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084: Brian Sullivan: They all had their political agendas

Home/Podcasts/084: Brian Sullivan: They all had their political agendas

084: Brian Sullivan: They all had their political agendas

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Brian Sullivan Show Notes

Brian Sullivan worked for an organization that would bring together an executive committee to make decisions on business they wanted to pursue. Because of all of their political agendas, the system wasn’t serving the company or customers very well. That’s when Brian pioneered a more customer-centric approach to sales that helped them to win better deals and avoid pursuing the bad deals.

Brian was born in Baltimore, Maryland with two older brothers and an older sister. He grew up playing lacrosse, tending bars, waiting tables and eventually he received his undergraduate degree and his MBA in Marketing from Loyola University Maryland.

He began his professional career with Xerox Corp., where he learned a great deal about needs-based selling and client focus in an energized, team selling environment. After moving on from Xerox, he began his 30-year career with Cap Gemini in a sales role but soon moved on to leadership and management positions serving clients and growing business with this Paris-based global consulting firm.

While at Cap Gemini, Brian became familiar with the Sandler Selling System and joined Sandler in 2012 to develop Sandler Enterprise Selling, the subject of the book he co-authored with CEO, Dave Mattson, Sandler Enterprise Selling – Winning, Growing and Retaining Major Accounts. Brian is currently the Vice-President of Sandler Enterprise Selling and responsible for the program’s operation worldwide.

Brian is a lifelong runner that lives in Phoenix, Maryland with his wife Cyndi. They are the parents of three daughters and the grandparents of Quinn and Max.

Tweetable Quotes and Mentions

Listen to Brian Sullivan and get over the hump on the @FastLeaderShow Click to Tweet 

“Selling is really about having a clear understanding of the needs of the people you deal with.” -Brian Sullivan Click to Tweet

“Clearly understand the needs of people you’re with so you know how to help them.” -Brian Sullivan Click to Tweet 

“Understand the needs of the people on your team so you can marshal them effectively.” -Brian Sullivan Click to Tweet 

“A decision to move forward or to stop moving forward; both are gifts.” -Brian Sullivan Click to Tweet 

“Make early exists or early acceleration.” -Brian Sullivan Click to Tweet 

“You don’t have unlimited resources to help you win a deal.” -Brian Sullivan Click to Tweet 

“Understanding the level of risk you’re facing will give you the gift of exiting the process.” -Brian Sullivan Click to Tweet 

“It’s really about having a solid process to help you make decisions.” -Brian Sullivan Click to Tweet 

“Go after business based on what’s best for the client.” -Brian Sullivan Click to Tweet 

“Don’t confuse sales and delivery.” -Brian Sullivan Click to Tweet 

“Bring the delivery folks into the decision early on.” -Brian Sullivan Click to Tweet 

“Do what you’ll say you’ll do.” -Brian Sullivan Click to Tweet 

“Have a mindset of responsiveness for the people that you serve.” -Brian Sullivan Click to Tweet 

“We all better be making mistakes.” -Brian Sullivan Click to Tweet 

“You win or you learn.” -Brian Sullivan Click to Tweet 

“Be flexible and willing to stray from the plan.” -Brian Sullivan Click to Tweet 

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Hump to Get Over

Brian Sullivan worked for an organization that would bring together an executive committee to make decisions on business they wanted to pursue. Because of all of their political agendas, the system wasn’t serving the company or customers very well. That’s when Brian pioneered a more customer-centric approach to sales that helped them to win better deals and avoid pursuing the bad deals.

Advice for others

Make early exists or early acceleration using a system to help guide you.

Holding him back from being an even better leader

The challenge of keeping pace with technology and social media.

Best Leadership Advice Received

Do what you’ll say you’ll do.

Secret to Success

It’s having a service mentality and a mindset of responsiveness for the people that I serve.

Best tools that helps in business or Life

I have two of them; there’re my ears.

Recommended Reading

Sandler Enterprise Selling:  Winning, Growing, and Retaining Major Accounts

Black Box Thinking: Why Most People Never Learn from Their Mistakes–But Some Do

Contacting Brian

email: brian.sullivan [at] sandler.com

LinkedIn: https://www.linkedin.com/in/brian-sullivan-8a33593

Resources

54 Emotional Intelligence (EQ) Competencies List: Emotional Intelligence has proven to be the right kind of intelligence to have if you want to move onward and upward faster. Get your free list today.


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By | 2016-10-31T16:06:22+00:00 August 31st, 2016|Podcasts|0 Comments

About the Author:

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Your Fast Leader Show host is Jim Rembach. Jim is a panel expert with the Customer Experience Professionals Association (CXPA) and spent many years in contact center operations and leverages this to help others. He is a certified Emotional Intelligence (EQ) practitioner, Certified Employee Retention Specialist, Certified Better Place to Work Expert, and frequently quoted industry expert.