Episode 92

The Billion Dollar Secret to Sales Team Success with Helen Fanucci

Published on: 16th November, 2022

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Highlights

  • [01:00] - Journeying from a career in engineering to managing billion-dollar teams.
  • [03:42] - Ensuring sales leadership success by employing a team/community mentality.
  • [08:00] - The turbulent road to becoming a sales leader.
  • [11:18] - What marketing can teach us about excellence in sales management and leadership.
  • [13:54] - Lessons she learned from working in a non-employee-centric work environment.
  • [17:01] - An overview of the guide she wrote for sales managers to lead more effectively.
  • [26:24] - Empathy and compassion: How they shaped her approach to sales leadership.

In this episode of the Transformed Sales Podcast, I had a chat with the Customer Success Sales Leader at Microsoft, Helen Fanucci. Helen is an MIT-trained engineer who has built her reputation and career managing teams responsible for billions of dollars of quota. She developed the Love Your Team system of sales management over a 25-year career on the front lines at top tech companies including Apple, Sun Microsystems, IBM, and Microsoft. Helen is the author of “Love Your Team, A Survival Guide for Sales Managers in a Hybrid World”, which launched on Nov 1st 2022 on Amazon. 


The book is a conversation-by-conversation survival guide for sales managers who want to thrive in a world where their top talent can walk out the door without taking a single step. She also hosts the Love Your Team podcast, which focuses on retaining top talent and building high-performing teams. Get ready to take notes as Helen shares a powerful sales team leadership secret that will help you not only build stronger team culture and grow revenue but also create long-term customer value and relationships.


Quotes


“Sales isn’t really an individual sport particularly in business-to-business selling” - Helen Fanucci


“One thing that really undermines a seller’s effectiveness is to make stuff up and talk about things that they don’t know about because to foundational to selling is really to be able to build trust with the customer” - Helen Fanucci


“If we as individuals have something going on, we can't show up well for our customers or our work” - Helen Fanucci


Resources Mentioned:


Learn More About Helen Fanucci in the Links Below:


Connect with Wesleyne Greer:

  • Wesleyne’s Website - https://transformedsales.com/
  • Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
  • Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
  • Wesleyne on Twitter - https://twitter.com/wesleynegreer
  • Email Her at wesleyne@transformedsales.com
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About the Podcast

Transformed Sales
Transforming Sales Managers to Lead Using Behavior-Based Skills Development
As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult.

The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams.

You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported.

Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices