Sell Like A Leader – Episode 22

In this episode, we dive into: 

– Leadership coaching and training in sales: Building a robust leadership bench within sales organizations, how to have conversations about career aspirations and leadership roles within your team, coaching reps to think strategically like leaders, avoiding common missteps in promotions, repurposing talent within your team, bridging the gap between theoretical training and real-world sales scenarios, active leadership exercises you can use, encouraging self-evaluation and continuous learning, leveraging internal champions to guide AI adoption, maximizing productivity with quick disqualification of opportunities, and the power of connectivity at in-person events.

– Rapid Fire Q&A

About Rich DeGuzman

David Kreiger chats with Rich DeGuzman, an experienced revenue-focused GTM executive and VP at Vensure Employer Solutions, where he leads the national HCM West strategy. Rich’s expertise in GTM strategy, M&A, and B2B partnerships has earned him consistent recognition, including distinctions in the Chairman’s Club and Board of Directors.

Podcast Key Takeaways

  • Rich DeGuzman emphasizes the importance of training and coaching future leaders within the sales organization. His approach involves integrating leadership training into daily activities, where team members are encouraged to adopt a leadership mindset and self-coach, thereby preparing for future leadership roles.
  • A critical skill for salespeople is to quickly disqualify deals that are not the right fit. This allows them to focus on more promising opportunities and ensures long-term partnerships rather than short-term wins.
  • Leaders should ensure they are continuously learning, upskilling, and taking the necessary breaks to recharge, which in turn enables them to be more effective and supportive for their teams.
  • Rich discusses the importance of adopting AI in a balanced manner. He encourages sales teams to leverage AI for tasks like creating cadences and campaigns while ensuring that personal, human elements remain integral in communication.

Connects

Connect with Rich DeGuzman: https://www.linkedin.com/in/richdeguzman/

Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger

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