Join Carrie Simpson with Walter Crosby as they talk about how he transforms sales teams to drive performance.  Walter is the founder of Helix Sales Development, he supports high performance sales leaders in the development of their sales talent.  Carrie and Walter share a love of all things sales and cigars.

Outline of the Episode:

[03:44] Overview of what Helix Sales Development does

[05:21] The implication of having respect and trust for the client, not necessarily “like” them

[11:15] Expectations versus reality when working with clients

[14:23] Intrinsic motivations and specific, measurable goals

[21:40] Styles of promotion and marketing that may or may not work

[28:11] Benefits of having hallway conversations with other vendors on the trade show floor

[33:56] The disadvantages of being a woman in the technology industry

[37:37] Meaningless conversations and rudeness of people in terms of personal space

[42:41] Things that spark Walter’s interest when walking past a booth

[45:35] The principle of things adjusting according to space

[52:26] A metaphor of a wheel and stick 

Not Everyone’s Cup of Tea

You do not have to like the sales managers or salespeople you are working with to provide great service to them. You'll need respect and trust because everything is built off of those. When meeting new clients, first impressions are essential. Walter describes himself as direct - he delivers the message the way it is he will not sugar coat it. Although it may not be favorable for the client, he says that they will do whatever it takes if they want to get better. It does not matter if the client does not like you, as long as you do the job they hire you for, you are good.

Misaligned Expectations

Walter and Carrie had a fair share of clients expecting them to fix things overnight. Walter is very upfront when it comes to dealing with clients. Uncomfortable conversations act as an indication for him that the process is working. Once he senses the client is triggered, becoming angry or making excuses, that is the moment they determine how they will go forward. The willingness of the client to go through an arduous process if they want to see results is essential. If they are not willing, Walter won't be working with them. He further explains that it is not just about earning for his business; it is about seeing results. It is up to the consultant to fix the set expectations appropriately.

About Walter:

34 years ago, a young and curious Walter Crosby began his sales career in NYC. He was frustrated by the lack of training every time he was promoted to management roles, so he sought to create the training he wanted for himself.

After leaving a software startup, his entrepreneurial spirit fueled him to found Helix Sales Development to share his experience and knowledge with the world. With a deep understanding of and rare insight into managing and implementing a sales process, Walter has a strong track record of rapidly creating high-performing sales departments at firms from $10M to $50M+ in sales.

Resources:

Helix Sales Development: https://helixsalesdevelopment.com/
Cigars and Sales Podcast: https://podcasts.apple.com/us/podcast/sales-cigars

Connect with Carrie!

Website: https://www.managedsalespros.com/
Linkedin:  https://www.linkedin.com/tinfoilhat2