The $1B Sales Leadership Methodology
Learn how to Scale Good + Regain Control
Lessons
Part I - Introduction (08:30)
Part II - The What (10:49)
Part III - The How (09:49)
Metrics and Issue Diagnosis
Where to FOCUS your time and efforts
Lessons
Metrics - Part I - Intro (07:12)
Metrics Part 2 - Key Sales Leadership Metrics (23:03)
Metrics Part 3 - Quotas (05:23)
Metrics Part 4 - Metric Calculator (09:14)
Issue Diagnosis - Part 1 - Checklist (13:06)
Issue Diagnosis - Part 2 - The Prescription (10:16)
Issue Diagnosis - Part 3 - Rep Accountability (08:54)
Hiring and Interviewing
Learn to Hire right the first time
Lessons
Part 1 - Introduction (16:05)
Part 2 - Interviewing (17:47)
Part 3 - Hiring Scorecard (06:16)
Part 4 - Offers and References (08:22)
World Class Coaching
Coach effectively so you don't lose good talent
Lessons
Part 1 - Introduction (12:16)
Part 2 - Coaching Framework (07:16)
Part 3 - Practice Like a Pro (16:26)
Part 4 - Coaching Culture (05:21)
Culture Building and Motivation
Building standards and values defines your sales org/team
Lessons
Part 1 - Introduction (07:42)
Part 3 - Motivation (06:26)
Part 4 - Coaching Culture (05:21)
Part 6 - Person in Salesperson (06:39)
How to Build a Sales Playbook
Specific ways to build the perfect sales playbook
Lessons
Part 1 - Intro (06:39)
Part 2 - People (06:24)
Part 3 - Prospect (07:58)
Part 4 - Problem (04:03)
Part 5 - Process (05:02)
Part 6 - Product (09:31)
How to Build a Call Scorecard
Capture the RIGHT behaviors so you're not leaving $ on the table
Lessons
Part 1 - Intro (06:57)
Part 2 - How to Use & Build (08:38)
Part 3 - Prospecting Card (08:38)
Part 4 - Closing Card (06:49)
Part 5 - Practice (03:24)
Lessons in Leadership
Lead your teams instead of Managing them
Lessons
Part 1 - Intro (07:44)
Part 2 - Leading vs Managing (12:33)
Part 3 - Leadership Tactics (10:23)
Part 4 - Getting more out of your people (16:05)
How to Run Impactful 1:1s
Intentional 1:1s > Checking In every week
Lessons
Part 1 - Intro (06:34)
Part 2 - Types and Cadence (07:58)
Part 3 - Topics to Cover (11:49)
Part 4 - Structure and Prep (10:06)
Tough Conversations and Radical Candor
Hard conversations that make life easier for you and your teams
Lessons
Part 1 - Intro (08:39)
Part 2 - The Framework (10:49)
Part 3 - Tough Reps (10:48)
Part 4 - PIPs and Terminations (13:01)
Part 5 - Radical Candor (07:58)
First Lead Thy Self
Live better. Sell Better.
Lessons
Part 1 - Intro (12:48)
Part 2 - GERMS (13:15)
Part 4 - Prevent Overwhelm (11:15)
Onboarding and Ramp
Speed to sale - getting your reps ready faster
Lessons
Part 1 - Intro (08:02)
Part 2 - Science of Learning (09:59)
Part 3 - Tribal Training (09:59)
Part 4 - Ramping (09:59)
Executive Presence and Managing Up
Stay in control of your career and team
Lessons
Executive Presence and Managing Up - Part 1 (17:30)
Module
BONUS - Goal Setting (34:12 Minutes)
Lessons
Goal Setting Process Plus Workbook (34:12)
Module
BONUS - Deal Management (37:00 Minutes)
Lessons
Part 1 - Intro (07:05)
Part 2 - Buying Process and Methodologies (08:51)
Part 3 - Forecasting (06:32)
Part 4 - Deal Management Checklist (06:04)
Part 5 - Deal Management (08:28)
Module
BONUS- They Psychology of Persuasion and Influence (59:33 Minutes)
Lessons
Psychology of Persuasion - Part 1 (05:50)
Laws of Influence- Part 2 (14:05)
Methods of Persuasion - Part 3 (18:34)
Language and Social Triggers - Part 4 (21:04)
Module
BONUS - Time Management - Two Hour Solution (36:29 Minutes)
Lessons
Two Hour Solution (36:29)