We all know B2B selling isn’t getting any easier…and what’s worse, it’s getting more expensive. Our host, Tim Geisert, will interview top business executives to bring you insights on how you can turn your sales force into a company asset. You’ll learn how to find and coach talent, win deals and get the most out of your sales leaders based on data and our extensive business experience.
On this episode, Tim interviews Dave Mattson, CEO & President of Sandler Training–one of the most successful sales training companies in the world. Dave describes a pivotal moment in his life during the summer he began painting houses. That experience influenced his entire career and he still uses those principles today. Tune in to hear Dave’s backstory and his best advice to all sales leaders and sales managers.
On this episode, Tim interviews his friend Andrew Goldschmidt, the Senior Vice President of Sales & Client Success at Engage2Excel. For over 26 years, Andrew has been helping organizations transform their talent through an authentic approach to partnering with clients. Listen in as Andrew talks about the value of using humor to create opportunities and forge relationships in a business world that often takes itself too seriously. Selling is no joke!
On this episode of the podcast, you’ll enjoy listening as Tim and Nabeil Alazzam, CEO of Forma.ai, discuss their experiences as child entrepreneurs and how that compelled them both to make sales their careers. If you’re looking to shake up your sales compensation plan, you don’t want to miss this episode!
On this episode, Tim interviews Mike Wirth, the Chief Commercial Officer at ProviderTrust—which has experienced 4x growth in the past five years. Mike has been growing companies for over twenty years. He has become a powerful leader and a master at growing people and revenue. Listen in to hear Mike get a few things off his chest about salespeople. If you’re a sales leader, you will relate! Enjoy this exciting kick-off to Season 2.
On this episode of the podcast, Tim speaks with Mark Zerbe. Mark has 40 years of experience in building and scaling sales teams and sales operations—which has included over 20 acquisitions and multiple divestitures. At the beginning of his career, he was seated right next to the company president where he learned to watch, listen, and do. Listen in to hear his take on the two types of CEOs.
On this episode of the podcast, Tim speaks with Nancy Maluso, a research and industry analyst from Forrester. Nancy reveals insights on the best and worst sales managers she’s ever worked with and how those insights can help executives think about shaping their future sales managers. You won’t want to miss the Big Four and much more in this episode.
On this episode of the podcast, Tim hosts Kris Erickson, an engagement data expert and business consultant from Workforce Science Associates (WSA). Kris talks about the WSA database of research that has found the key elements of motivating salespeople today in this fast-paced business environment. She will give you ways to drive high levels of engagement in your workforce.
On this episode of the podcast, Tim speaks to Warren Zenna, CEO of the CRO Collective. They talk about how organizations need to be CRO-ready. Warren’s philosophy brings insight to Chief Executives that will help them make the right decision to hire, or not to hire, a CRO. Listening to this will save you the pain and agony of making a hiring mistake.
On this episode of the podcast, Troy and Tim make a profound plea to all sales leaders: think about talent as a part of your tech stack. Everyone talks about talent but very few think about it as a part of the tools that you buy to drive sales effectiveness. Listen and learn how this addition to your tech stack drives outsized growth.
On this episode of the podcast, Troy Kanter joins Tim to talk about the Executive Paradox. Troy is the Co-Founder and CEO of AuctusIQ. The Executive Paradox is the challenge executives face when weighing the risk vs. reward in decision making. It exists in every organization and impacts company growth. Many aren’t even aware that this exists. This episode helps you identify and address it so your sales team can win more deals.
On this episode, Troy Kanter joins Tim to discuss recruiting sales talent in today’s competitive environment. Troy is the Co-Founder and CEO of AuctusIQ and has spent his career inspiring leaders, board members, and senior executives on how to accelerate business growth through sales. As an added bonus, he not only talks about recruiting but gives you tips and ideas on how to interview candidates. After listening to this, you’ll know more than you ever did about recruiting and hiring.
In this episode of the podcast series is really special, Tim interviews Frank Cespedes. Frank has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. Not to mention, he is a Senior Lecturer at Harvard Business School and the author of seven books—most recently publishing Sales Management That Works, how to sell in a world that never stops changing. Don’t miss out on this captivating episode!
In this episode of the Selling Excellence Podcast, Tim interviews Scott Tricker, VP and Director of Business Development at Olsson, a national engineering and design firm. As a seasoned pro in sales leadership, Scott draws on his background as a student of history, particularly WWII history, to talk about company culture, accurate reporting, and orchestrating a team to drive incredible success. If you’re a history nerd and seek insights about sales leadership, you’ll love this episode.
On this episode of the podcast, Tim interviews Steve Hollingsworth a Sales Leader of Leaders. Steve has been everything from a bag carrier, to a sales manager, to a CRO. You name it, he’s done it. He is currently a consultant for CEOs and sales leaders in the areas of sales, sales operations, marketing, business strategy, and development. Steve will discuss the best and worst sales organizations he’s seen. You don’t want to miss it!
On this episode of the podcast, Tim interviews Dr. Courtney McCashland, Co-Founder and Chief Officer of Science and Strategy at AuctusIQ. Courtney has a Doctorate in Behavioral Science, has worked at a variety of organizations, and has started several successful companies. With over 25 years of experience at what drives success for sellers and sales leaders, no one knows more about seller and sales leadership talent than Courtney. Listen in and learn what great talent should look like and do to drive success in your sales organization.
On this episode, Tim interviews Troy Kanter, the Co-Founder and CEO of AuctusIQ. Troy has had an impressive career, including starting and transacting a business for $1.4 billion. He also ran one of the largest training companies and helped thousands of sales organizations. Troy will talk about the missing metrics to measure and manage a sales force’s success. You listen in on this, you’re guaranteed to learn something.