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189: Les Lent — The Profession of Sales

Scaling Up Business Podcast

Release Date: 02/12/2020

200: Bill Gallagher — Big Moves for Crisis Leadership show art 200: Bill Gallagher — Big Moves for Crisis Leadership

Scaling Up Business Podcast

Each day this week, Bill has been sharing a podcast about important information you need to know during a crisis. We first started with Warren Rustand, who discussed leading in a time of crisis; he was followed by Heidi Hanna and she covered the mental health aspects of dealing with a crisis.

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199: Verne Harnish — The 5Cs For Leading in a Crisis show art 199: Verne Harnish — The 5Cs For Leading in a Crisis

Scaling Up Business Podcast

Panic is contagious out there but so is leadership. It’s time for leaders to rise up! This is why we have a very special guest today and that’s Verne Harnish. He has spent 38 years working with the best leaders dealing with crises and has some words of wisdom for you today.

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198: Cameron Herold — Execution During a Crisis. show art 198: Cameron Herold — Execution During a Crisis.

Scaling Up Business Podcast

Basic routines still matter as you are going through change and a bit of disruption in your standard patterns. Focus and great execution will help get you through this period of stress and uncertainty.

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197: Rich Manders — Creating Your Plan B Without Panic show art 197: Rich Manders — Creating Your Plan B Without Panic

Scaling Up Business Podcast

How do you move from surviving to thriving during the worst pandemic crisis we’ve seen in a very long time? You can write your own breakthrough growth story right now. Today, you’ll learn how to use the Strengths, Weaknesses, and Trends (SWT) tool to help accelerate your growth.

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196: Greg Crabtree — Keeping Your Business Financials Healthy show art 196: Greg Crabtree — Keeping Your Business Financials Healthy

Scaling Up Business Podcast

Cash is a king and you can’t survive without cash. You also cannot take advantage of opportunities without cash. If you’ve prepared well, you have a big cash reserve right now and you will be able to maximize your return on luck during this period. However, what happens if you don’t currently have enough in reserves?

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195: Heidi Hanna — Taking Care of Your Mental Health During a Crisis show art 195: Heidi Hanna — Taking Care of Your Mental Health During a Crisis

Scaling Up Business Podcast

We’ve all heard of the advice that you must put on your own oxygen mask first before helping others. But how can you do that if you’re losing it yourself? We have a mental health expert to help calm your nerves. This episode is two of a series of five episodes on the five big moves leaders need to make right now during a crisis.

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194: Warren Rustand — Leading in a Time of Crisis show art 194: Warren Rustand — Leading in a Time of Crisis

Scaling Up Business Podcast

How do you lead people when you don’t know what’s going on? Nor when you have a plan in place for an unexpected crisis? Teams are desperate for your leadership. This episode is one of a series of five episodes on the five big moves leaders need to make right now during a crisis.   Warren Rustand is a serial entrepreneur, educator, and public servant. He served as Appointments Secretary to President Gerald Ford and has been Chairman or CEO of 17 companies. He was the previous Chairman of the World Presidents Organization and the Dean of Leadership for the Entrepreneurs’ Organization....

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193: Lindsay Pedersen — Building an Ironclad Brand show art 193: Lindsay Pedersen — Building an Ironclad Brand

Scaling Up Business Podcast

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192: George Papazov — Start Small and Keep Scaling Up! show art 192: George Papazov — Start Small and Keep Scaling Up!

Scaling Up Business Podcast

George Papazov started his trading career at Scotiabank and roughly 10 years later he launched TradePro, an academy to help provide trading education, growth, and collaboration. George trades daily with his community of professional traders and is also a licensed Master Practitioner of NLP.

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191: Steve McKee — Unstick Your Growth show art 191: Steve McKee — Unstick Your Growth

Scaling Up Business Podcast

Are you feeling stuck, stalled, and stale? This show is for you! Today’s expert dives into what you can do when your growth stalls out and how to reignite it back on track. With 30-plus years of experience, the answers might surprise you.

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People get into sales because they’re great at talking, but once they’re in it, they realize they also need to be good at listening. Once they have these two things down, the final step is to have a repeatable process so that you can close deal after deal, seamlessly.

Les Lent has over 20 years of experience as a sales professional, manager, and leader. He has helped scale his sales department from $30 million to over $300 million in annual revenue. Les has led teams of seven to 70 and is the author of, The Profession of Sales. He is currently working on his second book, Two Things Holding You Back.

Les failed at his first sales job. He struggled over a year to get the hang of things before finally quitting and starting a new career field. Fast forward 10-15 years later and Les realized he could become good at this and he started to teach himself the sales process. When he learned that there was a method to the madness, he succeeded.

Your sales book will change and grow as your organization does, but the importance of this book is to develop consistency in the sales process. This makes it easier for you to grow when your entire sales staff is on the same page.

A lot of companies will have part of their business process set up in a way where it is duplicatable, but the sales teams are often the last department that gets that kind of attention. And in the cases where they might have a sales process, salespeople are so strict in following the process, — the script — that when you get a lead that doesn’t fit the mold, they blunder it.

Interview Links:
Leslent.com
Les on LinkedIn
The Profession of Sales, by Les Lent

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