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.

ADDITIONAL RESOURCES

Learn more about Frederik Maris:
https://www.linkedin.com/in/frederikmaris/

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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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."