders and what makes them inspirational.

I sat down with Joe this week and I thought you’d be interested in a specific audio clip from that interview. In this clip, he addresses the idea of “commitment” and how you, yes YOU, have a role in creating commitment on your team.

If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.

LearnMore

When Your World Must Change – The Picture Must Change.

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Statistics suggest that 70% of us are visual in how we take in information. I prefer to think of it that we are all 70% visual. Social scientists would tell me that interpreting that initial number in the second way is wrong but, oh well.

The bottom line is that if we want to understand something at a deeper level, I believe we need to learn how to draw it out, graphically.

processI was in a conversation recently coaching a sales manager whose company had just been purchased by an outside firm. And the new sales model was very different than the old one. I asked him if he had ever explained the differences to his team. He said he had, and that it wasn’t taking root.

I then ask him if he’d ever drawn the old and new process out – side by side.

“Why would I do that when I’ve told them over and over and over?” Read more