Manage Smarter is the weekly show for sales managers and emerging leaders. Each episode is a frank, fast-paced and sometimes humorous discussion of the challenges facing managers from the front lines to the C‑Suite. We address the metrics, strategies and solutions needed to improve team performance, sales, marketing, customer experience, company culture and overall productivity. And we do it through entertaining interviews with innovative managers, startup leaders and executive coaches to help you become a better boss. Watch the latest episode above.
Anthony Iannarino is a writer, speaker, salesperson, sales leader and entrepreneur. He is the author of Leading Growth: The Proven Formula for Consistently Increasing Revenue. In this episode, we discuss: new frameworks for growth involving people, planning, pipeline and efficacy of your new strategy; examples of how to talk to salespeople who are failing at prospecting and/or hitting goal; how to make salespeople self-report to create accountability; and suggested new communication methods and cadence to boost revenues.
Darrin Jahnel is the founder and CEO of Jahnel Group, a 150-person software consulting company headquartered in upstate New York. Darrin leads with energy and is maniacally focused on creating an amazing work environment for his team. In this episode, we discuss: the definition of special teams within organizations; how basketball helped him create a successful company and specific sports-related culture; the story of adopting his eldest son from Nigeria, and what his son has achieved in helping his origin family back in Africa; and tips on managing a lot of different personality types.
David Saltzman is the Principal at The Saltzman Group and a 20-year nationally-published monthly columnist, an accomplished stage and keynote speaker, and a seasoned marketer. In this episode, we discuss: the StoryBrand Process; why are some stories memorable and spur action while others are ineffective; what are some of the pitfalls of the storytelling approach to watch for?; why you should Always be Yoda and never be Luke Skywalker; and the role of emotion in corporate sales.
Jeb Blount is the CEO of Sales Gravy and author of 15 books including Fanatical Prospecting, Sales EQ and Virtual Selling. His latest book is Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times. In this episode, we discuss: The real secrets to selling more in a crisis or recession; why you need more than charm and a great personality to close sales in a crisis; why you must stop swimming naked and put your bathing suit on; and why you don’t get into buckets with crabs. We also find out how Sales Gravy got its name.
Dr. Lakeya Cherry, DSW, MSSW, ACC is an executive leadership coach who has dedicated her career to the growth and development of individuals and the organizations they are a part of. In this episode, we discuss: the definition of inclusive managing; the major elements needed to start and maintain a robust culture of managing inclusively; how to increase manager and employee buy-in to a new program; and managing effectively more personally to reports, including increasing knowledge of home and family life.
Matt Tenney is the CEO of The Generous Group and author of Serve to Be Great: Leadership Lessons from a Prison, a Monastery, and a Boardroom. In this episode, we discuss: Core needs of your teams to retain talent and reduce turnover; the dynamics of this unusual job market; who is driving up to 70% of employee engagement and retention?; and is it all about pay?
MUST HEAR EPISODES
Brian Tracy has consulted for more than 1,000 companies and is the top selling author of more than 80 books on business and personal success. As a popular keynote speaker and seminar leader, he has addressed more than five million people in 5,000 talks and seminars throughout the U.S., Canada and 82 other countries worldwide. In episode 05, we discuss: the most important quality that a manager should have, the three most common mistakes leaders make, how to set better goals and the importance of the work culture.
Jeffrey Gitomer is the author of The New York Times best seller The Little Gold Book of YES! Attitude — which has just been published a new edition with many new tips to help you find, build and keep a winning attitude. In episode 13, we discuss: why attitude is critical to management and leadership; countering negative attitudes and how to change your attitude by changing what you think about.
Jeffrey Hayzlett is a primetime television host of C‑Suite with Jeffrey Hayzlett and Executive Perspectives on C‑Suite TV, and business podcast host of All Business with Jeffrey Hayzlett on C‑Suite Radio. Hayzlett is the author of three best-selling business books: Think Big, Act Bigger: The Rewards of Being Relentless, Running the Gauntlet and The Mirror Test. In episode 15, we discuss how the C‑Suite thinks, how to talk to them and how to become one of them.
Jennifer Gluckow is an author and founder of Sales in a New York Minute as well as host of a YouTube Channel of the same name. In episode 16, Jennifer discusses how age plays a role in the workplace and uses her professional experience to share her advice for young managers and first-time managers.
Tom Peters is a best-selling author and world renowned expert on business management practices. Peters is co-author of In Search of Excellence—the book that changed the way the world does business, and often tagged as the best business book ever. In episode 19, we discuss: Tom's new book — The Excellence Dividend, how to avoid being replaced by technology, the characteristics of a successful team and the critical need for soft skills mastery by managers at all levels.
Dr. Christine Porath is an Associate Professor and Researcher at the McDonough School of Business at Georgetown University and an expert in workplace incivility, its costs and remedies. She is author of Mastering Civility: A Manifesto for the Workplace and co-author of The Cost of Bad Behavior. In episode 28, we discuss her research on the decline of civility, how it affects productivity and what managers can do about it.
Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership. In episode 32, we discuss: Cy's definition of drama, and the effects on the workplace, acceptable ways to react to drama that has been created and how to hire low drama employees.
Michael Houlihan is the co-founder of Barefoot Wine, now, the world’s largest wine brand. He, along with Bonnie Harvey, are consultants, international keynote speakers and New York Times Bestselling authors. In episode 50, we discuss: the definition of The Money Map and why every manager should show this to their employees; how to get employees to understand where their salaries come from; how to identify and hire a “hustle” mentality; and the unique concept of a Two-Division Company (Sales and Sales Support).
Kevin F. Davis is the founder and president of TopLine Leadership. Over the past 25 years, more than 20,000 sales managers from many of the world’s most successful companies have attended his 2‑day workshop on sales management leadership. Kevin is the author of The Sales Manager’s Guide to Greatness: 10 essential strategies for leading your team to the top. He is also the architect of SalesFuel's Sales Manager Training program and a facilitator as well. In this episode, we discuss: the #1 reason sales managers fail; the simple, common mistake sales managers make when working with AEs that blocks productivity; how to have difficult conversations with your team; and sales and marketing alignment strategies.
ean Kantambu Latting, DrPH, LMSW-IPR is President of Leading Consciously, LLC, and Professor Emerita at the Graduate College of Social Work (GCSW), University of Houston. In this episode, we discuss: the definition of the racial divide at work; how to open difficult conversations in the workplace; and best practices for initiating a diversity, equity and inclusion program in the workplace.
ABOUT THE HOSTS
Audrey Strong is a veteran public relations and communications expert. She is currently Director of Communications for SalesFuel. She previously ran her own PR firm for 10 years and was PR Director for The Ritz-Carlton in Denver. Prior to that, Audrey had a successful career as an award-winning anchor/reporter/producer in TV news, including Chicago and Denver.
C. Lee Smith has been leading and developing people for most of his adult life in sales departments, nonprofits and as President/CEO of SalesFuel. Lee is a nationally recognized consultant and speaker. He is also the international bestselling author of two books: SalesCred and Hire Smarter, Sell More!