Coaching Winning Sales Teams

Hello and welcome to Series 2 of Coaching Winning Sales Teams.  Lynn and I took a break for a short while, but we are back with a bang for Series 2.

We are joined by one of the top coaches we interviewed for the book, Gary Pickering. Its now three years since we interviewed Gary and there was lots to catch up on. He outlines how he has successfully built high performing sales teams in two different industries and at scale.

Gary is an award-winning and results-driven sales leader with extensive multi-channel experience within both B2C and B2B regulated environments. He has held executive leadership and Board level positions with major brands across Utilities, Retail Manufacturing and Financial Services, with responsibility for annual revenues of up to £4bn. He is passionate about the impact of coaching on sales organisations and has demonstrated this by building and leading high performing teams in excess of 1,000 people.

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.

This episode is slightly different from our usual format and is an edited recording of a webinar we delivered for the Institute of Professional Sales.  I am a founding fellow of the institute and I am very passionate about its mission is to create a world where sales is recognised and celebrated as a respected profession.

Lynn and I were joined on the webinar by a podcast guest from Episode 15, our friend Jon Buckthorp who is Head of Marketing for Vodafone Carrier Services a division of Vodafone Business.  We discussed how sales leaders and people are managing the shift to a Hybrid Working Model, mixing remote and office-based working. We covered a range of tools and techniques for motivating a sales team in the new normal.

The conversation started with Tim setting the context for the discussion.

Hello and welcome to our sixteenth episode in the Coaching Winning Sales Teams podcast
series. Our guest this week is Mareo McCracken, Chief Revenue Officer at Movemedical
where he guides sales, marketing and customer success efforts.
Prior to helping lead this Med Tech SaaS company, Mareo was the top performing
salesperson at multiple companies in various industries including financial services,
marketing, logistics, manufacturing, and commodities. 

Mareo’s formal education includes a bachelor’s degree in sociology from Brigham Young
University and a master’s degree in global leadership from the University of San Diego.

Outside of family, reading, food, travel, church service and sports—driving organizational
and individual growth are his passions. With a new book soon to be published, Tim kicked
off our conversation asking Mareo about the research that led to the title of his book….

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.

This week we thought we’d tackle the topic of working and coaching away from the office, with all its joys and challenges.

Who better to join us than our friend and ex colleague, Jon Buckthorp who knows a thing or two about working remotely. Jon is fascinated by makers, creators and innovators; he loves to see the tech used to bring amazing ideas to life from wherever you happen to be.

Today, Jon leads marketing for Vodafone Carrier Services. This team is responsible for wholesale technology platforms to global telecom providers and the biggest tech brands on the planet. 

They co-create solutions to ignite new experiences and propel industry growth - All with the wires, wireless and clouds we never normally see but power everything we love!

With twenty years of experience across retail, B2B international sales and leadership of national and global marketing teams, he has spent more time than most away from an office. 

Our conversation drew on that, plus how he has adapted his style from constant travelling to constant home working.

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.

This week is a real gem, a conversation between two of rugby’s leading coaches Stuart Lancaster and our co-author Tony Smith.  Stuart Lancaster has worked at the highest level of International Sport, a former head coach of England Rugby and current Leinster Rugby coach. Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He is currently head coach at Hull KR.

The conversation focused on resilience in the face of both success and defeat and the coach’s role in bringing perspective and balance to the rollercoaster of top-level sport and business. 

We hope that you enjoyed that fascinating conversation and picked up some leadership tips from two of Rugby’s top coaches.  You can find out more about Stuart’s Leadership programmes at www.stuartlancaster.com. 

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.

This week we’re focussing on energy, how to be at your absolute best in order to perform well and lead others, by example.

 We couldn’t wish for anyone better to join us than our ex colleague and dear friend Colette Heneghan, nutritionist, speaker, yoga teacher, peak performance wellbeing coach and author of ‘How to have the Energy’.

Colette is founder of Optimum Living, a wellbeing organisation that has designed and delivered successful high impact health and wellbeing programmes across the world. These workshops cover topics such as nutrition for energy, thriving leadership, smart working from home and the power of sleep. 

Prior to founding Optimum Living, Colette worked in the global corporate world for over ten years so she knows what it’s like to be at the sharp end of business. She has since extensively studied herbal medicine and naturopathic nutrition. We had a great conversation starting with how health is so much more than the absence of illness…

You can find out more about Colette and her work at www.optimimumliving .co.uk.   You can find her book here:  https://www.amazon.co.uk/How-Have-Energy-nine-point-improving/dp/1785787004/ref=sr_1_3?crid=QUS8YCM3OTLW&dchild=1&keywords=how+to+have+energy&qid=1616702819&sprefix=how+to+have+ene%2Caps%2C166&sr=8-3

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series and the first recording of 2021.

We returned to theme of what we can learn from the world of sport with Marius Barnard, a former ATP Tour Tennis Player and now a very successful executive coach.  Marius turned pro in 1989 and won 6 tour titles and was an 8-time tour finalist. He reached the Quarter Finals at Wimbledon as well as The Australian Open.

​Continuing study during his time as a professional player, Marius majored in Business Psychology and Management. Following his playing career, Marius harnessed his degree to establish his profession as a coach and mentor. His coaching practice incorporates his specialist knowledge in performance psychology, latest developments in business and organisational practice.

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series.  The first in 2021.  

We invited Walter Crosby, Managing Partner at Helix Sales Development, to join us.  34 years ago, a young and curious Walter Crosby began his sales career in NYC. His desire to learn and grow was, and is, insatiable. He rapidly advanced in several industries and markets across the United States and Canada fulfilling business development, sales, sales coaching, and sales management positions.  We felt he would be perfect to discuss the challenge of moving from successful salesperson into sales management.  He didn’t disappoint….

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series.  We recorded this one in the run up to Christmas 2020 at the end of what has been a tough year for us all.  It felt appropriate to focus on being kind to ourselves and others in this episode.

We invited Cole Baker Bagwell, founder of Cool Audry, to join us.  Cole is an unconventional blend of businessperson, mindfulness practitioner and yogi all rolled into one.  With her own unique style Cole is leading a kindness revolution in the business world.

Cole spent twenty years in Sales and Strategy and gave us some unique insights into how kindness and mindfulness can improve sales performance.

Lynn kicked off this episode by asking Cole to talk about her approach.

Hello and welcome to Episode 9 in the Coaching Winning Sales Teams Podcast Series. 

This week we’re happy to be back in conversation with our co-author Tony Smith, who’s been very busy looking after his team Hull Kingston Rovers. Now in his off-season, we caught up with Tony to discuss new beginnings, how to set your team up for success, as we with a sigh of relief say goodbye to 2020 and look forward to the new year.  

Tony is one of Rugby Super Leagues longest and most successful coaches, leading Leeds Rhinos to 2 league titles and a world club championship, he took England to the semi-finals of the rugby league cup and when head coach at Warrington Wolves led them to 3 challenge cups and 3 grand finals – so he knows a thing or two about setting teams up for success and dealing with the ups and downs of sporting life.