In this episode, host Matt McDarby welcomes John Golden, an industry veteran with extensive experience in sales, strategy, and marketing. John shares practical insights from his time at notable companies like SmartForce, Skillsoft, and PipelinerCRM.
The discussion focuses on the importance of clarity, focus, and alignment within sales teams, using real-world examples from John and Matt’s tenure at Huthwaite, the home of SPIN Selling(). You will gain actionable advice on effective communication, fostering team alignment, and managing through complexity.
This episode offers straightforward strategies to enhance team performance and drive consistent results. Don’t miss the opportunity to learn from John’s wealth of experience.
Show highlights:
- Discover the cornerstone of sales strategy and organizational alignment. [03:01]
- Is your business over-consultative at the cost of basic standardization? [10:31]
- Reality vs. perception of practices that deter customers. [12:01]
- Lessons for redesigning a buyer-centric approach. [17:37]
- Harness the concept of “strategy on a page” for organizational alignment. [21:32]
- How to manage disagreements in collaborative strategy development. [25:21]
- A detailed look at leadership challenges for future managers. [30:00]
- Advice to aim higher in your sales management career. [40:20]
Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min
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