Kevin Eikenberry is Chief Potential Officer at the Kevin Eikenberry Group, a world-renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, and coach. Is this episode our discussion is centered around the leadership component of sales management. You’ll learn why you need to lead, inspire and motivate the buyer to take action. And, why too few sales reps ever seem to consider their role to be that of a leader. Tune in to hear Kevin and I talk about the intersection of leadership and management in the context of sales and what that means for your success.

MORE ABOUT Kevin Eikenberry

What’s your most powerful sales attribute?
My sales team.

Who is your business role model?
My father.

What’s one book that every aspiring leader should read?
Other than mine? If you want to read a classical book on leadership, you can’t go wrong by reading The Leadership Challenge by James Kouzes and Barry Posner. Anything by Marshall Goldsmith, especially as it relates to coaching is a good place to start. 

What music is on your playlist right now?

I listen to country the most, but last week I went to a concert in something far, far from country; sort of an alternative rock band named Puscifer, because the lead singer who was also the lead singer of Tool was a childhood friend of mine. 

What’s the one question you get asked most frequently by people that you’re coaching or training?

Are leaders made or born?

CONTACT KEVIN EIKENBERRY

www.kevineikenberry.com

Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in business development, marketing and operations. In this episode, Tony and I have a discussion about what companies can do to dramatically grow their revenues by to perfecting the alignment of their marketing and sales efforts.

Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in business development, marketing and operations. In this episode, Tony and I have a discussion about what companies can do to dramatically grow their revenues by to perfecting the alignment of their marketing and sales efforts. Listen now!

MORE ABOUT TONY DELMERCADO

What’s your most powerful sales attribute?
I’m really friendly and nice. I think I’m just an approachable guy.

What tool do you use for sales management that you can’t live without?

SharpSpring and Salesforce.

Who is your sales role model?

Jim Rawdon.

What’s one book that every salesperson should read?
How to Win Friends and Influence People by Dale Carnegie.

What music is on your playlist right now?

Killer Mind, who’s a rapper from Atlanta; Foo Fighters; and another rapper from Minneapolis named Prof. 

What’s the first sales activity you do every day?

In my current role, I’ll talk to Cole who’s on our sales management team. Also, at some point before 9:30 am, I’ve probably responded to at least one person that’s in our flow to acquire them as a client.

CONTACT TONY DELMERCADO

www.hawkemedia.com

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be. Among the topics we discuss are:

• Are sales reps confused about the purpose of selling?
• Do we need to focus on training sales reps on the significant role emotions play in decision making?
• How can you contribute to the body of knowledge in sales by focusing more on the emotional aspects of sales.

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Website: www.sumologic.com

Brandon Redlinger is head of growth at PersistIQ, which makes outbound sales more effective by bringing the human element back to sales. In this episode, Brandon and I talk about how effective sales development is based on balancing personalization with automation. Be sure to listen in as we discuss what should be in your sales stack in order to improve your sales productivity.

Brandon Redlinger is head of growth at PersistIQ, which makes outbound sales more effective by bringing the human element back to sales. In this episode, Brandon and I talk about how effective sales development is based on balancing personalization with automation. Be sure to listen in as we discuss what should be in your sales stack in order to improve your sales productivity.

MORE ABOUT BRANDON REDLINGER

What’s your most powerful sales asset?
Curiosity

Who is your sales role model?
Dan Kennedy

What’s one book every salesperson should read?
Influence: The Psychology of Persuasion by Robert Cialdini

What music is on your playlist right now?

I have a little bit of everything. I’m one of those guys who like to listen to music on loop. Fight Song by Rachel Platten is on loop right now.

What’s the one question you get asked most frequently by salespeople?

What’s the best cold email I should send?

CONTACT BRANDON REDLINGER

www.persistiq.com

www.persistiq.com/blog

@PersistIQ on Twitter

Donald Kelly, also known as The Sales Evangelist, is the host of The Sales Evangelist podcast and founder of TSE Sales Training and Coaching. In today's episode, Donald tells me he believes anyone can sell if they possess 3 traits: the desire, the hustle factor and proper training.

Donald Kelly, also known as The Sales Evangelist, is the host of The Sales Evangelist podcast and founder of TSE Sales Training and Coaching. Donald believes anyone can sell if they possess 3 traits: the desire, the hustle factor and proper training. Among the topics Donald and I discuss in this episode are:

• What exactly is The Sales Evangelist evangelizing about?
• What holds people back from continuously learning about sales?
• How to teach sales managers to model the right sales behaviors.

MORE ABOUT DONALD KELLY

What’s your most powerful sales attribute?

I like to think creatively, and to think personally.

If there’s one thing you could change about your business self, what would it be?
To fine-tune processes.

Who is your sales role model?

Jerrod Young, a leader of mine at one point.

What’s one book that every salesperson should read?
The Three Value Conversations, by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Think and Grow Rich, by Napoleon Hill

What music is on your playlist right now?

Right now some reggae, Damian Marley. 

CONTACT DONALD KELLY

Website: www.salesevangelist.com/accelerate

Jason VanOrden is an entrepreneur, author, speaker, podcast host and co-founder of Internet Business Mastery. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In this episode, Jason and I discuss how to get unstuck in life and business.