In this episode, hosts Alex King and Alexander discuss the challenges of first-time sales managers. Alex shares his career journey, highlighting the distinct skills needed for sales versus management. They cover hiring, managing talent, and Jeremy Duggan's "three Rs" framework: Recruiting, Retention, and Revenue. Emphasizing growth and independence, they stress the importance of allowing team members to learn from mistakes and develop problem-solving skills. Alex also discusses the transition from player-coach to manager and the need to balance support with autonomy to foster a culture of trust and development.

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Questions?

Alexander Kohler:

alexander@sellabl.co

Alex´s LinkedIn

Alex King:

Alex´s LinkedIn

00:00 - 01:28 Introduction

Alexander and Alex King introduce the topic and share a light-hearted moment about Alex’s last name.

01:28 - 04:09 Alex King’s Career Journey

Alex King discusses his career path from media sales to running his own business, and eventually moving into SaaS and revenue leadership roles.

04:09 - 05:51 Challenges of First-Time Sales Managers**

Alex King reflects on the difficulties he faced as a first-time sales manager and CEO, emphasizing the lack of guidance and resources available at the start of his career.

05:51 - 08:36 Role of a Sales Manager

Alex King explains the critical responsibilities of a sales manager, including recruiting, retention, and revenue, and introduces the “Three Rs” framework by Jeremy Duggan.

08:36 - 10:33 Player-Coach Dynamics

Discussion on the dual role of player-coach in startups, its challenges, and the misalignment of incentives when a manager also has a sales quota.

10:33 - 11:54 Founders and Sales Leadership Transition

Exploration of the transition phase from founder-led sales to establishing a structured sales organization, and the importance of leaders being involved in the sales process.

11:54 - 14:40 Recruiting the Right Salespeople

The significance of hiring the right caliber of individuals at different stages of a company's growth and the impact of having a competent sales leader on securing investments.

14:40 - 17:58 Promoting Salespeople to Managers

Alex King discusses the common pitfalls of promoting top salespeople to management roles and the differing skill sets required for successful sales management.

17:58 - 20:40 Characteristics of Successful Sales Managers

The necessary attributes and mindset shifts needed for salespeople transitioning into management roles, emphasizing selflessness and team-focused leadership.

20:40 - 24:38 Real-Life Scenario: Promoting the Right Person

A deep dive into a scenario where a VP must decide between promoting a top-performing salesperson or another team member, weighing the impact on team dynamics and respect.

24:38 - 26:20 Supporting Without Selling for AEs

The importance of a VP supporting their team without taking over their sales efforts, ensuring account executives grow and succeed independently.

28:11 - 32:44: Encouraging independent thinking and fostering a culture where team members are allowed to fail in a controlled environment are crucial for team development and scalability.

32:44 - 37:19: Hiring people better than oneself is essential for growth and scalability in a sales team, as it fosters a culture of excellence and self-sufficiency among team members.

37:19 - 42:17: Adapting leadership styles based on individual team members' needs is crucial for effective management and team performance, facilitating the transition from forming to performing stages.

42:17 - 47:08: Managing by numbers involves creating transparency and accountability by outlining clear expectations and performance metrics for team members, supported by coaching and feedback tailored to individual needs.

47:08 - 50:22: Providing feedback effectively requires understanding individual preferences and delivering it with pure intent, while handling difficult situations like termination with transparency, compassion, and support for the individual's next steps.

In this podcast episode, Alexander and Florian discuss the importance of post-qualification in sales discovery calls. Florian, with his background in consulting and aerospace, explains how it ensures alignment and clarity after initial client discussions. They also address handling unresponsive clients, with Florian recommending honest, direct communication and sharing his success with handwritten letters to capture client interest.
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Post Discovery Qualification Template:
Template

Questions?

Alexander Kohler:

alexander@sellabl.co

Alex´s LinkedIn

Florian Godefroy:

Florian´s Linkedin

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00:00 - 03:41 Introduction and background of Florian's experience in sales, including his work in consulting, particularly in the aerospace sector.

03:41 - 06:41 Florian discusses how he unexpectedly transitioned into sales from a background in political science and history, emphasizing his affinity for problem-solving and building relationships.

06:41 - 09:17 Florian explains the concept of post-qualification in the sales process, focusing on understanding customer needs, defining criteria for success, and gaining agreement on proposed solutions.

09:17 - 10:53 Florian discusses the importance of aligning expectations and actions in post-qualification, emphasizing the need for simplicity and prompt follow-up to ensure effective communication and progress.

10:53 - 14:15 Florian elaborates on tools and strategies for building post-qualification frameworks, including mutual action plans and effective communication methods such as emails and follow-up calls.

14:15 - 18:54 Florian addresses challenges in dealing with different types of buyers, including "poker players," and emphasizes the importance of reading people's actions and commitments to gauge genuine interest and progress in the sales process.

18:54 - 24:27 Florian shares strategies for navigating interactions with challenging buyers, including maintaining open communication, setting realistic expectations, and creatively engaging prospects, such as sending handwritten letters to prompt responses.

25:00 - 28:20: Florian emphasizes the importance of closing deals promptly after a prolonged sales process and suggests strategies for determining whether to pursue further or move on to other prospects.

28:20 - 33:23: Florian and Alexander discuss the significance of post-qualification presentations, highlighting the differences in sales approaches between North America and Germany and the importance of tailoring presentations to meet the prospect's needs.

33:23 - 40:12: The conversation shifts to presenting price effectively and addressing objections, including tips for equipping champions to advocate for the product and strategies for convincing stakeholders, such as arranging meetings with advocates and emphasizing ROI.

40:12 - 47:09: The focus turns to handling objections from CFOs and other stakeholders, with Florian suggesting strategies such as engaging in lunch meetings with advocates and exploring alternative pricing models. They conclude by summarizing the key elements of post-qualification presentations and invite listeners to reach out for further discussion and access to templates provided in the show notes.

In this podcast, Alexander and David discuss the concept of GoToNetwork, exploring its potential as a strategy for sales and growth. David shares his experiences in the startup world and explains how GoToNetwork leverages relationships for sales, recruitment, and fundraising. They dive into its effectiveness compared to traditional outbound methods and share success stories. David emphasizes the importance of authentic relationship-building and offers insights into how companies can leverage networks for success. With over 3,000 users already, GoToNetwork aims to revolutionize the way businesses approach their go-to-market strategies.

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Questions?

Alexander Kohler:

alexander@sellabl.co

Alex´s LinkedIn

David Conners:

David´s LinkedIn

00:00 - 01:27: Introduction to the podcast and guest David, discussing his background and experience in go-to-market functions.

01:27 - 03:52: David explains his journey from Australia to London to San Francisco, detailing his roles in startups and at Sequoia Capital.

03:52 - 05:38: David introduces his startup "the swarm" and discusses its focus on leveraging networks for company building.

05:38 - 07:47: Discussion on the evolution of sales and go-to-market strategies, and the significance of trust in business relationships.

07:47 - 10:41: Explanation of GoToNetwork's role in leveraging relationships for sales, recruiting, and fundraising.

10:41 - 11:23: Clarification on whether GoToNetwork aims to replace outbound sales.

11:23 - 13:54: David discusses the blend of cold outbound and leveraging relationships for sales effectiveness.

13:54 - 16:42: Addressing concerns about overusing network connections and maintaining trust in relationships.

16:42 - 17:23: Discussion on whether GoToNetwork is more suitable for early-stage startups or enterprise companies.

17:23 - 19:41: Explanation of how even early-stage startups can leverage networks effectively for sales.

19:41 - 21:12: Ensuring connections are relevant to the target accounts and how CRM integration helps track relationships.

21:12 - 23:36: Discussion on incentivizing network contributors and tracking referrals within the GoToNetwork platform.

23:36 - 25:04: Overview of how GoToNetwork integrates with existing sales processes and strategies.

25:04 - 27:41: The importance of mapping relationships, defining playbooks, and nurturing networks for successful go-to-market motions.

27:41 - 30:09: Discussion on the potential role of a dedicated network manager in companies and coordination with RevOps.

30:09 - 32:53: Examples of revenue and results seen by companies applying GoToNetwork strategies, along with the number of users on the platform.

32:53 - 33:26: Conclusion and invitation for further discussion with David about GoToNetwork and its potential impact on go-to-market strategies.