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E47: How Losing a $1M Deal Led to Achieving 29 Presidents Clubs with Stephen Cottrell
Timestamps: 00:00 29 Clubs, 35 Years, $1B+ in Sales 01:01 Tennis, Tension & Toughness 03:20 Sales Is the Hardest Job in the World 04:20 Noodles, Rats & Hustle in Boston 06:50 The $1M Deal That Got Away 09:30 Discovering MEDDIC & the Power of Methodology 10:45 The Traits of High Performers 12:40 Trust the Process: Nick Saban’s Influence About Stephen Cottrell Stephen Cottrell…
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E21: Balancing High-Performance and Mental Health for Sales Leaders with Riges Younan
Time stamps 04:38 The Impact of Early Life Experiences on Riges Career 07:15 Challenges and Strategies in Building Innovative Companies 10:10 Recognizing and Dealing with Stress and Burnout 13:04 The Importance of Self-Care and Mindfulness 20:38 Practical Tips for Mindfulness and Meditation 23:56 The Role of Journaling in Self-Care 26:57 Conclusion: It’s Okay Not to Be Okay About Riges Younan Riges Younan…
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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…
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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…
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E16: 6 Lessons from a President’s Club Achiever with Andy Mellor
Timestamps 00:43 How did you get into sales, leading teams, and then building companies? 01:26 How has being an engineer influenced you in sales? 02:14 Transitioning from being an individual seller into leading teams 03:16 How did you build a winning team despite COVID-19? 07:13 What advice would you give to a seller who tends…
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E15: One Minute More: 11 Tips to Making Impactful Connections in Sales and Leadership with Terrie Anderson
Timestamps 00:40 – What motivated Terrie to write books 01:13 – How Terrie got into sales and leadership in cybersecurity 03:48 – Inspiration behind Little Red Book of Success 04:57 – 30 Days of Inspiration Book 05:59 – The Human Connection Inspiration 06:59 – Genesis of the One Minute More book and its applications 08:30…
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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…
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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…
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E11: How to Become a Trusted Advisor in the Cybersecurity industry with Dave Reeves
Timestamps 01:06 – Early days in IT security 4:04 – Leaders who are nearing burnout 6:28 – Working with bank and mining companies 7:24 – Building credibility and value proposition 8:24 – How can someone become a trusted advisor? 11:51 – Working for a client, as an SI, and as a vendor 15:21 – Why…
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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…
