• Salesology® - Conversations with Sales Leaders

  • By: Wendy Weiss
  • Podcast

Salesology® - Conversations with Sales Leaders

By: Wendy Weiss
Listen for free

  • Summary

  • When you are ready to transform your sales for today’s transforming market, this is the show for you. In the Salesology®️ podcast, you’re going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
    2023
    Show more Show less
Economics Marketing Personal Success
Show more Show less
Episodes
  • 121: Brian Feenie – Shift Logic!

    121: Brian Feenie – Shift Logic!
    Jan 13 2025
    Guest: Brian Feenie Guest Bio: With 30 years in the HVAC and Home Services Industry, Brian has worked with top companies like Lennox, Emerson/White Rodgers, Ferguson Enterprises, ServiceTitan, and Google Nest. For the past 15 years, he has focused on helping Home Services businesses implement technology across North America, including IoT (Internet of Things), smart products, SaaS, and productivity tools. Brian has also served as a business coach, bringing a unique perspective to the industry based on his time spent on the contracting side. Currently, Brian leads Business Development efforts at measureQuick, is the National Trainer for JB Industries Climate Class smart tools, and also serves as ACCA's Chief Encouragement Officer for their QI Certificate program. Key Points: Career Journey and Shift to Entrepreneurship: Brian, had a 30-year career mostly in sales leadership roles. About 20 years in, his wife encouraged him to become a business owner. After being laid off from Google Nest, Brian decided to pursue his dream of starting Shift Logic, a business specializing in HVAC technology and software. He leveraged his background in sales and marketing, as well as relationships from his career, to take the leap into entrepreneurship. Leveraging Relationships: A key element in Brian’s success was asking for help and tapping into his network. He reached out to industry contacts, such as Jim Bergman from measureQuick, who helped promote him within the network, resulting in new clients. Brian also emphasized the importance of being intentional in building a professional network and using platforms like LinkedIn to stay visible and build credibility. The Importance of Asking: Brian highlights the importance of asking for opportunities, noting that you don’t get what you don’t ask for. He encourages others to take risks, ask for opportunities, and take shots, as sales is fundamentally about asking for what you need. Sales Leadership Philosophy: Brian reflects on his experience in sales leadership, stressing the importance of understanding the unique needs of each team member. He believes in leading by serving his team and making sure they feel supported in both their professional and personal growth. This approach creates a positive team culture, which is key for long-term success. Managing a Sales Team: Brian shares that successful sales leadership requires understanding the personal motivations of team members, not just focusing on hitting numbers. He believes in a consultative approach, supporting individual growth, and helping team members navigate challenges. This approach fosters loyalty and drives success, as seen in the example of a former direct report who credited Brian for his professional development. LinkedIn as a Tool for Growth: Brian is highly active on LinkedIn, using it to connect, mentor, and share his experiences. He views it as an excellent platform for building relationships and sharing professional insights. Legacy and Giving Back: Brian values the impact he can have on others, particularly in mentoring and leadership. He finds satisfaction in helping others grow, noting that sales leadership is about more than just numbers—it’s about changing lives and creating meaningful connections. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
    Show more Show less
    32 mins
  • 120: Tina Pappas – Building a Best Company

    120: Tina Pappas – Building a Best Company
    Jan 6 2025
    Guest: Tina Pappas Guest Bio: Tina is a seasoned professional with an impressive leadership track record across prominent companies in the Pacific Northwest. As President of TPS, she successfully led both commercial and residential teams. Prior to that, Tina managed the commercial real estate portfolio for BMGI. She also co-founded and served as President of Egis Real Estate Services, which emerged from Fisher Properties. Tina’s contributions to the industry have earned her numerous accolades. In 2020, she served as NAIOP's Board President, a role that recognized her dedication to commercial real estate leadership. Earlier in her career, she was named one of Seattle's 40 Under 40 business leaders in 2008, highlighting her as an outstanding young professional in the industry. Key Notes: Commercial Real Estate Experience: Started career at Colliers International after college, initially unsure of the industry but passionate about sales, communities, and buildings. Took a research role to learn about the industry and avoid being placed in a sector or team without understanding it. Representing leasing and marketing for major developments. Gained valuable experience in real estate development, property management, and engineering. Focusing on real estate management, including confidential projects and national scope. Led property management teams, gaining significant experience in multifamily and commercial real estate. Focused on development and management of multifamily projects. Hired a diverse group of younger brokers to inject fresh energy into the company. Advice for Women in Real Estate: Overcame gender barriers in a male-dominated industry by focusing on skill, work ethic, and mentorship. Encourages young women to be persistent, seek mentorship, and not be intimidated by the lack of female representation. Actively recruits women and encourages them to engage with the industry through career fairs and personal outreach. Hiring and Intern Programs: Focuses on passion, engagement, and initiative when hiring.Developed a program for college students to explore different areas of commercial real estate and intern in various roles. Company Culture and Success: NAI Puget Sound Properties has been recognized as one of the best companies to work for, emphasizing teamwork, support, and personal growth. The company fosters a culture of appreciation and empowerment, with initiatives like commemorating employees' anniversaries and milestones. Prioritizes work-life balance, offering flexible scheduling and events that cater to various employee needs. Team-Oriented Leadership: Emphasizes collaboration over competition, with a focus on supporting one another for the greater good of the company. Celebrates individual and team accomplishments, such as the "team photo" event for employees’ sports achievements and company anniversaries. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
    Show more Show less
    38 mins
  • 119: Richard Cogswell – The Cultural Sales Leader

    119: Richard Cogswell – The Cultural Sales Leader
    Dec 30 2024
    Guest: Richard Cogswell Guest Bio: Richard Cogswell is a people-first sales leader. He is an organizational team builder who believes that people, vision, values, and behaviors build winning sales cultures. Richard has held multiple senior sales leadership positions within a number of industries, working across EMEA, the United States, and APAC, within startups and listed multinational companies. Whether newly hired or promoted, or for those with experience already gained on the journey, Richard aims to show a methodology focused on how you might best lay down the foundations for exponential and sustained growth through the sales leadership function, and critically through the catalyst of culture. You can find out more from Richard at www.richardcogswell.com Guest Links: Email Rich, rich_cogswell@hotmail.com, for a free chapter from his new book, The Cultural Sales Leader. Guest Points: The Importance of Sales Leadership Training: Companies often promote high-performing salespeople into leadership roles without training, assuming natural sales ability translates to management skills. Leadership training is crucial as it equips individuals to manage teams, strategize, and build a successful sales environment. Just as salespeople ask customers for investment in products, leaders need to ask their companies to invest in their development to ensure long-term success. Key Challenges for Sales Managers: As a sales leader, you must understand the motivations of individual team members and how to align them to broader business goals. Leadership requires thinking beyond personal sales performance to focus on the larger company objectives and sales strategies. New sales managers may face pressure to meet numbers without sufficient training or guidance, often leading to "busy work" rather than effective leadership. Sales leaders must align different departments to the sales strategy and ensure that everyone is working towards common goals. The Importance of Sales Culture: Culture is the "how" and "why" of an organization. Strong, lived culture creates behaviors that lead to results. Culture is delicate and can easily deteriorate if not actively maintained. Leadership must tend to it and ensure that it is consistently reinforced throughout the organization. A cultural sales leader must ensure that the team is aligned with the company's mission and values. Building a High-Performance Sales Team: Sales teams need clarity on priorities, key behaviors, and the strategies to win. Simplifying objectives helps teams focus and drive results. Asking team members for their own sales plans fosters ownership and buy-in. It ensures that they think strategically and have a stake in achieving the targets. Creating a simple, one-page document outlining key objectives, behaviors, and strategies ensures everyone in the organization is aligned and working towards the same goals. Leadership and Responsibility: Sales leaders should empower their team to think creatively and solve problems independently. Sales leaders should continuously engage with the team to understand their challenges and provide support. Leaders must ensure that sales efforts are aligned with broader company goals, incorporating feedback from all departments and focusing on long-term growth, not just short-term targets. Long-Term Success and Ambition: A strong sales culture can coexist with ambition and high performance. The most successful teams combine cultural alignment with long-term strategic thinking, creating a sense of growth and success over time. Sales leaders should look beyond the immediate financial year and think in terms of three-to-five-year goals, including opening new markets or enhancing products based on customer feedback. These "big bets" shape the future of the company. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
    Show more Show less
    31 mins

What listeners say about Salesology® - Conversations with Sales Leaders

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com reviews

Amazon reviews
No Reviews are Available