Field Sales Leadership Guide

This week, we catch up with Kyle Miko, co-founder and Chief Marketing Officer of VirtuOx Cardio Sleep, a leader in at-home respiratory, sleep, and cardiac diagnostics.

Kyle shares how VirtuOx is making a difference by focusing on sleep health and patient well-being, guided by the company's mission to "restore the breath of life." He delves into VirtuOx's go-to-market strategy, centered on educating physicians about sleep and cardiac diagnostics, and offers insights into how his team uses data and technology to optimize their sales process.

Kyle also explains how VirtuOx integrates technology into their workflow to better analyze data, identify target physicians, and streamline territory management. Throughout the conversation, Kyle emphasizes the importance of servant leadership, having a clear purpose, and leveraging healthcare CRM solutions to drive success in field sales.

Key Moments:

• The impact of sleep health on overall well-being and VirtuOx's mission to address it.
• VirtuOx's approach to educating physicians and fostering strong relationships.
• Strategies for effective territory management and how data informs decision-making.
• The role of technology, including Map My Customers, in improving sales efficiency.
• Insights on servant leadership and the value of having a clear 'why' in your business.

Tune in to this insightful episode and discover how you can harness data and leadership to drive growth in your own organization.

About Our Guest
Kyle Miko is the Chief Marketing Officer and co-founder of VirtuOx Cardio Sleep, the world's largest provider of at-home respiratory, sleep, and cardiac diagnostics. With over two decades of experience, Kyle is known for his leadership approach—combining data-driven strategy with a deep commitment to improving patient outcomes. Kyle's leadership at VirtuOx reflects a dedication to servant leadership and a clear sense of purpose, which has been key in guiding the company’s growth and impact in the field of medical diagnostics.  Connect with Kyle on Linkedin! 

Listen to The Field Sales Leadership Guide anywhere you find podcasts, or at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

In this episode, JT reconnects with Joe McDonald, VP of Sales at Jasper Engines, to explore the role of data in driving sales success. Joe shares how Jasper Engines transformed their approach to territory management, optimized customer interactions, and implemented data-driven decision-making. They discuss practical strategies for managing retiring sales reps, maximizing market penetration, and fostering a culture of accountability within the sales team. Tune in for actionable insights on leveraging data to build winning sales teams.

Highlights:

• The Role of Data in Driving Leadership Decisions at Jasper Engines
• Strategic Market Penetration and Territory Management
• Managing Retiring Reps with Innovative Pilot Programs
• Defining and Tracking Sales Presentations for Maximum Impact
• Advice for Sales Leaders on Data-Driven Sales Processes

About our guest:

As VP of Sales at Jasper Engines, Joe McDonald has led his team through significant growth, using data-driven insights and forward-thinking leadership to drive sales success. With decades of experience, Joe has a deep understanding of the challenges sales leaders face and how to overcome them. Don’t miss his expert advice in this episode. Connect with Joe on Linkedin!

And learn more at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

We are joined by Todd Caponi, a sales leader and the mind behind The Transparency Sale and The Transparent Sales Leader. Todd dives deep into his unique strategies for building successful sales teams through transparent methodologies and data-driven strategy.

Discover the power of embracing losses as learning opportunities, leveraging structured frameworks to maximize revenue, and the importance of understanding customer behaviors. Todd also highlights the need for effective CRM tools and a data-driven approach to ensure long-term success in sales leadership.

Episode Highlights:

• 00:21 Meet Todd Caponi
• 01:37 The Power of Transparency in Sales
• 02:46 Implementing a Sales Framework
• 04:25 Understanding and Leveraging Reviews
• 09:40 Qualifying Opportunities and Pipeline Management
• 20:52 The Five F's of Maximizing Revenue
• 24:18 Building a Predictable Sales Culture
• 25:00 The Importance of CRM in Sales
• 28:34 Overcoming CRM Challenges
• 43:15 Leveraging Customer Insights
  
  

About our guest:

Todd Caponi is a celebrated sales leader, speaker, and author of the award-winning bestseller The Transparency Sale. His latest book, The Transparent Sales Leader, delves into how transparency and decision science can enhance sales performance. Having led two companies to successful exits, Todd now leads Sales Melon LLC, where he teaches revenue organizations how to maximize capacity. Additionally, he hosts "The Sales History Podcast," where he shares insights on the evolution of the sales profession.

Connect with Todd on LinkedIn and visit toddcaponi.com for more!

Level-up your field sales strategy at mapmycustomers.com

Ben Hartmere, CEO of Map My Customers joins the show as we explore the changing landscape of field sales, highlighting the challenges field sales leaders face and the innovative strategies successful teams employ. 

Ben shares his expertise, emphasizing the importance of a robust system of record, the cultural shift towards data-driven sales processes, and actionable insights on optimizing territory management. Whether you're a sales leader or a rep wanting to stay ahead of the curve, this episode is packed with valuable takeaways.

Key Moments

• 00:00 Introduction
• 00:43 Unique Challenges and Tech Evolution in Field Sales
• 03:26 Importance of Data and Predictability in Sales
• 04:56 Adoption of Technology in Field Sales
• 06:32 Unique Needs of Field Sales Teams
• 08:34 Overcoming CRM Implementation Challenges
• 12:34 Maximizing Revenue with Data
• 13:50 Leadership and Culture in Sales Teams

Level-up your field sales strategy at mapmycustomers.com

Welcome back to another engaging episode of the Field Sales Leadership Guide Podcast. In this special episode, we dive into a long-overdue conversation with our Founder and Chief Product Strategy Officer, Matthew Sniff. As a passionate advocate for those who identify market needs and take actionable steps to solve them, Matthew shares his entrepreneurial journey and insights.

Join your host as he navigates through the fascinating story of Matthew's career, from his analytical mindset to his Rubik's Cube mastery. Discover the origins of Map My Customers, a venture sparked by a simple request from Matthew's father to visualize his flooring business's extensive clientele. What began as a scrappy prototype soon evolved into a successful application, meeting the needs of individual sales reps and eventually scaling to address the complexities of larger sales teams.

As Matthew reflects on the challenges and triumphs of entrepreneurship, gain valuable insights into the evolution of Map My Customers and its impact on the field sales industry. From storm chasing to building a thriving business, Matthew’s journey is filled with anecdotes, lessons, and a touch of friendly banter about fantasy football and sports team loyalties.

Tune in for an inspiring conversation that explores the intersection of innovation, entrepreneurship, and the exciting future ahead for Map My Customers. Take advantage of this opportunity to get to know the visionary leader behind the scenes and gain a deeper understanding of the company's commitment to revolutionizing outside field sales. 

LISTEN IF YOU ARE INTERESTED IN…

• The Old Way For Outside Sales [9:00]
• Customer Feedback Drove The Right Solution  [12:00]
• Staying Close To The Customer To Build The Right Solution [19:00]

Connect with the guest

• Matthew Sniff

Connect with the hosts

• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another insightful episode of the Field Sales Leadership Guide Podcast! In this episode, Mary Keough is joined by Justin Lu, Head of Customer Success at Map My Customers, as they delve into the crucial topic of integrating technology within your company. With co-host JT unavailable, Justin steps in to share his expertise on how Map My Customers can seamlessly integrate with various technologies, especially focusing on the challenges faced by field sales teams.

The conversation kicks off by highlighting the shift in the importance of integrations as technology becomes more ubiquitous. Instead of merely checking boxes for features, the focus is now on how technology aligns and works with existing systems in your company. Justin and Mary explore the impact of these integrations on outside sales teams and how they enhance the efficiency of processes.

They dive into four key ways companies can integrate their tech stack effectively:

• Native Integration (Gold Standard): Justin explains the advantages of native integration, emphasizing how it streamlines the process by having the software vendor do the work. Matt My Customers offers native integrations with popular CRMs like Salesforce, Zoho, Dynamics, and HubSpot.
• Open API (Silver Standard): Justin discusses the flexibility of using an Open API, which allows integration with virtually any system that supports API connections. While it provides robust technological solutions, it may require programming knowledge and resources to set up.
• SFTP or CSV Upload (Bronze Standard): This method involves manually uploading data or automating the process through the Secure File Transfer Protocol. Justin shares that it's a stable solution with a daily frequency, providing a middle ground between native integration and simpler methods like CSV uploads.
• Zapier (Convenient Workaround): Justin introduces Zapier, a tool that enables API connections with minimal programming knowledge. While convenient for certain tasks, it may have limitations and could be less suitable for complex integrations with larger systems.

The discussion emphasizes the importance of getting buy-in from the start, ensuring ease of use for sales reps, and the crucial role of managers in enforcing CRM usage. Justin concludes by highlighting the value of a well-integrated tech stack in driving sales efficiency and revenue growth.

Tune in to gain valuable insights into navigating the integration landscape and optimizing technology for your field sales team's success. Don't miss out on practical tips and strategies shared by Justin and Mary in this information-packed episode!

LISTEN IF YOU ARE INTERESTED IN…

• Double data entry is the death knell of CRM adoption  [4:30]
• Tech stack integrations don't have to be complicated.  [13:30]
• Integrating data silos helps the whole company [24:00]

Connect with the guest

• Justin Lu

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another insightful episode of the Field Sales Leadership Guide Podcast. In this episode, JT exchanges key findings with Mary on his recent series of ride-alongs. These ride-alongs provide valuable insights into the challenges faced by outside sales reps and how sales leaders can address them.

The overarching themes discovered during the ride-alongs include:

• Poor KPIs for Outside Sales Reps: Some sales leaders may be giving ineffective Key Performance Indicators (KPIs) to their outside sales reps, leading to wasted time, expenses, and missed opportunities.
• Difficulty Acquiring New Business: Outside sales reps often face challenges when tasked with acquiring new business in their territories, especially in industries with steady, established customer bases. The difficulty lies in finding new prospects and converting them into customers.
• Underutilization of Systems: Many reps are not effectively using the systems in place, such as CRMs or sales enablement tools. This may be due to the tools not being perceived as valuable or easy to use.

The effects of these challenges are significant, including a lack of valuable data needed for better decision-making at the rep, manager, and leadership levels.

JT shares examples from his ride-alongs, emphasizing the importance of strategic coaching, efficient use of time, and the need for valuable data to drive revenue. Mary and JT discuss how the absence of a robust tracking system can hinder the sales process, drawing parallels with a manufacturing line that lacks stages for improvement.

The episode concludes with the analogy of practicing golf swings, highlighting the importance of practicing the right things at the right time and using data to guide effective coaching and strategic management.

If you're a sales leader looking to optimize your team's performance and address these challenges head-on, this episode provides valuable insights and actionable strategies. Tune in and take your field sales leadership to the next level!

LISTEN IF YOU ARE INTERESTED IN…

• Celebrate DIS-Qualifying as much as Qualifying new accounts  [9:00]
• Stop making your reps drive through haystacks to find needles [18:00]
• When sales output starts failing - how are you diagnosing the problem? [25:30]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another engaging episode of the Field Sales Leadership Guide Podcast. Host Mary and JT discuss the crucial connection between Key Performance Indicators (KPIs) and your go-to-market strategy. The hosts uncover the essential role KPIs play in optimizing your sales team's day and discover the pitfalls of relying solely on sales quotas. Whether you're new to tracking KPIs or looking to refine your existing system, this episode provides valuable insights and real-world examples to help your team thrive. From tracking sample drops to heat maps, and even the importance of mobile-friendly CRMs, our hosts guide you through the process of identifying and measuring what truly matters for your sales team's success. 

LISTEN IF YOU ARE INTERESTED IN…

• You should get the reps' buy-in before rolling out KPIs  [11:00]
• Flooring samples = Revenue?! [15:30]
• Bad KPIs lead to Bad Results [20:00]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another insightful episode of the Field Sales Leadership Podcast. 

In this episode, host JT Rimbey welcomes co-host Mary Keough to discuss the evolving landscape of outside sales. They dive into four major trends impacting the field:

1. Aging and Retiring Workforce: The hosts discuss the challenges companies face when top-performing, tenured sales reps retire and how this transition affects relationships and revenue.
2. Younger Salespeople and Technology Expectations: The conversation centers on the expectations of younger sales professionals who grew up with technology and how they view data and technology as integral to their work.
3. Leaders Scrutinizing Outside Sales Activities: The hosts explore how leadership increasingly analyzes outside sales activities and how data plays a critical role in decision-making.
4. Desire for Data: The episode delves into the desire for data among sales teams and the importance of collecting and leveraging data effectively.

Throughout the discussion, JT and Mary emphasized prioritizing making data tools easy and valuable for sales reps to ensure seamless integration into their day-to-day tasks. 

They also stress that starting with the sales rep's experience in mind is crucial, as it ultimately leads to better data collection and improved results.

Join JT and Mary as they dissect these trends and share valuable insights to navigate the ever-changing world of outside sales.

LISTEN IF YOU ARE INTERESTED IN…

• Top trends in outside sales org  [1:20]
• Forcing reps to use an ineffective CRM breeds bad data[15:15]
• Without the right data, outside sales leaders can’t do proactive coaching [19:10]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Follow Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 
• On YouTube
  
  

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com

Welcome to another insightful episode of the Field Sales Leadership Podcast. 

In this episode, Mary Keough, Head of Marketing and JT Rimbey, Head of Sales, discuss the intricacies of measuring the Return on Investment (ROI) of Customer Relationship Management (CRM) systems. They emphasize the need to tailor ROI measurement to specific business goals and shed light on the importance of ease of use in driving CRM adoption, especially for outside sales teams. 

Mary, draws on her extensive marketing background in various industries, offering valuable insights into the importance of tracking CRM ROI. She emphasizes the need to measure ROI in a way that aligns with the specific goals and dynamics of each business, debunking the misconception that a one-size-fits-all approach works for CRM adoption.

JT, a seasoned expert in the field of sales, underlines the significance of ease of use when it comes to CRM systems, particularly for outside sales teams. He highlights how an intuitive CRM interface can drive adoption and generate the necessary data for strategic decision-making.

Together, they share anecdotes and experiences, showcasing the nuances of CRM success and the role it plays in boosting sales, optimizing territories, and enhancing customer relationships. 

Tune in to gain a deeper understanding of how CRM ROI can be maximized in the field sales landscape.

Connect with Mary Keough and JT Rimbey on LinkedIn to continue the conversation and share your own CRM ROI experiences.

LISTEN IF YOU ARE INTERESTED IN…

• Same type of CRM, same outcome  [5:00]
• What happens when you choose the right CRM [13:30]
• Measuring what matters in outside sales [16:30]

Connect with the hosts

• Mary Keough
• JT Rimbley 

Connect With Map My Customers

• On Twitter 
• On Facebook 
• On LinkedIn 

Subscribe to FIELD SALES LEADERSHIP GUIDE

Level-up your field sales strategy at mapmycustomers.com