Revenue Riser

The role of a leader is to create an environment where coaching can happen, to get authority from above, and to facilitate their team to get on with the work.In this episode, Anna and her guests explore how to take sales coaching to the next level to empower collective leadership within sales teams.GuestsDavid Clutterbuck is a leading coaching author and mentor, who combines purpose, robust research, and infectious enthusiasm.Emmet Florish is the CEO Ctrl.io, and is on a mission to help sales managers tackle their biggest challenges.Key takeawaysTwo things only the actual leader can doGreat coaches exhibit compassion (for others and for themselves), curiosity, courage, and connectednessWhy having “the data” can get in the way of coachingWhat does your team really need you for?How can you get out of your team’s way?How coaching expands from coaching the individual to coaching the systemA coaching culture can’t simply be handed down – it has to be agreed upon and supported across the whole teamA sales meeting doesn’t always have to be led by the sales team leaderHow to celebrate our mistakes for the learning they createLinksConnect with David on LinkedInConnect with Emmet on LinkedInRevenue Riser episode 4: Spread a little happiness and grow your salesRevenue Riser episode 5: CRM: actionable insight that drives sales

Attracting talent is difficult in this current climate. Recruiters need to be clear on the candidate they want to attract, the role and job description, and the characteristics that will be a good fit for their business.It’s vital to consider what value the role has to the organisation, as well as ways that a candidate might demonstrate their own value outside of the standard interview process. Anna unpacks these and many other issues in this episode, focusing on hiring a rockstar sales team, not simply recruiting individual rockstar candidates.GuestsJulie Greenfield has extensive experience recruiting and enabling salespeople, with practical down-to-earth experience, combined with an obvious passion for the aspirational.Alex Ede is Business Development Director at PRISM, a neuroscience behavioural profiling tool, and a go-to advisor on all things behavioural.Key takeawaysActionable steps you can take to recruit the best-fit talent for your business:How to make sure your job description actually matches the work to be done – and why that matters.Be clear about what the candidate can expect from your business.Does your network think and look like you?LinksConnect with Julie on LinkedInConnect with Alex on LinkedIn

Successful channel partnerships need focus and collaboration, and in an increasingly uncertain climate, it becomes even more important that we not take existing relationships for granted.Joining Anna to continue their conversation on channel success are Steve Warburton and Matt Hathorn.GuestsSteve Warburton is Managing Director of Zen Internet's partner and consumer business, and one of the most highly-regarded channel leaders in the industry.Matt Hathorn is CEO of Recur, which has been helping vendors and partners activate and deliver on their mutual sales growth plans, for over a decade.Key takeawaysEffective execution of strategy starts from the shop floor, not from the top down.This value exchange should be evident across sales, operations, technical, etc.Now more than ever during a challenging economic period, it’s important to know what you’re good at, and focus on delivering that core competency, rather than become tempted by other avenues that ultimately dilute the core business offering.Enablement is an open-ended activity. Activation is what drives real sales. It’s less well-understood but more impactful.It’s far easier to learn in bitesized chunks, but those chunks need to be connected together to create an effective learning journey.Ferocious competition is not always in the interest of the customer, especially if it leads to businesses failing to co-operate to deliver customer success.If a client is acquired by a larger entity, we cannot assume the relationships we’ve built with that partner will hold, so we need to view a merger or acquisition as the beginning of a new relationship, and put in all the requisite effort to create success.Why a partner who’s just been acquired might be like an oil tanker arriving at the front door – and what to do about it.LinksConnect with Steve on LinkedInConnect with Matt on LinkedInRevenue Riser S02E02: Take your channel success to the next level

Account-based marketing encompasses an organisation’s entire go-to-market strategy. It involves deep understanding of a few target customers or prospects – and crucially the people within them.Contrary to the name, ABM is about far more than marketing. It encompasses sales, customer success, research, and planning. And although SaaS products play an important role, it is not a tech-driven solution, but rather a collaborative insights-based approach, aided by technology.GuestsHelen Brown is the founder of Seeblue Marketing, a specialist tech sector marketing agency. Steve Bonadio is VP of Global Demand Generation at Ivalua, a growing spend management platform.Key takeawaysTechnology can enable an ABM strategy, but isn’t at its root.The insight gathered from an ABM platform needs to be absorbed by a human.Avoid embarking on an ABM campaign before you know you have a strong, proven message.ABM campaigns are a team effort, spread across marketing, sales, and customer success teams.Don’t talk about yourself at the beginning of a campaign. Instead, tailor and personalise your approach for each target customer.LinksConnect with Helen on LinkedInConnect with Steve on LinkedIn

Leveraging Squadify’s latest data around team conditions for success, we learn from co-founders Dan Hammond and Pia Lee what’s important for high functioning teams to perform in a fast-paced, post-covid world. We’ll drill into what the data is telling us around - the shifts over the last 18 months and the balance between ‘being’ and ‘doing’, - where the biggest gaps to team performance lie and why we should pay attention - what we can do to make a difference. We learn the highest and lowest scoring attributes and how to shift team mindsets and focus. Of course, no team conversation is complete without discussion on psychological safety. What we see here are the specific behaviours of teams that create that safe environment where we’re "comfortable in the uncomfortable". If you want to know more about Squadify, head over to www.revenueriser.com/squadifyIf you enjoyed this episode please tell a peer and like, follow or review us on your favourite app.