Sales Team Success Formula: Recent Episodes
David Masover
Revenue from sales is the lifeblood of most small to medium B2B companies, but getting consistent results from the team, having transparency on opportunities, and establishing a culture of excellence and accountability are elusive goals for most sales and company leaders.
Want to move the needle on all of that in a big way?
Join 30-year B2B sales veteran David Masover for The Sales Team Success Formula podcast to learn just what it takes to create a sales team and a sales culture that oozes excellence, accountability, and success.
The first 10 episodes are like an audiobook version of the complete formula to help you get a fast start in understanding what it is and how to put it into action. From there, each episode dives into details around B2B sales teams and may feature guests to share insights from their practices or from clients who have implemented the formula in their own sales organizations.
If you are a sales or company leader in a small to medium-sized B2B selling company, and you’d like to spend less time fighting fires while getting much better results out of your entire sales team, this podcast is for you!
Hi, welcome to episode ten of The Sales Team Success Formula
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode ten, we tie up the formula with a nice neat bow by reviewing what we’ve covered, showing how all of the pieces fit together, and mapping out how to put it into action - and how much time it’s all going to take you. You can see that in the graphic below about the Meeting Time Matrix - but here is the bottom line.
When you invest the work to set up the infrastructure - which will take you some time and effort - you’ll come out on the other side with a highly functioning and effective total sales team and it will take you a lot less time to manage, giving you more time to help it grow.
Sound good? Then check all of this out!
Here is the link to the Review Meeting Time Matrix mentioned in the episode:
https://drive.google.com/file/d/1vZ5-saY0kbYjXycUhmwZjoruCPkOQBMg/view?usp=sharing
Here is the link to the Quad Chart I spoke about in the episode:
https://drive.google.com/file/d/17z95_pojD-c_DISRBqMrjIcoI9sfZpoJ/view?usp=sharing
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success FormulaTM
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales ProcessTM
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team Success Formula - and here’s to your success!
Hi, welcome to episode nine of The Sales Team Success Formula.
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode nine, we'll cover deal reviews and pipeline reviews (also called accountability meetings).
Deal reviews follow a similar theme as call reviews but serve a very different purpose. The similarity is that success derives from defining what “good” looks like for a deal or a call (which was done earlier in the formula, see episodes 2-4 for that if you missed it), and then working in the review to get closer to consistent execution around that.
Pipeline reviews on the other hand are a little different, and when you reps become stronger this could be the only meeting you need with each rep each month to keep all of the work we’ve done in the formula on track and your sales team growing within the finely tuned hum of an efficient sales engine and in the energizing environment of a solid sales culture.
These review meetings are the culmination of the work we’ve done in the program, and tie the clarity and agreement about sales execution to management efforts to provide support and accountability. Check these out, implement them and the infrastructure the supports them, and get your B2B sales team on the right track for good!
Here is what you will find in the other episodes in this introductory series:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team Success Formula - and here’s to your success!
Hi, welcome to episode eight of The Sales Team Success Formula.
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode eight, we'll cover individual review meetings between front line sales managers and reps in general and then dive specifically into call reviews.
Call reviews are a chance for managers to help reps refine how they articulate value and express company messaging while working with prospects and also how to move deals along through conversation - one of the most powerful tools we have as salespeople, when done right. By starting with a clear idea of what a good call looks like - as developed earlier in the program - managers and reps can iterate towards increased effectiveness in an efficient and effective cooperation based on the call review format we discuss in this episode.
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!
Hi, welcome to episode seven of The Sales Team Success Formula.
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode seven, we'll cover the kinds of tools and tech you need to help your sales team execute well and to help management get the data they need to keep on top of the team and each of the reps in it…
…but, we won’t cover ANY specific tools or pieces of tech!
Instead, we’ll focus on the mistakes most sales orgs make when choosing sales tools, and map out a strategy to set you up for success when approaching this critical and often intimidating question - what sales tools and tech are right for us?
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!
Hi, welcome to episode six of The Sales Team Success Formula.
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode six, we'll cover KPIs and metrics, how and why so many sales organizations miss the mark here, and what you need to do to approach this subject in a way that will ultimately lead you to what you want - quick, accurate, and empowering insights into your sales team that reflects with consistent execution and high data integrity.
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!
Hi, welcome to episode five of The Sales Team Success Formula.
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode five, we'll cover Personal Sales Plans. Up to this point in the podcast, we’ve covered who your reps should be talking to (episode 2), what they should say (episode 3), and how they can most successfully navigate each sales opportunity (episode 4).
Now we need to take on how each rep can manage ALL of the opportunities they have to work on while bridging the gap to sales management to foster the kind of co-created clarity and agreement needed for proper and effective management support and accountability towards sustained sales team excellence and success.
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success FormulaTM - and here’s to your success!
Hi, welcome to episode four of The Sales Team Success Formula
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success FormulaTM, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success FormulaTM is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode four, we'll cover The Four Level Sales Process, a systematic and highly effective way I’ve developed to embrace this concept that can be so powerful when you set it up right! What salespeople do as they work through an opportunity is HUGE - why not dial that in across your team and set yourself up for the kind of sales team management that can help your team and each rep in it excel!
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success Formula - and here’s to your success!
Hi, welcome to episode number three of The Sales Team Success Formula
The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!
In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.
It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.
You can start with episode one that's going to give you an overview of the formula and then decide if you want to listen to the rest.
Here in episode three, we'll cover effective sales messaging and why drilling deep into the problems that you solve for prospects and clients HAS to be the core of your messaging strategy and how to develop and utilize these problems in a variety of sales communications.
And here is what you will find in the other episodes:
EPISODE 1: Introducing The Sales Team Success Formula
EPISODE 2: Target Client Profiling
EPISODE 3: Effective Sales Messaging
EPISODE 4: The Four Level Sales Process
EPISODE 5: Personal Sales Plans
EPISODE 6: KPIs & Metrics
EPISODE 7: Sales Tools & Tech
EPISODE 8: Call Reviews
EPISODE 9: Deal Reviews & Pipeline Reviews
EPISODE 10: Putting the Formula Into Action
Thanks for your interest in The Sales Team success Formula - and here’s to your success!
I’m so glad that you are back for episode two!
If you are here, you probably listened to episode one which gave an overview of The Sales Team Success Formula and you are here now to start digging into the details - that’s excellent - let’s get into it!
In this episode, I’ll spend a few minutes telling you what to expect in these first 10 episodes - the detailed, guided tour of all of the pieces of the formula that I promised in episode one. These first 10 episodes together will give you a deep understanding of how the formula works and show you exactly how you can bring it and all of the benefits that come with it into your sales organization, big or small.
After that brief overview of upcoming episodes, we’ll focus this episode on the first big step in the formula - making sure that your salespeople are talking to the right people (i.e. building a Target Client Profile).
If you are not talking to the right people, it’s going to be practically impossible to get to the right place - so we’ll start here and build up into things like effective sales messaging, sales process, and so much more as we progress through the formula.
So thanks for joining me for The Sales Team Success Formula podcast!
Here’s to your success!
What the heck is The Sales Team Success Formula and why should you care?
That’s exactly what we’re going to tackle in this episode, and in this podcast.
I’m David Masover, creator of the formula, host of the podcast, and a 30-year veteran of B2B sales and I can tell you, there is a lot of suffering in a lot of sales teams that just doesn’t need to be.
- Reps suffer due to a lack of clarity, motivation, and the ability to consistently get results.
- Sales managers and leaders suffer because they can’t move the needle on team performance as effectively as they need to.
- Company leaders suffer because sales revenue is the lifeblood of their company, and too often a sporadic, inconsistent, black box.
- And prospects and customers suffer on the receiving end of unprofessional and unhelpful sales engagements.
It doesn’t have to be like this!
There is no one thing that needs to change for sales team effectiveness to improve dramatically. Sales teams operate within a system, so a holistic approach is what it takes to make lasting and meaningful change.
…and that’s exactly what The Sales Team Success Formula is all about!
In this first episode, I’ll explain exactly what the formula is, how it works, what you can expect to get out of it for your team, and why it matters.
In the episodes that immediately follow (episodes 2-10), I’ll map out the pieces of the formula in detail so that you will know exactly what it takes to turn things around in your sales organization - big or small.
And in the episodes that come after that, I’ll be sharing stories from the front lines, more detailed and nuanced explorations of elements of the formula and components of sales team performance, and we’ll have guests to offer their perspectives on sales team improvement issues for your benefit as well.
So welcome to The Sales Team Success Formula podcast!
Here’s to your success!
P.S. Here is the link to the “Triangle Graphic” that I describe in this episode:
https://drive.google.com/file/d/1Xk2dk2vfCbvkvtftMD7RyLIAcgip1iqM/view?usp=sharing