3 Keys to a Dynamic Sales Training Methodology with Paul Fuller, CEO, Membrain

In this episode of Sales [UN]Training, host Kelly Riggs engages in a thought-provoking conversation with Paul Fuller, CRO of Membrain. Fuller brings a wealth of experience from founding and leading successful growth organizations and has a deep understanding of B2B sales dynamics. The episode dives into the systemic issues plaguing traditional sales training, advocating for a more holistic approach that goes beyond mere checklists of skills and product knowledge.

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Fuller emphasizes the importance of a three-pronged strategy in sales organizations, comprising talent, transformation, and technology. He argues that simply having a CRM system isn't enough; it's about empowering salespeople through the right training, processes, and technological tools. Fuller's insight into building sales teams focuses on creating leaders who can sell, rather than just driving sales behaviors. This approach, he suggests, fosters leadership, service, and wayfinding skills, integral to sales success. The conversation also touches on the pitfalls of episodic, disconnected sales training, highlighting the need for continual learning and coaching aligned with a clear 'why.'

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Riggs and Fuller explore the critical role of sales leaders in reinforcing training and establishing a culture of continuous development. They conclude with Fuller's three key tips for transforming sales training: focusing on leadership development, ensuring constancy in training efforts, and reinforcing learning through integrated technology. The episode is a treasure trove of insights for anyone looking to revamp their sales training methodologies and build high-performing sales teams.

Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions