Podcasts about chief sales officer

What happens when your top-performing rep becomes a struggling front-line manager? In this episode, Dan Freund, Chief Sales Officer at Invoice Cloud and former Oracle sales leader, unpacks the leadership gap plaguing high-growth sales orgs. From rethinking territory design to balancing equity with accountability, Dan shares how he transformed underperforming teams into consistent winners, without clinging to sales superstars or status quo assumptions.This episode offers a candid look at the hard decisions CROs and sales leaders must make to scale performance without sacrificing culture. You'll hear why conviction matters more than consensus, how to spot reps ready for more than just promotion, and why internal networks can fast-track productivity. If you're tired of recycling the same top 10% and ready to build a coaching culture where every position matters, this conversation will shift how you lead.Top Takeaways1. Don't fear reassigning key accounts. Even top performers can adapt; keeping all the best accounts with senior reps creates a revolving door for new hires and stalls team growth.2. Break the “greenfield trap” for new reps. Reps in undeveloped territories often fail not from lack of talent, but from poor territory design and lack of enablement.3. Promotion isn't leadership readiness. Great reps often struggle as managers unless they're taught how to coach, hold people accountable, and operate strategically.4. Coaching must go beyond deal reviews. Most managers default to pipeline triage; real coaching means developing skills that affect every deal, not just the current quarter.5. Internal networks matter as much as external ones. High-performing reps build relationships across legal, finance, and other internal teams early, compressing ramp time and increasing deal velocity.6. The best leaders make ideas that help the business, not themselves. Dan's biggest promotions came from pitching business-first ideas with no personal gain attached; conviction creates opportunity.7. Equitable territories create stronger teams. Giving everyone a real shot at success, rather than over-rewarding tenure, builds momentum and reduces attrition.8. Friendship and accountability can coexist. Strong relationships within the team don't weaken performance; they create the trust needed for tough conversations and high standards.9. Ask: Are you making the news or reporting it? Reps who lead the sales process proactively outperform those who simply react to buyer-driven next steps.10. You can build momentum and hit the number. It's not either-or; with the right structure, you can build long-term capability while executing in the short term.

In this episode of the Drop In CEO podcast Eric Allen, the Chief Sales Officer for Balance Aesthetics and Wellness, shares his journey from humble beginnings at Mitsubishi Motors to becoming a seasoned C-Suite leader. He discusses the essence of strategic planning, execution, and sticking to goals, emphasizing the importance of understanding business processes from the ground up. Eric also touches on the personal values instilled in him by his single mother, his passion for chess, and the significance of fostering original leadership. Tune in to gain valuable leadership insights from Eric's experiences and thought-provoking perspectives. Episode Highlights: 04:19 The Importance of Ground-Level Experience 09:34 From Tactical Expert to Strategic Leader 17:00 Eric's Success Formula for Excellence 21:17 Eric’s insights on Chess, Community, and Calm Eric Allen is a dynamic business leader known for driving rapid growth through operational excellence and visionary leadership. Beginning his career at Mitsubishi Motors, Eric honed his expertise in Lean management and has since led teams at Astral Brands, Jimerson Enterprises, and Balanced Aesthetics + Wellness. As a COO, he champions execution, team collaboration, and customer-centric innovation. Eric thrives on coaching others to exceed expectations and embraces technology to unlock new revenue opportunities and improve efficiency. His leadership style inspires high performance in fast-paced environments. Eric brings deep expertise in business development, operations, strategy, and scalable growth solutions. Connect with Eric Allen: LinkedIn: www.linkedin.com/in/eric-allen-mba-93270174 Company Website: balancedaestheticsmedspa.com For More Insights from The Drop In CEO:

Recorded recently in Las Vegas, I caught up with Tony Yousfi, CMP, Chief Sales Officer at the iconic The Venetian Resort Las Vegas, for an energizing hashtag#NoVacancyNews conversation about what it takes to keep 7,000 suites full, 2.2 million square feet of space active, and 10,000-person events running seamlessly—week after week.

Kindly vokser med 40–50 % årlig og sikter mot en milliard i omsetning. Men reisen dit startet ikke med suksess. I denne episoden deler CSO Martin Sætre hvordan selskapet gikk fra å bomme grovt med åtte selgere i Norge – til å treffe blink med én. Dette er historien om å finne sin idealkunde, bygge en salgsprosess fra bunnen, og skape en "høyytelseskultur" med AI i ryggen.

Merriah joined Lukrom in January 2025 as Chief Sales Officer, bringing over two decades of experience in alternative investments and capital raising. She leads Lukrom's sales strategy, focusing on investment professionals and their investors to drive long-term growth. Merriah's leadership in alternative investments and sales strategy makes her an integral part of Lukrom's mission to expand investor access to high-quality opportunities.FINRA Licenses: Series 7, 24, and 63Learn more: https://www.lukrom.com/ – https://www.linkedin.com/in/merriah-harkins-1080294/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-merriah-harkins-chief-sales-officer-with-lukrom-investment-opportunities-designed-for-accredited-investors

Merriah joined Lukrom in January 2025 as Chief Sales Officer, bringing over two decades of experience in alternative investments and capital raising. She leads Lukrom's sales strategy, focusing on investment professionals and their investors to drive long-term growth. Merriah's leadership in alternative investments and sales strategy makes her an integral part of Lukrom's mission to expand investor access to high-quality opportunities.FINRA Licenses: Series 7, 24, and 63Learn more: https://www.lukrom.com/ – https://www.linkedin.com/in/merriah-harkins-1080294/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-merriah-harkins-chief-sales-officer-with-lukrom-investment-opportunities-designed-for-accredited-investors

"Even with economic uncertainty, there is an opportunity to step up as leaders in our respective industries to guide our advertising partners with critical information to maximize spend and help them win at a critical time." Jay Loeffler, Chief Sales Officer, ValpakIn this timely podcast, Jay Loeffler, CSO at Valpak, discusses the challenges local businesses face due to tariffs, inflation, and rising costs with BIA's Managing Director, Rick Ducey.During their conversation, Jay provides insights from Valpak's 2025 Local Business Economic Outlook Survey, which measures the impact of macroeconomic uncertainties on businesses and how they are adapting.One of the key takeaways is that businesses are not merely raising prices in response to inflation; they are reimagining their value propositions, exploring new channels, and utilizing data in innovative ways. This shift creates significant opportunities for media.Jay explains that small businesses are increasingly leveraging data insights not just for marketing, but also for broader operational strategies, such as choosing new locations and optimizing inventory. This trend is supported by findings indicating that 61% of small business owners expect revenue growth, and 78% plan to increase their marketing efforts.Jay emphasized that direct mail can achieve a 93% open rate when paired with digital touchpoints. Valpak has built a comprehensive stack containing billions of household attributes. Using this data, Valpak is tailoring multi-touch engagements through TV, radio, mail, and streaming to allow businesses to connect with consumers when and where they prefer to be reached. Valpak is currently partnering with companies like Paramount, Disney, and iHeart to improve reach.This podcast offers enlightening insights around navigating today's local media landscape. Plus, for the full Economic Survey, visit Valpak.com/bia. 

Welcome to Connect, a podcast featuring one-on-one interviews with some of the top movers and shakers in the mortgage industry. This week we welcome Tom Davis, Chief Sales Officer, Deephaven Mortgage. Episode discussion timestamps: 1:30 - You became interested in the mortgage industry as a child. Tell me what you love about it and what keeps you so optimistic. 3:44 - Deephaven Mortgage offers HELOANs and HELOCs that allow alternative income options. You recently announced product updates for your HELOAN closed-end second that now include DSCR income for real estate investors. Why do you consider this a good time to innovate in the second mortgage / equity solutions space? 7:44 - Who are the non-QM borrowers most in need of a second lien or HELOC option? Where are the opportunities to serve self-employed borrowers or real estate investors, for example? 9:59 - What other growth areas do you see for loan officers in the non-QM space? 15:53 - Deephaven has been a long-time California MBA. Member. Can you share with our listeners why you chose to support our organization? To learn more about the California MBA, visit cmba.com

What drives a 41-year-old husband, father of three, and CSO of a $300M brand to willingly get punched in the face—on purpose?In this raw and riveting episode of Live Life by Design, Jeff Mendez sits down with Dan Gardner, Chief Sales Officer of Bucked Up, to unpack his decision to enter a professional bare knuckle boxing match. From the blood, stitches, and mental battles to the business lessons and parenting insights, Dan shares why this fight wasn't about victory in the ring—but triumph over complacency.This one's about showing up for your goals, leading by example, and becoming your best self—even when it hurts.This episode is a masterclass in mindset, legacy, and leading with action.Timestamps:00:00 - Intro & Dan's fight aftermath01:30 - Why bare knuckle boxing at 41?06:24 - Training, diet, and mental prep10:22 - Doers vs critics mindset14:12 - Bucked Up's $300M growth story23:14 - Will Dan fight again?29:15 - Mental battles & defining moments34:04 - Becoming a better father and leader38:26 - Sales mindset & hospital bed closing story44:12 - Final advice on excuses & legacy Hosted on Acast. See acast.com/privacy for more information.

Tony Morando, Chief Sales Officer, shares what it takes to lead a winning sales team. From daily coaching to hiring right, he gives tips on building strong, motivated teams. Learn how standard processes, teamwork, and a great culture drive success.

In this episode of The Dental Brief, Patrick Chavoustie and guest Mandy uncover the costly systems, third-party programs, and outdated processes that many dentists are still paying for — without even realizing how much it's costing them. Discover how to:-Reduce or eliminate processing fees-Take control with in-house membership programs-How to gain clarity and take control of your expenses-Save thousands each year and reinvest in your practiceAbout the guest: Mandy Madeline is the Chief Sales Officer at Pay Proudly Health and a Champion of Practice Transformation in the dental industry.Mandy has over 18 years of experience in the dental field, starting as a dental assistant and growing into leadership roles in administration and operations. Now, she helps dental practices nationwide streamline their payment systems, maximize profitability, and enhance the patient experience. Learn more: payproudlyhealth.com  ***** SPONSOR: – Omni Premier Marketing: https://omnipremier.com/dental-marketing/ CONNECT: – Facebook: https://www.facebook.com/thedentalbrief/ – Instagram: https://www.instagram.com/thedentalbriefpodcast/ – LinkedIn: https://www.linkedin.com/in/dental-brief-podcast-564267217 – Patrick's LinkedIn: https://www.linkedin.com/in/pchavoustie/– Youtube: https://www.youtube.com/channel/UCd08JzybKfNH0v12Q9jf50w WEBSITE: – https://dentalbrief.com/

#270 Guest: Sherman Merricks, Chief Sales Officer at LASSO In This Episode: Paid Ads in the Fitness Industry: Sherman breaks down why paid ads are essential for gym owners and fitness pros looking to expand their reach and generate quality leads. The Power of Sales Skills and Training: We discuss how investing in developing your sales skills can help you create lasting relationships with clients and boost your business' growth. Niching Down Your Message: Sherman shares why focusing on the pain points of your ideal clients is key to standing out in a crowded marketplace. Practical Tips for Gym Owners: Real, actionable advice on how to implement these strategies to increase conversions and grow your business sustainably. Resources Mentioned: LASSO - Lead and Sales System Optimization: Gym Marketing Made Simple Sherman's e-mail  

In the latest episode of the Gartner Sales Podcast, host Betsy Gregory Hosler talks with Gartner experts Kevin Hooper and Andy Clement to explore sales leadership in uncertain times. These seasoned executives share strategies for navigating volatile, uncertain, complex, and ambiguous (VUCA) environments, drawing lessons from their own leadership roles during past crises like the Great Recession and COVID-19 pandemic.Andy Clement is an Executive Partner with Gartner's Chief Sales Officer program, where he coaches, guides, and challenges sales leaders who are Gartner clients. He joined Gartner in August 2024.Andy retired from Kimberly-Clark in March 2024 after a distinguished 33-year career. During his tenure, he held various key roles, including chief customer officer, vice president of sales, general manager, strategy director, marketing director, and manufacturing director. Andy earned his executive MBA from Vanderbilt University and his undergraduate degree from Wake Forest University.Kevin Hooper is an Executive Partner at Gartner, where he leverages over three decades of experience in technology and sales to advise clients on strategic growth and operational excellence. Before joining Gartner, Kevin held leadership roles at companies including Oracle, NEC, Hewlett-Packard, IBM, and Lenovo, where he served as North America president and general manager of the Infrastructure Solutions Group. His extensive background encompasses expertise in cloud business analytics, enterprise solutions, sales operations and strategy. Kevin is dedicated to helping organizations optimize their strategies and achieve their business objectives.

Från vanlig cykel till elcykel på några sekunder

Davod Zarghami, Northern Soda’s Co-CEO and Chief Sales Officer, joins IT2. A Minnesota based soda company is switching up flavors and has opened a new tap room in Minneapolis! Foodie Friday is brought to you by Prime Cut Meats, on South University Drive in Fargo, ND. See omnystudio.com/listener for privacy information.

Sean  Bush isn't just the Chief  Sales  Officer at Bush Consulting LLC—he's the field‑boots coach who hops on planes to help franchisees close bigger tickets and streamline ops. In this episode Ryan digs into Sean's battle‑tested tactics for turning leads into lifetime fans, scaling SOPs, and building A‑player crews that love showing up on Monday. Expect zero fluff and tons of swipe‑worthy nuggets you can plug into your business today. Sean also shares why he advocates Clienttether as a SAAS tool designed for home service franchise sales enablement. His methods can be embedded into Clienttether to streamline processes, build relationships, and increase per unit sales.  This episode will take your home service business to the next level.  Contact Sean: seanraybush@gmail.com

Chris Dumpleton is the Chief Sales Officer at Limitless Technology. He is based in London, UK. Limtless is a GigCX platform that offers a connection to freelance customer service agents to brands - replacing the need for a more traditional customer service contact center as all the agents work from home, choosing their own hours and the brands they want to work for. Chris describes it as "Uber for CX." But how does the gig economy work in the CX environment and what are the challenges that clients with experience of the contact center face when they explore these ideas? Mark Hillary called Chris to explore Gig CX and this episode is introduced by Mark and the founder of TrendzOwl, Stephen Loynd... Peter is not feeling well this week so thanks to Steve for stepping in and get well soon Peter! https://www.linkedin.com/in/chris-dumpleton-54557214/ https://www.limitlesstech.com/ https://www.linkedin.com/in/stephenloynd/ https://trendzowl.com/

"Germany is the fastest growing market for Basketball in Europe." Diesen Boom will Orlando Magic jetzt nutzen. Der Kader des NBA-Teams umfasst mit den Brüdern Franz & Moritz Wagner sowie Tristan da Silva bereits drei deutsche Spieler. War das schon eine Business-Entscheidung? Magic weitet nun seine Präsenz und Marketingaktivitäten in Deutschland aus. Bei dem strategischen Wachstumsplan geht es vor allem um eins: Basketball Culture. Welche Partnerschaften konnten hierzulande schon geschlossen werden? Warum haben Fans in Deutschland eine andere Dynamik als Fans in den USA - und wie geht man als Sportteam damit um? Welche Strategie steckt hinter dem deutschsprachigen Instagram-Kanal (was zudem das erste, offizielle deutsche Profil eines NBA-Teams ist)? Und wann ist die Europa-Expansion der Magic ein Erfolg? "We want fans of the NBA first and and then certainly the Orlando Magic. So hopefully that we're doing the job on the court and and kinda leaning into the marketplace to to build a fan base here." Unsere Gäste Michael Forde, Chief Sales Officer von Orlando Magic Marcus Höfl, Sportinvestor / MHM Management Unsere Themen Wie sich deutsche Basketball-Fans von US-Fans unterscheiden Die Wagner-Brüder in der NBA = eine Business Entscheidung? Gründe für eigene deutschsprachige Social Media Accounts Watch-Party und Co.: Welche Aktivierungen sind geplant? Zusammenarbeit mit deutschen Sport Organisationen Kommt bald das erste NBA-Game nach Deutschland? Warum Basketball Cultural Marketing braucht Ausblick: Wann ist die Expansion ein Erfolg? Zum Blogartikel: https://sportsmaniac.de/episode486 Unsere Empfehlungen Doku der Wagner-Brüder: https://www.zdf.de/sport/the-wagner-brothers  Promotet Eure Stellen: https://sportsmaniac.de/stellenanzeige Abonniert das Weekly Update: https://sportsmaniac.de/wu Unser Partner (Anzeige) GIPEDO: Gute Nachrichten für alle Vereine! Unser Partner GIPEDO digitalisiert und automatisiert alle Prozesse in euren Matchday Operations – von der Werbemittelverwaltung bis zur finalen Ausspielung. Das bedeutet: Gesteigerte Effizienz, verbesserter Service, maximale Flexibilität! 10 Clubs der 1. und 2. Bundesliga setzen bereits auf GIPEDO – darunter Bayer 04 Leverkusen. Das Besondere: Für euch als Podcast-Hörer gibt es ein exklusives Angebot! Wer sich mit dem Verweis auf den Podcast bei Trisha Jürgens (trisha@gipedo.io) meldet, kann GIPEDO zwei Monate kostenlos testen! Unser Kontakt Folge Sports Maniac auf LinkedIn, Twitter und Facebook Folge Daniel Sprügel auf LinkedIn, Twitter und Instagram E-Mail: daniel@sportsmaniac.de Wenn dir gefällt, was du hörst, abonniere uns gerne und empfehle uns weiter. Der Sports Maniac Podcast ist eine Produktion unserer Podcast-Agentur Maniac Studios.

Send us a textWelcome to another episode of The New Warehouse Podcast, where we dive into a unique solution for evaluating warehouse employee performance. Alex Bilyan, Chief Sales Officer, and Rado Barss, Co-Founder and CEO of WorkScore.ai, join Kevin to explore their innovative platform for workforce evaluations in warehouse operations.WorkScore.ai objectively and transparently measures warehouse employee performance using movement and task completion data. By leveraging AI, warehouse leaders can gain real-time insights into worker efficiency, address common productivity issues, and reduce unnecessary labor costs. The conversation unpacks the power of AI-driven evaluations, data transparency, and how gamification reshapes employee motivation.Learn more about Zebra Robotics here. Learn more about Nucor Warehouse Systems here. Follow us on LinkedIn and YouTube.Support the show

U.S. companies doing business in the EU who need to comply with their emissions trading rules will be interested in what Andrew Eckhardt, CAP2's Chief Sales Officer, has to say on today's Sustainable Finance Podcast program. Almost 50% of CO2 emissions in Europe are controlled by the EU Emissions Trading System. CAP2 buys carbon certificates for their investor clients that incentivize businesses not only to reduce emissions but also to retire them from the EU market forever.

In this episode, Ross and Weston sit down with Didi Caldwell and Jeff Bischoff during the Commerce Lexington Regional Summit. Didi Caldwell is the President and CEO of Global Location Strategies, a leading site selection and incentive negotiation firms for manufacturing and industrial companies.Jeff Bischoff is the Chief Sales Officer as Gray Construction, a Lexington, Kentucky-based design-build firm specializing in engineering, architecture, and construction services for industrial, commercial, and food and beverage manufacturing projects.Their discussion covers key trends in economic development, the site selection process, and what makes a region competitive for jobs in today's landscape. We hope you enjoy the discussion!Hosted by Weston Lockhart & Ross BoggessDevelopLex is proud to be supported by:SVN Stone Commercial Real EstateCommunity Trust Bank

According to the State of Sales Enablement Report 2024, 20% of organizations see sales process as a key strategic priority. So how can you streamline your sales process and equip reps to win more and win faster? Shawnna Sumaoang: Hi, and welcome to the Win Win podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Scott McNabb, the chief sales officer at Verisk Marketing Solutions. Thank you for joining us, Scott. I'd love for you to tell us about yourself, your background, and your role. Scott McNabb: Yeah, I'm thrilled to death to be here. Thank you so much. As mentioned, I'm the Chief Sales Officer for Verisk Marketing Solutions. I have been in and around the world, solving problems for major brands, major carriers, major tech companies, et cetera, for the better part of the last 20 years, so since I was nine years old, that's a joke, and have been leading sales teams, both in the data world and also in the SaaS software world over the course of my career. SS: Amazing. Well, Scott, we are honored to have you here. Given your extensive experience as a sales leader, you have seen the landscape evolve. I'm sure throughout that journey, but especially in recent years. What are some of the top challenges that you would say sales teams face today? SM: You know, I would say as relates to my use of different tools in the sales cycle, what I continue to evolve and learn from is the notion that sellers may not understand analytically where a Buyer stands in their buyer's journey. And it's evidenced by the fact that, again, going back to the conversational topic, they don't know the right material to provide to the right buyer at the right time that might resonate with them at the proper deal stage, more importantly, at the proper. Sort of category of ICP, right? The ideal customer profile. So sending the wrong material to the wrong buyer at the wrong time in the stage, and before you know it, you get lost in the deal cycle. And it is the number one challenge that sellers face, both in my current role and in previous companies that I've worked with is understanding where they are from a situational awareness perspective in the deal sort of cycle. I've got a military aviation background, and one of the things that we teach in fighter pilot school is helping the aviator understand where they are in the fight at any given moment, right? Where's the nearest, you know, fuel stop? Where's the enemy line versus the friendly line? You know, where do you stand three-dimensionally in relation to the buyer? In this particular example, but in relation to the enemy, you know, am I positioned properly to either fight and win or escape and save myself for another day? So to use the vernacular, that situational awareness is something that we teach in, you know, in our aviation community. And it's a construct situational awareness is a construct that we try. To guide, teach, coach, and sort of replicate for the sellers so that when they're in the deal cycle, that they understand where they are in relation to the challenge that the buyer faces. Does that make sense? SS: Absolutely. And I have to say, Scott, also very cool that you are in the aviation space. That is amazing. SM: It's 15 years of my life, lots and lots of time doing it, and it's amazing the corollaries between that situational awareness, the thing that you have to teach, and oftentimes young up-and-coming aviators, they get that they're flying the plane, and they get that it's moving in a forward direction, and they get what they have to do to get from here to there, do the thing you have to do, and return safely. But, you know, sort of advanced instruction is understanding three dimensionally where you fit in the fight. SS: I can see how that is a great analogy to sales. Now, from your perspective, how can enablement help sales teams overcome some of these challenges to achieve more success? SM: Well, let's be clear. So there's training and there's enablement. I think we get these two things confused. Training is what you do when you're trying to show somebody how to lift in the gym, right? Enablement is when they're thinking from a, again, three-dimensional perspective when we're guiding them to have critical thinking skills and understand if I'm here, then my next move is there, and we call it in our world, next best action. We built our entire sales enablement model around MBAs and the most often reasons why sales reps won't put deals and commit is because of the fear that if I asked you to commit, or if you're willing to stick your neck out and commit to a deal, Then somebody is going to ask you to have a plan for how you're going to execute on the mission. Right? And so it is the number one challenge. They say that I learned this from an amazing sales leader. Light is the world's best disinfectant, right? So enablement is about bringing deals into the light and via example, leading from the front, guiding, coaching. Enablement is not something that lives exclusively in an enablement department. It is something that is truly something that is to be led by the leaders. They have to exhibit and exemplify these skill sets so that the seller will feel as though we're all in the same set of airplanes after the same mission. And so enablement. Is that guidance tool, but again, it's not the enablement department exclusively. It is the seller, the sales leaders function. This is what, uh, I've got a sales leadership summit next week in Chicago with all my leaders and a big part of what I'm coaching on is how do you coach and enable your sellers? You can't just depend upon the enablement department to solve for the challenge. SS: I love that. You've essentially made enablement a cultural priority across your organization. And I know that you're passionate about developing high performance cultures. What are some of your best practices for building that culture within a sales team? SM: They say that culture eats strategy for breakfast. It's an old school book that's been around for 30 years and it's still never more true. And so culturally we have to guide the sellers from a culture perspective. Around the notion of franchise ownership, right? They have to own, understand the mission, be clear on the goals, be clear on the steps, and then accountability comes with culture. So again, a big part of what we're teaching next week is really just sort of an agreement between the sales leader and the sales rep on what is accountability and what does that mean, and then finally, Culture, whereby our one on ones are designed around four key concepts. Revenue first, right? Where you stand in the revenue picture, people, right? What people are you struggling with process? What processes are kicking your butt? And then finally innovation, right? Where we make it the responsibility of everybody culturally in the sales team to constantly be looking for ways to improve and innovate our process, right? So it's just not do it because I say that you do it. They have to be bought into that concept. And more importantly, they have to be challengers who look at the process and go, all right, well, look, that's kicking my butt. That's stupid. Why are we doing it that way? I got an idea. Why don't we do it this way, because we can shave three days off of the opposing cycle, or we can accelerate our deals because finally, culturally, it's all about velocity of deals. Culture has to be sort of digging in on the notion of increasing the velocity at which we move deals through the cycle. Because, you know, they say an army travels on its stomach, a sales team travels on velocity. SS: I could not agree more. So we talked in the intro and you mentioned it just now about the importance of a solid sales process. How can the sales process influence a high-performance culture? And what have you done to streamline the sales process to help kind of boost sales performance? SM: I love the question. Look, I think first and foremost, there's a massive change around this notion of servant leadership. So it's important that we start backwards from the challenge, which is a high-performing sales organization. It's funny. 10 years ago, servant leadership was not in vogue and as our sales teams have grown up, and we have Gen Z and we have Gen X and, and et cetera, all of a sudden they come from worlds where maybe they were not guided and coached the proper way. So weirdly enough, serving our teams, serving to the people that we were responsible for is back in vogue all of a sudden. So I think that step one is let's make sure that we start with the servant leadership methodology. Two, I think it's remarkably important that we pivot our sales model from a sales-led model to a customer-driven model, right? Our sales processes historically have been, where do you think you are in the deal? I'm at stage three, which means that I'm going to push them to do a thing. And then stage four, I'm going to hand them, these are the things that we do to manage our process. Whereas switching to a buyer-centric methodology, which is if I call the customer and ask them questions about where they are in their buying cycle, stage four, stage three, stage five, would the customer say that's where I am in my process for acquiring the thing that you sell, right? So switching to a customer centric model away from a sales centric model, this still exists and pervades. All over the industry, when it comes to sales organizations, we're tracking where you think you are in the deal. I want to know, where do you think the customer thinks they are in the buying cycle? If that resonates with you. SS: Oh, it absolutely does. And from your perspective, what would you then say is the strategic advantage that an enablement platform provides for improving the sales process? SM: All right, I'm going to go back to situational awareness. Sorry. At the end of the day, it helps the seller know more about where the customer is in their buyer's journey. Whereas in the old days, we would just, you know, enablement wise, we'd send out stuff and, you know, I wouldn't even know necessarily what they're looking at or what they're engaging with or what of my content resonates with them. But with an enablement platform, and I've used your platform in. Now, this is my third company and purchased it in two previous companies. You know, I find that it's a game changer because you're competing in a world whereby many don't have this thing and therefore the seller is blind. Again, going back to the military flying example, there's a notion called no joy, which means when I'm looking for the enemy and I can't find them. On the radio, you click off no joy, which means I don't have sight of where this guy is. This human that is my adversary. These kinds of tools provide the seller with that no joy moment where they go. All right. I do know exactly where they are. They're 300 feet below me. They're there at this speed and this course. And the enablement tool is a, for lack of a better term, it's a game changer for knowing where The customer is and where I as a seller can make better decisions about where they are in their buyer's journey down to the point of this materials not resonating. I sent the wrong stuff at the right time. In my current company, we use our enablement tool for both sales and CSMs and our solutions consultants and our marketing team, obviously to replace SharePoint so that we not only I can see as a leader. What's working? What's not? Where are they using? What pieces of content and what stage of the buyers journey? Wrong time, wrong content, wrong message, et cetera. So now I've got analytical knowledge on why is the deal stalling in stage, right? So I can run analytics out of salesforce that goes, all right, you're in stage four. We've shipped over a raft of content, but why is the deal, why is it not resonating with the buyer at this stage in the journey? Let's go backwards a step and figure out what did we miss and let the data then tell us and analytically help us understand where are we stalling in deals. And what's causing a velocity change? You get what I'm saying? SS: I do. I love that data-driven approach. How do you leverage data? If you have a few examples to refine and optimize the sales process? SM: Well, look, I think it comes down to and sorry, I'm going to go off track just two seconds, but know that I feel like that present company excepted. I have led sales leadership teams before where they were managing using analytics as a crutch. Instead of trying to understand what's going on, we're managing to the metrics. Activity wise, instead of managing to the metrics again around velocity around understanding what pieces of content resonates best, we're using analytics the wrong way. In my opinion, accountability. Yes, but activity for activity sake. No, right? Can't work that way anymore. So the less mature sales leaders are the ones that are basically sitting behind the steering wheel, looking at analytics to give them a false sense of security. Right. We got to take the analytical information and help us understand and make better decisions about what's working in the deal cycle. Why are things not progressing? Where are things stalling? Let's get a better picture about the deal cycle and not just lean on old school metrics. You know, email open rates and click through rates - they don't tell me anything. It's a vanity metric, right? Understanding how many sales meetings that they had this week, while that is a core metric for activity, it doesn't really tell me the quality of the meetings that you're having, right? That's what I care about. Yes, I certainly want you making the dials and I want you making the connections, but what I care most about is that Those amazing interactions with the buyers are turning into a valuable velocity change in the deal cycle. SS: I love that. And I know that all of that data is helping to inform a lot of the innovation that's coming out of AI. And I know that AI sales tactics are an area of interest to you. I'd love to hear directly from you. How do you plan to leverage innovation like AI to improve the sales process and the performance of your teams? SM: Again, great question. Timely topic. Obviously, at the beginning of that journey is where I would say that we are, but just getting sellers to use AI to even sort of have it guide them on what conversation would resonate with the buyer at this stage. With this problem, it's really not about AI. If you think about it, it's about building a library of AI prompts, because I find that the reason why sellers don't use AI is not because they can't figure out how to ask a question they're asking the wrong. Questions of the AI engine, and then they're surprised when they get a really, you know, stupid or flat line answer from the AI tool. It's not the AI tool's fault. It's we're asking the wrong question. So what I've asked my enablement team to do is build and load into my enablement platform a library of AI prompts that will provide the proper response. SS: I love that. I think that's phenomenal. Scott, last question for you. If you could give other sales leaders who are looking to improve their sales process one piece of advice for the year ahead, what would it be? SM: You know, I think it's impossible for me to give one piece of advice, but I think the predominant one is be a servant leader first, right? Have the team that you support. Accountability comes with servitude, right? So if we're serving the teams that we're supporting, then they will feel supported and guided and coached. If you've ever worked for a company that does not espouse the notion of servant leadership and is the opposite of that, which is often known as top-down leadership, then you don't feel very supported and you're not pulled Up, right? Servant leadership, I think, is back in vogue because people weren't feeling guided and coached and pulled, right? It's, I'm going to stand on you for what you're not doing, but not guide you on what you could be, what's possible to be done. And so that's, if anybody asked me, that's my number one thought is start backwards from servant leadership and Okay. Get really amazing at guiding, coaching, teaching, leading from the front. You know, it's the old-school model. I never am going to ask anybody to do something that I wouldn't do myself. That's an old school military term, but at the end of the day, it still works. Still works like a dream. SS: Absolutely. Scott, thank you so much for sharing your advice with our listeners today. I greatly appreciate the time. SM: It's my pleasure. Good luck, everybody. SS: To our audience, thank you for listening to this episode of the Win Win Podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

According to the State of Sales Enablement Report 2024, 20% of organizations see sales process as a key strategic priority. So how can you streamline your sales process and equip reps to win more and win faster? Shawnna Sumaoang: Hi, and welcome to the Win Win podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Scott McNabb, the chief sales officer at Verisk Marketing Solutions. Thank you for joining us, Scott. I’d love for you to tell us about yourself, your background, and your role. Scott McNabb: Yeah, I’m thrilled to death to be here. Thank you so much. As mentioned, I’m the Chief Sales Officer for Verisk Marketing Solutions. I have been in and around the world, solving problems for major brands, major carriers, major tech companies, et cetera, for the better part of the last 20 years, so since I was nine years old, that’s a joke, and have been leading sales teams, both in the data world and also in the SaaS software world over the course of my career. SS: Amazing. Well, Scott, we are honored to have you here. Given your extensive experience as a sales leader, you have seen the landscape evolve. I’m sure throughout that journey, but especially in recent years. What are some of the top challenges that you would say sales teams face today? SM: You know, I would say as relates to my use of different tools in the sales cycle, what I continue to evolve and learn from is the notion that sellers may not understand analytically where a Buyer stands in their buyer’s journey. And it’s evidenced by the fact that, again, going back to the conversational topic, they don’t know the right material to provide to the right buyer at the right time that might resonate with them at the proper deal stage, more importantly, at the proper. Sort of category of ICP, right? The ideal customer profile. So sending the wrong material to the wrong buyer at the wrong time in the stage, and before you know it, you get lost in the deal cycle. And it is the number one challenge that sellers face, both in my current role and in previous companies that I’ve worked with is understanding where they are from a situational awareness perspective in the deal sort of cycle. I’ve got a military aviation background, and one of the things that we teach in fighter pilot school is helping the aviator understand where they are in the fight at any given moment, right? Where’s the nearest, you know, fuel stop? Where’s the enemy line versus the friendly line? You know, where do you stand three-dimensionally in relation to the buyer? In this particular example, but in relation to the enemy, you know, am I positioned properly to either fight and win or escape and save myself for another day? So to use the vernacular, that situational awareness is something that we teach in, you know, in our aviation community. And it’s a construct situational awareness is a construct that we try. To guide, teach, coach, and sort of replicate for the sellers so that when they’re in the deal cycle, that they understand where they are in relation to the challenge that the buyer faces. Does that make sense? SS: Absolutely. And I have to say, Scott, also very cool that you are in the aviation space. That is amazing. SM: It’s 15 years of my life, lots and lots of time doing it, and it’s amazing the corollaries between that situational awareness, the thing that you have to teach, and oftentimes young up-and-coming aviators, they get that they’re flying the plane, and they get that it’s moving in a forward direction, and they get what they have to do to get from here to there, do the thing you have to do, and return safely. But, you know, sort of advanced instruction is understanding three dimensionally where you fit in the fight. SS: I can see how that is a great analogy to sales. Now, from your perspective, how can enablement help sales teams overcome some of these challenges to achieve more success? SM: Well, let’s be clear. So there’s training and there’s enablement. I think we get these two things confused. Training is what you do when you’re trying to show somebody how to lift in the gym, right? Enablement is when they’re thinking from a, again, three-dimensional perspective when we’re guiding them to have critical thinking skills and understand if I’m here, then my next move is there, and we call it in our world, next best action. We built our entire sales enablement model around MBAs and the most often reasons why sales reps won’t put deals and commit is because of the fear that if I asked you to commit, or if you’re willing to stick your neck out and commit to a deal, Then somebody is going to ask you to have a plan for how you’re going to execute on the mission. Right? And so it is the number one challenge. They say that I learned this from an amazing sales leader. Light is the world’s best disinfectant, right? So enablement is about bringing deals into the light and via example, leading from the front, guiding, coaching. Enablement is not something that lives exclusively in an enablement department. It is something that is truly something that is to be led by the leaders. They have to exhibit and exemplify these skill sets so that the seller will feel as though we’re all in the same set of airplanes after the same mission. And so enablement. Is that guidance tool, but again, it’s not the enablement department exclusively. It is the seller, the sales leaders function. This is what, uh, I’ve got a sales leadership summit next week in Chicago with all my leaders and a big part of what I’m coaching on is how do you coach and enable your sellers? You can’t just depend upon the enablement department to solve for the challenge. SS: I love that. You’ve essentially made enablement a cultural priority across your organization. And I know that you’re passionate about developing high performance cultures. What are some of your best practices for building that culture within a sales team? SM: They say that culture eats strategy for breakfast. It’s an old school book that’s been around for 30 years and it’s still never more true. And so culturally we have to guide the sellers from a culture perspective. Around the notion of franchise ownership, right? They have to own, understand the mission, be clear on the goals, be clear on the steps, and then accountability comes with culture. So again, a big part of what we’re teaching next week is really just sort of an agreement between the sales leader and the sales rep on what is accountability and what does that mean, and then finally, Culture, whereby our one on ones are designed around four key concepts. Revenue first, right? Where you stand in the revenue picture, people, right? What people are you struggling with process? What processes are kicking your butt? And then finally innovation, right? Where we make it the responsibility of everybody culturally in the sales team to constantly be looking for ways to improve and innovate our process, right? So it’s just not do it because I say that you do it. They have to be bought into that concept. And more importantly, they have to be challengers who look at the process and go, all right, well, look, that’s kicking my butt. That’s stupid. Why are we doing it that way? I got an idea. Why don’t we do it this way, because we can shave three days off of the opposing cycle, or we can accelerate our deals because finally, culturally, it’s all about velocity of deals. Culture has to be sort of digging in on the notion of increasing the velocity at which we move deals through the cycle. Because, you know, they say an army travels on its stomach, a sales team travels on velocity. SS: I could not agree more. So we talked in the intro and you mentioned it just now about the importance of a solid sales process. How can the sales process influence a high-performance culture? And what have you done to streamline the sales process to help kind of boost sales performance? SM: I love the question. Look, I think first and foremost, there’s a massive change around this notion of servant leadership. So it’s important that we start backwards from the challenge, which is a high-performing sales organization. It’s funny. 10 years ago, servant leadership was not in vogue and as our sales teams have grown up, and we have Gen Z and we have Gen X and, and et cetera, all of a sudden they come from worlds where maybe they were not guided and coached the proper way. So weirdly enough, serving our teams, serving to the people that we were responsible for is back in vogue all of a sudden. So I think that step one is let’s make sure that we start with the servant leadership methodology. Two, I think it’s remarkably important that we pivot our sales model from a sales-led model to a customer-driven model, right? Our sales processes historically have been, where do you think you are in the deal? I’m at stage three, which means that I’m going to push them to do a thing. And then stage four, I’m going to hand them, these are the things that we do to manage our process. Whereas switching to a buyer-centric methodology, which is if I call the customer and ask them questions about where they are in their buying cycle, stage four, stage three, stage five, would the customer say that’s where I am in my process for acquiring the thing that you sell, right? So switching to a customer centric model away from a sales centric model, this still exists and pervades. All over the industry, when it comes to sales organizations, we’re tracking where you think you are in the deal. I want to know, where do you think the customer thinks they are in the buying cycle? If that resonates with you. SS: Oh, it absolutely does. And from your perspective, what would you then say is the strategic advantage that an enablement platform provides for improving the sales process? SM: All right, I’m going to go back to situational awareness. Sorry. At the end of the day, it helps the seller know more about where the customer is in their buyer’s journey. Whereas in the old days, we would just, you know, enablement wise, we’d send out stuff and, you know, I wouldn’t even know necessarily what they’re looking at or what they’re engaging with or what of my content resonates with them. But with an enablement platform, and I’ve used your platform in. Now, this is my third company and purchased it in two previous companies. You know, I find that it’s a game changer because you’re competing in a world whereby many don’t have this thing and therefore the seller is blind. Again, going back to the military flying example, there’s a notion called no joy, which means when I’m looking for the enemy and I can’t find them. On the radio, you click off no joy, which means I don’t have sight of where this guy is. This human that is my adversary. These kinds of tools provide the seller with that no joy moment where they go. All right. I do know exactly where they are. They’re 300 feet below me. They’re there at this speed and this course. And the enablement tool is a, for lack of a better term, it’s a game changer for knowing where The customer is and where I as a seller can make better decisions about where they are in their buyer’s journey down to the point of this materials not resonating. I sent the wrong stuff at the right time. In my current company, we use our enablement tool for both sales and CSMs and our solutions consultants and our marketing team, obviously to replace SharePoint so that we not only I can see as a leader. What’s working? What’s not? Where are they using? What pieces of content and what stage of the buyers journey? Wrong time, wrong content, wrong message, et cetera. So now I’ve got analytical knowledge on why is the deal stalling in stage, right? So I can run analytics out of salesforce that goes, all right, you’re in stage four. We’ve shipped over a raft of content, but why is the deal, why is it not resonating with the buyer at this stage in the journey? Let’s go backwards a step and figure out what did we miss and let the data then tell us and analytically help us understand where are we stalling in deals. And what’s causing a velocity change? You get what I’m saying? SS: I do. I love that data-driven approach. How do you leverage data? If you have a few examples to refine and optimize the sales process? SM: Well, look, I think it comes down to and sorry, I’m going to go off track just two seconds, but know that I feel like that present company excepted. I have led sales leadership teams before where they were managing using analytics as a crutch. Instead of trying to understand what’s going on, we’re managing to the metrics. Activity wise, instead of managing to the metrics again around velocity around understanding what pieces of content resonates best, we’re using analytics the wrong way. In my opinion, accountability. Yes, but activity for activity sake. No, right? Can’t work that way anymore. So the less mature sales leaders are the ones that are basically sitting behind the steering wheel, looking at analytics to give them a false sense of security. Right. We got to take the analytical information and help us understand and make better decisions about what’s working in the deal cycle. Why are things not progressing? Where are things stalling? Let’s get a better picture about the deal cycle and not just lean on old school metrics. You know, email open rates and click through rates – they don’t tell me anything. It’s a vanity metric, right? Understanding how many sales meetings that they had this week, while that is a core metric for activity, it doesn’t really tell me the quality of the meetings that you’re having, right? That’s what I care about. Yes, I certainly want you making the dials and I want you making the connections, but what I care most about is that Those amazing interactions with the buyers are turning into a valuable velocity change in the deal cycle. SS: I love that. And I know that all of that data is helping to inform a lot of the innovation that’s coming out of AI. And I know that AI sales tactics are an area of interest to you. I’d love to hear directly from you. How do you plan to leverage innovation like AI to improve the sales process and the performance of your teams? SM: Again, great question. Timely topic. Obviously, at the beginning of that journey is where I would say that we are, but just getting sellers to use AI to even sort of have it guide them on what conversation would resonate with the buyer at this stage. With this problem, it’s really not about AI. If you think about it, it’s about building a library of AI prompts, because I find that the reason why sellers don’t use AI is not because they can’t figure out how to ask a question they’re asking the wrong. Questions of the AI engine, and then they’re surprised when they get a really, you know, stupid or flat line answer from the AI tool. It’s not the AI tool’s fault. It’s we’re asking the wrong question. So what I’ve asked my enablement team to do is build and load into my enablement platform a library of AI prompts that will provide the proper response. SS: I love that. I think that’s phenomenal. Scott, last question for you. If you could give other sales leaders who are looking to improve their sales process one piece of advice for the year ahead, what would it be? SM: You know, I think it’s impossible for me to give one piece of advice, but I think the predominant one is be a servant leader first, right? Have the team that you support. Accountability comes with servitude, right? So if we’re serving the teams that we’re supporting, then they will feel supported and guided and coached. If you’ve ever worked for a company that does not espouse the notion of servant leadership and is the opposite of that, which is often known as top-down leadership, then you don’t feel very supported and you’re not pulled Up, right? Servant leadership, I think, is back in vogue because people weren’t feeling guided and coached and pulled, right? It’s, I’m going to stand on you for what you’re not doing, but not guide you on what you could be, what’s possible to be done. And so that’s, if anybody asked me, that’s my number one thought is start backwards from servant leadership and Okay. Get really amazing at guiding, coaching, teaching, leading from the front. You know, it’s the old-school model. I never am going to ask anybody to do something that I wouldn’t do myself. That’s an old school military term, but at the end of the day, it still works. Still works like a dream. SS: Absolutely. Scott, thank you so much for sharing your advice with our listeners today. I greatly appreciate the time. SM: It’s my pleasure. Good luck, everybody. SS: To our audience, thank you for listening to this episode of the Win Win Podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

In this episode, we take a deep dive into short-term rental insurance, breaking down why having the right coverage is essential for protecting your property, income, and business. We welcome Nick Massey, Chief Sales Officer at Proper Insurance, who shares critical insights on what hosts need to know, from common misconceptions about platform-provided coverage to real-life case studies of claims and payouts.What We Cover:Why short-term rental hosts need specialized insuranceCommon claims and risks in the short-term rental industryThe differences between standard homeowners insurance, landlord insurance, and commercial policiesHow loss of income coverage can save your business after a claimGuest-caused damage: what's covered and what's notHow to ensure your amenities—pools, hot tubs, kayaks, and more—are properly insuredThe biggest mistakes hosts make when it comes to insuranceWhat co-hosts and property managers need to know about liabilityWhy arbitrage hosts need a unique insurance solutionHow insurance providers evaluate your property and listing for risk managementThe importance of transparency when discussing insurance with property ownersResources & Links from This Episode:Breezeway Safety Program | Learn more AirCover for Hosts | Learn more11 Ways To Avoid Parties In Your Airbnbs | Subscribe to our YouTube ChannelMentioned in this episode:Quiz | Take our quiz to reveal your hosting personality style!Proper Insurance | Book Your Risk Assessment TodayExtenteam | Receive 20% off the first 2 months with Tailwind!Fido | Visit getfido.com/tfv & get your first month free!Hostfully | Go to https://www.hostfully.com/tfv and use TFV100 to get $200 off your subscription.

In this special episode, host, Matt Mitteldorfer, sits down with ACV's Chief Sales Officer, Mike Waterman, at NADA 2025 to talk about why this year is a game-changer for automotive technology. From data-driven insights to AI-powered solutions, ACV is embracing cutting-edge innovations to help dealers work smarter, faster and more efficiently. But let's be real—handing off key decisions to AI can feel like a leap of faith. Matt and Mike discuss the trust factor in tech adoption, how ACV is making it easier than ever for dealers to acquire, appraise, and price vehicles with speed and accuracy, and why consumer-facing AI is shaping the future of inventory management. If we missed you at NADA, reach out to learn more about what's next on the horizon for ACV. You can email us at podcasts@acvauctions.com!

In this episode of the daily mastermind, George Wright III talks with Colton Page, Chief Sales Officer and co-owner of PlatPay, about the intricacies of the payment processing industry. They discuss Colton's transition from door-to-door sales to leading a merchant processing company that has handled over a billion dollars in transactions. Key topics include the importance of understanding the payment landscape, creating redundancy in banking, fraud prevention, and staying updated with rapid technological changes. Additionally, they delve into Payment Cowboys, a niche initiative aimed at bringing transparent and tailored payment solutions to the Western and cowboy communities. 00:39 Colton Page's Background and PlatPay Overview02:41 Journey from Door-to-Door Sales to Chief Sales Officer04:35 The Importance of Sales Skills for Entrepreneurs10:17 Building PlatPay and Differentiating in the Market12:28 Understanding Banking Redundancy in Merchant Processing16:08 The Pitfalls of Relying Solely on Stripe17:06 Dealing with Chargebacks and Fraud19:15 Adapting to Rapid Changes in FinTech21:33 Introducing Payment Cowboys24:11 Balancing Growth and Client Relationships29:13 Future Goals and Vision Thanks for listening, and Please Share this Episode with someone. It would really help us to grow our show and share these valuable tips and strategies with others. Have a great day. George Wright III“It's Never Too Late to Start Living the Life You Were Meant to Live”FREE Daily Mastermind Resources:CONNECT with George & Access Tons of ResourcesGet access to Proven Strategies and Time-Test Principles for Success. Plus, download and access tons of FREE resources and online events by joining our Exclusive Community of Entrepreneurs, Business Owners, and High Achievers like YOU.Join FREE at www.JoinTheEvolution.comAbout GUEST:Colton PageColton Page is the Chief Sales Officer and Co-owner of PlatPay, a leading merchant processing company with over 20 years of experience and more than $1 billion in transactions. Known for his resilience and hands-on leadership, Colton's journey began in door-to-door sales, where he honed his skills in communication, discipline, and relationship-building. With a dual bachelor's degree in International Business and Finance, Colton has been instrumental in driving innovation and growth at PlatPay, including creating niche solutions like Payment Cowboys. Passionate about adding value and fostering genuine connections, Colton is committed to helping businesses thrive in an ever-evolving marketplace.Guest Resources:Website: https://www.platpay.com/Facebook: https://www.facebook.com/p/PlataPay-61559829641515/Instagram: https://www.instagram.com/platpay/Linkedin: https://www.linkedin.com/company/platpayAbout George Wright III:George Wright is a Proven, Successful Entrepreneur- and he knows how to inspire entrepreneurs, companies, and individuals to achieve Massive Results. With more than 20 years of Executive Management experience and 25 years of Direct Marketing and Sales experience, George is responsible for starting and building several successful multimillion-dollar companies. He started at a very young age to network and build his experience and knowledge of what it takes to become a driven and well-known entrepreneur. George built a multi-million-dollar seminar business, promoting some of the biggest stars and brands in the world. He has accelerated the success and cash flow in each of his ventures through his network of resources and results driven strategies. George is now dedicated to teaching and sharing his Prosperity Principles and Strategies to every Driven and Passionate Entrepreneur he meets. His mission is to Empower Entrepreneurs Globally to create Massive Change and LIVE their Ultimate Destiny.

The automotive Super Bowl is here—NADA 2025! In this episode, our host, Matt Mitteldorfer, has Mike Waterman hop in the passenger's seat to pull back the curtain on how dealers can stay ahead in an ever-evolving market. Looking ahead, 2025 promises to be a year of transformation, with dealers leveraging technology like AI to enhance customer experiences, optimize inventory, and drive profitability. Discover how ACV is tackling dealership pain points, enhancing profitability, and delivering the future of automotive—live at NADA booth #1901 in New Orleans! Email us at podcasts@acvauctions.com to learn more, or visit acvauto.com/nada to book a meeting with our team.

Rob Bast of Corepay is this week's guest on Adult Site Broker Talk. Rob has an MBA, an Executive MBA, and was a Welch Scholar. He has won numerous awards. Rob has solidified his expertise in navigating the high-risk payment landscape with tours of duty at some major payment platforms. He has brought growth to all of the companies he's worked at. Rob has been in the merchant services industry for close to twenty years. He got into the industry because his mentor, the late Jack Welch, recommended that he work for a Fortune 100 company to get the experience. Before joining American Express, he had run East and West Coast startup companies. After American Express, Gary Jackson at CCBill recruited him to run their sales team. This was his first exposure to adult and other high-risk verticals. After almost five years running CCBill, he was recruited by Humboldt Merchant Services to be Vice President of Sales. After nearly five years there, he joined Corepay as Chief Sales Officer. At Corepay, their team specializes in providing comprehensive payment service solutions, catering to a wide range of risk profiles across the US, UK, and EU. His role as Chief Sales Officer hinges on pioneering merchant services and leveraging their proprietary payment gateway, NetValve, to ensure secure and efficient online transactions. His focus is on optimizing recurring payments and fostering robust financial ecosystems. For almost a decade, Corepay has specialized as a full-service Payment Service Provider in the high-risk payment processing space, offering e-commerce merchants credit card processing and alternative payment solutions tailored to their businesses' needs. Adult Site Broker is the most experienced company to broker adult sites. They've sold and helped people buy more xxx sites than any other broker. Adult Site Broker is the leading company to sell porn sites and buy porn sites. They help their clients work out equitable deals. Check out their brand-new website at www.adultsitebroker.com, the leading destination to broker porn sites. Adult Site Broker also has an affiliate program, ASB Cash, at https://asbcash.com, where you can earn 20% by referring people to buy adult sites and sell adult sites to Adult Site Broker, the porn website broker. For more information, please visit us at www.adultsitebroker.com to help you broker adult sites. Listen to Rob Bast of Corepay on Adult Site Broker Talk, starting today at www.adultsitebrokertalk.com

This in-depth discussion with Jay Virdi, the Chief Sales Officer for Specialty Practices at Hub International, provides a comprehensive overview of the insurance landscape for the cannabis industry in 2025.The cannabis industry faces unique financial pressures, including inflation, rising interest rates, and specific tax burdens like the 280E tax code. Jay Virdi emphasizes the need for robust risk management strategies to navigate these challenges and ensure business continuity. He outlines the various insurable risks cannabis companies must consider, from property damage and business interruption to directors and officers liability. Virdi also explores alternative risk transfer options, such as captives, risk retention groups, and parametric insurance, offering innovative solutions for companies seeking to optimize their risk management approach.With the increasing reliance on technology, cybersecurity is paramount for cannabis businesses. Virdi stresses the importance of strong cybersecurity protocols and data protection measures to safeguard sensitive information and maintain business operations. He highlights the potential consequences of cyber breaches and encourages investment in cybersecurity infrastructure.Beyond financial and operational risks, Virdi underscores the importance of protecting a company's most valuable asset: its people. He advocates for comprehensive employee benefits policies and a strong focus on employee well-being, recognizing the crucial role a healthy and engaged workforce plays in overall business success.Product safety and liability are also critical concerns for cannabis companies. Virdi discusses the importance of implementing a robust risk mitigation strategy and securing adequate insurance coverage to protect against potential liabilities. He cautions against the risks of operating without liability insurance, highlighting the potential for catastrophic financial losses in the event of an incident.Looking ahead, Virdi and our host discuss the future of the cannabis industry, including its growth trajectory, the evolving regulatory landscape, and the potential impact of policy changes such as the anticipated rescheduling of cannabis by the DEA. Virdi emphasizes the need for ongoing adaptation, innovation, and a proactive approach to risk management to thrive in this dynamic market. Advertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Dive into another episode about the benefits of automating your business with today's guests, Dan Hellmann and Jim Sanborn! Dan and Jim highlight how their partnership enables carriers to offer competitive and accessible pricing solutions, the growing importance of API pricing among shippers, and the need for brokers to prepare for potential changes in market demand!   About Dan Hellmann With a career spanning 18 years in the transportation and logistics industry, Dan Hellmann is a dynamic and results-driven leader. Currently serving as the Chief Sales Officer at Tabi Connect, he has been at the forefront of the company's success for the past 3.5 years. In this role, Dan leads sales, marketing, account management, and customer success, driving the company's growth and ensuring client satisfaction. Dan is deeply involved in industry associations, serving as a Board Member for the Logistics and Transportation Association of North America (LTNA), an active member of the Young Executive Committee for the Transportation Intermediaries Association, and serves as a Board Member for the Denver Transportation Club.  A true veteran in the brokerage field, Dan Hellmann has accumulated invaluable experience in sales leadership, P&L management, and strategy. His journey includes successfully starting up a brokerage for a former customer, steering it to an impressive $50 million in revenue. Dan brings a wealth of knowledge and practical insights to industry events. His passion for innovation, strategic thinking, and commitment to excellence make him a compelling voice in the world of transportation and logistics. Website: https://tabiconnect.com/  LinkedIn: https://www.linkedin.com/in/dan-hellmann-ctb/  Email: DanH@tabiconnect.com    About Jim Sanborn The Honorable Jim Sanborn is the esteemed Director of Network Marketplaces at e2open, a leading global supply chain software and services provider headquartered in Austin, TX. With a tenure spanning nearly two decades, Jim has been instrumental in fostering robust partnerships with carriers, brokers, and third-party logistics providers, seamlessly integrating technologies to enhance system connectivity and operational efficiencies. In his current role, Jim has championed the adoption of EDI and API integrations for e2open, streamlining processes for rating, spot quotes, communications & billing, and continues to drive forward e2open's commitment to innovation and customer service excellence. Beyond his corporate achievements, Jim has a history of civic engagement. He served as The Honorable Mayor of Waconia, MN, from 2015 to 2019 and has contributed his leadership skills to the School Board and City Council, reflecting his dedication to stewardship & community development. Jim holds a Master of Arts in Organizational Leadership from Crown College and a Bachelor of Science in Public Administration from Central Michigan University. He currently resides in Saginaw, Michigan, near where he grew up. Website: https://www.e2open.com/  LinkedIn: https://www.linkedin.com/in/jpsanbornmi/  Email: jim.sanborn@e2open.com  

Welcome to Med Tech Gurus! In this episode, we're joined by Ricardo Roman, Chief Sales Officer at Fracttal, who brings a wealth of experience in optimizing healthcare operations through asset management and maintenance technology. Ricardo shares insights on how strategic asset management can drive better service quality and operational performance, directly impacting patient care. With his background mentoring startups and working with major healthcare providers, Ricardo dives into the challenges of innovating in the healthcare sector, especially in regions with limited resources. He discusses the importance of understanding the full lifecycle of medical assets, highlighting how technologies like IoT and AI are revolutionizing maintenance practices by enabling more efficient resource allocation and predictive maintenance. Ricardo also provides actionable advice for healthcare leaders on integrating data systems to optimize decision-making and improve overall performance. Tune in to learn how Fracttal is advancing the industry, the benefits of a circular economy approach, and best practices for scaling technology solutions in healthcare. Don't miss this episode packed with insights on enhancing healthcare through smarter asset management and technological innovation.

Joe Liberatore has served as CEO since 2022 and president since 2012. His previous roles include Kforce Interactive president, Chief Sales Officer, Chief Talent Officer and Chief Financial Officer.  Joe is superb example of what I refer to as a “Strategic Executive,” a senior leader who has a firm grasp on current industry best-practices and business operations and is also “Professionally Curious,” which means he studies emerging business trends and cutting edge technologies that can better position his organization in an ever changing business environment. Joe champions innovation and his vision and commitment to excellence led the firm through two transformative ages: the dot com era and the Corona Virus pandemic. Kforce experienced significant growth in response to both transformations, largely due to Joe's strong leadership and unequaled knowledge of the Staffing Industry. In this episode, Joe shares his insights on executive level leadership.

In this episode of the Intentional Agribusiness Leader Podcast, host Mark Jewell sits down with Daniel Stephens, Chief Sales Officer at TIMAC Agro. Daniel shares his journey in agriculture, leadership philosophy, and the strategies TIMAC uses to build a winning culture. From embracing honesty and transparency to fostering a team-oriented environment, this conversation is packed with actionable insights for leaders in agribusiness. Plus, Daniel and Mark dive into personal stories about the importance of stepping back, resetting, and connecting with nature.Key Takeaways:What It Means to Be Intentional:Clear communication and collaboration are the foundation of intentional leadership.Surround yourself with a strong team and maintain open dialogue to collectively achieve success.Building a Strong Team Culture:Make work fun and engaging by celebrating wins and fostering camaraderie.Invest in relationships that create a sense of belonging and loyalty within the organization.Practical examples from TIMAC include attending events together, organizing escape rooms, and group barbecues.The Value of Transparency and Integrity:Honesty builds trust with customers and employees alike.Leaders must model vulnerability and acknowledge their mistakes to create a culture of accountability.Lessons from Personal Stories:Early life lessons, like Daniel's story of breaking his father's pencil, illustrate the long-term value of honesty and owning mistakes.Mark ties in the Biblical story of Adam and Eve to emphasize the human tendency to hide from failure and the importance of overcoming it.Guiding Young Talent in Agribusiness:Help new employees understand the effort and time required to build trust and relationships in the industry.Pair younger professionals with experienced mentors who can guide them in “what right looks like.”Prioritizing Rest and Resetting:Leaders need time to disconnect and recharge to be fully present.Nature, hobbies, and downtime are essential for maintaining personal well-being and peak performance.Notable Quotes:“Being intentional means creating clear communication and a vision everyone can align with.” – Daniel Stephens“Bad news doesn't get better with time—rip the band-aid off and deal with it.” – Daniel Stephens“When we create a culture of transparency and honesty, we build trust and stronger relationships within our teams.” – Mark Jewell“The agribusiness industry is tough, but with the right team culture, you can make it a fulfilling and enjoyable place to work.” – Daniel StephensActionable Insights for Leaders:Be Transparent: Acknowledge mistakes openly and create an environment where employees feel safe to do the same.Celebrate Wins: From group outings to personal gestures like birthday texts, small acts build team morale.Help New Talent Grow: Pair younger employees with mentors and help them see the long-term value of relationship-building.Find Your Reset: Make time for hobbies, nature, or other activities that allow you to recharge and bring your best self to work.What resonated most with you from this episode? Share your insights or stories about team building and leadership with us on social media. Don't forget to subscribe and leave a review for the Intentional Agribusiness Leader Podcast.

In this episode, Sophie Hulgard, Chief Sales Officer at Accor, shares insights on the power of providing hospitality through meetings, the economic impact of face-to-face events, and how hotels can maximize these opportunities.Listen now to learn about:The impact of the pandemic on the meetings and events industry.The value of face-to-face meetings versus digital interactions.Key findings from Accor's recent research on the economic impact of meetings.Differences in meeting value perceptions across various countries.The unique advantages hotels have in hosting meetings.Accor's emphasis on sustainability in meetings.The role of technology in enhancing meeting experiences.The importance of flexibility and agility in meeting spaces.The return on investment of in-person meetings for businesses.See Accor's Research: Unlocking Growth Through Face-to-Face MeetingsIf you liked this, you might also like: Observations from San Francisco on the Hotel Space Advantage in the New AI Economy (by Josiah Mackenzie)Send Josiah a text If you enjoy the Hospitality Daily Podcast, you'll love the Hotel Tech Insider podcast - where you'll find interviews with hotel industry leaders pushing the boundaries of technology to grow their businesses with actionable tools and strategies.Take my State of Hotel Industry Survey now to get insights on challenges, priorities, and opportunities in hospitality today.A few more resources: If you're new to Hospitality Daily, start here. You can send me a message here with questions, comments, or guest suggestions If you want to get my summary and actionable insights from each episode delivered to your inbox each day, subscribe here for free. Follow Hospitality Daily and join the conversation on YouTube, LinkedIn, and Instagram. If you want to advertise on Hospitality Daily, here are the ways we can work together. If you found this episode interesting or helpful, send it to someone on your team so you can turn the ideas into action and benefit your business and the people you serve! Music for this show is produced by Clay Bassford of Bespoke Sound: Music Identity Design for Hospitality Brands

Maria Grasso, the Chief Sales Officer at the Philadelphia Convention and Visitors Bureau (PHLCVB), shared the story behind her title with us on December 4, 2024.⭐⭐⭐⭐⭐Rating: 5 out of 5.Of the interview, our founder and host, Sue Rocco, says: “Listen in as I sit down with Maria to talk about her younger years growing up in Philadelphia, playing varsity soccer on a boy's team, the loss of her father to Colon Cancer, her best advice for women in sales, and why she loves her job so much!”ABOUT MARIA:Maria Grasso is the Chief Sales Officer at the Philadelphia Convention and Visitors Bureau (PHLCVB), leading three business development divisions, the convention sales team and destination services team in growing convention bookings, while positioning Philadelphia as the premier destination for meetings, conventions and major events.Actively involved in Philadelphia's hosting of the FIFA World Cup 2026™, Maria serves as the hotel accommodations expert, representing Philadelphia and the PHLCVB with FIFA and U.S. Soccer. She has served in similar capacities for other historic events including the 2015 World Meeting of Families & Papal Visit, 2016 Democratic National Convention and the 2017 NFL Draft.A 25 year veteran of the organization, Maria joined the PHLCVB in 1999 as senior director of national accounts, quickly establishing herself as the organization's top-producing sales director. She most recently served as vice president of sales and convention services, a customer-facing role focusing on organizational growth in key industry verticals.Support this podcast at — https://redcircle.com/women-to-watch-r/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Today, Dan Hellmann shares his perspectives on the pivotal role of data utilization in the transportation industry, particularly on quoting and analytics! Dan introduces a generative AI-driven rate management system for enhancing data analysis and improving pricing consistency, the importance of historical data in identifying market trends, and how future successful brokerages can differentiate themselves in the transportation business!   About Dan Hellmann With a career spanning 18 years in the transportation and logistics industry, Dan Hellmann is a dynamic and results-driven leader. Currently serving as the Chief Sales Officer at Tabi Connect, he has been at the forefront of the company's success for the past 3.5 years. In this role, Dan leads sales, marketing, account management, and customer success, driving the company's growth and ensuring client satisfaction. Dan is deeply involved in industry associations, serving as a Board Member for the Logistics and Transportation Association of North America (LTNA), an active member of the Young Executive Committee for the Transportation Intermediaries Association, and serves as a Board Member for the Denver Transportation Club.  A true veteran in the brokerage field, Dan Hellmann has accumulated invaluable experience in sales leadership, P&L management, and strategy. His journey includes successfully starting up a brokerage for a former customer, steering it to an impressive $50 million in revenue. Dan brings a wealth of knowledge and practical insights to industry events. His passion for innovation, strategic thinking, and commitment to excellence make him a compelling voice in the world of transportation and logistics.   Connect with Dan LinkedIn: https://www.linkedin.com/in/dan-hellmann-ctb/  Email: DanH@tabiconnect.com  

What headaches are buyers facing when buying a home? Outside of affordability there are additional challenges new homeowners face. In this episode, Jessica Fields, Chief Sales Officer at Frontdoor, Inc. shares with us how to provide exceptional service and become a trusted advisor beyond the transaction.   We explore the challenges, the importance of understanding homeowner's needs, and the innovative solutions Frontdoor has available. We unpack "telehealth for the home" and how it empowers agents to address potential home system failures with expert advice.   This episode is packed with valuable tools and insights for enhancing your buyer consultation process and adding lasting value.   Connect with Jessica on LinkedIn.   Learn more about Frontdoor on - Instagram - TikTok - YouTube - Facebook - X. And online at frontdoor.com.  Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod This podcast is produced by Two Brothers Creative 2024.

Today our guest is Bill Tierney, Chief Sales Officer for BluePrint Supply Chain.  Join us as we highlight some new research published by Data Center Frontier and BluePrint Supply Chain that addresses data center construction supply chains.  This first-of-its-kind study addresses everything from purchasing and logistics to storage and site setting.  Listeners will get a sneak peak at some of the compelling data the research has gathered and what it means for the current state of the industries construction supply chains.

Industrial Talk is onsite at Accruent Insights and talking to Pete Mansel, CSO at Accruent about "Providing a comprehensive technology suite to address today's asset challenges". Pete Mansel, Chief Sales Officer at Accruent, discussed the evolution of their global sales strategy, emphasizing integrated solutions to meet client needs. He highlighted the importance of connected workflows and reducing vendor reliance. Mansel shared a success story of a pipeline company centralizing their engineering documents, which took nine months and continues with ongoing enhancements. He noted trends such as digital transformation, cloud adoption, and the regulatory landscape, particularly in Australia and New Zealand. Mansel also touched on the application of AI in predictive maintenance and the need for automation due to labor market challenges. Action Items [ ] Connect with Pete Mansell on LinkedIn or email him at pete.mansell@accruent.com. Outline Introduction and Welcome Scott MacKenzie welcomes listeners and thanks them for their support, emphasizing the platform's celebration of industrial professionals. Scott mentions the event location in San Antonio, Texas, and notes the lively atmosphere. Scott introduces Pete Mansel, Chief Sales Officer at Crew, and sets the stage for discussing sales trends. Pete Mansel's Background and Role Pete Mansell provides a brief background, mentioning his six-year tenure at Crew and the transformation of the company into an enterprise software company. Pete elaborates on the global nature of his role, mentioning teams in North America, Europe, Latin America, Australia, and New Zealand. He discusses the collaboration required across different time zones and the importance of unifying the global team. Pete highlights the diverse portfolio of solutions offered by Crew, including asset management and workplace solutions. Strategic Approach to Integrated Solutions Scott and Pete discuss the strategic goal of providing comprehensive, integrated solutions rather than point solutions. Pete explains that many clients prefer integrated suites to reduce the number of vendors and drive greater efficiencies. He emphasizes the importance of connected workflows and bringing together best-of-breed technologies to provide a common platform. Pete mentions the role of change management in helping clients transition to integrated solutions. Customer Relationships and Value Propositions Pete discusses the importance of understanding customer pain points and developing a vision for their future needs. He explains the process of collaborating with customers to create project plans and develop value propositions. Pete highlights the importance of demonstrating quantifiable ROI and working with customers to refine business models. He shares an example of a large pipeline company that centralized their engineering documents to improve efficiency and safety. Success Stories and Customer Partnerships Pete shares a success story about a pipeline company that centralized their engineering documents using Crew's solutions. He explains how the company standardized on a common platform, improving training, knowledge sharing, and maintenance. Pete mentions the nine-month initial project and the ongoing partnership with the company for continuous improvement. He discusses the importance of staying ahead of the curve with new capabilities and innovations. ...

We are delighted to have one of the foremost industry leaders joining us today! As the Chief Sales Officer and Senior Vice President of MGM Resorts International, Stephanie Glanzer holds one of the most prominent and visible sales positions imaginable. She is also involved with the U.S. Travel Association and is a member of Meeting Professionals International. Stay tuned as Stephanie shares her unique perspective on leadership and industry trends. Connect with Eric Rozenberg On LinkedIn Facebook Instagram Website Connect with Stephanie Glanzer On LinkedIn MGM Resorts International  

The role of the chief sales officer (CSO) is evolving. The drive to align commercial functions is sparking growth and transformation in the CSO role itself. Podcast host Betsy Gregory-Hosler speaks with Graham Stringer, head of customer markets for Fujitsu North America, to discuss his commercial organization's transformation, how his role has changed and what it's like to be in a growing leadership position. “Even if you're not in a position as a sales leader to drive a greater level of convergence, at least see how you can lean in and be closer to those parts of the business. Don't just shrug your shoulders and say, well, that's just the way we're organized. And hey, best-case scenario, perhaps you can move the needle.” Graham Stringer is the head of customer markets for Fujitsu's North America Region, where he oversees all sales of Fujitsu's digital technology solutions and services. With over 25 years of experience in the IT industry, Graham has held key roles at DXC Technology, Oracle, Software AG, IBM and a global startup, managing teams across the U.S., Canada and Latin America. He holds a Bachelor of Math in computer science from the University of Waterloo and has completed management programs at Wharton and Queen's University.  

In this episode of The Abundant Coach, Lauren Brollier Newton sits down with Rich Boggs, Chief Sales Officer at Brave Thinking Institute. Rich shares his journey from overcoming a debilitating stutter to building multiple multi-million dollar businesses. Together, they explore heart-centered sales techniques that will transform how you approach client enrollment and building success in your coaching business. You'll discover practical tips for handling rejection, enrolling clients, and staying motivated through the numbers game.Whether you're a new or seasoned coach, this episode will change the way you think about sales, helping you build a thriving coaching business while maintaining integrity and alignment with your life's purpose.

Send us a textJoin us for an enlightening conversation with Cameron Harris, the Chief Sales Officer at Sal Management, as he takes us through his remarkable journey from EMT to executive leadership in the senior care industry. Cameron's story is not just about a career shift but a heartfelt mission to transform healthcare culture through compassionate business practices. You'll learn how his experiences at places like Silverado ignited his passion for senior care and how he balances empathy with business acumen to improve the lives of seniors. Ever wondered what it takes to truly excel in sales, especially in senior living? Cameron demystifies the world of sales by focusing on problem-solving and genuine customer care. Forget everything you know about pushy sales tactics; this episode emphasizes understanding customer needs through meaningful questions and compassionate interactions. Discover how ethical sales practices can not only achieve business goals but also enhance the quality of life for seniors. We also touch on the importance of emotional engagement and how leveraging technology can foster community growth and reduce reliance on referral agencies.Curious about what the future holds for senior care sales? From the power of persistence and resilience to the significance of emotional engagement, Cameron shares invaluable insights that can transform your approach. Learn about the importance of feedback through personalized calls and performance reviews to continuously improve your sales strategies. Plus, get a glimpse into the exciting developments at SAL Management, including the remodel of the Beaumont Assisted Living facility. Finally, Cameron highlights the value of engaging with the Utah Assisted Living Association (UALA) for networking and legislative support, reinforcing his commitment to advancing the senior care industry. Tune in and be inspired by Cameron's dedication to making a positive impact.Support the show

Unser heutiger Gast studierte International Business an der Otto-Friedrich-Universität Bamberg und verbrachte einen Teil seiner Studienzeit an der Universidad San Ignacio de Loyola in Lima, Peru. Während seiner Ausbildung machte er verschiedene Praktika: bei Michelin in Karlsruhe, Faber-Castell in Peru und adidas in Herzogenaurach. Nach dem Abschluss seines Studiums gründete er 2011 die machtfit GmbH, ein Unternehmen, das sich der Verbesserung der Gesundheit und des Wohlbefindens von Mitarbeitenden widmet. Als Co-Founder und Chief Sales Officer leitet er ein dynamisches Team, das eine ganzheitliche digitale Gesundheitsplattform entwickelt hat, die Unternehmen dabei unterstützt, ein effektives betriebliches Gesundheitsmanagement umzusetzen. Privat ist unser Gast ein leidenschaftlicher Sportler, der sich gerne in der Natur bewegt – sei es beim Vulkanbesteigen, Surfen oder Joggen. Seine wahre Leidenschaft gilt jedoch dem Fußball, wobei sein Herz besonders für den Karlsruher SC schlägt. Er ist überzeugt, dass gesunde und motivierte Mitarbeitende der Schlüssel zu gemeinsamem Erfolg sind, und lebt diese Überzeugung sowohl beruflich als auch privat. Seit mehr als 7 Jahren haben wir uns in nun schon 447 Folgen mit weit mehr als 500 Menschen darüber unterhalten, was sich für sie beim Thema Arbeit geändert hat und was sich weiter ändern muss. Wir sind uns ganz sicher, dass es gerade jetzt wichtig ist. Denn die Idee von “New Work” wurde während einer echten Krise entwickelt. Wie können Unternehmen ein effektives betriebliches Gesundheitsmanagement aufbauen, das nicht nur als Benefit, sondern als essenzieller Bestandteil der Unternehmenskultur verstanden wird? Welche Rolle spielt die körperliche und geistige Gesundheit von Mitarbeitenden für den langfristigen Erfolg eines Unternehmens? Und wie kann man als Unternehmer eine gesunde und inspirierende Arbeitsumgebung schaffen, in der jeder sein volles Potenzial entfalten kann? Wir suchen nach Methoden, Vorbildern, Erfahrungen, Tools und Ideen, die uns dem Kern von New Work näher bringen! Darüber hinaus beschäftigt uns von Anfang an die Frage, ob wirklich alle Menschen das finden und leben können, was sie im Innersten wirklich, wirklich wollen. Ihr seid bei "On the Way to New Work" - heute mit Daniel Tunggul. [Hier](https://linktr.ee/onthewaytonewwork) findet ihr alle Links zum Podcast und unseren aktuellen Werbepartnern

In this episode of Predictable B2B Success, we're joined by Dave Kahle, a seasoned sales expert with decades of experience in transforming sales teams and driving revenue growth. Do you need help transitioning from founder-led sales to a structured sales team? Are you curious about the secret sauce behind deepening high-potential account relationships and skyrocketing your sales numbers? Dave Kahle reveals actionable insights into creating an effective sales system tailored for ambitious B2B tech companies. Discover why starting at the highest level and aligning with your chief sales officer's vision is pivotal. Learn how a targeted dashboard can measure crucial metrics and steer your team toward success. Dave shares a fascinating case study about redirecting sales efforts to penetrate high-potential accounts, leading to a 73% increase in key account penetration. Have you ever wondered how your compensation plans could be misaligned with desired salesperson behaviors? Dave breaks it down and suggests strategic incentives to drive the right actions. Get ready to rethink how you build trust and relationships, shifting from transactional to partnership-based interactions. Plus, dive into sales' often overlooked emotional nuances and gain practical tips on managing rejection and isolation. Tune in to unlock the transformative power of a robust sales system! Some areas we explore in this episode: Transition from Founder-Led Sales to a Sales Team: Strategies for implementing a sales system to facilitate this transition.Alignment with Chief Sales Officer's Goals: The importance of syncing sales strategies and goals with top-level management.Building Trusting Business Relationships: Methods to ensure customers get to know, trust, and become comfortable with the salesperson and the company.Key Metrics and Leading Indicators: Discussion on critical metrics like penetration of high potential accounts and how CEOs can track sales system effectiveness.Sales Compensation Plans: Addressing the misalignment of sales behaviors with compensation, proposing a salary plus incentives model.Sales Training Approach: Insights into Dave Kahle's training methods, focusing on practical, interactive sessions with a strong emphasis on application and peer feedback.Sales Process Overview: The "big picture sales process" from identifying suspects to transforming them into trusted partners.Emotional Aspects of Sales: Addressing often overlooked emotional challenges like rejection, isolation, and time management in sales training.Importance of Investing in Sales Force Development: Emphasis on making learning and development a strategic initiative for businesses.Effective Use of Customer Feedback: Discussion on why the focus might be less on customer feedback and more on sales figures to gauge customer satisfaction.And much, much more...

In the world of sales, curiosity isn't just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pain points of their clients. When you approach every interaction with a genuine desire to learn and understand, you're not just selling a product—you're providing value that resonates on a deeper level. This approach not only builds trust but also sets the stage for long-term relationships that are beneficial for both parties. Sales isn't just about hitting targets; it's about asking the right questions, challenging assumptions, and being willing to explore new possibilities with your clients. Neil Harkins is the Chief Sales Officer at Impala, where he brings his unique approach to sales—a blend of creativity, resilience, and a passion for finding the right market fit. With a career that spans over a decade, Neil has built and transformed revenue teams in both Europe and the U.S., particularly in the nonprofit sector. His journey began at Experian, where he cut his teeth in a high-pressure telesales environment, learning the ropes through sheer tenacity and a positive mindset. Over the years, Neil's career has evolved, taking him from large corporations like Salesforce to startups where he thrives in the challenge of creating predictable revenue streams in new and uncertain markets. His work with nonprofits, driven by the belief that even a small improvement in effectiveness can change the world, has cemented his reputation as a leader who cares deeply about the impact of his work and the success of his clients. What you'll learn: How can extreme curiosity in sales lead to better understanding and meeting client needs? What are the critical steps in balancing product-market fit with building a predictable revenue stream? How can sales leaders effectively manage early-stage sales teams without falling into the trap of micromanaging? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  Impala - https://impala.digital/ The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You - by Rob Fitzpatrick --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Ever wondered how to build a sales system that not only boosts your cash flow but also multiplies the value of your business? Nicholas, Founder and Chief Sales Officer of Sales Performance Team LLC and a former VP of Sales and President of GKIC, shares his invaluable insights on everything sales – from busting the myth of hating sales to revealing the unusual places he finds top talent.He reveals how a solid sales system is the secret ingredient. How timing is everything, and the ideal starting point. He also shares his expert advice on building your dream team.Don't miss out on this game-changing episode! Tune in now and unlock the secrets to sales success.

All in 24 Minutes or less… In Season 5, Episode 14, Travis sits down with Kyle Waters, Chief Sales Officer for the Seattle Storm of the WNBA. Kyle has spent 18 years with the Storm organization and has received 9 promotions. Tune in to hear how he approaches every day and what he has done to continue to get elevated. 3 Hot Topics: ✅ Selling Regardless of Wins/Losses ✅ Valuation of the Storm  ✅ Opening a Brand-New Practice Facility www.52weeksofhustle.com Book Available - https://www.amazon.com/dp/1735610801 Learn more about your ad choices. Visit podcastchoices.com/adchoices

Is your sales team truly set up for success? In this episode of Reveal, host Dana Feldman sits down with Paul Santarelli, Chief Sales Officer at PitchBook Data, to discuss his processes for empowering reps and driving real growth.Throughout the conversation, Paul shares pivotal points in his career journey and how those have informed the way he leads and trains at PitchBook. He also discusses the importance of solid processes for frontline managers, practicing proactivity, committing to a habit of hearing, and staying nimble in a fast-paced industry. You won't want to miss it.

In this episode, we are joined by two leaders from nimble solutions, Kelley Blair, the Chief Executive Officer & Tim Fuchs, the Chief Sales Officer. Kelley & Tim share insights into their background & nimble solutions today, ASC & revenue cycle trends they are keeping an eye on, what they are most excited about going […]