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    Podcast - Building Winning Sales Teams for the Future with Two Tall Guys

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    Do you know the key strategies that effective CEOs use to empower their sales teams for success? Join us with guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors as we explore the victories and challenges facing sales teams as we head into 2025.

    In this episode, we highlight the essential actions leaders must take, such as defining ideal customer profiles and crafting compelling value propositions, to navigate the complexities of the sales funnel and build a winning team.

    Data-Driven Sales Leadership for Growth (13:28)

    This chapter focuses on the importance of data-driven decision-making for CEOs and their sales teams. We explore how understanding core data, such as call volume, customer life cycle, and attrition rates, can guide strategic decisions. By analyzing customer behavior and demographics, companies can refine their ideal customer profiles and improve sales and marketing strategies. Additionally, the chapter highlights the evolving nature of a CEO's dashboard, emphasizing that the key metrics should adapt annually to address the most pressing challenges. We also touch on the necessity for CEOs to anticipate external factors, such as geopolitical events, and to communicate effectively with their teams to maintain alignment and focus on resolving the current top priorities.

    Driving Sales Team Improvement Through Coaching (24:01)

    This chapter explores the importance of incremental improvement in sales teams and the power of coaching to achieve these gains. We discuss the value of gradually enhancing the performance of salespeople by focusing on skills development, rather than just pushing for more calls or deals. By emphasizing coaching and personal growth, sales leaders can transform C-level performers into C plus or B-level, and motivate B's to aim for A-level performance. Using sports analogies, we highlight how small improvements, like gaining an extra yard in football or an additional hit in baseball, can lead to significant successes. Additionally, we touch on the need for structured coaching plans, supported by resources available on our websites, to effectively assess and elevate team capabilities.

    Sales Process and Coaching Strategies (29:16)

    This chapter explores the importance of understanding the varied strengths within a sales team and how structuring a coaching plan around these can lead to improved sales performance. We discuss the significance of assessing product fit, probability, and ideal customer profile before classifying a lead, likening this to the crucial addition of salt in cooking. We highlight how small adjustments in key sales metrics—such as a 7% improvement in sales projects created, win rate, average deal size, and a reduction in sales cycle time—can potentially double revenue. Sean and Kevin emphasize focusing on customer success and establishing a repeatable sales process as essential strategies for a successful 2025.

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    Paul Fuller
    Published January 19, 2025
    By Paul Fuller

    Paul Fuller’s stated mission is to help others maximize their gifts by using his.
    Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.

    He firmly believes sales is defined best in three categories:

    • Service - helping other get what they need

    • Leadership - guiding others toward their vision

    • Wayfinding - navigating the path to success together

    He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.

    Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.

    Schedule a call with him here.

    Find out more about Paul Fuller on LinkedIn