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🚀 Calling All New Sydney-Based Sales Leaders in B2B! 🚀 🔍 If you've landed a new sales leadership role in 2024, congratulations. The initial excitement of a new role can quickly morph into the realization that turning a sales pipeline from a smoke screen into real revenue requires urgent strategic action. Maybe you’re finding it's not all smooth sailing. You're managing a team that's brimming with potential but struggling to convert dreams into dollars? I get it. If you've recognized the need for quick wins, or are keen to impress your new bosses, or are grappling with the challenge of transforming an underperforming sales team, let’s swap ideas. 🚀 Turn those hopes and dreams in your team’s pipeline into tangible deals and dollars. I’m looking to catch up with sales leaders for a coffee or a beer in the CBD of Sydney over the next few weeks to widen my network and talk all things revenue. 🌟 Send me a DM if you're keen on sharing experiences, exploring effective strategies, or simply connecting with someone who's making outbound motions every day for over a dozen different clients. PHOTO: Telopia Lane in Redfern. Credit is due to Tim Richie, my neighbour, Ex Radio DJ and now brilliant streetscape photographer. Give him a follow on Insta or X. @timrichie Networking post idea from Steve Burton. in London (The planet’s 3rd best city). #SalesLeadership #Prospecting #Sydney #Sales 💼✨

Relatable to clients and venues: I always consider my enquiries as a triangle. Brief2Event and the proposed venue in each bottom corner with the client at the top. It isn’t just important for me to impact my client but also the venues I am working with too. This starts at the point of the enquiry - making sure I am asking the right questions. Attention to detail is everything. I can’t expect a conclusive venue response if I only take half of the event details and client needs for them to achieve a successful event. Always let me know if I fall short on my enquiry notes. I was taught early doors in my sales career - ‘always talk with a smile on your face’ I’ve learned over the years that this is so true - it comes across in your ‘tone’ and this is something I always remember when prospecting to clients or speaking to the sales team at the venues I am proposing. I want to to be the approachable event consultant and venue relationship manager, you feel you can pick up the phone to or email with any questions. Building a good working relationship is not just key to a successful outcome for my clients, but how we work together on all enquiries, that I put forward to you too ☺️ #relationshipbuilding #smile #attentiontodetail #communication

Typically promotion posts are a flex. Let's try something different. Back in Feb, I stepped into a Senior Sales Director role. It's easy to read these Linkedin highlight reels, feel the pang of comparison and ask yourself "Am I doing the right thing?" The problem is you rarely get to see the reality behind the scenes. Sales Leadership is HARD. The last 3 years has been the most challenging and demanding seasons of my career. Say goodbye to your calendar whitespace and say hello to anxiety. It's also been one of the most rewarding. A few highlights: - 4 of my AEs swept the 4 eligible spots to P Club (FY23) - 5 figure (monthly) commission checks have become the AE norm. - Alex Varden left support, came to "try sales", became the #1 AE overall and then got promoted into Leadership. - Numerous AEs came in with little if any experience and have 2X-4X'd their best W2s. TL,DR - Seeing AEs seize their moment is awesome. Grateful to Andrew Stolz for the trust and David Chambless for opening the door. 🙏 The last 3 years have been a ride! Tired and happy. ✌️ P.S. - Not the entire group but here's a few of our Westside legends.

It’s the week of The Open (I’ll always know it as the British Open). Golf returns “home” and it allows for a deep reflection on Golf’s roots. For me, I decided to focus my athletic pursuits solely on golf when I was 13. I chose golf because it’s free of the many subjective aspects involved in other sports. In golf, it’s you versus the golf course and nature. That’s it. There are no umpires, referees, judges, etc.  Just the course, nature and your skills. That’s why I love sales. I believe sales is very similar. Effective sales managers define the course (territory), set the quota (par), and provide advice/consultation when needed (we could all use a great caddy!). In the end, it’s up to the representatives to navigate their territories, exceed expectations (birdies win the day), and ask for help when needed. As a manager, I believe the best players, playing on courses that suit their style, with the best and most prepared caddies will win every time. That’s why I believe the most important role in sales management is hiring the right people in the right place. Who’s the right hire for Royal Troon this week?! Who’s the right hire for your Open territory?!

Great points made by Vince Beese . If you’re in sales, sales leadership, or an investor or founder with sales resources in the area I would highly recommend checking out Sales HQ. I can attest that leading and being part of a hybrid/remote sales force has its challenges and having in person interactions and coaching opportunities makes a big difference for sellers.

Head of Sales

Hey sales rockstars! Are you ready to take your sales career to the next level? Aspire to become a Sales Director? Then look no further, we've got you covered! Here are five essential tips to help you achieve your goal: 1. Nail your craft and then polish it to legendary status. Stay on top of industry trends, keep honing your skills, and exceed your targets. 2. Lead like a true visionary. Inspire your team to greatness by fostering a culture of collaboration, spearheading projects, and mentoring peers. 3. Craft your personal brand story. Share your insights, engage with your network, and let your personality shine through so you can be the go-to person in your industry. 4. Find your Yoda. Seek out mentors who've walked the path you're on, and learn from their wisdom. 5. Never stop growing. Take courses, attend workshops, and never settle for anything less than your best. Remember, the journey to Sales Director isn't easy, but it's worth it. With your talent, drive, and a sprinkle of magic, that corner office will be yours before you know it. Here's to your journey – to becoming the Sales Director you were always meant to be. Let's do this!

Elevate your Sales game! 🚀 Let's craft a killer sales strategy. Prof. Clay Christensen mentioned that every job in sales is linked to a specific circumstance. He explains this using the McDonald's milkshake example. 👉Picture this: As a morning commuter, steering through the rush hour, I crave something to keep me energized until 10:00 a.m. Doughnuts, beagles, or bananas won't do this job. Hence to build a successful sales strategy we must fill in these blanks: As a [Your Role], when I [Your Situation], I want to [Your Goal] so that I can [Your Benefit].  Finding the jobs that your product/service is hired for by the customers will bring the shift in your strategy and help you master sales in 2024 💪 #elevateyoursales #salesstrategy #gameplan #salesmateCRM #saassales

The best closing story I had in my sales career….. I was asked recently to share my best closing story over my 20 years of selling. This is the story. I was a young hotshot sales person at the innocent age of 25 years old. I had sat in a training presentation by the talented Terri Phipps who taught us creative closing techniques. One of them she called the “beer close” which I immediately loved. I figured I would give it a try. Essentially the beer close is when you have chased and exhausted the customer for so long and nothing worked. You throw the playbook out the window and try something so crazy it could work. You arrive at the office with a 6 pack of beer and storm in there office to tell them you are there to celebrate the day they finally sign the deal. Now keep in mind you need to have the right relationship with the client to attempt this. I figured I would give it a shot since I was new and loved beer. After months of having this deal slip, I showed up to his office with a 6 pack of beer, walked passed the receptionist, stormed into his office and cracked a beer. He looked at me in complete shock as he was in a meeting with someone else. I froze and then he stood up and grabbed a bottle of whiskey from his desk and said “what are we drinking for”. I pulled out the contract and explained we are celebrating the day he finally signs. We enjoyed our drinks at 9:30am and I walked out with a signed contract. After reflecting on this memory, it makes me think how important it is for us to read the play and adjust. Too often we are rigid in our sales motion, and forget that selling requires human connection. There is art and science when selling, and the best leaders I have worked with support creativity and trying new things. Sales is not a set playbook that works 100% of the time. We need to recognize there are situations where we need to evolve and get creative to meet the customer. #fractional #salesleadership #fractionalleadership #

**The Importance of the Right Place in #SalesStrategy** In #sales strategy and techniques, one crucial aspect is positioning the right product in the right place. Yesterday, I came across an example that vividly illustrates this principle. In a tunnel on a busy, noisy street, three different musicians were playing. Despite their talents, the location was unsuitable due to the weather, noise, and heavy traffic. This scenario highlights a fundamental lesson for sales professionals: even the best product or service can fail if not presented in an optimal setting. For those in the sales industry, this serves as a powerful reminder that success depends not just on what you offer but also on where and how you present it. Effective sales require thoughtful consideration of the environment to ensure your message reaches and resonates with your audience.