The Business of Sales Consulting & Training with Ken Lundin #016

Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode.

#salesconsultantpodcast #salestraining #salesconsultant #saleseffectiveness #entrepreneurship

Time Stamps:

[1:00] Ken talks about the inflection point of when he transitioned from VP of Sales to Sales Consultant.

[3:00] He explains the idea that, “a Sales Leader’s goal in life is to break shit”. A healthy amount of friction will always exist.

[7:00] “Model the behavior you want and that’s how you get change in an organization”.

[9:40] Ken shares the current inflection point that he’s working through as he builds RevHeat.

[11:10] The business of sales consulting and the things behind the business so that you can scale.

[14:53] Advice to sales consultants: A bad client fit is always a bad client fit. There’s almost no amount of money in the world that’s worth taking that.

[16:13] What makes a bad client for his practice and sales consultant clients in general. You have to be able to look at the client’s mindset as well as their skillset.

[18:36] The situations when clients normally hire a sales consultant.

[21:00] Sometimes revenue leaders have a philosophical belief against hiring someone from outside like a sales consultant.

[22:20] $70B was spent on sales training last year and only a small portion was spent on designing custom curriculum for getting reps from their current state to an ideal future state where they are selling more effectively.

[23:28] Ken describes how clients can get in their own way and prevent themselves from extracting the full value from an engagement with him and his team.

[35:00] Shares how he gets better as a sales consultant. You might think it’s the curriculum his team is creating but his approach is actually a little different than that.

[39:00] Reveals his plan for RevHeat Academy where they will be enabling sellers wherever they are and with whichever device they’re using through a privately branded application.

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