The Keys to Effective Sales Coaching - Part 1
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Welcome to part one of our special two-part episode of “True Confessions of a Sales Leader.” We are honored to have on two guests: Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching,  founders of The Level Five Selling Coaching System, and authors of the book,  Level Five Selling: The Anatomy Of A Quality Sales Call Revealed.  Listen in as this virtual table of sales experts discuss why sales coaching is so important to an organization, especially in these times. In this first part of our two part discussion we will discuss: What is sales coaching? S ..read more
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Managing a Sales Team During COVID-19
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Managing a sales team during the pandemic?  You’ll want to listen to our new episode of “True Confessions of a Sales Leader,” The Olsen Group’s podcast where sales leaders share their secrets of success, insight, and guidance. For this crucial episode, we interviewed our own Gary Brashear, Managing Partner, The Olsen Group, and Matt Greene, head of sales for Fetch (https://www.fetchpackage.com/), a company that offers direct-to-door package delivery for apartment and multi-family buildings. Gary and Matt share how they are coping with the disruption, how they are motivating their sales te ..read more
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Scaling a Successful Sales Team From the Ground Up
True Confessions of a Sales Leader
by The Olsen Group
1y ago
In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company.  We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.  If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever sin ..read more
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Coaching Inexperienced Sales Managers
True Confessions of a Sales Leader
by Tony Esposito, Gary Brashear and Scott Olsen
1y ago
Let’s say you’ve hired a new sales team leader. They bring the chops, the energy, and the enthusiasm. But, what if they don’t have the experience your organization needs?  They might be new to your organization, maybe they’ve recently been promoted or have moved over into that role from another one.  Our three experts— Scott Olsen, founder of the Olsen Group, Gary Brashear of the Olsen Group, and Tony Esposito, a chief revenue officer and VP of sales—offer crucial advice on how to coach, make the right decisions, and ensure your new sales manager is embedded into your organizations ..read more
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Hiring and Retaining the Right Sales Team
True Confessions of a Sales Leader
by The Olsen Group
1y ago
In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact. Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.  You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building ..read more
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The Art of Sales Coaching
True Confessions of a Sales Leader
by The Olsen Group
1y ago
We’re excited to welcome back to “True Confessions of a Sales Leader,” Dr. Richard Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of a new book, “Level Five Sales Leader: Field-Tested Strategies to Close the Quota Gap! (The Level Five Selling Trilogy”). They join Scott Olsen, founder of The Olsen Group, and Gary Brashear, managing partner of the Olsen Group, to discuss not only their new book but just how sales coaching is an art, and how critical it is for successful sales leaders to be great sales coaches.  ..read more
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The Keys to Effective Sales Coaching - Part 2
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Part 2 of our dual episode of “True Confessions of a Sales Leader” continues with a discussion with Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of the book,  Level Five Selling: The Anatomy Of A Quality Sales Call Revealed.  In this episode, we’ll share insights and some real-world tactics on how you can get started on a sales coaching plan for your organization immediately.  ..read more
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The Power of Mentorship in Sales
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Have you ever had a sales mentor? Have you ever been a sales mentor? Looking for ways to integrate a mentorship program into your own sales organization but don't know how to start?  In this episode of “True Confessions of a Sales Leader” we discuss the power of mentorship in sales orgs and teams and how successful companies can use mentorship to ramp up sales, build confidence, and create success.  ..read more
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Sales Leader Q&A with Dr. Ruff - Consequences of Inaction
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Welcome to our new segment, Sales Leader Q&A with Dr. Ruff.  These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our seventh segment focuses on how buyers are going through a period of change, and sales people need to adapt to this change. Now more then ever, circumstances are often out of a salesperson's control that cause a deal not to close. But sometimes having inaction during these times is the cause, and should be remedied by having a explicit conv ..read more
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Sales Leader Q&A with Dr. Ruff - Sell More By Talking Less
True Confessions of a Sales Leader
by The Olsen Group
1y ago
Welcome to our new segment, Sales Leader Q&A with Dr. Ruff.  These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away. Our sixth segment focuses on the power of listening in the sales process. The best sales people talk less, and spend time trying to understand the customer's problems and issues first. It's important that sales people and the customer have the same vision of the problem before jumping in with any type of dialogue about a solution ..read more
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