Phil Gerbyshak - What Do Sales, Process and Results Have to Do With Scaling Businesses? - CSP S02E80

Cold Star Project

The CRO of Process and Results, Phil Gerbyshak, is on the Cold Star Project to share his experiences and views on what it takes to successfully grow a business. There's a lot more to it than engineering and sales! Host Jason Kanigan asks Phil about sales, process and leadership as follows:

• You’ve had opportunities to lead salespeople, such as coaching 160 sales professionals and 25 or so sales leaders in 4 locations in one role. What’s the number one issue you’ve encountered salespeople struggling with?
• Far too many founders out there think that all you have to do with salespeople is feed them leads and give them product knowledge. What’s missing here, from your perspective? What dangers is the founder unknowingly asking for by adopting this approach?
• Do sales leaders have different priorities and focus in coaching requirements than line salespeople? What was most surprising from your experience coaching sales leaders?
• As a fellow show host, what has been critical for you over the years to keep up the intensity, interest, momentum? What process improvements have you made over time and what impact have they had?
• I see a lot of people get caught up in the technology stack decisions (CRM, internal communications, fulfillment delivery etc.). How important are these, from your perspective? What should organization leaders be focusing on when it comes to revenue growth? What internal issues come up that are more important than tech problems or decisions?
• Should sales leaders be on social media? How can we make effective use of social selling and solution selling?

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