-
·
E20: From Manager to Leader: Navigating the Journey with Jonathan Stern
Timestamps 01:43 Transitioning from corporate leadership into coaching 6:10 Switching from being a leader to coaching other leaders 9:33 Manager Vs Leader – Leadership styles 12:38 Crucial mindset shifts for someone to transition into leadership 15:04 Essential skills for managers who want to transition 16:56 GROW Model for coaching 19:49 How can a manager cultivate…
-
·
E18: 10 Insights into Going from Good to Great in Sales and Leadership with Terry Smagh
Timestamps [00:00:49] Terry’s background story [00:03:22] What does success mean to you? [00:07:22] Difference between Good and Great Salespeople [00:08:50] Motivation, Ownership, and Discipline [00:09:27] Situational Leadership [00:15:50] People who are good at assessing situations are far more likely to be successful [00:19:26] 4 levels of leadership [00:20:39] Terry’s views on agility [00:27:45] Do you…
-
·
E17: How to Win More Deals by Turning Losses into Lessons with Cian McLoughlin
Timestamps 1:16 How did you get the no. 1 bestseller and LinkedIn top voice? 04:20 The note Cian wrote for his son 6:58 Mistakes companies make when losing deals 10:56 The true cost of not having a win-loss analysis in organisations 12:30 Real-world example of the loss of morale 14:25 3 metrics we influence in…
-
·
E13: From Zero to $50M ARR: Building a Winning Startup Team, Culture, and Sales Process with Simon Horrocks
Timestamps 00:47 Starting from Zero 03:54 Recruiting the right people for your startup team 12:07 Importance of a good sales process 18:16 Leading vs Lagging metrics to manage performance 23:13 Building a winning startup culture 28:39 Importance of genuine interest in the customer 30:50 Learning from Simon’s great people-focused leaders About Simon Horrocks Simon Horrocks…
-
·
E12: Building a Culture of Coaching, Mentoring, and Inclusion with Andrea Breen
Timestamps 00:47 Coaching Vs Mentoring 02:10 Can a hiring manager be a good mentor or coach? 03:52 Finding good mentors in a remote work setting 07:29 How leaders can create an environment that is conducive to mentoring 11:58 Framework for coaching people to succeed in their 1st year 13:44 Mistakes that Sales Leaders in Coaching…
-
·
E10: 8 Critical Insights about Winning More Deals with MEDDPICC with Chris Wood
Timestamps 1:48 – How Chris first used MEDDPICC 5:13 – Frameworks enable consistency in chaos 06:29 – Benefits of MEDDPICC for team members and leaders 10:56 – Driving adoption and implementation in large sales teams 13:19 – Coaching people in different roles and levels 17:15 – There are only two types of people in this…
-
·
E9: Lessons in Leadership, Transformation and Achieving Microsoft’s Partner of the Year with Leslie French
Timestamps 1:22 How to plan for your success in an organisation 6:23 The Leader’s Intent 10:40 How to connect strategy and tactics 13:58 Lesley’s early obstacles and how she overcame them 17:02 Be selective, so you can be effective 18:17 Focusing on “Big Bet Accounts” 19:59 From chasing everything to focusing on bigger accounts 24:44…
-
·
E7: Scaling in Asia through crashes & crises with Stu Garrow
Timestamps 00:57 Why did you move to Asia? — Stu shares what led to his move to Asia 02:24 Stu’s advice for SaaS startups that want to scale in Asia 04:18 You need to productise your sale and be consistent with your Unique Value Proposition 05:47 Challenges that Stu faced in growing businesses in Asia…
