EngageX

Join us in this episode with Andrew Philips, our podcasts owner, and the author of the book “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew discusses the criteria you need to hire a stand-out sales team and client success managers. The current state of the economy and talent market is broken down, including Andrew’s view on the requirement for attracting talent when talent is scarce.

The industry is slowly changing, and it’s clear a short-term mindset and lack of strategy will cause more harm than good. Some businesses are facilitating change by bringing in new people - changing the culture through an influx of new talent, with the right industry backgrounds, but from different roles.

This discussion sheds light on the current state of affairs and provides insight into what business leaders need to prepare for in the near future.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

This is the final episode exploring the CEO Led Sales book, and Andrew introduces us to the Power Plan. Implementing the Power Plan is uncomfortable, enlightening – and essential.

The Power Plan is scored on the 4 C’s - Credibility, Capability, Commitment and Control. Credibility explores knowledge and trustworthiness. Capability looks at the actual, genuine ability to deliver on a deal. Commitment measures the current state – is this client already a buyer? Are they interested, loyal, distant? Control is the hardest to pin and looks at the influence exerted on a deal, the sway evident in the tender document when it is released. Each of these creates a measurement, and Andrew dives into exactly what they are, why they help, and how to use them.

It has been great to have Andrew Ford joining us as our interviewer across these episodes. A big thank you to Andrew for the apt questions and conversation.

Future episodes will see author Andrew Phillips interviewing CEOs from large enterprises on their sales approaches, and discussing their experiences, strategies, and tactics for driving a successful sales pipeline. Stay tuned!

Finally, templates for all of the concepts discussed in this series so far are available on the website (andrewphillips.com). Go and explore, and give Andrew a call if you need a hand.

Thank you for joining us. See you next time.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to the Pursuit Plan. Put this and the upcoming episode on the Power Plan together, and you can get started immediately.

The Pursuit Plan is an analytical investigation of the strengths and weaknesses of each individual deal, the client, and the approach. All of this is detailed, spelled out, and has owners assigned to it. In short, the Pursuit Plan is your bible.

Andrew explains the impact this Pursuit Plan can have on the success of both new and renewed deals, as well as it’s important no matter how long of a tenure an existing client may have with your business.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to the controversial “remuneration plan”. Andrew explains why he views the traditional split of ‘base’ and ‘at risk’ pay, plus individual incentives for a sales team are outdated, being that is creates peaks and troughs and shifts focus to the pay check and away from the needs of the company, clients and shareholders. The remuneration plan addresses this.

This is a valuable and exciting episode, as Andrew succinctly outlines how changing the remuneration plan can increase results across the board; from the loyalty of your team through the building and incentivising of true sales planning – a real asset for every company.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to The Team Plan. Taking us through who in an organisation should be involved in each sales deal, and how their roles should change to make this work. This team should capture everyone in an organisation, from the Client Expert (salesperson) to HR and Legal, through to the receptionist or store person. This change in process involves a cultural shift, and Andrew takes us through what this involves and the benefits this approach has on the success of sales.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the now available book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces the “Attainment Plan”.  A deep, robust and detailed plan on how the client success manager intends to win each client. Andrew lays out the process of strategic sales planning, from deep learning and knowledge of each client, to understand the market opportunities, and finally touching on the sales team. While this plan might seem intimidating, the rewards are great. This plan sheds transparency on the sales pipeline and is a critical component of creating confidence in predicted revenue and deals.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: www.linkedin.com/in/andrew-gordon-phillips

Join us in this episode with Andrew Philips, our podcasts owner and the author of the recently released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces the “CEO Sales Plan”, explaining what is and how it works, providing some examples of what is included in this plan, and emphasising its importance as the defining, driving document to revolutionise sales in an organisation. Andrew is clear that this document is owned and driven by the CEO, and could be considered the rudder that begins to turn the sales ship in your organisation.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us in this episode with Andrew Philips, our podcasts owner and the author his new book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces the CEO Sales “Right Model”, giving us an overview of what the model is, how it works, and the benefit it brings to an organisation. We talk through each aspect of the model, starting with the CEO Sales Plan.

You can view the model here: https://www.andrewphillips.net.au/services

This is a great episode to gain a succinct introduction to the concepts and methodology behind CEO Led Sales.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew, have any feedback on the series, or would like to be a guest, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us for the second episode with Andrew Philips, our podcasts owner and the author of the soon to be released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew explains why and how the sales function is broken on a systemic level. Andrew explains how instead we can implement a process that ensures certainty, improves the experience of the sales team, and over time, generates more sales wins.

This is an enlightening episode and is great for any CEO or Sales Manager of a large company who wants their sales function to perform with more predictability.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Join us on this inaugural episode with Andrew Philips, our podcasts owner and the author of the soon to be released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, we learn about the person behind the book. We cover Andrew’s history, including time as a mechanic, in the police force, and as a diver. We gain an insight into the diverse career that has inspired the CEO Led Sales ethos and methodology.

This is a fantastic episode in introducing Andrew and his journey to being one of the most sought-after sales professionals in Australia.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company of the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust of the numbers.

If you would like to connect with Andrew, have any feedback on the series, or would like to be a guest, please reach out at: [email protected] or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/