Building Great Sales Teams

In this farewell episode, Doug Mitchell announces the conclusion of the Building Great Sales Teams podcast. Reflecting on his journey and experiences, Doug explains his decision to transition into general business consulting and launch a new venture, Texas Shine Co., a home service company focusing on power washing and lighting. He discusses his motivations, the challenges he faced in a recent W2 position, and his ambitious goal of reaching $350,000 in revenue within the first year. Doug also introduces his forthcoming podcast, Texas Biz Dad, which will document the process of building his new business and expand to cover various business topics. He expresses gratitude to his listeners and emphasizes the importance of persistence and resilience in entrepreneurship.

Chapters

• 00:00 Introduction and Nostalgia
• 00:54 Transition to General Business Consulting
• 01:54 Ending the W2 Position
• 03:44 Starting Texas Shine Coat
• 04:31 Documenting the Journey
• 05:20 Family Involvement and Future Plans
• 06:44 Financial Goals and Confidence
• 08:59 Launching Txbizdad Podcast
• 11:25 Addressing Doubts and Proving Competence
• 17:50 Final Reflections and Gratitude

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this solo episode of 'Building Great Sales Teams,' the focus is on mental health systems for sales teams. The discussion highlights the importance of balancing mental health considerations with maintaining performance. Key points include statistics on burnout and poor mental health in sales roles, practical resilience tactics such as structured breaks, end-of-day rituals, and normalized conversations about stress. The episode also emphasizes the need for leaders to check in on their team members' well-being frequently and ensure their own mental health is taken care of as well.

Chapters

• 00:00 Introduction to Building Great Sales Teams
• 00:32 Mental Health in Sales Teams
• 02:02 Balancing Mental Health and Performance
• 02:47 Statistics on Sales and Mental Health
• 05:35 Practical Resilience Tactics
• 09:19 End of Day Rituals and Culture Building
• 12:26 Checking in on People, Not Just Pipelines
• 17:53 Personal Mental Health for Leaders
• 19:35 Conclusion and Call to Action

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

This episode provides a concise five-minute sales management training focused on managing individual salespeople. The discussion covers the importance of using a calendar operating system, emphasizing the necessity of discipline and accountability, and the importance of tracking and analyzing metrics to improve conversion rates in the sales pipeline. The episode also highlights the need for regular one-on-one meetings to address issues and provide training, while also noting the importance of being understanding of personal circumstances that may impact performance. Practical tips and actionable steps are provided for new managers, business owners, and trainers aiming to build effective sales teams.

Chapters

• 00:00 Introduction and Overview
• 00:53 Starting the Sales Management Training
• 01:11 Calendar Operating System
• 02:23 Rep Attitudes and Accountability
• 03:50 Effective One-on-One Meetings
• 04:33 Manipulating Results with Systems and Data
• 05:23 Conclusion and Final Thoughts

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' host Doug invites Joshua Wathen, CEO of Triad InfoSec, to share his compelling journey from a Green Beret to a cybersecurity consultant. They delve into Joshua's unique introduction, his military background, education at the Wolf Center for Entrepreneurship, and the foundational principles of leadership and humility. Joshua discusses how he transitioned into the cybersecurity industry, offers insights into the value of cybersecurity for businesses, and shares how his experiences shape his leadership approach today. Tune in to understand how profound personal experiences can drive professional success and robust team-building.

Chapters

• 00:00 Introduction to Building Great Sales Teams
• 00:40 Guest Introduction: Joshua Wathens
• 01:34 Joshua's Unique Pitch and Philosophy
• 03:26 From Green Beret to Cybersecurity CEO
• 05:09 Leadership and Team Building Insights
• 15:22 The Wolf Center for Entrepreneurship
• 19:21 Personal Anecdotes and Wolf Encounter
• 22:34 Cybersecurity for Small to Medium Businesses
• 24:52 Enterprise Solutions and Training Programs
• 25:16 Cybersecurity for Small and Medium Businesses
• 25:52 Balancing Security and Operations
• 26:24 Transforming Cybersecurity into a Revenue Center
• 27:09 The Importance of Cybersecurity in Business
• 30:20 Sales Strategies and Client Engagement
• 36:31 Personal Journey and Overcoming Challenges
• 44:10 Conclusion and Final Thoughts

Connect with Joshua Wathen:
LinkedIn - https://www.linkedin.com/in/joshua-wathen/

Email - [email protected]

Website - https://www.triadinfosec.io/

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' Doug explores the essentials of virtual sales systems, highlighting how to prepare your team for the increasing trend of remote B2B sales. He emphasizes that 80% of B2B transactions occur virtually and delves into stats like 55% of home service searches starting online. Doug discusses key strategies for pre-meeting prep, effective communication during meetings, and maintaining engagement. He covers the importance of using tools such as Calendly, CRMs, and Fathom note taker to streamline the sales process, and shares insights on using presentations and building rapport. He concludes with tips on overcoming common virtual sales challenges and enhancing conversion rates through efficient virtual sales systems.

Chapters

• 00:00 Introduction to Virtual Sales Systems
• 00:54 The Rise of Virtual Sales in B2B and Home Services
• 02:25 Pre-Meeting Preparation for Virtual Sales
• 04:38 Effective Communication During Virtual Meetings
• 06:51 Optimizing Your Virtual Sales Environment
• 09:29 Understanding the Buyer Mindset
• 12:34 Essential Tools for Virtual Sales Success
• 23:05 Overcoming Common Virtual Sales Challenges
• 25:02 Building a High Conversion Virtual Sales Process
• 29:55 Final Takeaways and Conclusion

Fathom Notetaker: https://fathom.video/invite/pdh1jQ

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' the host reintroduces guest episodes and features Brandon Fuchs, a seasoned builder and renovation expert with over a hundred million in project experience. Now the founder of Elite Builder Society, a coaching community for contractors, Brandon shares insight into his journey from a struggling contractor to a successful business owner. He discusses the pivotal moment when contractors should 'put their hammer away' to scale their business, the importance of confidence and delegation, and the value of helping others succeed. They also touch on the emotional aspects of entrepreneurship, the parallels between sports and business, and the motivations behind launching a coaching business. The episode ends with practical advice for reaching out for coaching through Instagram and emphasizing the importance of building a supportive and lean team.

Chapters

• 00:00 Welcome Back to Building Great Sales Teams
• 00:48 Introducing Brandon: Master Builder and Renovation Expert
• 02:33 The Importance of Birthdays and Family Time
• 03:56 Hockey: A Family Affair
• 05:08 The Grit and Glory of Hockey
• 10:50 The Philosophy of Putting Your Hammer Away
• 16:50 Transitioning from Handyman to General Contractor
• 21:16 Building a Virtual Team for Success
• 23:07 Incorporating Commission-Based Sales Professionals
• 24:31 Managing Sales Expectations and Strategy
• 25:26 Challenges and Lessons from Personal Experience
• 27:56 Effective Sales Techniques and Overcoming Objections
• 36:11 The Journey to Becoming a Coach
• 42:23 Building the Elite Builder Society
• 49:24 Final Thoughts and Legacy

Connect with Brandon Fuchs:
Instagram - https://www.instagram.com/the_contractorcoach/

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' the host explores the critical difference between selling multiple products and cross-selling. Drawing from his extensive experience, he emphasizes the importance of specializing in a single product to retain deep product knowledge and brand loyalty. He elaborates on how fluid cross-selling of additional products post the main sale can enhance customer experience and drive sales success. The episode also touches on practical examples like integrating Check Sammy's partner program for roofers and other service providers. Additionally, the host updates listeners on the upcoming launch of 'TXBizDad' podcast and expresses gratitude for the show's strong listener support and positive reviews.

Chapters

• 00:00 Introduction and Episode Overview
• 00:40 Consulting Business and Partner Program
• 02:01 History of Selling Multiple Products
• 03:02 Challenges and Strategies in Cross Selling
• 07:43 Effective Cross Selling Techniques
• 10:54 Real-World Examples and Objections
• 14:31 Podcast Updates and Listener Appreciation

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

This episode delves into the often-negative connotations of the word 'cult' and its intriguing connection to 'culture' within the context of business. Inspired by a client's unique perspective, the discussion seeks to reframe our understanding of cults by analyzing their key characteristics: intense devotion, charismatic leadership, strong group identity, and rigid structures. The script explores how these elements can be applied positively to create strong, effective company cultures without the negative psychological manipulations often associated with cults. Key points include the importance of a compelling vision, charismatic leadership, rituals, and a strong sense of community. The episode offers insights into using these cult-like dynamics to foster personal and professional growth within a business setting, while emphasizing the ethical considerations involved.

Chapters

• 00:00 Introduction: What is a Cult?
• 00:30 Redefining Cult: A New Perspective
• 02:18 Famous Visionaries and Cult-like Followings
• 04:17 The Power of Belief Systems
• 05:20 Sociological and Psychological Definitions
• 06:59 Creating a Positive Business Culture
• 15:28 Charismatic Leadership and Community
• 19:47 Rituals, Symbols, and Shared Language
• 21:43 High Standards and Accountability
• 23:13 Us vs. Them Mentality
• 24:31 Personal Transformation and Growth
• 25:46 Emotional Manipulation and Buy-In
• 29:34 Final Thoughts: Cult vs. Culture

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of 'Building Great Sales Teams,' the host discusses his decision to continue the podcast and elaborates on various aspects of sales management. He explains the importance of managing multiple roles, effective time management, and how to optimize a sales manager's calendar for maximum productivity. Key topics include setting up scopes of work, understanding various management roles, maintaining a pulse on field activities, and creating an effective meeting cadence. The episode concludes with advice on improving specific metrics within a sales team for sustained growth. Listeners are encouraged to share and engage to help grow the podcast.

Chapters

• 00:00 Introduction and Podcast Continuation Announcement
• 01:37 Introducing Sales Management
• 02:02 Balancing Multiple Roles in Sales Management
• 03:54 Effective Calendar Management for Sales Managers
• 05:30 Weekly Schedule Breakdown for Sales Managers
• 08:02 Maintaining a Pulse on the Field
• 11:27 Optimizing Time and Scope of Work
• 16:19 Personal Projects and Metrics
• 19:33 Conclusion and Future Plans

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word! 

In this episode of Building Great Sales Team, the host returns from a brief hiatus to share insights on recent personal and professional experiences, including attending Door to Door Con and working with Check Sammy. The main focus of the episode is on designing effective prospecting activities and SOPs for sales teams. The host emphasizes the importance of consistent prospecting, setting targets, and providing sales representatives with clear instructions. Real-world examples and templates from LinkedIn strategies are shared to illustrate best practices in B2B sales. Additionally, the episode teases the potential launch of a new podcast, TXBizDad, which will cover Texas, business, and family life.

Chapters

• 00:00 Welcome and Apologies
• 00:07 Family Time and Door to Door Con
• 01:44 Introduction to Check Sammy
• 02:22 Today's Topic: Your Sales Pipeline
• 02:35 Prospecting Activities Breakdown
• 03:39 LinkedIn Prospecting Strategy
• 04:40 Gavin's Message: A Case Study
• 08:01 Creating Effective SOPs
• 11:01 Referral Partners vs. Direct Customers
• 16:19 Structuring Your Sales Pipeline
• 19:11 Exciting News and Future Plans
• 21:39 Conclusion and Call to Action

Thank you for supporting Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com

And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!