Next Level Leadership

Setting a vision for your team, keeping them motivated through difficult times

how sales enablement changed his outlook on leadership

how to get reps to use new tech tools

how to make new reps more confident

how to use the gratitude gap to win

What we cover:

How Jason fell into sales--then literally on accident became vp of sales

developed a system for his 8 sales reps

what to do when your reps have no empathy for the prospect

How to nail process/structure without destroying reps humanity

how to interview for drive

5 traits for sales success

interview tips

It sounds hokey, but practicing gratitude can massively increase your output. Listen to this episode to find out how!

This is a presentation I gave to every new hire that joined my team. Sales is hard. Everyone is going to feel like they suck at some point. This is how you get ahead of it, as a leader.

This was a fun episode--Anthony is super sharp and has been in this game for a while.

Here's a small sample of what we discuss:

Questions to always be asking yourself

What to do instead of scripts

1x1s vs pipe review

learn do document delegate

don't touch anything for 30 days--observe and learn

Are you becoming the kind of leader you wanted to become?

If you're like... well, a lot of people... you own this book or have heard that you should read it. But who has the time? I break down the Radical Candor model in 11 minutes and give you action steps you can take to improve your team using it.

My first sales manager told me that the most important territory is the space between your ears. The problem? There's a lot trying to get your attention.

In 1957, James Vicary invented subliminal advertising when he inserted the words "Eat Popcorn" and "Drink Coca-Cola" into a movie. If seeing those words for a single frame can make you hungry, imagine how everything you see on a day to day basis is impacting you.

In this episode, I cover how to take back control of your mind—or at least what’s worked for me. There’s no guru-y “just think positive” mumbo jumbo in here. Check it out here.

Last week we talked about how to use focus. Today, Derek talks about the exact calendar strategy he uses to remain focused on the most important objectives.

Many MANY sales leaders try to manage metrics that they can't control. That leads to stress--and often, failure. It doesn't have to be this way. Here, I cover what you CAN manage, HOW, and WHAT to do next.

The first episode in what I intend to be a recurring series. I'm calling it, "The Greats." I try to answer the question: "What is it that the most successful people in history knew or did that we can copy to find outsized success for ourselves?"

The top characteristic appears to be "focus." I break down how people like Steve Jobs and Napoleon Bonaparte used it to change the world so that you and I can use it to change lives. There are two types of focus, and I cover how I use each right now.

What is life/work integration?

How do we do it?

How can we use it to feel less stress?

Make sure you're doing the small things right before bringing in tech to supercharge it

Tech as a bandaid

Process first

get 1 of these 2 things out of every job

It's easy to show that you're buying tech, that doesn't make it the right move.

Impacts of being too nice

Being direct with empathy

Giving your team small wins

Tips on people management

How to get reps to buy into a team goal

Advice she's given to new managers recently

the motive for being a leader

your mental roadblocks

balancing micromanaging and hands off

how to empower reps to hold themselves accountable

tips on getting the first promotion

We cover:

don't become a superrep--coach instead

ask questions instead of solving problems

separating emotion from data

thinking 1-2 months ahead

why change is slower

hiring for culture

Paul is VP Sales at SecurityScorecard and Host of the Top One Percenter Show

Jimmy is the Director of Worldwide Sales Development at Hacker One. Jimmy has been a leader and coach in high school when he recruited and led his high school fencing team.

Marcus is the founder of Venli Consulting Group which helps rep sell more. He has sold and lead teams for over ten years.

We cover a TON in this episode. Some examples: Destroying your teams trust, winning your reps hearts and minds, owning your mistakes, being vulnerable and real

Lots of golden nuggets in this one, but the keys to building your management system is going to make your life so much easier.

Why do sales leaders have such low tenure? How can you avoid that? How do you know if you're a fit for a role?

Get that and much more in this episode with Amy!

How do you manage each of your reps as an individual? How do you uncover intrinsic motivation--eliminating the need for constant contests, looking over people's shoulders, and PIPs?

Find out in this episode!

There's something for everyone in this weeks episode with Christine Rogers this week. We cover:

Jeff and I worked together for a short time at PatientPop, and I was so impressed with him that I asked him to come on and talk about how we can work better with Sales Ops to make our teams more successful.

Gabrielle has been a leader for over three years. Hear her talk about why you don't need to know how to do something in order to get it done, why you should speak up more, and how she created a business plan to get her first gig as a leader.

Scott spent 3 months as a rep, got promoted to leadership, and now, as his LinkedIn profile says: 6x Sales Leader - 3x Founder - 2x Author - Sales Consultant & Strategic Advisor to startups around the worldFind out how he got promoted, what he does to be so productive, and so much more!

Thomas tells us a secret, talks about how and why to have one on ones consistently, the surprising thing he did when he managed former peers, and why it's always best to assume good intentions.

WOW this was an amazing episode. Colin is an amazing storyteller--and told great stories.

Hear about how his rep found a deal in a couch. Learn how to develop a mission statement so powerful it carries you through the hardest days. Listen to how and why you should focus on friction. You're going to love this one!

Teams, reps, and managers often fail because they're missing something simple: clear expectations.

Why will clarifying expectations get more out of your team?

How do you set expectations without creating a culture of fear?

Ashley Kelly Mealy has been promoted quickly a few times: she spent 6 months as a rep and less than two years as a manager before her first director role.

Learn how she did it in this episode! She is the Senior Director of Sales Development for Brex.

Andrew Weisse is a Sales Leader with over a decade of experience building & scaling sales organizations. After 4 years on Wall Street, Andrew left finance to join the start-up Zocdoc in NYC, where he spent 6 years helping the company grow from 40 to over 400.

Michael Charalambous (aka MC) is a positive, high energy sales leader with 10+ years of success growing teams and revenues across multiple verticals and industries. His passion is hiring, training, coaching, as well as ongoing mentorship.

Learn how Nick went from rep to player-coach to manager to director.

We talk about managing up, getting promoted, managing former peers, and more!