Barbara Giamanco

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Leveraging Behavioral Intelligence to Grow Revenue with Mary Grothe, Sales BQ

By Barbara Giamanco Leave a Comment

I talked with Mary Grothe, Sales BQ CEO & Founder to better understand how behavioral intelligence plays into the success of salespeople and the sales managers leading their teams. As a top performing individual sales contributor herself before starting her own business, Mary knows a thing or two about over achieving sales quota.

We start by talking about what BQ – Behavioral Intelligence is and how a keen understanding of BQ impacts sales success.

As beneficial as understanding BQ can be, there are circumstances where BQ has a negative effect on sellers. Learn what those things are when you listen to the interview.

Mary talks us through how to identify and remove barriers that lower a sales team’s BQ overall.

Next, we tackled the topic of motivation. Lots of opinions about what that means and whether or not sales leaders can motivate their team members. Mary shares her thoughts on how to motivate a sales team to perform at higher level.

Finally, we closed by talking about how once a once a culture of high BQ is created, the ways in which you maintain it.

Listen and enjoy the interview!

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About Mary – Connect on LinkedIn, Twitter
Sales BQ Website

Mary Grothe, CEO and Founder of Sales BQ. She is a former #1 rep in the MidMarket B2B SaaS Payroll / HR industry. After 8 years and millions in revenue sold, she founded Sales BQ, and leads a team of fractional VPs of Sales across the country as they rebuild their clients’ sales departments, all while focusing on the behavioral quotient.

Feature header blog post photo by Amy Hirschi on Unsplash

Filed Under: blog, Women In Sales Tagged With: b2b, behavior, behavioral intelligence, execution, process, revenue, sales, sales management, success

Executing with Excellence with Steven Rosen

By Barbara Giamanco Leave a Comment

I talked with Steven Rosen at STAR Results about executing with excellence. Steven shares his perspective on what it will take to be successful in 2017. We also discussed the biggest challenge companies face in terms of Strategy and execution, what the research says about business execution, why companies struggle and what companies can do to improve execution against their goals.

About Steven Rosen:

steven-100kSteven Rosen, MBA and the founder of STAR Results, a leading sales management training and leadership coaching Company. He is the author of 52 Sales Management Tips – The Sales Manager’s Success Guide. Steven has been recognized as one of the Top 50 Sales Influencers.

LinkedIn Twitter  https://www.starresults.com/

Filed Under: blog, sales process Tagged With: excellent, execution, marketing, sales, service, strategy

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