In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David’s latest book, 'The Sales Leader They Need': promoting transparency, protecting and advocating, driving accountability, coaching, and getting and giving feedback. 

Takeaways: 

•  Always explain the "why" behind any changes or decisions to help your team understand and commit to new behaviors. Transparency builds trust and commitment.
•  Stand up for your team and ensure they have the necessary resources to succeed. Be their advocate within the organization to foster a supportive environment.
• Establish clear expectations and hold team members accountable for their responsibilities. Regularly review progress and provide constructive feedback to keep everyone on track.
•  Dedicate time to coaching your team effectively. Use both top-down (diagnostic) and bottom-up (discovery) approaches to understand and address individual team member needs and challenges.
•  Make it a priority to seek feedback from your team first. Use this feedback to improve your own leadership practices, and then provide them with constructive feedback to help them grow.
•  Invest time in building strong, trusting relationships with your team. Understand their personal and professional challenges and be empathetic to their situations.
• Develop a robust framework for leadership and coaching skills, such as promoting transparency, protecting your team, driving accountability, and providing feedback. Implement these systematically to create consistent and effective leadership practices.

Quote of the Show:

“”Curiosity and questions will get you further than confidence and answers.”

Links:

• LinkedIn: David Priemer | LinkedIn 
• Website: Cerebral Selling - Modern Sales Training Based on Science and Empathy
• Book Link: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203 
• https://www.amazon.com/Sales-Leader-They-Need-Potential/dp/1774584913 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

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