Dave Rubinstein shares his no-nonsense approach to building a successful sales culture, discussing the importance of effective onboarding, precise hiring practices, and consistent leadership. He introduces the "One Thing" methodology, a concept that drives focus and results by narrowing down the core task that makes everything else easier. Dave also talks about his MATH framework, a way to quantify sales challenges and move deals forward. Tune in to hear Dave explain the pitfalls of a frictionless sales process and the balance between trust and accountability!
Listen to the full episode:
Chapters
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00:00:00 - Caring Leadership: Why the Little Things Matter
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00:00:55 - Welcome to The Rising Leader Podcast
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00:01:07 - Meet Dave Rubinstein: A Sales Leader’s Journey
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00:01:33 - Crafting a Winning Sales Culture
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00:03:43 - Onboarding and Training: The Cornerstones of Success
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00:08:35 - The One Thing Methodology: Focus that Drives Results
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00:10:32 - Hiring Right: Strategies for Building a Strong Team
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00:12:33 - Leadership Impact: The Power of a Personal Touch
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00:17:33 - Building a High-Performing Sales Team
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00:19:06 - The Real Problem in Sales: Identifying the Core Issues
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00:22:45 - Defining the Problem: The Key to Successful Sales
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00:24:04 - The Four-Step Question Framework: A Tool for Sales Mastery
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00:26:47 - Conversational Selling: A Better Way to Close Deals
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00:29:12 - Find the Friction: The Missing Piece in Your Sales Strategy
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00:33:53 - Soldiers and Magicians: Understanding Your Sales Team
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00:37:35 - Accountability in Leadership: Building Trust and Results
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00:44:24 - The Rising Leader: Focus and Operating Rhythm
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00:46:01 - Wrapping Up: Stay Connected with Dave Rubinstein
Links and Resources
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Dave on Linkedln