Building Great Sales Teams

In this solo episode of 'Building Great Sales Teams,' the focus is on mental health systems for sales teams. The discussion highlights the importance of balancing mental health considerations with maintaining performance. Key points include statistics on burnout and poor mental health in sales roles, practical resilience tactics such as structured breaks, end-of-day rituals, and normalized conversations about stress. The episode al...

This episode provides a concise five-minute sales management training focused on managing individual salespeople. The discussion covers the importance of using a calendar operating system, emphasizing the necessity of discipline and accountability, and the importance of tracking and analyzing metrics to improve conversion rates in the sales pipeline. The episode also highlights the need for regular one-on-one meetings to address is...

In this episode of 'Building Great Sales Teams,' host Doug invites Joshua Wathen, CEO of Triad InfoSec, to share his compelling journey from a Green Beret to a cybersecurity consultant. They delve into Joshua's unique introduction, his military background, education at the Wolf Center for Entrepreneurship, and the foundational principles of leadership and humility. Joshua discusses how he transitioned into the cybersecurity industr...

In this episode of 'Building Great Sales Teams,' Doug explores the essentials of virtual sales systems, highlighting how to prepare your team for the increasing trend of remote B2B sales. He emphasizes that 80% of B2B transactions occur virtually and delves into stats like 55% of home service searches starting online. Doug discusses key strategies for pre-meeting prep, effective communication during meetings, and maintaining engage...

In this episode of 'Building Great Sales Teams,' the host reintroduces guest episodes and features Brandon Fuchs, a seasoned builder and renovation expert with over a hundred million in project experience. Now the founder of Elite Builder Society, a coaching community for contractors, Brandon shares insight into his journey from a struggling contractor to a successful business owner. He discusses the pivotal moment when contractors...

In this episode of 'Building Great Sales Teams,' the host explores the critical difference between selling multiple products and cross-selling. Drawing from his extensive experience, he emphasizes the importance of specializing in a single product to retain deep product knowledge and brand loyalty. He elaborates on how fluid cross-selling of additional products post the main sale can enhance customer experience and drive sales succ...

This episode delves into the often-negative connotations of the word 'cult' and its intriguing connection to 'culture' within the context of business. Inspired by a client's unique perspective, the discussion seeks to reframe our understanding of cults by analyzing their key characteristics: intense devotion, charismatic leadership, strong group identity, and rigid structures. The script explores how these elements can be applied p...

In this episode of 'Building Great Sales Teams,' the host discusses his decision to continue the podcast and elaborates on various aspects of sales management. He explains the importance of managing multiple roles, effective time management, and how to optimize a sales manager's calendar for maximum productivity. Key topics include setting up scopes of work, understanding various management roles, maintaining a pulse on field activ...

In this episode of Building Great Sales Team, the host returns from a brief hiatus to share insights on recent personal and professional experiences, including attending Door to Door Con and working with Check Sammy. The main focus of the episode is on designing effective prospecting activities and SOPs for sales teams. The host emphasizes the importance of consistent prospecting, setting targets, and providing sales representative...

In this episode, the host shares a proven sales strategy drawn from extensive experience as an AT&T dealer, emphasizing the effectiveness of door-to-door approaches. The episode introduces the 'Five Around Strategy,' a method that leverages proximity to existing installations to significantly increase penetration rates in targeted neighborhoods. The host details how this strategy can be applied across various service industries, su...

In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker de...

In this episode of 'Building Great Sales Teams,' the host returns after a three-week hiatus to share insights from his consulting experience. He emphasizes the importance of building content passively and provides actionable strategies for sales teams, such as leveraging discovery calls into content. The host discusses the concept of defaulting – relying on talent and abilities instead of structured systems – and its impact on pers...

In this episode of Building Great Sales Teams, Doug hosts Robb Conlon, successful entrepreneur and podcast host of 'B2B Business Class.' Rob shares his inspiring journey from an HVAC job loss in 2020 to launching 'Recruiting Hell' podcast, aiding job seekers during high unemployment, and eventually founding Westport Studios. Highlighting his top podcasting voice recognition and the personalized service that earned him former client...

In this episode of the Building Great Sales Teams podcast, recorded live at the Bad Ass Business Summit, Stevie Dawn, a professional speaker and corporate trainer with a Ph.D. in leadership, shares her journey from competitive dancing to becoming an influential entrepreneur. She emphasizes the mantra 'Be the Shark' and the importance of mindset and emotional intelligence in leadership. Discussions touch on the value of reflection f...

In this special episode recorded at the SCN Badass Business Summit, host Doug welcomes Bernie DeSantis, CEO of Insignia Training Partners. They discuss various impactful topics, including Bernie's personal connection to Movember and mental health advocacy, his work with the American Foundation for Suicide Prevention, and the touching story behind his iconic mustache. The conversation also covers Insignia's collaboration with Ford a...

In this episode of the Building Great Sales Teams Podcast, the host talks with Donnie Boivin, the founder of Success Champions Networking (SCN), during the Badass Business Summit. Donnie reflects on his journey from organizing his first summit to now running his fifth event. They discuss the growth of SCN, the innovative approach to B2B networking focusing on referral partners, the impact of personal branding, and the strategy behi...

In this episode of Building Great Sales Teams, we explore the journey and strategies of Marc Ebinger, CEO of Crükus Virtual Staffing, in building effective teams and networks through virtual staffing. Engaging fellow host twice, Marc discusses his transition from the Air Force and San Antonio Police Department to virtual staffing, highlighting the benefits of hiring outside the U.S., especially in the Philippines. The conversation ...

In this episode of 'Building Great Sales Teams,' Doug returns with expert guest Scott Snofke, a direct marketing coach with REI Print Mail, the top direct mail company in the nation. The discussion covers various aspects of marketing, particularly focusing on direct mail, micro-targeting, and the importance of data in successful marketing campaigns. Scott shares a personal anecdote about an unusual sushi order, illustrating the unp...

In this episode of 'Building Great Sales Teams,' Doug Mitchell explores the complexities and legalities of structuring sales positions, particularly focusing on the ongoing debate between W2 employment and 1099 contracting. He touches on the IRS and insurance implications, the importance of setting up an LLC, and the motivational and mindset factors of different employment structures. Additionally, Doug underscores the necessity of...