Field Sales Leadership Guide
Welcome to the Field Sales Leadership Guide Podcast, your resource for mastering the art of outside sales leadership.
Each episode dives into different strategies and tactics from top sales leaders to drive greater success in the field.
Tune in and learn to harness your CRM data, grow territories, and uncover better opportunities.
Whether you want to improve team performance, streamline sales processes, or stay ahead of trends, this is the show for you.
Stay informed and get inspired. Subscribe now!
Episodes
31 episodes
Sales Excellence in Healthcare Services: The VirtuOx Model with Kyle Miko
This week, we catch up with Kyle Miko, co-founder and Chief Marketing Officer of VirtuOx Cardio Sleep, a leader in at-home respiratory, sleep, and cardiac diagnostics. Kyle shares how VirtuOx is making a difference by focusing on sleep ...
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Episode 30
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24:54
29. Mastering Territory Management: Joe McDonald’s Data-Driven Approach at Jasper Engines
In this episode, JT reconnects with Joe McDonald, VP of Sales at Jasper Engines, to explore the role of data in driving sales success. Joe shares how Jasper Engines transformed their approach to territory management, optimized customer interact...
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Episode 29
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29:30
28. Build Your Framework for Growth: Todd Caponi on Transparency, CRM, and Data-Driven Sales Strategies
We are joined by Todd Caponi, a sales leader and the mind behind The Transparency Sale and
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Episode 28
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48:23
27. What's Holding Back Your Field Sales Growth? Insights from Ben Hartmere
Ben Hartmere, CEO of Map My Customers joins the show as we explore the changing landscape of field sales, highlighting the challenges field sales leaders face and the innovative strategies successful teams employ. Ben shares his ex...
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Episode 27
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35:20
26. Founder's Story
Welcome back to another engaging episode of the Field Sales Leadership Guide Podcast. In this special episode, we dive into a long-overdue conversation with our Founder and Chief Product Strategy Officer, Matthew Sniff. As a passionate advoc...
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22:29
25. How to integrate your tech stack
Welcome to another insightful episode of the Field Sales Leadership Guide Podcast! In this episode, Mary Keough is joined by Justin Lu, Head of Customer Success at Map My Customers, as they delve into the crucial topic of integrating technology...
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Episode 25
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27:58
24. Tales from the road
Welcome to another insightful episode of the Field Sales Leadership Guide Podcast. In this episode, JT exchanges key findings with Mary on his recent series of ride-alongs. These ride-alongs provide valuable insights into the challenges faced b...
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30:01
23. The KPIs should match the go-to-market strategy
Welcome to another engaging episode of the Field Sales Leadership Guide Podcast. Host Mary and JT discuss the crucial connection between Key Performance Indicators (KPIs) and your go-to-market strategy. The hosts uncover the essential role K...
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33:26
22. Trends in outside sales
Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, host JT Rimbey welcomes co-host Mary Keough to discuss the evolving landscape of outside sales. They dive into four major trends impac...
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Episode 22
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28:48
21. How do you measure the ROI of your CRM
Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, Mary Keough, Head of Marketing and JT Rimbey, Head of Sales, discuss the intricacies of measuring the Return on Investment (ROI) of Cu...
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Episode 21
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27:40
20. Why change? Exploring why sales orgs buy new technology
Welcome to another insightful episode of the Field Sales Leadership Podcast. In this episode, our hosts Mary Keough and JT Rimbey dive into a discussion about the evolving landscape of sales, especially in the B2B technology space. They expl...
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Episode 20
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25:38
19. Data-driven Territory Management with Austin Green of Jasper Engines and Transmissions
Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the...
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Episode 19
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43:51
18. 7 things to look for in a CRM
In this episode of the Field Sales Guide Leadership podcast, hosts JT Rimbey and Mary Keough tackle the crucial topic of selecting the ideal CRM for outside sales teams. They highlight the common challenges these teams encounter when adoptin...
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Episode 18
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43:32
17. Transforming from Lone Wolf Sales to Process-Driven Sales, with Joe Anderson
Subscribe to FIELD SALES LEADERSHIP GUIDEThe outside sales leadership world tends to lack a crucial element: process. In this episode of the Field Sales Leadership Guide podcast, h...
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Episode 17
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35:03
16. What CRM customer support should look like
Subscribe to FIELD SALES LEADERSHIP GUIDEIn this episode of the Field Sales Leadership Guide podcast, host Mary Keough interviews Justin Lu, Head of Customer Success at Map ...
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Episode 16
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31:43
15. How Jasper Engines and Transmissions built a measurable sales process from the ground up
Subscribe to FIELD SALES LEADERSHIP GUIDEBeing a top performer as a sales rep doesn’t necessarily translate to being a great team leader. In today’s episode of the Field Sales Lead...
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Episode 15
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38:28
14. Process beats people
Subscribe to FIELD SALES LEADERSHIP GUIDEOutside sales leaders often don’t have a well-defined sales process. Rather than implementing a process, they rely on a few great salespeopl...
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Episode 14
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19:18
13. How a crawl, walk, run approach leads to a successful CRM rollout
Subscribe to FIELD SALES LEADERSHIP GUIDEAs someone who closely observes the impact of CRM rollout on outside sales teams, I am passionate about its success. In the latest episode ...
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Episode 13
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25:04
12. Building a sales process from the ground up with Luke Wittenbraker
In this episode, JT and Mary are joined by Luke Wittenbraker who discusses his experience as the son of the boss and Sales Director at Mactech. Luke talks about his journey from marketer to salesperson to sales leader at the family ...
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Episode 12
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42:48
11. Leveraging a CRM for better customer engagement at Thibaut Design
Choosing the right CRM for the business is an important decision. When the right CRM tool is chosen, sales reps gain valuable insights and are more productive than without it. When reps are seeing this kind of value from the CRM, leaders can gl...
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Episode 11
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26:24
10. Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED
If ever there was a recipe for success as a Sales Manager, Drew Cline has perfected the ingredients and the process. The key ingredients are a passion for connecting and building relationships, organization and hard work. While that might not b...
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Episode 10
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20:34
9. White Glove Service as a Competitive Advantage with Michelle Shepard from Systel
In a highly competitive business, standing out among competitors must be a well-executed strategy. Systel is living and breathing this approach at every interaction with their customers. VP of Sales Michelle Shepard joins to discuss the deep ro...
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Episode 9
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24:24
8. Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep
Organizations with indirect sales teams are awarded the scalability and flexibility that come with utilizing contract reps and manufacturer’s agents. This common sales model often used by medical device organizations has its pros and cons. Bria...
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Episode 8
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27:49
7. Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix
When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s...
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Episode 7
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20:58
6. Working Together to Overcome Obstacles and the Sales Tools that Reps Need with Kevin Dunbrack at McCarthy & Sons
Kevin Dunbrack from Canadian vet supply rep agency McCarthy & Sons Service knew early on in his sales career that leading and growing a team was his professional passion. Collaboration and problem solving help his team share insights and ov...
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Episode 6
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37:13