https://fellow.app/supermanagers/mike-manzi-official-sales-from-good-to-great-building-a-winning-sales-team-and-culture/

Everyone wants more sales, but what does it take to build a high-performing sales team?

In episode #144, Mike shares his wealth of knowledge on a range of topics, from how to create a winning sales culture to the importance of instilling values in your team. 

Mike is a renowned sales leader, coach, and influencer. Previously, he was the VP of Sales at Time Doctor and has been a senior sales leader at various organizations. 

Today, he coaches other organizations on how to build high-performing sales teams and is also an influencer on social media, particularly on TikTok, where he has millions of views, and shares sales and leadership knowledge with his audience.

Mike reveals how being insecure can actually be a superpower, and why some of the top performers he's worked with have been both overconfident and insecure.

Mike also shares a treasure trove of tactical advice, including how he conducts his one-on-ones and his secret to coaching sales reps to become top performers.

Tune in to hear all about Mike’s leadership journey and the lessons learned along the way!

. . .

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. . .

TIME-STAMPED SHOW NOTES:

[04:31] Early mistakes 

[8:46] High performing teams 

[19:08] Building a winning sales culture 

[25:23] One-on-one meetings

[33:39] Coaching 

[41:44] Mike’s Social Media 

[42:42] Resources 

RESOURCES MENTIONED IN THIS EPISODE:

https://fellow.app/supermanagers/majeed-mogharreban-speaking-is-a-mindfulness-practice-a-playbook-for-becoming-a-better-storyteller/

Good communication requires us to be fully present and aware in the moment. 

In episode #143, Majeed shares how communication can be a mindfulness practice and ways to become a better storyteller. 

 Majeed Mogharreban is the founder of the Expert Speaker Institute, the premier resource for experts to grow their business with public speaking. Majeed has spoken at the United Nations twice and has worked privately with celebrities, politicians, an olympic gold medal winner, CEOs and top entrepreneurs.

Throughout the episode, Majeed uses the power of storytelling to further drive his point as we cover communication styles, workplace culture, and getting to know people better. 

Tune in to hear all about Majeed’s leadership journey and the lessons learned along the way!

. . .

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. . .

TIME-STAMPED SHOW NOTES:

[04:44] Hiring based on price 

[9:00] Storytelling for leaders 

[16:47] Storytelling tips for leaders 

[18:33] Articulating the company mission 

[31:38] Communication styles 

[40:43] Expert Speaker by Majeed Mogharreban

[43:18] Leadership starts with self leadership 

RESOURCES MENTIONED IN THIS EPISODE:

https://fellow.app/supermanagers/rukmini-reddy-hug-the-elephant-how-the-svp-of-engineering-at-slack-approaches-communication/

Trust is like a jar of marbles. 

Each marble in the jar can represent a positive interaction that helps build trust between two people.

However, just as easily as marbles can be added to the jar, they can also be removed. Negative experiences or actions can quickly deplete the trust that has been built.

In episode #142, Rukmini Reddy shares how she is purposeful with her leadership and communication style to build strong relationships. 

Rukmini Reddy is the SVP of Engineering, Platform at Slack with over five years of experience building successful, driven teams at the VP level.

Rukmini shares how and why we should hug the elephant, rather than point at it, meaning having candid conversations and creating psychological safety to discuss difficult topics and acknowledge the emotional toll of change.

Tune in to hear all about Rukmini’s leadership journey, building team alignment, and becoming a more influential person. 

. . .

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https://fellow.app/supermanagers/jon-fasoli-mailchimp-is-what-youre-doing-what-you-should-be-doing-absolute-vs-relative-decisions/

Is what you are doing what you should be doing? 

In episode #141, Jon differentiates between absolute versus relative decisions and how to bring new ideas to life.  

Jon Fasoli is the Chief Product, Design & Data Officer  at Mailchimp. Before his current role with Mailchimp, Jon was Intuit’s Small Business Segment leader, where he spent the last 15+ years building software for small business owners.Jon shares the "build method," which categorizes decisions as big, medium, or small, allowing for like-for-like comparisons and leading to fast, real decision-making. 

He also talks about allocating time for new projects, including the use of horizon frameworks to set common metrics and prioritize projects. 

Tune in to hear all about Jon’s leadership journey and the lessons learned along the way!

. . .

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https://fellow.app/supermanagers/nick-sonnenberg-leverage-how-do-you-think-about-time-the-psychology-of-value-per-hour/

Leadership needs to buy into changes in the company for them to work effectively.

Changes don’t stick when leadership has the philosophy of ‘do as I say, not as I do’.

Nick Sonnenberg is the Founder and CEO of Leverage, a fully remote business efficiency consulting company. He's also a columnist for Inc. Magazine and recent author of a Wall Street Journal best-selling book.

Nick’s recently released book "Come Up for Air," provides a framework for companies to use systems and tools to improve productivity and avoid drowning in work.

In episode #140, Nick emphasizes that time is not equal, and every hour on the calendar may not have the same value. Instead, each time slot has its own unique value.

We also dive into behaviour change in an organization, optimizing for a team, and hiring as a last resort.

Tune in to hear all about Nick’s leadership journey and the lessons learned along the way!

. . .

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https://fellow.app/supermanagers/felicia-bochicchio-unbounce-climbing-new-heights-with-value-based-leadership/

Having a people-first philosophy does not mean neglecting the health of your business.

Investing in people is a smart business decision.

In episode #139, Felicia talks about Unbounce's "people first" philosophy, which involves creating an environment where everyone can bring their best selves to work, learn collectively, and grow together to create their best work.

Felicia Bochicchio has over 25 years of experience helping companies scale in high-growth environments. She joined Unbounce as Chief Revenue Officer in June 2018 and was promoted to President in 2020 after the company raised its first major round of funding, a $52 million deal. Today, she is the CEO of Unbounce.

Felicia also talks about the importance of assessing whether people coming into the company share the company's values, rather than training them on the values.

Tune in to hear all about Felicia’s leadership journey and the lessons learned along the way!

. . .

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https://fellow.app/supermanagers/raj-sarkar-how-to-leverage-the-art-of-feedback-to-transform-your-career/

Feedback can send somebody in the wrong direction.

So it’s important to be thoughtful in the messaging and delivery.

In episode #138, Raj Sarkar emphasizes the importance of feedback throughout his career journey and how you can leverage it to grow.

Raj Sarkar is an Advisor for many different startups and has worked with companies like Amazon, Cisco, Google, Atlassian, and 1Password.

Raj offers tactical tips on giving and receiving feedback and shares his rule of 3. We also discuss high performing teams and what it takes to build psychological safety.

Tune in to hear all about Raj’s leadership journey and the lessons learned along the way!

. . .

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Episode show notes and resources

In episode #137, Spencer shares how he communicated with his teams during an acquisition and how he structures his 1:1 meetings with intentionality.

Spencer Norman, the Vice President of Engineering at Privy, oversees the distributed engineering teams of the ecommerce marketing platform. Before joining Privy, Spencer held leadership positions at Mailchimp (acquired by Intuit) and Reaction Commerce.

Spencer provides guidance on creating a sense of safety within your team when delegating new responsibilities and explains the comfort, stretch, and panic framework.

Tune in to hear all about Spencer’s leadership journey and the lessons learned along the way!

. . .

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. . .

TIME-STAMPED SHOW NOTES:

[04:23] Avoiding a management role

[9:50] Collaboration stack

[13:33] One-on-one meetings anatomy

[28:51] Skip level one-on-ones

[33:25] Managing through an acquisition

[42:28] Delegation and psychological safety

[46:20] Lean into your influence

https://fellow.app/supermanagers/tamar-bercovici-box-go-beyond-fixing-it-how-the-vp-of-engineering-approaches-high-stake-change/

Whenever something is unclear, there is always an element of risk.

Leaders can de-risk situations by getting extremely clear on the goal and purpose of the project.

In episode #136, Tamar shares her approach to mission-critical projects and how to approach high stake changes.

Tamar Bercovici is the VP of Engineering at Box, where she scaled the cloud content management and file-sharing service to handle millions of queries per second searching hundreds of billions of records.

Tamar shares her story of rising through the ranks at Box and her experience throughout different levels of leadership.

Tune in to hear all about Tamar’s career journey and the lessons learned along the way!

. . .

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https://fellow.app/supermanagers/jason-warner-redpoint-ventures-voices-votes-and-vetos-who-is-making-the-100-million-dollar-decisions/

It’s easy to get caught up in the day to day processes. But what’s most important is having good system processes and decision making skills.

In episode #135, Jason Warner explains the true role of senior leaders within organizations and who should be making the decisions.

Jason Warner is the Managing Director at Redpoint and was previously the CTO at Github. Jason is an active speaker, writer, and advisor on cloud computing, technology and leadership and host of the podcast Developing Leadership.

Jason shares the signals he’s seen in great engineering teams and how he uses the confidence, competence spectrum.

Tune in to hear all about Jason’s leadership journey and the lessons learned along the way!

. . .

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