In today's episode of the Best Sellers Podcast, host Doug Deak chats with Brian Panosian, principal consultant, trainer, and fractional sales leadership practice leader at the Sales Coaching Institute. Brian shares insights from his journey, starting from Procter and Gamble to becoming a sales executive at Cisco, and finally to a sales coach. He discusses key elements like the importance of building relationships, establishing trust, and understanding the customer's needs. Brian introduces his sales model 'WYMN' (Who You Met New) and explains its impact on building client relationships. The episode also delves into how fractional sales leadership can benefit businesses, tips for integrating with existing teams, and the importance of alignment between sales and other departments. Brian emphasizes the need for continuous learning, closing deals effectively, and avoiding common sales mistakes. The rapid-fire round at the end gives a quick glimpse into Brian's practical advice for aspiring sales professionals.

01:46 Meet Brian Pian: Sales Leadership Expert
03:05 Brian's Journey from Healthcare to Cisco
05:46 The WYMN Sales Model: Building Relationships
09:24 The Role of Fractional Sales Leadership
16:47 Engaging Your Sales Team in Virtual Meetings
17:14 Essential Tools for Virtual Sales Management
18:06 Transformative Sales Management Examples
19:23 Creating Effective Sales Strategies
20:41 Challenges in Sales Leadership Tenure
24:08 Common Mistakes in Sales Team Management
25:36 Aligning Sales with Other Departments
26:41 Coaching Sales Reps and Teams
27:40 Hiring Fractional Sales Leaders
28:50 Future Trends in Sales Leadership
31:26 Rapid Fire Questions with Brian
32:33 Conclusion and Contact Information