Hilton Burke's guest appearances

Hilton Burke

My podcast website

Tachles Sales 

David Allen

Gary Johnson

Aaron Krall

Justin Welsh

Mark Roberge

Amit Bendov

Jeremy Levine

Johnathan Grzybowski

John Ellis

Brad Smith

Jason Bay

Dylis Guyan

David Abrams

Jeff Thomas

David Brock

OwlTail

Episode 39: Show Notes. On the show today we have Hilton Burke from IncrediBuild joining us to share his wealth of experience as a sales manager. He advises listeners on the composition of an effective sales team and on recognizing when a lead is ready to be handed over to a sales executive, and then he dives into the most challenging aspects of managing sales people, highlighting their inability to adapt to change as a reoccurring obstacle. We talk about the difference between having an open and closed mindset, how it is applicable in the world of sales and how leaders can successfully guide their teams in an ever-changing environment. For all of this and more, be sure to join us for this insightful conversation!  “I’m also looking for grit. I want to see if these guys are asking questions in the interview, they show interest, they’re excited, they’re competitive.” — @HiltonburkeClick To Tweet Key Points From This Episode: An overview of Hilton’s career in sales, what IncrediBuild is about and who they sell to. What their team looks like and how they decided on the ratio of SDRs to sales people.  Using the ANUM formula to determine when a lead should be handed to a sales person. Starting off with inside sales and incorporating the SDR tier once you get to enterprise level.The challenge that most sales leaders face and the impact of organizational transformation.What can be done to better equip and prepare sales people for change.The tools his team use and the need to be open-minded about new methodologies. Technology as a common difficulty for newcomers and how a sales playbook can help. Hiring criteria and determining if the candidate has done some research about the company. Listening to his team and differentiating between feedback and complaining. How the book Mindset is applicable to sales people and their adaptability.And much more!  “Help your new sales and your old sales folks embrace the changes to grow.” — @Hiltonburke Click To Tweet Books Mentioned:   Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Hilton Burke on LinkedIn — https://il.linkedin.com/in/hilton-burke Clicktale — https://www.clicktale.com/ LivePerson — https://www.liveperson.com/ MazeBolt — https://mazebolt.com/ WalkMe — https://www.walkme.com/ IncrediBuild — https://www.incredibuild.com/ Outreach — https://www.outreach.io/ Salesforce — https://www.salesforce.com/ LinkedIn Sales Navigator — https://www.linkedin.com/sales/login The post Being Open Minded in Sales with Hilton Burke appeared first on Startup Sales.

Episode 39: Show Notes. On the show today we have Hilton Burke from IncrediBuild joining us to share his wealth of experience as a sales manager. He advises listeners on the composition of an effective sales team and on recognizing when a lead is ready to be handed over to a sales executive, and then he dives into the most challenging aspects of managing sales people, highlighting their inability to adapt to change as a reoccurring obstacle. We talk about the difference between having an open and closed mindset, how it is applicable in the world of sales and how leaders can successfully guide their teams in an ever-changing environment. For all of this and more, be sure to join us for this insightful conversation!  “I’m also looking for grit. I want to see if these guys are asking questions in the interview, they show interest, they’re excited, they’re competitive.” — @Hiltonburke <a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fstartupsales.io%2F%3Fp%3D240&amp;text=%E2%80%9CI%E2%80%99m%20also%20looking%20for%20grit.%20I%20want%20to%20see%20if%20these%20guys%20are%20asking%20questions%20in%20the%20interview%2C%20they%20show%20interest%2C%20they%E2%80%99re%20excited%2C%20they%E2%80%99re%20competitive.%E2%80%9D%20%E2%80%94%20%40Hiltonburke&amp;via=startupsalesio&amp;related=startupsalesio" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a> Key Points From This Episode: <ul><li>An overview of Hilton’s career in sales, what IncrediBuild is about and who they sell to. </li><li>What their team looks like and how they decided on the ratio of SDRs to sales people.  </li><li>Using the ANUM formula to determine when a lead should be handed to a sales person. </li><li>Starting off with inside sales and incorporating the SDR tier once you get to enterprise level.</li><li>The challenge that most sales leaders face and the impact of organizational transformation.</li><li>What can be done to better equip and prepare sales people for change.</li><li>The tools his team use and the need to be open-minded about new methodologies. </li><li>Technology as a common difficulty for newcomers and how a sales playbook can help. </li><li>Hiring criteria and determining if the candidate has done some research about the company. </li><li>Listening to his team and differentiating between feedback and complaining. </li><li>How the book Mindset is applicable to sales people and their adaptability.</li><li>And much more! </li></ul> “Help your new sales and your old sales folks embrace the changes to grow.” — @Hiltonburke <a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fstartupsales.io%2F%3Fp%3D240&amp;text=%E2%80%9CHelp%20your%20new%20sales%20and%20your%20old%20sales%20folks%20embrace%20the%20changes%20to%20grow.%E2%80%9D%20%E2%80%94%20%40Hiltonburke%20&amp;via=startupsalesio&amp;related=startupsalesio" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a> Books Mentioned: <a href="https://www.amazon.com/gp/product/0345472322/ref=as_li_tl?ie=UTF8&amp;camp=1789&amp;creative=9325&amp;creativeASIN=0345472322&amp;linkCode=as2&amp;tag=adamspringer-20&amp;linkId=d0fe883dfdeeabcacb0befbaccd5932c" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.amazon.com/gp/product/0070511136/ref=as_li_tl?ie=UTF8&amp;camp=1789&amp;creative=9325&amp;creativeASIN=0070511136&amp;linkCode=as2&amp;tag=adamspringer-20&amp;linkId=f993b0bcdd3ae049de11b6ed1e0c64c0" rel="noopener noreferrer nofollow" target="_blank"></a> Links Mentioned in Today’s Episode: Startup Sales — <a href="https://startupsales.io" rel="nofollow" target="_blank">https://startupsales.io</a> Hilton Burke on LinkedIn — <a href="https://il.linkedin.com/in/hilton-burke" rel="nofollow" target="_blank">https://il.linkedin.com/in/hilton-burke</a> Clicktale — <a href="https://www.clicktale.com/" rel="nofollow" target="_blank">https://www.clicktale.com/</a> LivePerson — <a href="https://www.liveperson.com/" rel="nofollow" target="_blank">https://www.liveperson.com/</a> MazeBolt — <a href="https://mazebolt.com/" rel="nofollow" target="_blank">https://mazebolt.com/</a> WalkMe — <a href="https://www.walkme.com/" rel="nofollow" target="_blank">https://www.walkme.com/</a> IncrediBuild — <a href="https://www.i" rel="nofollow" target="_blank">https://www.incredibuild.com/</a> Outreach — <a href="https://www.outreach.io/" rel="nofollow" target="_blank">https://www.outreach.io/</a> Salesforce — <a href="https://www.salesforce.com/" rel="noreferrer noopener nofollow" target="_blank">https://www.salesforce.com/</a> LinkedIn Sales Navigator — <a href="https://www.linkedin.com/sales/login" rel="nofollow" target="_blank">https://www.linkedin.com/sales/login</a> The post <a href="https://startupsales.io/being-open-minded-in-sales-with-hilton-burke/" rel="nofollow" target="_blank">Being Open Minded in Sales with Hilton Burke</a> appeared first on <a href="https://startupsales.io" rel="nofollow" target="_blank">Startup Sales</a>.

Being Open Minded in Sales with Hilton Burke