Communicating Like a Leader with Kevin Haverty

Communication is a critical element of any team. Today, our guest
Kevin Haverty, Vice Chairman of the Global Public Sector at
ServiceNow, talks about the importance of consistent and
approachable communication as a sales leader. Drawing on over 15
years of sales leadership experience and his background as a
veteran, Kevin shares insight on communication styles that he’s
seen drive success across his career. His conversation with John
McMahon touches on recruiting, leading by example, and increasing
value for customers. Tune in for lessons on building a stronger
and more collaborative team on this episode of Revenue Builders.



 


Here are some key sections to check out:


07:25 Developing executive presence


23:50 How do you stay in touch with your reps?


36:35 The power of being a good listener


45:20 Recruiting and hiring a great salesperson


49:50 Managing teams with effective communication as a leader


55:55 Help your customers gain value


Additional Resources:


Connect with Kevin Haverty on LinkedIn:
https://www.linkedin.com/in/kevin-haverty-0a74091/

Leading Sales Teams Through a Challenging Economy
https://forc.mx/3JpLFJY

Five Characteristics that Build Successful Leaders
https://forc.mx/42U1y1Q



QUOTES


Recruiting as a leadership must-have: “Recruiting, it’s probably
your most important sale. Look at your biggest deal. Hiring a
great salesperson, if you’re a manager, is way more important
than your biggest deal. Because that person is going to affect
dozens of deals, and if they don’t make it, that’s probably going
to set you back for a year… So that’s when you should really be
turning on your charm; that’s when you should really be selling –
is landing that great prospect.”


Advice for young leaders on handling rejection in a tough
economy: “Don’t retract and lick your wounds because it’s tough.
You gotta stay in the game and just persist. Tough times are made
for tough people, and they are the ones who are going to come out
the other side – and be better for it. We’ve been through these
cycles, and every time we hit these tough times, people get
shedded and some leave the industry. But the ones who have great
careers are the ones that persist and find a way to grind through
it.”


If you're confused, there are probably others who are confused
too: "Confused people don't buy. If you have a customer and your
product pitch is confusing them, you're not getting the deal. And
so we all have a lot coming at us, so we've got to keep it
simple. We've got to just have the language be crisp and
communicate to be understood, don't communicate to sound
sophisticated or to use all the buzzwords."


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064


HOST: John McMahon 


GUEST: Kevin Haverty


Revenue Builders Podcast