Podcasts about sales culture

Scaling from regional VP to global CRO is not a promotion. It is a shift from managing execution to defining meaning at scale. In this replay conversation, Cedric Pech reflects on leading a 2,000-person global sales organization at MongoDB, integrating complex routes to market, and building culture that withstands market volatility. He breaks down the difference between compensation-driven leadership and purpose-driven leadership, why execution alone creates burnout, and how resilient organizations are built long before downturns arrive. For CROs and revenue leaders navigating scale, volatility, or retention pressure, this episode offers a grounded perspective on building durable teams without burning them out. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In today's minisode, Football coach and author Brian White shares essential leadership lessons on building winning cultures that apply far beyond the field. Brian breaks down why trust must flow both ways, from the individual entering a new organization and from the team itself, and reveals why assimilating into an existing culture before trying to change it is the key to lasting impact. Whether you're a sales leader establishing yourself in a new company, a manager building team cohesion, or a CRO creating a culture where people compete selfishly but give selflessly, this episode delivers actionable insights on peer leadership, the power of direct human engagement, and why the huddle is always more important than the position. Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch. Resources mentioned: The Locker Room Is Not for Sale by Brian White The Qualified Sales Leader by John McMahon Want to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework:  https://hubs.li/Q03-T6NH0 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

There's no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.Resources mentioned:The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahonWant to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0Key takeaways from this episode:16:53 – Why respect, not trust, is the true starting point of elite team culture25:55 – The human touch as a competitive advantage, not a soft leadership tactic35:27 – Caring is competence, and why pride is earned through preparation and standards40:54 – Why three clear values outperform forty two vague ones47:48 – How peer leaders, not titles, protect the integrity of the locker room55:06 – You don't rise to the occasion, you fall to your level of preparation01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Episode 624 Schedule a one on one free coaching call, click here or visit LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl White sits down with Kevin Gillespie to unpack what actually creates explosive growth inside a branch or mortgage company and why most leaders miss it. They kick things off with a simple but powerful question: Do you really have a sales culture, or are you just hoping your team will prospect on their own? Kevin breaks down the difference between having a title and creating true leadership, and how commitment, structure, and psychological safety are the foundation of consistent production. You will hear the three core drivers of a winning sales culture: structured group prospecting, smart CRM leverage without using it as a hiding place, and creating "the stage" through regular presentations and events that position your team as the expert. Carl and Kevin share real examples of leaders who doubled, tripled, and even quadrupled their production by implementing these systems with consistency. If you are a branch manager, team leader, or producing manager who wants higher per-LO production without adding chaos, this episode lays out a practical blueprint you can start using immediately. If you are a branch manager or owner who wants to build a stronger, profit focused sales culture, learn more at ProfitDrivenPlan.com.

Episode 185 What separates high-performing mortgage branches from the ones constantly chasing results? Sales culture. Process. And leadership that actually knows how to develop loan originators. In this episode, I sit down with Kevin Gillespie, who runs the Leadership Academy for the Mortgage Marketing Animals, to break down four critical elements every mortgage leader must develop to build the right sales culture and sales process. Kevin works directly with branch managers, broker owners, divisional managers, and mortgage leaders who are responsible for growing production, managing loan originators, and running a profitable business—not just putting out fires. While we don't give away the entire playbook here, this conversation delivers real insight into how the right leadership approach can significantly improve loan officer performance, accountability, and consistency across a team. If you're a mortgage leader who wants: Stronger sales culture Better-producing loan originators A clearer, repeatable process for growth Coaching that goes beyond surface-level motivation This episode is a must-listen. And this is just a small sample of what Kevin and the Leadership Academy offer. To learn more about Kevin Gillespie and his coaching programs, visit: ProfitDrivenPlan.com Listen in, take notes, and start leading with intention. Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com Powered by: Mortgage Marketing Animals

Are you trying to build a high-performance sales team without becoming a micromanager? In this episode, Ray Higdon breaks down the five essential elements required to create a high-performance sales culture—without pressure, burnout, or constant oversight. Most leaders think more training and more accountability will fix performance issues. But the real answer is clarity, systems, storytelling, and giving your team the tools they actually need. Ray explains why sales leaders must build scalable systems and processes, share weekly stories instead of only teaching tactics, create a searchable content library, lead by example by bringing in new production, and equip their teams with powerful sales scripts that increase confidence and close rates. If you are a sales leader, network marketing leader, entrepreneur, or team builder, this episode will show you how to improve sales performance without micromanaging every move. Keywords naturally included: high-performance sales culture, sales leadership, sales team systems, sales training strategies, sales scripts, network marketing leadership, team performance, sales management, improving sales results, leadership without micromanaging —  

Business is Messy is back, bringing you practical solutions to the challenges every growing trades business faces. Brian Nolan and Colin Nolan are digging into three challenges facing their clients right now: shifting sales teams from immediate-results thinking to relationship-building, navigating the complexities of family business succession, and creating accountability systems that actually stick.Have a business mess you'd like Colin & Brian to address? Drop us a note at info@nolang.com and we'll put it in front of our Coaches on an upcoming "Business is Messy" episodeToday's Podcast is brought to you by ProfitWorks. 

Kelley Hippler is a seasoned Chief Revenue Officer with more than 20 years of global commercial leadership experience. She specializes in driving sustainable revenue growth and transforming sales organizations through strategic planning, disciplined execution, and people-first leadership. Kelley is known as a data-driven and accountability-centered leader who builds scalable teams aligned around a shared vision and clear outcomes.She spent 23 years at Forrester Research and, during her five years as Chief Sales Officer, helped grow company revenue by 51% through organic and inorganic strategies, reaching a company high of $538M in revenue and a $1.13B market cap. Kelley is deeply passionate about developing talent, building cultures of ownership, and driving measurable business impact. Her leadership mantra is: People. Plan. Align. Execute. Win.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Kelley Hippler to explore how authenticity, alignment, and disciplined execution drive modern sales success. Kelley shares insights from her extensive executive leadership experience, including how strong sales and marketing alignment, intentional planning, and people-first leadership create sustainable growth.The conversation highlights the evolving buyer journey, the importance of meaningful customer interactions, and how AI and technology are reshaping sales workflows. Kelley offers practical guidance for sales leaders and professionals on maximizing effectiveness, improving qualification discipline, protecting time, and building trust-centered sales cultures that consistently perform.KEY TAKEAWAYSAuthentic, agenda-free selling builds stronger long-term trust with buyers.Revenue growth starts with people—empowered, aligned sellers drive results.Sales and marketing alignment must be demonstrated through shared action, not just words.Time is a seller's most limited asset and must be protected intentionally.Today's buyers are largely through their journey before engaging sellers—value must show up fast.Strong qualification and disqualification discipline improves win rates and efficiency.AI and technology should support effectiveness, not replace authentic human connection.Culture carriers often outperform quota chasers over the long term.HIGHLIGHT QUOTESSelling from the heart really comes down to leading with authenticity and not an agenda. It's about showing up as a human being first.The best sellers I've come across in my career weren't just quota crushers, but they were actually culture carriers.Your people at the end of the day are the ones who drive your results. I may be a chief revenue officer, but I'm not the one driving revenue.Taking the call is the worst thing you can do. You are wasting that person's time. The best thing you can do is let a seller know if it's not the right time.

Hey, I'm Dr. Nadia Y. Brown, your host and Sales Culture Architect! After two decades of helping founders and sales leaders build high-performing teams, I kept noticing the same pattern: we obsess over sales methodologies and tech stacks, but leadership and culture, the forces that truly determine whether teams thrive or merely survive, rarely get the attention they deserve. These invisible elements can elevate a decent sales team into something extraordinary… or quietly dismantle even the most talented group. In this episode, I'm getting unfiltered about sales culture, leadership, and why it's time to stop letting your team grind themselves into the ground. I'll share the unspoken truths, leadership mistakes we make, and how you can start building a healthy, thriving sales team today. If you're a founder, sales leader, or sales enablement pro ready to stop surviving and start thriving, this episode is for you. Let's get real, let's have fun, and let's start creating sales cultures that actually work! Want to be a podcast guest? Email us at askdrnadia@thedoyenneagency.com Let's Connect: LinkedIn: @‌drnadia Instagram: @iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com Don't want to miss an episode? Subscribe to the podcast to get new episodes delivered straight to your favorite podcast platform! Enjoying the show? If you are enjoying the show, be sure to rate us on Apple Podcasts with a short review! This helps us spread our message with more leaders like you.

Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup   Luke Martin is a garage door professional who built his business from scratch - starting with a truck loan, a credit card for inventory, and zero mechanical background. Known for being an “eternal learner,” he taught himself websites, marketing, accounting, hiring, and operations as he grew the business, eventually selling it and joining A1. Today, as the Chief Operating Officer of A1 Garage Doors, he focuses on technician success, leadership, and building a culture of growth and continuous improvement. In this episode, we talked about growth mindset, sales training, technician culture, scaling, AI innovation...

Josh Perry is a performance coach, speaker, and former professional BMX athlete and X-Games competitor. His extraordinary journey includes defying the odds by overcoming multiple brain tumors while competing at the highest levels of his sport.This battle gave him a profound, lived understanding of resilience, human potential, and personal transformation. Now, Josh empowers individuals and teams to transcend their challenges, optimize performance, and turn adversity into their greatest advantage by harnessing the power of: Mindset and Adaptability and Emotional RegulationSHOW SUMMARYIn this inspiring Selling from the Heart Podcast episode, Larry Levine and Darrell Amy are joined by performance coach and former BMX athlete Josh Perry for a compelling conversation on authentic leadership and overcoming life-altering adversity.Josh shares his powerful story of surviving multiple brain tumors and how these experiences fundamentally shaped his views on resilience, mindset, and human capacity. This discussion delivers high-value lessons for sales professionals, emphasizing:The profound power of choice in the face of setbacks.The revolutionary concept of "dissolving" instead of "solving" problems.The crucial role of inner narratives and energy in successful sales interactions.KEY TAKEAWAYSThe Power of Choice: Adversity is an inevitable part of life and sales, but your response and perception of it is always a choice.Define Your Setbacks: The meaning you assign to any failure or setback fundamentally shapes your experience, growth, and future actions.Inner Work Drives Success: Authentic sales success requires a commitment to self-awareness and the inner work of reflecting on your thoughts, feelings, and motivations.Dissolve the Illusion: Begin dissolving problems by questioning the deep-seated stories and limiting beliefs you hold about the situation.Energy and Intent: The energy, focus, and intention behind your sales actions matter as much as the actions themselves.HIGHLIGHT QUOTESWe have choice in thought, we have choice in perception, we have choice in perspective.Can you choose to be defined by your vision rather than your circumstances, despite the pain?The meaning we apply to things can last a lifetime if we're not aware of it.Dissolving problems is really the illusion that something shouldn't be the way it is.

What does it take to truly transform a sales organization, moving beyond numbers and quotas to ignite real, sustainable growth? In this episode of Predictable B2B Success, host Vinay Koshy sits down with renowned sales leader and organizational team builder Richard Cogswell, whose expertise spans international brands like Barclays and Wex, to unravel the hidden drivers behind mission-led sales cultures. Drawing from his own journey—being “thrust” into sales leadership with little training—Richard Cogswell shares candid lessons and practical frameworks for building cultures that don't just look good on the wall, but fundamentally shape behaviors and drive results. Discover why “culture on its own is not the answer,” how aligning vision and daily action can protect against the dreaded boom-and-bust revenue cycles, and why authentic leadership is a learnable, humble pursuit rather than an inherited trait. Whether you're an executive wrestling with rapid scaling, a new sales leader facing the trenches, or simply passionate about bringing authenticity and ambition into your teams, this conversation is packed with actionable insights and powerful stories that will challenge the way you think about growth. Tune in and get ready to rethink what makes a winning sales culture. Some topics we explore in this episode include: Mission-Led Sales Culture – Why aligning sales teams to purpose and mission builds sustainable revenue.Connecting Culture to Everyday Behaviors – Challenges with turning vision and values into daily action.Authentic, Lived Culture – The importance of genuinely living company values, not just documenting them.Behavioral Drivers of Results – How defining and reinforcing key behaviors impacts culture and outcomes.Real-World Examples – Stories of companies using simple language and behavioral focus to drive growth.Leadership Development – Nurturing leaders, succession planning, and growing talent within teams.Escaping Crisis-Driven Management – Moving from firefighting to strategic focus using data and reflection.Cross-Functional Alignment – Bridging sales with other teams for unified mission execution.Personal Branding and Fit – Balancing individual motivations with the company's goals.Go-to-Market Strategy – Building actionable plans by defining value propositions and focusing efforts.And much, much more...

Podcast Summary Anthony Vincent Bova, the brilliant mind behind the Edgework Method, joins us to unearth the true meaning of authenticity in sales. With his vast experience as a communications coach, Anthony shares his insights on how being genuinely present with customers can transform skeptical buyers into trusting clients. Throughout our conversation, we emphasize how authenticity isn't just a buzzword but a fundamental shift in how salespeople can build enduring relationships with their clients by being comfortable in their own skin. The episode also addresses the delicate balance between maintaining authenticity and meeting sales targets. Drawing intriguing parallels between acting and sales, we discuss how the pressure to perform often detracts from authentic client interactions. Anthony and I explore how self-imposed pressures and company expectations can lead to inauthentic behaviors, akin to an actor losing their emotional truth. The episode challenges salespeople to differentiate between "acting natural" and "being natural," proposing a focus on genuine relationship-building over performance metrics. Managers and leaders play a pivotal role in nurturing authenticity within sales teams, and this episode highlights the importance of creating safe, supportive environments. By encouraging conversations about emotions and focusing on understanding client needs, leaders can guide their teams toward more genuine connections with clients. In a heartfelt discussion between Anthony and his friend, Jim, we reflect on the power of gratitude and learning as twin pillars of personal and professional growth. This episode captures the spirit of collaboration and continuous improvement, inviting listeners to further explore authenticity in sales on the Sandler How to Succeed podcast. (00:02) Authenticity in Sales (13:35) Balancing Authenticity in Sales (25:41) Cultivating Authenticity in Sales Culture (39:43) Gratitude and Learning in Sales (00:02) Authenticity in Sales This chapter focuses on the concept of authenticity in sales, especially in a marketplace where buyers are increasingly skeptical. We explore how being genuine can foster trust and connect with customers on a human level while still achieving sales targets. I talk with Anthony Vincent Bova, founder of the Edgework Method, who shares insights from his experience as a communications coach. We discuss what it truly means to be authentic in sales beyond the buzzwords, emphasizing the importance of being present and connecting with customers. Anthony explains that authenticity is about being comfortable in one's own presence and that salespeople often struggle with it because they doubt that being themselves is enough. We also address how redirectional behaviors can mask insecurities, and we provide practical steps to maintain integrity in customer interactions. (13:35) Balancing Authenticity in Sales This chapter explores the challenge of maintaining authenticity in sales while under pressure to meet targets. By drawing a parallel between acting and sales, we highlight how the pressure to perform can shift focus away from genuine interactions with clients to simply meeting quotas. The discussion examines how self-imposed pressures and company expectations can lead to inauthentic behavior, similar to an actor losing their emotional truth under the demands of a film set. We also differentiate between "acting natural" and "being natural," illustrating how this distinction applies to both actors and salespeople. The conversation emphasizes the importance of focusing on authentic relationship-building rather than solely on performance metrics, using insights from acting to offer a fresh perspective on the sales process. (25:41) Cultivating Authenticity in Sales Culture This chapter focuses on the importance of authenticity in sales and the distinction between being self-conscious and selfless. We explore how selflessness—centered on understanding and addressing the client's needs—creates a genuine connection, allowing clients to feel heard. Authenticity, while potentially inherent, can also be cultivated through upbringing and intentional coaching. Managers and leaders play a crucial role in fostering authenticity by creating safe environments where team members can express themselves freely without fear of judgment. We emphasize the significance of emotional intelligence and the role of feelings in sales, encouraging managers to engage their teams in conversations about their emotions. By shifting focus from performance metrics to feelings, managers can help their teams grow into more authentic and effective salespeople. (39:43) Gratitude and Learning in Sales This chapter highlights a meaningful exchange between friends, Anthony and Jim, where gratitude and appreciation are at the forefront. We explore the importance of learning and personal growth through conversations, as Anthony expresses how each interaction with Jim offers new insights. We extend our heartfelt thanks to our listeners for their attention and participation, emphasizing the value of community and shared learning. This episode captures the spirit of collaboration and continuous improvement, and we look forward to future discussions that inspire and educate. Join us again for more insights on the Sandler How to Succeed podcast.  

Raya Chisesi is a sales expert, author, and speaker who helps remote sales professionals build authentic connections and succeed through voice-first communication. She is the author of Inside Voice and brings a unique blend of practical experience and academic insight to empower sellers to lead with clarity, empathy, and confidence in today's virtual landscape.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Raya Chisesi, author of Inside Voice and Campaign Marketing Manager at Savvas Learning Company. Raya shares her insights on the power of authentic communication in inside and remote sales, exploring how to build genuine trust in a digital environment.The discussion highlights practical strategies for uniting inside and outside sales teams, amplifying the often-overlooked voices of inside sales professionals, and bringing contagious energy and passion to every customer interaction. Together, they explore how authenticity, collaboration, and enthusiasm can transform sales relationships and elevate both performance and company culture. KEY TAKEAWAYSPassion and authenticity are essential in sales—customers can sense your energy and excitement.Building trust and genuine relationships—virtually or in person—is at the heart of successful selling.Inside sales professionals have unique perspectives that drive company growth and customer alignment.Collaboration between inside and outside sales teams fosters unity, innovation, and success.Celebrating both small and big wins helps sustain motivation, engagement, and positivity.HIGHLIGHT QUOTESWhen you're passionate about it, it comes across in your voice, in your tone, in your words.The energy you bring to the room—virtually or in person—makes all the difference.Inside sales, lift up your voice. You have so much to share about what customers are really looking for based on your experience.If you are happy and excited about what you, your company, and your coworkers are doing, it will show.

What does it take to lead with clarity inside one of the world's most successful sales organizations? In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today's leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world. Jake shares how Microsoft's sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.

Send us a textIn this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach, these strategies will help you create intentional, high-performing environments.What You'll Learn: ✅ How to build customer relationship culture through strategic meetups ✅ The power of book clubs and team socialization for engagement ✅ Team brag sessions that uplift everyone (not just the person being recognized) ✅ Why being proactive with new client contacts is a cultural imperative ✅ Breaking free from "selling time" excuses that hold teams back=================================Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.comThe Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insiderIf you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedinStruggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Tony Hanson and Lucas Mudrey, co-founders of Peracle, join the show for a high-energy, unfiltered masterclass on hyper-growth. They reveal their core philosophy—the "Rhino Mindset"—which drives them to charge at every market challenge. They detail their massive lead generation model, explain their obsession with calculating hourly agent worth, and share their full tech stack, including BrokerBot, to eliminate administrative "dumb tax" and ensure consistent agent success. With unmatched consumer insights and integrated tools, Zillow gives agents a daily competitive edge. Simplify workflows, gain powerful data, scale smarter and serve clients better than ever. Plus, now you can supercharge your business at Unlock 2025 — the premiere industry event for growth-minded pros like you. From scripts to systems, you'll leave Unlock 2025 equipped with the exact tools and strategies to grow your business faster.  Ideas are everywhere…growth happens here — join top agents and register at www.unlockconference.com. Use code UNLOCKPROMO20 for 20% off your ticket today. Connect with Tony on - LinkedIn. Learn more about Paracle on Instagram - Facebook or online at paraclerealty.com.   Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1   To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.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 Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/  

Bill and Bryan kick off a two-part series on sales culture by sharing what they've observed from years of working inside dozens of organizations. In this episode, they explore the difference between surface-level culture (the pictures on the wall) and the real culture you can feel in the air.Whether you lead a sales team or carry your own quota, this episode will help you see culture in tangible ways—and understand why the language you use, the people you surround yourself with, and the environment you create all matter more than you think.Next week: Practical strategies and tactics you can use to actually build and improve your sales culture.=================================Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.comThe Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insiderIf you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedinStruggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

As a sales leader, have you ever felt disconnected from your marketing team? You're not alone. In fact, up to 50% of Chief Sales Officers believe they're going it alone when it comes to driving revenue. But it doesn't have to be this way.                                                      In this episode of the Modern Selling Podcast, I sit down with Dan Lowden, CMO of Blackbird AI, to explore how sales and marketing can truly become a unified go-to-market team. With eight successful startup exits under his belt, Dan shares his proven marketing playbook for creating strategic customer relationships and driving exponential growth. Building Trust Through Face-to-Face Connections Dan emphasizes the critical importance of in-person events for building trust, especially in industries like cybersecurity where the stakes are high. He shares creative ways to maximize event impact without breaking the bank, including: Leveraging venture capitalist connections for cost-effective meeting spaces Sponsoring targeted events alongside larger competitors Featuring customer speakers to gain coveted speaking slots The Marketing Playbook for Startup Success Drawing from his extensive experience, Dan outlines key elements of an effective marketing strategy: Engaging customers to build trust and add value Creating content that showcases detailed problem-solving Participating actively in industry communities Aligning closely with sales to drive qualified leads Fostering Long-Term Customer Relationships Dan reveals his approach to creating lasting partnerships: Ensuring products deliver on promises and improve over time Reacting quickly to support customers during challenges Demonstrating ongoing value to justify renewals and even price increases. For sales and marketing professionals looking to boost collaboration and drive results, this episode offers actionable insights from a seasoned expert. Don't miss Dan's tips on creating a unified go-to-market approach that positions your company for acquisition and long-term success. Key Moments of This Episode 00:00:00 - Marketing's Value to Sales: Bridging the Gap Many CSOs feel marketing isn't providing value, with up to 50% saying they're doing it alone. The key is building trust through regular engagement, providing valuable tools and assets, and demonstrating marketing's direct impact on sales opportunities and customer relationships. 00:06:37 - The Met Kiss: CMO's Secret Romance Novel Dan Loden, CMO of Blackbird AI, reveals he published a romance novel called "The Met Kiss" during COVID as a creative outlet. This unexpected hobby showcases his multifaceted personality beyond his cybersecurity expertise. 00:10:06 - Building Successful Partnerships Between Sales and Marketing Dan emphasizes the importance of a unified go-to-market team. Marketing should actively engage with sales, provide valuable tools, and directly contribute to customer acquisition. Regular communication and demonstrating marketing's impact on sales success are crucial for building trust. 00:15:22 - Leveraging Events and Community Engagement for Marketing Success Dan shares strategies for effective event marketing, even on a limited budget. He highlights the importance of face-to-face interactions, sponsoring targeted events, and leveraging customer speakers for greater credibility and exposure at industry conferences. 00:28:18 - Creative Marketing Strategies: LinkedIn Posting Party Mario shares an innovative "posting party" concept to drive engagement and build community. This low-cost strategy leverages AI tools for content creation and encourages participants to boost each other's posts, demonstrating creative approaches to marketing on a budget. 00:33:29 - The Marketing Playbook for Startup Success Dan discusses his proven marketing playbook, developed over years of experience. It includes strategies for brand building, customer engagement, and creating market momentum. The playbook is adaptable and has contributed to multiple successful startup exits. 00:36:41 - Creating Strategic Customer Relationships Dan emphasizes the importance of delivering consistent value through product performance and customer support. Building trust and demonstrating reliability, especially during challenging times, leads to long-term partnerships and customer loyalty across job changes. About Dan Lowden Dan Lowden is the CMO at Blackbird.AI and leads the company's strategic marketing efforts, including demand generation and brand leadership. He has over 20 years of strategic experience at the executive level. He has served as CMO at cybersecurity firm HUMAN Security (acquired by Goldman Sachs), named one of the TIME100 Most Influential Companies of 2023. Lowden also served as the CMO at Digital Shadows (acquired by Reliaquest) and, before that, CMO at Invincea (acquired by Sophos) and VP of Marketing at vArmour (acquired by Night Dragon). He has held marketing leadership positions at Wayport (acquired by AT&T), IBM ThinkPad (acquired by Lenovo), NEC Technologies, and Sharp Electronics. Lowden holds an MBA in International Business from Rutgers Graduate School of Management and a Bachelor of Science from Rider University. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

In this episode of Grow a Small Business, host Troy Trewin interviews Dennis Underwood, founder of Cyber Crucible, a cybersecurity software company transforming how businesses manage digital risk. Dennis shares his journey from government contracting to building a global SaaS powerhouse generating $1.2 million in recurring revenue with a lean 10-person team. He discusses the challenges of bootstrapping, the power of automation, and his mission to reshape cybersecurity through innovation and AI. Packed with lessons on leadership, resilience, and sustainable growth, this episode offers a masterclass in scaling a tech business the smart way. Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Dennis Underwood, the hardest thing in growing a small business is letting go of someone who's doing a good job but no longer fits the company's evolving needs. He explains that as a product company grows and its focus shifts, even capable and loyal team members might not align with new directions. Making those tough decisions—especially without a “services bench” to reassign people—is one of the most challenging yet necessary parts of leadership and sustainable growth. What's your favorite business book that has helped you the most? Dennis Underwood's favorite business book that has helped him the most is Ready, Fire, Aim. He says it changed his perspective on perfectionism and speed in business. Early on, he focused too much on building the perfect product before going to market—a mindset that worked in government projects but not in fast-moving business environments. The book taught him that customers don't expect perfection; they value progress and adaptability. This lesson helped him launch faster, learn from feedback, and grow Cyber Crucible more effectively. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? According to Dennis Underwood, a great way to grow a small business is by constantly learning from practical, real-world insights. He recommends checking out resources like Y Combinator's startup library, which offers valuable articles for founders, and following industry experts on LinkedIn—especially those who challenge conventional thinking and share unfiltered lessons from experience. For podcasts, he values shows like Grow A Small Business, The How of Business, and Masters of Scale, which feature actionable strategies, founder stories, and mindset shifts for entrepreneurs. These platforms, along with consistent self-education and reflection, help business owners stay grounded, adaptable, and ahead of the curve. What tool or resource would you recommend to grow a small business? Dennis Underwood recommends using tools that enhance automation, efficiency, and clarity in business operations. He highlights Google Gemini as a powerful AI resource for generating content, refining documentation, and improving communication. By uploading company materials and analyzing AI feedback, he identifies areas needing clearer messaging. For small businesses, he believes leveraging such intelligent tools helps streamline processes, boost productivity, and strengthen strategic growth. What advice would you give yourself on day one of starting out in business? Dennis Underwood's advice to his younger self on day one of starting out in business would be to have the courage to move faster and fully commit to his vision. He admits he stayed too long in the comfort of government contracting because it felt secure, even though his goals were in commercial software. He says he should have moved out of Washington, D.C. earlier, left behind the “golden handcuffs” of steady contracts, and focused completely on building his product company. His biggest lesson—don't let familiarity or fear delay your leap into the business you truly want to build. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest: Success in cybersecurity isn't about perfection—it's about empowering people to protect themselves — Dennis Underwood Bootstrapping teaches you discipline—the kind investors can't buy and competitors can't copy — Dennis Underwood You can do everything right and still fail; what matters is how quickly you adapt afterward — Dennis Underwood  

In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success.      The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and clients. AI-Enhanced Negotiation Strategies Explore how artificial intelligence is revolutionizing the negotiation process. Tim reveals how AI can help you: Prepare more effectively for client meetings Understand your prospect's behavioral profile Receive real-time coaching during negotiations The "9 Before 9" Strategy Uncover Tim's powerful technique for creating sales momentum. By completing nine revenue-generating actions before 9 AM, you'll plant seeds for future success and start each day with a winning mindset. Believing in the Possible Tim shares his personal motto and how it can transform your approach to sales challenges. Learn to reframe obstacles as opportunities and push beyond self-imposed limits. This episode is packed with actionable strategies to elevate your negotiation skills and close more deals. Whether you're a seasoned sales professional or just starting out, you'll gain valuable insights to help you thrive in today's competitive landscape. Are you ready to unlock your full potential as a negotiator and sales expert? Listen now and discover how to create lasting value for your clients and your career.                                    Key Moments 00:00:00 - Building Trust in Sales: The Competitive Edge Trust-building is crucial in sales, especially in the early stages. Demonstrating empathy, transparency, reliability, and capability are key components. Salespeople should focus on humanity and transparency to gain a competitive advantage, as these skills are harder to replicate and differentiate from high-quality products and consistent delivery. 00:01:11 - Introducing Tim Castle: Negotiation Expert and Author Tim Castle, CEO of Negotiators Edge and author of "The Art of Negotiation" and "The First Domino," discusses his background and expertise in negotiation. He explains his concept of being a "negotiation futurist" and the importance of leveraging AI in negotiation strategies. 00:04:48 - The First Domino: Landing Your First Client in 90 Days Tim Castle introduces his new book "The First Domino," which focuses on helping salespeople and entrepreneurs land their first flagship client within 90 days. The book covers strategies for differentiation, credibility-building, and overcoming challenges in the early stages of sales or business development. 00:14:29 - The MAGIC Framework for Sales Success Tim Castle presents the MAGIC framework for sales success: Make connections, Add value, Give value willingly, Inspire others' growth, and Connection. This approach emphasizes building relationships, providing value without expectation, and inspiring growth in others to create a strong network and sales momentum. 00:20:39 - The Negotiator's Edge: Leveraging AI in Negotiation Tim Castle discusses the Negotiator's Edge, emphasizing the importance of using AI for preparation, understanding client challenges, and improving negotiation strategies. He explains how AI can enhance EQ, simulate role-playing scenarios, and provide valuable insights for more effective negotiations. 00:33:04 - The 9 Before 9am Strategy for Sales Momentum Tim Castle shares the "9 before 9am" strategy for creating sales momentum. This approach involves completing nine revenue-generating actions before 9am each day, such as personalized outreach or business meetings. This strategy helps build a strong pipeline and creates a proactive mindset for sales success. 00:35:58 - Negotiation Strategy vs. Tactics: Understanding the Difference Tim Castle explains the difference between negotiation strategy and tactics. Strategy focuses on the overall game plan and long-term outcomes, while tactics are specific moves or techniques used in the moment. He emphasizes the importance of value creation in negotiation rather than relying solely on tactics. 00:42:35 - "Believe It's Possible": A Motto for Success Tim Castle shares his personal motto, "Believe It's Possible," and how it can be applied to overcome challenges and achieve seemingly impossible goals. He encourages adopting this mindset as a default, using it as a decision filter, and reprogramming self-talk to build mental resilience and drive success. About Tim Castle Tim Castle is a negotiation futurist, multi-award winning bestselling Author, notably The Art of Negotiation, The Momentum Sales Model and launching soon The First Domino. Founder of The Negotiators Edge Training Academy, at the nexus of influence, persuasion and value creation in an AI centric world. Recognized in the World's Top 30 Negotiation Professionals 2025. Host of The Tim Castle Show. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension    

We studied Palantir for 200+ hours to understand how its stock keeps growing, how the company handles sales and marketing, and to understand why it's such a cultural phenomenon. Thanks for tuning in! Catch new episodes every Sunday Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Palantir's Enigmatic CEO 00:53 Welcome to Top Line 03:39 Diving into Palantir's Business 09:52 Palantir's Government and Commercial Ventures 22:41 The Role of Sales in Palantir's Success 32:33 Sales Culture and Treatment 34:00 The Role of Salespeople in Product-Led Companies 35:01 Challenges and Opportunities in Sales 38:12 Palantir's Go-To-Market Strategy 45:06 Salesforce vs. Palantir: Market Cap Battle 46:33 HubSpot's Potential and Challenges 55:29 AI Predictions and Impact on Business 59:17 AI in Personal and Professional Life 01:03:58 Conclusion and Final Thoughts  

SummaryIn the latest episode of Service Evolution, Jim Robinson, Neil McQuiston, and Skyler Coffey, come together to tackle one of the most critical and often overlooked elements of sales success: building a winning sales culture.The conversation kicks off with each speaker sharing what sales culture means to them. Neil emphasizes that it's about more than just numbers—it's the foundation of teamwork, motivation, and trust. Skyler adds that a healthy sales culture creates an environment where people feel supported, challenged, and empowered to improve. Jim, drawing from his experiences in team leadership, highlights the importance of transparent communication and recognizing every win, no matter how small.The trio dig into practical steps for cultivating this culture. They discuss everything from hiring for cultural fit to ongoing coaching, and the value of setting shared goals. One standout point: sales leaders should model the attitudes and work ethics they want to see. This sets the tone for the rest of the team.Listeners also get actionable advice on navigating obstacles such as remote work, internal competition, and maintaining morale through tough quarters. All three agree—celebrating wins and learning from losses are equally crucial for long-term growth. Whether you're a sales manager or a sales rep, this episode is packed with actionable strategies and real-world examples for elevating your team's performance!Show Notes(00:00) Introduction(04:27) Celebrating Wins After Forty Years(07:59) The Ubiquity of Sales(11:19) Effective Team Collaboration(14:03 Overcoming Sales Resistance Barriers(16:48) Exploring Engaging Sales StrategiesLinksJim Robinson CGP Maintenance and Construction ServicesNeil McQuistonSkyler Coffey

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at various growth stages, and the cultural and operational shifts necessary for scaling. Schoenstein emphasizes the significance of data, training, and customer-centric approaches in driving successful sales teams. The discussion offers valuable insights for B2B sales leaders looking to understand and implement strategies for scalable and efficient growth.ADDITIONAL RESOURCESConnect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/Learn more about Customer.io: www.Customer.ioEmail John about joining the Customer.io team: john.schoenstein@customer.ioHow leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0Watch Force Management's C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:36] Scaling Companies: Insights from John Schoen Stein[00:03:41] The Importance of Talent in Sales[00:11:16] Pipeline Generation and Sales Leadership[00:16:50] Building a Winning Culture[00:18:28] Implementing Repeatable Revenue Systems[00:30:02] The Role of Data and Rev Ops in Scaling[00:32:58] Pipeline Focus and Sales Rep Productivity[00:34:09] Measuring Sales Rep Productivity[00:35:27] Regional Productivity and Investment Decisions[00:36:05] Analyzing Sales Data for Insights[00:38:35] Sales Productivity in Startups[00:40:00] Remote Work and Sales Productivity[00:41:42] Encouraging Creativity and Adaptability in Sales[00:45:52] AI in Sales and Revenue Leadership[00:49:05] Implementing AI in Sales Processes[01:02:06] Customer Engagement and AI at Customer.ioHIGHLIGHT QUOTES[00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.”[00:08:33] “You can't own your territory if you're depending completely on inbound leads.”[00:12:54] “Patriots go to battle with you when it's hard. Mercenaries leave when things get tough.”[00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.”[00:39:57] “If you're not looking at sales productivity, you're missing a precursor to whether people will make it.”[00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.”[00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Sue Heilbronner, serial entrepreneur and conscious leadership executive coach, believes the strongest businesses are built when sales feel less like chasing and more like alignment. Joining Sarah Lockwood in this episode, she introduces the idea of “passionate ambivalence,” a values-based sales mindset that pairs genuine enthusiasm for your work with the ability to detach from any single outcome.   How do you recognize when a client is the right fit? Sue points to conscious client qualification as the key. By asking clear, sometimes disqualifying questions, you invite the kind of honesty that builds trust from the very start. She also shares her perspective on pricing strategy, reminding entrepreneurs that protecting your time and holding your value are essential parts of sustainable growth.   This episode invites you to reflect on your own sales mindset. Are you creating relationships rooted in clarity and confidence, or relying on pressure and persuasion? What would shift if you treated sales as a mutual process instead of a one-sided pitch?   Episode Breakdown: 00:00 Radical Mindset Shift in Sales 02:07 Passionate Ambivalence Explained 04:15 Contrarian Sales Mindset vs. Traditional Selling 06:04 Never Ask for the Sale: Practical Examples 10:12 Startup Fundraising and Playing Small 15:08 Pricing Strategy and Early Sales Lessons 19:22 Fit Calls and Client Qualification 27:08 Overcoming Limiting Beliefs in Sales   Connect with Sue Heilbronner: Hey Sue Connect with Sue on LinkedIn    Connect with Sarah Lockwood: HiveCast Connect with Sarah on LinkedIn   Connect with The Conscious Entrepreneur: The Conscious Entrepreneur  Follow The Conscious Entrepreneur on LinkedIn Follow The Conscious Entrepreneur on Instagram  Subscribe to The Conscious Entrepreneur on YouTube   HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

Chad Eudy is a passionate advocate for servant leadership with over 30 years of experience at FHI. Rising through the ranks from Handler to Senior Regional Manager, and now serving as VP of Leadership Development, Chad founded Leadership Laces, an FHI company dedicated to crafting leadership development programs that drive measurable team growth.Chad previously held corporate roles as Director and SVP of HR and Leadership Development. A proud US Navy veteran, he embodies service, commitment, and impact—both in business and through global mission work. He's dedicated to helping leaders live out their purpose, lead with love, and transform their teams from the inside out.SHOW SUMMARYIn this episode of Selling from the Heart, Chad Eudy shares how his Navy service, family legacy, and corporate leadership journey have shaped his philosophy around servant leadership. From frontline roles to the executive boardroom, Chad illustrates how leading with purpose, aligning your passion, and showing up with authenticity leads to powerful, lasting influence.He, Larry, and Darrell explore how sales professionals can elevate performance by focusing on impact over outcomes. The conversation touches on virtual assistants, the importance of living your "why," and how to measure the real success of leadership—not just by dollars, but by lives changed. KEY TAKEAWAYSServant leadership aligns passion and purpose to create meaningful impact.Sales success follows when your motive is to make a difference, not just a deal.Your personal values should drive who you serve and how you sell.Service-first sales builds trust and emotional connection with clients.Sales is more effective when focused on long-term relationships over short-term wins.Virtual assistants can help free time to focus on serving more deeply.Measure success by engagement and lives touched, not just transactions.Detach from outcomes; attach to people.HIGHLIGHT QUOTESWhen your purpose and your passion align, it accelerates your potential to prosper.Are you more into making a dollar or are you more into making a difference?You have to define your why before you identify your who.Touch a heart before you ask for a hand.

Glenn Poulos is a seasoned professional with over 40 years of experience in the telecom and tech distribution industries, now venturing into the world of artificial intelligence. His journey reflects a deep understanding of the evolving business landscape, emphasizing the importance of adaptability and continuous learning. Glenn advocates for building authentic relationships in sales, highlighting that success lies not just in closing deals but in fostering genuine connections with clients. He believes that a strong sales culture is rooted in understanding customer needs and delivering consistent value. As he transitions into AI entrepreneurship, Glenn aims to help organizations integrate AI into their operations to enhance efficiency and drive growth. He emphasizes the balance between leveraging technology and maintaining the essential human touch in sales interactions. His insights extend beyond technology, focusing on the importance of creating a positive organizational culture where employees feel valued and motivated. By embracing change and innovation, Glenn inspires others to navigate the complexities of modern business successfully. If you're interested in learning more about Glenn Poulos and his insights on sales and technology, connect with him on LinkedIn. Explore his book Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career for actionable strategies and valuable lessons from his extensive career. Try ZipRecruiter for FREE at ZipRecruiter.com/work For the accessible version of the podcast, go to our Ziotag gallery.We're happy you're here! Like the pod?Support the podcast and receive discounts from our sponsors: https://yourbrandamplified.codeadx.me/Leave a rating and review on your favorite platformFollow @yourbrandamplified on the socialsTalk to my digital avatar

Jeff Hancher is a USA Today bestselling author, executive coach, and veteran. With over two decades of leadership experience in Fortune 500 companies and successful entrepreneurial ventures, Jeff founded Jeff Hancher Enterprises to help leaders unlock their full potential. His coaching focuses on developing high-trust cultures through clear communication, honest feedback, and emotional intelligence. Known for his “firm feedback with heart” philosophy, Jeff empowers leaders and sales professionals to grow their influence and drive lasting results.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy are joined by Jeff Hancher, bestselling author and executive coach. Jeff introduces a practical leadership framework built on three pillars: clear expectations, regular feedback, and meaningful accountability. The conversation explores how leaders can build trust without being soft and hold people accountable without being harsh. Jeff's insights are packed with real-world examples—from sales management to team dynamics—and his firm-yet-empathetic approach serves as a roadmap for leaders who want to inspire, not just instruct. KEY TAKEAWAYSAuthenticity builds influence—whether in sales or leadership.Selling from the heart means understanding and empathizing with motives, not just pushing products.High-performing teams thrive on trust, which is built through consistency and clarity.Accountability begins with clear expectations and consistent, caring feedback.The most respected leaders are those their teams don't want to disappoint.Pre-call preparation often matters more than pitch delivery.Emotional intelligence transforms tough conversations into growth moments.HIGHLIGHT QUOTESThe goal is not to be a boss people report to. The goal is to be a leader that people don't want to let down.Firm feedback in a fragile world must be delivered in a loving, caring way—iron fist, velvet glove.Sometimes, putting more time into pre-call planning than delivering your pitch is where we need to spend our time.We can literally help people reach their fullest potential—and the hard conversations will be returned with ‘thank you.'

Ready to transform your sales culture and lead with value? Explore the Dynamics Series—a proven program designed to help insurance professionals shift from price-driven conversations to meaningful, value-based sales. Whether you're building a new approach or refining your team's strategy, the Dynamics Series gives you the tools, techniques, and confidence to sell smarter.Start changing your sales culture today—browse the Dynamics Course Schedule. Focusing exclusively on risk management and insurance professional development, the Risk & Insurance Education Alliance provides a practical advantage at every career stage, positioning our participants and their clients for confidence and success.

In Part 7 of our Sales Culture Series, we're talking about what really drives long-term success: consistency. From systems and onboarding to daily habits and mindset shifts, this episode breaks down how to build a culture where production compounds.#StateFarmAgent #InsuranceAgent #StateFarm #TMP #TeamMemberPerspective #SalesCulture #FinancialServices #AgencyGrowth #LifeInsurance #SalesTraining✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders can use data not for micromanagement, but for targeted coaching, developing talent, and ultimately, driving predictable revenue growth.ADDITIONAL RESOURCESLearn more about Steve McCluskey:https://www.linkedin.com/in/stevemccluskey/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4ZDownload the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] The Playbook: The Foundation of Data-Driven Leadership[00:06:12] The Three Dimensions of Sales Metrics[00:08:30] Balancing Activity vs. Accomplishment[00:13:21] The "Magnificent Seven": Learning from Top Performers[00:19:05] Adapting the Playbook to the Buyer's Journey[00:21:48] Holding Leaders Accountable for New Rep Ramp Time[00:29:45] Rock Management: How to Settle on the Critical Few Metrics[00:34:10] The Importance of a Cross-Functional Operating Rhythm[00:41:02] Why Data is Just the Starting Point for Coaching[00:44:31] Churn, Accountability, and Regretted Attrition[00:46:15] The Criticality of a Rep's First Deal[00:52:19] Management vs. Leadership: It's a Mindset[00:55:01] The Power of Simplicity in Metrics[00:58:12] Getting Emotionally Connected to MeasurementHIGHLIGHT QUOTES"I don't think that data-driven leadership really means anything without that playbook foundation.""One man's micromanagement is another man's success formula. It's just mindset.""The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing.""People don't leave their job. They leave their leaders.""If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

I've created a FREE guide with 7 cultural stories from France, designed to help you make real progress in French —not through boring drills, but through powerful, inspiring stories that immerse you in French culture.

misaligned roles, missed follow-ups, and misunderstanding what makes a sales pro thriveIn this 300th episode of SaaS Fuel, Jeff Mains sits down with powerhouse sales coach Kristie Jones, author of Selling Your Way In. Together, they break down how SaaS companies can build accountable sales teams, re-engage cold deals, and align salespeople with their true superpowers.If your CRM is full of “closed lost” deals, this episode shows you how to revive them, build a seven-touch re-engagement plan, and stop leaving revenue on the table.

In this episode of the Rainmaker Podcast, Gui Costin welcomes Andrew Saunders, founder of Castle Hill Capital Partners, to discuss his firm's innovative sales structure and how he has grown the firm from a small partnership into a thriving broker-dealer platform with over 35 registered representatives. Andrew shares his journey, from his non-traditional entry into finance—spending four years in Asia as a teacher and entrepreneur—to his time in corporate investor relations consulting, which laid the foundation for his transition into alternative investments.Andrew co-founded Castle Hill in 2013 with a vision to build a different kind of distribution platform, one that encouraged independence, collaboration, and accountability among sales representatives. The firm operates with a strong set of core values: integrity, accountability, collaboration, and control. This philosophy shapes everything from recruitment to team culture, empowering salespeople to manage their own success while maintaining a high degree of collaboration across the team. With a unique compensation model based on straight commission, Castle Hill incentivizes sales professionals to take ownership of their efforts while maintaining a collective team spirit.A core theme of the conversation is Castle Hill's unique sales structure, where registered representatives are encouraged to act independently but are supported through regular communication, collaboration, and a shared sense of purpose. The firm uses tools like Slack for internal communication, ensuring that sales professionals can stay connected and share insights, even when they work remotely. The firm also hosts monthly sales collaboration calls, which bring everyone together to share successes, insights, and strategic updates, fostering a culture of learning and mutual support.Andrew emphasizes the importance of building relationships and creating win-win situations. Rather than fostering competition among salespeople, Castle Hill focuses on ensuring that each person's success is linked to the firm's collective success. He explains that understanding your client's needs—whether they're high-net-worth individuals, family offices, or institutional investors—is key to providing value and building lasting relationships.Looking to the future, Andrew discusses his firm's continued growth, focusing on attracting the right talent, building a strong client base, and expanding the firm's capabilities. His advice for young professionals entering the sales industry? Develop a strong work ethic, be persistent, and prioritize relationships. Through these principles, Andrew believes that anyone can achieve success in the competitive world of alternative investments.

Discover how to grow your sales team while maintaining company culture with global HR strategist Nahed Khairallah, featured on the Sales POP! Online Sales Magazine podcast. This episode dives into critical strategies for scaling sales the right way, including: Sales team development and nurturing for high-growth environments. Cross-departmental alignment and incentive structuring to boost collaboration. Structured sales recruitment and assessment for cultural and skill fit. Effective sales onboarding to integrate new hires seamlessly. Fostering team accountability and shared success. Building remote work culture that encourages connection. Importance of transparency in hiring for long-term retention. Nahed Khairallah's insights help businesses achieve rapid sales growth without compromising the core values and collaborative spirit that define their success.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

What if your next hire could outsell your entire team in 30 days? In part six of the Sales Culture Series, we're joined by Brandy Tripp from Michigan to talk about her “Onboard to Sell” program—a structured, team-driven onboarding system that gets new team members selling fast, with clear expectations, simple skills, and early wins across all lines. From the “Triple 330” daily plan to building a culture that new hires want to be part of, Brandy shares how agencies can stop losing good people early and start creating confident producers from day one.✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/#InsuranceSales #TeamMemberTraining #AgencyCulture #SalesOnboarding #InsuranceHiring #StateFarmAgent #InsuranceAgent #StateFarm #TMP #TeamMemberPerspective

In this episode of The Goats of Growth, Kyle Natichioni, VP of Sales at Reveleer, pulls back the curtain on how his team helped scale the company from $50M to over $100M in ARR — all within the high-stakes world of healthcare tech. Kyle dives into what it really takes to build a high-performing sales org, from mastering recruiting and revenue operations to creating a sales culture that attracts and retains top talent. He also opens up about the power of grit, lessons from hard coaching, and what drives his leadership style. What you'll learn:

You can't win a game if you don't know the score.In this episode, we break down why tracking your numbers—and talking about them often—is the foundation of a winning sales culture. From hybrid team member mindset to daily income-producing activities, this is how you build clarity, confidence, and consistent results in your agency.✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/#SalesCulture #KeepTheScore #TeamPerformance #IncomeProducingActivities #ClarityCreatesConfidence #StateFarmAgent #InsuranceAgent #StateFarm #TMP #TeamMemberPerspective

It's not all about tactics, it's about perspective. If your team sees sales as pushy or manipulative, they'll never feel confident doing it.This episode is about reframing sales as service — helping customers recognize their needs before offering a solution.Top performers don't pressure. They disarm, listen, and create demand by finding problems first.That mindset shift is the difference between quoting… and actually selling.#SalesMindset #TeamPerformance #ProblemSolvers #ModernSelling #LeadershipTraining#StateFarmAgent #InsuranceAgent #StateFarm #TMP #ColterJohnson #TeamMemberPerspective ✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

Part 3 of the Sales Culture Series Encapsulates Where to Find Sales—and What to Do When You Get ThereThere are honeypots for selling policies; places where the right people are already gathered and ready to buy. In this episode, Colter breaks down how to find them, what to say when you get there, and how to disarm the customer so closing becomes natural.✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/

Our guest for Episode 80 is Taylor Jones, VP of Sales, CoLab Software. With over a decade of sales leadership experience, including roles at Salesforce, Zip Intake-to-Procedure, and as a Founder of BlackArrow, Taylor brings a sharp perspective on coaching, performance, and building high-performing sales teams. In this episode, Ross and Taylor discuss the power of data-driven coaching, how to maximize the ROI of time, and what it takes to build a collaborative culture without ego. 

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.

A strong team doesn't rise and fall with the presence of their agent. In this episode, we break down how to set clear, daily performance standards—and stick to them. Because winning the day every day is how high-producing teams are built.✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/#TeamPerformance #LeadershipDevelopment #InsuranceAgents #TeamMemberPerspective #HighPerformingTeams #WinTheDay #SetTheStandard #InsuranceLeadership #AgencyGrowth #SalesTeamSuccess #InsuranceTips #InsuranceSales #TMP #LifeInsuranceSales #TMPPodcast #salessuccess #teammemberperspective #insurance #salestraining #motivation #insuranceagent #statefarmagent #salesprocess #mindset #colterjohnson #salestips #policysales #agency #lifeinsurance #healthinsurance #sales #sellinglifeinsurance #sellinglife #salesculture #culture #agencyculture

Day one on the job—and that new team member is already picking up on the agency's energy without a word being said. Are they stepping into a high-performing culture, or one that slows them down?In this part 1 of the Sales Culture Series, Colter breaks down what every person on the team—from the agent to the sales manager to the newest TM—can do to build a culture that is hungry and performs.#InsuranceTips #InsuranceSales #TMP #LifeInsuranceSales #TMPPodcast #salessuccess #teammemberperspective #insurance #salestraining #motivation #insuranceagent #statefarmagent #salesprocess #mindset #colterjohnson #salestips #policysales #agency #lifeinsurance #healthinsurance #sales #sellinglifeinsurance #sellinglife #salesculture #agencyculture ✅ Questions about enrolling your team in our Friday Live Training & Wednesday Live Role Play Calls? Click Here: http://sales.tmperspective.com-✅ Subscribe to Colter's FREE insurance sales trainings:Youtube: https://www.youtube.com/channel/UC-35rEOirer-rBo62SAokawApple Podcasts:⁠https://podcasts.apple.com/us/podcast/the-team-member-perspective/id1675925320⁠Spotify:⁠https://open.spotify.com/show/0EYYJYvouM22DfuAcYjhiK?si=m8gTTwvFReGfSIGQ7yZHcQ⁠Private Facebook Group: https://www.facebook.com/share/g/sSe3faCfV6KLVJh4/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

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