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CEO of E3 Performance Solutions, Raymond Cardinale takes center stage in our latest podcast episode, bringing with him a wealth of knowledge from his 30-year voyage through the sales industry, from the hustle of New York City streets to the structured halls of Xerox. As the mastermind behind E3 Performance Solutions, Raymond doesn't just tell his story – he opens a playbook of strategies and wisdom that can reshape the way we approach sales excellence.
Raymond discusses his transition from an entrepreneurial environment, where selling was essential for survival, to the structured corporate culture of Xerox. Mentored by seasoned professionals, he learned the importance of being a producer and focusing on results. Xerox emphasized the significance of processes over people, teaching Raymond to prioritize scalable and efficient systems. Winning the prestigious Hustle Award twice, Raymond credits Xerox for instilling in him the drive to hustle and the ability to drive behaviors through activity rather than solely focusing on outcomes. These lessons continue to shape his approach to leadership and evaluation, emphasizing the enduring impact of his time at Xerox.
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Raymond delves into the critical topic of coaching and training effectiveness, particularly in scaling skills and closing deals more consistently. As the founder of a behavioral training company, he highlights the common challenge faced by managers in developing their teams while juggling time constraints. Recognizing the gap in traditional managerial skills, Raymond's company provides tools to facilitate ongoing development without requiring excessive time commitments. Drawing parallels to professional sports teams' continuous practice, he stresses the importance of consistent skill-building beyond initial training phases. Reflecting on his experience at Xerox, Raymond emphasizes the significance of maintaining consistent activities to achieve performance targets, underscoring the necessity of honing essential skills for success.
Paul and Raymond explore the crucial aspect of enabling managers to excel in their roles and develop their teams effectively. Drawing from Paul's experience in nurturing talent within his own business, they discuss the often-overlooked importance of investing in coaching and ongoing support, as opposed to merely enforcing processes. Raymond shares insights from his company's work with large corporations like ADT, where they've encountered resistance to change but ultimately demonstrated the value of their field-generated tools in driving success. Highlighting the necessity of consistent skill-building and communication, Raymond emphasizes the role of proactive leadership in maintaining team effectiveness and cohesion.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
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