Love Your Team

In this episode, John Majeski, CEO of Portola Valley Partners talks about how a strong culture is essential to breaking down silos in early-stage companies. This enables engineering, product management, and sales to work collaboratively, which in turn fast-tracks company growth.

John Majeski bio:

John h...

Radhika Shukla is back, talking about leading by example and inspiring her team to really listen to customers and focus on solving their business challenges. Radhika highlights lessons learned, “When you appreciate your sellers so they feel valued and you lead with care and empathy, everything else just follows.  It is so important to know your team’s capabilities and invest in their growth. It is core t...

In this episode Radhika Shukla unpacks the critical role sales managers play when leading a new team.  She outlines her 5 priority areas to motivate and energize her team and why people first, customers second, and profits third is a winning formula for her team’s success. This episode is filled with insights and actions. Radhika shows us how to lead by example to create a strong team culture.

About...

Janie Wall is back again, this time sharing her sales coaching secrets including what she learned from her mentor that informs her coaching today.  Janie shares specific actions that increase the skill, motivation, and success of her sellers. 

About Helen's Guest:

Janie Wall joined DefenseStorm in Novem...

In this episode, guest Janie Wall joins Helen to explore the power of data in building strong sales team cultures.  It is so critical for sales managers to recognize and utilize the “hard” metrics we are all so familiar with such as pipeline coverage and revenue attainment as not only measures of success, but as guideposts to lead us to opportunities to improve the “soft” skills and culture of our teams....

In this episode, Helen and Angela Cooper discuss strategies for fostering connection and having team members feel valued. Customers want to buy from diverse teams, yet over 80% of sales teams are not diverse according to the Bureau of Labor Statistics. What are you doing to attract and retain diverse talent?  Feeling connected and belonging are key ingredients in retaining talent. See below for the list of questions Angela uses to ...

This episode features Angela Cooper, General Manager Customer Success at Microsoft joins Helen Fanucci.  Angela shares her approach to building a strong team culture including being humble, listening, getting to know the team, and the surprising importance of fun. Angela explains the critical role of culture in keeping talent. Compensation means nothing if the culture is bad. Companies and managers that ...

How do we know how our sellers are performing?  Have we set clear outcome-based goals?  Often performance is more than just making quota.  It is also contributing to the team culture, leading the team to secure resources on behalf of the customer, delivering value, and fostering deeper customer relationships.  When talent is so scarce don’t we owe it to ourselves and our team to dig in a bit deeper and really understand what's goin...

There is a tendency for us managers to want to know what our teams are doing and this is exacerbated when our team is remote and we cannot see them at work!  Being remote can drive the instinct to want to exert too much control.  Resist!  The harder you try to control, the more likely they are to slip out of your grasp.  Join us for this episode as we tackle this important temptation. Join Helen Fanucci and Susan Finch for this epi...

Are you a Sales Manager, sellers want to work for? Would you work for you? Do you understand your people, their ambitions, their fears, their goals? Do you know why an unprecedented $4M people quit their manager each month? (Surveys say, employees quit managers, not companies.)  Each one has their own reason. Sales Managers like you and me, have an outsized influence on whether our sellers stay or go.  In this episode, we will expl...

The pandemic has accelerated the shift to hybrid work. Company competitiveness is at stake when top talent is scarce and all companies on the planet compete for the same talent. Sales managers have never been more important to retaining talent and supporting their team’s success. How do you achieve your sales goals when your team is remote and requires flexibility to work when and where they want? Listen in as Helen Fanucci and Sus...

Welcome to our first episode. This podcast is for sales managers who must retain their top talent in a world where employees have far more choice and power than ever before. Helen Fanucci believes that sales managers are the critical leverage point for any company looking to grow and remain competitive in the innovation economy. For most of us, remote work and hybrid work have caused us to rethink what it takes to be effective. Emp...