Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano
08/02/22 • 48 min
Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.
Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs.
Highlights
07:40 Buying a business during the Great Recession
13:05 Finding a salesperson who sells just like you
22:06 Building the scaffolding that supports sales (versus hiring more sellers)
22:34 Enabling your sales team
29:55 Generating more customer-ready conversations
35:41 Keeping your sellers in their zone of genius
43:54 Thinking differently about how to build your sales organization
Quote
"I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm."
Connect with Juliana Stancampiano in the links below:
Website: https://www.oxygenexp.com/
LinkedIn: https://www.linkedin.com/in/jstancampiano/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Are you trying to find sellers who check all the boxes of success in sales? Do you believe that you must keep hiring more salespeople to grow sales? That's what Juliana Stancampiano thought before she tried a radically different approach that has yielded amazing results. Juliana is the CEO of Oxygen, a company that works in the learning strategy space. She joins me today on Sales Talk for CEO in an episode that will challenge your assumptions and have you thinking differently about how to build a sales organization.
Juliana's strategy for building a sales organization involves scaffolding around her strongest workers. By evaluating their strengths and weaknesses, she finds new team members who fill in the gaps so that each person can work in their zone of genius. The truth is, there are a lot of parts of the sales process that excellent sellers are not good at. Why force them to work in their zone of incompetence where they'll end up unengaged and burnt out? Letting salespeople do the things they excel at and taking the rest off their plate is how Juliana has found success. She's explaining her strategy so you can replicate it in this episode of Sales Talk for CEOs.
Highlights
07:40 Buying a business during the Great Recession
13:05 Finding a salesperson who sells just like you
22:06 Building the scaffolding that supports sales (versus hiring more sellers)
22:34 Enabling your sales team
29:55 Generating more customer-ready conversations
35:41 Keeping your sellers in their zone of genius
43:54 Thinking differently about how to build your sales organization
Quote
"I would take less on the skills side and more on that innate belief side any day because skills are much easier to teach than authentic enthusiasm."
Connect with Juliana Stancampiano in the links below:
Website: https://www.oxygenexp.com/
LinkedIn: https://www.linkedin.com/in/jstancampiano/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Previous Episode
Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl
Are you a product CEO or a sales CEO? The answer may not be what you think. Case in point: Catherine Dahl, the CEO of Beanworks, an AP automation platform recently acquired by Quadient. Catherine spent two years building her company as a sales CEO when a sudden realization struck that she was trying to be something she wasn't. By owning her role as a product CEO, everything changed. With the right sales leader in place and the sales machine turned on, Beanworks went from half a million Canadian in revenue in 2017 to 8 million Canadian in 2021. Listen to her story in this episode of Sales Talk for CEOs.
During our discussion, Catherine takes us back to the early days when Beanworks was starting. She discusses building the platform, getting customers, and the bumps along the way. After partnering with Sage, Catherine demonstrated her knowledge of the pain points and product through speaking and educating customers. But it wasn't until she read Steve Jobs's biography did it 'click' that she was a product CEO trying to be a sales CEO. Her journey led her to find the perfect sales leader, who built a powerful sales team and got the sales machine running. Find out how it all happened by listening to this episode.
Highlights
0:50 Rejuvenating a hundred-year-old business
4:39 Getting ready to go global
7:26 Before Beanworks began...
12:21 Trying not to sell
19:57 The quest for more customers
23:33 Getting the channel sales flowing
26:52 Product CEO or sales CEO?
34:18 The biggest lesson learned along the way
Quote
"Steve Jobs was not a sales CEO, and all this time, I thought he was because of the way he's portrayed in movies. He was a product CEO, and his passion was product. And he hired the right people to do the sales side."
Connect with Catherine Dahl in the links below:
Website: https://www.beanworks.com/
LinkedIn: https://www.linkedin.com/in/catherinedahl/
You can learn more about and connect with Alice Heiman in the links below:
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
Next Episode
Closing Bigger Deals with Expert Lisa Magnuson
Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. The topic of our conversation? Closing bigger deals. If you're looking to scale sales by going after much larger deals, this is the perfect podcast for you.
Many companies I work with are growing sales to increase their valuation. At some point, they'll exit, make an acquisition or bring on investors. So, scaling sales is a priority, and they want to make it happen quickly.
During our conversation, Lisa discusses the CEO's role in closing bigger deals, the importance of celebrating wins, how to adequately prep for sales calls (and why CEOs should make this a requirement!) and how to build the right team structure.
Landing big contracts takes planning and time, but when you land a deal 5x of the your largest deal yet, you'll understand that the effort was well worth it. Use the ideas offered in this podcast to close your next big deal!
Highlights
0:29 Lisa Magnuson introduction
3:41 Closing bigger deals starts with mindset
7:36 The CEO's role in closing big deals
15:38 Why call planning is a must for big deals
23:22 Building a team structure to land bigger deals
33:19 Are you ready to land bigger deals?
Quote
“CEOs who want their salespeople to win more big deals have to develop a culture to support that. That culture starts with the CEO and has to include everyone in the company. The right culture will attract those bigger deals.”
Connect with Lisa Magnuson in the links below:
Website: https://toplinesales.com/
LinkedIn: https://www.linkedin.com/in/toplinesales/
The TOP Sales Leader Playbook
The TOP Seller Advantage
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/
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