Sales Code Leadership Podcast

Join us for another exciting edition of the Sales Code Leadership Podcast as we welcome Meshach Amuah-Fuster to our 111th episode! Meshach has spent the last 20 years helping SaaS companies grow. He specializes in working with VC/PE Principals, helping them execute on their growth strategies. With a focus on ARR, EBITDA, net margin and IRR, this can be based on a Buy and Hold model, or based on a defined exit strategy. Meshach acts as either the bridge between ownership and senior leadership within the acquisition, or directly manages the acquisition himself. He has held positions as Portfolio CEO at ESW Capital running their Aurea and CopperTree divisions, the Managing Director for Allbound, Inc, and Director, Sales for Vimeo, Inc.

Join us for a landmark episode 110 of the Sales Code Leadership Podcast, as we welcome Hitesh Kapadia to the show!Hitesh is the Chief Revenue Officer and co-founder at Jointflows and is an experienced sales leader - a top performer who has a wealth of knowledge about the industry.Hitesh's experience comes from working in a range of different companies including Yieldify, Profitero, IRI and Procter and Gamble. In his last role at Yieldify he led the new business sales team over a period of five years.Hitesh also has recent insights of working through acquisitions and how to navigate that landscape as an employee. Tune in to learn more about Hitesh, his thoughts on self-awareness for sales leaders and tips for making it in the sales industry! 

Join us for one of our most insightful edits to date, as we welcome a stellar guest in Adam Kay to the Sales Code Leadership Podcast! Adam is CRO at Playroll.com a business offering Employer of Record solutions. Prior to this, Adam successfully led and scaled several revenue organisations such as Shoutlet, Conversocial and Paddle, the latter achieving unicorn status and exceptionally rapid growth. Adam has progressed in his career from a trainee sales rep to CRO and has learnt and developed a people-centric playbook for scaling startups into successful businesses. In his spare time, Adam enjoys spending time with his 3 kids, he also has a passion for sports such as snowboarding as well as an avid reader and chess player.Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/ 

Join us for the latest edition of the Sales Code Leadership Podcast!This week, we welcome John Barrows - John is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He has trained and consulted with some of the world's fastest growing sales teams like Salesforce.com, Zoom, Amazon, LinkedIn and many others.He's an active seller who still does his own prospecting and manages all his own deals because he believes that you can't teach Sales unless you live it, especially with how fast everything is evolving in the space right now.Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Unlock the secrets of transitioning from a Chief Revenue Officer (CRO) to a Chief Executive Officer (CEO) with Michael Reid's incredible journey as our spotlight in the newest installment of the Sales Code Leadership Podcast!Delve into Michael's captivating story as he navigates the path from CRO to CEO, revealing invaluable insights and top tips along the way. Discover how you can make this pivotal transition into your first CEO role and embark on your own journey to leadership success. Tune in now for inspiration and actionable advice!Michael joined Megaport from Cisco, where he led the pure SaaS Network Visibility Business, ThousandEyes, as Chief Revenue Officer. In that time, he transformed the go-to-market, scaling the team from 150 to nearly 400, expanding into many new countries, and growing the ARR by 2.4 times, making it the largest Cloud, SaaS, and Internet Visibility platform in the world.Michael has spearheaded multiple acquisitions as the WW Head of Sales residing in California, US. He is known for his passionate and transformative Sales and Global go-to-market leadership focusing on Culture, People, and Execution. He previously led the Northern Region of Australia for Cisco and, prior to that, led Cisco Sales in Australia's largest Financial Services customers. He brings over 19 years of industry expertise and experience to Megaport.Michael holds a Degree in Aerospace Engineering from QUT and was CEO Magazine Sales Executive of the Year 2019.

Our guest this week, Nick Holbrook, is returning to the podcast to talk about his new book “The Power of Expectation: and how it impacts us all”.Nick has 14 years' experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law & Toshiba TEC. His most recent position as Sales Enablement Manager with Matterport has allowed him to keep up to date with all the challenges of selling in the fast-moving technology sector.Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we're "Creatures of Habit". His challenge to salespeople & their leaders is to encourage them to consider bravely how they think & then address whatever behaviours need changing.Nick is fluent in Spanish & French and is an amateur actor, public speaker & published author of 6 books including “The Power of Expectation” which is available from Amazon now.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/Connect with Nick: https://www.linkedin.com/in/nickbholbrook/#coaching, #leaders, #leaderships, #marketing, #sales, #salescoaching, #salespeople,#salesteam, #salesteams, #sellers, #tech

Join us for another fascinating conversation in Episode 105 of the Sales Code Leadership Podcast. With 39 years of global tech experience, Keith Bird is a three-time CEO who founded and sold two tech startups and held senior roles at global software and tech firms including Proofpoint, F5, Symantec, Checkpoint, SonicWALL, Extreme Networks and EDS, an HP company.Keith worked in the Tech Vendor world for 28 years until June 2023, where in his last role for one of the world's leading Cyber Security Saas vendors, he was running a $220m, 450 person business across the UK, Europe, Middle East and Africa.He has now moved into the world of Private Equity as Operating Partner at Banyan Software, where he heads up Banyan's Portfolio and Acquisitions in UK and Europe. Keith is a Director on multiple companies including being Chairman of DASON Group, a boutique Search and Selection recruitment firm specialising in the Cyber Security, Networking, Storage and the Social space.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Join us for one of our most raw and open episodes yet, as we welcome James Ski to the Sales Code Leadership Podcast. James Ski, Sales Confidence's Founder and CEO, recognised the lack of support for the sales community at large and set about changing the professional sales space in the UK.First launched as a blog and a series of intimate B2B sales networking events in London, James founded Sales Confidence as a way of connecting the top 10% of sales professionals who had ambition to accelerate, grow and develop their careers. James has been very open and honest about his challenges relating to his mental health - and is on a mission to inspire others to prioritze this aspect whilst also still giving them the tools to succeed in the sales space. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Join us for one of our most exciting episodes yet, as we welcome Brent Adamson to the Sales Code Leadership Podcast. Brent is a globally recognized researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide, is celebrated for possessing the "biggest crystal ball in B2B sales."Co-author of the groundbreaking The Challenger Sale and The Challenger Customer, Brent is a frequent contributor to reputable business publications like the Harvard Business Review. His recent articles, "Sensemaking for Sales" and "Traditional B2B Sales and Marketing Are Becoming Obsolete," showcase his expertise.Over the past 19 years, Brent has had the honor of collaborating with leading thought leaders in both B2B and B2C sales and marketing. He has adeptly built and led exclusive communities of highly progressive commercial executives.Recognized as a world-class facilitator and speaker, Brent has addressed tens of thousands of commercial leaders globally, presenting to diverse audiences, from executive leadership teams to large keynote gatherings, both in-person and virtually.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

This episode of the Sales Code Leadership Podcast is a Kevin double feature, as our host, Kevin Thiele, sits down with Kevin Kirksey, VP of Sales at Gurucul.As a sales team, you can all win together, or all lose together. The two Kevins discuss what you as a leader can do to instill this mindset in your team - including a story about firing the company's best performing contributor!This episode is gold – to hear how you can improve your team's forecast accuracy and learn the elements that are essential to the modern seller, make sure to tune in!Kevin Kirksey brings over 35 years of experience building and leading high-performance technology sales organizations. He has achieved success at all levels, from individual contributor to running regional direct and channel teams, including senior sales leadership roles as VP of Americas and SVP Global sales for several companies. Kevin has produced some of the best technology sales talent in the world.Kevin led the top sales team at Securonix, a cyber security company acquired in 2022 for approximately $1.6B. Kevin holds a bachelor's degree in Computer Science from the University of Houston, Texas. He resides with his family in Dallas, TexasThe podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Join us as we celebrate 101 epiodes of the Sales Code Leadership Podcast! For this edition, we look back at some memorable moments with our previous guests as we uncover what they wish they knew at the start of their career - and what advice they would pass on to their younger selves.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Join us for a very special 100th edition of the Sales Code Leadership Podcast as we speak to Jacqueline de Rojas about variety of interesting topics. Jacqueline is President at Digital Leaders, board member at techUK, and Co-Chair of the Institute of Coding. The first in her family to attend university, she has had a 30 year career in tech and risen to executive leadership roles across global software businesses. She currently sits on the boards of techUK, Rightmove and global software vendor IFS AB. She is also a founding member and Co-Chair at the Institute of Coding. Over the last 15 years, Jacqueline has collaborated with government to shape policy and create conditions for the tech industry to thrive by using her platform as president of techUK until July 22 and in parallel as President of Digital Leaders, a global initiative to bring together 180,000 tech leaders across all professional sectors.Jacqueline is a passionate advocate for diversity and inclusion and was awarded a CBE in 2018 for her services to International Trade in Technology. She has been acknowledged with a plethora of awards and accolades during her professional career, including being voted the Most Influential Woman in IT in 2015; recognised the World's 100 Most Influential People in Digital Government in 2019, and winning Global Positive Impact Leader of the Year 2021 at the Stroeous Awards.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

In this episode of the Sales Code Leadership Podcast as Kevin is joined by Andrea Kayal to talk about the marketing perspective of revenue.The fundamental purpose of marketing is revenue, so while Andrea has never held a sales role, she is uniquely positioned to shed light on how the two functions can help one another. She has empathy for both!The challenge for sales people now, as Andrea sees it, is continuing to differentiate their solution in real ways that communicates the value. Tune in to hear just how they can accomplish that, and to hear Andrea's top tips for CMOs!Andrea Kayal is currently the Chief Revenue Officer at Help Scout where she serves the Marketing, Sales Development, Business Development, and Partnerships teams. She has over two decades of experience overseeing GTM strategy, demand generation, brand message and design, product, content and customer marketing, customer retention and more. Prior to Help Scout, Andrea served as CRO at Teampay and CMO at Electric, Upserve, Signpost, and Sailthru. She is an active advocate for the advancement of women in tech and LGBTQ rights.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

In this episode of the Sales Code Leadership Podcast, Kevin is joined by Gareth Morris, SVP International at Own, exploring the transformative power of leading with vulnerability.Ambitious from a young age, Gareth walks Kevin through his journey to sales leadership – including the struggles that came with selling SaaS when no-one knew what it was.For Gareth, leadership is about creating a compelling vision and convincing people to align with it, but also about being in service of others. Sales is about using your head and your heart, and so is leadership. A big part of this involves in-person interactions, which can truly make a difference in this increasingly virtual world. Covering the various complexities of leadership, this episode is a must-listen, as Gareth even teaches Kevin about Brazilian jiu jitsu! With over 20 years of sales and commercial leadership experience in software and SaaS, Gareth Morris is a seasoned sales leader who thrives in fast-paced and high-growth environments. He has successfully led teams across different stages, from bootstrapping to VC stages B-E, across EMEA & APAC.As the SVP International at Own,Gareth is responsible for expanding and scaling the company's global presence and customer success, serving over 2,000 customers in more than 50 countries. He is passionate about building and empowering high-performance teams, delivering value and innovation to our customers, and driving revenue and market share growth. His constant challenge is to drive for results with a sense of fun, humour, and humanity.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

“When you're a walking disruption just by being in the room, you get used to it.”In this episode of the Sales Code Leadership Podcast, Kevin is joined by author and leader Charlene Li for a compelling conversation about leadership, AI, and the future. To be a leader is to be a change-maker, otherwise you're just a manager of the status quo. Charlene tells Kevin about how essential disruption is to leadership, and why she was at first so drawn to that space. They dive into what Charlene calls ‘The Four Archetypes of the Disruptive Leader', and talk about how each type plays an important role. The root of disruption right now lies in AI, and while it will change your job and your culture, that doesn't mean you should be afraid of it. If you embrace AI, Charlene explains, you can give yourself a superpower and elevate your capabilities beyond what you might expect. Tune into this episode to gain an insight into the future of leadership!Charlene Li is an expert on business transformation strategy and disruptive leadership, and the NYT bestselling author of six books, including her latest, "The Disruption Mindset". She is working on her next book on generative AI. Charlene has advised hundreds of top companies, from Adobe to Southwest Airlines, and worked with 49 of the Fortune 100 companies. Previously, Charlene was the founder/CEO of the disruptive analyst firm Altimeter Group and Chief Research Officer at PA Consulting. Charlene is a graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Sometimes, leadership is just about leading people the way they want to be lead.In this episode of the Sales Code Leadership Podcast, Kevin is joined by Tom Glason, CEO of ScaleWise, to delve into the intricacies of leading sales teams. Together, Kevin and Tom discuss the route Tom took into sales and into sales leadership, and the things that inspired him to lead teams the way he does.Tom's leadership philosophy centers around focusing on individual growth and on what motivates people to do their best work. According to him, to build a sales team that thrives,you need to create a space where they feel safe and where they have autonomy.This episode is really a must-listen! Tune in as Tom candidly shares his insights with Kevin, challenging industry-standard views on the value of sales targets.Tom has spent 20 years in B2B tech sales, over a decade of which has been in senior GTM leadership roles within VC-backed SaaS scale-ups.His focus has been the journey from Series A to C, and he's held roles as VP Sales & Operations at Trussle, SVP Sales & Marketing at Brightpearl and Chief Commercial Officer at Goodlord.He's now the co-founder & CEO of Scalewise which provides B2B scale-ups with unique access to a community of advisors, fractional, interim and full-time GTM leaders to help them accelerate growth.As a qualified coach and the founder of the UK chapter of Pavilion, he has a passion for supporting other revenue leaders to achieve their professional potential.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

In this episode of the Sales Code Leadership Podcast, Kevin is joined by brand founder and motivational speaker, Lauren Bailey. Lauren's passion is helping people fall in love with sales and staying in it. Are good salespeople born, or made? Lauren thinks it's a bit of both – to build a truly great salesperson, you need to combine art with science, and you can make magic. She shares with Kevin the characteristics she looks for in top performing salespeople, some of which you can develop, and some which are just innate. Good coaching is essential in any sales person's journey, which is why it's so important to get it right. Tune in to hear Lauren tell Kevin about the things managers get wrong with coaching and leading teams, and how they can fix them.Lauren Bailey is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. Before entrepreneurship, Lauren led multiple sales divisions in the technology sector and then switched hats to building corporate training departments and launching virtual sales programs Globally for IBM and SAP. Today Lauren and her teams at Factor 8, The Sales Bar and #GirlsClub are on a mission to change lives by helping all levels of sales feel more confident and more successful at work.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

When you've got a hammer, everything looks like a nail. But when you've got a toolkit, you start looking at things differently.Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with revenue growth specialist, Andy Champion. Explore Andy's remarkable sales journey and his expertise in scaling sales teams.Andy's leadership combines his military history and sales background, which gives him a unique perspective. The two dig into what drives Andy to land and expand, and the magic that comes as a leader when you are the catalyst in someone else's success. Having begun his career as a Commissioned Officer in the British Army, Andy has spent much of the last two decades building high-performance commercial teams across EMEA for high-growth, pre- and post-IPO technology businesses. He thrives in fast-paced organisations that are innovative and disruptive.Andy has led the entry of multiple businesses into new European and International markets, with two IPOs and an acquisition along the way. His greatest passion at work is to attract and mentor world-class talent within a culture that promotes a deep sense of belonging, and one that delivers exceptional results.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Have you ever thought about how project management can affect the way you sell?In this episode of the Sales Code Leadership Podcast, join Kevin as he engages in a dynamic discussion with Suzette Blakemore, VP of Sales at FranklinCovey. Together, they delve deep into the fascinating world of project management and its profound impact on your sales strategies.Decision rooms are getting bigger and bigger, so understanding your stakeholders is paramount. Suzette shares with Kevin the secret to putting yourself in your customer's shoes and becoming the trusted advisor who can carry the deal to the finish line.Tune into this episode centered on project management to discover how you can sell and close more quickly by selling to the end result with what Suzette calls the ‘Critical Path'. Suzette Blakemore is the Vice President of Sales for FranklinCovey's enterprise division where she leads 160 salespeople and is accountable for 20% annual growth and almost $160 Million in annual revenue. At Franklin Covey for 11 years, Suzette has served in multiple positions from Productivity Practice Leader to Managing Director. She is a subject matter expert for FranklinCovey's communication advantage series and is well known for her practical approach to achieving and sustaining high levels of effective productivity. Suzette is also a beloved speaker, editor, and co-author of a best-selling book. Suzette has served on multiple board and peer committees and enjoys volunteering wherever she can.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

In this recruitment-focused episode of the Sales Code Leadership Podcast, Kevin is joined by Asad Zaman, CEO of Sales Talent Agency. Together, they dive deep into the intricacies of recruitment for sales roles, uncovering the common pitfalls organizations stumble into.Join Kevin as Asad takes him through the history of Sales Talent Agency and his own career; how he joined as a Junior Recruiter and rose through the ranks. He unveils the hidden red flags that often elude hiring managers in the recruitment process and offers valuable insights on how to steer clear of them.Asad also shares the secret to analyzing talent to find truly great salespeople, the DNAPRO framework. To find out how to implement it, you'll just have to tune in! Additionally, he and Kevin discuss the future of sales and recruitment with AI, and what the change will look like. Asad is the CEO of Sales Talent Agency: a leading recruitment agency focused on helping their clients build elite go-to-market teams. Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 16 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way they have facilitated over $550M in salaries. Since joining STA in 2014, Asad has launched multiple successful recruitment divisions, including Executive Search, Technical Sales, and Customer Success practices. With a passion for entrepreneurialism, Asad has worked closely with C-level executives at fast growth technology companies to help them develop and define their GTM hiring practices, and in Q4 2020 was appointed as Sales Talent Agency's CEO. He was also chosen by the Toronto Board of Trade as Toronto's Young Professional of the Year in 2019. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

“The how-to's will change, but the outcomes will stay the same.”In this informative episode of the Sales Code Leadership Podcast, Kevin is joined by the mind behind the MEDDIC framework, Dick Dunkel. Currently the Chief Customer Officer at MEDDICC, Dick takes Kevin along his journey to sales, enablement and the creation of MEDDIC. Kevin and Dick share a passion for elevating professional selling, making this episode a must-listen. They dive into the pivotal role that MEDDIC plays in complex sales processes. Dick explains how it provides clarity and transparency in engagements, and allows everyone to spend their time more wisely.Tune into this MEDDIC-focused episode to dive deep into the source of the framework and its transformative potential in reshaping the sales landscape.Dick has spent 25+ years in sales, sales leadership and sales enablement, primarily with innovative and early-stage software businesses. Dick created the MEDDIC acronym in 1996, during a stint in Sales Development at PTC and led the world's 1st global deployment of MEDDIC. From 1999 to 2015 Dick led multiple sales teams in innovative tech. In 2015, Dick joined Sprinklr as global head of sales enablement and helped Sprinklr grow 5X in 4 years, leading to Sprinklr's successful IPO. From 2019 to 2023 Dick was the Global Head of Field Enablement at Celonis (Forbes Fast 100 #20) where he built the global enablement function from the ground up and helped Celonis grow 8x in 4 years. In May of 2023 Dick joined MEDDICC Ltd. as Chief Customer Officer, helping to drive the adoption and value realization for MEDDICC customers. Dick and his wife Carolyn reside in the rolling hills of Chester County, Pennsylvania. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Carl Carell is the Co-founder and CRO of GetAccept, the all-in-one digital sales room platform that enables revenue teams to increase win rates by engaging and understanding buyers, from opportunity to signed deal. GetAccept has raised more than $30M in venture funding from Bessemer Venture Partners, Y Combinator, Amino Capital, and DN Capital. Carl has co-founded several companies and has extensive experience in scaling SaaS sales, go-to-market, leadership, and business development. Outside of GetAccept, Carl enjoys helping other founders and riding bicycles up a mountain. Connect with Carl: https://www.linkedin.com/in/carlcarell/The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

In this insightful episode of the Sales Code Leadership Podcast, Kevin chats with Eva Poppe all about her role at ZeroLight as Chief Growth Officer. Along with her responsibility for revenue, as CGO she steers the company's visionary path and ensures its effective execution.Eva tells Kevin all about the different hats she wears as she joins forces with different aspects of the business. From Marketing to Customer Success to the C-suite, collaboration is the cornerstone of Eva's remarkable achievements.Tune in to listen as Kevin and Eva delve into the intricacies of the MEDDPICC qualification framework and explore its potential application across the entire Go-To-Market (GTM) team. Eva Poppe's DNA is Sales in Tech; she orchestrates people to maximum effectiveness and performance by setting the pace, anticipating the future, leading with innovative thinking, and continuously improving ways forward. She holds a master's degree in Economics (MEcon) and a master's degree in Business Administration (MBA) from the University of Leipzig. She also speaks fluent German, English, and Spanish and has lived in Spain, the Netherlands, the US and is now settled in England. Having this background has enabled Eva to have an outstanding ability to motivate and lead teams in a multicultural, diverse, and virtual project environment.Her dedication and drive are clearly recognized throughout her career by the several occasions she's been awarded for her outstanding performance and recently in 2020, where Eva was awarded winner of the “MCV/DEVELOP Women In Games Awards” for Business.Eva's areas of expertise and focus are in Digital Transformation, Industry Convergence, Transformational Leadership, Business Model and Product Innovation, Emerging Technologies, and Organisational and Competitive Change. Eva also coaches small and medium-sized companies and entrepreneurs, she also engages as an author and public speaker.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Tune into this episode of the Sales Code Leadership Podcast, as Kevin engages in a riveting conversation with Richard Dufty, founder of The Flywheel Project. Richard shares what he deems the core elements needed to build a high performing sales team. There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don't worry – he demystifies that term for you.But wait, there's more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You'll just have to listen to find out! Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth. With over 20 years' experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies. He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award. Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success. He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.mewww.richarddufty.me The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

“You don't take a fish out of water and tell it to ride a bicycle.”In this episode of the Sales Code Leadership Podcast, Kevin has an engaging chat with Ed Armishaw, Sales Director at ServiceNow. While some people get caught up on goals, Ed is all about dreams. He is fascinated with figuring out what makes people tick, and that allows him to truly lead them to greatness. Both Kevin and Ed are enthusiastic followers of the strengths movement pioneered by Gallup with their CliftonStrengths assessment. You can be amazed by what you don't know about yourself; but when you dive in and uncover what your strengths are, you can take them to the next level. It's not just about playing to your strengths, it's about building them. You can be great at something, but why not strive for excellence? Ed is a Sales Director in the UK for ServiceNow, and brings 18+ years of enterprise sales & leadership experience working with some of the largest companies in the world across consumer goods, media, prof. services & healthcare/life sciences. Prior to joining ServiceNow, Ed spent 6 years at Salesforce. First as an AE in the retail sector, focussed on new logos, and then as a Strategic Pursuit AE with one of the UK's best loved grocers. He then moved into sales leadership building out a brand new team for Salesforce Marketing Cloud in the High Tech & Telecoms sectors. Outside of the day job Ed is a proud Dad to 6 year old Jacob and husband to Maria. The family lives in St Albans, UK and it's here he indulges his other life passion - road cycling (happily describing himself as one of those sad blokes in lycra).Connect with Ed here: https://www.linkedin.com/in/edarmishaw/The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Only you can decide what it means to achieve your potential.In this heartfelt episode of the Sales Code Leadership Podcast, Kevin is joined by Sam Jacobs of Pavilion. Together, they dive into the steps that pave the way for the complete realization of your capabilities, whatever they may be.Sam is of the belief that so much of life is about the perspective that you take; that if you harbor doubts about your abilities, you inadvertently validate them. He talks to Kevin about how he has found that positivity and compassion is what generates returns. Tune in to this captivating conversation to uncover modern strategies for success. Sam Jacobs is the Founder & CEO of Pavilion, and the Wall Street Journal bestselling author of Kind Folks Finish First. He launched Pavilion as Revenue Collective in 2016 and bootstrapped the company to $10M in ARR before taking on a $25M growth financing round in early 2021, led by Elephant Ventures and GTM Fund. Today, Pavilion helps its 10,000+ member global community of go-to-market executives to unlock their full professional potential through private peer groups, education, events and research.Prior to Pavilion, Sam spent 15 years as a senior revenue leader at VC-backed companies in the New York area including Gerson Lehrman Group, Axial, Livestream/Vimeo, The Muse, and Behavox.He lives in the West Village of Manhattan with his wife and two dogs, William and Oswald, and mourns the passing of his beloved Walter in the Summer of 2022.Connect with Sam: https://www.linkedin.com/in/samfjacobs/The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Sales leaders might be underestimating the power of emotional intelligence. In this compelling episode of the Sales Code Leadership Podcast, Kevin sits down with Colleen Stanley of Sales Leadership Inc. to delve into the strategies sales leaders can employ to recognize and prioritize emotional intelligence during the recruitment process. Emotional intelligence, or EQ, can take many forms, and Colleen explains the various nuances to Kevin. She also sheds light on the indispensable role it plays in achieving sales success. Tune in to discover how a person's outlook can impact the way they sell, and learn how to discern the markers of emotional intelligence to curate a team that embodies these qualities to build a stellar sales team. Colleen Stanley is president of SalesLeadership, Inc., a sales development firm. She's the author of Emotional Intelligence For Sales Success, now published in eight languages, and Emotional Intelligence For Sales Leadership, now published in three languages. Salesforce named Colleen one of the top sales influencers of the 21st century. She's also one of the Top 30 Global Sales Gurus. Her clients include Harvard Business Review Poland, IBM, Appian, Gallagher, Otterbox, PCL Construction and Bosch Rexroth. When Colleen isn't teaching or speaking, she enjoys taking a hike with her husband in the beautiful foothills of Colorado. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

This episode of the Sales Code Leadership Podcast is a double-feature, with Helen Slaven and Melissa Law from poq joining Kevin to discuss how sales and marketing can work together as one team.While there can be friction between sales and marketing, for Helen, CRO, and Melissa, VP of Global Marketing, they find the best results when they work in tandem. They chat with Kevin about ‘smarketing', and how when done well, there is no real place where sales ends and marketing begins. The dynamic duo share some of the ways that sales and marketing collaborate in poq - like how Melissa takes part in win/loss reviews to truly understand what works and what doesn't. Both are strong believers in constant learning, and they tell Kevin about how joining forces works to everyone's benefit.This is a one-of-a-kind episode, so make sure to tune in!Helen Slaven is a retail technology maven, with nearly 30 years' experience gained at the leading edge of sales and marketing in the industry. Helen is Chief Revenue Officer at poq, where she works with the likes of Cotton Traders, Hotel Chocolat, Card Factory, e.l.f. Cosmetics, and more. Helen joined poq in 2019 from Eagle Eye Solutions, where she was Chief Sales Officer. Prior to this, Helen was CEO of Planet Retail and WGSN, joining from BT's retail technology arm, BT Expedite, where she was CEO, after having previously served as VP, Retail for Torex.Melissa Law brings 20 years' experience of marketing gained across a diverse range of technology organizations. Currently VP of Global Marketing for poq, Melissa has created marketing and commercial strategies to secure contracts with international businesses in retail, telecommunications, hospitality, construction, media and utilities. Spearheading two major company rebrands and launching four flagship products, she is a results driven senior B2B Technology Marketer, with an exceptional and sustained record of delivering on strategy and managing change to achieve significant organisational growth.Connect with Helen: https://www.linkedin.com/in/helen-slaven-04608b12/Connect with Melissa: https://www.linkedin.com/in/melissa-law/The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Drew Muir is on a mission to rid the world of bad bosses.In this episode of the Sales Code Leadership Podcast, Kevin is joined by Drew Muir of Radical Candor. Together, they discuss how honesty that comes from a place of investment in someone's success can be revolutionary. Tune in to uncover how Radical Candor inspires people to excel and enjoy their work, fostering a workplace where greatness thrives. Drew shares with Kevin the potential that lies in genuine honesty coupled with a sincere commitment to someone's success.Drew is Radical Candor's Director of Client Partnerships and brings 15+ years of experience working with companies large and small to improve individual and organizational performance.Prior to joining Radical Candor, Drew designed and deployed go-to-market strategies for F500 companies as part of CEB, and led commercial efforts for the business arm of The Second City on the West Coast.In these roles and with Radical Candor, Drew is passionate about helping people actually listen to one another and enjoy working together.Drew currently lives on California's Central Coast with his wife and their Golden Retriever, Gerry. When he's not working or walking/playing with/paying way too much attention to Gerry, Drew is likely catching up on soccer highlights, reading, or finding a reason to be outside.Connect with Drew: https://www.linkedin.com/in/drewmuir/The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

Growth: it's a mindset.In this episode of the Sales Code Leadership Podcast, Kevin chats with the delightful Leigh Ashton, founder and CEO of Sales Consultancy, about exploring the power of growth mindsets and their profound impact on revolutionizing your sales approach.Leigh shares with Kevin that although high-performing A-players are undoubtedly valuable, fostering a growth culture and uplifting the non-A players within your team can remarkably benefit your organization.Prepare to be inspired as the link between mindset and behavior is unveiled, demonstrating how adopting the right mentality can drive exceptional results. Drawing on her extensive expertise, Leigh also offers invaluable advice for leaders, empowering them to foster progress and development within their teams. Leigh Ashton is the author of two books, a speaker, trainer and coach...and the founder of The Sales Consultancy.She works with Sales Leaders and teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.Her programmes develop Sales Leaders teams to think and perform at a higher level and her clients include NatWest, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and more.She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone to achieve greater sales and leadership success!Connect with Leigh: https://www.linkedin.com/in/leighashton1/The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

There is no ‘one way' to be a good leader.Matt Green, CRO of Sales Assembly, joins Kevin for this engaging episode of the Sales Code Leadership Podcast. Tune in to explore the crucial aspect of tailoring your leadership approach based on the individuals you lead, as Matt and Kevin dissect the overlooked elements of training and development that sales leaders often neglect. Prepare to unearth the genuine solution to fostering sustainable growth within your team.Matt strongly believes that being a strong leader is almost entirely about your ability to attract and keep quality talent. Together, he and Kevin unravel the intricate process of understanding what motivates people, enabling you to embark on an empowering journey towards exceptional leadership.Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning and sales leadership in multiple markets across the U.S. He now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies.Matt also claims to be a pretty good husband, an even better father, an international travel enthusiast, and if there's a Simpsons quoting competition he would undoubtedly place in the top 3 (provided the focus was on seasons 1 through 11).Connect with Matt here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

Join Kevin in an enthralling episode of the Sales Code Leadership Podcast as he sits down with Joe Curtis, the accomplished VP of Sales at Okta, to delve into the secrets behind the the behaviours of successful salespeople. Joe, a lover of process and of sports, talks sales leadership and highlights the profound impact of fostering a culture that fuels team-wide motivation towards unparalleled success.Tune in to gain invaluable insights from Kevin and Joe as they uncover the distinguishing traits of top-tier sales professionals and find out how you can continue to stand out in the ever-changing landscape of professional sales.Joe began his career with NCSA, a Chicago based, B2C tech company that digitally connects college coaches with high school student-athletes. After being hired for $10/hour in 2002, he was able to grow with the young company, taking on a variety of sales, marketing and operations roles. In 2005, Joe took over sales and, over the next 5 years, the company grew from 20-180 sales people and from $1m to $40m in revenue.After almost 10 years, Joe left NCSA to join Salesforce as an individual contributor, selling into the mid market space. After two years of selling, he was tapped to get back into leadership as a first line leader. Over the next 7 years, Joe led SMB to Enterprise teams, finishing his Salesforce career as a 2nd line VP in Salesforce's strategic enterprise group. Again, after almost 10 years, Joe left Salesforce to join Okta where he took on a broader role as a 3rd line VP running commercial sales, where is currently Vice President Sales Central/East US.Joseph lives in Dallas, TX with his wife Gina and his two young daughters, Lucy and Gwen. Connect with Joe here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

“Emotional wealth leads to financial wealth.”For Penny Power, business is personal. Join Kevin as he engages in a captivating conversation with Penny, a true advocate of the personal connection in both business and leadership. Kevin and Penny delve into the transformative impact of nurturing others' growth and maximizing their potential. Tune in to unlock the secrets of infusing heart and humanity into your business endeavours, and discover the profound difference it can make.Penny, an advocate of "community-led growth," has made a personal approach to business her trademark. Her book "Business Is Personal" has guided numerous entrepreneurs to success and fulfilment by embracing this philosophy. In 2023, she will release her third book, "Community Mindset," emphasising the importance of placing "citizens" at the core of business strategies for powerful outcomes. Recognized with an OBE in 2014, Penny pioneered the world's first social network, connecting over 650,000 business owners globally before LinkedIn's emergence. She has observed the impact of technology on human behaviour, from social networking to social media and the use of LinkedIn as a CRM tool. Now, amidst the rise of AI and tools promoting disconnection, Penny aims to help companies build trust and loyalty with their staff and clients.Connect with Penny here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

The key to successful teamwork? Assume positive intent.Tune into this episode of the Sales Code Leadership Podcast to hear Kevin converse with Jennie Drimmer, CRO of Thomas. Together, they discuss the importance of empathy in leadership. Prepare to gain invaluable insights, from cultivating a deep appreciation for diverse communication styles to embracing a frontline-focused perspective that drives success.Jennie imparts her wisdom, guiding hiring managers on tailoring their processes to create a more inclusive and embracing environment for diverse talents. Listen now to unlock the secrets of empathy-driven leadership and propel your team towards unparalleled achievement.Jennie is a dynamic commercial leader with a consistent track record of accelerating growth in SaaS and Advisory businesses. Her impact is driven by her cross-functional experience and passion for identifying and unsticking growth blockages for businesses. She leads by building practical strategies that impact immediate commercial outcomes, while also capturing and teaching these back to develop the broader skills and processes needed to scale an organisation. Over the last 20 years, Jennie has spent her career engaging with the most senior HR, Procurement, and Finance leaders from across EMEA's leading businesses around their most critical business problems.She has been recognised with multiple Sales and leadership awards, including as a Top 50 UK Sales Leader by Sales Confidence in 2019, 2020, and 2022.Connect with Jennie here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

To effectively sell to the C-Suite, you need to rise to their level. Join Kevin in an insightful conversation on the Sales Code Leadership Podcast as he sits down with the accomplished Rebecca Jenkins, author, director and founder of RJEN. Prepare to unlock the secrets of selling to C-suite accounts as Rebecca unravels the art of tailoring your approach, empowering you to win and keep them. Rebecca and Kevin discuss how you can transform your sales game by ensuring strategic alignment while still still thinking outside of the box. Listen to Rebecca's story about how her approach to major accounts was forever changed, and how she realized the profound impact that meticulous research can have.Today, Rebecca helps other businesses succeed, with a focus on how to land corporate accounts. Her award winning V.I.T.A.L. method was named Best Business Development Process by Corporate Vision 2022. Rebecca is ranked as one of the top sales influencers on LinkedIn in 2023 by Lead411. Connect with Rebecca here.The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

How do we encourage more women to embrace a career in tech sales?This episode marks the return of Lisa Occleshaw, an accomplished sales leader and lover of people, to the Sales Code Leadership Podcast. Kevin and Lisa delve into the transformative power of enablement within sales teams and emphasize the significance of teamwork. Lisa shares her personal journey as a sales professional, recounting experiences ranging from being the sole woman among 35 applicants vying for a sales role to eventually leading her own team, all while imparting valuable lessons she has gained along the way.If you want to learn more about Lisa, here is what she has to say: “I began my career in IT Sales by accident and have stayed for 28 years so far! I grew up in the Midlands and graduated with a degree in Accounting from Oxford Brookes - it was the Poly when I went in. Trouble was I didn't want to be an accountant! So doing a temp job at a very small software reseller opened up my eyes to Technology and also that I quite enjoyed the sales process.Jump forward to 2021 and after a long stint at IBM, followed by a spell at SAP I am now Head of UK Sales for a fabulous Identity vendor called Ping. I am married with a 16 year old son and I live not too far from the sea. I have all sorts of hobbies, which have become more important than ever to me since the pandemic. 9 hours a day in front of the laptop has driven all of us to things outside of work and for me those things are Interior Design (we are building our new house), weight-lifting, hiking and singing. But most of all I love people. I like watching them, listening to them, learning from them and helping them when I can. I am an only child and get my energy from being with others... especially customers!”Connect with Lisa here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

“We can't keep going over the same old same old and just hoping something's going to be different!” How can you shift and disrupt the buyer's thinking to ensure wins? In this episode, Kevin is joined by the game-changing Bernadette McClelland, who might just have the answer. Together, they discuss the changing world of sales, the changing attitudes of buyers, and the importance of having conversations that bring value. Bernadette is a High Content Speaker on Sales Leadership and StorySelling. She is Australian, Female, Pragmatic, Inspirational, Compelling, Real! Bernadette offers her clients a unique experience in helping them sell in this new Connection Economy. She is a natural storyteller and very inspirational speaker on leadership, sales, and motivation. She has been a High-Performance Coach for Anthony Robbins, Sales Mentor for Harvard MBA students, has tested the IP for her latest book with the Nasdaq Entrepreneurial Centre, is an award-winning author with Brian Tracy having endorsed two of her six books, been rated as one of the Top 50 sales speakers and her presentations are a game changer. A high content, warm yet direct speaker who walks her talk, you will be remembering her insights well after you leave.Bernadette's new book, “Shift and Disrupt: Stop Selling Widgets and Start Selling Wisdom” is out June 2023. Connect with Bernadette here.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Join Kevin and Mark Stouse to hear concrete ideas for aligning sales and marketing to drive corporate goals.Mark is the CEO of Proof Analytics, a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.Connect with Mark: https://www.linkedin.com/in/markstouse/The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams.We welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host: Kevin Thiele:https://www.linkedin.com/in/kevinthiele/

We live in an age where, on the one hand a wealth of knowledge is literally at our fingertips; we only have to tap our mobile phone to find the answer to almost any question, but, on the other, our obsessive need to know everything now is causing an increasing spiral of anxiety for many of us. Mastering Uncertainty is a theme for today, tomorrow and the rest of our lives. If you are in any kind of leadership position - whether personally or professionally - but especially if you are trying to launch or grow a business in a time of ever-increasing change join Kevin and Matt Watkinson, co-author of Mastering Uncertainty as we talk about how: 1. The element of chances shapes all of our lives.2. We can create our own luck.3. It is possible to launch, grow and manage organizations that thrive in uncertainty.Matt's first book, The Ten Principles Behind Great Customer Experiences, won the CMI's Management Book of the Year, becoming the only book on its topic to win a major award.Matt's second book The Grid, introduced a simple yet powerful model that shows all the factors behind business success on a single page. Recently published by Random House, it was shortlisted for 2019's Management Book of the Year.As a subject matter expert in customer experience, he's been cited by the world's top research firms and given keynote addresses at every kind of organization imaginable. Matt is also a Senior Visiting Fellow at Cass Business School, London.He's the co-founder and CEO of Methodical, a boutique customer experience and strategy consultancy. Methodical does great work for discerning clients who appreciate our deep expertise, work ethic and straightforwardness.Connect with Matt: https://www.linkedin.com/in/matt-watkinson/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teamsWe welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Join Kevin and Chris Hatfield, Founder and Coach of Sales Psyche for a chat about sales mindset. Chris has 16+ years of experience in sales and leadership roles and now works with commercial teams to support and develop their mindset and mental wellbeing. He has worked with the likes of Meta, Salesforce, Dataiku, Virgin Media Business and NTT Data. Chris started off in sales and initially struggled with his anxiety, that led him down a personal route of wanting to understand more about the mind and mental wellbeing side of things. Connect with Chris: https://www.linkedin.com/in/chrishatfieldsalespsyche/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teamsWe welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Join Kevin and Tim Hughes as we talk about the hot topic of social selling.Tim is universally recognised as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, LinkedIn said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence.He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers - 2nd edition” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “social selling - techniques to influence buyers and change makers” which has been fully updated. All three books published by Kogan Page.Connect with Tim: https://www.linkedin.com/in/timothyhughessocialselling/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teamsWe welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Join us to hear from Andy Paul; best-selling author of "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviours that buyers hate.Over three decades Andy has built a successful career as a sales leader, author, industry-leading podcaster and speaker and global sales advisor. Not by being salesy, but by thinking and selling differently.Andy wrote Sell Without Selling Out to introduce human-centred selling to sales teams. If you are ready to see higher win rates without burning out your sellers.Connect with Andy: https://www.linkedin.com/in/realandypaul/The podcast is brought to you by Sales Code, helping revenue leaders unlock value in B2B SaaS sales teams.We welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

When I ask sales leaders the crunch question “do you have a great sales team” they will normally pause to reflect then respond with “well, I have some great salespeople”.Let's talk about how leaders can build a truly great sales team..Our guest this week is Janet M. Harvey, best selling author of the award-winning leadership and coaching book, Invite Change - Lessons from 2020, The Year of No Return.Janet is CEO of inviteCHANGE, a coaching and human development organization that shapes a world where people love their life's work. As a visionary leader in the global professional coaching industry, Janet Harvey is an International Coaching Federation master certified coach and accredited educator who has engaged adults, teams, and global enterprises for nearly 30 years to invite change that sustains well-being and excellence.The average retention on sales teams is 1 year and 6 months and for most teams, it takes 10-11 months for a new salesperson to become productive. That's way too expensive and the common denominator on both metrics is the sales leaders' behaviour. That's what we explore in this episode. Connect with Janet: https://www.linkedin.com/in/janetharvey/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams.We welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Sean Linehan joins us again on this episode, join us as we speak about the productivity paradox – how leaders can stay focused when bombarded with messages from tools designed to help us communicate more efficiently.For the past 10 years, Sean has focused on leadership development and coaching teams to outperform their peers, internally and externally. He specialises in taking underperforming people and teams to overachievement, often in-year.Out of work, you'll find him climbing mountains, walking in the hills and camping in all weathers.Connect with Sean: https://www.linkedin.com/in/seanlinehan/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teamsWe welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Join Kevin and Caroline Franczia as we talk about burn out.Caroline (Sprinklr, Datadog) is a seasoned sales expert. After starting her career with large tech companies (Oracle, BMC Software), she spent four years in the Silicon Valley, soaking in the startup culture and American methodologies. A regular columnist for the business media Maddyness, she's also the founder of Uppercut-First.Connect with Caroline: https://www.linkedin.com/in/carolinefranczia/The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teamsWe welcome your views on our podcast and questions you might have for our podcast guests.Connect with the show host below:Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

This is the ChatGPT special with Brendan Beith - join us as we discuss the impact that artificial intelligence is having on the role of the professional salesperson.Brendan began his career with IBM as a Systems Engineer before moving into a sales role for mainframes and related products as an account manager in the financial services sector.After making the transition to a leadership role, as Global Head of Sales, Brendan led a team of 30 with a focus on revenue growth, sales process, commercial model, collaboration and sales operations. As EMEA Sales Director he was responsible for an 8 figure revenue and 185 staff across sales, account management, customer service and product management.Now running his own business development consulting business, Brendan works, on an interim basis, to assist founders and directors of high-growth and established SMEs to improve their market entry and sales performance by applying the subscription sales and collaboration experience he gained in global companies. Connect with Brendan: https://www.linkedin.com/in/brendanbeith/The podcast is brought to you by Sales Code helping revenue leaders unlock value in B2B SaaS sales teamsConnect with the show host below.We welcome your views on our podcast and questions you might have for our podcast guests.Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Alyssa Kropp is the founder of The Casslo Group; a consulting and coaching firm designed to create leaders who place emphasis and importance on the employee as a whole. Alyssa started The Casslo Group because she knows that high performing teams are built by leaders with a “People First. Revenue Second.” mindset. Leaders who inspire their people and trust in the ability of their teams. Leaders who will go the extra mile to listen to their employees and motivate and coach based on the individual. Leaders who respect that their teams are made up of parents/daughters/sons/friends/caretakers and honour the responsibilities of those roles resulting in more engaged employees. ​Her favourite title in the world is mom to the daughters she describes as “the 2 most angelic little girls on this planet, Cassidy & Chloe (hence, Casslo).” She is married to her best friend and college sweetheart and has built a marriage based on unwavering support of the other. That support led them from the US east coast to Omaha, Nebraska for her husband's dream job. She is happiest when outside, doing something creative, eating delicious food, drinking incredible wine, and being with family. Thank you, Alyssa for an engaging and candid discussion about leading through change.

Celebrating our 2-year anniversary with a return for Nick Holbrook, the first guest from season 1.Nick has just left his last role as Senior Sales Enablement Manager with the US software vendor Matterport and is planning to dedicate his time to being a published author.Interestingly, both of his children are also pursuing sales careers in the technology sector, giving him a unique perspective into what has changed in the world of professional selling over the past 25 years.

Our guest on the Sales Code Leadership Podcast this week is Mark Raffan.Mark is a serial entrepreneur and lover of marketing and thought leadership. Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world. Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider's Guide to Finance. Mark and Negotiations Ninja quickly gained notoriety, grew very quickly and has subsequently delivered training to some of the largest companies in the world on most major geographies, including; North America, Central America, Europe, Asia, and Africa.

Brad leads the Sales and Account Management teams as the CRO of Hone, the leader in online live, cohort-based training. Before Hone, he was CRO of 15Five, where he helped the company grow revenue more than 14x and raise nearly $100M. At various times he led Sales, Customer Experience, Marketing, Partnerships, and Professional Services at 15Five. Prior to 15Five, he cofounded Windsor Circle where he was VP of Sales and sat on the Board. In addition to working as a CRO, Brad is an active angel investor and go-to-market consultant to venture-backed SaaS companies. When not working, Brad moonlights as a dad, husband, home repair man, runner, and skier.

Our guest this week is Graham Hawkins, the Founder and CEO of SalesTribe, the world's first careertransition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career opportunities.Graham has worked in the UK, Australia and across Asia Pacific for more than 30 years, in executiveB2B sales and sales leadership roles, for some of the world's most innovative IT,telecommunications, finance and media organizations.Through SalesTribe, Graham works with salespeople who are striving to survive in this new, ultra-competitive, customer-led era. They are all struggling to keep pace with changing customerexpectations and requirements, and at the same time are grappling with ever-increasing employerexpectations.We talk about the changing role of the professional salesperson, the rise of social selling andthe impact of new technology on the sales process.