Live from Sales HQ with Bryan Coble

Live from Sales HQ with Vince Beese

Summary

Bryan Coble, guest on Episode #8 of Live from Sales HQ, shares insights from his extensive sales career. He emphasizes the importance of effective meetings, coaching over managing, and the value of hands-on sales experience. Bryan’s journey from door-to-door sales to fractional VP of sales offers valuable lessons for sales professionals.

5 Key Takeaways

1. Effective Meetings Drive Sales Success
   • Meetings should be well-prepared with a clear agenda.
   • Ensure each meeting has a stated outcome and next steps.
   • Quality of meetings often outweighs the quantity.
2. Coaching Over Managing
   • Focused coaching sessions can significantly increase win rates.
   • Coaching should address specific areas for improvement identified collaboratively.
   • Regular, structured coaching fosters personal and professional growth.
3. Building a Sales Career
   • Many successful sales professionals start in different fields.
   • Early hands-on experience, even in non-sales roles, can be invaluable.
   • Networking and referrals often lead to the best opportunities.
4. Importance of Adaptability
   • Working across different industries, such as tech startups and traditional businesses, can broaden sales skills.
   • Adaptability is crucial as market conditions, like the tech economy, fluctuate.
   • Sales techniques need to evolve with industry trends and technological advancements.
5. Personal Development in Sales
   • Investing in personal development, such as hiring a coach or taking personality assessments, is beneficial.
   • Continuous learning and self-awareness are critical for long-term success.
   • Specialized training and executive coaching can help overcome specific challenges and improve performance.

Key Quotes

1. "Sales is a numbers game, but it's also a people game."
2. "Coaching isn't just about managing; it's about developing and driving value for your team."
3. "Meetings are gold. They are where win rates happen."