Richard Walsh and John Golden explore building effective sales teams by focusing on core strengths. They tackle hiring, training, and sales processes while emphasizing coaching mid-level performers. The discussion includes misconceptions about sales weaknesses, team selling vs. individual accountability, and managing high-revenue but disruptive salespeople. They highlight the role of AI tools, personal development in sales leadership, and the potential of sales careers. Listeners gain insights into real-world applications, deescalation tactics, and the importance of curiosity and effective follow-up. The episode concludes with final thoughts and a call to action.

(0:00) Introduction and focus on core strengths in sales teams

(1:01) John Golden's expertise and sales skills importance

(2:19) Challenges in hiring, training, and defining sales processes

(5:06) Coaching mid-level performers and misconceptions about sales weaknesses

(9:16) Team selling, individual accountability, and sales role efficiency

(13:05) Handling high-revenue but disruptive salespeople

(16:03) Consistency and revisiting fundamentals in sales processes

(18:44) Changing perceptions and elevating the sales profession

(24:02) Follow-up importance and sales career potential

(27:18) Automating follow-up with AI tools

(30:51) Personal development and sales leadership training

(37:55) Exploring career paths and difference between teachers and trainers

(41:20) Real-world application and learning from setbacks in sales

(44:22) Deescalation tactics and role play in sales training

(47:32) Curiosity in sales and effective follow-up questions

(51:18) Being present, intentional, and improving listening skills through podcasting

(55:01) Final thoughts on sales and connecting with John Golden

(56:39) Closing remarks and call to action