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PODCAST

Building Elite Sales Teams

Lucas Price, Dr. Jim Kanichirayil

Constant churn. That"s the reality for most B2B sales leaders. The average sales leader is in a role 18 months before moving on. It would be great if they were leaving on a high note. The reality is that most sales leaders are failing. Their teams aren"t hitting targets and no amount of "feet on the street" will solve that problem. You can"t volume your way to success. Want to build a 100 million ARR sales organization? Then you"ll want to listen to someone who"s been there and done that

business management

All Episodes

34:26

Engineering Moments of Success: How to Get Your Sales...

Building Elite Sales Teams ·

2024/04/26

SummaryEd Lynes, founder and managing partner of Woden, joins Lucas Price to discuss the importance of effective messaging in building an elite sales team. They emphasize the need for sales reps to be involved in the messaging development process and share their perspectives on the world. By aligning the sales team behind a compelling message, companies can increase funnel efficiency and drive better results. They also discuss common mistakes to avoid, such as starting too tactically and keeping

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30:14

Leading Through Change: How to Successfully Navigate...

Building Elite Sales Teams ·

2024/04/19

SummaryLucas Price chats with Tyler Kelly, President of Basis Technologies, about the challenges and strategies involved in transforming sales teams. With over two decades in the digital media industry, Tyler shares his journey from sales to leadership, emphasizing the crucial shift from selling to small markets to engaging with clients that have over $20 million in digital media spending. The conversation covers Kelly's approach to management, the importance of adapting sales strategies, and the

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27:06

Navigating Negative Changes in Sales Organizations: A...

Building Elite Sales Teams ·

2024/04/12

SummaryIn this episode of Building Elite Sales Teams, host Lucas Price chats with veteran sales leader David Archer about navigating negative organizational changes within sales teams. This discussion is especially relevant to those who aspire to manage their sales teams effectively, despite facing the potential for adverse effects on their team members.Throughout their conversation, Lucas and David dive into the impact of sales culture, change management strategies, and sustaining team performance

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31:17

The Art and Science of Sales: Balancing Data and...

Building Elite Sales Teams ·

2024/04/05

SummaryIn this episode of Building Elite Sales Teams, Lucas Price chats with Michelle Benfer, a dynamic SVP at Bill. This session dives deep into the art and science of constructing top-tier sales organizations, highlighting the pivotal role of data infrastructure and personalized coaching. With Michelle's deep expertise, the conversation explores the delicate balance between analytics and human intuition in crafting a successful sales strategy.Listeners are treated to a voyage through Michelle's

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31:31

Score-carding for Success- How to Build an Elite...

Building Elite Sales Teams ·

2024/03/29

SummaryKyle Norton shares his insights on building elite sales teams. He emphasizes the importance of talent, systems engineering, playbooks, coaching development, and culture in creating a high-performing sales organization. He highlights the significance of repeatability and consistency in achieving success. Kyle also discusses the key elements of a scorecard and the importance of structured interviews to make better hiring decisions.Take Aways Talent, systems engineering, playbooks, coaching

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34:15

Trusting Your Gut in Hiring: When to Double Down and...

Building Elite Sales Teams ·

2024/03/22

SummaryIn this episode of Building Elite Sales Teams, host Lucas Price chats with John Pellet to unravel the tactics and strategies behind building high-performance sales teams in the tech industry. John sheds light on the delicate balance between coaching underperforming team members and making tough decisions about staffing changes. Listeners are invited into John's world, marked by resilience, adaptability, and the relentless pursuit of excellence.John shares his personal journey from

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33:10

Best of Episode: Building a Coaching Culture in Sales

Building Elite Sales Teams ·

2024/03/15

SummaryIn this episode, we explore the nuances of sales management development with Wesleyne Whitaker, an experienced leader in empowering sales managers to excel. Wesleyne offers a deep dive into how companies can shape their frontline sales leadership for lasting success and foster a robust, accountable sales culture.Wesleyne stresses the importance of investing in the development of sales managers and identifies common struggles that companies face, such as inconsistency in leadership quality

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24:53

Consistent Communication - The Path to Accountability...

Building Elite Sales Teams ·

2024/03/08

SummaryIn this episode host Lucas Price is joined by Tim Strickland to delve into cultivating clarity and accountability in high-performing sales teams. The conversation navigates through Tim's remarkable journey from real estate to leading revenue-based roles in major tech companies, providing a real-world backdrop to the discussion on building elite sales units.Key themes include Tim's personal growth through an athletic background, transitioning from individual contributions to impactful

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32:40

How Leading with Empathy Helps Build Elite Sales Teams

Building Elite Sales Teams ·

2024/03/01

SummaryIn this episode of Building Elite Sales Teams, Lucas Price sits down with sales leader Jackie Papazian to uncover the secrets behind cultivating high-performing sales teams. As they delve into the relationship between empathy and performance in sales and leadership roles, we all learn about some of the foundational elements needed for exceptional sales performance. Central to the conversation is the role of empathy in fostering a productive sales environment. Jackie advocates for a positive

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26:15

Navigating Difficult Conversations: Strategies for...

Building Elite Sales Teams ·

2024/02/23

SummaryIn this episode of "Building Elite Sales Teams," the audience is invited to learn from the expertise of Lucas Price, who delves into the often intricate process of managing challenging conversations in B2B sales environments. The episode begins with an introduction to the significance of such discussions and their impact on team turnover, emphasizing how mastering this skill is vital for new leaders aiming to cultivate a culture of clear communication and high performance.Navigating the

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26:25

Promoting from Within vs. Hiring from Outside:...

Building Elite Sales Teams ·

2024/02/16

SummaryIn this episode of "Building Elite Sales Teams," Dr. Jim sits with Lucas Price to chat about building and maintaining dynamic sales teams in B2B tech sales. This discussion gears towards understanding the balance between promoting from within and injecting new insights from external hires to prevent the sales environment from becoming stale.The episode delves into Lucas's journey through various stages of growth at Zipwhip, from startup to a sizeable sales organization. It highlights the

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35:22

The Key Factors to Consider When Choosing a Sales...

Building Elite Sales Teams ·

2024/02/09

SummaryIn this episode, Lucas Price discusses the intricacies of selecting, adopting, and measuring the impact of sales methodologies with Paul Butterfield, founder of Revenue Flywheel Group. Delving into the nuances of strategies like MEDDIC, listeners are invited to explore the significance of proper implementation and the potential misconceptions surrounding such frameworks.Paul shares his wisdom on the importance of a full-cycle sales methodology versus qualification frameworks, emphasizing the

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33:47

How Constructive Competition Can Accelerate Sales...

Building Elite Sales Teams ·

2024/02/02

SummaryIn this episode of Building Elite Sales Teams, Lucas Price chats with guest Steve Waters from ZoomInfo. We walk through how to identify and harness the unique 'superpowers' of individual team members.The conversation dives into Waters's personal journey from a musician to a top-tier sales leader, drawing parallels between mastering music and excelling in sales. The duo discusses the intrinsic qualities that set apart successful salespeople, emphasizing the importance of determination,

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24:56

The Role of Accountability in Sales Success

Building Elite Sales Teams ·

2024/01/26

SummaryIn this episode, Lucas Price interviews Mike Muhfelder, a seasoned sales leader, about the challenges of screening and hiring top salespeople. They discuss the importance of patience and observation when evaluating candidates, as well as the need for candidates to take ownership of their situations and demonstrate accountability. Mike shares valuable insights on how to identify resilient and determined individuals who are well-prepared and have a growth mindset. He emphasizes the significance

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25:54

How to Drive Development and Results in Your Sales Team

Building Elite Sales Teams ·

2024/01/19

SummaryDr. Jim, teams up with Lucas Price, a founder with an impressive track record in sales leadership. Together, they debunk the common misconception that amassing an army of top-selling individuals is the singular route to a thriving sales organization. Instead, they advocate for a more nuanced and sustainable approach, emphasizing depth and health within a sales team.Over the course of their dynamic discussion, Lucas unfolds the layers of his philosophy for sales team success, rooted in his

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33:10

Building a Coaching Culture in Sales

Building Elite Sales Teams ·

2024/01/12

SummaryIn this insightful episode, we explore the nuances of sales management development with Wesleyne Whitaker, an experienced leader in empowering sales managers to excel. Wesleyne offers a deep dive into how companies can shape their frontline sales leadership for lasting success and foster a robust, accountable sales culture.Wesleyne stresses the importance of investing in the development of sales managers and identifies common struggles that companies face, such as inconsistency in leadership

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24:40

The Power of People: How to Build a High Performing...

Building Elite Sales Teams ·

2024/01/05

SummaryTracy Linne joins the podcast to discuss the importance of adapting to change and leading teams in a dynamic environment. She emphasizes the need for a strong people strategy in building high-performing sales teams and highlights the pillars of a successful team, including people, process, and technology. Tracy also emphasizes the importance of a long-term foundational mindset and the need to think of the sales team as a go-to-market strategy. She shares insights on defining ideal sales

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25:38

The Power of Transparency: How to Successfully...

Building Elite Sales Teams ·

2023/12/29

SummaryIn this episode, Dr. Jim interviews Lucas Price, the founder of Yardstick, about building elite sales teams and effectively communicating change within a sales organization. They discuss the challenges of managing rapid change, the impact of change on sales reps, and strategies for communicating change without losing team members. Lucas shares his experiences as a sales leader and provides insights into how to navigate changes in a sales organization. He emphasizes the importance of

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24:29

From Startup to Exit: Lessons Learned on the Journey...

Building Elite Sales Teams ·

2023/12/22

SummaryIn this episode of "Building Elite Sales Teams," Dr. Jim interviews Lucas Price, the founder of Yardstick and former VP of Sales at Zipwhip. Lucas shares his journey of scaling Zipwhip's sales organization from less than a million dollars in ARR to over a hundred million dollars. He discusses the importance of aligning the sales leader's vision with the founder's vision, the role of self-awareness and adaptability in leadership, and the impact of hiring on the success of a company. Lucas also

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26:16

The Science of Building High-Performing Sales Teams

Building Elite Sales Teams ·

2023/12/15

SummaryJoe McNeill emphasizes the importance of career development in building an elite sales team. He believes that hiring top-performing individuals is resource-intensive and not always successful, especially in rapidly growing startups. Instead, Joe suggests hiring smart people with energy and integrity and developing their skills over time. He advocates for creating a collaborative meritocracy where everyone is encouraged to share ideas and learn from mistakes. Joe also highlights the value of

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