Episode Notes:
- Guest: Karl Becker, Founder of Improving Sales Performance, author of Set Up To Win and Iceberg Selling.
- Topic: How to enhance sales performance through structured processes, systems, and leadership.
- Karl shares how his early entrepreneurial ventures shaped his understanding of sales.
- Discusses the transition from running a digital agency to creating a sales consultancy.
- Insights on the importance of building strong foundations in sales organizations.
- Addressing the myth that more leads are the key to sales success – it's about building relationships.
- How to get out of your own way as a leader and empower your sales team.
- Karl's vision for creating a certification program for fractional VPs of Sales to scale his methodologies.
Key takeaways:
- Building a high-performing sales team requires more than just hiring great salespeople – it requires a clear system and strong leadership.
- Business owners need to learn how to empower their team and let go of trying to do everything themselves.
- Iceberg Selling offers a new approach to sales by focusing on understanding the underlying issues of prospects to offer better solutions.
Connect with Karl Becker:
- Website: improvingsalesperformance.com
- LinkedIn: Karl Becker
- Book: Iceberg Selling
Key Questions
(00:57) Have you always been into sales and been loving sales?
How did you end up from being that persuasive salesperson in college to deciding to open up your sales consultancy?
(05:30) You do help them put the systems in place then, too, yes?
(06:12) You mentioned that you like working with small to medium-sized businesses. Do you have a specific target that you like working with?
(08:40) Is there this common trend that you tend to find with those business owners when you first start to work with them?
(11:10) Do you find that they actually have systems in place to take on more people like that?
(15:22) How do you get in front of your ideal clients?
(18:06) What are a couple of big goals that you have in the next year or two?
(21:08) How would that affect your business?
(23:21) Do you have all of your procedures in place? All your documentation?
(24:54) Yeah, for sure. What's the best advice that you have ever received?
(27:53) What's the best advice that you have ever given people?
(29:40) I think even making space for that on a regular basis would be a good idea, too, right?
(30:33) The head trash, the sales trash talk that goes on, do you have any tips about getting out of our own way?
(33:36) What do you have to share about sales leadership?
(35:43) How do you figure out what each of those people's strengths and dislikes and stuff are?
(38:10) Is there anything that you wanted to touch on that we haven't yet?
(39:29) Where can we go again to learn about you and what you're doing?
Karl Becker
https://www.improvingsalesperformance.com/
https://www.icebergselling.com/
https://www.linkedin.com/in/karlbeckeriii/
Virginia Purnell
Funnel & Visibility Specialist
Distinct Digital Marketing
(833) 762-5336
virginia@distinctdigitalmarketing.com
