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The Secret Thoughts of CEO's Podcast

Mar 22, 2021

Ted Kulawiak is the author of “21 Lessons Learned in Sales Management”, and he was MY first sales trainer almost 30 years ago. He’s now taking the wisdom of his 30+ year experience in higher education and various sales management roles to the world. If you own any business, sales play a critical role. In my own 25+ years experience in sales, I’ve seen some of the best and some of the worst in sales management. Ted and I talk about the things most people don't talk about when it comes to sales management but make all the difference in the world. This episode has a lot of nuances in regards to what good leaders do. It’s also a great listen for anyone leading a business. 


What you’ll learn in this episode:


  • The most important piece of advice I learned from Ted 30 years ago that I still use today
  • How to know when you need a Sales Manager
  • Where most businesses fail when it comes to leading their sales people
  • When and how to lead sales people and when to  manage them
  • Why behaviour change is vital in improving sales
  • Why not all data is created equal
  • How to build a strong sales team based on what you are selling
  • How self-worth affects sales
  • What happens when you try “not to be pushy” and how this strategy does not work
  • Why sales scripts are usually  bogus



Book- “21 Lessons Learned in Sales Management”

Book- “The Four Disciplines of Execution”

Ted’s LinkedIN-

Ted’s Twitter-

Ted’s website-