In this Predictable B2B Success podcast episode, we have a fascinating conversation with Alan Versteeg, a sales coaching and management development expert. Alan shares his insights on the power of having a framework for coaching, how to create behavior change through questioning, and the importance of discipline in achieving success in sales. But it wasn't always smooth sailing for Alan. 

In fact, he got fired from four sales jobs before finding his true passion for driving growth through developing sales managers. We dive deep into the world of coaching and discover how it can be the secret weapon for sales organizations. 

Alan debunks Hollywood's portrayal of sales professionals and reveals the key attributes that make top performers stand out. Don't miss this episode as Alan challenges the status quo and shares practical strategies for achieving predictable success in B2B sales. Get ready to learn, grow, and be inspired. It's time to unlock your full sales potential with Alan Versteeg on Predictable B2B Success!

Some areas we explore in this episode include:

The importance of having a framework for coaching managersThe speaker's journey from engineering to salesThe role of the reticular activating system in shaping thinking and behaviorThe goal of coaching to create a shift in behavior, not just impart knowledgeThe distinction between setting goals and setting expectations in sales organizationsThe correlation between coaching and increased control, winning more deals, and maintaining a healthy sales pipelineThe blind spots in organizations' approach to coaching and managing pipelinesThe framework for assessing value, volume, velocity, and shape in sales pipelinesThe importance of discipline and establishing a culture of execution in achieving successThe traits, mindset, and skills of top-performing sales professionalsAnd much, much more.