CEO Sales Insights

Season Five Episode TenGuest: Tom Tonkin, CEO at The Conservatory GroupAbout Tom:Dr. Tom Tonkin PhD is an executive in Professional Services and Software Sales arena and has over 30 years of business and technology experience. He is currently serving as the CEO of the Conservatory Group as well as the Co-Founder and Dean of Students that the Sales Conservatory.  In addition, he is also the Head of Strategic Accounts at SAMI Games, the first crowd-sourced global solution for soft skills and the CRO at the Liderança Group offering consultative services that identify areas for sustainable growth with actionable strategies to ignite change.Dr. Tonkin holds a Ph.D. in Organizational Leadership from Regent University (Virginia Beach, VA) as well as a Master of Science in Organizational Leadership, with a focus on Leadership and Management from Regis University (Denver, CO). Dr. Tonkin holds multiple business certifications and is a leadership expert.  In addition, Dr. Tonkin was an Adjunct Professor at the Forbes School of Business at Ashford University where he taught Leadership in Organizations, Organizational Behavior and various other leadership and management courses.  Dr. Tonkin is an award-winning researcher and author with several blogs, articles, and interviews to his name focusing on Leadership, DE&I, Learning and Development, and Sales Acumen. You can learn more about Tom and reach out to him on LinkedIn here:https://www.linkedin.com/in/drtomtonkin/About The Conservatory Group:The Conservatory Group is an umbrella organization for The Executive Conservatory, The Business Conservatory, and the Sales Conservatory. The word conservatory comes from the meaning of preservation or a place to preserve. The world of business has become complex and requires greater levels of skill to navigate. The Conservatory Group and their partner organizations are here to help by converting the continuum of services from high-touch needs to daily interactions by subscription-based memberships.

Season Five Episode NineGuest: Sam Ovett, Co-Founder at Mobile Pocket OfficeAbout Sam:Sam Ovett was a professional whitewater guide who turned his passion for exploration into an obsession with business automation. He Co-Founded Mobile Pocket Office with his father. They help rapidly growing and established businesses grow by leveraging human resources in the form of automated business process in the five ares of business systems Attract, Convert, Fulfill, Delight and Refer to streamline productivity and increase revenue. Sam has translated his experience as a whitewater kayaker navigating Class V rapids to business ventures where he leads businesses towards profitability at scale while staying focused on risks that could jeopardize their bottom line - making him one cool dude!You can learn more about Sam and reach out to him on LinkedIn here:https://www.linkedin.com/in/samovett/About Mobile Pocket Office:Are you leveraging automation to enable your people? Or, are you leveraging people to learn automation? Mobile Pocket Office is leading the way in helping new and established businesses augment their human and technological resources to leverage growth and streamline productivity.Learn more about Mobile Pocket Office here:https://mobilepocketoffice.com/

Season Five Episode EightGuest: Ryan Estes, Co-Founder at KitcasterAbout Ryan:I am Ryan Estes, I'm the co-founder of Kitcaster. I validate and scale Kitcaster products.I have owned a media and marketing agency for the last 10 years. For eight of those years I hosted the founders podcast Talklaunch. Consistently ranked in the iTunes "Top 100" podcasts, I have recorded 300+ interviews with more than a quarter million downloads. I attribute $1M+ in revenue as a direct result from podcasts. I love podcasting. I believe the medium possesses a giant opportunity for entrepreneurs and I'm more than happy to discuss your prospects.I am married with two kiddos here in Denver. I enjoy training Brazilian jiu jitsu and capoeira, volunteering as a finance mentor, and I am an avid sportsman. Our mission is to put the world's top startup founders on the world's top podcasts and let them share their stories with a wider audience. If you have an amazing story to tell, we'd love to help you share it with the world.You can learn more about Ryan and reach out to him on LinkedIn here:https://www.linkedin.com/in/estesryan/About Kitcaster:Hire Kitcaster to manage your podcast appearances. Get on-demand podcast placements scheduled for you by professionals, for a flat monthly rate.Learn more about Kitcaster here:https://kitcaster.com/

Season Five Episode SevenGuest: Richard Smith, Co-Founder at RefractAbout Richard:Richard Smith is the Co-Founder and Head of Sales at Refract, software which enables sales leaders to rewind their conversations, and see how, and where their deals are won and lost. Refract now champions companies including Zoopla and Three Ie.Richard continues to further scale Refract, developing new SDRs and BDMs, and is responsible for the hiring, on-boarding and coaching of future sales leaders, in addition to overseeing revenue goals.You can learn more about Richard and reach out to him on LinkedIn here:https://www.linkedin.com/in/richard-smith-refract/About Refract:Refract empowers Sales Management to identify and immediately improve, costly mistakes, errors and missed opportunities their sales teams make every day.Learn more about Refract here:https://www.refract.ai/

Season Five Episode SixGuest: Paul Ross, CEO at Subtle Words that SellAbout Paul:Paul Ross is an author, speaker, trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he's taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks intostepping stones, and pain into passion.Paul's speeches and trainings have motivated audiences around the world to discover their power to design their own results. You can learn more about Paul and reach out to him on LinkedIn here:https://www.linkedin.com/in/speakerpaulross/About Subtle Words that Sell:If you and your team are tired of the same, worn out sales scripts, assumed closes, tag questions and other stale nonsense that no longer works and insults your prospect's intelligence, we might want to have a conversation. Learn more about Subtle Words that Sell here:https://www.speakerpaulross.com/

Season Five Episode FiveGuest: Maya Koss, Co-Founder at Coora MediaAbout Maya:I was born and raised in NYC. I lived in Europe for 8 years and traveled to almost 40 different countries. I've been told in business that I'm really good at starting new conversations. And finding the right solutions for my clients. I'm continuously searching and looking for the gap to fill. My personal goal in 2021 is to improve my networking skills. And build more meaningful relationships both professionally and personally.Currently, alongside my husband we run a consultancy firm. And our company is a Certified HubSpot Solutions Partner.You can learn more about Maya and reach out to him on LinkedIn here:https://www.linkedin.com/in/violettamayakoss/About Coora Media:Our goal is to help AdTech platforms, MarTech Saas companies, and Programmatic Agencies generate demand so that they could acquire more advertisers and publishers. What can a 40% increase in demand do for your business? With an increase in revenue, your AdTech business can focus on what matters most.Building brand authority, ensuring your customers are happy, and investing in product or service innovation. Coora Media is an AdTech focused full-service Certified HubSpot Partner specializing in HubSpot CRM implementation and business growth strategies.Learn more about Coora Media here:https://www.cooramedia.com/

Season Five Episode FourGuest: Johnathan Grzybowski, Co-Founder of PenjiAbout JohnathanJohnathan Grzybowski, is the Chief Marketing Officer and co-founder of Penji, an on-demand graphic design service that is fast, simple, and affordable.After experiencing first hand how difficult it was to find talented graphic designers for his business, Johnathan and his co-founder Khai launched Penji in 2017. Their goal was to provide an innovative solution by making essential tools and resources more accessible and affordable for entrepreneurs, business owners, and leaders.You can learn more about Johnathan and reach out to him on LinkedIn here:https://www.linkedin.com/in/grzybowskij/About PenjiPenji is an effective on-demand design service that provides unlimited selections of custom designs at a flat monthly cost. Clients are given unlimited design hours and revisions that undergo each project. With dedication to client interaction, Penji is dependable and responsive to all forms of work. Once a project is submitted, we are quick to deliver the design in 24-48 hours. Penji is uniquely rewarded for their social impact, in providing internships and opportunities to low income areas. Penji leverages on talent by collaborating with experts in Camden.Learn more about Penji here:https://penji.co/

Season Five Episode ThreeGuest: James Trezona, Founder at Rooster PunkAbout James:I started out working in tech for Hewitt's (now AON), Deutsche and then CSC, because tech was changing the world. I helped build systems that changed the way we engaged with our employers, changed people's jobs and shaped lives. On that journey it struck me that technology brands were awful at telling their stories, so I moved into tech marketing. Initially this was the marketing of technology, but then became the technology of marketing as well. I spent time at Saatchi & Saatchi and the Times fast-track 100 agency Tidalwave before becoming MD of top tech agency Mason Zimbler.You can learn more about James and reach out to him on LinkedIn here:https://www.linkedin.com/in/james-trezona/About Rooster Punk:Award-winning B2B Storytelling agency with a focus on transformational growth. We take a story-first approach to branding projects, content creation, campaigns, ABM and sales enablement. Learn more about Rooster Punk here:https://roosterpunk.com/

Season Five Episode TwoGuest: Dan Englander, CEO at Sales SchemaAbout Dan:Dan founded Sales Schema in 2014 to help marketing service companies reach new heights by aggressively focusing on new business.  Previously he was the first employee business development lead at IdeaRocket, and before that, Account Coordinator at DXagency.  He's the author of Mastering Account Management and The B2B Sales Blueprint.You can learn more about Dan and reach out to him on LinkedIn here:https://www.linkedin.com/in/danenglander/About Sales Schema:Sales Schema is a New York-based consultancy that helps mid-to-large marketing agencies drive new business. We execute done-for-you programs to generate consistent dealflow opportunities for our clientsLearn more about Sales Schema here:https://www.salesschema.com/

Hi, thanks for checking this out, and welcome to the fifth season of the CEO Sales Insights podcast.I'm your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about sales training.What's so interesting about sales training?Well, reps often hate it (unless they are bad reps and would rather do anything other than call on prospects and clients), most of it doesn't fit and/or doesn't stick, and company leaders often feel like it's something they have to do in spite of all of that.So this season is dedicated to the questions- Does sales training work? Have any of my guests seen results? And is there any one kind of sales training that seems better than others?We have some great guests this season to address that question, and a wide range of answers that I think you'll find interesting.So let's get to it and hear what the nine business leaders we interviewed about sales training have to say about the topic.As always the episodes in this podcast are short - one question per episode, same question to all of the guests for the whole season and just a few minutes each - so you can snack on a few or binge on the whole season for a wide range of perspectives on the question from the top of the org chart in less than an hour.So enjoy, and thanks for being here. I hope you enjoy listening to these even half as much as I enjoying making them!

Season Four Episode TenGuest: Ross Rich, Founder & CEO at AccordCurrently building inAccord.com to move B2B sales from Vendorship -> Partnership

Season Four Episode NineGuest: Robert Nickell, Founder & CEO of Rocket StationRobert Nickell is an accomplished real estate investor and serial entrepreneur in the business process outsourcing industry. He is CEO of Dallas-based Rocket Station, which he founded in 2018. Rocket Station recruits and trains college-educated Filipino professionals to fulfill a variety of remote roles at small to midsized American companies. Under Nickell's leadership, Rocket Station has become a multimillion-dollar company with 10% month-over-month growth since early 2020 and more than 700 Filipino team members.Rocket Station is the second BPO company Nickell has founded. For four years, he co-owned Dallas-based Investor Virtual Assistant Services, which provided outsourcing services specifically to the real estate vertical. Previously, he owned Dallas realty investment firm Greenro Homes.Nickell earned his BA in business and communications from the Austin College in 2009. You can learn more about Robert and reach out to him on LinkedIn here:https://www.linkedin.com/in/robert-nickell/About Rocket StationRocket Station is a leading business process-outsourcing provider. ​The secret weapon utilized by large companies is now accessible to small and medium sized businesses. Become more efficient and more effective while skyrocketing your margins! Learn how the best of the best utilize outsourcing as their way to stay ahead of the competition.Learn more about Rocket Station here:https://rocketstation.com/

Season Four Episode EightGuest: Neil Andersen, President & Co-Founder at A5 AdvisoryNeil describes himself as having a unique ability to identify opportunities and bridge various perspectives and viewpoints into collaborative and meaningful engagements. Over 20 years of experience in the implementation and execution of brand introduction, strategic business development, marketing strategy, sales education, relationship selling and channel development.You can learn more about Neil and reach out to him on LinkedIn here:https://www.linkedin.com/in/neilandersen/About A5 AdvisoryWe have helped executives deliver results by refining their strategy, clarifying their messaging and enabling their teams to succeed. We would love to see your team achieve these same results.Our approach focuses on turning strategy into action, helping the businesses we serve at every stage of growth, translating their ideas to operational success.We are passionate about results, but still practical about what is attainable. We are direct, straightforward and honest in our delivery and believe in collaboration across all levels of your organization.Learn more about A5 Advisory here:https://a5advisory.com/

Season Four Episode SevenGuest: Nastran Andersen, CEO at A5 AdvisoryNastran is an executive leader with over 23 years of experience in advisory services, a proven track record of collaborating across organizational boundaries, with a focus on building teams, gaining trust and driving results.You can learn more about Nastran and reach out to him on LinkedIn here:https://www.linkedin.com/in/nastran-andersen/About A5 AdvisoryWe have helped executives deliver results by refining their strategy, clarifying their messaging and enabling their teams to succeed. We would love to see your team achieve these same results.Our approach focuses on turning strategy into action, helping the businesses we serve at every stage of growth, translating their ideas to operational success.We are passionate about results, but still practical about what is attainable. We are direct, straightforward and honest in our delivery and believe in collaboration across all levels of your organization.Learn more about A5 Advisory here:https://a5advisory.com/

Season Four Episode SixGuest: Laura DiBenedetto, CEO of Vision AdvertisingLaura DiBenedetto is a TEDx speaker, success coach, podcaster, educator, and researcher. She started her first company at nineteen years old and went on to retire at thirty-seven, only to discover happiness wasn't what she thought it was.Her awakening and subsequent journey into true success, passion, pleasure, joy, and profound love of life inspired the book, The Six Habits. She has helped countless people to transform their lives through her public appearances, newsletters, books, and products.Laura grew up in a small town in Massachusetts, USA, and now lives on the Island of Maui in Hawaii, USA. You can find out more about her and sign up for her newsletter at lauradibenedetto.com You can learn more about Laura and reach out to her on LinkedIn here:https://www.linkedin.com/in/lldibenedetto/About Vision AdvertisingVision Advertising is a Massachusetts marketing company that specializes in social media, search engine marketing, video production, web site development, photography, email marketing, public relations, reputation management and much more. We cater to business-to-business, and business to consumer brandsLearn more about Vision Advertising here:https://www.vision-advertising.com/

Season Four Episode FiveGuest: Jeroen Corthout, Co-Founder & CEO at SalesflareAbout Jeroen and SalesflareJeroen is co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and fast-growing startup companies.Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to follow up on the leads for their software company in an easier way. They didn't like to keep track of their leads manually and built Salesflare, which pulls customer data together automatically and then actively helps you to follow up.It's now the most popular CRM on Product Hunt and top-rated on review platforms like G2 for its ease of use and automation features.You can learn more about Jeroen and reach out to him on LinkedIn here:https://www.linkedin.com/in/jeroencorthout/Learn more about Salesflare here:https://salesflare.com/

Season Four Episode FourGuest: David Dulany, Founder & CEO at TenboundFrom the Tenbound Website“Hi, I'm David Dulany.  I am a Sales Development program building specialist with deep experience building highly successful Sales Development (SDR) programs from scratch for technology companies.  I'm also the host of the Sales Development Podcast, the only audio forum dedicated to helping the Sales Dev Community get better, and Founder/CEO of Tenbound.”You can learn more about David and reach out to him on LinkedIn here:https://www.linkedin.com/in/davidkdulany/About Tenbound:Tenbound is a Research, Advisory & Events firm focused 100% on Sales Development. SDR/BDR/LDR/ADRLearn more about Tenbound here:https://tenbound.com/

Season Four Episode ThreeGuest: Amedeo Tarzia, President/CEO at Corum DigitalFrom Amedeo's LinkedIn Profile:“I am a 30 year entrepreneur in the vast and dynamic Information Technology sector. I founded my first technology company in 1985, a company which still thrives today and has seeded several spin-off technology ventures. I am known as a “value investor” and I have a keen eye for driving inorganic growth through the acquisition of underfunded and sometimes poorly managed, yet intensely innovative technology companies. As such, I have successfully completed numerous technology acquisitions, resulting in several technology spin-offs of my parent companies. I have also been on the other side of the fence in leading the acquisition of two of my own R&D companies, one to a major UK based software giant and the other to a US based Capital Investment Company.”You can learn more about Amedeo and reach out to him on LinkedIn here:https://www.linkedin.com/in/amedeotarzia/About Corum Digital:Corum Digital Corporation is an industry leader in the development of SaaS-Based Digital Signage Software, with a history of innovation that dates back to 2003 across two Digital Signage Platforms firmChannel and MediaTile.Learn more about Corum Digital Corporation here:https://corumdigital.com/

Season Four Episode TwoGuest: Adam Rubenstein, Founder & CEO at Traq365Adam Rubenstein is a serial entrepreneur who has built 3 successful companies. In his current role as CEO and Co-Founder of Traq365, he oversees Sales, Operations, and Legal. He most recently served as the Co-Founder & COO of MotionPoint Corporation. Mr. Rubenstein ran the sales organization, building MotionPoint from $0 to $40+ million annual revenue, with ARR of more than $18 million from 1,200 top-tier customers. Adam holds 19 patents for technologies associated with proxy-based website translation.Prior to MotionPoint, Mr. Rubenstein co-founded Convenience Products Corporation (“CPC”) to create a market for new technology-based products — prepaid calling cards and prepaid wireless. He conceived and implemented many of the merchandising, marketing, and technical innovations brought to retailers by the prepaid card industry. Convenience Products was purchased by ConQuest Telecommunications.Mr. Rubenstein's broad expertise includes conceptualizing and building cost-effective, scalable, rapid production and delivery processes for data management. He holds a bachelor's degree from The Colorado College and an MBA from The Wharton School of Business.You can learn more about Adam and reach out to him on LinkedIn here:https://www.linkedin.com/in/adamrubensteinceo/About Traq365:Traq365 is a new kind of sales tool, designed to help sales professionals master the human narrative in the sales process.Traq365's artificial intelligence helps analyze your conversations to point out opportunities, risks, tasks, and other highlights, and guides users to do what works best for them and close more deals. It provides the much-needed objective visibility into every sale that's been missing until now so sales leaders have a clear and accurate picture into each sale as well as the entire sales pipeline.Learn more about Traq365 here:https://www.traq365.com/

Hi, thanks for checking this out, and welcome to the fourth season of the CEO Sales Insights podcast.I'm your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about a topic that a lot of people talk about, but one that is rarely defined in a really clear way.And that's Corporate Culture.And more specifically, what is the impact of corporate culture on a high-performance sales team.We have some great guests this season to answer that question, and the answers range from sales culture to company culture to perspectives on culture that are not always the most common - but that can be hugely impactful.So let's get to it and hear what the nine business leaders we interviewed about culture and sales have to say about the topic.As always the episodes in this podcast are short - one question per episode, same question to all of the guests for the whole season and just a few minutes each - so you can snack on a few or binge on the whole season for a wide range of perspectives on the question from the top of the org chart in less than an hour.So enjoy! Next season we'll be talking about sales training - so keep an eye out for that, and thanks for being here. I hope you are enjoying listening to these even half as much as I enjoying making them!

Season Three Episode TenGuest: Chris Beall, CEO at ConnectAndSellFrom Chris' LinkedIn ProfileFor the past 35 years, I have been participating in software startups as a founder or at the very early stages of development. My focus has been on consistently creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or needing to read a manual.You can learn more about Chris and reach out to him on LinkedIn here:https://www.linkedin.com/in/chris-beall-7859a4/About ConnectAndSellConnectAndSell makes WFH for sales teams practical. Reps get 10x more conversations with decision-makers with zero effort. That makes prospecting - their most important job - fun and successful. ConnectAndSell gives managers perfect visibility, control, real-time coaching and continuous improvement - without violating anyone's privacy. And it can be experienced for free in our famous Intensive Test Drive without leaving the comfort of your own WFH setup!Learn more about ConnectAndSell here:https://connectandsell.com/

Season Three Episode NineGuest: Jon Ferrara, Founder & CEO of NimbleJon Ferrara, has been recognized for pioneering innovation in the customer management category.He's the founder and CEO of Nimble, an award-winning social sales, and marketing CRM for individuals and teams. It's Ranked #1 in Overall Satisfaction by G2 Crowd and integrates with Microsoft Office 365 and Google G Suite. Learn more at Nimble.com.Ferrara was the creator and co-founder of the award-winning customer management product GoldMine. In 1999, Goldmine got acquired by FrontRange and Ferrara left to pursue other interests. During those years, Ferrara continued to watch the CRM market. He saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved.You can learn more about Jon and reach out to him on LinkedIn here:https://www.linkedin.com/in/jonvferrara/About NimbleNimble is the industry-leading CRM for Office 365 and G Suite that builds award-winning contact management solutions for teams and individuals.Everyday, people use Nimble to successfully nurture their personal and business relationships across email, social networks and more than 90 cloud-based business applications. Ranked #1 in Overall Satisfaction by G2 Crowd, and #1 Small Business Sales and Marketing CRM by Fit Small Business, Nimble combines the strengths of traditional CRM, classic contact management, social media, sales intelligence and marketing automation into a powerful relationship management platform that delivers relationship insights everywhere you work.For more information or to sign up for a free trial, visit https://www.nimble.com/trial.Learn more about Nimble here:https://www.nimble.com/

Season Three Episode EightGuest: Marissa Waldman, CEO at LeaderologyMarissa is a respected industry executive with over twenty years of experience in managing and leading high performing teams and organizations. She is a business builder and strategic leader who intuitively understands her clients' and stakeholders' needs.Marissa's previous professional experience includes a high-value role as President of Brainard Strategy, leading the learning strategy for all sales organizations at Option One Mortgage, as well as over 13 years at Right Management Consultants as a Vice President of Regional Sales, a Client Services and a Career Management Consultant.You can learn more about Marissa and reach out to him on LinkedIn here:https://www.linkedin.com/in/marissawaldman/About LeaderologyLeaderology provides customized executive coaching and leadership development that meets individuals where they are, creating a tailored path to personal growth and professional success. Our process is not only refreshingly authentic, but safe and respectful, enabling clients to undergo a shift in their sense of self-awareness and empowering them to step fearlessly into their fullest leadership potential.Learn more about Leaderology here:https://www.leaderology.com/

Season Three Episode SevenGuest: David Wolfe, CEO at InguoDavid is the CEO and Founder of Inguo.io, Inc, an Automated Causal Analysis and Discovery firm. David is now leading the charge introducing this cutting edge Automated Causal Analysis and Discovery MLaaS platform that is disrupting data science. Through Inguo.io, David is changing the way we understand data science and insights in market research, public policy, manufacturing, pharma/health care and much more. You can learn more about David and reach out to him on LinkedIn here:https://www.linkedin.com/in/david-wolfe-ir/About InguoInguo is a groundbreaking automated causal discovery and simulation platform that provides researchers with complete data mastery for ROI-focused recommendations. Our platform produces outputs once reserved for Sr. Statisticians and Data Scientists. Inguo quickly and cost-effectively allows you to understand the WHYs behind your data and provide certainty to what was once based on elusive assumptions.Learn more about Inguo here:https://www.inguo.io/

Season Three Episode SixGuest: Chad Burmeister, Founder & CEO of ScaleX.ai“I'm Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. I empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. My fundamental belief is that “it takes a village” to train the greatest sales professionals in the world. This is why I launched ScaleX.ai to provide sales professionals with the toolkit to crush their quotas and SalesClass.ai to provide sales professionals with the mindset and skill set to go along with the toolkit.”You can learn more about Chad and reach out to him on LinkedIn here:https://www.linkedin.com/in/chadburmeister/About ScaleX.aiOpen your ScaleX Social Selling account within minutes to start enhancing your LinkedIn and Twitter outreach to generate dozens of sales leads and opportunities. Search for your ideal customers by using LinkedIn Premium or Sales Navigator and then select the level of engagement that you want to initiate. Once your ScaleX Social campaign has started, you can then expect dozens of replies every month, all generated on auto-pilot.Learn more about ScaleX.ai here:https://www.scalex.ai/

Season Three Episode FiveGuest: Barry Karch, Owner of The Real Estate Power HousesFrom Barry's Podcast WebsiteMy name is Barry Karch, and I've been a Realtor in El Paso, TX for 35 years. I am the Broker/Owner of a real estate company called The Real Estate Power Houses. My wife, Tammy, and I work together. I have consistently sold 90-100 homes per year, which puts me in about the top 5% of the industry. I have done this without a team. Just me – and a lot of help from Tammy.I have also done this without being a natural born salesperson. Far from it. I am a quiet person. If you met me, you'd probably never suspect that I was a Realtor.You can learn more about Barry and reach out to him on LinkedIn here:https://www.linkedin.com/in/barry-karch-01476615/About The Real Estate Power HousesThe Real Estate Power Houses is a real estate company for the new era embracing technology such as iPads, iPhones, electronic signatures, QR codes, & the internet to provide cutting edge service for our clients.Learn more about The Real Estate Power Houses here:http://www.therealestatepowerhouses.com/

Season Three Episode FourGuest: Josh Sweeney, Founder of FounderScaleJosh Sweeney is a seasoned entrepreneur, who's relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry.You can learn more about Josh and reach out to him on LinkedIn here:https://www.linkedin.com/in/sweeneyjosh/About FounderScaleFounderScale helps business founders grow successful sales organizations so that each founder can have a positive impact on their team, family and community. Our goal is to work with team members and clients who share our values. People who love what they do, take ownership, have an open mind when solving problems, and desire to go big in their endeavorsLearn more about FounderScale here:https://founderscale.com/

Season Three Episode ThreeGuest: Josh Millet, Founder & CEO at Criteria CorpJosh is the Founder and CEO of Criteria. He started the company in 2006 with a vision to create a SaaS-based pre-employment testing service that would make the highest quality employee assessment tools accessible to companies of all sizes. Prior to launching Criteria, Josh cofounded an online test preparation company, Number2.com, which was acquired by Xap Corp of Culver City, CA, in 2002. After the acquisition, Josh served as the President of Xap's test prep division. He has coauthored testing-related articles published in the Journal of Educational Computing and the American Psychological Society Observer. Josh holds a Ph.D. in history from Harvard University, where he was a Fulbright Scholar and a Mellon Fellow.You can learn more about Josh and reach out to him on LinkedIn here:https://www.linkedin.com/in/josh-millet-23ba192/About Criteria CorpCriteria is an assessment company dedicated to helping organizations make better talent decisions using objective, multidimensional data. By combining leading-edge data science with rigorous validation backed by I/O psychologists, we provide the most precise assessments available. Our suite of assessments is the most comprehensive on the market and covers aptitude, personality, emotional intelligence, and skills to provide the most robust picture of talent. Since launching in 2006, our assessments have been administered more than 20 million times through our user-friendly HireSelect® platform. Learn more about Criteria Corp here:https://www.criteriacorp.com/

Season Three Episode TwoGuest: Colson Steber, Co-CEO of Communications for Research, Inc.Colson has built a reputation as a trusted advisor within the research and insights community. As Co-CEO of Communications for Research (CFR) and Ag Access, he is primarily responsible for finance and new customer development. His main focus is on helping clients navigate complex research situations and putting those around him in positions to succeed and continuously improve. Colson joined CFR in 2012 and spearheaded the creation of Ag Access in 2020.You can learn more about Colson and reach out to him on LinkedIn here:https://www.linkedin.com/in/colsonsteber/About Communications for Research, Inc.CFR delivers clients individualized research solutions. Our focus is on providing honest, dependable and knowledgeable service that builds sustainable business relationships. We are experienced in various methods of data collection, recruiting, tabulations, panel management, and many more specific research services. The CFR team led by a dedicated project manager brings a valuable asset to your business that respects your quality, time, and budgetLearn more about Communications for Research, Inc. here:https://www.cfrinc.net/

Season Three Episode OneHi, thanks for checking this out and welcome to the third season of the CEO Sales Insights podcast.I'm your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about a topic that divides and frustrates many - sales tech.If you look at the number to tools available for tech these days it an be overwhelming, and many of the tools and tech are criticized for enabling a quantity over quality approach to sales so I was really interested to ask about it this season.The actual question I asked the guests this season is this:How important is technology to a high performance sales team and what is the one piece of sales tech you would hate to give up the most?Like the earlier seasons, I got a really wide range of answers and while some are going to be familiar and widely known, some were new to me and might be new to you - and some are not what you normally think about as sales tech but make a lot of sense when you think about them in that context.I won't give away any spoilers here, you'll have to listen for yourself - but as is always the case on this podcast, the episodes are short - one question, a few minutes each - so you can snack on a few or binge on the whole season for a wide range of perspectives on the question from the top of the org chart in less than an hour.So enjoy! Next season we'll be talking about corporate culture - so keep an eye out for that, and thanks for being here. I hope you are enjoying listening to these even half as much as I enjoying making them!

Season Two Episode Ten  Guest: Jake Dunlap, CEO at Skaled Consulting  About Jake:  As the Founder + CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Jake is a Linkedin expert and influencer, shaping the landscape of how marketing teams, sales teams, and executives sell and shape their personal brands through Digital Presence.  You can learn more about Jake and reach out to him on LinkedIn here:  https://www.linkedin.com/in/jakedunlap/  About Skaled Consulting:  Skaled Consulting helps with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies.  Learn more about Skaled Consulting here:  https://skaled.com/

Season Two Episode Nine  Guest: Justin Gray, CEO and founder of LeadMD  About Justin:  Justin is a serial entrepreneur serving currently as the CEO and founder of LeadMD, the world's largest marketing automation consultancy having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them to success. In addition to LeadMD, Justin is also the Co-Founder of PaidSuite, a SaaS payment technology provider, and Greyson Organics, an organic farm in rural Missouri he co-owns and operates with his father.  You can learn more about Justin and reach out to him on LinkedIn here:  https://www.linkedin.com/in/leadmd/  About LeadMD:  LeadMD is the #1 Performance Marketing Consultancy that leverages best-in-class technology to make your vision actionable and your outcomes measurable. Breaking down the typical siloes of technology and strategy, We collaborate with catalyst marketers and organizations to increase revenues, align teams, and engage your ideal buyers. We've helped more than 3,500 high-growth companies succeed by building revenue engines that scale on top of marketing and sales platforms like Marketo, Adobe, Salesforce.com, and dozens of others.  Learn more about LeadMD here:  https://www.leadmd.com/

Season Two Episode Eight  Guest: Ofer Yourvexel, CEO & Co-Founder at Pepperi  About Ofer:  Ofer Yourvexel is the co-founder and CEO of Pepperi, the B2B sales platform for brands and wholesalers. Prior to founding Pepperi, Mr. Yourvexel spent over 20 years in executive leadership positions with enterprise technology companies including Amdocs, Jacada, Enigma, and Tefen.  You can learn more about Ofer and reach out to him on LinkedIn here:  https://www.linkedin.com/in/ofer-yourvexel-4898a64/  About Pepperi:  Pepperi is an omnichannel platform for both online and in-store B2B sales and retail execution. Combining sales force automation, retail execution, route accounting and B2B eCommerce in an integrated out-of-the-box solution, our customers rely on Pepperi to plan, execute and analyze their B2B omnichannel sales  Learn more about Pepperi here:  https://www.pepperi.com/

Season Two Episode Seven  Guest: Kent Lewis, President and Founder at Anvil Media, Inc.  About Kent:  As President and Founder of Anvil Media, Inc., Kent is responsible for ensuring the company is living its mission and vision by managing overall corporate strategy, including operations, business development, sales and marketing.  You can learn more about Kent and reach out to him on LinkedIn here:  https://www.linkedin.com/in/kentlewis/  About Anvil Media, Inc.:  Anvil is an integrated marketing agency specializing in search engine marketing, social media and analytics. Anvil's experienced team is certified, published and speaks regularly at industry events. Anvil generates a measurable return-on-investment (ROI) by understanding and solving unique marketing and business challenges.  Learn more about Anvil Media, Inc. here:  https://www.anvilmediainc.com/

Season Two Episode Six  Guest: Jeff Bermant, CEO at Cocoon MDRTM  About Jeff:  Jeff describes his position as co-founder and CEO of Virtual World Computing as the culmination of his entrepreneurial career and and his work as a passionate advocate for a safer and more secure Internet. He spearheaded the planning and development of the flagship product, the cloud-based Cocoon browser. He serves as the chief fundraiser, team-builder, and ideas guy. Jeff counts it a privilege to work every day with people he admires for a product he believes in.  You can learn more about Jeff and reach out to him on LinkedIn here:  https://www.linkedin.com/in/jeffbermant/  About Cocoon MDRTM  Cocoon MDR™ (MyData Rewards™) gives users control over their data with an unprecedented way to monetize that data without sacrificing privacy. Cocoon MDR™ is an industry first, enabling users to cash in on a billion-dollar business of online data monetization.  Learn more about Cocoon MDRTM here:  https://www.vworldc.com/mdr_mobile_launch

Season Two Episode Five  Guest: Priscilla McKinney, CEO at Little Bird Marketing  About Priscilla:  Priscilla is the fifth of five girls. She and her sisters traveled the world singing which involved matching dresses, puppet shows and a lot of road trips. Thirty four houses, three countries, five states, four high schools and a degree in Cultural Anthropology later, Priscilla has miraculously found her way into her most ideal place in the world - at the intersection of MARKETING, BUSINESS and MARKET RESEARCH.  You can learn more about Priscilla and reach out to her on LinkedIn here:  https://www.linkedin.com/in/priscillamckinney/  About Little Bird Marketing:  Little Bird Marketing is a high-touch marketing firm specializing in digital marketing and the creation and distribution of quality content that directly aligns with your company's goals. If you're ready to see what your brand can do outside the cage, we should be your first call.  Learn more about Little Bird Marketing here:  https://littlebirdmarketing.com/

Season Two Episode Four  Guest: Jacques Sciammas, President, Executive Resources Group  About Jacques:  Jacques draws on a large company experience in various C-level roles (CFO, COO, CIO), including Chair of Capital Committees responsible for investments proposals, winning complex deals, and becoming a Trusted Advisor to the C-Suite  You can learn more about Jacques and reach out to him on LinkedIn here:  https://www.linkedin.com/in/jacques-sciammas/  About Executive Resources Group:  An international interim executive management firm that provides operational CEOs, COOs, and CFOs to large corporations and private equity firms to conduct senior-level assignments. Founded in 1997; European operations established in 2003.  Learn more about Executive Resources Group here:  http://www.ergeurope.com/

Season Two Episode Three  Guest: Andrew Butt, Co-founder & CEO of Enable  About Andrew:  Andrew Butt is the Co-founder & CEO of Enable, a modern, cloud-based B2B software solution for rebate management. Launched in 2017, Andrew and his co-founder, met twenty years ago while learning to fly helicopters. In March 2000, they formed their first business together, DCS E-Commerce, a profitable software engineering company, employing a team of 100. The company was ranked in the Sunday Times as the 50th fastest growing private technology company in Britain.  You can learn more about Andrew and reach out to him on LinkedIn here:  https://www.linkedin.com/in/awbutt/  About Enable:  Distributors, wholesalers, and manufacturers across over 50 industries now have an easy, seamless solution to execute and track their full range of trading programs. The company is backed by $16M in funding from notable Silicon Valley investors, Menlo Ventures and Sierra Ventures.  Learn more about Enable here:  https://enable.com/

Season Two Episode Two  Guest: Dave Walens, CEO/President at Exploring, Inc.  About Dave:  Dave has over 30 years of experience running businesses in the exhibit and event industry. His ability to think creatively yet strategically and his unwavering commitment to customer service have enabled him to assist numerous companies in creating and managing their trade show and event objectives, developing effective strategic programs, and implementing award-winning solutions.  You can learn more about Dave and reach out to him on LinkedIn here:  https://www.linkedin.com/in/david-walens-3bb35a9/  About Exploring, Inc.:  As a scenic development company from the construction side of things, Exploring Inc. works on intricately designed projects like giant baseballs for the Atlanta Braves stadium or larger than life props for the traveling Hamilton Exhibition.  Learn more about Exploring, Inc here:  https://www.exploring.com/

Season One Episode One  Hi, I'm David Masover, Host and Creator of this CEO Sales Insights podcast - welcome!   Like most people, I could go on for hours talking about myself, but that's not why you're here, right?  If I'm wrong, you can learn more about me at my web site where I talk about my sales consulting business - here is the link - https://davidmasover.com/ - or on LinkedIn where I post regularly about sales and sales leadership issues - here is the link to my profile there:  https://www.linkedin.com/in/masover/    OK, so now that we got that out of the way, let me tell you about this second season of the CEO Sales Insights podcast.  After the first season released, I got a lot of great feedback about the fast, funky, and unique format:    > One sales-focused question per episode    > Same question for all guests each season    > Guests are top of org chart (CEO, president, etc.)  In the first season, we went wide with the question - what one piece of advice would you give another CEO who was frustrated with sales performance and wanted to start turning things around.  Now in the second season, we focus on people with the question:  “What should you look for when you are hiring or promoting someone to lead your sales team”  Effective sales leadership is critical to sales success, so have a listen to what nine top B2B business leaders can share with you about this critical decision.  All of the answers are great, all are unique, and I hope you enjoy checking them out.  Got an idea for a great question to build a season around? Drop me a line at david@davidmasover.com.  Want to be a guest or know someone who would be? Please let me know.  Got some feedback about the podcast? I'd love to hear it.  I hope you enjoy this - and tell your friends. We don't hear enough from the top of the org chart about sales - let's change that!  ...and once again, Welcome to the CEO Sales Insights podcast!  -David

Season One Episode Ten  Guest: Jon Schram, President of The Purple Guys  ABOUT JON  As President of The Purple Guys, Jon is responsible for Strategic Management and the growth of the company. With over 25 years of Business and IT experience, Jon gets the business of business. Having built three successful startups, Jon knows how to leverage technology to support growth.  You can learn more about Jon and reach out to him on LinkedIn here:  https://www.linkedin.com/in/purpleguy/  ABOUT THE PURPLE GUYS  The Purple Guys offer Stress-Free IT Support to small and mid-sized businesses in Kansas City and St. Louis. We understand how frustrating it is when your IT goes down and the "IT helpdesk" is not very helpful. We make that go away with fast and friendly IT Support, all for a predictable price.   Learn more about The Purple Guys here:  https://www.purpleguys.com/

Season One Episode Nine  Guest: Támas Földi, Co-Founder & CTO of Starschema  ABOUT TÁMAS  Támas Földi co-founded and leads Central and Eastern Europe's largest Big Data-focused professional services firm, Budapest-based Starschema Ltd. A renowned scale-out expert, during his 5-year-long tenure as CEO he has managed impressive revenue and staff growth from 20 people to 200. In recent years Starschema was listed in Inc. 5000 Europe's Fastest-Growing Companies and Deloitte's “Technology Fast 50 Central Europe”, among others. Mr. Földi is also a three-time Tableau Zen Master Award winner and considered as one of the top 30 Tableau consultants worldwide.  You can learn more about Támas and reach out to him on LinkedIn here:  https://www.linkedin.com/in/tfoldi/  ABOUT STARSCHEMA  Starschema helps fortune 500 and other leading organizations use data to make better business decisions, build smarter products, and deliver more value for their customers, employees and investors. We dig into customers' toughest business problems, design solutions, and build the technology needed to compete and profit in a data-driven world.  Learn more about Starschema here:  https://starschema.com/

Season One Episode Eight  Guest: Mark Samuel, Founder and CEO at IWON Organics  ABOUT MARK:  Mark is the proud dad of two, a health and fitness enthusiast, and has 17 years of start-up experience. Mark is most passionate about his kids, working out, following a balanced nutrition lifestyle, growing IWON with an exceptional team, and supporting the youth organization, Heart of a Hero.   You can learn more about Mark and reach out to him on LinkedIn here:  https://www.linkedin.com/in/markalansamuel/  ABOUT IWON ORGANICS  IWON Organics is a health and wellness company that makes bold, flavor-infused snacks made from plant-based proteins like peas, beans and brown rice. IWON (I'm Winning on Nutrition) is focused on healthy snacking and successful, long-term eating habits based on the principles of balanced nutritional profiles, made up of healthy proteins, fats and carbohydrates. IWON's snacks can be found in over 5,000 stores nationwide, including Kroger's, Sprouts, Whole Foods (SoPac and NorCal regions), Vitamin Shoppe, GNC, Safeway, Brookshire's, and online at iwonorganics.com, Amazon and Thrive Market.  Learn more about IWON Organics here:  https://iwonorganics.com/

Season One Episode Seven  Guest: Kevin McCann, President & CEO of The Executive Strategy Group  ABOUT KEVIN:  Kevin has twenty-seven years of sales and management experience in the high-tech industry specializing in:  * Sales negotiation and objection management training  * Business development and partner program assessments  * Business model growth assessment  * Business Value Gap Assessment Program - Measuring perceptions of value vs. actual value  * Sales Value Proposition Development  * Marketing Success Assessment and Strategy Development  * Strategic sales team training  * Sales quota and compensation and assessment  You can learn more about Kevin and reach out to him on LinkedIn here:  https://www.linkedin.com/in/kevinamccann/  ABOUT THE EXECUTIVE STRATEGY GROUP  The Executive Strategy Group is a management consulting firm that works with growth-directed companies seeking to increase top-line revenue. We align your company's strategy with marketing and sales efforts to increase reach, maximize marketing ROI, shorten sales cycles and generate consistently growing revenue.  Learn more about The Executive Strategy Group here:  https://executivestrategygroup.com/

Season One Episode Six  Guest: Risto Klausen, Co-CEO and Co-Founder at INZMO  ABOUT RISTO:  Risto Kalusen is an entrepreneur and former professional superbike champion. He has over 5 years of experience in the insurance industry and now serves as the lead of IT- and Business Development at INZMO, an award winning insurtech company.  You can learn more about Risto and reach out to him on LinkedIn here:  https://www.linkedin.com/in/risto-klausen-b4926a9b/  ABOUT INZMO  INZMO enables you to get any personal insurance in seconds. No matter if you insure your motor-vehicles, smart devices, household, next trip or anything that is valuable to you. Not only have we created an excellent user experience, but we also help insurance companies to become more effective by reducing the costs of sales and administration and reducing the risk of insurance fraud.  Learn more about INZMO here:  https://inzmo.com/de/

Season One Episode Five  Guest: Jenny Knighting, Founder & CEO at Nutcracker Agency  ABOUT JENNY  Jenny is an experienced business leader with a demonstrated track record in delivering significant growth across different sectors and business sizes. Strong business and marketing strategist skilled in Digital Strategy, Business Coaching, Integrated Marketing, Creative Campaigns, and Sales.   You can learn more about Jenny and reach out to her on LinkedIn here:  https://www.linkedin.com/in/jenny-knighting-a948501/  ABOUT NUTCRACKER AGENCY  Nutcracker is an award-winning marketing agency with a unique approach to lead generation. We create connected strategies with measurability. Through content, social media, events and sales, we deliver campaigns that cut through the noise and deliver results. Our team brings together experts in each field to create marketing that connects with your customers.  Learn more about Nutcracker here:  https://www.nutcrackeragency.com/

Season One Episode Four  Guest: Ian Varley, CEO Eagle Business Credit  ABOUT IAN:  Ian Varley is the CEO of Eagle Business Credit. Working capital funding is a way of life for him and his can-do approach when crafting a facility for his clients has kept thousands of companies in business and helped them grow. He is passionate about helping small business in America and believes that discount factoring and financing receivables is the simplest way a business can fund itself.  You can learn more about Ian and reach out to him on LinkedIn here:  https://www.linkedin.com/in/ianwjvarley/  ABOUT EAGLE BUSINESS CREDIT  Launched in November 2013 Eagle Business Credit was founded to provide growth financing solutions for small and medium sized American businesses.   Our team's extensive experience is employed every day to understand our clients' and prospective clients' specific funding requirements in order to provide them with the best possible financing solution.  Learn more about Eagle Business Credit here:  https://www.eaglebusinesscredit.com/

Season One Episode Three  Guest: Sean Campbell, CEO of Cascade Insights  ABOUT SEAN:  Sean has been mentoring and educating business professionals for over 20 years. Whether it's the Fortune 50, unique startups, business school students, or the team at Cascade, he has greatly enjoyed any opportunity to train, educate, or mentor.  You can learn more about Sean and reach out to him on LinkedIn here:  https://www.linkedin.com/in/seancampbell/  ABOUT CASCADE INSIGHTS  With custom market research and marketing services, Cascade Insights helps companies seize opportunities in the B2B technology sector. Cascade works with everyone from enterprise tech stalwarts to up-and-comers in fields such as FinTech, MarTech, Health Tech, and more.  Learn more about Cascade Insights here:  https://www.cascadeinsights.com

Season One Episode Two  Guest: Ken Grohe, President and CRO at Weka  ABOUT KEN:  Ken is an experienced President & Chief Revenue Officer with a demonstrated history of Execution in the Productivity, Security, & Storage SaaS industries.  You can learn more about Ken and reach out to him on LinkedIn here:  https://www.linkedin.com/in/leveragegtm/  ABOUT WEKA:  Weka uses a modern storage architecture to solve today's biggest data-intensive problems.  Learn more about Weka here:  https://www.weka.io/

Hi, I'm David Masover, Host and Creator of this CEO Sales Insights podcast - welcome!  Like most people, I could go on for hours talking about myself, but that's not why you're here, right? If I'm wrong, you can learn more about me at my web site where I talk about my sales consulting business - here is the link - https://davidmasover.com/ - or on LinkedIn where I post regularly about sales and sales leadership issues - here is the link to my profile there   https://www.linkedin.com/in/masover/  OK, so now that we got that out of the way, let me tell you about this podcast.    It's a funny thing in the sales world - there is no shortage of opinions about sales in all kinds of places online and elsewhere, right?  Obviously, the gurus, authors, coaches, & consultants (like me) all have plenty to say...  ...and so do the reps, directors, VPs, & CROs.  But you know who we don't hear from much when it comes to sales questions?  The boss.  CEOs.  Funny enough - in spite of all of these opinions, it's often the CEO who approves a companies sales strategy, tech purchase, consulting gig, or training program - and yet, we just don't hear much from them.  So guess what - I created this podcast to change that!  Welcome to - the CEO Sales Insights podcast!  Every other month or so, I'll drop a season in which a handful of CEOs of B2B selling companies will answer a single question with a short answer.  Think season binging in less than 60 minutes, and a variety of top-of-the-org-chart answers to sales questions that affect the entire organization.  Here in this first season, I ask nine diverse and seasoned executives about the one piece of advice they would offer another CEO who wanted to start turning sales around.  In future seasons, I'll ask about hiring, training, and more.  Got an idea for a great question to build a season around? Drop me a line at david@davidmasover.com.  Want to be a guest or know someone who would be? Please let me know.  Got some feedback about the podcast? I'd love to hear it.  I hope you enjoy this - and tell your friends. We don't hear enough from the top of the org chart about sales - let's change that!  ...and once again, Welcome to the CEO Sales Insights podcast!  -David