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Developing a Performance Mindset in B2B Sales with Joe Eskenazi

Developing a Performance Mindset in B2B Sales with Joe Eskenazi

Revenue Builders vor 1 Jahr

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59:48

In this episode of the Revenue Builders Podcast, hosts John
McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue
Officer at Kong. Joe discusses the importance of developing a
performance mindset over a knowledge mindset in sales,
emphasizing the focus on outcomes and achieving goals. He shares
insights into training and development practices that enhance
sales performance, including preparation, role-playing, and
handling objections. The discussion also explores the role of
intuition, human behavior, and the application of AI in
optimizing API management. Joe highlights how these practices
have cultivated a high-performing, collaborative culture at Kong
and underscores the company's hiring objectives.

ADDITIONAL RESOURCES

Learn more about Joe Eskenazi:

https://www.linkedin.com/in/joeeskenazi/

Read Force Management’s Guide to Embedding AI In Your B2B
Sales Organization:
https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist:
https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:
https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:45] Performance Mindset vs. Knowledge Mindset

[00:02:31] The Art and Science of Sales Mastery

[00:05:38] Training and Developing Sales Skills

[00:07:21] Handling Objections and Building Confidence

[00:17:19] The Importance of Intuition and Experience in
Sales

[00:30:27] Slowing Down the Conversation

[00:31:18] The Importance of Experience in Sales

[00:33:04] Preparedness Reduces Stress

[00:35:12] The Role of Development in Sales

[00:40:19] The Power of Role-Playing and Team Exercises

[00:48:56] Empowering Your Team to Solve Problems

[00:50:14] The Impact of a Performance Mindset

[00:54:37] Kong's Role in the API Revolution

HIGHLIGHT QUOTES

"The best leaders focus on the how in sales."

"Our development often focuses on what could go right; the real
bar is how you handle things when they don’t."

"Skills need to be done hundreds of times, if not thousands, to
be performed flawlessly."

"Openers are closers; the groundwork you lay in the beginning
determines your success."

"You empower people by recognizing and rewarding the behavior you
want to see."

"You have to give them the way. But make it simple."

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

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Force Management