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 Expert03:05 Brian's Journey from Healthcare to Cisco05:46 The WYMN Sales Model: Building Relationships09:24 The Role of Fractional Sales Leadership16:47 Engaging Your Sales Team in Virtual Meetings17:14 Essential Tools for Virtual Sales Management18:06 Transformative Sales Management Examples19:23 Creating Effective Sales Strategies20:41 Challenges in Sales Leadership Tenure24:08 Common Mistakes in Sales Team Management25:36 Aligning Sales with Other Departments26:41 Coaching Sales Reps and Teams27:40 Hiring Fractional Sales Leaders28:50 Future Trends in Sales Leadership31:26 Rapid Fire Questions with Brian32:33 Conclusion and Contact Information

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