Real Sales Manager
A regular podcast for new sales managers where we interview practising sales leaders in complex B2B. In conjunction with realsalesmanager.com
Episodes
29 episodes
2.1 Dilemmas
In this first episode for series 2 of the Real Sales Manager podcast we explore the complex dynamics of managing disruptive salespeople, the importance of character and integrity in sales leadership, and practical strategies for handling challe...
27. Rob Herbst and the changing role of Sales Managers
In this episode of the podcast Steve Hoyle interviews Rob Herbst about the evolving role of sales managers and the essential traits that contribute to their success. Rob shares insights from his extensive experience in sales leadership, e...
26. Lennart Sigterman Leadership and Planning
In this conversation, Lennart Sigterman, a hugely successful and experienced sales leader, shares his journey into leadership. He emphasizes the importance of understanding team dynamics, building a strong team culture, and the role of vulnerab...
25 Andrew Smyth: Leadership and Customer Relationships
In this podcast conversation, Andrew Smyth shares his unique journey from being a tradesperson to becoming a successful sales person, sales manager, and senior leader. He emphasizes the importance of understanding customer perspectives,...
24 Rebecca Hatch Engineering to Sales to Management
In this episode of the Real Sales Manager podcast, Rebecca Hatch shares her unique journey from being a lighting engineer to taking on leadership roles in sales. She emphasizes the importance of relationship building, honesty, and e...
23 Daniel Keating from Europe to USA
Daniel Keating is a super salesperson, turned sales manager, turned entrepreneur, turned advisor to European based organisations wanting to establish or grow their presence in the USA.The discussion covers the complexities of navigating ...
22. Jon Keating, developing your sales leadership career
In this conversation, Jon Keating shares his journey into sales leadership, discussing personal experiences, the transition from individual contributor to manager, and the importance of self-motivation and coaching in leadership roles. He refle...
21. Mark Goossens, the importance of individual Motivation and Trust. Plus neurodiversity in the team.
In this conversation, Mark Goossens (Managing Director, Head of Public Sector Sales for IBM Technology in UK) shares his journey from engineering to sales leadership, emphasizing the importance of trust, emotional intelligence, and understandin...
20. Helen Kelisky and the Art of Sales Management
In this conversation, Helen shares her journey into sales leadership, discussing her early experiences at IBM and the importance of technical knowledge in sales. She reflects on the training she received, the challenges of transitioning into ma...
19. Dervan Alleyne, self development supremo
In this conversation, Dervan Alleyne, Commercial Director UK & Ireland with Signify Lighting (formerlyly Philips Lighting), and Vice President of the UK's Highways Electrical Association, shares his journey into sales leadership, discussing...
18. Derren Nisbet and the CEO perspective
In this conversation, Derren Nisbet shares his journey from being a sales professional to a sales leader and eventually a CEO. He discusses the importance of passion in leadership, the key attributes necessary for effective sales management, an...
17. Glen Farrelly, A life journey, coping with adversity and success as a sales leader
In this episode it was a huge pleasure to spend time with Glen Farrelly, a highly experienced and very successful sales leader who has driven high growth in organisations such as Nortel, Avaya, Blackberry, and Sabio where he was VP Group Sales....
16. Steve Mortimer, working in large and smaller organisations
In this conversation, Steve Mortimer shares his journey into sales management, discussing the key attributes that make a successful sales manager, the importance of mentorship, and the evolving dynamics of team management. He dispels the myth t...
15. Roni Fogel: Sales Leadership and the importance of mentoring
AboutRoni Fogel is an experienced sales leader, specialising in the IT security space, working with companies such as JFrog as Head of Security Sales EMEA and F5 as VP Sales, for secure distributed cloud platform across EMEA.Sum...
14. Scott Cassie: managing new business and account management teams
In this conversation, Steve and Scott Cassie delve into the intricacies of sales management, exploring Scott's journey from a successful salesperson to a sales manager. They discuss the essential traits of effective sales managers, the balance ...
13. Emma Carpenter: motivation, under-performance, and relationships
AboutEmma Carpenter is currently SVP Recurring Revenue Acceleration at Cisco. She has an illustrious record of achievement working for major vendors such as Nortel, Avaya, Palo Alto Networks and Cisco twice. Originally from the Un...
12. Teja Kilshaw focusing on the tranistion to sales management and gender issues
SummaryIn this conversation, Teja Kilshaw shares her journey into sales management, emphasizing the importance of relationships, balancing professionalism with friendliness, and navigating team dynamics. She discusses the challeng...
11. Mario Di Mascio focusing on pipeline reviews and forecasting
SummaryIn this conversation, Mario and Steve discuss various aspects of sales management. Mario shares his journey into sales management and emphasizes the importance of helping others succeed. They discuss the characteristics of ...
10. Emir Susic, a perspective from alongside sales
SummaryIn this conversation, Emir Susic shares his extensive experience in management and leadership, emphasizing the importance of empathy, the evolving role of AI in sales, and the need for effective communication and understand...
9. Stanimira Koleva focusing on international and channel sales
In this conversation, Stanimira Koleva shares her journey into sales management and the importance of passion, empathy, and continuous learning in the role. We discuss the differences between selling directly to customers and selling through ch...
8. Sami Ammous focusing on leadership
In this conversation, Steve Hoyle and Sami Ammous discuss sales management and leadership. They touch on topics such as the traits of a good sales manager, the challenges of transitioning into management, the difference between management and l...
7. Steven Fricker focusing on sales people development
Summary In this conversation, we discuss Steven's experience in sales management and his approach to developing people. We also touch on the challenges of transitioning from an individual contributor to a sales manager and the import...
6. Mike Slater focusing on qualification and pipeline management
In this conversation, Mike Slater discusses his journey into sales management and shares insights on what it takes to be a successful sales manager. He emphasizes the importance of being a great coach and developing strong relationships with te...
5. Michael Rieskamp, focusing on managing cross cultural teams
Michael Rieskamp, Head of Trade Sales for Western Europe at J.P. Morgan, has a fascinating history as a banker specializing in trade finance, working capital financing, supply chain financing etc with major banks such as Citibank. He first move...
4: Neill Burton, focusing on managing a channel based sales team
SummaryIn this conversation, Steve and Neil discuss sales management, particularly in the context of managing a partner or channel-based sales team. Neil shares his journey into sales management and highlights the key characterist...
