Field Sales Leadership Guide Podcast
We’ve lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn’t in the sales profession.
Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Transforming from Lone Wolf Sales to Process-Driven Sales, with Joe Anderson, Ep #17
The outside sales leadership world tends to lack a crucial element: process. In this episode of the Field Sales Leadership Guide podcast, hosts JT Rimbey and Mary Keough are joined by Joe Anderson, Director of Field Sales at Royal Brass & Hose....
What CRM customer support should look like, Ep #16
In this episode of the Field Sales Leadership Guide podcast, host Mary Keough interviews Justin Lu, Head of Customer Success at Map My Customers, to learn more about how the software integrates with an organization's tech stack and what customer...
How Jasper Engines and Transmissions built a measurable sales process from the ground up, Ep #15
Being a top performer as a sales rep doesn’t necessarily translate to being a great team leader. In today’s episode of the Field Sales Leadership Guide podcast, we talk with Joe McDonald, Vice President of Sales at Jasper Engines &...
Process Beats People, Ep #14
Outside sales leaders often don’t have a well-defined sales process. Rather than implementing a process, they rely on a few great salespeople. In this episode of the Field Sales Leadership Guide podcast, co-hosts JT Rimbey and Mary Keough discuss...
How a crawl, walk, run approach leads to a successful CRM rollout, Ep #13
As someone who closely observes the impact of CRM rollout on outside sales teams, I am passionate about its success. In the latest episode of the Field Sales Leadership Guide podcast, my co-host Mary Keough and I discuss the “Crawl, Walk, Run”...
Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011
Executive summary The problem VP of North American Sales, Andrea Eckberg knew there was work to be done at Thibaut Designs - and this started with selecting the perfect CRM for her sales team. The solution Knowing 100% rep adoption was the only way...
Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED – Episode 010
If ever there was a recipe for success as a Sales Manager, Drew Cline has perfected the ingredients and the process. The key ingredients are a passion for connecting and building relationships, organization and hard work. While that might not be...
White Glove Service as a Competitive Advantage with Michelle Shepard from Systel – Episode 009
White glove service is going above and beyond for the customer. Learn how Systel has used white glove service as a competitive advantage.
Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep – Episode 008
An indirect sales team is a commonly-used model in business. Listen to the pros, cons and tips to maximize the relationship with Brian Schauer from Novastep on the latest episode of the Field Sales Leadership podcast.
Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix – Episode 007
When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an...
Working Together to Overcome Obstacles and the Sales Tools that Reps Need with Kevin Dunbrack at McCarthy & Sons – Episode 006
Kevin Dunbrack from Canadian vet supply rep agency McCarthy & Sons Service knew early on in his sales career that leading and growing a team was his professional passion. Collaboration and problem solving help his team share insights and...
Effective People Leading and Motivating Sales Teams with Bryant Davis at SC Johnson – Episode -005
Accomplished and seasoned sales leadership guru Bryant Davis joins us to discuss his experience with some of the most iconic companies including PepsiCo, Bridgestone Tires, and now with SC Johnson. Find out what it takes to get into high-level...
Hiring and Training a Medical Sales Team with Aeroflow Healthcare – Episode 004
A well-developed hiring and training program is critical when building a high-performing medical sales team. Your company’s success is only as strong as the performance of your sales reps. This is true no matter what type of company you are. But,...
Hiring and Training a Medical Sales Team with Eric Mongeau at Aeroflow Healthcare
A well-developed hiring and training program is critical when building a high-performing medical sales team. Culture fit and the right sales acumen and energy needs to match up with the types of customers and selling experiences they will encounter...
Driving CRM Usage and Sales Tool Engagement with Sonic Healthcare – Episode 003
It is human nature to want to resist new and unknown things that we don’t immediately see a benefit from. Another layer of resistance
Hyperlocal Field Sales Territory Planning with Johnstone Supply – Episode 002
When it comes to sales, some might think planning your territories based on geography, and building genuine relationships with your
What Gets Measured Gets Done: The Proven Sales Plan from Jasper Engines – Episode 001
Managing a large sales team can often lead to challenges within an organization. Having a defined sales process can lead the team through those challenges and bring continued success. Much like many businesses in the early part of 2020