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Navigating Leadership Challenges: From Ask Holes to Pre-Mortems
This chapter delves into the challenges of advising individuals who consistently seek guidance yet do not implement the advice. The discussion emphasizes executing feedback, building team trust through transparency, and the role of pre-mortems in enhancing communication and engagement within teams.
You’ll be hard pressed to find a more energetic and experienced sales expert than our special guest, Maria Boulden!
Maria Boulden has spent over 3 decades creating and leading world-class sales teams at leading enterprise organizations like DuPont and Gartner. She brings her incredible experience in multiple verticals and truly unstoppable energy to one of the best conversations yet with co-hosts Matt Amundson and Craig Rosenberg. Maria drops some serious insight bombs in this one, including why steak dinners aren’t the deal closer that they once were, why top execs need to get down to the frontlines to talk with employees, and why ‘not broken’ is not good enough for your company to succeed.
Additionally, there is some great advice in here about effectively leading change management efforts in your organization, why building personal relationships in SaaS has become so important for B2B sellers, and why you shouldn’t hold a deal signing at a Japanese gentleman’s club. Fueled by an ungodly amount of Coke Zero, Maria really brought it this episode and delivered some incredible stories, which make this a must-watch!
Also, Craig tests out a new hat and Matt admits he can be bought with a burrito.
Critical Takeaways
Sponsored Segment
The Transaction is sponsored by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com
Chapters
00:00 Intro
00:44 Craig’s Special Hat
02:35 Introducing Maria Boulden
10:39 The Challenge with Channel Partners
19:31 Brazenly Baring It All
23:03 A Quick Conversation Regarding Caffeine
23:43 Steak Dinners have Gone Stale in Sales
33:42 Stories from the Signing Party & Where NOT to Hold One
36:48 Taking a Hands-on Approach to Leadership in Sales
38:17 Unbatten the Hatches & Adapting to Market Changes
41:56 How Executives Should Engage with Their Sales Teams
50:59 Delving into some Delicious Additions to Business Dictionaries
55:30 Wrapping Up
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Epic Quotes
New Terms
Connect with Maria
Shoutouts
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Listen to the best highlights from the podcasts you love and dive into the full episode