Sell Like A Leader – Episode 21

In this episode, we dive into: 

– B2B Sales Fundamentals: The challenges for sales leaders and their teams in 2024 and what’s going to look like for 2025, how to structure the prospecting function, the concept of propensity data, getting the entire org to collaborate, talking about the product vs. learning about the buyer business’ problems, how to instill business acumen in your sales reps so they can better understand the business context, presenting pricing as a story, modeling the sales behaviors you want to see as a leader, questions for team reviews, the metrics you can’t miss in your dashboard, time management in sales, skill adjustments to help SDRs, how sales managers should be supporting AEs, hiring BDRs from your SDRs, the dark side of tools being used these days by SDRs, the best uses for AI and making the case for call recording.

– Rapid Fire Q&A

About Mike Kavanagh

David Kreiger chats with Mike Kavanagh, VP of Commercial Sales N. America for OneTrust, a leader in data privacy and consent management. He has been in B2B sales for 16+ years and transitioned into sales management about 10 years ago. During that time, he led Enterprise sales teams, partner teams, and cross-functional teams including marketing, customer success, and operations.

Podcast Key Takeaways

  • The ‘zero-interest period’ saw easier spending, leading sales teams to focus on selling features and functionalities. However, the current economic climate demands a return to addressing significant business problems due to tighter budgets.
  • Sales teams need to uncover big, fundamental problems that compel businesses to act. Sales should solve problems that drive revenue or reduce costs significantly.
  • Mike highlights the importance of training new salespeople on business fundamentals: Understanding the client’s business; framing the impact of their problems in a business context; and recognizing the buying process in the client’s organization.
  • Sales leadership should actively engage in client calls, modeling good sales behavior.

Connects

Connect with Mike Kavanagh: https://www.linkedin.com/in/mikejkavanagh

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

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