Hi, welcome to episode ten of The Sales Team Success Formula

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode ten, we tie up the formula with a nice neat bow by reviewing what we’ve covered, showing how all of the pieces fit together, and mapping out how to put it into action - and how much time it’s all going to take you. You can see that in the graphic below about the Meeting Time Matrix - but here is the bottom line.

When you invest the work to set up the infrastructure - which will take you some time and effort - you’ll come out on the other side with a highly functioning and effective total sales team and it will take you a lot less time to manage, giving you more time to help it grow.

Sound good? Then check all of this out!

Here is the link to the Review Meeting Time Matrix mentioned in the episode:

https://drive.google.com/file/d/1vZ5-saY0kbYjXycUhmwZjoruCPkOQBMg/view?usp=sharing

Here is the link to the Quad Chart I spoke about in the episode:

https://drive.google.com/file/d/17z95_pojD-c_DISRBqMrjIcoI9sfZpoJ/view?usp=sharing

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success FormulaTM

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales ProcessTM

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team Success Formula - and here’s to your success!

Hi, welcome to episode nine of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode nine, we'll cover deal reviews and pipeline reviews (also called accountability meetings).

Deal reviews follow a similar theme as call reviews but serve a very different purpose. The similarity is that success derives from defining what “good” looks like for a deal or a call (which was done earlier in the formula, see episodes 2-4 for that if you missed it), and then working in the review to get closer to consistent execution around that.

Pipeline reviews on the other hand are a little different, and when you reps become stronger this could be the only meeting you need with each rep each month to keep all of the work we’ve done in the formula on track and your sales team growing within the finely tuned hum of an efficient sales engine and in the energizing environment of a solid sales culture.

These review meetings are the culmination of the work we’ve done in the program, and tie the clarity and agreement about sales execution to management efforts to provide support and accountability. Check these out, implement them and the infrastructure the supports them, and get your B2B sales team on the right track for good!

Here is what you will find in the other episodes in this introductory series:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team Success Formula - and here’s to your success!

Hi, welcome to episode eight of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode eight, we'll cover individual review meetings between front line sales managers and reps in general and then dive specifically into call reviews.

Call reviews are a chance for managers to help reps refine how they articulate value and express company messaging while working with prospects and also how to move deals along through conversation - one of the most powerful tools we have as salespeople, when done right. By starting with a clear idea of what a good call looks like - as developed earlier in the program - managers and reps can iterate towards increased effectiveness in an efficient and effective cooperation based on the call review format we discuss in this episode.

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!

Hi, welcome to episode seven of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode seven, we'll cover the kinds of tools and tech you need to help your sales team execute well and to help management get the data they need to keep on top of the team and each of the reps in it…

…but, we won’t cover ANY specific tools or pieces of tech!

Instead, we’ll focus on the mistakes most sales orgs make when choosing sales tools, and map out a strategy to set you up for success when approaching this critical and often intimidating question - what sales tools and tech are right for us?

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!

Hi, welcome to episode six of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode six, we'll cover KPIs and metrics, how and why so many sales organizations miss the mark here, and what you need to do to approach this subject in a way that will ultimately lead you to what you want - quick, accurate, and empowering insights into your sales team that reflects with consistent execution and high data integrity.

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!

Hi, welcome to episode five of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode five, we'll cover Personal Sales Plans. Up to this point in the podcast, we’ve covered who your reps should be talking to (episode 2), what they should say (episode 3), and how they can most successfully navigate each sales opportunity (episode 4).

Now we need to take on how each rep can manage ALL of the opportunities they have to work on while bridging the gap to sales management to foster the kind of co-created clarity and agreement needed for proper and effective management support and accountability towards sustained sales team excellence and success.

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!

Hi, welcome to episode four of The Sales Team Success Formula

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success FormulaTM, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success FormulaTM is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode four, we'll cover The Four Level Sales Process, a systematic and highly effective way I’ve developed to embrace this concept that can be so powerful when you set it up right! What salespeople do as they work through an opportunity is HUGE - why not dial that in across your team and set yourself up for the kind of sales team management that can help your team and each rep in it excel!

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success Formula - and here’s to your success!

Hi, welcome to episode number three of The Sales Team Success Formula

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode three, we'll cover effective sales messaging and why drilling deep into the problems that you solve for prospects and clients HAS to be the core of your messaging strategy and how to develop and utilize these problems in a variety of sales communications.

And here is what you will find in the other episodes:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team success Formula - and here’s to your success!