Tony Lenhart's guest appearances

Tony Lenhart

Startup Hypeman: The GOAT to Market Show

Beer, Beats, and Business

People Business w/ O'Brien McMahon

Michael Balchan

Todd Caponi

Tom Pisello

Erich Kurschat

Erin Diehl

Amanda Greenberg

Jeff Spencer

Matt Wilson

Patrick Campbell

Aaron Krall

Chris Johnson

Derek Gaunt

Sir John Hargrave

Scott Miller

Jordan Harbinger

OwlTail

Tony Lenhart is a partner at Sales Empowerment Group (SEG). With a degree in Selling &amp; Sales Management, he has worked on honing the art and science of sales through direct sales, sales leadership, and entrepreneurship. He spent the first decade of his career in various sales and leadership roles and the last ten years scaling a successful sales consulting and staffing organization. Since founding SEG, Tony has worked alongside over 200 small and mid-sized organizations and 1,000+ salespeople to help build or rebuild their sales cultures.  He maintains a monthly newsletter, Sales Drummer, which lays out his learnings over the years. Mentioned in this Episode: Margaret Heffernan: Forget the Pecking Order at Work7 Habits of highly effective people by Stephen CoveyThe 5 Love Languages by Gary Chapman Drive by Daniel PinkDan Price on LinkedInGong Call Recording Software Timecodes:(2:48) - What is Sales Empowerment Group?(4:00) - Tony’s origin story.(4:51) - What makes a good salesperson?(6:15) - Is there a difference in traits based on industry or type of sales?(7:22) - How would someone know whether to hire one sales style over another in their company?(9:15) - Do you see companies looking for the wrong traits in their salespeople?(11:28) - What are good leaders doing to get the most out of their entire sales team?(14:41) - Onboarding rookies vs. seasoned salespeople.(20:32) - Why veteran salespeople struggle at new jobs.(23:01) - When the client’s team turns over.(24:46) - Is it the salesperson's responsibility to be organized &amp; structured or the company’s?(27:25) - How should companies deal with different personalities when it comes to basic organization requirements?(29:45) - Do you see companies managing the wrong metrics?(34:17) - Collaborative sales environments.(39:20) - Accountability vs. Micromanagement: what is proper sales accountability?(41:47) - What are the first things a new sales leader should do when taking over a team?(43:40) - Where do sales leaders go wrong?(48:47) - Why do companies change sales compensation so much?(50:59) - What really motivates salespeople?(56:22) - O’Brien’s origin story at Lockton.(59:19) - What are you sick of talking about?(59:46) - What are you most excited to be talking about?(1:00:19) - Thoughts on automated sales cadence.(1:02:11) - What is the purpose of business?

<a href="https://www.linkedin.com/in/salesdrummer/" rel="nofollow" target="_blank">Tony Lenhart</a> is a partner at <a href="https://www.salesempowermentgroup.com/" rel="nofollow" target="_blank">Sales Empowerment Group</a> (SEG). With a degree in Selling &amp; Sales Management, he has worked on honing the art and science of sales through direct sales, sales leadership, and entrepreneurship. He spent the first decade of his career in various sales and leadership roles and the last ten years scaling a successful sales consulting and staffing organization. Since founding SEG, Tony has worked alongside over 200 small and mid-sized organizations and 1,000+ salespeople to help build or rebuild their sales cultures.  He maintains a monthly newsletter, <a href="https://mailchi.mp/salesempowermentgroup/salesdrummer" rel="nofollow" target="_blank">Sales Drummer</a>, which lays out his learnings over the years. Mentioned in this Episode: <ul><li><a href="https://www.ted.com/talks/margaret_heffernan_forget_the_pecking_order_at_work/transcript?language=en" rel="nofollow" target="_blank">Margaret Heffernan: Forget the Pecking Order at Work</a></li><li><a href="https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1982137274/ref=asc_df_1982137274/?tag=hyprod-20&amp;linkCode=df0&amp;hvadid=509245866633&amp;hvpos=&amp;hvnetw=g&amp;hvrand=11494934725318225562&amp;hvpone=&amp;hvptwo=&amp;hvqmt=&amp;hvdev=c&amp;hvdvcmdl=&amp;hvlocint=&amp;hvlocphy=9027256&amp;hvtargid=pla-908915591470&amp;psc=1" rel="nofollow" target="_blank">7 Habits of highly effective people </a>by Stephen Covey</li><li><a href="https://www.amazon.com/Love-Languages-Secret-that-Lasts/dp/080241270X/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=&amp;sr=" rel="nofollow" target="_blank">The 5 Love Languages</a> by Gary Chapman </li><li><a href="https://www.amazon.com/Drive-Surprising-Truth-About-Motivates/dp/B0032COUMC/ref=sr_1_1?dchild=1&amp;keywords=Drive+by+Daniel+Pink&amp;qid=1632846553&amp;s=books&amp;sr=1-1" rel="nofollow" target="_blank">Drive</a> by Daniel Pink</li><li><a href="https://www.linkedin.com/in/danpriceseattle/" rel="nofollow" target="_blank">Dan Price on LinkedIn</a></li><li><a href="https://www.gong.io/call-recording-software/" rel="nofollow" target="_blank">Gong Call Recording Software </a></li></ul>Timecodes:(2:48) - What is Sales Empowerment Group? (4:00) - Tony’s origin story. (4:51) - What makes a good salesperson? (6:15) - Is there a difference in traits based on industry or type of sales? (7:22) - How would someone know whether to hire one sales style over another in their company? (9:15) - Do you see companies looking for the wrong traits in their salespeople? (11:28) - What are good leaders doing to get the most out of their entire sales team? (14:41) - Onboarding rookies vs. seasoned salespeople. (20:32) - Why veteran salespeople struggle at new jobs. (23:01) - When the client’s team turns over. (24:46) - Is it the salesperson's responsibility to be organized &amp; structured or the company’s? (27:25) - How should companies deal with different personalities when it comes to basic organization requirements? (29:45) - Do you see companies managing the wrong metrics? (34:17) - Collaborative sales environments. (39:20) - Accountability vs. Micromanagement: what is proper sales accountability? (41:47) - What are the first things a new sales leader should do when taking over a team? (43:40) - Where do sales leaders go wrong? (48:47) - Why do companies change sales compensation so much? (50:59) - What really motivates salespeople? (56:22) - O’Brien’s origin story at Lockton. (59:19) - What are you sick of talking about? (59:46) - What are you most excited to be talking about? (1:00:19) - Thoughts on automated sales cadence. (1:02:11) - What is the purpose of business?

The Sales Drummer w/ Tony Lenhart

w/ Tony Lenhart The post Talking Digital Trust &amp; Polka Drums w/ Tony Lenhart – S7Ep3 appeared first on Beer, Beats, &amp; Business.

w/ Tony Lenhart The post <a href="https://beerbeatsandbusiness.com/2021/05/20/lenhart-s7ep3/" rel="nofollow" target="_blank">Talking Digital Trust &amp; Polka Drums w/ Tony Lenhart – S7Ep3</a> appeared first on <a href="https://beerbeatsandbusiness.com" rel="nofollow" target="_blank">Beer, Beats, &amp; Business</a>.

Talking Digital Trust & Polka Drums w/ Tony Lenhart – S7Ep3

There are two types of founders: Those who love to sell, and those who think sales is the devil's creation.Whichever camp you fall in, there comes a point where you have to leap from being responsible for customer acquisition, and hiring/onboarding your first sales rep or VP.How do you make it less of a leap and more of a skip?My longtime friend Tony Lenhart, known as The Sales Drummer, and Partner at Sales Empowerment Group (SEG), has been selling for over two decades.He now incubates sales talent with SEG and often works with founders on figuring out this plan.We discuss Tony's favorite concerts, our history performing in a hip-hop band together, and the process for building a playbook to make the first sales hire successful.Find SEG online:LinkedIn: https://www.linkedin.com/company/sales-empowerment-group-llc/Website: https://www.salesempowermentgroup.com/Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at www.saleshacker.comPLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at tour.blissfulprospecting.com. Hosted on Acast. See acast.com/privacy for more information.

There are two types of founders: Those who love to sell, and those who think sales is the devil's creation.Whichever camp you fall in, there comes a point where you have to leap from being responsible for customer acquisition, and hiring/onboarding your first sales rep or VP.How do you make it less of a leap and more of a skip?My longtime friend Tony Lenhart, known as The Sales Drummer, and Partner at Sales Empowerment Group (SEG), has been selling for over two decades.He now incubates sales talent with SEG and often works with founders on figuring out this plan.We discuss Tony's favorite concerts, our history performing in a hip-hop band together, and the process for building a playbook to make the first sales hire successful.Find SEG online:LinkedIn: <a href="https://www.linkedin.com/company/sales-empowerment-group-llc/" rel="noopener noreferrer nofollow" target="_blank">https://www.linkedin.com/company/sales-empowerment-group-llc/</a>Website: <a href="https://www.salesempowermentgroup.com/" rel="noopener noreferrer nofollow" target="_blank">https://www.salesempowermentgroup.com/</a> Today's episode is brought to you by Sales Hacker. The world's smartest community of forward-thinking B2B professionals. Grab their latest expert-created articles, webinars, and podcast episodes at <a href="http://www.saleshacker.com" rel="nofollow" target="_blank">www.saleshacker.com</a>PLUS -- hear from me and 40+ other leading sales professionals this summer in the Blissful Prospecting Think Outside The Script summer virtual tour! All talks are live and interactive, sign up at <a href="http://tour.blissfulprospecting.com" rel="nofollow" target="_blank">tour.blissfulprospecting.com</a>. Hosted on Acast. See <a href="https://acast.com/privacy" rel="noopener noreferrer nofollow" target="_blank">acast.com/privacy</a> for more information.

S14E6: Transitioning Out Of Founder-Led Sales with The Sales Drummer Tony Lenhart