Building Great Sales Teams

Doug Mitchell

Building a successful sales program is a complex task that requires a deep understanding of recruiting, training and sales systems. On this show, we explore proven methods of scaling your sales program. We also cover the challenges entrepreneurs and sales leaders face and how they overcame them because we believe you have to be a great leader in order to build a great team!

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Top 10 Building Great Sales Teams Episodes

Goodpods has curated a list of the 10 best Building Great Sales Teams episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to Building Great Sales Teams for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite Building Great Sales Teams episode by adding your comments to the episode page.

The KPI Trinity

Building Great Sales Teams

08/01/24 • 25 min

This episode of 'Building Great Sales Teams' is a solo discussion on the importance and management of Key Performance Indicators (KPIs) in a sales program. Doug explains that KPIs serve as essential tools for tracking production and accountability, similar to bumper rails in bowling. He introduces three major KPI categories: prospecting activity, pipeline conversion, and sales, each with its sub-categories. The conversation covers the significance of tracking and measuring various sales activities, including knocks, calls, emails, and referrals. It also delves into the importance of data-driven decisions, regular tracking, and how to use KPIs to improve individual and team performance in sales environments. The host shares his excitement for an upcoming win rate quarterly event where these topics will be elaborated further and encourages the audience to implement these strategies in their businesses.

Chapters

00:00 Introduction to Building Great Sales Teams
00:38 The Importance of KPIs in Sales
02:21 Inspiration and Coaching Experience
03:51 Overview of Major KPI Categories
04:40 Prospecting Activity KPIs
06:08 Pipeline Conversion KPIs
16:14 Sales Metrics and Their Importance
21:33 Recap and Final Thoughts
23:31 Closing Remarks and Call to Action

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com
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Ely Delaney: Start Conversations and Meet Cool People

Building Great Sales Teams

06/24/24 • 33 min

In this episode of 'Building Great Sales Teams,' Doug emphasizes the importance of follow-up in the sales process and introduces Ely Delaney, an automated system specialist. Ely shares his expertise in creating effective follow-up systems that help convert clients into loyal fans. The conversation covers the misconception that sales is all about pitching, highlighting instead the value of building relationships and consistently adding value. They discuss practical strategies such as varying the timing and content of follow-up messages, using automation to manage tasks, and mixing automated emails with personal touches to enhance client connections. Ely also shares success stories to illustrate the long-term benefits of a robust follow-up system.

Chapters

00:00 Introduction to Building Great Sales Teams
00:40 The Importance of Follow-Up in Sales
01:00 Meet Ely Delaney: The People Whisperer
01:55 Effective Communication with Prospects and Clients
04:42 Transforming Email Marketing
08:42 The Power of Consistent Follow-Up
12:47 Random Acts of Kindness in Business
15:40 Leveraging CRM for Personal Touch
20:02 The Long-Term Impact of Follow-Up
22:03 Ely’s Success Stories and Strategies
23:34 Connecting with Ely Delaney
29:38 The Legacy of Kindness and Respect
32:52 Conclusion and Call to Action

You can connect with Ely Delaney on:

Website:

https://ConnectWithEly.com

Instagram:

https://www.instagram.com/elydelaney/

LinkedIn:

https://www.linkedin.com/in/elydelaney/

Thank you for supporting Building Great Sales Teams!

Mark Forster: The Competitive Edge in Merchant Services

Building Great Sales Teams

06/10/24 • 32 min

In this episode of Building Great Sales Teams, host Doug welcomes Mark Forster, CEO of Deposyt, a company specializing in merchant services. They discuss the differences between various merchant processing solutions, focusing on the stability and security Deposyt provides compared to other providers like Stripe. Mark shares insights on targeting high-risk verticals, using referral partnerships, and the importance of software such as CRM in business. The conversation also covers Mark's approach to scaling, adapting to industry changes, and his broader vision for legacy and personal development.

Chapters

00:00 Introduction and Welcome
00:39 Guest Introduction: Mark Foster
01:04 Understanding Merchant Services
02:10 Challenges with Stripe
10:20 Referral Partner Model
20:11 Future Plans and Software Integration
26:55 Personal Insights and Mastermind Experience
29:02 Conclusion and Contact Information

You can connect with Mark Forster on:

Instagram: https://www.instagram.com/themarkforster/

Facebook: https://www.facebook.com/profile.php?id=715603941

Website: deposyt.com/markforster

Thank you for supporting Building Great Sales Teams!

Kyan Frith: Navigating Business Turnarounds and Growth

Building Great Sales Teams

06/03/24 • 43 min

In this episode of Building Great Sales Teams, Doug interviews Kyan Frith, CEO of KV Impact Consulting LLC, who co-owns the business with his wife, Victoria. Kyan shares his journey from the UK to the US, driven by personal and professional motivations. He discusses his expertise in business turnarounds, IT governance, and CFO consulting. Kyan emphasizes the importance of client acquisition strategies, effective networking, and leveraging his UK background to connect with clients in the US. The conversation delves into the importance of tracking key business metrics like dollars, absolutes, and dates to drive decision-making and profitability. Kyan also touches on his passion for empowering businesses to achieve their potential and his long-term vision for creating lasting impact through his consulting work.

Chapters

00:00 Introduction to Building Great Sales Teams
00:40 Meet Kyan Frith: From UK to US
01:52 Journey to San Antonio
03:47 Starting a Consulting Business in the US
05:44 Client Acquisition Strategies
07:11 Challenges and Opportunities in Consulting
13:25 The 100K Challenge: Finding Hidden Revenue
16:44 Modern Strategies for Business Growth
21:52 Building a Turnaround Team
22:53 The Power of ERP Solutions
24:06 Key Business Metrics to Track
27:39 The Importance of Financial Oversight
32:42 Challenges in the Finance and Bookkeeping Industry
36:02 Effective Consulting Strategies
41:03 Defining Legacy and Impact

You can connect with Kyan Frith on LinkedIn: https://www.linkedin.com/in/kyan-frith/

[email protected]

Thank you for supporting Building Great Sales Teams!

Nicholas Loise: Transforming Sales Talent

Building Great Sales Teams

07/22/24 • 27 min

In this episode of 'Building Great Sales Teams' podcast, Doug welcomes Nicholas Loise, a seasoned sales consultant and founder of Sales Performance Team. They discuss the current sales landscape, focusing on traditional businesses and information marketing sectors. Nicholas highlights the importance of evaluating team talent, using data-driven approaches, and making tough decisions regarding team performance. They explore recruitment strategies, including hiring talent from unconventional sources like acting programs and the benefits of using personality assessments like DISC. Nicholas also talks about upcoming events and workshops aimed at helping founders build effective sales teams. They conclude by reflecting on the legacy of imparting wisdom in the sales profession and fostering a respectful and dignified sales culture.

Chapters

00:00 Introduction and Welcome
00:53 Guest Introduction: Nicholas from Sales Performance Team
02:05 Current Market Trends and Challenges
03:32 Evaluating and Managing Sales Teams
07:55 Hiring High-Quality Sales Talent
12:24 Personality Testing in Sales
17:48 Upcoming Events and Initiatives
25:16 Final Thoughts and Legacy

You can connect with Nicholas Loise on Instagram:

https://www.instagram.com/nicholasloise/

Website:

https://salesperformanceteam.com/

Thank you for supporting Building Great Sales Teams!

Josh Tapp: Scaling Through Relationships

Building Great Sales Teams

06/27/24 • 51 min

In this episode of 'Building Great Sales Teams,' Doug welcomes Josh Tapp, founder of Pantheon FM and eight other B2B agencies, known for his expertise in marketing, especially referral marketing, achieving $50 million in sales. The discussion delves into how Josh minimizes social media consumption, focusing on vital tasks and maintaining work-life alignment. Josh elaborates on his approach to generating 200 referrals in two weeks, proving that business growth doesn't have to be difficult. He explains his unique business model involving strategic alliances and generating referrals. The conversation also touches on the importance of prioritizing sales activities over less productive tasks. Josh concludes by sharing his thoughts on legacy, emphasizing the role of entrepreneurship in solving global problems.

Chapters

00:00 Introduction and Guest Welcome
01:38 Social Media and Personal Choices
07:46 Work-Life Balance and Prioritization
16:53 Referral Marketing Challenge
23:50 Business Model and Strategic Alliances
26:59 The Power of Cross Referrals
27:17 Building an Alliance for Success
28:15 Vertical Integration and Client Success
28:33 Stop Traditional Lead Generation
28:56 Introducing the Pantheon Model
34:44 The Importance of Doing Cool Things
37:32 The Role of Social Media in Business
39:55 The Value of Personal Connections
42:51 Final Thoughts on Business Success

You can connect with Josh Tapp on:

Website:

https://pantheon.fm/

Instagram:

https://www.instagram.com/theluckytitan/

LinkedIn:

https://www.linkedin.com/in/theluckytitan/

Thank you for supporting Building Great Sales Teams!

Bernie DeSantis: Transforming Sales Teams and Leadership

Building Great Sales Teams

10/18/24 • 21 min

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 and the benefits of outsourcing training projects. Additionally, Bernie shares valuable insights on effective training strategies, including the importance of live, instructor-led sessions, follow-up coaching, and comprehensive management training. The episode further explores the challenges and solutions in promoting high performers to leadership roles, Bernie’s vision for Insignia, and his passion for supporting learning professionals. This episode is essential for those involved in sales, training, or organizational development.
Chapters

00:00 Welcome Remarks
02:15 The Story Behind the Mustache
04:45 Impact of Insignia Training Partners
07:18 Building Effective Learning Programs
09:26 Effective Training Strategies for New Employees
10:53 Custom Training Programs Tailored to Organizations
11:30 The Importance of Continuous Follow-Up and Coaching
12:35 Daily Role Play and Sales Training
13:40 Training Management and Leadership
14:43 Promoting the Right People: Challenges and Solutions
16:59 Future Goals and Vision for Insignia
18:29 Personal Reflections and Advice for Future Leaders
20:20 Conclusion and Final Thoughts

You may connect with Bernie DeSantis on:
Facebook - https://www.facebook.com/bernie.desantisiii
Instagram - https://www.instagram.com/insigniatrainingpartners/
Website - https://insigniatraining.com/

Thank you for supporting Building Great Sales Teams!

Three Steps to a Shorter Sales Cycle

Building Great Sales Teams

11/18/24 • 16 min

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 decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.

Chapters

00:00 Introduction to Building Great Sales Teams
00:38 Understanding the Sales Cycle
02:07 Developing Referral Partners
03:16 Optimizing Your Sales Process
04:21 The One Call Close Strategy
07:11 Capitalizing on Timing
10:26 Creating a Scalable Prospecting Module
15:23 Conclusion and Real-Time Application

Thank you for supporting Building Great Sales Teams!

BGST'24 Featured Speaker Drewbie Wilson: Hustle, Heart, and Hearty Meals

Building Great Sales Teams

05/06/24 • 35 min

In this episode of Building Great Sales Teams, Doug Mitchell and Drew Wilson talk about exploring the essentials of building effective sales teams, personal growth, and the significance of experience. The guest, Drew, a sales consultant, shares insights on sales, marketing, and personal achievements through consistent efforts and leveraging personal branding. Wilson also discusses his lifestyle shift to RV living, aiming for a life of experiences and learning. The conversation highlights the value of engaging with prospects in innovative ways, such as using memes for sales, and underscores the importance of understanding one's worth, time management, and setting an example for future generations. Principles of sustaining success through deliberate actions and the role of events in sharing and gaining knowledge are also emphasized. A scheduled event on July 12th in San Antonio is discussed, where these themes will be explored further, aiming to provide value and insights without resorting to sales pitches.

Chapters

00:00 Introduction to Building Great Sales Teams
01:06 Special Guest Announcement and Event Details
01:18 Meet Drew B. Wilson: Sales Consultant and Meat Smoking Expert
02:04 The Art of Smoking Meats and Sales Analogies
03:39 Transitioning to RV Life and the Power of Gifting
05:24 Leveraging Memes for Sales Success
10:39 The Impact of Speaking Engagements and Family Involvement
16:12 Exploring San Antonio and Embracing New Experiences
18:28 Upcoming Events and Personal Commitments
19:15 The Challenge of 75 Hard and Personal Health Journeys
20:40 The Realities of Sustaining Health and Fitness Routines
22:48 Leveraging Support and the Power of Community
24:08 Engaging with the Audience: Comments and Shoutouts
27:55 The Essence of Personal Branding and Building a Legacy
29:39 Vision and Expectations for the Upcoming Event
34:42 Closing Thoughts and Event Sponsor Shoutout

You can connect with Drewbie Wilson on:

Facebook: https://www.facebook.com/DrewbieWilsonMarketing/

Instagram: https://www.instagram.com/drewbierides/

Website: https://callthedamnleads.com/

Get your tickets here: https://bgst24.com/

Thank you for supporting Building Great Sales Teams!

The Tail Is Wagging the Dog

Building Great Sales Teams

07/04/24 • 12 min

In this solo episode of 'Building Great Sales Teams,' Doug Mitchell reflects on a client's struggle with optimizing their sales program. He discusses the common issue of sales teams' preferences hindering scalability and shares insights on creating effective sales structures that focus on company growth rather than individual preferences. The host emphasizes the importance of objective system building and the need to incentivize leadership development among top salespeople. Additionally, the episode includes updates on the podcast's 300th episode and upcoming events while promoting useful resources available on salesprogrambuilder.com.

Chapters

00:00 Introduction to Building Great Sales Teams
00:52 Client Challenges and Sales Program Building
01:41 The Tail Wagging the Dog: Sales Team Preferences
02:27 Balancing Sales Program and Individual Preferences
05:24 Leadership and Growth in Sales Teams
07:26 Grandfathering and Future Planning
09:46 Ensuring Company Health and Longevity
10:33 Exciting Milestones and Upcoming Events
11:18 Resources and Closing Remarks

Thank you for supporting Building Great Sales Teams!

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FAQ

How many episodes does Building Great Sales Teams have?

Building Great Sales Teams currently has 319 episodes available.

What topics does Building Great Sales Teams cover?

The podcast is about Direct Sales, Motivation, Legacy, Management, Entrepreneurship, Business Marketing, Mindset, Business Advice, Development, Podcasts, Small Business, Business Development, Entrepreneurs, Sales and Business.

What is the most popular episode on Building Great Sales Teams?

The episode title 'Danny Martinez: Transforming Businesses Through Purposeful Branding and Design' is the most popular.

What is the average episode length on Building Great Sales Teams?

The average episode length on Building Great Sales Teams is 43 minutes.

How often are episodes of Building Great Sales Teams released?

Episodes of Building Great Sales Teams are typically released every 2 days, 4 hours.

When was the first episode of Building Great Sales Teams?

The first episode of Building Great Sales Teams was released on Jan 7, 2022.

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Building Great Sales Teams

Doug Mitchell

Top 10 Building Great Sales Teams Episodes

FAQ

How many episodes does Building Great Sales Teams have?

What topics does Building Great Sales Teams cover?

What is the most popular episode on Building Great Sales Teams?

What is the average episode length on Building Great Sales Teams?

How often are episodes of Building Great Sales Teams released?

When was the first episode of Building Great Sales Teams?

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