Frederik Maris, Chief Revenue Officer at Atoss Software SE, brings a wealth of B2B sales leadership experience. He discusses the importance of recruiting sales talent with qualities like intelligence, character, and coachability. Frederik emphasizes the need for a strong discovery process to deeply understand client challenges. He also highlights the crucial role of first-line managers in fostering continuous learning and accountability within teams, coupled with the power of self-awareness in driving sales success.
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volunteer_activism ADVICE
Qualify Everything
Qualify everything, from deals and recruits to customers and your own company.
Constantly evaluate if your actions align with your long-term goals.
volunteer_activism ADVICE
Conscious Competence
Strive for conscious competence by understanding why you know things and their importance.
Don't just rely on intuition; know the reasoning behind your actions.
insights INSIGHT
Pain and Champions
Successful sales start with understanding the customer's pain and identifying a potential champion.
Focus on personal wins, fears, and pains to effectively build champions.
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The Seven Principles of Positive Psychology That Fuel Success and Performance at Work
Shawn Achor
The Happiness Advantage challenges conventional wisdom that success leads to happiness. Instead, Shawn Achor presents evidence-based strategies showing that happiness is the precursor to success. Drawing on original research, including one of the largest studies of happiness ever conducted, Achor outlines seven practical principles such as the Tetris Effect, the Zorro Circle, and Social Investment. These principles help readers rewire their brains for positivity and optimism, leading to improved performance, creativity, and overall well-being in both personal and professional life.
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.
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HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:26] Early Lessons in Sales: Learning and Networking [00:03:48] The Importance of Qualification in Sales [00:04:39] Becoming Consciously Competent [00:06:13] Building a Strong Network and Recognizing Special Opportunities [00:08:32] The Key to Sales Success: Understanding Pain and Champions [00:09:43] Effective Discovery Process in Sales [00:12:22] The Role of CRO in Aligning Company and Sales Strategy [00:23:02] Knowledge, Skills, and Culture in Sales Organizations [00:33:36] Scaling Challenges in Sales Leadership [00:33:50] The Importance of First Deals [00:34:00] Understanding the Sales Cycle [00:34:15] Conscious Competence in Sales [00:34:39] The Role of Sales Managers [00:34:50] The Science Behind Sales [00:37:15] Champion Building and Sales Science [00:40:13] Recruiting Top Performing Reps [00:41:50] Qualities of Successful Salespeople [00:44:22] Testing for Emotional Intelligence [00:54:42] Why Sales Reps Fail [00:58:13] Accountability in Sales Leadership [01:02:20] The Journey of Sales Success
HIGHLIGHT QUOTES
[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company." [00:09:25] "The more you understand the pain points, the better you can build a champion." [00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others." [00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success." [00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."
Revenue Builders 