Sales Code Leadership Podcast

Our guest this week is Graham Hawkins, the Founder and CEO of SalesTribe, the world’s first career
transition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career opportunities.
Graham has worked in the UK, Australia and across Asia Pacific for more than 30 years, in executive
B2B sales and sales leadership roles, for some of the world’s most innovative IT,
telecommunications, finance and media organizations.
Through SalesTribe, Graham works with salespeople who are striving to survive in this new, ultra-
competitive, customer-led era. They are all struggling to keep pace with changing customer
expectations and requirements, and at the same time are grappling with ever-increasing employer
expectations.
We talk about the changing role of the professional salesperson, the rise of social selling and
the impact of new technology on the sales process.

Our guest on the Sales Code Podcast this week is Pim Roelofsen.
Pim was born and raised in the Netherlands and has lived in the Dutch Caribbean and London.
He has been involved in tech sales for almost 10 years working for and is now the Chief
Revenue Officer at MEDDICC where he is responsible for all things revenue related; from
acquiring new customer logos to building the sales team all the while helping customers to grow
through partnering.
We had a wide ranging discussion about the importance of building a culture of trust where sales
people are comfortable admitting they don't know everything and are happy to ask for help.

Our guest this week is Matt Dixon, co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience, Matt is a frequent contributor to Harvard Business Review and an experienced advisor to senior executives on sales, service and customer experience.

Matt and Ted McKenna have just written a new, must read, book for anyone interested in professional selling – “The JOLT Effect – how high performers overcome customer indecision”. It’s massively well researched as the result of listening to millions of sales calls analysed using 8300 unique factors.

Listen to this episode of the Sales Code Podcast to find out why:
customer indecision occurs.
doing nothing doesn’t mean the customer is happy with status quo.
too many questions and too much listening can actually hamper sales.
Professional sellers who talk more than they listen can still add value
FUD doesn’t help customers who are more afraid of messing up than missing out.

Listen to this episode to find out how to:

Judge the Indecision
Offer your recommendations
Limit the exploration and
Take risk off the table

And, close more sales!

Thank you, Matt for a great conversation about what elite sellers do.

It's my pleasure this week to host Bhairav Patel from Atom CTO as a guest on the Sales Code Podcast.

Bhairav worked in IT for over 20 years starting life as a consultant at one of the big four and then moving into industry to be the CTO for award winning e-commerce and FinTech businesses.

He specialises in helping companies devise technology strategies that align their IT capability with their business goals and building IT organisations that are scalable and agile so that they can adapt to strategic changes without having to spend unnecessarily.

Bhairav brings a unique perspective to the technology sales process having sat on both sides of the fence - as a buyer and seller.

Thank you Bhairav for a fascinating conversation about sales, marketing and leadership.

When I started my sales career the traditional methods of motivating your sales team were quite basic and binary - it was all about using the carrots and sticks of fear and greed to pull and push them to perform.

Thankfully things have moved along in the intervening 30 years so it's inspiring to hear David Freedman of Huthwaite International talking, on the Sales Code Podcast, about removing the salesperson's fear of failure. If you have been watching the results of both the England Women and Men's football and cricket results over the past few years you will see how great potential can be released through creating what we now call psychological safety in a team.

Huthwaite International is the company behind the world class SPIN® Selling methodology of which I am such as big fan. Listen to the full audio episode to find out how to build a high performance sales team and what great sales people do.

Charlotte Blair is a Gallup-Certified and ICF coach, attaining both in 2014. Charlotte started her career in Sales in 1997 for Canon UK and then had a 12 year career with Verizon leading account teams delivering solutions for blue-chip clients.

She now runs two successful businesses and partnering with other coaches and learning organizations to deliver great outcomes through leadership Development and Coaching.

Charlotte is a founding partner in the Strengths Partners, as well as a coach and mentor to other global coaches.

Our guest on the Sales Code Podcast this week is Tonni Bennett.

Tonni is the VP of Sales at Daily, a video API that enables companies to embed video into their applications. She recently joined Daily after helping to launch the MM segment at Twilio and scaling a sales organization at Terminus. Tonni is passionate about building high performing teams from the ground up.

Brad leads the Sales and Account Management teams as the CRO of Hone, the leader in online live, cohort-based training. Before Hone, he was CRO of 15Five, where he helped the company grow revenue more than 14x and raise nearly $100M. At various times he led Sales, Customer Experience, Marketing, Partnerships, and Professional Services at 15Five. Prior to 15Five, he cofounded Windsor Circle where he was VP of Sales and sat on the Board. In addition to working as a CRO, Brad is an active angel investor and go-to-market consultant to venture-backed SaaS companies. When not working, Brad moonlights as a dad, husband, home repair man, runner, and skier.

Our guest this week is Graham Hawkins, the Founder and CEO of SalesTribe, the world’s first career
transition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career opportunities.
Graham has worked in the UK, Australia and across Asia Pacific for more than 30 years, in executive
B2B sales and sales leadership roles, for some of the world’s most innovative IT,
telecommunications, finance and media organizations.
Through SalesTribe, Graham works with salespeople who are striving to survive in this new, ultra-
competitive, customer-led era. They are all struggling to keep pace with changing customer
expectations and requirements, and at the same time are grappling with ever-increasing employer
expectations.
We talk about the changing role of the professional salesperson, the rise of social selling and
the impact of new technology on the sales process.

Our guest on the Sales Code Podcast this week is Pim Roelofsen .
Pim was born and raised in the Netherlands and has lived in the Dutch Caribbean and London.
He has been involved in tech sales for almost 10 years working for and is now the Chief
Revenue Officer at MEDDICC where he is responsible for all things revenue related; from
acquiring new customer logos to building the sales team all the while helping customers to grow
through partnering.
We had a wide ranging discussion about the importance of building a culture of trust where sales
people are comfortable admitting they don't know everything and are happy to ask for help.