The Sales Leaders Operating System™

In this episode, host Matt McDarby welcomes Greg Plum, a seasoned expert in building successful business partnerships. Greg emphasizes the importance of strategic thinking over tactical considerations in partnerships, sharing actionable insights on creating lasting, scalable partner ecosystems. He highlights the necessity of understanding your Ideal Customer Profile (ICP) and Ideal Partner Profile (IPP) to drive sustainable growth.

Greg also discusses the PARTNERNOMICS framework and underscores the roles of influence and alignment in partnership success. Sales leaders will gain valuable insight on effectively managing partnerships through a methodical approach.

This episode is a must-listen for those looking to strengthen their partnership strategies and achieve long-term growth.

Show highlights:

• Discover key strategies for developing a successful partner program. [00:03:47]
• Why faulty identification of ICPs occurs in organizations. [00:10:11]
• Should channel partners contribute to determining your ICP? [00:11:54]
• How MSPs help align complementary solutions for resilient partnerships. [00:13:35]
• Understand partner sales vs. direct sales before building a channel team. [00:18:20]
• Learn best practices for revenue-sharing with partners. [00:20:35]
• The power of strategic vs. tactical thinking in partner sales. [00:23:25]
• The art of effectively leading partnerships with processes. [00:25:05]
• Why sales leaders should think like VCs in partner selling. [00:32:13]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

Get ready to revolutionize your sales leadership playbook with one of today's best leaders in healthcare tech sales, Shaun Priest. In this encore episode, Matt and Shaun discuss the core principles of sales leadership success, from the need for simplicity and clarity to the challenge of understanding and meeting boardroom expectations.

Discover how to create the winning blend of art and science as you lead and why celebrating even the small wins can lead to monumental triumphs.

Tune in now and take a few pages from Shaun's playbook.

Show highlights:

• Discover the essential elements in Shaun's playbook. [00:03:11]
• Why you should fight for clarity over complexity. [00:09:34]
• How to turn natural friction between departments into a positive force. [00:13:33]
• Tips to create the winning blend of art and science as you lead. [00:16:39]
• Discover the critical virtue driving leadership success. [00:20:13]
• The power of engaging your board and stakeholders. [00:28:52]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

In this episode, host Matthew McDarby sits down with Gui Costin, author and the CEO of Dakota to discuss essential strategies for effective leadership in sales. Gui shares valuable insights on taking responsibility for business processes, the importance of daily check-ins, and the positive impact of kindness and vulnerability in leadership.

He emphasizes the need for detailed process documentation to keep teams accountable and reduce turnover. He also outlines how consistent sales processes can enhance product quality and foster long-term employee retention.

Sales leaders will appreciate Gui's practical advice on managing team expectations and fostering a respectful workplace. Tune in for actionable tips that can elevate your leadership approach and drive your team's success.

Show highlights:

• Discover Gui Costin's two essentials for sales leadership. [00:02:01]
• How to foster productivity through thoughtful communication. [00:05:18]
• Gain an in-depth understanding of developing detailed processes. [00:08:06]
• Whose responsibility is it to set up sales processes? [00:15:28]
• The key to reducing turnover and retaining top talent. [00:16:58]
• Explore the role of vulnerability in effective leadership. [00:21:23]
• The importance of daily check-ins over monthly meetings. [00:24:40]
• What does establishing leadership with kindness look like? [00:28:45]
• Learn how to lead past a "Bobby Knight" moment. [00:35:40]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

In this episode, Matt McDarby welcomes Jennifer Cart, an accomplished leader with experience from sales management to the executive suite who brings a unique lens to understanding and optimizing sales organizations.

Jennifer discusses the importance of understanding and engaging your team, particularly during times of change. She highlights the benefits of selecting the right team, maintaining a regular review process, and simplifying communication to keep everyone focused. Jennifer also offers practical advice on managing difficult conversations and creating a positive work culture.

Sales leaders will find valuable, actionable insights to improve team leadership and effectiveness in this episode. Tune in to gain expert perspectives that can enhance your approach to sales leadership.

Show highlights:

• The key factors behind Jennifer Cart's leadership success. [00:02:09]
• The power of simplification to make complex goals achievable. [00:05:16]
• How to apply "fail fast" iteration in safe, small-scale steps. [00:08:31]
• Tips to unlock employee potential with people-focused leadership. [00:12:24]
• Are you creating stability and predictability for your team? [00:19:03]
• Discover how to assemble a winning sales team. [00:28:13]
• Why passion for work matters. [00:32:29]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

In this episode, host Matthew McDarby is joined by Rich Bishop, CEO and managing partner at Midgame Consulting, to discuss common challenges in fast-growing companies. They address issues with standardizing processes across multiple locations and the crucial role of frontline managers in driving successful change.

Rich emphasizes balancing data-driven approaches with the human element in revenue operations, sharing practical insights from his broad experience in finance and sales operations. The conversation also covers aligning sales and marketing teams to ensure a smooth customer journey, and the importance of stakeholder buy-in and accountability.

Tune in for a thought-provoking session filled with practical insights and strategies to help sales leaders at all levels thrive in the ever-evolving landscape of revenue operations.

Show highlights:

• Discover the pitfalls of incomplete and disjointed sales systems. [00:02:43]
• Do big acquisition-based companies suffer from siloed goals? [00:07:03]
• Explore the human side of leading a RevOps team. [00:10:28]
• How strategy execution differs from strategy formulation. [00:15:46]
• How to create an accountability–discipline virtuous cycle in new initiatives. [00:19:52]
• The power of passion-driven frontline sales leadership. [00:25:30]
• Unlock a quick list of Rich Bishop's unique insights. [00:31:16]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

Today, host Matt McDarby welcomes John Santos, an esteemed sales leader with an impressive background, ranging from his service in the Air Force to influential leadership roles at E. & J. Gallo and now at Candela Medical.

John discusses the importance of conducting thorough annual sales reviews to identify areas for improvement and set goals for the future. He highlights the key elements of a successful sales system, including structure, cadence, and meaningful interactions between leaders and sales reps.

The conversation covers the challenges of maintaining momentum in sales, the value of balancing prospecting with closing deals, and practical strategies for effective leadership. This episode offers sales leaders actionable advice on enhancing their leadership approach and maintaining a steady pipeline for continued success.

Show highlights:

• Three strategic partnerships sales leaders must develop for ultimate impact. [00:03:09]
• Discover the value of conducting annual sales reviews. [00:07:59]
• How to lead weekly meetings your reps look forward to. [00:09:47]
• The unlimited power of passion for sales as a lifestyle. [00:15:12]
• Actionable steps for consistent pipeline development. [00:19:31]
• Explore the science of knowing yourself to be able to sell. [00:27:50]
• Catch this itemized look at John Santos' systems-thinking playbook. [00:37:18]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby

In this episode, host Matt McDarby interviews Barry Ridgway, a former VP at Microsoft with a wealth of leadership experience. Barry shares insights on turning self-awareness into a leadership asset, understanding team dynamics, and honing soft skills to inspire and communicate effectively.

He will also share practical strategies for managing change, building trust, and driving team success. Whether you're looking to improve talent management, succession planning, or simply lead with authenticity, Barry's insights are essential for any sales leader aiming for excellence.

Tune in to elevate your leadership game and ensure your team's growth and success.

Show highlights:

• Explore the power of strategic self-awareness in leadership. [00:02:42]
• How well do you provide clarity on goals to your team? [00:07:49]
• Understand how and why any change is personal. [00:11:04]
• Learn core steps in succession planning and talent retention. [00:15:08]
• The art of recruitment efficiency with actionable tips. [00:19:08]
• Ways to ensure personnel development as a manager. [00:23:08]
• Why expanding your capacity as a leader is an inside job. [00:30:16]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In the second half of this insightful two-part episode, Matt continues the conversation with Steve Gielda of Ignite Selling, who shares key lessons from his high school basketball coach, the legendary Morgan Wootten. He talks about personal ownership, integrity, and the critical role of practice in developing sales skills.

Listeners will also hear about "Sleep in Heavenly Peace," an impactful nonprofit ensuring no child sleeps on the floor.

The conversation focuses on practical strategies for fostering team development, effective time management, and understanding the "why" behind business objectives. This episode offers actionable advice to enhance your approach to leadership and drive sales success.

Show highlights:

• The importance of the "why" in organizational alignment. [00:00:56]
• How the "why" guides profit-goal specificity in your QBRs. [00:04:30]
• Two transformational skills Morgan Wootten teaches you. [00:08:02]
• Actionable tips to train reps to practice selling. [00:13:25]
• How to be a practice-centric leader. [00:16:32]
• Do you foster your team daily to succeed independently? [00:20:02]
• Special spotlight on a way to support a noble cause. [00:21:48]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this first of a two-part episode, Matt chats with Steve Gielda, an industry veteran in sales performance and the president of Ignite Selling.

With decades of experience, Steve shares his frontline insights on creating effective sales systems, driving revenue, and executing key initiatives successfully. Matt and Steve discuss how top sales leaders cultivate clarity and accountability in their teams and navigate the challenges of securing executive level support.

Whether you're managing a sales team or steering an entire organization, you won't want to miss Steve's expert advice for elevating your sales leadership. Tune in to learn from one of the best in the industry!

Show highlights:

• The key strategic roles that strong sales leaders play. [00:03:24]
• Why you should always have clear, quantifiable metrics for your team. [00:06:31]
• The importance of accountability in sales culture. [00:08:47]
• Tips to drive team accountability without micromanaging. [00:18:49]
• The no. 1 bottleneck in sales transformation initiatives. [00:13:04]
• How to "coach up" senior leaders to commit to action. [00:18:49]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Welcome to The Sales Leaders Operating System, the premier podcast for actionable sales-leadership insights! Hosted by Matt McDarby—author of The Divine Comedy of Sales and a seasoned coach to leading sales professionals worldwide—the show promises practical advice and valuable perspectives.

Recently rebranded to better align with its mission, today's episode dives into the essential role of systematic thinking for sales leaders. Matt previews an exciting lineup of upcoming guests who will share their proven strategies for success.

Subscribe and elevate your leadership with tips and tools from industry experts that you won't want to miss!

Show highlights:

• Podcast rebranding news with name-change rationale. [00:00:43]
• Discover the exciting new show formats coming up. [00:01:37]
• Tips to leverage a constructive leadership challenge. [00:02:54]
• Are you ready to grow with a dynamic sales community? [00:03:29]
• Why sales leaders need systems thinking. [00:04:25]
• The power of systems in Kevin Kearns' example. [00:06:56]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby