Podcast Episodes

73: 4 Steps to follow if you are called a "Micro Manager"

There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens?

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The Cyber Go…

6 years, 6 months ago

72: Top 8 reasons why great sales people leave

Top sales talent is rarely on the market... so what is it that causes them to leave? 

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The Cyber Go-To-Market Talk is the show for cyb…

6 years, 6 months ago

71: Why you should hire lines not dots (and what the heck that means!)

Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and pro…

6 years, 6 months ago

70: The first 3 things a newly promoted manager should do

You get promoted to run a team and the firehose starts.  Everything comes at you from all sides and it is easy to become overwhelmed.  But not if you…

6 years, 6 months ago

69: Moving from reactive to proactive in hiring

Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years.  We can avoid that by being proactive and not reactive in hiring…

6 years, 6 months ago

68: Why you need to ask one question at a time

Great questions yield the best answers unless you screw up when asking them!  Find out how to avoid one common mistake in this episode.

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6 years, 7 months ago

67: How are your reps motivated?

Very few people are truly motivated by money.  and I count salespeople in that statement.  So what are salespeople motivated by?

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The …

6 years, 7 months ago

66: What would this look like if it were easy

One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action.

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The Cyber Go-To-Market T…

6 years, 7 months ago

65: Stop asking rhetorical questions dressed up as coaching

You want to coach your team member but you know what they should be doing.  In fact, it's burning a whole in your head.  Many of us offer advice dres…

6 years, 7 months ago

64: The least rewarding job in the company

The 1st line manager in a B2B sales organization is the least rewarding job in the company.  This episode is the start of helping you be great.

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6 years, 7 months ago