Podcasts about sales leaders

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.

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/. 

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.

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/. 

In this engaging episode I sit down with Leslie Venetz, a highly regarded sales leader and strategist, to delve into the nuances of effective sales leadership. Leslie, known for her expertise in top-of-funnel sales strategy, outlines her journey from a reluctant sales professional to a leading voice in the industry. This episode highlights her upcoming book, "Profit Generating Pipeline," which offers a proven formula for driving revenue and establishing trust. The conversation is rich with insights on overcoming the hurdles of toxic work environments, adapting leadership styles, and the critical importance of empathy and active listening in sales. Leslie candidly discusses her philosophies on creating a sustainable career in sales, the challenges faced by women in the industry, and the necessity of personalising engagement to thrive in today's competitive market. Listen in as she shares her beliefs on the evolving nature of sales leadership and the impact of authentic, trust-building relationships on sales performance. To connect with Leslie, to learn more about what she does, as well as to grab a copy of her soon to be released (August 5th) book, please go to: LinkedInhttps://www.linkedin.com/in/leslievenetz/ Website - https://salesledgtm.com/ Book - "Profit-Generating Pipeline" - https://salesledgtm.com/book/

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?

Episode 1 of 2, were I talk about the importance of disciplined process in sales management and leadership. It's all pretty straightforward and common sense and yet many sales leaders are fixated to the outcome - the revenue target for the month, quarter or year instead of having a clearly defined sales management process that offers you every qualitative and qualitative measurement to ensure that you can respond quickly to any warning signs or potential areas of concern, in real time. It can be a tough call for business owners who have usually taken the journey of hunter, gatherer to business leader and might want everything done in the 'old way' just because it has worked in the past. Today with so much technology and software to support the sales and marketing function, the sales management role has become easier but only when built around a solid process and implemented by a highly disciplined sales, marketing and admin team. Episode 2 will focus on those processes that can help sales people navigate challenging economic times as well as the emotional highs and lows of sales.

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.

You may price a job for two years just to get the chance to build it."That's the brutal reality Trey Darnell shared about construction sales today.In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.Tune in to find out about:✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them ✅ Why platforms are becoming "jack of all trades, master of none" ✅ How to sell construction tech without being another annoying vendorThis episode will change how you think about buying and selling construction technology.Listen now on Spotify and let us know what you think in the comments.---------------Chapters# Chapters00:00 Intro00:03:00 Introduction and Background of Trey Darnell00:06:02 Challenges in Construction and BIM Advocacy00:08:50 Transition to Construction Tech and PlanGrid Experience00:12:10 Sales as a Consulting Approach00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions00:20:58 Go-to-Market Strategy for Edify00:27:01 Building Relationships and Understanding Client Needs00:33:07 Understanding Time to Value in Construction Tech00:37:01 Successful Go-to-Market Strategies00:41:10 Sales Cycle Dynamics and Compression Strategies00:46:38 Navigating Small vs. Large Accounts00:52:02 Pricing Strategies and Negotiation00:54:29 Traits of Successful Salespeople in Construction Tech00:57:36 Gaining Experience in the Construction Industry00:59:13 Advice for Newcomers in Construction Tech Sales01:00:41 When to Hire a Sales Leader

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/. 

Guest: Courtney Stanford Guest Bio: ​Courtney Stanford, CCIM is a Managing Director at SVN Dunn Commercial where she facilitates the acquisition, disposition, and leasing of industrial properties in the Mid-Cities market of Dallas-Fort Worth. In addition to her role as a producer, Courtney also assists with the management and strategic direction of the firm as a whole.  Courtney graduated from Texas Christian University in 2012 and earned her CCIM designation in 2019. She currently serves on the Board of Directors of the North Texas CCIM (Certified Commercial Investment Member) Chapter as immediate Past President & is the Co-founder & Past President of IWIRE North Texas (Industrial Women in Real Estate). Courtney is also an active member of NTCAR (North Texas Commercial Association of Realtors), the Real Estate Council of Greater Fort Worth (TREC), a Member Associate of the SIOR North Texas Chapter & active volunteer with the Fort Worth Junior League.    When not driving around to explore a new industrial facility in the area, Courtney enjoys practicing yoga, playing golf, or engaging in a game of Mahjong. She also likes spending time with her husband, Adam Stanford, and their three dogs, Sophie, Henry, & Chance.   Key Points: Women in Commercial Real Estate · Co-founded iWire (Industrial Women in Real Estate) to support women in the field. · Advocates for strong mentors, self-confidence, and overcoming imposter syndrome. · Credits her Christian faith and personal growth for helping her through difficult times.   Leadership and Team Building · Initially faced resistance from male colleagues when joining her father's company. · Transitioned into leadership and rebuilt the team post-COVID. · Now leads a diverse team she personally recruited and trained. · Emphasizes company culture, core covenants, and creating an inclusive environment.   Recruiting Strategy · Recruits both junior and senior talent, focusing on cultural fit. · Uses tools like CareerPlug to streamline the hiring process. · Looks for traits like discipline and financial preparedness.   Client Relationship Management · Maintains relationships with clients through quarterly touches. · Uses a CRM to automate and manage communication. · Recognizes the value of the human touch and still makes personal calls when appropriate.   Use of AI in the Business · Exploring AI tools like Jasper and Buildout for efficiency in marketing and communication. · Values AI for support but maintains that personal relationships and human interaction remain key.   Managing Pipeline and Team Consistency · Encourages agents to specialize in a product type and market area. · Treats junior brokers like entrepreneurs building their own businesses. · Uses weekly team meetings and accountability huddles to track progress and keep brokers focused.   Challenges as a Leader · Biggest frustrations: inconsistency among team members and maintaining a predictable pipeline. · Coaches and produces simultaneously, which adds pressure. · Leans on partnership with her father to balance responsibilities.   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/. 

Guest: Jason Moss   Guest Bio: Jason Moss is a multi-six-figure business coach who helps online business owners generate more leads and clients. His journey began in 2016, earning just $4,728 his first year. After years of persistence and experimentation, he cracked the code to consistent lead generation and scaled his business to $500,000+ per year. Jason has since built a thriving community of 1,000+ clients and is passionate about helping others grow profitable, high-integrity businesses. His strategies focus on ethical marketing, long-term relationships, and sustainable success. Now, he's sharing everything he's learned to help online business owners attract more clients, make a bigger impact, and experience true freedom. Jason lives in Boulder, Colorado, with his partner Kimberly, dog Boomer, and cat Zola.   Key Points: Gratitude and Positivity: The message starts with a warm “Thank you!” and appreciation that the other person found the post helpful. This sets a positive tone and reinforces a friendly, supportive interaction. It also builds rapport and encourages continued engagement. Mindset Shift: The core message is about changing the way we think about writing, especially the beginning stages. Instead of diving straight into the content, the speaker encourages us to be intentional about how we start. It's not just about writing more; it's about thinking differently, which can improve the whole process. Importance of a Strong Introduction: The analogy of a strong introduction being like a “foundation before building the house” really drives the point home. A good intro isn't just a formality — it sets the stage for everything that follows. By investing effort up front, you save time, prevent confusion, and create a more coherent final piece. Encouragement for Reflection and Action: The speaker ends with a thoughtful question: “Have you thought about any tweaks you might make to your own introductions?” This isn't just rhetorical — it nudges the reader to actively think about how they can apply the idea to their own work. It turns a passive insight into a potential action step.   Guest Links: After signing 2000+ clients and generating well over $1M in sales online, Jason's learned that the #1 key to attracting more of the clients you want is having the right messaging to call them in. The problem is, most online business owners are missing clarity on their messaging—and it's costing them clients, income and impact every single month. Jason's free messaging cheatsheet will help you solve that problem. Inside, you'll discover proven messaging secrets and guidance to help you get clear on your messaging today—so you can show up in a more powerful, impactful way through your emails, content and posts and attract more qualified leads and clients ASAP. Get My $1M Messaging Cheatsheet       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/. 

Guest: Shannon Gregg   Guest Bio: Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Dr. Gregg is the President of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It's About Time,” is available now and is being used by sales teams across the country to refocus on what's really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. She also competes on a jazz dance team for moms.   Key Points: Career Transition to Sales Technology: Shannon started in sales almost by accident, selling software in the nuclear nonproliferation space. She discovered that sales is like choreography, focusing on improving sales processes to help salespeople focus on delighting prospects and customers. Shannon transitioned to sales management and eventually started her own Salesforce.com practice in 2018, which has been successful.   Sales Choreography: Sales is more complex than sports analogies like "at-bats"; it's about choreographed moments where various teams (marketing, sales, etc.) move prospects through the funnel in a coordinated manner. Having a dance background helped her think quickly on her feet, which is a crucial skill in sales, especially when unexpected challenges arise.   Sales Technology: Technology is a tool, not a solution in itself. It should help salespeople do what they do best without overcomplicating things. Sales technology can range from simple tools like phones and Zoom to complex CRMs integrated with other systems. The key to success with sales technology is choosing tools that are easy to use and integrate naturally into the sales process.   Adoption of Technology: Sales technology should be easy to adopt. Sales leaders should ensure the tools don't overwhelm the team with complexity, which could lead to poor usage and frustration. Avoid forcing long training sessions. Instead, show how the tools benefit the individual salesperson by demonstrating their value through real-life examples and role-playing.   Process in Sales: Having a defined sales process is crucial before introducing technology. Sales leaders should first educate themselves on sales processes and how they fit their market. Sales leaders should focus on progress, not perfection, when creating a sales process. The process should evolve based on feedback and performance.   CRM (Client Relationship Management) Tools: A CRM helps sales leaders track where salespeople need coaching and support. CRMs help manage data more efficiently than spreadsheets, providing visibility into the sales pipeline and buyer's journey. CRMs should be customizable to fit the organization's process, but it's important to start with an out-of-the-box version before making customizations.   Getting Salespeople to Use Technology: To encourage salespeople to use a CRM, leaders need to show what's in it for them. Demonstrate how using the system helps them perform better. Rather than pushing lengthy training sessions, involve reluctant salespeople in the design and testing phases of the process to ensure the tool works for them. Reluctant salespeople can be powerful allies in motivating others to adopt the tool once they see its value.   Challenges with Salespeople's Reluctance: Salespeople often resist using CRMs because they see them as time-consuming or invasive. Leaders should address these concerns by focusing on the benefits of CRM usage, such as better organization and visibility of the sales pipeline, and ensuring the tool is user-friendly.   Behavioral Change and Buy-in: Getting salespeople to adopt new systems requires not only clear communication of benefits but also continuous feedback, training, and reinforcement. Real-world examples of success stories, like a salesperson improving their results, can help convince others to embrace the technology.     Guest Links: Salesforce User Adoption in the Age of AI eBook 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/. 

ACTIONABLE TAKEAWAYS: Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs. Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates. Deals Must Survive 3 Rings: Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly. REX'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Consensus Senior Vice President of Sales @ Consensus Vice President of Sales @ Consensus Director of Sales @ HireVue RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

In this episode of Revenue Insights, host Guy Rubin talks with Matt Hemingway, VP of Sales & Operations at Axcient and Olympic silver medalist, about applying disciplined coaching and culture-first leadership to build high-performing sales teams. Learn how the SPAC framework, strategic hiring, and internal promotion drive sustainable revenue growth.

Joe welcomes Tracy Newell, a seasoned tech leader, mentor, and former Fortune 500 executive, to discuss her new book Hers For the Taking: Your Path to the C-Suite and Beyond. Tracy shares her insights on the challenges and opportunities for women in corporate leadership, drawing from her 30+ years of experience.The conversation kicks off with a look at the current state of gender diversity in the C-suite, where Tracy highlights both progress and the work still to be done. She emphasizes the importance of mentorship, managing through influence, and the power of asking the right questions to advance your career. Tracy also delves into practical strategies for navigating the corporate "jungle gym," overcoming burnout, and balancing professional ambitions with personal priorities.Tune in for an inspiring and empowering discussion that challenges the status quo and redefines what's possible in the world of leadership.TRACEY NEWELL, former president of Informatica and board member, is a renowned business leader. She spearheaded Proofpoint's hypergrowth and held executive roles at Polycom, Juniper Networks, Webex, and Cisco. Recognized as a Top 100 Sales Leader, Tracey serves on multiple boards including Druva, DataRobot, and Sailpoint, and contributes to non-profit organizations.

Guest: Justin Toomey   Guest Bio: Justin founded SVN | Toomey Property Advisors in 2019, bringing a national full-service commercial real estate firm to Mobile, Alabama. Since expanding into property management in 2022, the company now manages over 903 multifamily units and 30,000 square feet of retail space. Under Justin's leadership, the company achieved 268% revenue growth by the end of 2024, a testament to his strategic vision and innovative approach. As a licensed real estate broker in five states, he has earned national recognition, including the SVN Achievers Award (2021–2024), Costar Power Broker Award (2019), and being named one of The Bay Magazine's 40 Under 40 (2025).   Key Points: Journey into Commercial Real Estate: Despite his father's warnings about the industry's difficulties, the Justin pursued a career in commercial real estate, earning a license at 19 and a broker's license after college in 2011. He worked with his father until 2014, then moved to Sterling Properties to expand his knowledge in other areas of real estate, like retail and markets outside Mobile.   Founding SVN Toomey Property Advisors: Justin founded his own company after learning valuable lessons at Sterling Properties, despite knowing the risks and challenges. He faced significant losses in 2020 but continued working hard during the pandemic, learning from mistakes, and adapting to growth.   Challenges and Rewards in Commercial Real Estate: The commercial real estate industry is challenging, with long sales cycles and constant rejection. Success requires perseverance, working hard despite setbacks, and managing expectations. Justin values the autonomy and flexibility in the industry but emphasizes that it requires working far beyond a typical 40-hour week to achieve success.   Advice for Aspiring Entrepreneurs: Be resilient in the face of setbacks, working harder than others, and build discipline in everyday tasks. Don't try to do everything yourself, especially when starting out, and fearing failure. Delegating tasks and understanding the limits of your role is crucial.   Business Growth and Success: Despite a rough start in 2020, the company grew by 268% in 2021 and continued to see around 100% growth annually since then. Growth was driven by learning from mistakes, expanding services, and adding new market segments, including multifamily and retail management.   Managing a Team: Justin faces challenges with managing independent contractors (1099s) who don't have the same level of control as employees. He emphasizes the importance of communication, drive, dedication, and consistency within the team, often relying on shared calendars and teamwork to keep things running smoothly. Struggles with ensuring consistency in sales meetings but recognizes the value of collaboration among team members on deals.   Hiring Strategy: Justin tends to hire individuals with no prior experience in the industry, believing they are more coachable and aligned with the company's values, especially cold calling. He avoids hiring senior brokers with established businesses as they can be harder to integrate into the company culture and may resist change.     Guest Links: www.svntpa.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/. 

Today, we're diving into a topic that separates top-performing sales professionals from the rest—sales coaching. Today, we have the pleasure of hosting Howard Wolpoff, a seasoned Sales and Leadership Coach with over 30 years of experience across diverse industries, including sports, event management, national and local radio, and marketing/branding. At Southwestern Consulting, Howard specializes in…

In this episode, Marcus is joined by Alan Versteeg, a coach and sales performance specialist with years of experience helping companies unlock what's really holding their teams back. Together, they explore 9 critical truths most sales leaders overlook, and the hidden leverage points that can transform your results without overhauling your tech stack or doubling your headcount. What you'll learn: Why your middle managers are your most underused asset, and how to activate them How on-the-job coaching delivers a 72x return when done right The dangerous illusion of control CRMs create, and what to focus on instead How shifting from managing individuals to managing the sales environment changes everything Why asking basic questions like “Why do we prospect?” can unravel deeper issues in your sales process How to identify the handbrakes slowing growth, often hidden in plain sight Why failure is your most powerful tool, if you build the right culture around it The key difference between managing tasks and driving impact And how changing perspective can make the difference between short-term wins and long-term performance If you're a CRO, VP of Sales, or leading a team in a mid-market organisation, this episode is packed with practical, thought-provoking insight you won't get from dashboards or sales playbooks.   Connect on LinkedIn https://www.linkedin.com/in/alanversteeg/ https://www.linkedin.com/in/marcuscauchi/   Get Personal Sales Insights https://bit.ly/NewSellingAptitudeTest   Triage Your Pipleline https://bit.ly/PipelineTriageAudit   Or https://bit.ly/TalkWithUsNow      

When your sales territory spans thousands of square miles, and your customers are highly technical decision-makers, you need more than a few cold calls and sales brochures to break through. For Wes Murray, Regional Sales Manager at Hayward Flow Control, that “more” has been LinkedIn and video content. Like many of us, Wes saw a shift in how engineers and specifiers engaged during the pandemic. With travel and in-person meetings on pause, he ramped up his use of LinkedIn—not just to create awareness but to educate.And it worked. When presenting at lunch-and-learns or industry events, Wes started hearing things like:“I loved that post you shared last week.”“That video with your kids—so relatable!”Often this feedback came from people who never interacted with his posts. That's when it clicked: visibility and familiarity were paying off in real conversations.Video isn't always easy. Wes shared the many real-life challenges of filming at home—chaotic dogs, noisy kids, desert wind. But the results are worth it. Video gives people a feel for who you are, how you communicate, and what you stand for—all key ingredients for building trust with skeptical technical audiences.Wes is quick to admit he's not a professional marketer. And yet, his content works because it's authentic. He blends technical insights with glimpses into his personal life—fishing trips with his kids, behind-the-scenes looks at product installs, even the occasional chainsaw cameo.The result?Content that makes people feel like they know him before he ever steps foot on-site.“I want people to have a general idea of who I am and what I'm about. That familiarity helps me earn their time and attention.”Wes had some advice for both sales and marketing professionals.For Marketers: Create tools your sales team can actually use. From videos to application images to PowerPoint decks, think about how content can help a salesperson open a conversation or strengthen credibility.Think beyond spec sheets. Help salespeople connect—not just inform.For Salespeople: Master your message. Content creation sharpens communication. Even if you never hit “publish,” the act of writing or recording helps you prepare for high-stakes conversations.Lean into your strengths. Wes isn't trying to be polished—he's trying to be real. And that makes all the difference.ResourcesConnect with Wes on LinkedInConnect with Wendy on LinkedInLearn more about Hayward Flow Control

Guest: Nancy Wilhite   Guest Bio: Nancy Wilhite is the owner of Grow Consulting, a professional consulting business that helps to develop leaders in terms of their executive presence, communication, presentation, and strategic planning. She has a strong focus on CRE professionals and market leaders, working on their business development processes and running high-performing teams.   Key Points: Background and Experience: Nancy has 40 years of experience, with a focus on people, operations, and leadership development. She entered the commercial real estate field serendipitously after being recruited to CB (Coldwell Banker) for operations management. Over her career, she worked with brokers and teams to develop high-performing individuals and businesses, and also managed teams on a national level, focusing on business development and efficient processes.   Transition to Consulting: Nancy started her consulting company, Grow Consulting, after the COVID-19 pandemic led to downsizing in her previous role. She now helps clients with leadership, executive presence, communication, and strategic planning.   Philosophy on Leadership: Nancy believes in working with and through people, understanding that each person's unique qualities are key to success in any team or business. She emphasizes that leaders should inspire and guide people in a way that helps them grow, particularly by recognizing their strengths and encouraging their development. Leadership, according to Nancy, is about being able to communicate effectively, guide others through challenges, and maintain a vision that motivates people to work toward a common goal.   Team Development and Motivation: Maintaining momentum and excitement in teams is essential, especially when facing challenges like resource shortages or high expectations. Nancy advocates for creating quick wins and clear, manageable plans to sustain energy. She also encourages structured processes for onboarding new employees, highlighting the importance of clear roles and responsibilities, especially in high-energy industries like commercial real estate.   Hiring and Role Clarity: Hiring the right people for specific roles is crucial. Nancy stresses the importance of being intentional about what you are hiring for and ensuring that the new hire fits the culture and the role. She advises that teams should have a clear understanding of what they need and the impact the new hire will have on the organization.   Leadership Development: Nancy believes leaders are both born and made. Natural instincts for leadership can be honed with experience and training. Effective leaders are those who can influence others, communicate difficult messages clearly, and help their teams succeed together.   Final Thoughts: Mistakes are part of the learning process. Nancy encourages embracing failures, learning from them, and moving forward with improved strategies. She reiterates the core belief that "we do things with and through people," highlighting the importance of collaboration, leadership, and team growth in any organization.     Guest Links: nancy@growconsulting.today 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/. 

Most outbound sales strategies rely on volume and noise. Mark Kosoglow is betting on something different: relevance, proof, and actually caring about the people on the other end.   Mark helped scale Outreach to over $230 million in revenue as its first sales hire. Now he's a first-time founder and CEO at Operator, a startup built inside the GTM Fund, where he's rethinking what outbound should look like and calling out what's broken. What happens when you stop chasing reply rates and start focusing on provable business problems? How do you build a company without tying your self-worth to the outcome?   In this episode, Mark sits down with Alex Raymond to talk through the emotional ups and downs of entrepreneurship, the decision to say yes to starting something new after being fired, and how “work hard and have fun” became the filter he uses to make decisions. He shares lessons from working alongside leaders like Manny Medina and the Chu Brothers, his take on building authentic company culture, and why he treats the CEO role like a sales role: listening first, solving second.   If you're tired of the spray-and-pray approach to sales or wondering how to stay grounded while building something ambitious, this conversation will land.   Episode Breakdown: 00:00 Mark Kosoglow: From Outreach to Operator 03:16 Lessons from Catalyst and Customer Success 06:56 Why Outbound Is Broken 13:46 The “Great Ignore” and Rethinking Sales Math 17:43 Starting Inside a Venture Fund 21:24 Hiring, Delegating, and Lessons from Past Leaders 27:36 Leading Through the Emotional Highs and Lows 35:20 Daily Habits, Book Recommendations    Links Connect with Mark Kosoglow: LinkedIn: https://www.linkedin.com/in/mkosoglow/ Website: https://www.operator.ai/   Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://amplifyam.com/   HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

 When your sales territory spans thousands of square miles, and your customers are highly technical decision-makers, you need more than a few cold calls and sales brochures to break through. For Wes Murray, Regional Sales Manager at Hayward Flow Control, that “more” has been LinkedIn and video content. Like many of us, Wes saw a shift in how engineers and specifiers engaged during the pandemic. With travel and in-person meetings on pause, he ramped up his use of LinkedIn—not just to create awareness but to educate.And it worked. When presenting at lunch-and-learns or industry events, Wes started hearing things like:“I loved that post you shared last week.”“That video with your kids—so relatable!”Often this feedback came from people who never interacted with his posts. That's when it clicked: visibility and familiarity were paying off in real conversations.Video isn't always easy. Wes shared the many real-life challenges of filming at home—chaotic dogs, noisy kids, desert wind. But the results are worth it. Video gives people a feel for who you are, how you communicate, and what you stand for—all key ingredients for building trust with skeptical technical audiences.Wes is quick to admit he's not a professional marketer. And yet, his content works because it's authentic. He blends technical insights with glimpses into his personal life—fishing trips with his kids, behind-the-scenes looks at product installs, even the occasional chainsaw cameo.The result?Content that makes people feel like they know him before he ever steps foot on-site.“I want people to have a general idea of who I am and what I'm about. That familiarity helps me earn their time and attention.”Wes had some advice for both sales and marketing professionals.For Marketers: Create tools your sales team can actually use. From videos to application images to PowerPoint decks, think about how content can help a salesperson open a conversation or strengthen credibility.Think beyond spec sheets. Help salespeople connect—not just inform.For Salespeople: Master your message. Content creation sharpens communication. Even if you never hit “publish,” the act of writing or recording helps you prepare for high-stakes conversations.Lean into your strengths. Wes isn't trying to be polished—he's trying to be real. And that makes all the difference.ResourcesConnect with Wes on LinkedInConnect with Wendy on LinkedInLearn more about Hayward Flow Control

Guest: Ron Koenigsberg   Guest Bio: Ron Koenigsberg is an award-winning commercial real estate broker with over three decades of experience and the founder of American Investment Properties, Inc. Recognized as a top-performing broker nationwide, Ron has successfully navigated countless transactions, establishing himself as an industry leader and trusted advisor. As the author of "Power Broker: How to Succeed in Life and Business", Ron shares his proven insights into sales excellence, relationship-building, and personal growth. Known for his engaging style and practical advice, Ron leverages humor, warmth, and real-world experience to empower others to achieve greater professional success and personal fulfillment.   Key Points: Dyslexia and Overcoming Challenges: Ron shares his experience of being born with dyslexia, a condition that went undiagnosed during his childhood. Despite struggling with reading and comprehension, he found his strength in "human engineering," which led him to sales. His father's influence, especially through Dale Carnegie's book How to Win Friends and Influence People, helped him realize that 85% of success is due to people skills, not technical knowledge.   Sales and Human Connection: Ron emphasizes that sales success relies on building relationships, not just knowledge. He shares that the key to success is understanding people and communication, which is more important than expertise in a specific field. He mentions that 85% of successful entrepreneurs and business leaders start their careers in sales because it builds essential people skills.   Teaching Sales to His Team: Ron adopts a "watch, do, teach" approach with his sales team. He emphasizes leading by example and actively teaching his team, building their skills through practical experience. He fosters a supportive environment, always looking to guide and encourage his salespeople, focusing on making them better rather than criticizing them.   Streamlining the Prospecting Process: Originally, Ron tried to contact a large number of property owners (around 10,000), but eventually realized that focusing on a smaller group of 800 key individuals worked better. This "narrowing down" approach allowed for deeper, more meaningful connections, and ultimately led to more successful relationships.   Persistence in Sales: Ron emphasizes the importance of persistence in sales. He shares that 80% of sales happen after the fourth ask and encourages his team to keep pushing and not be discouraged by rejection. He uses a CRM to manage and track relationships, remembering personal details about prospects, as he believes in the power of personalization.   Building Resilience: Ron believes resilience is crucial for sales success and business leadership. Despite setbacks and rejections, resilience helps maintain motivation and drive. He practices what he preaches by remaining calm in tough situations and sharing his own experiences with his team to help them develop emotional resilience.   Hiring Challenges and Social Media: Ron admits that recruiting talent has been his biggest challenge in growing his business. He has recently focused more on social media, growing his LinkedIn following from 1,000 to 14,000 in a year, using it to attract talent and build his brand.   His Book, Power Broker: Ron wrote a book titled Power Broker, focusing on success in sales and business. It's particularly aimed at aspiring commercial real estate brokers. The book was written with his sons in mind, sharing his knowledge and lessons for them to use in their lives. The book has resonated with a wider audience and is available in various formats, including Audible and Amazon.   Family and Legacy: He shares his desire for his children to be involved in his business, though they are still young. He wants to build a successful company that attracts his sons to work with him in the future.   Overcoming Dyslexia: Ron reflects on the impact of dyslexia on his life, acknowledging that it has shaped his resilience and approach to challenges. He stresses that dyslexia taught him how to overcome obstacles and build resilience, which is key to thriving in sales and business. The interview highlights the power of resilience, human connection in sales, persistence, and the importance of teaching others as a key to leadership and success.     Guest Links: Connect on LinkedIn www.aiprops.com www.RonKoenigsberg.com Power Broker on Amazon Power Broker on Audible        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/.

ACTIONABLE TAKEAWAYS: No Last-Minute Coaching: Avoid changing a rep's game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme: Don't introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery. Know Your Role in Calls: As a manager, decide if you're leading, coaching, or just reading the room. Adapt based on the rep's experience level and the call type. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal