Purpose-Driven Sales - A Sales Leadership Podcast

FounderScale

Josh Sweeney and Taylor Barnes discuss the challenges of sales leadership while sharing ideas, solutions, and experiences.

All Episodes

This episode talks about another challenge for leaders: deals don’t flow correctly when sales and marketing aren’t aligned. Sweeney and Barnes will talk about the reasons why there is no alignment between sales and marketing teams. They will also include the solutions to handle this challenge. Alignment in teams is necessary for an organization to share a common goal to achieve enormous success, especially in sales companies. However, there are times that this alignment gets out of tune. Misalignment is where problems come in and becomes a challenge for leaders. In this episode, Sweeney and Barnes discuss why misalignments happen in organizations, particularly between sales and marketing teams. This episode will enlighten leaders on the possible reasons why this happens and gives brilliant ideas for leaders to bring the alignment back. As a sales leader, what are you doing to break down the sales and marketing silos? “Communication involvement has to happen, and you, kind of, have to walk in somebody else’s shoes to know what is going on.” - Josh Sweeney “Sales needs to make sure that marketing knows what’s relevant out there. And no one’s going to know that better than sales and sales leaders.” - Taylor Barnes “Aligning marketing with revenue really facilitates different conversations that help everybody.” - Josh Sweeney “As sales leaders, you must get with marketing because us, sitting here saying those leads suck, those are not good enough, that’s not helping us.” - Taylor Barnes

Jun 10

13 min 59 sec

This episode talks about another challenge that leaders most likely encounter, managing salespeople with multiple personalities. Sweeney and Barnes will talk about the reasons why leaders fail to manage the emotional spurs of salespeople. They will also include the solutions to handle this challenge. There are a lot of situations going on in sales companies. These situations bring out multiple emotions from salespeople that may influence the way they act. And these emotions may be unnoticed, which is why leaders miss to actively manage how they feel and express their emotions at work, especially in stressful times. In this episode, Sweeney and Barnes discuss why salespeople bring out multiple personalities at work in letting their emotions out when facing high-low situations. They will also discuss helpful tips to handle these situations to help leaders manage emotions in the workplace and their impact. This episode is full of helpful information for sales leaders as they tackle daily emotional encounters in the workplace. As a sales leader, what are you doing to recognize when a second personality shows itself? How are you managing it? “Sales is a high-low game.” - Taylor Barnes “I sit down with employees and say you need to know your goals so that I can help you achieve your goals at work and in life.” - Josh Sweeney “If as a sales leader, you are not aware of your salespeople’s motivations, then it’s gonna be pretty tough for you to get the most out of them. If your heart's not in it, how can you expect your head to be in it.” - Taylor Barnes “You can’t believe your own hype when you’re doing great and you can’t lose your shit when you’re doing terrible.” - Tim Grover

May 27

17 min 46 sec

This episode talks about sales reps often getting beat up on price by clients and the reasons behind it. Also, in the discussion are ways to handle it or get away from the situation where they get beaten up. For sales companies, people try to get the best out of what they are buying and tend to get sales reps beat up on price more often than not. It is the responsibility of the leader to train sales reps on how to deal with this situation, how to be proactive, and make sure that they are not beaten up by price. All these provide value to the service offered that often costs money. In this episode, Sweeney and Barnes will discuss the reasons why sales reps often experience getting beat up to a lower price. They will also talk about ways to handle it to make a pricing advantage for sales reps. Also, they will share some hacks that will surely benefit sales companies. This episode will surely come in handy for most of the sales leaders who often experience having their sales reps getting beaten up by price. As a sales leader, how are you helping your sales reps sell value instead of price? “Sell on the value. I don’t sell engineering rates. I don't sell little widgets and pieces. I sell a good experience. I sell an end result that’s gonna make everything better for them.” - Taylor Barnes “If you educate the client in terms of here's why us, here is why other customers chose us, here is some tremendous feedback that we got. Here is an example of not a price of a project that went incredibly well from the result point-of-view because they chose us. Educating the client on WHY YOU. Having a very clear value proposition, having very clear CAN statements in terms of WHY YOU originally. If you lead on that kind of education, you’re going to significantly reduce the painful conversation, which is you’re not the low-cost leader.” - Taylor Barnes “Identifying a bad fit (customer) and training a rep to know that and move on and utilize that time in other places, I would say is one of the hardest challenges I’ve seen.” - Josh Sweeney

May 20

25 min 41 sec

This episode talks about the common critical blockers and documents that go into a deal and some solutions to have those ready for the deal flow. In the sales business, it is critical to keep the deal flowing throughout the process. Therefore, it is essential to comply with all the formalities. Once done, that is when income flows into the business. The challenge for sales leaders is to know if the sales reps have the critical requirements required to close the deal. In this episode, Sweeney and Barnes discuss the common critical blockers and documents to comply to get the deal going and seal it. They will also tackle solutions to the issues raised. There is a hefty amount of information you can get out of this episode that will surely benefit sales companies. As a sales leader, what documents do you need to plan for to convert deals? “There are a lot of critical documents that you must have to play the big ball game when it comes to responding to somebody’s formal RFPs, RFQs, and RFIs.” - Taylor Barnes (On having an escrow plan) “Have the plan in place. Have an escrow vendor that you’ve already used, somebody that you already trust and has the escrow documents, cause again those vendors can provide you with some of those documents.” Josh Sweeney “If writing, and documenting, and putting these repositories together is not a strength of yours, by all means, outsource it. Outsource what you’re not good at is a big name in the game when it comes to being purpose-driven about sales.” - Taylor Barnes

May 13

19 min 2 sec

This episode talks about the top distractions for salespeople that make them lose focus on the right tasks to close enough deals and reasons why salespeople get distracted. Like any other challenge, there are solutions to resolve it. Sweeney and Barnes' will also include the solutions on why these challenges occur. It is the sales leader’s responsibility to direct the salespeople into doing the right tasks to help them focus and close enough deals. However, there are instances where leaders fail to do so and leave their salespeople in confusion. In this episode, Sweeney and Barnes discuss why sales leaders tend to lose that sense of guidance. As a result, salespeople lose their focus on what right tasks to do to close more deals. Also included in this episode are the solutions for every reason why it happens. As a sales leader, what are you doing to remove distractions so that your salespeople can focus on selling? “There is a line that we have to draw sales leaders out there. If the rep is too involved in things like transition, delivery, problems, issues, changes, where that is a true function of operation, well then the sales reps are gonna get bogged down, and they are not gonna be closing enough deals because they are completely distracted by something else. ” - Taylor Barnes

May 6

18 min 47 sec

Every time you try to develop training for your sales folks, you write a playbook, a more challenging role for sales leaders. It is a fact that training your sales representatives is essential, but most of the time, it is elusive due to some factors. In this show, Sweeney and Barnes will discuss why training does not happen and how to make it happen. Every tick of time is essential for sales leaders because the timing in sales is critical. However, most often, sales leaders tend to miss out on training their sales force. Why is this the case? In this episode, Sweeney and Barnes will discuss reasons why sales leaders miss to make training for salespeople happen, especially in the fast pace sales companies, and what this implies. They will also talk about solutions to make it happen. As a sales leader, what are you doing to get reps trained and up to speed quickly? (on getting salespeople on board without proper training) “The minimum amount of information wasn’t there, and all of a sudden, they don’t know how to answer when they do get a question, or they do not have enough understanding in the organization. So, there is a concept, I think, of slowing down in order to go faster when it comes to training.” - Josh Sweeney There is a lot of technology out there these days… If you can utilize technologies such as the loom, for instance, well then you can create quick videos over time... and then give the responsibility, maybe, to these individuals to get trained through them, bring them quality questions, and that will significantly decrease the amount manual effort that you are gonna feel and hopefully make a little less daunting.” - Taylor Barnes

Apr 29

14 min 55 sec

A discussion about a common dilemma for leaders awaits the listeners of this episode -- aligning product or service mix to do away with sales complexity -- its reasons and how to do it right. Most businesses thought that expanding their products or services into more mixes will increase their sales or gain more customers. But in reality, most products and services are unrelated. Because of this, it makes managing or aligning offerings complicated and quite challenging. What are some of the reasons why most businesses cannot focus on one or related product or service? That will be the focus of this episode. Sweeney and Barnes will also discuss making things right when complications arise from expanding, to be up and running again. Here is one question to ponder on for sales leaders: what are you doing to ensure that your products or services are aligned and that one door opens the next? “The leader challenge is it’s hard to sell multiple services that are not directly aligned.” - Josh Sweeney “You could be the best apply stand in town. People could come to you because you’ve got the best apples in the world, and you’ve got this tremendous business. And then, a customer comes to you and says “I like some oranges.” and then, for whatever reason, you say “alright, I can do that, I can do some oranges. And then you do that, and all of a sudden, what happens? Now you’re just another fruit stand.” - Taylor Barnes

Apr 22

16 min 3 sec

A discussion about a common dilemma for leaders awaits the listeners of this episode -- aligning product or service mix to do away with sales complexity -- its reasons and how to do it right. Most businesses thought that expanding their products or services into more mixes will increase their sales or gain more customers. But in reality, most products and services are unrelated. Because of this, it makes managing or aligning offerings complicated and quite challenging. What are some of the reasons why most businesses cannot focus on one or related product or service? That will be the focus of this episode. Sweeney and Barnes will also discuss making things right when complications arise from expanding, to be up and running again. Here is one question to ponder on for sales leaders: what are you doing to ensure that your products or services are aligned and that one door opens the next? “The leader challenge is it’s hard to sell multiple services that are not directly aligned.” - Josh Sweeney “You could be the best apply stand in town. People could come to you because you’ve got the best apples in the world, and you’ve got this tremendous business. And then, a customer comes to you and says “I like some oranges.” and then, for whatever reason, you say “alright, I can do that, I can do some oranges. And then you do that, and all of a sudden, what happens? Now you’re just another fruit stand.” - Taylor Barnes

Apr 15

15 min 23 sec

In this episode, the discussion wraps around understanding the True Cost of a Deal. As a leader, one must know the other costs to be considered when doing a deal or the right comp! What are the options if sales reps are unsatisfied with comps in some way? What is a holistic Cost Of Goods Sold (COGS) to a deal? Making a deal is just not all about making sales. There are also True Costs involved. With this in mind, Knowing the holistic real number behind the actual cost of the sale is essential. In this episode, we will discuss the common reasons for sales reps not being happy with the comps that cause most misunderstandings between them and the sales organization. Aside from these, we will explain the costs involved in comping for deals and about COGS. Also, we will talk about the solutions that sales organizations can do to resolve issues with sales reps. The sales organizations and sales reps are responsible for each other. Learn more ways to create a win-win environment for both in terms of making money through this episode. Listen up and jot down those nuggets of wisdom. “There’s a lot of economics around just the real cost, the time to recoup, and cash flow management for this.” - Josh Sweeney “Any example that we just talked about all the internal resources and the cost that go on to supporting that sale, spit it on the salesman and say “okay, would you like to do this yourself? Would you like to prospect, close, create and handle supply chain, handle accounting, handle billing software, handle the audits, handle sales support” just list 'em out! Cause I have done that and it is very fun to watch the formerly bitter salesperson, their face softens a little bit, and then they’ll have that AHA! moment.” - Taylor Barnes

Apr 8

18 min 23 sec

In this episode, we will discuss the challenges of great leaders on having the right salesperson and working along the right sales channels -- its reasons, how to pre-empt it, and how to correct it. Two important factors can contribute to a successful real estate business: finding the right salespersons and the right sales channels. But the tricky part here is finding the right fit for the business -- what are its goals and the direction it wants to tread. In this episode, we will talk about what are the possible reasons leading to the ultimate mistake of finding the wrong salespersons and working towards the right sales channels or the other way around. We will also talk about the ways to pre-empt or correct such slip-ups. A lot of valuable inputs await the listeners. It is time to listen and take in those hefty learnings about the topic. “The challenge for leaders is that they have a great salesperson but that salesperson is working the wrong sales channels.” - Josh Sweeney “Some of the sales work is not about the closing, it's not about just getting the customer in and signing a piece of paper. If it was, hell, everybody would do it.” - Taylor Barnes

Apr 1

14 min 45 sec

In this episode, we will discuss a challenge that leaders face, and that is the other costs involved in hiring a salesperson. We will also discuss the practical solutions to fix it. Salespeople are the frontliners of businesses. Salespeople are among the essential people in the business. Why? Simply because they bring in money to keep the business running. But, what are the true costs involved in getting a salesperson to work for you? In this episode, we will talk about the other costs involved in getting salespersons, aside from the usual salary and commissions, that leaders fail to consider ahead of time. We will explain the reasons why those other costs happen. We will also talk about practical solutions to fix the hurdles or avoid spending more on costs. “Consider this a purpose-driven understanding of what a salesperson costs... If you have got a ramp-up plan, great! Define it. Define what that 30, 60, 90 looks like. What do they accomplish at each level? What is a milestone? What is a true takeaway at 30 days? Test, a quiz, whatever you want to do to make sure they are on track to button up the exact time frame or close to it that you believe it is going to take them to ramp up.” - Taylor Barnes

Mar 25

19 min 38 sec

Leads equal money! With this thought in mind, lead generation for your business is crucial. It is essential to produce sales and grow organic customers. However, this takes some factors to balance to be able to get genuine leads. Among these are having the right process to generate leads and people to look for them. It is like managing a baseball team to make that home run! What are the reasons for having a team of closers but no starting pitchers or a team full of closers but have nothing to close? In this episode, Barnes and Sweeney will talk about the reasons why this happens. They will discuss this in the context of company pivots to adapt to the changes which come with the change in management and setting mindset. They will also talk about solutions to solve those bottlenecks to start generating sales. You are in for a meaty discussion. Listen to this episode to get the juices out from it. “Pivoting is important. And if you are individuals who are not going to support that movement, whether you are going through an organizational change or a market acceptance change, you have got to make some wise decisions in the best interest of the brand.” - Taylor Barnes

Mar 18

15 min 47 sec

Sales conferences can be great opportunities to meet new prospects, vendors, and get the word out about your brand and the services and products that you offer. But conferences are often packed with many social distractions, and opportunities to lose sight of the overall company goal. In this episode we discuss conferences, the pro's and con's and useful tips your organization can take for a successful sales conference trip. "I would find the right conference and make sure that the dollars that you are going to spend (invest), are going to bring the best result." - Taylor Barnes

Feb 4

22 min 52 sec

There's a balance to strike when sending documents and proposals quickly, and getting them in the clients hand as soon as possibly, but with as few mistakes and errors as possible. In this episode we discuss urgency and accuracy and methods to boost team productivity, performance, and overall accuracy in the review process. "Training the sales rep on a method that helps them narrow the scope before they do the most amount of work, can save time and produce better results." - Josh Sweeney

Jan 28

18 min 29 sec

In todays age of remote meeting, and living in a post-Covid world, it's important to utilize networking events and virtual meetings to the best of your potential. In this episode we discuss how to build relationships with events and virtual meetings during today's time. "People talk to each other more politely and communicate better when they are in front of somebody, even if it is digital." - Taylor Barnes

Jan 21

19 min 53 sec

Choosing words that express the right tone and emotion with clarity and brevity is an important part of communicating with clients. In this episode we discuss important need to knows for your sales teams emails, sales proposals, and even touch on some of the generational changes that we've seen recently. "Creat[e] mutual accountability for your customer. Your customer wants something from you. Well, that's a give. And you should create some sort of get [in return]." - Taylor Barnes

Jan 14

23 min 34 sec

Organic growth can develop a need to revisit your organization's written territory plan. In this episode, we talk about tips to improve territory performance, discuss the methodologies used by different business types and sizes, and the importance of community effectiveness and niching down. "Any time that marketing content is too broad, it speaks to nobody." - Josh Sweeney

Jan 7

20 min 58 sec

This year has presented many challenges, both on an individual and professional level. For the sales leader, one of those challenges is leading through uncertainty, but the path isn't always clear. In this episode, we talk about the difficulties leaders face during disruptive times and discuss what you can do to inspire your sales reps to forge ahead despite the uncertainty, building a stronger, more reslient team in the process. "If we focus on what's in our control, we can keep forging ahead." - Josh Sweeney

Dec 2020

22 min 24 sec

Increasing the revenue your sales team generates is not about increasing the number of sales reps, but more about optimizing their effectiveness so that you can maximize the revenue per sales rep. In this episode, we challenge some of the entrenched methods of increasing revenue from your sales team and discuss ways you, the sales leader, can more effectively use the resources you have. “People tend to equivocate working hard and working smart as the same thing.” - Taylor Barnes

Dec 2020

23 min 46 sec

Knowing where your prospects are in your sales pipeline gives you valuable insight as a sales leader, but that perspective is only as reliable as the data that goes into it. How do you ensure your sales reps are uniformly qualifying each stage of a prospect’s journey? In this episode, we dive into some of the reasons the view you have of your sales pipeline may not be as accurate as it should be, and talk about how to bring that view closer to reality so that you can make better decisions that set your team up for success. “Unless we have the foresight to see things coming, we’re not going to be set up for success.” - Taylor Barnes

Dec 2020

23 min 37 sec

Understanding the wants and needs of your prospects is a critical part of successful sales. If your sales reps don’t connect with a prospect’s pain points, and why your product or service addresses those issues, the likelihood of closing the deal drops significantly. In this episode, we discuss why ensuring that your sales reps understand the buyer’s journey is so important and share ways you can help your sales team have more effective conversations with your prospects that ultimately lead to more sales and happier customers. “The salesperson is the guide. The buyer is the hero.” - Taylor Barnes

Dec 2020

26 min 19 sec

Meetings are a necessary part of a smoothly functioning team, but they often fall short of being as effective as they could be. As a leader, the responsibility of ensuring your team’s meetings contribute to more than detract from productivity is on you. In this episode, we share some of the common reasons team meetings seem to fall by the wayside as well as provide ways to ensure your meetings remain an efficient part of your organization’s sales efforts. “Discipline is about accountability.” - Taylor Barnes

Dec 2020

20 min 43 sec

You want your clients and prospects to have the best experience possible, but requiring your sales reps to clear everything through you before delivering creates a bottleneck that stunts growth, both for your organization and for your sales reps. While sales leaders need to serve as a guide for their sales teams and use their experience and knowledge to direct the team’s efforts effectively, the question is, how much involvement is too much? In this episode, we discuss some of the common micromanagement pitfalls that many leaders encounter and share a few remedies that will help you, the sales leader, strike a balance between ensuring the quality of your clients’ experience with your company and giving your team the experience they need to become independent and successful. “It doesn’t scale to be involved in every little step.” - Taylor Barnes

Nov 2020

20 min 40 sec

As your business expands, you will find yourself needing to establish relationships in new areas. As a sales leader, the responsibility of putting your sales team up to the task falls on you. What you decide to do, and how you decide to do it, will determine the degree of success, but what considerations should be taken into account? Do you move successful sales reps from an established region to a new one or hire for the new territory? How do you keep your team motivated through the change? In this episode we highlight the merits of different solutions we’ve implemented ourselves to better inform you, the sales leader, so that you may take the appropriate course of action for your organization and successfully launch your business into a new territory. “Change is going to be inevitable.” - Taylor Barnes

Nov 2020

19 min 31 sec

A strong sales team stays focused through the highs and lows of sales, taking the lessons from missed opportunities and the energy from closed deals to continually improve. A grounded, resilient mental attitude doesn’t just happen, however. It is a result of guidance from purposeful and attentive leadership. The feedback you give your sales team is an integral part of cultivating a strong mindset, and is just as important during the successes as it is with the shortcomings. In this episode, we share our thoughts on the role of the sales leader in growing a mentally tough sales team and invite our listeners to ask themselves, how do you as a leader ensure that your team is staying mentally tough through the highs and lows of sales? "We always stay humble, and we always stay hungry!" - Taylor Barnes

Nov 2020

23 min 29 sec

Throughout our Sales Leadership podcast series, we strived to bring helpful, insightful information to sales leaders in founder-led organizations. In each episode, we addressed a specific topic that can and does cause issues for sales growth and provided solutions to help overcome those challenges. This episode marks our official transition to our Purpose Driven Sales podcast, in which we will shift the structure of these podcasts to a challenge-solution format. In the coming episodes we will be highlighting common challenges sales leaders face, and provide the solutions that have helped us and other sales leaders break through those barriers. Tune in to the new Purpose Driven Sales podcast as we share these crucial lessons that will fast track your sales and grow your business. “If you’re not pivoting in some form or fashion you’re going to get left in the dust.” – Taylor Barnes

Oct 2020

8 min 47 sec

It’s important that your clients feel the depth of the subject matter expertise that your organization has. In this episode, we discuss the different stages of the sales cycle and best practice on how and when to introduce key players on your team to a prospect. “As you get further along, the importance of leaving the client with the impression that it’s more than a one-man shop is absolutely huge!” - Taylor Barnes

Oct 2020

15 min 37 sec

The energy you bring to a conversation has a substantial impact on how your message is received. In your relationships with your prospects, the passion you have (or lack thereof) for how your service or product can benefit your customers will come across in your communications, directly affecting how your prospect feels about what you’re selling. In this episode, we share some tips to help you and your sales team bring a consistently high level of energy and enthusiasm to every sales conversation, making you more memorable and increasing the likelihood of closing the deal. “You’ve gotta have passion when you sell.” - Taylor Barnes

Oct 2020

20 min 39 sec

Ensuring your sales reps have the best chance of success starts with how you source your prospects. The time you invest in sourcing and preparing a quality prospect list on the front end pays dividends in the time your sales team puts into their communications. This episode focuses on the nuances of how to source a quality list of prospects and the pitfalls you may encounter so that you, as a sales leader, may better prepare your sales team for success. “When you personalize, your response rates are going to go up.” - Josh Sweeney

Oct 2020

25 min 14 sec

For a sales team, the goal in communicating with a prospect is the sale. Though it sounds trivial, there is an art to closing the deal. When is the appropriate time in the deal lifecycle to ask for the sale? How should you adjust your approach to the decision maker’s personality? In this episode, we discuss the lessons learned in our cumulative experience that you and your sales team can adapt to your communication strategies and close more deals. “Your job is getting the prospect to put pen to paper.” - Taylor Barnes

Oct 2020

29 min 1 sec

For founders, bringing in leads is paramount. As an organization grows, however, determining whether or not you will continue to drive for high volume or start to focus on higher quality leads is a decision that warrants careful consideration. What route is the best fit for your organization? Find out in this episode as we talk through the pros and cons of each approach, real world examples of how different organizations have handled their leads, and pose questions for you to help discover which path best suits your team. “Think about where you want to go based on where you are now, and how you can overcome those challenges.” - Josh Sweeney

Sep 2020

26 min 43 sec

Ultimately, to close a deal, a prospect needs to be able to afford your product or service, but, when is it appropriate to have the budget conversation with your prospect? How do you go about discovering whether a prospect is a good fit for your organization? In this episode we discuss the finer details and considerations of how to handle the budget conversation with prospects that you, as a sales leader, can bring to your team to more effectively qualify leads. “You have to establish budgets on the front end as soon as possible, without scaring the prospect away.” - Taylor Barnes

Sep 2020

24 min 49 sec

In communications with clients and prospects, setting appropriate expectations and delivering on your promises are key behaviors that contribute to strong, positive relationships. Join Taylor Barnes and I as we discuss how to handle setting expectations with your clients, reigning in the desire to say yes to everything, and the value implementing these strategies will bring to your organization. “Channel your internal project manager when you’re setting expectations.” - Taylor Barnes

Sep 2020

29 min 23 sec

In the business world, being the jack of all trades but master of none can be detrimental, especially for small businesses. In this episode, Taylor Barnes and I discuss how focusing on the things you’re great at, and having the discipline to say no to the things outside your wheelhouse, can return dividends in your ability to retain and acquire customers. “You want to be great at a few things, that’s really what’s going to put you on the map.” - Taylor Barnes

Sep 2020

27 min

Closing a deal is the ultimate objective of a sale, but there are many stages that lead up to a successful outcome. How you handle your communication with your prospects is pivotal to converting more leads into satisfied customers. Join Taylor Barnes and I as we share our insight on how to successfully guide a prospect through your sales process and close more deals. “Human beings have three basic wants: they want security, they want approval, and they want control.” - Taylor Barnes

Aug 2020

26 min 28 sec

Building a high performing sales team starts with the recruitment process. In this episode, Taylor Barnes and I discuss the approaches we’ve developed, from our favorite questions to filtering techniques we’ve found to be most effective, over the course of our years in the industry. “Too many people hire on skill but fire on culture.” - Josh Sweeney

Aug 2020

25 min 47 sec

Narrowing the audience for your sales efforts may seem counterproductive, but there are many benefits to honing in on a profile for your ideal customer. Join Taylor Barnes and I as we delve into how to go about developing an Ideal Customer Profile (ICP), and the advantages a focused sales effort can bring to your organization. “If you have an ICP, you are leading the sales process.” - Josh Sweeney

Aug 2020

29 min 59 sec

Oftentimes, in the sales process, multiple people are involved in closing a deal. When things don’t go according to plan, it’s easier to relegate blame than acknowledge that you could have been more involved to ensure a positive outcome. In this episode, Taylor Barnes and I discuss the mindset of outcome ownership and the positive impacts it will have on your relationships with your team and with your customers. “The more management responsibility you take on, the more ownership you should be taking as it relates to the outcome.” - Taylor Barnes

Aug 2020

23 min 57 sec

Measuring the pulse of your sales is key to tracking the health of your sales programs. In this episode, Taylor Barnes and I discuss how to simultaneously use metrics to motivate your sales team and, as a sales manager, make strategic decisions regarding the direction of your sales initiatives. “A metrics driven sales culture gives you the ability to make much more impactful decisions.” - Taylor Barnes

Jul 2020

19 min 48 sec

One-on-one’s have a reputation for being either highly beneficial or a distraction. Join Taylor Barnes and I as we discuss how to implement these crucial meetings so that they bring about the most benefit to your organization and foster a culture of continuous improvement. “What gets measured gets done.” - Josh Sweeney

Jul 2020

24 min 43 sec

In the sales process, there are many potential sources of friction, things that increase the time it takes to close a deal and potentially result in lost opportunities. In this episode, Taylor Barnes and I discuss the friction points and pitfalls we’ve encountered in our careers and share solutions that help streamline the process. “Make sure you know what you are great at and vet your opportunities and vet your customers accordingly.” - Taylor Barnes Check out the sales comedy skit mentioned in the video here (https://www.youtube.com/watch?v=BKorP55Aqvg). Check out Built to Sell: Creating a Business That Can Thrive Without You ! (https://www.amazon.com/Built-Sell-Creating-Business-Without/dp/1591845823)

Jul 2020

30 min 14 sec

Different teams benefit from different management styles. A key contributor to your sales performance is the interplay between your sales team and you or your sales manager. Learn about the strengths and weaknesses of the 5 types of sales managers to better understand yourself and how to maximize the performance of your team. “Create a culture of continuous improvement.” - Taylor Barnes Check out the resources mentioned in this episode here (https://founderscale.com/podcast/ep-11-the-5-types-of-sales-managers/).

Jul 2020

23 min 28 sec

With a multitude of technology options out there, it can be a daunting task to decide on which platform is right for your business. In this episode Josh Sweeney and Taylor Barnes explore various types of technology platforms and how they can augment your business processes. Learn how to use technology to solve the right problems and where to start when deciding on which software to use. "It's critical for organizations to nail down their processes prior to a technology going into place" - Taylor Barnes

Jul 2020

20 min 7 sec

Join Taylor Barnes and I as we discuss the importance of developing your core sales enablement documents. We also share our Top 5 and the competitive advantage we’ve experienced by utilizing them that distinctly sets us apart from competitors. "Take the friction out of sales." - Josh Sweeney

Jun 2020

30 min 1 sec

Deciding on KPIs to track your company’s sales performance can be a daunting task. What are the right metrics to track? When and where is it appropriate to implement KPIs? Join Taylor and I as we discuss how to properly use KPIs to keep a finger on the pulse of your business’s sales activities. Achieve KPI Mastery with this free Sales Machine plan downloadable here (http://founderscale.com/podcast/ep-8-kpis-that-drive-results/).

Jun 2020

27 min 10 sec

Join Taylor Barnes and I as we dive into game-changing strategies and people investments that have a huge morale impact. We discuss the benefits of a people-focused management approach and the substantial returns that are realized when connecting with your people on a personal level. Josh Sweeney Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him spending time coaching youth sports and leading Scout trips with his two boys and spouse Crystal. Taylor Barnes Taylor Barnes is the Vice President of Global Business Development and a founding partner at CentricsIT. Barnes co-founded CentricsIT in 2007 and has since helped the organization become one of the fastest-growing companies in Georgia and one of the top IT Solution Providers in North America. Now, with presence in over 80 countries, CentricsIT is one of the top global exporters in Georgia, with offices in Toronto, Dubai, London & Prague. The company has received the GLOBE award, which honors its contributions to the state’s global trade, from Governor Nathan Deal each year since 2013. Barnes is a road warrior, frequently traveling around the world to further develop the company’s business worldwide. He is known among the global IT community for his gregarious personality and the indomitable nature of his positive attitude. And one of the most personally rewarding aspects of Barnes’ role, as he often shares, is his responsibility for leading sales training at CentricsIT. About FounderScale FounderScale works with founder-led organizations to increase sales. Their mission is to help business founders grow successful sales organizations so that each founder can have a positive impact on their team, family, and community. About TaylorBarnes.com Systematically increase your sales by increasing happiness and productivity in your people and reducing employee turnover.

Jun 2020

21 min 14 sec

Join Taylor Barnes and I as we dive into game-changing strategies and people investments that have a huge morale impact. We discuss the benefits of a people-focused management approach and the substantial returns that are realized when connecting with your people on a personal level. Josh Sweeney Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him spending time coaching youth sports and leading Scout trips with his two boys and spouse Crystal. Taylor Barnes Taylor Barnes is the Vice President of Global Business Development and a founding partner at CentricsIT. Barnes co-founded CentricsIT in 2007 and has since helped the organization become one of the fastest-growing companies in Georgia and one of the top IT Solution Providers in North America. Now, with presence in over 80 countries, CentricsIT is one of the top global exporters in Georgia, with offices in Toronto, Dubai, London & Prague. The company has received the GLOBE award, which honors its contributions to the state’s global trade, from Governor Nathan Deal each year since 2013. Barnes is a road warrior, frequently traveling around the world to further develop the company’s business worldwide. He is known among the global IT community for his gregarious personality and the indomitable nature of his positive attitude. And one of the most personally rewarding aspects of Barnes’ role, as he often shares, is his responsibility for leading sales training at CentricsIT. About FounderScale FounderScale works with founder-led organizations to increase sales. Their mission is to help business founders grow successful sales organizations so that each founder can have a positive impact on their team, family, and community. About TaylorBarnes.com Systematically increase your sales by increasing happiness and productivity in your people and reducing employee turnover.

Jun 2020

22 min 38 sec

Josh Sweeney Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him spending time coaching youth sports and leading Scout trips with his two boys and spouse Crystal. Taylor Barnes Taylor Barnes is the Vice President of Global Business Development and a founding partner at CentricsIT. Barnes co-founded CentricsIT in 2007 and has since helped the organization become one of the fastest-growing companies in Georgia and one of the top IT Solution Providers in North America. Now, with presence in over 80 countries, CentricsIT is one of the top global exporters in Georgia, with offices in Toronto, Dubai, London & Prague. The company has received the GLOBE award, which honors its contributions to the state’s global trade, from Governor Nathan Deal each year since 2013. Barnes is a road warrior, frequently traveling around the world to further develop the company’s business worldwide. He is known among the global IT community for his gregarious personality and the indomitable nature of his positive attitude. And one of the most personally rewarding aspects of Barnes’ role, as he often shares, is his responsibility for leading sales training at CentricsIT. About FounderScale FounderScale works with founder-led organizations to increase sales. Their mission is to help business founders grow successful sales organizations so that each founder can have a positive impact on their team, family, and community. About TaylorBarnes.com Systematically increase your sales by increasing happiness and productivity in your people and reducing employee turnover.

May 2020

29 min 30 sec

Join Taylor Barnes and I as we discuss the effect that upper management can have on sales culture and the importance of upper management being transparent and displaying a genuine interest in their team. Josh Sweeney Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him spending time coaching youth sports and leading Scout trips with his two boys and spouse Crystal. Taylor Barnes Taylor Barnes is the Vice President of Global Business Development and a founding partner at CentricsIT. Barnes co-founded CentricsIT in 2007 and has since helped the organization become one of the fastest-growing companies in Georgia and one of the top IT Solution Providers in North America. Now, with presence in over 80 countries, CentricsIT is one of the top global exporters in Georgia, with offices in Toronto, Dubai, London & Prague. The company has received the GLOBE award, which honors its contributions to the state’s global trade, from Governor Nathan Deal each year since 2013. Barnes is a road warrior, frequently traveling around the world to further develop the company’s business worldwide. He is known among the global IT community for his gregarious personality and the indomitable nature of his positive attitude. And one of the most personally rewarding aspects of Barnes’ role, as he often shares, is his responsibility for leading sales training at CentricsIT. About FounderScale FounderScale works with founder-led organizations to increase sales. Their mission is to help business founders grow successful sales organizations so that each founder can have a positive impact on their team, family, and community. About TaylorBarnes.com Systematically increase your sales by increasing happiness and productivity in your people and reducing employee turnover.

May 2020

22 min 59 sec

Join Taylor Barnes and I as we discuss the importance of knowing how to motivate salespeople and the benefits of leaning into the individual motivators of your salespeople from a personal and professional point of view. It's not always about the money! By motivating your salespeople, beyond the day-to-day, beyond the nine to five, that's the way that you're going to move the needle. That's the way that you're going to get those big growth goals and that ROI that the shareholders are looking for. - Taylor Barnes Josh Sweeney Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because of his passion for growth and forward-thinking, he donates his time to the Entrepreneur Organization of Atlanta, guiding and promoting other entrepreneurs through experience sharing and camaraderie. When he’s not driving his business or mingling with business leaders, you can find him spending time coaching youth sports and leading Scout trips with his two boys and spouse Crystal. Taylor Barnes Taylor Barnes is the Vice President of Global Business Development and a founding partner at CentricsIT. Barnes co-founded CentricsIT in 2007 and has since helped the organization become one of the fastest-growing companies in Georgia and one of the top IT Solution Providers in North America. Now, with presence in over 80 countries, CentricsIT is one of the top global exporters in Georgia, with offices in Toronto, Dubai, London & Prague. The company has received the GLOBE award, which honors its contributions to the state’s global trade, from Governor Nathan Deal each year since 2013. Barnes is a road warrior, frequently traveling around the world to further develop the company’s business worldwide. He is known among the global IT community for his gregarious personality and the indomitable nature of his positive attitude. And one of the most personally rewarding aspects of Barnes’ role, as he often shares, is his responsibility for leading sales training at CentricsIT. About FounderScale FounderScale works with founder-led organizations to increase sales. Their mission is to help business founders grow successful sales organizations so that each founder can have a positive impact on their team, family, and community. About TaylorBarnes.com Systematically increase your sales by increasing happiness and productivity in your people and reducing employee turnover.

May 2020

19 min 8 sec