Chris McDonell is the President and CEO of McDonell Consulting Group/Sandler Training, a global sales training and consulting firm. Using the “Sandler system,” Chris trains and develops leaders and salespeople so they can excel in their careers. Additionally, he helps organizations avoid hiring mistakes. Colleen and Chris discuss turnover, digital fluency, recruiting pitfalls, marketing content, and the evolving buying process.

0:00 Intro

1:10 Chris’s background

2:00 Focus of leaders

7:15 Cost of turnover

7:48 Recruiting pitfalls— job posting, behavioral interviewing, biases  12:23 Proactive and reactive recruiting

14:54 Sales professionals

17:02 O.C.D. One Contact Disorder

17:49 Digital fluency

24:04 Online content to help buying process

27:10 Selling at large companies

29:10 K.A.R.E. Keep, Attain, Recapture, Retain

31:45 Digital Tools, LinkedIn Sale Navigator

34:34 Connect with Chris

36:06 Outro

Mentioned

https://www.underarmour.com/en-us/

hubspot.com

vidyard.com

business.linkedin.com/sales-solutions

Chris McDonell

https://www.mcdonell.sandler.com

https://www.linkedin.com/in/chrismcdonell/

Intero Advisory Founder and CEO Colleen McKenna

https://www.interoadvisory.com

https://www.linkedin.com/company/interoadvisory/

https://www.linkedin.com/in/colleenmckenna/

Instagram @interoadvisory 

colleen@interoadvisory.com