Baker Communications Partners with Maureen Metcalf
for the Distinguished Sales Leader Series!
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The pace of change in the world is increasing exponentially and shows no sign of slowing down.
Leadership is evolving and requires more and more innovative leaders to keep up. Many leaders
update what they lead but not how they think about and act as leaders. They become outdated. This
matters because leadership creates strategic advantage.
This series features interviews with business executives, thought leaders and academics in a wide
range of industries to discuss how they are bringing innovation to transform their challenges into
opportunities. The application of proven concepts and tools that may be applied to build your
organization and deliver sustainable success are presented and discussed.
Be sure to tune in every 1st and 3rd Saturday of the month for new episodes.
Volume 3
The churn rate of salespeople leaving their jobs is over 50% in many organizations. Can a sales leader
improve those odds? Yes — by using data science to drive decisions in hiring, training, coaching, and
onboarding members of your sales or development team. Marcela Piñeros of Stripe and Joe DiDonato of
Baker Communications share their real world examples of how data helps pinpoint areas of sales skills
that need to be addressed at a more granular level — and how that shift in thinking can help you raise
your sales team’s revenue contributions in a drastically shorter period of time.
Volume 2
The COVID pandemic crushed sales for many businesses, but not at AVI Systems. When building a world.class sales team, an organization needs to implement a formal sales process proven to improve sales
performance. This formal sales process is like the back office for sales. Joe DiDonato (BCI) and Don Mastro
(AVI Systems) join Host Maureen Metcalf to discuss their experiences, as well as the case study they wrote
about what Don did to get his AVI Systems team through the pandemic — and then skyrocket sales.
Volume 1
Good assessments can provide fresh insights into the strengths of your top performers — And ways to
build those strengths in the rest of your team. Allison Duquette of CampusLogic Discusses her real-world
use of assessment tools with her sales team, along with the refreshing surprises encountered along the
way! Host Maureen Metcalf is joined by Allison Duquette of CampusLogic on her experiences boosting her
sales team with assessments, along with Joe DiDonato of BCI, who provides a framework for the
assessment process.
