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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

37:48

Essential Sales Skills for the New Economic Reality

Building Elite Sales Teams ·

2024/09/13

SummaryLucas Price is joined by Mike Kavanagh, Regional VP of Sales at Zendesk, to discuss the evolution sales teams face in transitioning from selling technical solutions to selling business outcomes. Mike shares insights from his 15 years of experience, including the importance of continuous discovery, multi-threaded selling, and cultivating a learner’s mindset. Learn key strategies for developing business acumen within sales teams, engaging multiple stakeholders, and honing essential sales skills

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10:39

BEST Snippet -Unlocking the Secrets to Hiring...

Building Elite Sales Teams ·

2024/09/06

SummaryLucas Price and veteran sales leader Mike Muhlfelder discuss strategies for effectively screening sales candidates. Mike shares his experiences and insights from over 30 years in B2B sales. They dive into critical questions to identify top talent, the importance of accountability, and how salespeople can communicate their value. Learn practical tips for navigating the complexities of hiring in the sales field and ensuring candidate-driven success. Join the conversation to enhance your hiring

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11:49

BEST Snippet - Elevating Sales Teams Through...

Building Elite Sales Teams ·

2024/08/30

SummaryJoin Lucas Price as he speaks with Wesleyne Whittaker, founder of Transformed Sales, about developing sales managers into effective leaders and coaches. Wesleyne shares her journey from chemist to sales expert, emphasizing the importance of process-oriented approaches. They discuss common pitfalls in managing front-line leaders, the significance of mindset shifts, and creating individualized coaching plans. The conversation also underscores the need for a culture of continuous learning and

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11:01

BEST Snippet: Sustaining Sales Excellence in a...

Building Elite Sales Teams ·

2024/08/24

SummaryLucas Price hosts Tracy Lynn, founder of Revenue Motions, to explore how sales teams can thrive despite changing environments. Tracy discuses the importance of prioritizing people, implementing a structured recruiting strategy, and the critical role of fairness and mission alignment in hiring. She highlights how designing a robust people strategy is comparable to creating a go-to-market plan. Lucas reflects on treating the sales team dynamically, considering what each new hire adds to the

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10:54

BEST Snippet -Junior AE, Senior AE: The Secret to...

Building Elite Sales Teams ·

2024/08/16

Summary Lucas Price chats with Joe McNeill, Chief Revenue Officer at Influ2, about building elite sales teams through career development. Joe highlights the challenge of hiring top AE talent in scaling startups, stressing the value of cultivating talent within. He shares insights on fostering a collaborative meritocracy where sharing ideas, even bad ones, is encouraged. Joe also discusses strategies for progressing entry-level employees into impactful sales roles, spotlighting the benefits of

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11:59

BEST Snippet - Mastering Sales Enablement and...

Building Elite Sales Teams ·

2024/08/09

SummaryLucas Price talks with seasoned sales leader Brian Weiner on building elite sales teams. They dig into crucial aspects like prioritizing people, transparent communication, fostering accountability, and nurturing an inclusive environment. Brian sheds light on evaluating talent, the significance of intellectual curiosity, proactivity, and coachability. They also discuss effective recruitment strategies and promoting internal growth. This episode offers practical insights into achieving

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10:56

BEST Snippet - Ramp Faster: The Blueprint for...

Building Elite Sales Teams ·

2024/08/02

SummaryLucas Price and Taylor Corr dive into building effective seller onboarding programs at Quantcast, a next-generation demand-side platform (DSP). Taylor, with seven years of sales leadership experience, shares insights on developing concrete and structured onboarding processes, emphasizing the importance of clear benchmarks and real-world sales action from day one. They discuss ideal customer profiles, the significance of understanding sales cycles, and data-driven strategies to expedite rep

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09:52

BEST Snippet - Work Hard, Play Hard: Crafting a...

Building Elite Sales Teams ·

2024/07/26

SummaryLucas Price interviews Dan Dionne, VP of Sales at Review Wave, on building elite sales teams. Dan shares insights from his journey, including his time at CarGurus during its hypergrowth phase. They chat about hiring 'A' players, the balance of fun and accountability in team culture, and the importance of continuous training with real-time call reviews and live battle cards. Dan emphasizes maintaining high energy and clear performance expectations to keep teams motivated and productive

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10:52

BEST Snippet - Hiring Stars: How to Build an Elite...

Building Elite Sales Teams ·

2024/07/19

SummaryLucas Price sits down with Chip Neal, VP of Sales at Abacus Technology, to explore the art of building elite sales teams. With 35 years of sales leadership experience, Chip emphasizes the importance of identifying exceptional talent, training them to meet high standards, and fostering an environment where they can thrive. Discover how emotional intelligence plays a crucial role in sales and why talent is irreplaceable. Gain insights into Chip's interview strategies and learn from his

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10:20

BEST Snippet - The Anatomy of a Perfect Sales Hire:...

Building Elite Sales Teams ·

2024/07/12

SummaryLucas Price and Kyle Norton dive into the essentials of building elite sales teams. They discuss Kyle's proven framework for talent acquisition, onboarding, and continuous development. Learn about the significance of scorecards in maintaining hiring consistency, the importance of mindset, skills, and specific knowledge in selecting the right candidates, and how structured evaluation criteria can reduce cognitive bias in hiring. Gain actionable insights that can enhance your ability to build

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24:51

The Power of Transparency: How to Successfully...

Building Elite Sales Teams ·

2024/07/05

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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34:41

Why Knowing Your Product Differentiators is Crucial...

Building Elite Sales Teams ·

2024/06/28

SummaryLucas Price interviews Pete Scharber on building elite sales teams by honing in on true product differentiators. Pete shares his journey from his early career to sales leadership, emphasizing the importance of honesty in identifying market fits, fostering team camaraderie, aligning compensation with objectives, and navigating tough executive conversations. The episode is rich with insights on authentic leadership, strategic market focus, and boosting sales team morale.Take Aways Honesty and

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23:42

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

Building Elite Sales Teams ·

2024/06/21

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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35:06

Optimizing Sales with Operations and Enablement

Building Elite Sales Teams ·

2024/06/14

SummaryLucas Price interviews seasoned sales leader Adam Aarons, renowned for his tenure as CRO at Okta and his roles at companies like BladeLogic and Drata. They dig into strategies for building elite sales teams, focusing on effective sales processes, operational visibility, and continuous enablement. Adam shares insights on navigating new market segments, the significance of discovery, and the importance of structured sales methodologies. Additionally, he offers tips on hiring the right talent

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35:16

Bridging Cultural Fit and Sales Strategy for...

Building Elite Sales Teams ·

2024/06/07

SummaryLucas Price and Zahra Jiva, Director of Sales Strategy at Pipedrive, chat about building a people-centered sales organization. They explore connecting mission to individual goals, the importance of transparent decision-making, and strategies for creating high-performing teams. Zahra shares insights on hiring practices, maintaining team alignment, and the critical role of strong discovery calls in sales success. Gain actionable tips on fostering a rewarding work environment and the importance

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28:05

How to Avoid Settling for Mediocre Sales Talent by...

Building Elite Sales Teams ·

2024/05/31

SummaryChip Neal shares his insights on building elite sales teams. He emphasizes the importance of finding the right talent, training them to meet expectations, and then allowing them to excel in their roles. Chip believes that hiring individuals who are smarter than you and have unique talents is crucial for building a successful team. He also highlights the significance of emotional intelligence in sales and suggests using role-playing scenarios during the interview process to assess a

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33:16

The Painful Realizations that Lead to Positive Change...

Building Elite Sales Teams ·

2024/05/24

SummaryIn this episode of Building Elite Sales Teams, Lucas Price interviews Matt Buchalski, a sales leadership professional with over 15 years of experience. They discuss the importance of personal development and feedback in becoming a great sales leader. Matt also shares his passion for educating salespeople about their finances and how to build a financial legacy. He emphasizes the power of communication and building strong relationships with your team. Tune in to learn valuable insights on

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37:33

Building a World-Class Sales Development Team

Building Elite Sales Teams ·

2024/05/17

Summary In this episode of "Building Elite Sales Teams," Lucas Price interviews Justin Otley, VP of Global Sales Development at Talkdesk. They discuss the misconception that outbound is dead and how the tactics for successful outbound have evolved. Justin emphasizes the importance of relevance over personalization and the power of phone calls in prospecting. He also shares insights on building a high-performing sales development organization, including the value of career paths and aligning with

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40:44

The Art of Onboarding: How to Build a High-Performing...

Building Elite Sales Teams ·

2024/05/10

SummaryIn this episode of Building Elite Sales Teams, Lucas Price interviews Barrett King from New Breed about the importance of onboarding new employees and how it is connected to the hiring process. Barrett shares his background in sales and sales leadership and discusses the role of communication and problem-solving in sales. He emphasizes the need to understand how people learn and adapt the onboarding process to meet their individual needs. Barrett also highlights the importance of patience and

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30:50

Transforming Feedback into Fuel for Sales Success

Building Elite Sales Teams ·

2024/05/03

SummaryLucas Price hosts Dana Smith, Vice President of Sales at PlanView, to explore the crucial aspects of building elite sales teams, focusing on cultivating a culture that welcomes unfiltered feedback. Smith shares his journey from entry-level positions to leadership roles across the IT and telecom industries, emphasizing the importance of experiencing and providing candid feedback for team development. He discusses the significance of being intentional in leadership, fostering diversity within

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66 results

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