Podcasts about sales leaders

Guest: Melissa Palmer   Guest Bio: Melissa started her sales career by accident, but quickly learned. She enjoyed connecting a customer with a solution and helping solve their problems and protect their interests. She is very good at building lasting relationships because her intention is always honest. She soon learned the best way to truly protect the customer is to also protect the company she represents; there has to be a win-win scenario, or no one wins in the long run. In management, she can do the greatest good as she works with the sales team to do just that, focusing on creating winning solutions for all. Melissa is also very energetic about what she does, and that energy is contagious.   Key Points: Career Journey into Sales & Manufacturing Melissa began working in manufacturing while studying elementary education, after passing a tape measure test at a temp agency. She started on the shop floor, moved into office roles, then customer service, sales, management, and technical roles. Melissa wanted a fresh start in sales after over 20 years at her first company, where she was often the "fixer." Within six months, she was promoted to Sales Manager due to her proactive ideas and contributions.   Sales Team Development at LS Industries Melissa feels her biggest win is unified messaging—the entire sales team aligned in language, story, and mission. She took advantage of team turnover to rebuild with aligned, enthusiastic hires. There is strong support from leadership (including the owner) who models the company's values. Focus on educating the team on purpose, customer-centric values, and collective goals.   Sales Philosophy & Leadership Set clear expectations for customers, build trust, and prevent miscommunication. As a sales manager, Melissa retrains and coaches. Leads by example (e.g., joining calls to demonstrate customer communication). Shows the real-time impact of proper communication. Success in sales depends on trust, not just rapport. Repeat business comes from being dependable.   Sales Challenges Pain points: Reps either say “no” too fast or say “yes” too easily without assessing feasibility and avoiding hard conversations with customers (especially around timelines or product complexity). Melissa's coaching approach is to educate on the long-term impact of honesty and setting realistic expectations, and emphasize quality and ROI over speed when needed.   Team Composition & Structure Melissa's current team consists of 12 people, including international, e-commerce, parts, and general sales. She describes her team as mostly “hunters” (actively seeking new business). The “Farmers” exist mainly on the parts team (inbound calls, upselling).   Talent Development Melissa has successfully transitioned shop floor workers into top-performing sales reps based on drive and hustle. People who are eager to grow and win tend to excel, even with little formal experience.   CRM Adoption & Usage The biggest challenge is getting reps to consistently use the CRM. Melissa was initially skeptical, but now sees it as essential for success, organization, and maintaining relationships.  Her approach is to minimize complexity—track only essential data, use automation (autosave communications, recurring tasks), regular reminders, training, and reinforcement, and “Trust but verify” through reporting and light oversight—not micromanagement.   Key Sales Leadership Insights Missing documentation in CRM can cost deals. Frequent retraining, reinforcement, and modeling behavior help build habits. Being transparent and reliable is more effective than always being agreeable.   Guest Links: (316) 670-6283 mpalmer@lsindustries.com www.lsindustries.com  www.winonavannorman.com  Connect on LinkedIn Connect on Facebook        About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this episode of Electric People, host Ty Williams talks with Chris Brochu and Darrell Doucette. They delve into Chris' unique life journey that shaped him into the Senior Market Leader he is today. Chris shares captivating stories of his early life, driven by a sole motivation to travel, leading him to visit 36 countries by age 28. The conversation highlights how these unconventional experiences, particularly his martial arts training and extensive solo travel, instilled in him confidence, resilience, and a unique perspective on life and learning. Chris also discusses his transition into direct sales, starting with door-to-door cable sales, and how his background in restaurant work and B2B sales prepared him for the social aspects of the job. The hosts and Chris reflect on the importance of mindset, continuous learning, and embracing challenges and failures in both personal development and sales.

4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of private equity and AI in software companies. The conversation highlights the balance between science and art in sales leadership and the long-term impacts of being around great people and networks.ADDITIONAL RESOURCESLearn more about John True:https://www.linkedin.com/in/john-true-5b9653/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download 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[00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership[00:04:14] Challenges of Digital Interactions in Sales[00:05:41] Effective Interview Techniques for Sales Leaders[00:08:15] Reading the Room: Identifying Key Players in Sales Meetings[00:10:02] The Role of In-Person Meetings in Sales[00:12:23] Defining and Developing Emotional Quotient (EQ)[00:23:03] Authentic Curiosity: A Key Trait for Sales Success[00:31:05] Leadership and Emotional Intelligence[00:34:40] Identifying Authentic Leadership in Sales[00:36:57] The Importance of Vulnerability in Leadership[00:38:25] Addressing Turnover and Accountability[00:40:09] Assessing Candidates' Authentic Curiosity[00:42:19] The Wana Factor in Leadership[00:43:11] Patriots vs. Mercenaries: Building Loyal Teams[00:45:53] Transformational vs. Transactional Leadership[00:46:51] Choosing Opportunities: Position vs. Growth[00:49:35] The Value of Great Networks and People[00:54:41] Trends in Private Equity and Software?[01:00:10] The Impact of AI on Future Opportunities[01:05:27] The Intersection of Art and Science in Revenue BuildingHIGHLIGHT QUOTES[00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time."[00:09:26] "You have to be here and in the moment to truly listen and respond with intuition."[00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms."[00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."

Let's be honest, sales is hard and leadership makes or breaks the culture on your team. Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals. You'll learn: How to turn tough moments into team-wide teaching opportunities The right way to stay close to deals without disempowering your reps Why maintaining “good vibes” is a leadership skill (especially when things get hard) Want your team to book more, close more, and feel more supported? This is your blueprint. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

In this episode of Hunters & Unicorns, East Coast Elite, we sit down with Brian McCarthy, President of Global Revenue and Field Operations at Rubrik. With a remarkable track record scaling high-performing teams and navigating through IPOs, Brian shares the foundational principles that shaped his leadership, putting people first, leading with love, and building structures that drive consistent performance. We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch.

Guest: Ben Filkouski   Guest Bio: ​Ben graduated from the University of Wisconsin – Madison in 2018. Upon graduating, Ben worked for Goldleaf Development, a Multi-Family Developer in Dane County, where he obtained his Real Estate License. In September of 2019, Ben joined Madison Commercial Real Estate. Since joining Madison Commercial Real Estate, Ben has become a Partner with the firm, obtained his Real Estate Brokers License, and earned his CCIM (Certified Commercial Investment Member) designation.  Ben currently serves on the board of Commercial Brokers Group Inc. (CBG) a CRE Organization based out of Madison, WI. CBG recognizes top deals completed annually, and Ben has won Land Deal of the Year in 2021 & Overall Deal of the Year in 2021, Industrial Deal of the Year in 2022, and Land Deal of the Year in 2024. Ben is also an active member in the Commercial Association of Realtors Wisconsin (CARW) where he was formerly on the NextGen Committee and was runner-up for Industrial Deal of the Year for the State of Wisconsin in 2022. Ben is also an active member with Smart Growth Greater Madison, a real estate development lobbying & networking organization.   Key Points: Entry into Real Estate: Ben initially resisted going into real estate despite a family background in it. He became interested after experiencing different aspects like construction, deal-making, and sales. Ben fell in love with real estate during a brokerage role, especially the dynamic nature of the work and helping clients grow.   Unexpected Career Path: Ben originally considered a career in the arts due to a love of creative thinking and writing. He found that creativity and communication are actually essential to being successful in real estate sales.   Natural Networker: Networking comes naturally due to a talkative personality and curiosity about people. Ben enjoys building relationships, whether or not they lead to direct business. He learned the value of strategic networking, focusing on a few meaningful conversations rather than quantity. He uses networking as a way to stay top of mind for real estate opportunities.   Team Growth & Hiring Philosophy: Ben recently grew the team by hiring two new associates. Hiring isn't based solely on experience, personality, drive, and communication skills are more important. Ben looks for self-motivation, competitiveness, and professionalism. He emphasizes the long timeline before new brokers become profitable, so cultural and personal fit is essential.   Screening New Hires: Ben created a detailed training portal designed to take 50–60 hours. He doesn't tell new hires how long it should take—completion speed reveals attention to detail and commitment. He uses early performance during training as a key indicator of long-term potential.   Managing Associates: One challenge is frequent interruptions that break focus. Ben implements short, scheduled check-ins (10–15 minutes) instead of ad hoc questions. This structure improves efficiency for both managers and associates. Ben believes some level of independence should be expected after the initial learning phase.   Culture and Success Metrics: Culture encourages brokers to “live the lifestyle”—be self-driven, schedule smartly, and network. The firm has seen improved success rates and retention since implementing more structured onboarding and evaluation systems.     Guest Links: Connect on LinkedIn Connect on Instagram https://madisoncommercialre       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Nhungly Dang and I had a great conversation around what four careers her parents expected her to do, and how she found her way into business and ultimately leading SDR and BDR teams to great success. Now she leads PipeVisionIQ as a consultant after more than 12 years building front line sales teams.  Nhungly has developed SDR workflows that are data-driven, technology-driven and adaptable to any organization's environment. ✅ She helps growth-stage and enterprise teams fix SDR chaos fast—without a massive budget or overhauling your tech stack. ✅ She designs repeatable, scalable, and measurable outbound workflows that drive consistent lead-to-opportunity conversion. ✅ She aligns sales and marketing efforts so your SDRs are focused, productive, and delivering real pipeline. Reach her on LinkedIn - https://www.linkedin.com/in/nhunglydang/ More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram. We are part of Score More Sales.  Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/ 

Today, our guest on The PARTNERNOMICS® Show is Christopher Croner, Ph.D., Principal of SalesDrive, LLC. Dr. Christopher Croner is a Principal with SalesDrive, LLC, a firm that specializes in the selection and deployment of high performing salespeople. Dr. Croner is co-author of the book, "Never Hire a Bad Salesperson Again," now in its second edition, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® assessment and Drive Interview for salesperson selection. Using this system, he has helped over 1,500 companies to hire and develop top-performing salespeople, administering over 150,000 assessments worldwide. Dr. Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.   Key Insights: "Drive" is the Differentiator Bridging Psychology and Sales Performance Measuring What Matters Smarter Sales Hiring A Strategic Tool for Sales Leaders and Partners   Reach out to Christopher Croner: https://www.linkedin.com/in/christophercroner/ https://salesdrive.info/   ********* Are you a partnering professional wanting to earn industry certifications and badges to showcase on LinkedIn? We will give you the first course and certification for FREE ($595 value)!

Welcome to Episode 100 of the Coach2Scale Podcast! In this milestone edition, host Matt Benelli delivers a no-nonsense Q2 debrief packed with hard-earned lessons, powerful guest stories, and leadership truths that cut through the noise. From blind spots that sink careers to the non-negotiables of trust, culture, and coaching, this episode distills what it really takes to scale teams and drive meaningful results. Hear firsthand from Kevin McCarthy on self-inflicted downfall, from John Walston on building mental resilience, and from Neil Wood on solving, not selling, your way to a billion-dollar success.This episode is more than a recap; it's a call to action. Matt shares five brutally honest themes that every sales leader, coach, and executive needs to hear: coaching is about asking questions, not issuing commands; culture is defined by what you tolerate, not what you say; inconsistency erodes trust; and enablement isn't optional; it's your competitive edge. Whether you're leading a team or trying to level up, this episode will challenge your assumptions and light a fire under your Q3 game plan. Let's get after it, and as always, CoachEm if you want to keep ‘em.Key Takeaways1. Adversity Doesn't Build Character; It Exposes It 2. Stop Pitching. Start Solving. Or Step Aside.3. Coaching Is a Skill; And Most Managers Suck At It4. Culture Isn't a Slogan; It's What You TolerateGuests 1. Kevin McCarthy -  https://www.linkedin.com/in/kevinmccarthycsp/2. John Walston- https://www.linkedin.com/in/john-walston-63a042206/ 3. Neil Wood -  ⁨https://www.linkedin.com/in/neilwoodconsulting/ 4. Michael Muhlfelder -  https://www.linkedin.com/in/mikemuhlfelder/5. Tom Young - https://www.linkedin.com/in/tom-young-7aba11/6. Mike Montague -  https://www.linkedin.com/in/mikedmontague/ 7. Jeff Keplar - https://www.linkedin.com/in/jeffrey-keplar-63a2b86/8. Mark Kosoglow - https://www.linkedin.com/in/mkosoglow/9. Kevin Gaither -  ⁨https://www.linkedin.com/in/kevingaither/10. Tony Burnside - https://www.linkedin.com/in/tonyburnside/11. Pam Dake - https://www.linkedin.com/in/pamela-dake-1152483/

Bill Berger, Executive Director of Fairbanks Morse Defense, joins us to reveal the transformation of his historic company into a powerhouse supplier for the Navy and Coast Guard. With a foundation laid during his time as a Marine Corps officer, Bill shares his mission-driven approach and the pivotal role adaptability has played in his journey. His story is a testament to the power of people skills in both sales and leadership, emphasizing the need to genuinely understand the needs of your team and customers. Bill's transition from the Marine Corps to sales was sparked by personal circumstances, and he details how an early passion for technology, inspired by his father, has shaped his career in meaningful ways. For those aiming to build a successful sales team, Bill's experiences are an invaluable resource. He recounts lessons learned from the telecom industry's boom and stresses the long-term strategies that are crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense, underscoring the importance of patience and a long-term vision. Bill shares insights into effective hiring practices, highlighting how qualities like patience and a methodical approach can sometimes outweigh direct experience, demonstrated by a recent successful hire from a shipyard. Listeners looking to enhance their leadership capabilities will find Bill's insights particularly beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks, using his own experiences as a guide. Bill's transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems, ensuring they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders eager to refine their skills and drive their teams toward success. Bill serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD).  In this role, Bill acts as the enterprise primary contact for the Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding and Mission Technologies for all ten business units of FMD and is the FMD executive team's representative to senior management team at these customers. Bill also manages FMD's Data Analytics/Programs team.  Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC   and Ultra Electronics' TCS and DNE business units.  He has over 29 years of experience in selling technology solutions to the Department of Defense, Telcos and commercial businesses. Bill is a past president of the Marine Machinery Association, as well as being active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council. Bill has a MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps and served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines.  Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron.    Quotes: "In sales and leadership, it's not just about closing deals—it's about understanding and meeting the needs of both your team and your customers." "The transition from the Marine Corps to sales was driven by personal circumstances, but it taught me the power of adaptability and resilience." "When selling to the Department of Defense, patience and a long-term vision are not just virtues; they are necessities." "Effective leadership is rooted in empathy, resilience, and the ability to learn from setbacks."   Links: Bill's LinkedIn - https://www.linkedin.com/in/bill-berger-5458826/ Fairbanks Morse Defense - https://www.fairbanksmorsedefense.com/home   Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Guest: Matthew Freed   Guest Bio: ​I've spent the last 20 years in sales and sales leadership, and I still find it incredibly rewarding. Most of that time has been in manufacturing and distribution, where I've had the opportunity to lead high-performing teams and work closely with customers. I currently lead a team across the Midwest and am passionate about building lasting culture, driving results, and simplifying the complicated. A big part of my leadership style is helping sellers achieve their goals while supporting them in becoming the best versions of themselves. I believe consistent habits lead to consistent outcomes, and I aim to lead with energy, clarity, and accountability. I enjoy helping people grow in their careers while building meaningful, long-term relationships with customers and colleagues. Outside of work, I still love to compete—whether it's on the basketball court or just a backyard game with friends. Most importantly, I enjoy time with my wife and our two daughters.   Key Points: Career Journey & Sales Background His dad was in sales and eventually owned a business, which influenced him early. Matthew started with cold calling and door-to-door efforts, learning what real sales was versus the perception. Naturally gravitated toward leadership roles on teams; wanted to shift from individual sales to team success. Moved cities and took a risk to lead a sales team at a manufacturing company, eventually growing in responsibility and geography. He was introduced to Millcraft by a supplier contact and joined over 8 years ago; currently leads sales efforts after transitioning from operational responsibilities.   Sales Philosophy & Simplifying Complexity Believes the sales team is his "customers" and supports them by removing obstacles and improving processes. Matthew uses what he calls a "Simplify the Complicated" Approach: · Sales fundamentals (know, like, trust) are still the core, despite evolving technology. · Use data and analytics to validate feelings and drive decisions. · Focus on what matters: simplify systems/processes to let sellers focus on selling.   Challenges in Sales Leadership Reps often react emotionally, inventing stories about prospects. Ask clarifying questions, do a fact-finding mission, and use both data and instinct (e.g., the "sleep on it" approach). Helps reps stay grounded by focusing on facts and controllables rather than assumptions.   CRM/ERP Adoption Success Successfully implemented a new ERP system that includes a CRM. Tailored the system to serve salespeople and their customers. Positioned CRM is used as a way to better serve customers and make smarter decisions. Gained buy-in by connecting usage to outcomes (e.g., customer satisfaction). Has most of his team (12 people) consistently using the CRM.   Team Composition & Hiring A mix of new and long-tenured reps (some with 30–40+ years of experience). Has a team size of 12 sellers. What He Looks for in Hires is resourcefulness, values competitiveness, entrepreneurial spirit, and inquisitiveness. Matthew's screening methods are assignments before interviews, looking for how much effort candidates put into research, a sports background is a strong signal (discipline, competition), and relying heavily on referrals.   Team Wins & New Business Growth - 150+ New Accounts Opened Focused efforts in specific industry segments (e.g., beverage, signage, apparel, nonprofits). Leverages repeatable success models: if one nonprofit buys certain items, others likely will too. Emphasizes selling similar things to similar customers vs. reinventing every sale. Segment-focused selling allows for scalable, repeatable growth strategies.   Leadership Style & Values Clearly outlines what reps should expect from him and vice versa. Believes in accountability, honesty, and mutual respect. Sees his role as equipping and clearing the path for his team's success. Encourages feedback and builds relationships rooted in trust.     Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing. Adapting to the New B2B Buyer Journey One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that: 75% of the buyer journey now happens before someone wants to talk to sales 86% of buyers start with a shortlist of vendors 92% of purchases come from that initial shortlist This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels. The Rise of AI in Sales and Marketing Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic: There's been a 240% increase in page views from ChatGPT to their websites since January This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape. From Funnel to Rooms: A New Perspective on Lead Nurturing Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms: Prospects who are ready to talk to a vendor Prospects who are not ready The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect. Actionable Takeaways for Sales Leaders Experiment with new technologies and strategies – don't be afraid to break things Focus on niching down and segmenting your audience for more personalized outreach Leverage AI tools to level the playing field and enhance your team's capabilities Align your sales and marketing strategies based on your target market and how they buy Consider implementing an Account-Based Experience (ABX) approach for enterprise sales As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment. Timestamped Summary of this Episode: 00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement. 00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence.  00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background before entering the B2B sales and marketing world. 00:05:19 Evolving Lead Generation Landscape The lead generation landscape is shifting due to economic changes and emerging technologies. Key trends include niching down to target smaller, engaged audiences, leveraging AI for personalization, and adapting to the changing demographics of B2B buyers, with millennials and Gen Z now dominating. 00:08:18 Adapting to Modern Buyer Journeys Marketing and sales teams are adapting to new buyer journeys by embracing diverse media channels like podcasts, YouTube, and newsletters. The focus is on meeting buyers where they are and providing relevant content throughout their decision-making process, rather than relying solely on traditional lead generation methods. 00:10:11 Effective Sales and Marketing Tools While some companies are cutting back on tools, certain platforms like Sixth Sense and ZoomInfo continue to deliver ROI. The trend is moving towards efficiency and proven value rather than accumulating multiple tools. New opportunities in forums, Reddit, and connected TV are emerging as ways to engage buyers. 00:12:50 Key Metrics for Evaluating Tools CROs should prioritize usage and adoption rates when evaluating tools. Pipeline generation and productivity improvements are also crucial metrics. The focus should be on how tools increase efficiency and drive tangible results rather than just adding more features. 00:17:37 Intent Data and Personalized Engagement Leveraging intent data and behavioral analytics is crucial for identifying and engaging high-potential leads early in the buyer's journey. TechnologyAdvice is developing an AI-driven "intent to lead" model that creates personalized, timely outreach based on prospect behavior across their ecosystem. 00:32:40 Rethinking the Sales Funnel The traditional sales funnel concept is evolving into a two-room model: prospects are either ready to talk to a vendor or they're not. The focus is on moving prospects from "not ready" to "ready" through personalized, dynamic marketing across various channels and touchpoints. 00:36:42 Tailoring Strategies to Audiences and Verticals There's no one-size-fits-all approach to sales and marketing strategies. Leaders must consider factors like product type, sales motion, and target market to determine the most effective channels and tactics. Account-based experience (ABX) is becoming increasingly important for enterprise sales. 00:40:18 Advice for CROs: Experiment and Personalize CROs should focus on testing new approaches, leveraging AI, and personalizing experiences for target accounts. The key is to be willing to experiment, niche down, and use available tools effectively to stand out in a competitive landscape. Follow Us on: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook You might also like: ·         FlyEngage - Social media AI engagement tool. ·         FlyPosts - Thought leadership AI post generator tool. ·         FlyMSG - Auto text expander (Try it out here for free). ·         FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. ·         FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: ·         As a Chrome Extension. ·         As an Edge Extension.  

Most sales leaders don't get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org.

In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been frustrated, check this out. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Dave's substack page  Subscribe to Dave's Newsletters Check out the website

If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.

In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been frustrated, check this out. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Dave's substack page  Subscribe to Dave's Newsletters Check out the website

Once per quarter, we share our content Roadmap with you → updates about the biggest content drops, new resources, and tactical sessions to help you on your sales journey. And folks, Q3 is absolutely stacked. Here's what to expect: Cold Email Course: The Reply Method for Double Digit Replies: https://www.30mpc.com/course/cold-email-course (+ get the 2025 Cold Email Data Report when you join the course waitlist) Jason Bay's Outbound Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template 30MPC's Cold Email Course Template Pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack Jason Bay's Cold Email ChatGPT Prompts: https://www.30mpc.com/blog/jason-bay-s-cold-email-chatgpt-prompts Cold Email Clinic: 10 Data-Backed Tactics That Double Replies: https://www.30mpc.com/episodes/cold-email-clinic-10-data-backed-tactics-that-double-replies We Break Down 3 Real Cold Calls (And One Is Mine): https://www.30mpc.com/episodes/we-break-down-3-real-cold-calls-and-one-is-mine The Cold Call Operating System for Sales Leaders: https://www.30mpc.com/episodes/the-cold-call-operating-system-for-sales-leaders Watch This One-Call Close (Live Discovery Tape Teardown): https://www.30mpc.com/episodes/watch-this-one-call-close-live-discovery-tape-teardown Work for 30MPC: https://jobs.ashbyhq.com/30mpc More News: • Welcome to our newest Club Host, Alex Murphy • Native YouTube-Style 30MPC content is coming

Guest: Nick Sowards   Guest Bio: ​Started cleaning machines in California at 18 years old at my grandfather's company. Graduated into selling machines at 19, then left his company at 20 to sell new machines. Left California in 2004 and joined Absolute Machine Tools, selling their imported brands. In 2015, became GM for Absolute, running their Chicago facility. 2017 needed a change in my life and left Absolute with joining Ellison Technologies in December 17, and the ride has been great thus far! I'm a sales manager for NE Ohio and a territory manager for Lake and 1/2 of Cuyahoga County. I was honored to have been the #1 salesman in Ellison for GP and units for 2023, with also getting salesperson of the year awards. Been in the top 5-10 ever since I started with Ellison in 2017. We have a great team in Ohio, so that helps!   Key Points: Early Influences and Entry into Sales · Grandfather's machine shop played a formative role. He started by cleaning machines as a kid to earn money for things his family couldn't afford. · Originally planned to become an FBI agent, but his mother recognized his strong communication skills and encouraged sales. · A pivotal moment came when he accidentally made a $10,000 sale, earned $200 commission, and realized sales were more rewarding than cleaning machines.   Motivation and Personal Drive · Grew up poor, became a young father, and was driven by the desire to support his family, including allowing his wife to stay home. · Has seven daughters, now expecting three grandchildren, further reinforcing his motivation to succeed financially and professionally.   Leadership and Management Style · Leads a tight-knit sales team of three, focusing on trust, open communication, and family-like support. Believes success is shared: if his team does well, he does well. · Encourages open access; his team can call him anytime, for work or personal matters.   Hiring Philosophy · Looks for motivation (expensive hobbies, family responsibilities) and coachability. · Avoids hiring “negative” people; prioritizes positive, adaptable personalities. · Uses personality assessments and informal settings (like lunch) to gauge candidates more authentically. Watches for signs of intrinsic drive, not just skill.   Building Trust with New Hires · Leads by example: gave a full commission on a deal made the day before a new rep joined, demonstrating generosity and fairness. · Builds trust through action, not just words, follows through, supports his team, and solves problems directly or connects them with the right resources.   Sales Philosophy · Be honest and transparent: admit when you don't know something, but always get the correct answers. · Never be a “yes man”, integrity builds long-term relationships. · Success is based on persistence, teamwork, and customer focus.   Guest Links: Cell: 216-347-9566 Email: nsowards@ellisontechnologies.com Connect on LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this episode of the Transform Sales Podcast: Sales Software Review Series, Eddie Bello, Marketplace Specialist at CloudTask, interviews Ben Wright, Vice President of Revenue at Sendspark, a video platform built for sales teams to create personalized video messages that drive engagement and close deals faster. Ben shares how Sendspark makes video prospecting scalable and effortless, allowing sales professionals to personalize outreach at scale, track engagement, and integrate seamlessly with sales engagement platforms. By leveraging Sendspark, sales teams can improve reply rates, boost conversions, and create more dynamic, high-impact sales communications. Ideal for sales professionals looking to stand out and enhance engagement, Sendspark transforms sales outreach into a more personal and effective experience. Try Sendspark here: https://getcloudtask.com/Sendspark-a82a1d #transformsales #salessoftware #Sendspark #CloudTask

During the month of July we will be enjoying some summer weather and taking a break from recording new episodes. To satiate your thirst we will be re-releasing the hottest episodes of the year, every week, for you to enjoy with a Mai Tai by the pool like David will be.Welcome back to the FocusCore podcast with host Dr. David Sweet. This week we are talking about leadership and business mastery with Dr. Greg Story, President of Dale Carnegie Tokyo Training Japan. Greg is an author of a suite of books focusing specifically on mastering various aspects of doing business in Japan. He also releases multiple podcasts weekly and is a certified master trainer in all of the major Dale Carnegie training courses. So join us for this enlightening conversation about leadership, communication and the unique dynamics of doing business in Japan.In this episode you will hear:How Greg started Dale Carnegie Tokyo Training JapanWhy on the job training is not working for Japanese companies anymoreAbout Greg's books teaching mastery in business and leadership in JapanThe importance of middle management in retaining quality talentHow technology like AI is changing recruitment in JapanParticipate in our 2026 Salary Survey here: 2026 Salary Survey Things mentioned in the episode:Dale Carnegie Tokyo WebsiteDr. Greg Story's author page on AmazonDr. Greg Story's podcast page on Apple PodcastsAbout Dr. Greg Story:A Ph.D. in Japanese organisational decision-making, and a 40 year veteran of Japan, he has broad experience, having been Country Head of four organisations in Japan.He launched a “start up” in Nagoya, and completed “turn-arounds” in both Osaka and Tokyo for Austrade.In 2001 he was promoted to Minister Commercial in the Australian Embassy and the Country Head for Austrade.In November 2003, Dr. Story joined Shinsei's Retail Bank, which interestingly was a special combination of “start-up” and “turn-around”. He had 550 staff in his Platinum Banking Division, responsible for two-thirds of the revenue of the Retail Bank, eventually becoming the Joint CEO of the Retail Bank.In July 2007, Dr. Story became the Country Head for the National Australia Bank in Japan.In October 2010, he became President of Dale Carnegie Tokyo Training Japan. He is a Master Trainer and an international award winning Sales Leader with Dale Carnegie. He is a thought leader and has written eight books: Japan Sales Mastery, Za Eigyo (The 営業), Japan Business Mastery, Japan Presentations Mastery, Anata mo Purezen Tatsujin (あなたもプレゼンの達人), Stop Wasting Money On Training, Toreningu de Okane Wo Muda Ni Suru No Wa Yamemashoo (トレニングでお金を無駄にするのわやめましょう) and Japan Leadership Mastery.He is an Adjunct Professor in the International Business Faculty of Griffith University. A 6th Dan in traditional Shitoryu Karate, he applies martial art philosophies and strategies to business issues.Connect with Dr. Greg Story:LinkedIn: https://www.linkedin.com/in/gregstory/Connect with David Sweet:LinkedIn: https://www.linkedin.com/in/drdavidsweet/ Twitter:

Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle.

Jesse sits down with his former sales leader Vince Beese, the only exec he's ever seen cold call procurement to get a deal done. They break down Vince's new book Red Zone Selling, including tactical plays for managing late-stage deals, building mutual action plans that actually work, and why enterprise sales is more like football than most reps realize. If you're selling big deals in a competitive market, this one's a masterclass.EPISODE LINKS: • Connect with Vince: https://www.linkedin.com/in/vbeese/ • Red Zone Selling Launch: https://40974935.hs-sites.com/red-zone • Red Zone Selling Newsletter: https://www.linkedin.com/newsletters/7252747286076698624/CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Get a weekly email from SP: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap, Rachit Kataria© Sales Players, LLC

Can AI enhance sales outreach while preserving the salesperson's instincts and expertise? Explore strategies for maintaining success in sales with insights from Carson Heady, Managing Director of the Americas at Microsoft. Carson shares his experience and wisdom on staying at the top of your sales game by prioritizing humility, continuous learning, and adaptability. Carson reveals how being a trusted advisor and valuing diverse viewpoints can drive long-term sales achievement. We examine how AI serves as a co-pilot, not the ultimate decision-maker. Learn how crafting effective email prompts and utilizing AI-generated insights can improve customer interactions. By treating AI as an editor, not the publisher, we highlight the importance of maintaining authenticity and trusting human judgment in the sales arena. Mark and Carson also discuss the concept of a pendulum rather than a balance to achieve a productive work-life rhythm.

In this episode, Amir sits down with Brooke Motta, CEO and co-founder of RAD Security, to unpack her career pivot from sales leadership to becoming a founder in the cybersecurity space. Brooke shares how her go-to-market background shaped her approach to building RAD, the challenge of stepping into technical leadership, how she's managing growth through hiring, and what's ahead for security and AI. Whether you're a technical founder or commercial operator, this one's packed with practical insight.

John Lane and Will Barfield share a passion for people-centric approaches in the professional world. Discussing the challenges of modern workplace dynamics, the impact of AI and the importance of genuine human connection, John and Will explore their unique business relationship, emphasising the value of serving others, building meaningful networks and prioritising personal growth over traditional success metrics. This conversation reveals the power of listening, creating value beyond transactional interactions and, ultimately showcases the full potential of purposeful partnerships.    KEY TAKEAWAY ‘When we found one another and we found that unified why, we actually decided to start a business together. So we do work separately but also in concert and it's a very unique relationship.'   ABOUT THE GUESTS - JOHN & WILL John Lane specialises in helping business owners and leaders elevate team performance through a two-step program: a Business Alignment Audit to foster engagement and a Growth and Development Plan to boost team effectiveness. Ideal for leadership retreats or strategy-planning sessions, his approach ensures alignment with business goals and prepares teams for sustained success.   Will is a career Salesperson, Sales Leader, and Business Development professional who currently owns and operates an international recruiting practice.  His firm, Barfield Revenue Consulting, focuses on helping companies hire revenue-impacting talent, entry level through executive.  Additionally, Will consults with companies around employee-related subjects like fit to role, cultural alignment and retention. Will is a licensed Organization Analysis & Design (OAD) personality assessment distributor.  He uses the assessment actively in his recruiting practice.    CONNECT WITH JOHN & WILL https://www.linkedin.com/in/johntlane/   John.Lane@DBAJTL.com https://www.linkedin.com/in/willbarfield/ will@barfieldrevenue.com   BOOK RECOMMENDATIONS* The Go Giver by Bob Burg - https://amzn.eu/d/7BRWgUB The Chimp Paradox by Prof. Steve Peters – https://amzn.eu/d/4nlhtd7 Focus on Why by Amy Rowlinson with George F. Kerr - https://amzn.eu/d/6W02HWu   ABOUT THE HOST - AMY ROWLINSON Amy is a purpose and fulfilment coach, author, podcast strategist, podcaster and mastermind host helping you to improve productivity, engagement and fulfilment in your everyday life and work. Prepare to banish overwhelm, underwhelm and frustration to live with clarity of purpose.   WORK WITH AMY If you're interested in how purpose can help you and your business, please book a free 30 min call via https://calendly.com/amyrowlinson/call    KEEP IN TOUCH WITH AMY Sign up for the weekly Friday Focus - https://www.amyrowlinson.com/subscribe-to-weekly-newsletter   CONNECT WITH AMY https://linktr.ee/AmyRowlinson   HOSTED BY: Amy Rowlinson   DISCLAIMER The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence. *As an Amazon Associate, Amy earns from qualifying purchases.

This week's episode is a throwback to one of my favorite series, The Sales Series., I am bringing you the 2nd edition of The Sales Series. In Episode 192, I introduced you to “The Sales Series,” so I can bring you just a few of the top moments from Top Sales Leaders who have joined me on The 20% Podcast. That first episode included clips from guests such as:Alexine Mudawar/Lori RichardsonJohn Barrows Nick Cegelski Jen AllenIan KoniakToday we will be covering 5 more clips from previous episodes:Episode 84: Belal Batrawyhttps://open.spotify.com/episode/5GyAcYcGSqdwOKxQ9D2Ruk?si=e8d2abf275454225 Episode 97: Morgan Buchananhttps://open.spotify.com/episode/42WMdxmynhPQOwp88wZ96V?si=f1e2476df5344ec3 Episode 92: Jason Bay https://open.spotify.com/episode/0TUlew3jtAiEMHpx90ckWS?si=ae3f6b87ec234d22 Episode 133: Leslie Venetz https://open.spotify.com/episode/5Unzq35rq03dtiYTcMuzkF?si=e4e448bbe16e4c17 Episode 60: Morgan J Ingramhttps://open.spotify.com/episode/3gMHYQhYRgnh6X3e270XAG?si=00f5af451cd84f64 Please enjoy this week's “Sales Series 2” on The 20% Podcast.____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmdail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

Guest: Erick Haas   Guest Bio: ​Erick Haas is an experienced Ag Sales Manager with LandPro Equipment overseeing 17 Ag Salesmen while bringing 15 years of expertise in the John Deere dealer network. Erick's AOR is primarily Western NY, Pennsylvania, and a portion of Ohio. His background includes Precision Agriculture, Training, Recruitment, and being a John Deere Certified Trainer. Erick is deeply committed to his Central NY community, serving as President of Cornell Cooperative Extension of Madison County, several program advisory boards, a 4-H Leader, and President of the Chittenango Fire Department. He resides on a 65-acre hobby farm in Central NY with his wife and two young girls.   Key Points: Career Path to Ag Sales Manager at LandPro Equipment · Early Career: Started with a degree aimed at environmental conservation; initially worked with Soil and Water Conservation, supporting farms. · Transition to Ag: Joined a John Deere dealership (Chazy Equipment Company) in 2011 as a precision ag specialist. · Career Growth: Became training manager, certified John Deere instructor, and eventually territory manager for 20 dealerships in the Northeast. · LandPro Role: Though lacking formal sales management experience, his reputation, technical expertise, and broad network helped him land the role.   Management Philosophy & Style · People-Focused: Enjoys the human connection, coaching his team, and tailoring support to individuals' strengths and weaknesses. · Adaptability: Finds fulfillment in varied tasks—from farm visits to desk work. ·  Development-Oriented: Gets satisfaction from helping salespeople grow confident and independent.   Building Trust and Influence · Earning Respect: Gained trust from seasoned, high-performing salespeople by being transparent, consistent, and reliable. · Trusted Resource: Focuses on becoming a go-to advisor for his team, even when the question is outside his expertise.   Leading Through Change · Inherited Challenges: Took over a role that had seen high turnover; faced skepticism and had to prove his commitment. · Transparency: Earned buy-in by demystifying business goals (e.g., market share importance) and opening up about internal processes. · Best Practice Sharing: Emphasizes education and consistent communication.   CRM and Accountability · CRM Usage: Encourages CRM use not for micromanagement but for customer service, protection, and visibility. · Variable Expectations: Applies different levels of accountability based on experience and performance. · Case Example: A customer hadn't been called on in 10 years; proper CRM use would have prevented the oversight.   Cross-Department Communication · Breaking Down Silos: Promotes overcommunication across sales, service, and parts to ensure customer needs are met. · Leadership Coordination: Has regular check-ins with store managers to stay in the loop and encourage collaboration.   Accountability Culture · Problem Solving: Encourages direct, timely discussions to resolve interdepartmental issues quickly. · Ownership: Stresses accountability across all roles, not just sales.   Foundational Wins vs. Sales Wins · Pyramid Model: Believes in building foundational skills—like customer handling, tech comfort, policy knowledge—as a prerequisite for sales success. · Progression: Describes coaching progression from handholding to independence, likening it to riding a bike.   Documentation & Process · Written Best Practices: Emphasizes the importance of written procedures to plug process gaps and support memory retention. · Training Tools: Uses documentation to streamline onboarding and reinforce standards.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Episode 94 is a special one for several reasons, not the least of which is that it's the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike's friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose.  Jeff's story of resilience and how sales changed the trajectory of his life will remind many listeners of why we got into the sales profession in the first place. And every sales leader will benefit hearing about Jeff's rise through the ranks and the transformational leadership lessons learned along the way – particularly the critically important ability for leaders to give Firm Feedback in a Fragile World (which also happens to be the title of Jeff's amazing new book). Be sure to take particular note of the segment (starting at the 17:30 mark) that Mike refers to as the greatest five-minute leadership sermon he's ever heard as Jeff expands on the book's promise: “how to build a winning culture with critical conversations.”  Lean in as Jeff exhorts listeners on the resulting benefits when leaders properly balance making deep deposits that earn the right to make big withdrawals.  RESOURCES MENTIONED IN THIS EPISODE: Firm Feedback in a Fragile World: How to Build a Winning Culture with Critical Conversations Jeff Hancher    This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

In this episode of Stronger Sales Teams, Ben Wright is joined by Robyn Djelassi – a dynamic, strategically focused HR leader with a wealth of experience spanning multiple industries. Robyn shares her insights into the art of building high-performing sales teams, underscoring the value of diversity and complementary skill sets over the tendency to hire in one's own likeness. The conversation offers practical, actionable advice for leaders looking to shape resilient and effective sales teams. About the Guest: Robyn Djelassi is a seasoned HR professional and the founder of Impact People Solutions. With two decades of experience across a diverse range of industries – including banking, finance, gaming, and entertainment – Robyn is recognised for her forward-thinking approach to Human Resources. She brings a unique ability to balance strategic insight with hands-on execution and is deeply committed to aligning individual performance with broader organisational goals. Her work reflects a passion for creating impactful, people-driven outcomes that support long-term business success. Key Takeaways: Avoid hiring clones of yourself; aim for a mix of experiences, thoughts, and backgrounds to meet diverse client needs. Hire those who genuinely believe in your product and care about customers over merely chasing numbers. In tougher economic climates, early and honest communication is crucial for managing team morale and transitions. Foster a working relationship with HR as a valuable ally, not just a regulatory entity. Implement processes to consistently check in with team members to understand their evolving needs and motivations. Time Stamps: 0:00 Intro 1:15 Guest Introduction 3:23 What Makes Robyn Tick 4:20 Key Mistakes Leaders Make When Growing Teams 6:15 How To Build Out Teams 7:05 How To Assess If Candidates Actually Care 9:27 How To Make Sure That Interviewees Actually Care 11:55 Getting The Most Out Of A Diverse Team 15:32 Managing The Restructuring 18:27 Building Relationship With The HR Department 20:11 Guest Socials 20:40 Road to Cairns 21:52 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Guest: Mike Kochenderfer   Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management.   Key Points: Backstory & Entry into Sales Michael didn't originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success o Fish = Prospect o Location = Where you find them o Presentation = How you engage them   Career Growth Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan.   Leadership Style Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you're not. Team integration: Prioritizes relationships and alignment rather than authority.   Hiring Philosophy Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from.   Managing Existing Teams Challenges of managing people already in place when you're new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it.   Performance Management Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility.   Training & Onboarding Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this episode of Sales Unscripted, we dive into what truly makes a great sales leader — and why it's not always your top-performing rep. Instead, the real standouts often have an operations-oriented mindset, bringing structure, process, and long-term thinking to the table. Learn why these behind-the-scenes thinkers are better equipped to spin plates, support teams, and lead with intention.

Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine!

Can Sales Managers Be Friends with Their Reps? The Ultimate Sales Leadership DebateShould leaders be friendly or firm? In this epic live debate from CoachEm's inaugural Closing Arguments series, two powerhouse sales veterans, Mark Kosoglow (Co-founder & CEO at Operator, former Outreach leader) and Kevin "KG" Gaither (CEO of InsideSalesExpert.com, former ZipRecruiter exec), go head-to-head on one of the most controversial questions in sales leadership:“Can, should, or would you be friends with your sales reps?”Moderated by Matt Benelli, host of the Coach to Scale podcast, this unscripted, no-holds-barred session dives into real stories, polarizing philosophies, and battle-tested experiences on the fine line between empathy and authority.What you'll learn:When friendship enhances performance, and when it kills accountabilityWhy sales managers struggle with tough conversationsThe hidden career risks of blurred boundariesHow modern leaders navigate connection, trust, and coaching cultureGet actionable takeaways for building high-performing sales teams while balancing trust, professionalism, and results.This is not your average webinar. It's honest. It's engaging. It's real sales talk for real sales leaders. Sponsored by CoachEm: The world's first AI coaching execution platform, built to scale sales success through data, coaching, and culture.COMMENT below: Can you be friends with your reps? Where do YOU draw the line?

Guest: Tom Wardach   Guest Bio: ​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management.   Key Points: Background and Career Path · Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career. · Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson. · Emphasizes the importance of connections, not burning bridges, and seizing opportunities.   Military Lessons Applied to Sales · Experience in leading teams in the military helped him lead sales teams. · Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings.   Egger Wood Products Role · Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan. · Tasked with building the U.S. sales team essentially from scratch.   Building a Sales Team · Before hiring, he and the company identified what traits they were looking for in candidates. · Uses a collaborative approach to hiring, incorporating feedback from other team members and HR. · Emphasizes collaboration, input from colleagues, and a structured onboarding process.   Hiring Philosophy · Candidates must have a proven sales background. · Prefers candidates with a short learning curve on the product side due to immediate business needs. · Ideal hires have both sales and some industry familiarity (e.g., OEM experience). · Doesn't hesitate to make quick decisions when it's clear a hire isn't a good fit, unlike companies that wait too long. · Acknowledges the emotional difficulty of letting people go, even when necessary.   Sales Team Expectations · Key account managers are expected to both acquire new business and grow existing accounts. · Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes). · A key priority is expanding Egger's brand presence in the U.S. since its local manufacturing started in 2020.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

From the military to tech, sales to social media, and now teaching, my career path has been anything but conventional. Along the way, I've learned invaluable lessons that have shaped my ability to reinvent myself time and time again. Here are 10 key lessons I've learned throughout my journey—from Navy cryptologist to sales leader to educator—and how each experience contributed to my ongoing reinvention.Lesson 1: Sometimes the Most Unlikely Beginnings Lead to the Most Rewarding CareersI started my career in the Navy in 1992, where my job as a cryptologist and delivering messages by hand might not have seemed like the perfect foundation for the corporate world. But it taught me how to handle responsibility, work under pressure, and solve problems—all skills that would serve me throughout my career. From living on a Coast Guard base in the San Francisco Bay area to spending a year in Korea teaching English to a young Korean boy, I learned early on that diverse experiences can provide the foundation for something much bigger.The lesson here? Don't underestimate the value of seemingly unrelated experiences. Every chapter adds a layer to your skills, resilience, and perspective, even if it doesn't immediately seem relevant to where you want to go.Lesson 2: Be Open to Opportunities and Embrace the Learning ProcessAfter moving to Milwaukee in 1996, I started college to become a teacher, but I didn't stop there. I also delivered pizzas and became a peer trainer teaching faculty and students about new technology. Those experiences taught me that no matter your role, you can always learn and grow.What I realized is that even early in your career, the opportunities you take can be just as valuable as the degree or job you're aiming for. The key is to be open, ask questions, and be curious about everything around you.Lesson 3: Don't Be Afraid to Take Risks—Even When It Means Leaving CollegeIn 1998, I made a bold decision. I dropped out of college to pursue a “real job” in tech support, which eventually led to my first sales job selling high-speed internet. At the time, the internet wasn't nearly as fast as we now think of it, and there was a lot of skepticism around the promises we made to customers. But I learned that taking risks and stepping outside my comfort zone would be necessary to continue growing.The lesson here? Calculated risk-taking is vital to career growth. Sometimes, leaving the traditional path can open doors to opportunities that might not be on your radar otherwise.Lesson 4: Show Up and Be Ready to Learn—Even When It's HardBy 2000, I had transitioned into a stockbroker role and was working on a trading team. I was also responsible for teaching others how to use our online trading platform. After 9/11, I realized that technology was my true calling, so I transitioned into IT. Within two years, I earned my first management role, and eventually worked my way up to a VP of IT position.The key takeaway? Show up fully, be ready to learn, and always look for ways to add value. This is how you rise through the ranks and start shaping your own career trajectory.Lesson 5: Leadership is About Stepping Up—Even When You're Not Fully ReadyIn 2003, I finished my degree in computer science and took on a leadership role. About a year later, my manager decided to leave, and I was given the opportunity to lead the team. Even though I wasn't entirely prepared, I stepped up and said yes. That decision was pivotal in my career. It taught me that leadership often comes when you least expect it—and when it does, you need to be willing to take that leap of faith.Sometimes, leadership isn't about having all the answers; it's about being willing to step up and figure it out.Lesson 6: Your Experience and Knowledge Are Valuable—Don't Be Afraid to Share ThemIn 2005, I started my blog, sharing lessons I had learned along the way. I was reading books and consuming other blogs, and I wanted to contribute to the broader conversation. It was a humbling experience, but it also taught me that sharing your expertise—even when you're not a household name yet—can make a huge impact.In 2007, I joined David Zinger to write the Slacker Manager blog, co-authoring content on employee engagement and leadership. This experience taught me the power of collaboration and how sharing knowledge publicly can boost your credibility and open doors.Lesson 7: Self-Belief Is the First Step to Reinvention—Everything Else FollowsIn 2010, I decided to leave my corporate job, something I had been contemplating for years. People doubted I was really going to leave, and many thought I would fail. But I printed business cards, started networking as a consultant, and landed several consulting gigs with small businesses.The key lesson? Self-belief is the foundation of reinvention. When you believe in your ability to solve problems and create value, you can step into new opportunities, even if others doubt you or question your decisions. Your belief in yourself is what will propel you forward.Lesson 8: Clarity of Offer is Key to Digital Leadership and Sales SuccessIn 2013, I worked for a Silicon Valley software company and led the social media strategy. We made three major changes to our product's strategy within 18 months, and as a result, our product didn't sell well. Meanwhile, a more established product with a clear, defined space in the market continued to do well.This taught me that clarity is essential. If your audience doesn't understand what you're offering or why they need it, they won't buy. A clear, consistent message is key to success in sales and leadership.Lesson 9: Tenacity and Simplicity Are Keys to Teaching the UnbelievableIn 2015, I returned to the world of speaking and training, teaching salespeople how to leverage social media. At the time, many people were skeptical about social media as a business tool, and it was up to me to show them its value. I had to simplify complex ideas and be persistent in explaining them until others understood.This experience reinforced the lesson that teaching something new or controversial takes tenacity, courage, and the ability to break down complex ideas into simple, actionable steps. Persistence pays off when you're teaching others to see what they can't yet fully grasp.Lesson 10: Flexibility and Hustle Are Essential for Navigating Life's Unexpected TurnsIn 2022, I joined Bamboo HR in Sales Enablement, but by mid-2023, we moved to Ohio, and I had to give up that role. I pivoted again, working as a substitute teacher while I looked for a full-time position in education.What this taught me was that you have to be flexible when life throws curveballs, and you have to be willing to do whatever it takes to stay true to your goals. Whether it's working a second job to keep things afloat or stepping into a completely different field, staying adaptable and persistent is key to navigating life's unexpected changes.Happiness Practices with Phil Gerbyshak is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.Throughout my career, these 10 lessons have been my guiding principles. From learning to step up as a leader before I felt ready, to teaching and simplifying complex ideas, to staying adaptable and flexible, each lesson has helped me reinvent myself at different stages of my career.The road to reinvention is rarely straight, but if you're willing to embrace these lessons and keep moving forward, you can build a career that's uniquely yours, no matter where you start or where life takes you next. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

In this episode of The Intentional Agribusiness Leader, Mark sits down with Justin Stewart, U.S. Sales Leader for Corteva Agriscience's Turf & Ornamental division. With over two decades of experience in agriculture, specialty markets, and team development, Justin shares what it takes to lead with intention—from asking better questions to creating a culture where people can lead themselves. His grounded, servant-hearted leadership style and strategic mindset offer valuable insight for anyone looking to elevate their impact.Key TakeawaysIntentional Leadership Begins with Self-AwarenessJustin highlights how the best leaders know themselves first—understanding what makes them tick and how that shapes the way they lead others.The Shift from Hero to GuideTrue leadership isn't about having all the answers; it's about equipping others to step into their own leadership. Justin shares how this mindset shift can transform teams.Ask Better Questions, Get Better OutcomesWhether with clients or team members, Justin emphasizes the power of curiosity. Questions like “What does success look like for you?” can open doors to better strategy and deeper connection.Creating a Culture Where People Lead Themselves Empowering others doesn't mean backing off—it means setting clear expectations, modeling consistency, and giving people room to rise.Stay Hungry, Stay HumbleJustin's leadership is rooted in both grit and grace. He believes you can pursue excellence without ego and lead with authority while staying approachable.Notable Quotes“You can't lead others well if you're not leading yourself first.” – Justin Stewart“The best leaders help others step up, not just fall in line.” – Justin Stewart“Curiosity is the most underused leadership tool.” – Justin Stewart“Culture isn't what you say—it's what you consistently do.” – Justin Stewart“Sometimes the best leadership move is to ask a better question, not give a better answer.” – Justin StewartAction StepsReflect: Where are you leading from assumption instead of curiosity?Ask yourself: “What's one question I can ask today that would help someone grow?”Practice consistency in small things—this is where culture is truly built.Empower your team by modeling self-leadership and encouraging ownership.Take inventory of where you might be trying to “save” your team instead of equipping them.Listen If You Are:A leader seeking to build an empowered, self-led teamA sales professional wanting to deepen your client relationshipsA coach, mentor, or manager in ag or specialty marketsLooking to grow in self-awareness and servant leadershipCurious about how intentionality drives long-term success in agribusinessIf this episode resonated with you, join us at the next Thriving Leader Event — where intentional leadership goes from theory to practice. Connect with like-minded leaders and build the clarity, confidence, and capacity you need to grow your people and business.

John Pritchard dropped by the podcast to share secrets to his success as a top Territory Manager and then as a record breaking Sales Leader in the hyper-competitive world of medical device sales. John also discusses a recent career move he made to a very hot startup opportunity shaking things up in the Neuromodulation niche of the industry.

Guest: Karen Barbour   Guest Bio: ​With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the U.S. SBA's National SBDC Advisory Board, MAA (BWI) Small & Minority Business Advisory Council, as Vice Chair for AMAC's Government Affairs Committee, and on boards such as Women Construction Owners & Executives and Girl Scouts of Central MD for over 10 years. Karen co-founded the Alliance for Hispanic Commercial Contractors, Party For A Cure, and the National Small Business Party. She continues to manage an exclusive surety bond program with Hensel Phelps Construction Co. that to date has bonded over $170,000,000 in subcontracts with no losses.   Key Points: Early Career and Challenges as a Woman Started in the insurance and surety industry in the 1980s as one of the few women in a male-dominated field. She faced pay inequality and a lack of mentorship or grooming for leadership. Despite working 80-hour weeks, she wasn't offered ownership opportunities.   Founding the Barbour Group After a successful career as a bond producer, she left to start her firm in 2002. Her motivation included economic independence, work-life flexibility, and family care (as a single mom and caretaker for her father with Alzheimer's).   Passion for Cold Calling Loved the challenge and directness of cold calling. Used it to differentiate herself and prove her value in a field where women were not readily accepted. Emphasized understanding of construction and surety underwriting, which made her uniquely effective.   Advocacy for Minority and Women-Owned Businesses A pivotal moment came in her 20s when she unintentionally walked into a minority contractors' meeting. Shocked by the industry's bias (her company directed underwriters to flat-out decline minority applicants), she left and began actively advocating for diversity. Worked to bond minority and women-owned firms, growing underwriting from $250,000 to $2.5 million in a year without losses.   Personal Motivation and Values Grew up in a polluted, working-class neighborhood in Maryland. Experienced loss and hardship early in life (lost her mother at 11). Driven by empathy, fairness, and a strong sense of justice. Discovered later in life that her biological father was a neurosurgeon, which helped her understand her innate compassion.   Diversity, Inclusion, and Economic Equity Emphasizes the importance of seeing and celebrating cultural differences, not ignoring them. Believes diversity brings better business outcomes and strengthens communities. Argues that systemic exclusion limits contributions from capable individuals and that access to capital and education are key.   Community and Social Impact Initiatives Founded the Alliance for Hispanic Commercial Contractors to support minority businesses with financial assistance, consulting, and sponsorships. Created Party for a Cure, a nonprofit supporting children with neurological diseases. Developed a political platform, the National Small Business Party, to give small businesses a stronger voice in policy.   Core Philosophy Step through fear—growth and purpose lie on the other side. Use business as a vehicle for empowerment, particularly for underrepresented groups. Diversity isn't just a value—it's a strategic imperative for societal and business success.     Guest Links: www.thebarbourgroup.com www.ahcc-midatlantic.org www.nsbpusa.org – National Small Business Party Home | Minority Business RoundTable | Washington, D.C. - Nonprofit for AHCC www.pfac-md.org Party For A Cure – Nonprofit that helps kids with Neuromuscular Diseases       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

As the Founder of Adams Growth Solutions, Mike Adams is equipped with time-tested tools, systems, and best practices that accelerate sales growth.Find out more about Jeff:https://jgsalespro.com/⁠⁠⁠⁠⁠⁠⁠Connect with Jeff on LinkedIn:https://www.linkedin.com/in/jeffgoldbergsalescoach/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/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[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

In this episode of Stronger Sales Teams, Ben Wright explores the essential elements of building a high-performing sales team — from creating genuine customer value and setting strategic goals to enhancing team capabilities. Ben also addresses the growing need for sales managers to take a proactive approach in their annual planning, particularly as traditional planning cycles shift in today's evolving landscape. Covering everything from goal-setting and systems implementation to the smart use of AI tools, he presents actionable steps to help sales teams align, adapt, and succeed. Key Takeaway: Identifying and articulating the unique value your company brings to customers is crucial for standing out in competitive markets. It's essential to set clear and achievable sales goals that align with broader business strategies, involving team members to foster accountability. Conduct a thorough analysis of your team's current capabilities against the skills needed for future success, and create a development plan to address any gaps. Embracing technology and AI-driven processes can significantly enhance your sales team's efficiency and effectiveness. Simple, clear metrics are vital in tracking progress and ensuring that sales strategies are effectively guiding teams toward their objectives. Time Stamps: 0:00 Intro 2:00 Key Areas To Focus As A Sales Leader This Year 4:14 Getting Really Clear On Where You Add Value To Your Customers 6:32 Sit Down, Set Some Goals 9:24 Be Clear On The Capabilities Of Your Team 12:11 Have A Program For Team Development 14:30 Invest On System To Increase Cadence On The Team 16:20 Measure Your Progress 18:30 Get Out There and Carry The Bag Yourself 18:50 Recap 20:10 Road to Cairns 21:42 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Rutherford Pascal is a seasoned Sales Leader in the pharma industry. His 35-year career led him to increasingly Senior roles, most recently as Head of Sales at Sanofi for their Respiratory and Gastroenterology Specialty Care portfolio.Rutherford is passionate about leadership development and mentorship. For his next act, he launched Glass Walls Leadership in 2024. Rutherford is a certified John Maxwell Leadership Trainer, Coach and an inspirational keynoter, with his first book, "The P.I.D System," about to be published. As one of the most visible African-American sales leaders in his industry, Rutherford is committed to fostering diversity within his teams and the benefits of embracing a diverse workforce.https://www.amazon.com/P-I-D-System-Preparation-Intentionality-Differentiation/dp/B0F8BBB7KV

Your competitors are already using AI. Don't get left behind. Weekly strategies used by PE Backed and Publicly Traded Companies →https://hi.switchy.io/U6H7S----In this conversation, Ryan Staley interviews Brandon Taylor, VP of Enterprise and Partnerships at CompanyCam, discussing his extensive experience in scaling SaaS businesses and the transformative role of AI in go-to-market strategies. Brandon shares insights on the common challenges faced in B2B sales, the importance of hiring the right people, and how AI can enhance efficiency and effectiveness in sales processes. He highlights specific use cases of AI in his leadership role and the future potential of AI in shaping go-to-market strategies.Chapters00:00 Introduction to Brandon Taylor and His Background04:01 AI Go-to-Market Strategy and Its Importance07:07 Leveraging AI for Efficiency in Sales10:17 Custom Applications and Use Cases of AI in Sales12:59 Future of Go-to-Market Strategies with AI

In this episode, Bradley Hamner sits down with Steve Suggs, a veteran in the sales industry with over 42 years of experience. Steve shares his insights on building high-performing sales teams, identifying top talent, and adapting to changes in the sales landscape.Key Topics DiscussedIdentifying and recruiting sales talent that will thrive in today's market.Practical tools for sales management and team development.Strategies from Steve's best-selling book "Can They Sell."How to adapt your sales approach in an evolving business environment.The importance of continuous training and development for sales teams.About Steve SuggsSteve brings four decades of sales expertise as a successful producer, manager, author, speaker, and consultant. After graduating with a business degree from Lipscomb University, Steve spent 15 years at Northwestern Mutual as an MDRT producer and Sales Leader before co-founding Sales Manage Solutions, where he's been a partner for the past 25 years.Steve's consulting work includes conducting up to 50 calls weekly with agents, helping them hire and develop exceptional sales and service teams. His approach combines proven experience with practical application—every strategy he shares is one he implements daily.Connect with SteveSales Manage Solutions website: https://salesmanage.com/LinkedIn: Steve Suggs: https://www.linkedin.com/in/stevesuggs/Book: "Can They Sell" https://salesmanage.com/sms-tools/can-they-sell/Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we're just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we've got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Don't forget to visit club.capital and mention you heard about us on the Above The Business podcast!

Guest: Josh Blackman   Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance.   Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees.   What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting.   Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction.   How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth.   Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity.   Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations.   CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily.   Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement.   Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this episode of The E1B2 Collective Podcast, host AJ Vaughan challenges sales leaders to confront their biggest barrier to growth—it's not the market, it's their mindset.What worked yesterday is killing deals today. Hero-selling, static playbooks, vanity metrics, fear-based cultures—these habits are deeply ingrained, but dangerously outdated.AJ unpacks how today's most progressive sales leaders are rewiring their leadership to thrive in 2025 and beyond—ditching assumptions, leaning into real buyer data, building systems that scale beyond themselves, and creating teams fueled by curiosity, safety, and relevance.If you're tired of burning cycles on strategies that no longer land, this episode is your wake-up call. It's time to unlearn to grow.

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion).

Guest: Dr. Tony Vercillo   Guest Bio: ​Dr. Tony Vercillo is a 30-year veteran in the Product Marketing and Distribution industry. He has a Doctorate in Marketing Management, with special emphasis on Global Marketing Strategies (Summa Cum Laude). He also received his MBA in Leadership and Human Behavior. He is a highly sought-after public speaker known for his “infectious enthusiasm.”   Dr. Vercillo has been an Author for more than 30 years in the non-fiction arena. He always dreamt of dabbling in the fiction world, and this work is his first foray into the exciting world of novels.   Dr. Vercillo has served as a Senior-Level Manager and Vice President for PepsiCo and a third-party supply-chain firm. He is currently the CEO of a major kosher food service company in New Jersey. He also recently retired from teaching Global Marketing Strategy and Supply Chain Theory at California State University. His passion in life is teaching and coaching, and he has spent the last 20 years fulfilling that dream.   Key Points: Sales Strategy: · Cross-Training: Salespeople are trained across all segments (e.g., healthcare, schools, caterers) to improve adaptability and pricing knowledge. · Hunter-Farmer Hybrid: All reps are expected to both acquire new clients and manage existing relationships.   Change Management: · Data-Driven Approach: Used financials, industry benchmarks, and logic to explain changes. · Persistence: Faced resistance but stood firm while showing empathy. · Ongoing Communication: Holds regular sales meetings (e.g., upcoming board meeting) to address concerns.   Operational Improvements: · Customer Visit Push: Implemented Salesforce (embedded in new ERP) and assigned a champion to ensure usage. · ERP Integration: New system launching May 1 improves visibility and report generation. · Coaching Culture: Monthly check-ins, product-level reviews, and data-backed feedback by the sales VP.   Onboarding & Training: · Hands-On Process: All new hires must work in order entry, warehouse, and ride with drivers. · Holistic Understanding: Training ensures reps grasp the entire business, not just selling.   Financial Results: · Sustained Growth: Double-digit revenue growth and increasing profitability every year since he joined. · Cash Flow Focus: Reduced cash gap from 70+ days to ~37 days through disciplined collections and vendor management. · Customer Retention: 99% retention rate, even with stricter payment terms.   Guest Links: Connect on LinkedIn https://www.youtube.com/@s.bertram https://doclifelessons.com/episodes       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.