#65 Scott Leese - Create Urgency To Win More Sales

Benjamin Dennehy is a sales coach and self proclaimed 'UK's Most Hated Sales Trainer'This was brilliant. Benjamin came on to share his contrarian views about the sales industry as a whole, why he thinks there's nothing professional about it, his ethos on how to actually be better at sales and why nobody actually wants a career in this industry.Expect to learn:The meaning behind his ethos of 'Do less, but better, on purpose, for more'Why elevating sales teams isn't an event, it's a processThe sales director bottleneck and why he's never had coaching requests from sales leaders, only team members or managing directorsWhy being trusted is far more important than being likedThe importance of removing yourself from the outcome of a saleAnd much, much more.You can follow Benjamin on Linkedin here - https://www.linkedin.com/in/benjamindennehy/ Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Scott Leese is an entrepreneur, CRO, podcaster and sales leaderJoining us to talk about the importance of building a repeatable process in your sales cycle, the habits and behaviours that separate sales teams that continuously deliver vs one's that are playing catch up and how his passion for surfing has helped his career and given birth to one of his businesses, the Surf & Sales retreats, this is one you don't want to miss.Expect to learn:The parallels between dealing with addicts and your sales prospectsThe importance of being problem led when interacting with potential customersBest practices for scaling an organisation from 0-1 with limited resourcesThe one piece of advice he finds himself giving out to teams repeatedly Why RevOps and sales often have the same problems and how to fix themAnd much, much more.Follow Scott on Linkedin here - https://www.linkedin.com/in/scottleese/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

LeeRon Yahalomi is a GTM Leader, specialist and VP of Customer Success.Joining us to talk about how CS fits into the GTM cycle and the importance of ensuring all departments are communicating properly within a business and not sitting in siloes, LeeRon gave us actionable insights into the importance of communication and advice on how to ensure it's happening within your business.Expect to learn:Why the real GTM engine starts after the deal is signedThe importance of not relying on 'individual heroics' within your team and ensuring all members feel empoweredWhy it's so important for sales, marketing and CS team leaders to meet at least once a week and what they can learn from each otherThe thing that typically breaks most between sales & customer success that affects retention and expansionWhat to focus on to ensure revenue remains predictableAnd much, much more.You can follow LeeRon on Linkedin here - https://www.linkedin.com/in/leeron-yahalomi-1b066819/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Josh Braun is a sales coach and Linkedin influencer.Coming on to talk all things sales and how to maximise your efforts while also detaching from the outcome so that you can relax and find a flow state during your work day.Expect to learn:How to detach from the outcomeWhy getting the information from the prospect is more valuable than telling them itHow to create meaningful engagement when doing cold outreachHow to help buyers persuade themselves rather than you having to do all the legworkThe right questions to ask in your sales callsAnd much more.Follow Josh on Linkedin here - https://www.linkedin.com/in/josh-braun/

Jeff Kirchick is a VP of Sales, Coach, Consultant and Author.Joining us to talk all things authenticity, Jeff explains his counter intuitive ethos when it comes to being authentic while selling, how these skills crossover into daily life and vice versa, why caring less is actually a good thing and why we need to all be a bit more Dennis Rodman.Expect to learn:How to make sure you're being authentic about being authenticThe importance of the Discovery Call and how to nail itHow AI is changing the sales landscape and why custom solutions are the futureWhy listening actively is so important for improving your sales callsWhy being trusted over being liked will lead to successAnd much, much more.Follow Jeff on LinkedIn here - https://www.linkedin.com/in/jeffkirchick/

Emma Thompson is 'The Sales Therapist', helping sales leaders and high performers improve their performance and increase revenue.Joining us to talk about why it's so important to look inward and why the subconscious mind tells us our own story that can affect how were work, Emma shared her insights on how you can take actionable steps to improve their lives and careers.Expect to learn:How to perform better without using pressure and stress as a motivatorWays to get out of the procrastination spiralHow to reframe rejection and view it as data and feedback to improveThe signs of burnout and how to spot itAnd much more.Follow Emma on Linkedin here - https://www.linkedin.com/in/emma-thompson-89116927a/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Episode 60!Just Sandy on this one, going through the top 5 lessons from the previous 10 episodes, and there are some good ones!As Pitstop has pivoted into the sales industry with our solution, that's been reflected in the guests we're having on the podcast. Whilst they're still experts, coaches and leaders, they're orientated within the sales industry and it's been a real masterclass!Expect to learn:Why talking less and listening more will help you get more salesWhy nobody cares about your product, only about the problems it can solve in their livesThe importance of staying authentic to yourself, even if it means going off-scriptAnd much more.Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Mark Colgan is a sales coach and consultant helping B2B businesses improve their sales pipeline and fix their broken outbound processes.Joining us to talk all about this, Mark shared the best pieces of advice he's received, why training and coaching is so important for all levels within a sales team and where he thinks AI truly should fit into an organisation.Expect to learn:How to stand out from all the noise in your prospects inboxWhy being authentic is so important for your confidence in callsWhy Ai can't fix all your problems and you need to address your systems first before implementing itThe importance of building a good culture within your teamWhy knowing your ICP is so essential for successAnd much more.Follow Mark on Linkedin here - https://www.linkedin.com/in/outboundsalestech/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Richard is a sales coach, consultant and founder of The Harris Consulting Group. He is also a podcaster and leads retreats in Costa Rica called 'Surf & Sales' for people in the industry to disconnect, find community and enjoy life outside the office.Joining us to talk all things systems and how to build a better one in your sales organisation, he explained why less is often more, the importance of disconnecting in order to connect better and much, much more.Expect to learn:The meaning behind his quote ‘Remember, nobody cares what you do, they only care what pains you solve’ and why more sales reps need to remember this.Why talking 25% less on your calls will help you to close more dealsThe importance of focusing on the pains your customer has rather than just the solution you offerWhy being empathetic and authentic is so important when it comes to reading your 'script' on callsHow to park your ego and build connection to win more dealsWhy all sales people should get into surfing!And much more.Follow Richard on Linkedin here - https://www.linkedin.com/in/rharris415/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

David Angel is a sales and business coach at TUSTA (The ultimate sales training academy), podcast host and TEDx speaker.Joining us to talk all things sales and the advice he gives to founders and teams on how to get better, David talked us through what's going in the industry and how you can zag when everyone else continues to zig.Expect to learn:What 'unconscious competence' is and how you can achieve itWhy starting small and 'just doing 1' is such an effective method of improving your lifeThe issues sales teams are running into and how to avoid themWhy selling is all about helping others and how that can help you sell betterThe impact of AI and how you can use it effectively And much more.Follow David on Linkedin here - https://www.linkedin.com/in/davidthesalesangel/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com