Sales Leadership Podcast - Paul Lanigan
About this podcast
Regular interviews with top sales leaders...
About this podcast
Regular interviews with top sales leaders...
Sales Leadership Podcast - Paul Lanigan
The Jury is in: nice people finish first w/Roisin Corrigan
Roisin Corrigan, the 2018 European Sales Director of the year joins me on this episode. Roisin has over been in several sales leadership roles at companies like, Oracle, Salesforce, CoreHR & most recently Zellis. https://www.linkedin.com/in/roisincorrigan/
How the Leaders of Tomorrow Can Learn from The Leaders of Today
James Ashton is a British financial journalist. He was City Editor and Executive Editor at the London Evening Standard and Independent titles and before that City Editor at The Sunday Times. He has also written for the Daily Mail, Reuters and the Scotsman, covering some of the biggest economic and corporate stories of recent times. He has produced hundreds of in-depth interviews featuring leaders of the Bank of England, Barclays, Tesco, Virgin, General Electric, Nestlé, Huawei, Anglo American and WeWork among others. James joined me on the podcast to talk about his most recent book, "The 9 types of leader", available now on Amazon - https://www.amazon.co.uk/gp/product/B08PPZ4GY7/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0
The Essential Leadership Framework to Coach Sales Champions w/Keith Rosen
Keith is the CEO of Profit Builders, named one of the Best Sales Leadership Coaching organizations worldwide. Since 1989, Keithdelivered his programs to over 3 million sales leaders in practically every industry; on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith has written several best-sellers including, Own Your Day,Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon for the last 7 consecutive years. His latest book, Sales Leadership, was named the 2018 Sales Book of the Year.
Why winning at all cost is a losing strategy w/Bethany Ayers
Bethany is currently Chief Customer Officer at Peak where she is responsible for building and leading a world-class, customer-first organization. She has spent her career in digital, tech and startups, including Moreover, Computacenter, FT.com (Financial Times), Mimecast and NewVoiceMedia, where she was SVP Strategy. During her time NVM grew from 30 staff and under $10m revenue to over 300 people and doubled bookings year on year for five years. https://www.linkedin.com/in/bethanyayers/
Building a predictable & scalable sales engine w/Brian O'Reilly
In this episode I'm thrilled to be joined by Brian O'Reilly, CRO @ Smartling. Under his watch, Smartling has seen a 2.5x increase in qualified meetings and a 65-percent increase in bookings, while reducing sales and marketing costs by 30 percent.
Climbing the ladder: From individual contributor to sales leader w/Rishan Barat
As one of the Leaders for Microsoft Canada, Rishan leads a specialist team that oversees all Business Applications solutions countrywide. Rishan joined Microsoft Canada in 2020. A proven leader - with over 15 Years of Experience Leading and Developing Leaders.
How to Capture Attention, Build Trust, and Close the Sale w/Paul Smith
Paul Smith is one of the world’s leading experts on organizational storytelling. He’s one of Inc. Magazine’s Top 100 Leadership Speakers, a storytelling coach, and the author of three Amazon #1 bestsellers: Lead with a Story , Sell with a Story, and The 10 Stories Great Leaders Tell. His work has been featured in The Wall Street Journal, Fast Company, Inc. Magazine, Time, Forbes, and Success Magazine, among others. Paul has trained executives at international giants like Google, Hewlett Packard, Ford Motor Company, Bayer Medical, Novartis, Abbott, Progressive Insurance, Luxottica, Walmart, Kaiser Permanente, among dozens of others.
From IBM Security Guard to Top Salesperson
John Rosso is the founder of Peak Performance Management, a multi-million dollar salesforce development company, and an authorized Sandler Training center. John has been the recipient of the "Summit Award" from Sandler Training (The highest award of recognition from the company).
Persuade and transform your buyers and clients - simply, quickly and profitably w/Michael Hauge
Michael has been one of Hollywood’s top coaches and story experts since 1985, and has consulted on projects starring (among many others) Will Smith, Morgan Freeman, Julia Roberts, Tom Cruise and Reese Witherspoon. According to Will Smith, “No one is better than Michael Hauge at finding what is most authentic in every moment of a story.”
The power of cold prospecting w/Sean Coyle
Sean Coyle enjoys world-wide recognition as a C-Level executive who embodies the essence of the Sandler™ methodology. Sean is a David H. Sandler Award winner and channels his energy into bringing out the best in top industry leaders from large corporations like Oracle, Mass Mutual and PNC Bank.
Staying one step ahead in the complex sale w/Andy Whyte
Andy Whyte, Author of "MEDDIC", Joins me to discuss his book, break down what MEDDIC stands for & answers the question, "Is MEDDIC just another sales methodology?" Links https://www.linkedin.com/in/andywhyte/ https://meddicc.com/the-book/
Succeeding despite the best efforts of IBM w/Tomás O'Leary
Tomás O'Leary, Founder & CEO @ Origina, has over 25 years professional experience in the IT industry. In this episode, Tomás talks to Paul about how he got started, almost had to close down the business, 10x'd revenue from 3 - 30Million over the last 4 years & his plans for the future... Links; linkedin.com/in/tomasoleary https://www.origina.com/
Why Ex-FBI Negotiator believes this Call Opener is Ineffective (and much more) w/ Chris Voss
Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI. Christopher was a member of the New York City Joint Terrorist Task Force for 14 years. He was the case agent on such cases as TERRSTOP (the Blind Sheikh Case – Sheikh Omar Abdel-Rahman), the TWA Flight 800 catastrophe and negotiated the surrender of the first hostage taker to give up in the Chase Manhattan bank robbery hostage taking. During Chris’s 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.
Coaching: Raising the Performance Bar.
My guests on this episode are Mike Aloe & Mark Baird, both VPs from Ascent Cloud. We discuss some of the major do's and don’ts of coaching, including remote coaching, that may just have a lasting effect well beyond 2021. Links; https://www.linkedin.com/in/mike-aloe-a97b1819/ https://www.linkedin.com/in/markbaird1/
Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You
Christopher Hadnagy is the founder and CEO of Social-Engineer, LLC. Chris is also a well-known author, having written five books on social engineering. He also lectures and teaches about social engineering around the globe. Moreover, he’s been invited to speak at the Pentagon, as well as other high secure facilities. Additionally, as the creator of the world’s first Social Engineering Capture the Flag (SECTF), Chris leads the way in educating people on this serious threat. Chris works with some of the world’s leaders in scientific research for the purpose of acquiring a deeper understanding of social engineering. Notably, Chris authored a book with Dr. Paul Ekman regarding the use of nonverbal communication by social engineers. Links; https://humanhackingbook.com/ https://www.humanhackingconference.com/
Does the F word help you sell more? w/Josh Seibert
Author of "Winning from Failing" Josh has built over 30 years of expertise in the sales and sales management arena. He began by completing a very successful 20-year career in the insurance and financial services industry. In 1999 he created his sales and management training, coaching and consulting company in the heart of the Piedmont Triad. Josh Seibert's book, Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. This book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries. His book "Winning from Failing" is available now on Amazon - http://amzn.to/2CzexOv Connect with Josh on LinkedIn - https://www.linkedin.com/in/josh-seibert-a06a1a4/ To contact Josh visit his website - http://www.training.sandler.com
Why Win/Win Negotiation is a Myth w/Allan Tsang & Dan Oblinger
In this episode I'm joined by Allan Tsang & Dan Oblinger. Dan is a hostage negotiator by night and commercial negotiation coach by day. Allan is a negotiation coach with over a decade of experience helping clients with more than 10,000 negotiations ranging from $10K to $250MM. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit. Links; https://www.linkedin.com/in/allantsang/ https://www.linkedin.com/in/dan-oblinger-speaks/
Coaching: Maximising team performance & accountability w/Niall Mc Henry
My guest this week is, Niall Mc Henry. Niall is an experienced sales leader with his most recent role being, "Director Inside Sales EMEA @ Informatica". Connect with Niall - https://www.linkedin.com/in/niallmchenry/
More Sales, Less Time w/Jill Konrath
Find out how to rescue at least one hour a day, focus on what really matters, access your best thinking, and bring in more revenue by working substantially less. Jill Konrath is an internationally recognized sales acceleration strategist and bestselling author. Jill began her sales career at Xerox, then moved into technology sales and finally, she sold services. As a consultant, she's worked with companies like IBM, GE & Staples. Plus she's been featured on ABC News, Fox 2, Entrepreneur, New York Times, Selling Power, The Business Journal and many more publications. Connect with Jill - https://www.jillkonrath.com/
The 'not so secret' secret to getting more from your people
My guest this week is, Daryl Mahon. Daryl is a psychotherapist and holds a BA Counselling and Psychotherapy, MA Leadership and Management, HDip Further Education & Training and Is currently completing a practitioner’s Doctor of Social Science. Connect with Daryl - https://www.linkedin.com/in/daryl-mahon-4b751550/