he goal of this month's episodes was to highlight the key things sales leaders, managers and reps should be focusing on to improve pipeline health and increase margins. Check out our rundown of episodes below. Use them as ways to keep yourself and your sales teams motivated. Each episode is available on your favorite podcast player, so you can easily download, listen and share.
Episode 15: How to Prepare for Buyer Negotiation Tactics
Duration: 14 min
Topic: Why do buyers use tricky tactics in negotiations? Because they work. In this podcast, Tim Caito shares the four main reasons buyer tactics work and how best to prepare yourself (and your teams) for popular buyer tactics.
Episode 16: New Sales Leader Job? Here’s Your Roadmap for Success
Duration: 10 min
Topic: This episode is for executives who are new to a head of sales role or for those of you who are looking to jump ship. John Kaplan outlines why your execution plan depends on the current state of the sales organization and what you need to assess to build the most successful plan.
Episode 17: How to Best Enable Your Front-Line Managers
Duration: 14 min
Topic: Front-line sales managers typically have one of the toughest jobs in the entire sales organization. Equipping them effectively takes a concerted effort. In this podcast, John Kaplan runs through best practices for helping them become a competitive advantage for your sales teams.
Please note this episode contains information that is highly relevant to organizations right now, but it was recorded prior to the Covid-19 Pandemic.
Episode 18: Critical Concepts Sales Leaders Must Communicate
Duration: 12 min
Topic: For sales leaders, being a great communicator can be the one thing that separates the best from the rest. In this episode, John Kaplan covers how leaders can use the leadership footprint concept to get their people to understand where they’re going and how they’ll get there. This concept could make a difference in getting your teams motivated and effectively executing against your revenue goals.
Topic: Salespeople, even veteran sellers, can struggle with warming up cold sales conversations and turning LinkedIn connections into active opportunities. In this episode, John Kaplan runs through the crucial steps related to getting into an opportunity.
We publish new episodes every week. Download, listen, share them with your teams. If there's a topic you want us to cover, email us.You can subscribe to our podcast on all the major streaming platforms.