Christoph Senn, marketing professor at INSEAD, has spent years studying how top executives involve themselves in B2B sales. Some are very hands-off. Others make only social calls. Still others sit at the negotiating table. Outcomes vary widely. Senn explains the best combination of approaches for top executives engaging with core customers. And he shares how ... Show More
Nov 20
Future of Business: Walmart’s CEO on AI, Jobs, and Managing Rapid Change
In uncertain times, leaders at all levels can learn from what the world's best CEOs are doing to protect themselves and forge a path ahead. In this Future of Business series, IdeaCast hosts Alison Beard and Adi Ignatius sat down with four leading CEOs who manage across different ... Show More
31m 12s
Aug 2020
#CEO 10: You’re a CEO, But Don’t Think You Need Sales Skills Huh? w/ Jim Hemmer
Sales is an integral part of any business, but rarely associated with the CEO’s role. Sales are bottom lines only, right? Wrong. Engineer, turned breakout salesperson, turned powerful CEO, Jim Hemmer shares his journey to the chair, and dares you to think sales at the top doesn’t ... Show More
57m 49s
Dec 2023
465 The Growth Leader by Scott Edinger
<p><em><strong>The Growth Leader: Strategies to Drive the Top and Bottom Lines</strong></em> by Scott K. Edinger</p> <p>ABOUT THE BOOK:</p> <p>Growth is a leadership issue, not a sales issue.</p> <p>However you define business growth--total revenue, net income, margin expansion, ... Show More
58m 5s
Feb 2024
#107: Mentoring the Next Generation of Successful Sales Leaders
The sales profession has evolved, but one thing has remained the same: the power and importance of mentorship. Where sales leaders once learned in person from each other in unstructured meetings — office banter, going to lunch, connecting at conferences or networking events — man ... Show More
40m 42s
Nov 2022
Personality Traits of Successful Salespeople with Christopher Croner, SalesDrive, LLC
<p>In this HRchat episode, we focus on challenges related to attracting, hiring, and onboarding Sales pros. <br/><br/>Joining Bill Banham on the show today is Psychologist and Sales Assessment Expert, <a href='https://www.linkedin.com/in/christophercroner/'>Christopher Croner, Ph ... Show More
25m 13s