Sales Talk for CEOs: The Danger of CEOs Undermining Sales with Larry Mandelberg (S4Ep18)

Aug 1, 2023 | Sales Talk for CEOs Podcast

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00:53:10

Sales Talk for CEOs: The Danger of CEOs Undermining Sales with Larry Mandelberg (S4Ep18)

Are you a CEO perplexed by your company’s stagnant sales?

The solution may lie within your own actions.

According to the insightful Larry Mandelberg, renowned author of “Businesses Don’t Fail, They Commit Suicide,” CEOs often become detached from the sales process and unknowingly hinder their team. Alice Heiman Click to tweet

The consequences of this disconnect are substantial, forcing CEOs to look at things differently and shift their attention from driving revenue to providing unparalleled value to their customers.

Larry’s extensive experience has revealed that by making this shift, CEOs can cultivate satisfied customers who will, in turn, refer others and propel business growth.

However, this change in focus necessitates a shift in mindset and a willingness to prioritize customer needs above short-term gains.

Additionally, Larry emphasized the importance of having a clear purpose and its profound impact on revenue.

Understanding the value the organization delivers, who it is delivered to, and how it is delivered is paramount in establishing a thriving enterprise.

Listen to the podcast below or on our YouTube Channel

Chapters

[02:25] CEOs may be undermining sales by not focusing on delivering value

[07:01] The role of the CEO in sales culture

[09:45] CEOs stepping on toes in sales process

[13:08] Guidelines for bringing the CEO into sales calls

[24:23] CEOs should always ask questions and play stupid

[28:17] The need for Sales, Accounting, and Finance to sit down and reimagine the way payments are made

[31:21] The CEO’s responsibility in making sure different areas of the organization are communicating and looking for ways to make each other’s jobs easier

[35:30] Practical advice for CEOs, including interdepartmental conversations and scheduling them based on the sales cycle

[43:31] Inviting customers to visit the office to gain empathy for the work done

[48:14] The importance of clarity in speaking to a specific market and revisiting the mission statement frequently

About Guest

Larry Mandelberg is a consultant, speaker and author with “more than 150 years of combined business experience.” A natural problem solver, Larry represents the 5th generation of his family’s business. He started working at a young age where he learned from his father before and after school. Larry is an effective catalyst for change who has solved intractable problems and achieved new levels of efficiency and success for businesses in multiple industries. A prolific writer, Larry has published more than 80 columns. His first book, Businesses Don’t Fail, They Commit Suicide is scheduled for release in early 2018. A sought-after speaker, he has delivered more than 60 business-changing keynotes and workshops.