Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series

Series produced by Innovating Leadership: Co-Creating Our Future

Caption: A Co-Production of ILI and BCI
A Co-Production of ILI and BCI 

Start-ups, non-profits, and major corporations share one major element in common: they all need some aspect of sales...yet few consider the impact of leadership quality on their sales or development teams. This miniseries uncovers best practices in sales leadership, revealing the tools and solutions organizations use for success.

Sales. Underwriting. Development. No matter what your organization calls revenue-generation, success boils down to some aspect of the sales process. Solid sales principles are critical for business and non-profits alike, yet too few companies and NPOs understand that solid leadership is the first step for sales success.

This miniseries takes the principles of innovative leadership, applying them to sales leaders in particular. Each episode centers on an interview with a successful sales leader, and reveals the tools and techniques each uses to drive a happy, motivated team.

Produced by the "Innovating Leadership: Co-Creating Our Future" team, drawing on the sales-leadership expertise of BCI (Baker Communications Incorporated).


11 Pieces

Order by: Newest First | Oldest First
Recession-Proofing Your Sales Team – and Company! Part 2
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Chris Resch of cloud firm 66 Degrees has several keys to recession-proofing your organization.
Organizations often have a knee-jerk reaction of downsizing when a recession -- or any other downturn -- reduces company revenue. That often worse...

  • Added: Jul 16, 2022
  • Length: 20:37
Recession-Proofing Your Sales Team – and Company! Part 1
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Being an employee-centric leader is one key 66 Degrees' CRO, Chris Resch, says will help recession-proof your sales team...and your entire organization.
When faced with the possibility of economic recession, what can sales teams and companies do to be ready? Many economists are pointing to 2023 as t...

  • Added: Jul 09, 2022
  • Length: 28:04
Collaboration: Leading to Improved Sales Performance, Part 1
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Gopkiran Rao of MindTickle partnered with BCI to create new modes of assessments and data analysis to boost organizations' sales performance and staff retention.
Data science: how can we use it to improve sales performance? Maureen is joined by a panel that discussed how Baker Communications and MindTickle a...

  • Added: Mar 05, 2022
  • Length: 29:50
Finding Strength by Assessing Your Team - Part 1
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Guest Allison Duquette of CampusLogic boosted her sales team by assessing their strengths.
Good assessments can provide fresh insights into the strengths of your top performers -- and ways to build those strengths in the rest of your team...

  • Added: Aug 03, 2021
  • Length: 27:27
Finding Strength by Assessing Your Team - Part 2
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: (l-r) Host Maureen Metcalf, Co-Host Joe DiDonato, and guest Allison Duquette
Assessment tools boost the efficacy of hiring the right candidate for the job...yet most managers still hire by "gut feeling." Allison Duquette of...

  • Added: Aug 21, 2021
  • Length: 27:23
Using Formal Sales Processes to Improve Sales Performance
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Don Mastro has led the AVI Systems sales team to major sales increases, despite the crush of the pandemic on other businesses.
When building a world class sales team, an organization needs to implement a formal sales process to improve sales performance. Joe DiDonato and D...

  • Added: Sep 04, 2021
  • Length: 27:44
Using Formal Sales Processes to Improve Sales Performance, Part 2
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Joe DiDonato of Baker Communications understands that sales is like every other aspect of business: it only gets better with data.
"The proof is in the numbers," BCI's Joe DiDonato says -- and this episode presents them. We continue our discussion with Joe and Don Mastro of AV...

  • Added: Sep 18, 2021
  • Length: 28:57
Using Data to Drive Hiring, Training, & Onboarding Decisions, Part 1
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Marcela Pineros of Stripe finds data science indispensable in building her company's teams internationally.
The churn rate of sales people leaving their jobs is over 50% in many organizations. Can a sales leader improve those odds? Yes – by using data s...

  • Added: Oct 02, 2021
  • Length: 27:31
Using Data to Drive Hiring, Training, & Onboarding Decisions, Part 2
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Piece image
From theory to practice: Part 1 introduced Marcela Piñeros of Stripe -- and how she found the use of data science in her organization to be a treme...

  • Added: Oct 16, 2021
  • Length: 29:38
Data Science: Using Science in Hiring & Training Decisions, Part 1
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: "Follow the science" is Dave Kurlan's mantra. Data science is as valid for leading a sales team as it is for medicine and physics.
There's a need for real data science in the sales realm: for starters, sales staff turnover is an astronomical 34.7% per year. A lot of sales lea...

  • Added: Nov 07, 2021
  • Length: 27:57
Data Science: Using Science in Hiring & Training Decisions, Part 2
From: Innovating Leadership: Co-Creating Our Future
Series: Innovative Leadership Institute Presents: The BCI Distinguished Sales Leader Series
Caption: Dave Kurlan of OMG: As with most areas of business, following the science will get better results than following your gut.
Guest Dave Kurlan of OMG goes into deeper detail on the science behind the assessments his company designs -- and how, just as much as they can hel...

  • Added: Nov 21, 2021
  • Length: 28:25