It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers.
Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager Survival Guide. Listen to the episode to hear what David has to say about frontline sales.
Episode Highlights:
How Dave got started in the area of sales performance
How too many apps and tools can be detrimental to sales performance
Why the sales manager needs to be part of the plan when implementing a new tool
A sales manager’s role, and how that can be leveraged to maximize the performance of each sales person.
The qualities that make a great sales manager
The importance of determining a process that works before bringing in automation tools
Why it’s necessary to focus on fundamentals and the ideal customer profile
Dave’s new book, Sales Executive Survival Guide, coming out in May
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Sales Manager Survival Guide: Lessons From Sales' Front Lines
A 5-minute quick listen on the 2 universal mistakes we make when holding conversations with buyers.
Being an entrepreneur doesn’t always stop with creating one successful business. Some entrepreneurs make a business out of creating different businesses. Today’s guest is a serial entrepreneur that creates businesses and sells them.
Mansour Salame is an engineer by training, and he is currently the CEO and founder of a company called FrontSpin. However, Mansour says that he doesn’t think of himself as an engineer or a salesperson so much as he thinks of himself as a person who can find value for customers and clients. Listen in to this interesting interview to hear Mansour’s insights about growth and scaling.
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When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale.
Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a great episode where we talk about how to grow a team and to build a team that consists of the right people.
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