Podcasts about sales leaders

In this "best of" episode, I'm sharing some golden nuggets from sales trailblazers, Jamie Crosby, Nick Kane, and Liz Heiman. They share the secrets behind scalable, trust-based referral selling to help you ditch haphazard "who do you know?" asks and start building referral systems that deliver. Today's show is packed with actionable advice on referral selling—the dos, the don'ts, and lessons learned from real-world sales situations. Outline of This Episode [00:41] Jamie Crosby's top three referral selling do's and don'ts [05:12] Importance of organically building relationships over time to generate referrals [06:28] Nick Kane on asking for referrals [11:41] Strategic networking using LinkedIn and CRMs [14:43] Liz Heiman on proactively reaching out for referrals [08:57] Checking in before asking referrals [17:09] Combining referrals with event networking [18:31] Referrals can be about more than just sales Earn It Before You Ask The first rule of referral selling is: never ask before you've earned it. Value comes before requests, and any referral agreement should always be transparent and in writing. Jamie Crosby suggests continually updating your referral sources—celebrate the wins and share the bumps in the road so they're never blindsided, a practice that deepens trust and professionalism. Jamie shares the story of when years of nurturing relationships paid off when, unprompted, multiple referral partners stood up to share testimonials about her business's impact. Thoughtfully built referral networks don't happen overnight, but their ripple effect can be truly magnificent.   Timing, Tact, and Tenacity For Nick Kane, excellence in service is the foundational "do"—without it, no referral program stands a chance. He underscores the importance of educating customers on referral benefits and making the process straightforward and enticing for them. The key differentiator is timing. Ask too early, and you risk coming off as transactional; wait too long, and you may miss your window.  Nick illustrates these principles with an example involving a multi-level referral chain to infiltrate a dream client account. By mapping connections, leaning on LinkedIn, and nurturing advocates at each step, he struck gold—not with a cold call, but a series of warm, credible introductions.    Don't Make It Hard Liz Heiman champions a methodical approach, have a written plan, be proactive (maybe pick up the phone!), and most importantly, don't dump all the legwork on your customer. Instead of vague or open-ended asks, she suggests specificity: do your homework and invite your customers to simply confirm or connect, not to brainstorm on your behalf. Liz also shares how blending event networking with referral requests can yield better introductions. By encouraging clients to bring contacts to meetings, dinners, or information sessions, you transform referrals from awkward asks into mutually beneficial experiences. This creates more natural, lower-pressure entry points for growing your network, and helps your advocates help you more easily. Connect with Jamie Crosby Jamie Crosbie on LinkedIn Jamie Crosbie on Twitter     Connect with Nick Kane Nick Kane on LinkedIn  Nick Kane on Twitter    Connect with Liz Heiman Liz Heiman on LinkedIn  Liz Heiman on Twitter  Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Die Folge, nach der Sie gefragt habt, und ein gutes Stück früher als geplant. Seit dem 7. Juni 2026 gilt die EU-Frist zur Entgelttransparenz. Die meisten reden über Compliance. Die eigentliche Frage ist: Was bedeutet das für Ihre nächste Gehaltsverhandlung?Jan Nordh ordnet die neue EU-Entgelttransparenzrichtlinie aus der Marktperspektive ein, praktisch, nicht juristisch. Warum die Regel Verhandlungsmacht Richtung Kandidat verschiebt, warum Deutschland die Frist verpasst hat und bis voraussichtlich 2027 hinterherhinkt, und was das für euch trotzdem schon heute ändert. Im Zentrum steht der Teil, über den im Sales kaum jemand konkret spricht: die variable Vergütung. Wichtig dabei: Provision, Bonus und OTE sind von der Regel ausdrücklich erfasst, fixer und variabler Teil müssen sogar getrennt berichtet werden. Der eigentliche Hebel ist deshalb nicht die Base, sondern die Frage, wo im Vertrieb die Ungleichheit wirklich sitzt: in Territorium, Accounts, Quota und Ramp.Die fünf Kernpunkte der Richtlinie in einfachen Worten, und was sie praktisch bedeutenWarum der Wegfall der Gehaltshistorie-Frage euren größten Verhandlungsnachteil beseitigtWarum im Sales die Ungleichheit nicht in der Base sitzt, sondern im variablen TeilDie richtige Frage im Gespräch: ist das die Base oder die On-Target-Earnings?Für IT-Vertriebsprofis, Enterprise Account Executives, Sales Leader und alle in Cybersecurity, Enterprise Software und AI im DACH-Raum und in den Nordics. Stand Juni 2026.https://www.nordh.de

Die meisten Kandidaten üben ihre Antworten. Aber sie verstehen die Fragen nicht. Und genau das entscheidet im Interview über Angebot oder Absage.Jan Nordh hat über Jahre in Debrief-Meetings gesessen und gehört, was Hiring Manager über Kandidaten sagen, sobald diese den Raum verlassen haben. In dieser Folge dreht er den Tisch um und zeigt das Interview von der anderen Seite: Was wird bei Fragen wie Erzählen Sie etwas über sich, Was ist Ihre größte Schwäche oder Warum verlassen Sie Ihre Rolle wirklich bewertet? Mit der Brille des Enterprise-Sales: Der Hiring Manager ist der Economic Buyer, und Sie verkaufen genau ein Produkt, sich selbst als Lösung für sein Problem.Du erfährst:Warum Erzählen Sie etwas über sich keine Aufwärmfrage ist, sondern die erste bewerteteDen Satz, den Hiring Manager im Debrief denken, wenn Sie über den alten Arbeitgeber herziehenDie saubere Gehaltsstrategie: recherchieren, ankern, die Frage zurückdrehenWarum das Angebot fast nie an den besten Lebenslauf geht, sondern an den besten FitFür IT-Vertriebsprofis, Enterprise Account Executives, Sales Leader und alle, die in Cybersecurity, Enterprise Software und AI im DACH-Raum und in den Nordics ihren nächsten Karriereschritt machen wollen.https://www.nordh.de

What separates great sales leaders from the rest? In this episode of Sales Lead Dog, Christopher Smith sits down with Aaron Coleman, Chief Revenue Officer at ZSuite Technologies, to discuss sales leadership, team development, process discipline, CRM adoption, AI, and what it takes to build a consistent revenue engine. With more than 25 years of experience in financial technology sales and revenue leadership, Aaron has built and led high-performing teams across the financial services industry. He shares practical lessons on leadership, prospecting, coaching, sales culture, and why successful organizations never stop focusing on the fundamentals. Aaron also explains how banks evaluate technology investments, how sales teams can navigate long buying cycles, and why AI is becoming an essential tool for modern revenue organizations. What You'll Learn • Why discipline and consistency still drive sales success • The importance of curiosity in sales and leadership • Leadership lessons learned from great and poor managers • How to build a culture of collaboration across remote teams • Why sales leaders should coach to strengths, not weaknesses • The key to managing long and complex sales cycles • How top sales organizations qualify opportunities more effectively • Why process matters more than talent alone • How AI is changing prospecting, CRM, and customer engagement • The future of revenue leadership in financial technology About Aaron Coleman Aaron Coleman is the Chief Revenue Officer at ZSuite Technologies, a bank technology company that helps financial institutions grow commercial deposits through virtual account management solutions. At ZSuite Technologies, Aaron leads sales and marketing efforts, helping banks and credit unions transform operational challenges into scalable opportunities for growth. With more than 25 years of experience in financial technology sales and revenue leadership, he has built and led high-performing teams, expanded client relationships, and developed revenue strategies across the financial services landscape. Known for his results-driven leadership style and ability to translate complex banking technology into clear business value, Aaron focuses on building strong partnerships, repeatable growth strategies, and sales cultures that deliver results. Connect with Aaron Coleman LinkedIn: https://www.linkedin.com/in/aaron-coleman/ ZSuite Technologies: https://zsuitetech.com About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value:

Warum meldet sich ein Recruiter nach einem guten Gespräch plötzlich nie wieder? Die meisten geben dem System die Schuld, dem Markt oder dem ATS. Die ehrliche Antwort ist unbequemer — und sie hat fast immer mit etwas zu tun, das in Ihrer eigenen Hand liegt.In dieser Folge spricht Jan Nordh gemeinsam mit Co-Host Jessica Klartext über das, was wirklich passiert, wenn ein Recruiter ghostet. Wichtig vorweg: Es geht nicht um die internen Talent-Acquisition-Teams, mit denen Jan täglich zusammenarbeitet, sondern um ein Muster im volumengetriebenen Recruiting — und um die eigentliche Lektion dahinter. Warum Zuverlässigkeit die am meisten unterschätzte Karrierestrategie im Enterprise Sales ist, warum Vertrauen die einzige Währung ist, die zählt, und wie Sie Ihr Glaubwürdigkeitskonto wieder ins Plus bringen.Du erfährst:Den echten Grund, warum Recruiter ghosten — und warum er strukturell ist, nicht persönlichWarum „flaky" gefährlicher ist als eine Lüge — und genauso wirktWie Hiring Manager die verlässliche Acht der unberechenbaren Zehn vorziehenEin 4-Stufen-Modell, mit dem Sie Ihre eigene Glaubwürdigkeit systematisch aufbauenFür IT-Vertriebsprofis, Enterprise Account Executives, Sales Leader und alle, die in Cybersecurity, Enterprise Software und AI im DACH-Raum und in den Nordics ihre Karriere strategisch steuern wollen.https://www.nordh.de

In this episode, Peppa Wise, SVP of Go-To-Market at Multiverse, breaks down the real differences between scaling from 0 to 10 million, 10 to 100 million, and beyond. From early-stage hustle and chaos to building scalable systems, leadership teams, and world-class sales processes, this conversation is packed with lessons most operators only learn the hard way. Peppa shares the painful mistakes that shaped her leadership journey, including the year Multiverse fell behind on productive capacity, why hiring the wrong people can quietly destroy growth, and why great leaders must learn to balance accountability with empathy. The conversation also explores AI, workforce transformation, leadership psychology, sales rigor, emotional resilience, and why Multiverse believes the future of work depends on helping companies actually adopt AI — not just buy new tools. If you're building a startup, leading a sales team, scaling a company, or trying to become a better leader, this episode is full of hard-earned insights you can apply immediately. With thanks to our sponsors Aurasell. Timestamps: 0:00 — Trailer 1:18 — Introduction & Guest Overview 2:59 — What Separates the 0-10, 10-100 & 100M+ Stages 4:48 — Early Learnings & What to Overcome in the 0-10 Journey 7:00 — What Leadership Looks Like at 0-10 8:58 — Reflecting on Your 0-10 Self & Mistakes Made 10:24 — How Mentorship Fuelled Evolution Through Each Stage 13:01 — Is It Okay to Specialize in One Stage 15:38 — What Is Your Long-Term Ambition 17:12 — Have You Changed as a Person Through This Journey 19:46 — How to Coach Leaders Being Inauthentic 21:16 — Were There Any Real Career Low Points 24:26 — What Does Maniacal Productive Capacity Mean 25:57 — What Signals Show Someone Is Ready to Promote 28:38 — Where People Go Wrong With Productive Capacity 33:10 — How to Manage Emotion Under Pressure 37:54 — What Separates First From Second Line Leaders 40:13 — Do You Hire People Similar to Yourself 42:32 — What Changes Has Donn Driven in Year One 45:45 — What Excites You Most About This Next Phase 48:13 — Why Multiverse Is Still the Destination 49:46 — Common Misconceptions About Multiverse 51:17 — Closing & Final Thoughts

Sales is the only job where you can grind for 10 hours and still end the day feeling behind due to CRM chaos and internal fire drills. In this episode, Mark Kosoglow breaks down his exact productivity playbook, including:

In this episode of the Exceptional Sales Leader podcast, I sit down with Andy Neary, a former professional baseball player turned insurance advisor & exceptional sales leader. The discussion kicks off with Andy sharing intriguing insights about his career transition from an “undersized” pitcher in Major League Baseball to a thought leader in the insurance industry. Through captivating anecdotes, he reveals how his experiences in baseball inform his current approach to business strategy, emphasising the importance of discipline, resilience, and consistent daily habits. This episode is packed with actionable advice on creating a personal brand, overcoming professional challenges, and building sustained success as a sales professional. The conversation deepens as Andy delves into the transformative power of personal investment and mindset in sales success. He outlines the critical steps for breaking through industry commoditisation, revealing how developing a unique personal identity can lead to notable business achievements. He advocates for a strategic approach to sales, discussing how he leveraged his love for public speaking and content creation to build a marketing engine. The episode underscores the significance of identifying ideal clients, crafting a distinct sales message, and committing to self-improvement to thrive in today’s competitive markets. Whether you’re in insurance or any sales-driven field, this episode is filled with key takeaways that can elevate your sales career. To connect with Andy and to learn more about him, please go to: LinkedIn – https://www.linkedin.com/in/andyneary/ YouTube – https://www.youtube.com/@AccelerateYourInsuranceSales

Alan Ashby, senior director of Americas data center presales and specialty sales at Dell. Today’s episode of In The Channel comes to you from the floor of Dell Technologies World 2026, where the expansion of the Dell AI Factory has been dominating the headlines. But what does that mean for partners who aren’t selling multi-million dollar deployments to the Fortune 500? To find out, we sat down with Alan Ashby, senior director of Americas data center presales and specialty sales at Dell. Ashby breaks down the practical realities of the AI infrastructure boom, explaining how partners can start small by deploying “AI supercomputers” like the Dell Pro Max GB10 directly to SMB desktops to unlock local, highly secure agentic AI workflows. We also dive into the economics of on-prem AI versus the public cloud, how partners can help customers escape “prototype purgatory” by narrowing their focus, and the massive opportunity remaining in traditional data center modernization—including the staggering claim that Dell’s new 18G platforms can consolidate 13 legacy servers into one. We also touch on how Dell is leveraging its Customer Solution Centers to help partners de-risk these complex deployments before the customer signs the PO. Read Full Transcript Robert Dutt: Hello and welcome to In the Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca and your host for the show. We’re coming to you today from the floor of Dell Technologies World in Las Vegas where the expansion of the Dell AI Factory and new agentic AI capabilities have completely dominated the Day 1 headlines. But as we know, the keynote hype doesn’t always translate immediately to the loading dock. To understand how partners are supposed to actually size, architect, and sell these new AI infrastructure solutions, I sat down with Alan Ashby. He’s the senior director of Americas Data Center pre-sales and specialty sales at Dell. We dig into the economics of on-prem AI versus the public cloud, how partners can get mid-market customers started with an AI supercomputer right at their desk, and why the traditional data center refresh is still a massive and highly lucrative play for the channel. Let’s get right into it. My chat with Alan Ashby. Alan, thanks for taking the time. Appreciate it. Alan Ashby: Absolutely. Thanks for having us. Robert Dutt: Americas Data Center pre-sales and specialty sales. That’s a broad title. A lot of ground to cover there. To set the stage for MSPs, solution providers, folks listening to this, what can you tell me about what your team actually does kind of day-to-day when it comes to working with partners around infrastructure and AI solutions? Alan Ashby: Yeah, absolutely. So we’ve got a handful of folks that, you know, we’re aligned and dedicated to the partner ecosystem focused across the Americas. We have a couple of primary roles. So from a pre-sales perspective, helping support our partners from a technical enablement, understanding our product portfolio, understanding how to position the products correctly, both amongst the portfolio itself, but also kind of competitively in the marketplace. We also run what we call a technical account plan with our partners. So, you know, supporting them on their certifications, their enablement motions, etc. And then we also run what we have a program we call Heroes for our partners. So Heroes is our foundational enablement motion for partners. We run in the Americas somewhere between 15 and 30 regional face-to-face sessions every single quarter. Those we’d love to see partners participate in, try to do them all over the country. And those are deep dive sessions, you know, going through products and roadmaps and futures and how to position products, etc. And, you know, those have been an enablement motion for the last several years and been incredibly successful. Robert Dutt: All right. We’re hearing a lot this week, obviously, about the expansion of Dell AI Factory and the idea of bringing AI on-premise to the edge, closer to the enterprise itself. And from an infrastructure perspective, you’ve got PowerRack, the pitch there being you go to live customer workloads from kind of the box to deployed in six hours and change. For a partner who’s trying to sell into the mid-market or the enterprise, you know, how does that kind of speed of value fundamentally change the conversation that they’re having with their customer, whether that’s the CEO, CIO, or the business leader? Alan Ashby: Yeah, I don’t think there’s been a more exciting time for our partners with what the market’s putting out there for us. You know, when we look at, you know, you mentioned the mid-market space, I actually think there’s a massive opportunity for partners to go support those customers, especially with some of the agentic workflow processes that we announced today with some of the platforms. You know, it may not be those 100 million, 200 million dollar opportunities, but almost every single small business and medium business, you know, you start with maybe a product like the Dell Pro Max GB10, and you start there and you start building out that agentic workflows, you know, building out automated dashboards with AI assistance built into it. You know, a lot of great things that a partner could go deliver that everybody can see value in. Sometimes in that mid-market space and small business space, it’s easier to get started on some of these agentic flows because they don’t have data that’s kind of messy. They don’t have legacy debt from a data center infrastructure perspective. And then from a larger enterprise or commercial customer, you know, we have seen a number of very good successes across our partner ecosystem with delivering services and value to our customer sets collectively, you know, to help customers really try to find value through their AI journeys. Understanding and identifying key use cases or workloads that they think they can get value out of it, understanding the infrastructure, the architecture that’s designing it right. You know, early days, you know, we had a lot of times where, you know, customers and partners struggle with just, you know, how do we deploy this thing because power and cooling needs are maybe bigger than what I was expecting and, you know, managing through that challenge. So partners have a phenomenal opportunity, I think, to help provide that value to our customers collectively together. You know, every one of our partners, they bring a unique skill set and differentiators on their own to the marketplace and help support those customers to that kind of their own journeys together. Robert Dutt: What is that infrastructure pitch down to that, especially that mid-market or even SMB customer? In the past, there was interest in doing it, I think often they would end up, if they were going to do it, doing it on public cloud, because the alternative was a big old infrastructure solution that doesn’t really fit them, unless maybe a partner can bring it on and kind of do a multi-tenant kind of situation there. But where are we at in terms of having right-fit infrastructure to make that work? Alan Ashby: Yeah, I think, you know, even the stuff that we announced today on stage, you know, products we announced at GTC, I think really helped kind of build out that situation and story for a small customer to be able to scale. You think about going back to the Dell Pro Max GB10, you know, you can take that device and you can, you know, run a small business basically off that depending on the concurrent users and be able to move up from that to some of our Pro workstations all the way up to the GB300. You know, we can run a model as big as a trillion parameters, it’s kind of crazy what you can do on a desktop, you know, and that doesn’t require any unique power requirements, I can plug that into a normal outlet. And then I could scale into, you know, actual infrastructure depending on the size of what the need is. And that’s where I think there’s a lot of opportunity for partners to think through, you know, how do they help customers scale through that. And so we talked a lot today at the show around, you know, the economics of everything. And in the long term, it’s going to be very challenging economically to run things in a public cloud. Yeah, on-prem is going to be a massive opportunity. And the fact that Michael today even talked about things about running foundation models and open source models on-prem, you know, your data is fully secure, you manage it all yourself. You know, it’s a lot easier to think about how I actually, you know, pull and extract value out of those different solutions. Robert Dutt: Well, and that’s the pitch right for the desk-side agentic AI solution is the idea, I think that the number was 87% reduction in token cost and in terms of comparing the cost of acquiring, deploying, running the solution on-prem. I think the break-even was three months or something like that against running the same kind of solution in public cloud. Alan Ashby: Yeah, I think that’s where customers are challenged today is, you know, you can have a lot of different, you know, foundational models and, you know, some of the agentic tools that are out there today that are subscription-based, cloud-based. And you can run through usage real fast without getting a lot of value out of it. When you start thinking about deploying stuff on-prem, you know, you know exactly what your output per day could be, and you can scale accordingly. Robert Dutt: How does that change how a partner approaches both selling and thinking about running, maintaining that infrastructure as opposed to something that’s all outsourced to the cloud and has those significant question marks of cost attached? Alan Ashby: I think there’s a lot of stuff we’re still figuring out, to be honest. You know, I think a lot of partners are trying to understand that and every customer is going to be a little bit in a different spot in their journey. And I think, you know, that’s where some of our partner ecosystems have tremendous value to help meet them where they are and help them take that first or second step forward to try to be able to deliver overall value to the company. Robert Dutt: Do you see that kind of time to value, that reduction in overall costs being something that can get unstuck some of those classic cases of AI workloads that are getting put into prototype, into test phase, but never quite see the light of day, partially perhaps because of that economic headwind that you discover when you start trying to scale these things? Alan Ashby: I think there’s that. I also think sometimes some customers probably try to maybe bite off more than they can chew at one time. And I think when we start thinking about these AI use cases, sometimes we’ll talk with some customers and partners helping them through them. They have, you know, two, three dozen things they want to try to accomplish out of one solution or one opportunity. It’s how do we narrow that down a little bit to where we actually extract value out of that particular use case that you’re trying to drive value with. And we’ve seen some really great success with some of our partners being able to help, you know, negotiate and navigate partner customers through that journey. You know, I think it takes a skill set that’s unique, and we’re starting to see more and more of our partners, you know, invest in and put attention to building out dedicated AI practice teams, helping them understand the skill set. The market’s moving incredibly fast, unlike ever before. And so, you know, it takes somebody who has a real passionate interest and a lot of curiosity to understand how these things all work together and all the pieces fit together and how do you take advantage of everything as you go forward. Robert Dutt: How do you see the co-delivery model evolving over time as you say, things are moving fast. When it comes to deploying AI factories, I think we heard earlier that, you know, the model is sort of Dell handling deployment and management of the overall environment while partners are being asked to focus on the application, the vertical, those kinds of things. How do you see the role of the channel, I guess, especially professional services and advisory-type partners evolving? Alan Ashby: Yeah, I think that to your point, I think it’s evolving. And I think that, you know, there’s a lot of opportunities here from an educational services perspective, consulting services perspective, services for our partners, you know, very few customers, especially when you think about, you know, a traditional commercial customer, mid-market customer, know exactly what to do and what to do next. You know, they might have started a pilot out in the public cloud. And then they’re trying to figure out where to go from here. And like, there’s a lot of service opportunity for our partners there. When it comes from, you know, other deployment services, I think there’s opportunities there for our partners, you know, depending on the solutions. When you look at post-delivery of the product into the customer, I think that there’s even more opportunity for partners of how, once things are deployed and installed, what’s next? And how do you help customers really extract value out of the infrastructure they spent a lot of money on, and have pretty high expectations of the ROI and the benefits they get out of it? I think there’s a massive opportunity for partners to help those customers through that journey. I think there’s a big opportunity for partners to take a product like our GB10, GP300 products and say, how do I go show you how to build an agentic workflow on those systems that can deliver value for your customers? You know, those are all going to be partner-delivered opportunities. Robert Dutt: All right. It sounds like even though it’s relatively early in the process, we are at the point where some of those next steps are becoming clear then. Alan Ashby: Yeah, I would say so. I mean, the question is, how fast do things change? You know, and it’s one of those things like I look at the agentic opportunities, probably one of the biggest things that can bring value for our partners. We’re really looking for a partner ecosystem that has the skill sets to deliver those for customers. Robert Dutt: Speaking of things changing, moving from traditional virtualization workloads to AI is a pretty big shift in how you think about structure, infrastructure, especially around storage, IO, networking, GPUs, needless to say. How’s the pre-sales team helping partners to figure out what the right size is for these solutions, both for current state and future state, so that you’re not either over-provisioning or under-provisioning customers? Alan Ashby: That’s a great question, actually. I mean, we’ve done a lot of things internally at Dell to get better ourselves and have the right talent and resources to support the partner ecosystem. You know, we have teams that can help support partners, both from a sizing, scoping of the opportunity, all the way down to configuring and deploying that solution if the partner needs that help. We’re also trying to help up-level our partners to be able to do it on their own. It’s kind of self-service and building the tools to help them through that motion. A couple of years ago, we started launching AI workshops, the different skill sets to help up-level and help that motion for a lot of our partners. The partners that have participated in those have seen a lot more success than those that didn’t. We do those multiple times a quarter and encourage partners to participate through those motions. We have an AI workshop multiple times a quarter in North America, and we go through every step of the phase from how do you have a conversation with a customer all the way through, how do you narrow down use cases, to all the way to how do you actually develop, design, and build the systems for what you need. Robert Dutt: Along those same lines, but a little bit more customer-facing and kind of looking at the economics of it, AI projects carry a lot of financial and technical risk for CIOs. What resources are there, whether it’s proof of concept, technical validation, or specialty engineering teams that partners can tap in to kind of prove the math and de-risk a solution such as AI Factory for customers? Alan Ashby: Yeah, there’s a couple of them actually, and I encourage all partners to kind of look at the options. We have at Dell, we have what we call our Customer Solution Centers, and those Customer Solution Centers have the ability to be able to work with a pre-sales specialist, a pre-sales expert on various different solutions. We have data centers where partners can take advantage of and leverage to be able to do proof of concept for customers, proof of value with those folks, and that can vary from any size of the architecture, from small all the way up to very large, and help support them through that. Also encourage partners to reach out to their Dell teams and how do you take advantage of those CSC resources. It’s a very simple process, but work through Dell teams. Same thing would be to go spend time with us in our labs. We have a great lab up in the Hopkinton area where AI factories are manufactured and built, and love to take partners through that facility to be able to see what’s possible there. We have an AI lab down in Austin to help them through that as well. So there’s a lot of opportunities. I would say the other one is we have a lot of partners also building out their own capabilities, their own labs, and we’ve helped support them through that as well. I think that they’re providing some amazing value to their customers, being able to do their own POCs and demonstrations and whatever it might be to help support that customer throughout the process. Robert Dutt: AI obviously gets the big headlines because it’s the 2020s as it is. But customers still have traditional enterprise apps and aging infrastructure that is going to need a refresh. I guess, how does your team handle guiding partners around going after the new shiny thing, the big opportunity that’s out there versus the kind of day-to-day operational challenge of standard data center modernization and refresh? Alan Ashby: Yeah, it’s hard when they have two of these really big shiny objects out there that have a lot of potential value for customers, both with AI but also just traditional data center modernization. We’ve seen a really great success over the last year of helping customers, I would say, clean up the data center, think through what they’ve got today in there and how to modernize it and right-size everything. When you look at some of the things that we’ll announce here at the show, it’s pretty exciting, honestly. There’s some great announcements we had in the Day 1 keynote, Day 2 keynote will be just as exciting, more from an infrastructure perspective of things. I’m really excited what we’re doing just with traditional servers and we’ve seen a lot of great success by our partner ecosystem over the last several quarters with them going in and helping customers look at consolidation of those environments. Our 18G server platforms, which we’ll announce, can consolidate 13 legacy servers into one. That’s kind of crazy math when you think about that. It’s easy now to think about how do I help customers free up space and modernize things that makes it so AI is possible in their own data centers; consolidating racks in the servers is kind of a crazy concept. Then you think of how we’re looking at modernizing just traditional architecture with HCI architecture and the disaggregated architecture providing real value for customers with right-sizing, both compute capacity and storage capacity to be able to extract as much value as possible across the ecosystem of the portfolio. Robert Dutt: Along those lines, any other, I guess hidden opportunities for partners, things that maybe don’t get the big attention of the desk-side AI or PowerRack or some of those things, but still represent—sort of along the lines of the data center example you just gave—opportunities that are worth pursuing, that are worth looking at, but maybe not quite the highest profile? Alan Ashby: I mean, 100%. It’s easy to get excited with what we’re doing in AI. The market’s obviously kind of dictating a lot of that, but there’s a lot of opportunity, a lot of money to be made for our partners to be able to focus on classical data center architecture. We’ve got some great solutions. Our Dell Private Cloud is one that’s extremely exciting for partners, the opportunity to be able to help those customers through that process and think through that. I also am extremely excited with what we’re doing around the security front with our data protection portfolio, our PowerProtect product lines. Security is one that I think in the age of AI, we need to think through security differently. There’s some additional opportunities for partners to think about how do they provide those services, those extra value pieces to help make sure all of these customers are ready for what could be an AI security threat. Robert Dutt: I assume there’s a better together story to be told there between the hardware, the infrastructure, and the cyber protection. Alan Ashby: 100%. That’s one of the biggest values that we have at Dell. There’s inherent value between the products themselves being able to support each other differently, but also they have the large Dell value prop with the Dell supply chain, our security chain, how we build products. Everything provides value across the entire portfolio. Robert Dutt: What’s the single biggest misconception you see customers have around the idea of deploying on-prem AI in particular? Alan Ashby: That’s interesting. The big one I would say is where do I get started and how big do I need to get started? I think that we saw early days, a lot of customers thought initially you had to just get in line for supply on large GPU systems when you could run a lot of workloads, really interesting and exciting AI workloads on a server with a PCIe-based GPU, and now even more so with some of the other platforms with workstations or GB300, GB10. The biggest misconception is just thinking about how big I have to get started. I would encourage almost every executive, every leader of every company to start thinking differently about you probably should have an AI PC in your office and on your desk. You should have one of our, I always call it an AI supercomputer on your desk with the GB10. It’s about who’s going to be the most curious. There’s nothing that limits you from capabilities with what the models can do today. We really just need people to start using and playing and practicing and helping support the overall value to the customers and to our partners. Robert Dutt: It’s an interesting concept that a computer with a better NPU or GPU on board can unlock that curiosity towards AI and ultimately drag to infrastructure refresh down the road, I think. Alan Ashby: I think the key thing is you don’t have to be a coder. You don’t have to be a developer. Really today, anybody could be a developer. You could build your own application if you wanted to. You can build your own dashboards if you wanted to. You can run it 100% on-prem if you wanted to. You can use a coding assistant to help you manage through that. All you have to do is understand how to talk to it. How do you manage it like an individual and how do you manage it like an agent? It’s a secondary employee that helps you basically give you superpowers. Robert Dutt: If an MSP wants to get serious about the data center and AI with Dell, what’s the first step if they’re already in terms of certification, competency, that kind of thing that they should be looking at? Alan Ashby: Yeah, again, the portfolio is changing very quickly. I would say that table stakes obviously is having a good understanding of our compute platforms with what we’ve got put together with NVIDIA. That’d probably be step one. Step two would be thinking about what you can provide from a storage perspective and how you take advantage of both PowerScale and ObjectScale and all the way up through our lightning file systems, having good understanding how you can deploy that for your customers at scale. Then the other one would be how do you work closely with the Dell teams? That’s one of the things that is always encouraging for partners to think through is Dell has this incredibly large sales force that can help give them scale, give them opportunity. How do you share as a partner? How do you share your value back to the Dell teams? Make sure that they understand where you can be supportive of their customer experience. How do you work collaboratively with the Dell teams across the ecosystem? So forth. Tons of opportunity. We’re always looking for partners that have the right skill sets and the right capabilities. Our Dell teams want to bring them into customer accounts because we need their support. We need their help. Robert Dutt: Acknowledging this might be a wide range, what are some of those common threads that make for a good partner for you in terms of skill sets, areas of focus, that kind of thing? Alan Ashby: Yeah, I think it’s evolving over time. Today, I look at partners that have unique skill sets are incredibly important. Partners that have a competency across our portfolio. Table stakes of having competencies around our compute platform, our storage platforms, but then thinking even deeper, how do you have competency around some of our more isolated platforms like what we do in our unstructured storage space with PowerScale and ObjectScale and access scale that we announced today? Same thing with our data protection portfolio, our cyber resilience platforms, our SRP platforms, like partners that have deep technical specialty expertise in those areas, they’re always going to be needed and valued in our partner ecosystem. AI is one other area to differentiate a partner from, but there’s a lot of those opportunities. Even today with our Dell Private Cloud, I always tell partners that whenever you see a pivot change in our portfolio, like we did when we launched the Dell Private Cloud, this is an opportunity to differentiate yourself as a partner from other partners. To jump in early and be able to build the skill sets that our Dell team is looking for out of a partner to support their customers. Our Dell teams are always looking for those partners that can help lead the charge, especially from a technical perspective with the customers to validate the solution themselves to be able to provide that extensive value to the customer themselves. Robert Dutt: All right. Last one for me, without naming any names or with naming names, should you feel like doing so? What’s the most creative, unexpected, surprising use case for a Dell AI factory that you’ve seen a customer deploy thus far? Alan Ashby: Wow, that’s a hard one. I mean, there’s a lot of really interesting ones I’ve seen. I mean, early days, some of the ones I thought was some of the most exciting stuff that we did with Amarillo County in Texas. It’s a county that there’s a lot of languages natively spoken there and the community there needed to provide basically language services to a very large broad-based set of individuals in the community in their native tongue. And the Dell team worked closely with those folks to make that happen. All the way down there to where we got a number of partners helping small entities, both commercial and public entities, really think about how they can drive agentic workflows and some of the things that are dealing around that with dashboarding. Chat, agents, obviously is an easy one. And then helping customers through kind of how do you do code assist models. Those are probably the really big ones that we see from a use case perspective from our partners. Robert Dutt: No shortage of opportunities. Alan Ashby: Oh my gosh, it’s unbelievable how many there are today. Robert Dutt: Thank you for taking the time. Alan Ashby: Absolutely. This is great. Thank you. Robert Dutt: There you have it. Alan Ashby from Dell. I’d like to thank Alan for his time, carving out a few minutes for me amidst the chaos of day one here at DTW. My big takeaway from that conversation is that you don’t have to be deploying a multimillion dollar PowerRack system to get into the AI game with Dell right now. Between the new desktop workstations running localized agentic workflows and the massive 13 to one server consolidation plays they’re seeing in the traditional data center, there’s a very practical immediate path towards revenue here for partners in the mid market. I’d like to thank you as always for listening to the show. If you’re enjoying our coverage from Dell Technologies World, please do take a second and follow or subscribe in the podcast app of your choice. You can find us on Apple Podcasts, Spotify, YouTube, wherever you get your audio. And if you have a moment to leave a rating or review, always hugely appreciated. Until next time, I’m Robert Dutt for channelbuzz.ca and I’ll see you in the channel.

Here are the show notes formatted for your podcast: A Successful Foundation for Sales Leaders | Michael Biedermann Interview with Michael Biedermann 3 Big Ideas discussed in this episode: BIG IDEA #1: Why sales leaders need a team foundation A strong sales team does not grow by accident. Michael explains why sales leaders need a clear foundation that gives the team direction, structure, expectations, and a shared way to operate. Without a foundation, sales teams often rely on personality, pressure, or inconsistent activity instead of a repeatable system for success. BIG IDEA #2: The basic pillars of a sales leader's foundation Michael shares the core pillars every sales leader needs to build a stronger team. These pillars help leaders create clarity, build trust, improve communication, set standards, and guide the team toward consistent performance. When these pillars are in place, salespeople know what matters, how to execute, and how success is measured. BIG IDEA #3: How sales leaders implement their foundation Having a foundation is not enough. Sales leaders must know how to bring it into the day-to-day rhythm of the team. Michael discusses how leaders can implement their foundation through coaching, accountability, team communication, consistent expectations, and practical leadership habits that create long-term results. About Michael Biedermann: With three successful exits, Michael Biedermann is an award-winning sales leader and author with experience ranging from IBM to startups. He now mentors GTM and sales leaders, helping them build stronger teams, improve leadership effectiveness, and create a foundation for sales success. Get the book: https://www.amazon.com/Sales-Valley-Blueprint-Leadership-ebook/dp/B0H1YHSCJ1 Get the show notes for this episode here: https://AskJeremyJones.com/podcast

Was unterscheidet Sie von anderen Kandidaten?Diese Frage taucht in fast jedem ernsthaften Vorstellungsgespräch auf - und die meisten Kandidaten beantworten sie falsch. Nicht weil sie schlecht vorbereitet sind, sondern weil sie genau das tun, was man ihnen immer beigebracht hat: einen Pitch liefern.In dieser Episode erklärt Jan Nordh, Gründer von Nordh Executive Search und Executive Headhunter mit 19 Jahren Erfahrung in Cybersecurity, Enterprise Software und AI-Infrastruktur, warum der vorbereitete Elevator Pitch im Interview nach hinten losgeht - und was erfolgreiche Kandidaten stattdessen machen.Du erfährst:- Die drei häufigsten Fehler, die Kandidaten bei dieser Frage machen (und warum gerade erfahrene Professionals besonders häufig in Falle Nummer drei tappen)- Warum Pitchen im Interview dieselbe Wirkung hat wie eine aufdringliche Software-Demo - und wie top Kandidaten das vermeiden- Eine konkrete Technik, mit der du die Führung im Gespräch übernimmst, ohne arrogant zu wirken- Wie Consultative Selling - das du täglich im Job anwendest - zur stärksten Interview-Methode wirdFür IT-Sales-Professionals, Enterprise Account Executives, Sales Leader und alle, die in Cybersecurity, Enterprise Software oder AI-Infrastruktur ihre nächste Rolle suchen oder sich gezielt positionieren wollen.https://www.nordh.de

How Sales Leaders Cracked the ABM Code On this episode instead of talking to marketers about account-based marketing, host Adam Turinas sat down with two sales leaders who have built and executed ABM programs from the ground up. They bring sharp, practical views on what it actually takes to make ABM work. His guests are Clint Mooneyham, VP of Sales at Sagility, a healthcare operations company serving payers and providers, and Tony Mancuso, an enterprise sales leader on the growth team at Onymos, a Series A AI startup focused on diagnostic labs and precision medicine. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen/

What you'll learn in this episode: Why leadership requires a different skill set than sales The hidden costs of a bad hire (and how to avoid them) How to attract top talent with vision, not perks The “Leads and People” formula Gary Keller taught for business growth Why building your team should be as strategic as client acquisition How to create a culture where high performers thrive  

Should salespeople have targets? One LinkedIn post divided thousands of sales professionals — and we finally break down who's right.In this episode, Dave, Regan, and Luigi tackle one of the most controversial topics in modern sales management: whether removing revenue targets and replacing them with a personal success blueprint actually builds a higher-performing team — or whether it's just feel-good theory that falls apart in execution.What you'll learn:→ Why Parkinson's Law means hard ceilings are quietly killing your best performers→ The real reason top reps sandbag deals at the end of the quarter→ Why team-based targets let average performers hide behind good ones→ How psychological safety actually increases sales output (and the data behind it)→ The case for quarterly KPIs over annual targets in a fast-moving market→ Which activity KPIs are completely pointless — and what to replace them with→ The middle ground that gives reps a floor, removes the ceiling, and still drives revenueWhether you're a founder setting your first sales hire's number, a sales leader rebuilding your comp structure, or a rep who's ever hit quota and coasted — this episode will change how you think about targets forever.

In this episode, instead of talking to marketers about account-based marketing, I sat down with two sales leaders who have built and executed ABM programs from the ground up. They bring sharp, practical views on what it actually takes to make ABM work.My first guest is Clint Mooneyham, VP of Sales at Sagility, a healthcare operations company serving payers and providers. Clint brings 15 years in sales, nine of them in healthcare, and his perspective will slow you down before you start, which is exactly the point. He makes the case that most companies launch ABM before they have earned the right to, and that skipping the validation steps at the front end is the single biggest reason these programs fail.My second guest is Tony Mancuso, an enterprise sales leader on the growth team at Onymos, a Series A AI startup focused on diagnostic labs and precision medicine. Tony started with tens of thousands of potential accounts and built, essentially from scratch and with limited startup resources, one of the most disciplined account selection and execution systems I have come across.What struck me about both conversations is how well they complement each other. Clint is asking the question you need to answer before you begin. Tony is showing you how to execute once you have answered it.If you are wrestling with your ABM program, or wondering why a previous attempt did not produce results, this episode is worth your time.Key Topics:"(00:00:00)" Introduction to ABM from a Sales Perspective"(00:03:25)" Theme 1: Is ABM Even Right for You? "(00:05:50)" Validating Strategy with Buyer Intent Data "(00:08:45)" Theme 2: Building a Disciplined Account Selection System "(00:12:10)" Scoring Criteria and Trigger Events "(00:14:50)" Theme 3: Deep Account Research and Intelligence "(00:19:55)" Theme 4: Messaging Outcomes Over Features "(00:23:45)" The Water Cooler Test and Win Themes "(00:25:40)" Theme 5: Alignment, Measurement, and Knowing When to Pivot "(00:31:40)" Closing Summary and Top Five Takeaways If you are interested in discussing this or any other topic, let's have a chat.  Reach out to me directly to schedule a no-obligation discussion. This isn't a sales call, but rather an opportunity to talk through your questions and challenges.Follow me on LinkedIn.Subscribe to The Healthtech Marketing Show on Spotify or watch us on YouTube for more insights into marketing, AI, ABM, buyer journeys, and beyond!Thank you to our presenting sponsor, HealthcareNOW, 24/7 expert shows, interviews, and podcasts, powering healthcare leaders with innovation, policy, and strategy insights.

Send us Fan MailWhere Does Your Time Go? And why your sales motion might be the reason you have less of it.In this episode, we sit down with Stu Pike, VP and COO of ServiceNow APAC, to get into what's actually going on with the GTM motion and what to do about it. Stu's seen this from every angle over the last 30 years, and he brings it back to something simple: design your go-to-market around how buyers actually make decisions, not how your org is structured.Most revenue teams feel this, even if they don't always say it out loud, it's not effort that slows things down, it's friction.Stuff gets lost between demand gen, sales, solutions, customer success. Deals start to drag and discovery gets repeated. And before you know it, you're talking more about the internal process than the customer's problem. That's usually when trust starts to wobble a bit too.We get into the handoffs that quietly kill momentum, a really simple question that exposes where things break, and why so many “transformations” fall flat.We also talk about what's changing right now, how teams are starting to use AI to carry customer context, clean up CRM gaps, and make coaching way more useful (and less painful).But the thread running through all of it is time. How do you give it back to your reps, your managers, your leaders so they can spend more of it with customers and, honestly, more of it outside of work too.If it resonates, give it a share with someone who's rethinking how their team sells, and don't forget to subscribe.We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/

In this episode, I sit down with Glenn Sandifer, a seasoned executive who has directly scaled programs generating $500 million in net revenue across industries, including QSR, consumer electronics, automotive, telecom, and integrated security. Glenn's philosophy is simple: sales is a service profession, not a quota machine. We dive into what it really looks like when a sales culture shifts from quota-chasing to servant leadership, why collapsing SDR, BDR, and AE roles into one is creating a bandwidth crisis, and how grace and loyalty are the most underrated tools in a leader's toolkit. In addition, Glenn opens up about the personal cost he paid before connecting the dots, and how his journey through divorce, therapy, and rebuilding led him to write How To Get Great Dating Outcomes in a Modern World. The parallels between leading a great sales team and building a healthy relationship might surprise you.   Connect with Glenn Sandifer: Book & Resources: www.tmgbookseries.com Business Inquiries: www.glennsandifer.com LinkedIn: @glennsandifer Instagram: @glenn_sandifer2 X: @glennsandifer   Connect with Dr. Nadia: LinkedIn: @‌drnadia Instagram: @‌iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com   Interested in being a guest on the podcast? Apply here >

Why clarity is the first job of leadership The difference between accountability and micromanagement Why top leaders inspect early instead of reacting late How development separates great leaders from forecast managers The 3 leadership qualities that strengthen team performance

  Most sales leaders invest in process, technology, and training. Almost none of them invest in the one lever that silently controls all three: the language their people use — out loud and in their own heads. Andy Weins has spent 20+ years in the military as a mass resiliency trainer, built a business from scratch, and studied the neuroscience and psychology of how the words we choose wire our behaviour. In this episode, he and Marcus Cauchi go deep on the specific phrases that signal avoidance, underperformance, and self-sabotage, and the language patterns that drive ownership, execution, and results. If you lead a sales team or run a company, this is not a soft conversation about mindfulness. It is a diagnostic tool. By the end, you will recognise the exact words your team uses when they are not going to close the deal, and you will know what to replace them with. Why This Matters Every sales team has what looks like a pipeline problem, a skills problem, or a market problem. Often it is a language problem in disguise. When your salespeople say "I just wanted to follow up," they are signalling low value before they have even started. When they say "I should call that account," they are parking it indefinitely. When they say "we need more leads," they are frequently deflecting accountability for what they already have. The language your team uses in CRM notes, forecast calls, and customer conversations is data. It tells you who is owning their number and who is performing learned helplessness. This episode gives you the framework to hear that signal clearly. Key Themes and Takeaways 1. Blame, Excuse, and Denial: The Three Default Failure Modes Andy opens with a concept drawn from Brené Brown's work on shame: when there is a gap between what we want and what we have, the brain defaults to one of three responses — blame, excuse, or denial — because they require the least cognitive effort. In sales, this shows up as: Blame: "The prospect went dark." "Marketing isn't generating quality leads." "The economy is tough." Excuse: "I didn't have time to prep." "The deck wasn't ready." Denial: "I didn't really want that account anyway." The correction Andy offers is deceptively simple: ask "Where is my DNA in this?" Even if you are 1% responsible for a poor outcome, claiming that 1% shifts you from passenger to driver. For sales leaders running deal reviews, that question, where is your DNA in this?, is worth installing as a standard. 2. "Just" and "But": The Two Words That Kill Credibility Before You've Started Marcus flags two words that most people use dozens of times a day without realising their cost: "Just" — minimises what follows. "I'm just calling to check in" communicates low value, low confidence, and low intent. Andy's framing: just justifies the nonsense that's about to happen. Train your team to remove it entirely from outreach language. Not "I just wanted to reach out" — "I'm calling because..." "But" — cancels everything before it. "Great work on that proposal, but..." means the compliment is noise. Two conflicting ideas, only one of which is true: the one that comes after but. In coaching conversations with reps, this matters. In customer conversations, it is fatal. These are not stylistic preferences. They are trust and credibility signals that prospects and internal stakeholders pick up subconsciously. 3. The Difference Between a Desire and an Expectation — and Why It Determines Whether You Hit Target Andy draws a sharp distinction that has direct application to how sales leaders manage their teams and how salespeople manage their customers: An expectation is what you want from someone else. It sets you up for resentment, conflict, and passivity — because other people are not here to meet your expectations. A desire is what you want. It is owned. It creates agency, because the question that follows is what are you willing to do to get it? In sales management, the difference sounds like this: Expectation: "My reps should be hitting 80% of quota by Q2." Desire: "I want a team hitting 80% by Q2. What am I prepared to do to coach, structure, and resource them to get there?" The second version puts you back in the problem. That is where leverage lives. 4. "Need" vs "Want": Why Needs Create Victims and Wants Create Agency Drawing on Dan Sullivan's 10x Is Easier Than 2x, Andy argues that needs are a trap. When you say "I need a six-figure salary" or "we need more pipeline," you are constructing a prison: a world where survival is contingent on something outside your control, which justifies inaction when that thing doesn't arrive. Wants work differently. "I want more pipeline" immediately opens the question: what are you willing to do to generate it? The conflict becomes internal — which want is greater, your want for comfort or your want for results? — and internal conflict is where growth happens. For founders: audit the language in your strategy meetings. Count how many times need is used as a reason not to act rather than a prompt to act. It is a reliable indicator of where learned helplessness has taken root. 5. People Talk About Results to Justify Decisions They've Already Made This is one of the episode's sharpest insights, and it maps directly onto how sales forecasts and pipeline reviews get distorted. Andy's framing: the people who get funded on Dragons' Den are the ones who talk about the work — "we will take this influencer, they will post three times a week, that will reduce our customer acquisition cost by X" — not the ones who say "we'll increase sales and grow the business." Watch for this in forecast calls. Reps who say "I'm going to close this at the end of the month" are describing a result. Reps who say "I have a confirmed call with economic buyer on Thursday, legal review is booked for the following week, and we've agreed the commercial terms" are describing work. The second rep knows what they're doing. The first is hoping. Marcus extends this: the work is the reward. Not a soft point — a structural one. Fixating on the number makes you passive. Fixating on the three specific actions that produce the number makes you active. Build your pipeline reviews around activity and methodology, not outcomes, and the outcomes improve. 6. The Six Most Powerful Statements — A Framework for High-Performance Internal Dialogue Andy's framework for replacing avoidance language with accountable language is built on six sentence-starters, used in sequence. For sales leaders, this is a coaching script and a self-assessment tool. I am — Identity. Who are you as a seller, a leader, a professional? This sets the anchor. It also establishes boundaries: I am not going to take that approach is more powerful than I can't or I won't. I can — Capability. Honest inventory of what is within reach. Not everything, but something. What can you actually do? In coaching conversations, this is where excuses go to die. I feel — Emotional data. The body knows before the brain articulates. I feel uncomfortable with this account's timeline is information. Suppressing it is expensive. Andy's recommended construct: I feel [emotion] when [specific behaviour occurs]. Clean, ownable, actionable. I know — Empirical grounding. Not assumption, not interpretation. What do you actually know versus what are you telling yourself? In sales, this is the difference between a forecast based on facts and one based on optimism. I want — Stated desire. Now that you are grounded in reality, what do you actually want? This is where new thinking enters. It plants a direction. I will — Commitment. A contract with yourself. Time-bound, specific, testable. This is where language stops being self-talk and becomes execution. Run your 1:1s through this lens. What do you know about this deal? What do you want to happen? What will you do in the next 48 hours? That is a coaching conversation. 7. Should → Could → Can → Will: The Language Ladder That Turns Avoidance into Action This is Andy's most immediately deployable tool for sales managers dealing with stalled activity, sandbagged pipeline, or reps who are busy without being productive. Should — moralises and parks. "I should call that enterprise account" means it will not happen. It creates guilt without commitment. It is where people store things they have decided not to do. Could — generates options. Crucially, Andy argues that you must start here with unlimited time, money, and resource. No constraints. Let the brain go wide. This is how you break out of small thinking. In team exercises, this is the brainstorm phase. Can — grounds in reality. Take the expanded could list and ask: what can we actually do, given current constraints? You typically get more options than if you'd started with can directly — because could first opens more neural pathways. Will — is the commitment. Specific. Time-bound. Testable. And Andy's observation from hundreds of workshops: the will is almost always a small, basic action that the person had been avoiding simply because they had never written it down. For sales leaders: run this sequence on any stalled deal, underperforming territory, or strategic initiative that has been sitting in should for more than two weeks. It takes fifteen minutes and it moves things. The Four Agreements Applied to Sales Leadership Marcus frames the episode's second half around Don Miguel Ruiz's The Four Agreements and their antithesis — a framework that maps precisely onto how high-performing versus underperforming sales cultures operate: Agreement What it looks like in a strong sales culture What the antithesis looks like in a broken one Be impeccable with your word Forecasts you can trust; commitments that stick CRM noise; happy-ears forecasting; overpromising Don't take anything personally Reps who hear objections as information Reps who go quiet after one rejection Don't make assumptions Proper discovery; testing hypotheses with buyers Pitching to an assumed need without qualification Always do your best Consistent activity; incremental improvement Effort contingent on mood or certainty of outcome   The antithesis that Marcus outlines is worth reading carefully as a diagnostic of cultural dysfunction: using language to protect yourself rather than communicate clearly; speaking to justify rather than clarify; making everything about yourself; filling information gaps with untested stories; and making effort conditional on comfort. If that describes your forecast calls, your deal reviews, or your 1:1s, this episode is the starting point for changing it. Reflect, Realise, Regulate: Why Acknowledging a Problem Is Not Step One Andy challenges the received wisdom that acknowledgement is the first step. His model: reflection comes first. Reflect — how did I show up? What is frustrating me? What brings me clarity? This is the diagnostic phase. Realise — who are the right people to involve? What behaviours am I responsible for? What choices do I actually have? Regulate — pick accordingly. Act from awareness, not reaction. This has direct application for sales leaders managing underperformers. Jumping to the problem — "your close rate is 12% and the team average is 28%" — before the rep has reflected produces defensiveness, not accountability. Create the conditions for reflection first. The numbers become a shared investigation rather than a verdict. The Start/Stop/Continue Framework and Where Sales Organisations Leave Most Value Marcus closes with a direct provocation: if you audit the dead work, the rework, and the pointless activity that most sales organisations inflict on themselves, you can recover 60–80% of your working week. The stop list is the highest-leverage intervention. Not because stopping things is easy, but because it creates the cognitive and calendar capacity to do the things that actually matter. Ask your team: what are you doing right now that if you stopped tomorrow, no one — including your customers — would notice? That conversation, done honestly, is worth more than most sales methodologies. A Five-Minute Exercise for You and Your Team Name one should that has been sitting on your list for more than two months. Generate five coulds — with no constraints. Strip it to two or three cans — given actual resources and time. Write one I will with a day and a time attached. Identify the one word in your vocabulary you will remove this week to stop yourself wriggling out of it. Do this in your next team meeting. Watch what surfaces. About Andy Wines Andy Wines is a fourth-generation entrepreneur, 20+ year US Army veteran, and mass resiliency trainer. He owns and operates a junk removal business and has built a speaking and consulting practice focused on the language of leadership and the psychology of performance. His first book, Words F**king Matter, identifies 13 phrases that are actively limiting performance. His second book, Stop Avoiding Your Numbers, is a guide to financial confidence for business owners. Andy is available on LinkedIn — his phone number and email are public and he actively responds. You can also reach him at andyweins.com.   #sales leadership #sales team language  #sales coaching #founder mindset #accountability in sales #B2B sales performance #sales productivity #sales culture #high performance sales teams #sales pipeline management #sales manager coaching #sales mindset Chapter Markers 7 Truly Insightful Moments for Sales Leaders and Founders Timestamp Chapter Title 0:00 Intro — Why the Words Your Team Uses Are Your Biggest Revenue Leak 2:00 Blame, Excuse, Denial: The Three Ways Salespeople Avoid Accountability 3:29 "Just" and "But": Two Words That Destroy Credibility Before the Call Has Started 7:35 Desires vs Expectations: Why Sales Leaders Who Set Expectations Fail Their Teams 10:19 Talking About Results vs Doing the Work — How to Spot Who Will and Won't Close 20:27 The Six Most Powerful Statements: A Framework for Accountable Sales Conversations 41:43 Should → Could → Can → Will: The Language Ladder That Kills Pipeline Avoidance 45:00 The Stop List — Recovering 60–80% of Your Team's Week by Removing the Right Things

In this episode of the Global Sales Leader Podcast, I sit down with Steven Rosen to explore one of the biggest challenges in business today: why sales managers lose focus under pressure.We dig into the reality of sales leadership, the pressure of constant firefighting, the importance of coaching culture, and why so many managers get pulled away from the work that actually drives performance.Steven shares powerful insights from his book Focused, including the Power of Three — a simple yet highly effective way for sales leaders to stay disciplined, coach better, and execute consistently.This conversation is packed with practical ideas for sales leaders, sales managers, business owners, and commercial teams who want to improve performance without getting buried in chaos.If you are interested in sales leadership, coaching, accountability, focus, human behaviour, sales psychology, and high performance under pressure, this episode will give you plenty to think about.In this episode, we cover:Why sales managers get trapped in reaction modeThe real role of a sales leaderHow to build a coaching culture from the top downWhy responsiveness is often rewarded over real leadershipThe difference between coaching and mentoringWhy prospecting is still one of the biggest weak spots in sales teamsHow to help salespeople think better instead of rescuing themWhat to look for when hiring strong salespeopleWhy attitude, drive, and coachability matter more than experienceTimeline / Chapters00:00 - Welcome to the Global Sales Leader Podcast00:14 - Jason introduces the show and its focus on psychology, behaviour, and sales leadership01:31 - Introduction to Steven Rosen and his book Focused03:11 - Steven's journey from sales rep to sales leader04:39 - The origin of the “Power of Three”06:48 - The three things sales managers should focus on08:38 - Why organisations reward the wrong behaviours09:19 - Why coaching often breaks down in companies11:23 - The importance of a top-down coaching culture13:12 - Why coaching disappears when pressure rises14:31 - Responsiveness, overload, and manager fatigue15:49 - How sales managers can protect focus under pressure18:15 - Should sales managers also carry a sales target?20:08 - Coaching versus rescuing deals22:07 - The difference between coaching and mentoring23:03 - Powerful coaching questions that deepen thinking25:14 - How managers should challenge reps to think for themselves26:14 - Order takers vs proactive salespeople27:21 - Why prospecting still gets ignored29:37 - Why so many sales reps hate prospecting31:28 - Stress, pressure, and poor decision-making in sales32:34 - Performance drift and the slow erosion of standards33:23 - Questions Steven would ask in an interview34:30 - What to look for when hiring great salespeople35:30 - The role of psychometrics, drive, and self-management37:00 - Coachability, attitude, and growth mindset39:17 - Steven's gift forward: focus on your three most important things41:05 - Where to find Steven Rosen and his book41:28 - Final reflections and closing thoughtsConnect with Steven Rosen:LinkedIn: Steven RosenWebsite: starresults.comBook: Focused is available on AmazonIf you enjoyed this episode, make sure to like, comment, and subscribe for more conversations on sales leadership, human behaviour, neuroscience, influence, communication, and high performance.

Los mercados comienzan la semana con la atención puesta en las negociaciones entre Estados Unidos e Irán y el fuerte repunte del precio del petróleo, después de que Teherán haya rechazado participar en las conversaciones previstas para este lunes en Pakistán. Además, arranca una semana especialmente intensa en el plano empresarial. En España comienza la temporada de resultados con las cuentas de Bankinter y Enagás, que publicarán mañana. En los próximos días también rendirán cuentas grandes compañías internacionales como Sanofi, Orange, SAP, Intel, Tesla, UnitedHealth o Boeing. En el apartado macroeconómico, el foco estará en los PMI que se conocerán el jueves tanto en Europa como en Estados Unidos, claves para medir si la economía empieza a notar ya el impacto de la guerra en Irán. En la Tertulia de Mercados de Capital Intereconomía analizan este escenario Gonzalo Ramón-Borja Álvarez de Toledo, Country Manager y Managing Director en España de Swisscanto International Asset Management; Romualdo Trancho, Sales Leader de Investment Solutions & OCIO de Mercer Wealth España; Lorenzo González, responsable de Iberia de DNB Asset Management; y Mariano Arenillas, responsable para Iberia de DWS.

Derek Champagne talks with Jason Ferguson. Jason Ferguson wasn't supposed to make it—not out of his neighborhood, not into a Division I lockerroom, and definitely not to a tech IPO. But he's never followed the script. A former University of Hawai‘i football player, Jason is now a Sales Leader, speaker, coach, and author of Nobody's Legend, a self-help memoirrooted in truth, pain, and resilience.Raised in West Los Angeles, Jason faced violence, loss, and long odds. Football became his escape, and his obsession. Despite being undersized, he earned a full-ride scholarship through grit, vision, and relentless work. But when injuries ended his career, the identity he'd built crumbled, and he spiraled into addiction behindclosed doors. Jason's journey is one of rebuilding. From silence to significance. Today, he's a Director ofSales at ServiceTitan, where he helped scale the company through its hypergrowth years and successful IPO. He also coaches early-stage tech founders, helping them build high-performing revenue teams and sustainable growth strategies—grounded not in theory, but lived experience.Jason speaks on emotional intelligence, mental resilience, and transforming adversity into advantage, bringing unfiltered truth to audiences ranging from students to C-suite leaders.Nobody's Legend isn't just a memoir. It's a raw, unapologetic roadmap through chaos, self-destruction, and the long climb back to purpose. Told with unfiltered honesty and cinematic detail, this is the true story of a former D1 athlete who lost it all—football, identity, family, self-worth—and still found a way to rebuild from rock bottom.Jason Ferguson takes you inside the mind of an addict mid-withdrawal, a teenager chasing dreams in the unforgiving streets of L.A., and a grown man staring down the voice in his head telling him he's not enough. What unfolds isn't a comeback story. It's a reintroduction to who he was always meant to be.This book goes beyond motivation. It's about the war between your ears—the lies you believe, the doubts you feed, and the habits that either bury you or build you. Whether it's walking into a sales job in an oversized suit with nothing to lose or running sprints up a sand dune at 4 AM chasing a vision no one else could see, Nobody'sLegend reminds you that your pain isn't proof you're broken. It's proof you're not done yet.It's about mindset. It's about radical accountability. It's about getting hit and getting back up with youridentity intact. And most of all, it's about reminding every underdog, former screw-up, or misunderstood soul outthere that you don't have to be famous to be legendary.Order a copy of Nobody's Legend: https://jfinspires.com/book/Business Leadership Series Intro and Outro music provided by Just Off Turner: https://music.apple.com/za/album/the-long-walk-back/268386576

If your revenue team is hitting a ceiling despite adding headcount and new tools, the problem isn't your people - it's your architecture. In this episode, Mike Allton sits down with Amanda Rubin, SVP of Revenue at Frameplay and former EVP of Growth at Enthusiast Gaming, where she drove four consecutive years of revenue growth. Amanda unpacks what she calls the "architect's mindset" - the long-view, systems-first approach that separates true Revenue Leaders from sales managers who are simply trying to hit this quarter's number. You'll hear how Amanda built scalable GTM frameworks from the ground up - first with nothing but a color-coded Google Sheet, and now with an AI-powered tech stack that eliminates admin drag and gives sellers back the time they need to actually sell. She breaks down exactly how she structures account lists, ladders sales teams, and deploys tools like We Flow, Fyxer AI, and Apollo to create a revenue engine that scales without breaking. What you'll walk away with: Why the difference between a Sales Leader and a Revenue Leader changes everything about how you build your org How to structure account tiers so no opportunity falls through the cracks The AI tech stack Amanda is architecting right now at Frameplay - and the honest truth about what it takes to implement it Connect with Amanda Rubin: LinkedIn Resources mentioned: We Flow - AI-powered activity tracking and pipeline intelligence Fyxer AI - AI email organization and post-meeting draft automation Apollo - Sales sequencing and outreach automation Download the free Executive Guide to Shadow AI: theaihat.com/shadow-ai CHAPTERS: 00:00 Meeting Follow Up Basics 00:23 Podcast Intro Theme 01:32 Welcome and Mission 01:56 Scaling Chaos Problem 02:33 Meet Amanda Rubin 04:05 Sales vs Revenue Leadership 05:53 Revenue Architect Mindset 07:07 GTM Narrative and Positioning 08:01 Designing the Sales Org 10:21 Frameworks That Break 11:14 Account Lists and CRM Discipline 12:44 Tiering and Activity Tracking 13:36 People Roles and Incentives 15:18 Enthusiast Gaming Playbook 17:29 Packaging and Storytelling 19:41 Building Seller Pods 22:07 Diagnosing Capacity Leaks 23:27 Support vs Sales Spend 24:29 AI for Spec Sheets 24:52 Wildfire GPT Brain 25:59 Shadow AI Governance 27:15 Fix Workflows First 27:42 WeFlow Setup and CRM 30:51 Conference Intelligence Dashboards 33:33 Fyxer Inbox and Followups 35:09 Apollo Sequences and Outreach 36:37 Frameplay Pitch and Audience 39:06 WeFlow Activity Warnings 41:25 Fail Fast Tool Decisions 42:56 Story Before Headcount 44:01 Connect on LinkedIn 44:42 Final Shadow AI Reminder Learn more about your ad choices. Visit megaphone.fm/adchoices

Send us Fan MailWe're celebrating our 100th episode of Get Amplified by bringing in Troy Stoll from Dynatrace (APAC), an energising leader who's lived what it really takes to make alignment stick. If you've seen strong teams slowed by silos, mixed metrics, or underlying friction, this is a clearer way forward. By aligning on a shared North Star and working back to remove friction between marketing, sales, services, and customer success, the APAC team is now executing with real pace and consistency. We get into why over-communication is a leadership responsibility, especially as teams evolve, new leaders join, and priorities shift. It's less about telling people what to do, and more about helping them understand why it matters and where they fit into the bigger picture.A big part of the story is the Switch change framework and why shared language matters more than most leaders realise. We break down its three core ideas: finding the bright spots (what's already working), shaping the path (making the right behaviours easier to follow), and motivating the elephant (tapping into what actually drives people to act). The shift here is simple but powerful: stop trying to fix everything, and start amplifying what already works. That's what shrinks change and helps it land faster across teams, cultures, and geographies.Troy also connects this to the Team Speed Check as a practical way to surface purpose, trust, clarity, and simplicity, so leaders aren't guessing what's going on, they're responding to reality.If you're looking for actionable ideas on cross-functional leadership, communication, and building trust that shows up in pipeline, renewals, and better customer outcomes, this one's worth your time.Subscribe to Get Amplified, share this milestone episode with a colleague.We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/

David Farrell, Sales Leader at Salesloft, joins John Golden to examine how AI is reshaping pipeline creation, deal execution, and revenue forecasting — without replacing the human trust factor that remains essential to closing high-value B2B deals. Drawing on 25 years of hands-on sales experience, David introduces his three-legged stool framework for diagnosing sales performance and makes a compelling case for why most organizations should buy purpose-built AI solutions rather than attempt to build their own. Learn more at https://www.salesloft.com/.

Sales KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of relying only on revenue. In this episode of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams. They explore the Five Cs framework, better coaching systems, MEDDIC sales methodology, and how elite leaders create predictable revenue through smarter measurement.

Why do so many sales conversations fail before they even begin? In this episode of Sales Lead Dog, Christopher Smith sits down with Ian Spandow, Sales & Dog Whisperer, Author, and Sales Enablement Consultant, to explore one of the most common mistakes in modern selling: pitching before understanding the buyer. Ian has worked with sales teams across the world and previously led the sales coaching team for Europe, the Middle East, and Africa at Oracle. Over his career he has coached thousands of sales professionals and helped organizations rethink how they approach discovery, qualification, and customer conversations. Today's buyers are more informed and more cautious than ever. When salespeople rush into presenting solutions before fully understanding the customer's situation, they often lose credibility and miss the opportunity to guide the conversation. Ian shares lessons from decades of experience in sales leadership and coaching. The discussion covers how discovery should work today, how AI is influencing sales training and enablement, and why personality and curiosity matter more than ever when building high performing sales teams. Ian's personal journey is also remarkable. After a major turning point in his career, he founded a nonprofit dog rescue and sanctuary. Today he balances helping animals with coaching sales professionals, proving that leadership and empathy matter in every field. This episode offers practical insights for sales leaders, founders, and professionals looking to improve their sales conversations and build stronger relationships with buyers. What You'll Learn • Why pitching too early damages sales conversations • How better qualification leads to stronger sales outcomes • The biggest discovery mistakes sales teams make • How modern buyers are changing the sales process • Why personality and curiosity matter when hiring sales talent • How AI is influencing modern sales training and enablement • What sales leaders should focus on when coaching their teams Guest Ian Spandow, Sales & Dog Whisperer, Author, and Sales Enablement Consultant LinkedIn Guest Bio A web search for the phrase “Plucky Irishman” will return Ian Spandow's name as the top result. His audacity led to him being fired from a senior role at a global technology firm for defending an H-1B recruit from India. As an immigrant worker living in the United States, Ian worked with several Silicon Valley start ups after first finding and later losing a fortune during Ireland's Celtic Tiger years. Once slated for the cover of Newsweek, Ian suddenly faced deportation and a mid life restructuring that led to marriage and the rekindling of his passion for dogs. Today Ian runs a nonprofit dog rescue and sanctuary, helping animals while also coaching sales professionals and organizations. His work connects two worlds that share a common theme: helping others find a better path forward. About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value

In this episode, Trey sits down with Scott Moak, multi-million dollar EB Producer and Sales Leader at Ross & Yerger. Scott shares his insights on building and recruiting top producers. Discover how culture, comp, and equity are the ultimate formula for growing a stable of top producers.Connect with Scott:smoak@rossandyerger.comResources & Links:

This is episode 830. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, Fred meets with Eric Appel, Worldwide Head of Sales; and Dean Scontras, Vice President, SLED at Island. Find Eric on LinkedIn. Find Dean on LinkedIn.  ERIC'S TIP: "Life rewards action. Always be moving forward, moving sideways, just be moving. Attacking accounts, learning about your customers, and discovering what's important to them only happens when you're active." DEAN'S TIP: "The true measure of a successful salesperson comes down to grit, and how they create qualified pipeline in a short amount of time. I do think grit directly transforms into how effectively you generate pipeline."

In this compelling episode, HR futurist Jim Stroud sits down with Dr. Deepak Bhootra of Sandler to explore the powerful intersection of talent acquisition, sales strategy, and leadership development. Tailored for recruiters and HR leaders, this conversation reveals how organizations can align hiring, training, and performance to drive measurable business results. Discover how consultative selling principles can transform recruiting, strengthen candidate relationships, and elevate workplace culture. Stroud and Bhootra share actionable insights on strategic communication, emotional intelligence, and building high-performing teams in today's competitive talent landscape. Whether you're a CHRO, talent acquisition professional, or HR strategist, this episode offers practical strategies to help you hire smarter, lead better, and deliver lasting impact. Contact Deepak Bhootra via LinkedIn https://www.linkedin.com/in/deepakbhootra/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Most revenue teams believe they have a definedIdeal Customer profile (ICP), but the reality is far less precise, with the majority of pipeline often sitting outside the segments that actually drive retention and expansion. This disconnect creates inefficiency across marketing, sales, and customer success, and is only amplified by AI-driven outreach that scales poor targeting. Dan Sperring, founder and CEO of Align ICP, breaks down why ICP must evolve from a static definition into a dynamic operating system rooted in use cases, lifetime value, and market health. The conversation challenges traditional go-to-market structures, highlights the risks of misaligned incentives, and offers a clear framework for building predictable, durable growth. Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment. Connect with Dan: AlignICP LinkedIn Books mentioned: The Innovator's Dilemma by Clayton M. Christensen The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor Predictable Revenue by Aaron Ross and ​​Marylou Tyler  Amp It Up by Frank Slootman Tools and podcasts mentioned: clay.com zoominfo.com The Science of Scaling Podcast Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes: The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode:  00:00 – What Dan Sperring really thinks about ICP and why 70% of pipeline is wasted before it even starts 14:12 – Why use case is the signal most teams miss and what actually predicts expansion and retention  23:37 – What high-performing ICPs all have in common and why most segments fail one of the three tests  25:21 – The hidden tradeoff between product-market fit and sales complexity that early teams underestimate  40:27 – A peek into what really breaks when sales and customer success are separated across the customer journey  56:06 – How top teams shift comp from bookings to LTV and what that unlocks in pipeline quality and predictability Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In today's episode, you'll discover: 1.     How modern sales leaders can build high-performing teams, leverage communication data, and create scalable systems that drive consistent revenue growth. 2.     By coaching your reps on optimizing conversations with AI-driven insights, you will learn practical strategies to help your organization thrive in a competitive market. 3.     How companies can scale their sales efforts without losing personalization. To support these three takeaways, I chose a quote from Barney Brown:  "We're using this term artificial intelligence, but in the role of selling and in our relationships, nothing about that relationship should be artificial. It should be genuine. So how we're thinking about it is how do we use generative AI to help our account teams become more effective and productive, so they can double down on their interpersonal and relationship skills." About Erich Hugunin: Erich Hugunin is the VP of Sales at Ringover, where he leads a high-performing sales team focused on driving growth through modern communication solutions. With extensive experience in scaling sales organizations, Erich specializes in leveraging data, technology, and coaching to improve performance and customer engagement. He is passionate about helping sales leaders adapt to today's evolving landscape and build teams that consistently exceed targets. How to Get in Touch with Erich Hugunin: Website: https://www.ringover.com/ Email:  erich.hugunin@ringover.com Gift: 7-Day Free Trial Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/ Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.

Podcast Summary Unlock the secrets of AI and redefine your business strategy with insights from Seth Marrs, Sandler's Chief Strategy Officer. We promise you'll gain a clear understanding of how to wield AI's transformative power effectively without succumbing to the hype. Together, we'll navigate the tumultuous terrain of AI adoption, cutting through vendor-driven noise to focus on enhancing business efficiency. Learn how precision-targeted AI processes and smart technology investments can elevate your sales strategies while safeguarding data accuracy. Step into the future of sales training as technology and data investment revolutionize traditional methods. We explore how companies that embrace advanced data structures and generative AI are setting a new standard in sales enablement and leadership. From boosting conversation intelligence to redefining KPIs, discover how these advancements allow sales leaders to coach with precision and free teams from the shackles of outdated forecasting. This episode promises a remarkable journey into the next era of sales excellence, where strategic foresight and data-driven decision-making take center stage. Chapter 1: Introduction and Guest Setup 00:00:02 – 00:01:16 Dave Mattson introduces the How to Succeed podcast and frames the focus on attitudes, behaviors, and techniques. He welcomes guest Seth Marrs, Sandler's Chief Strategy Officer, and teases a discussion on where "the puck is going" in tech and AI for sales and leadership. Chapter 2: The Innovative Revenue Leader Podcast Overview 00:01:16 – 00:02:11 Seth explains his podcast format: deep-dives on a single topic across multiple episodes, featuring varied expert perspectives and a research-driven synthesis. The goal is to provide practical tools and insights leaders can apply to grow revenue. Chapter 3: Actionable Depth vs. High-Level Concepts 00:02:11 – 00:02:59 Dave highlights the gap between conceptual podcasts and actionable takeaways. Seth confirms they publish companion reports, citing one on five AI-driven capacity levers to ensure listeners leave with concrete steps. Chapter 4: The AI Hype Cycle and Vendor-Driven Chaos 00:02:59 – 00:04:56 They discuss the rapid acceleration of technology and AI since 2020 and a vendor-fueled market pushing "AI" everywhere. Executive pressure to "do AI" leads to misaligned investments, often neglecting foundational needs like data hygiene. Chapter 5: Why AI Initiatives Fail and What Works 00:04:56 – 00:06:08 Referencing studies with high AI failure rates, Seth argues success comes from mapping and improving specific processes with AI, not buying tools to fix problems. Proven change still follows process-first, tool-second discipline. Chapter 6: Pressure, Waste, and Upcoming Market Correction 00:06:08 – 00:08:41 Dave notes external pressure to adopt AI creates fear of being left behind. Both anticipate a near-term shift toward smarter, ROI-focused adoption, driven by CFO scrutiny and repeatable success stories clarifying where AI truly adds value. Chapter 7: Overlapping Tools and the "Can It Do It vs. Is It Good?" Test 00:08:41 – 00:10:24 They unpack redundancy in tech stacks (e.g., multiple tools that "write emails"). The real question is output quality and contextual relevance, echoing prior dynamics like using LinkedIn for accuracy and ZoomInfo for phone numbers. Chapter 8: Education Gap and Overpromising Vendors 00:10:24 – 00:11:18 Most practitioners don't understand nuanced tool differences, exacerbated by vendors claiming universal AI capability. This fuels confusion and misaligned purchasing. Chapter 9: Where the Puck Is Going: Data, Infrastructure, and Enablement 00:11:18 – 00:12:49 AI performance will only improve; organizations investing in data and infrastructure will compound gains. Seth predicts a transformation in enablement and training through conversation intelligence and role-play powered by GenAI. Chapter 10: From Training Events to Continuous, Visible Reinforcement 00:12:49 – 00:14:24 Enablement evolves from one-off training to ongoing assessment across calls and emails, with clear visibility into who applies the methodology and the outcomes. Leaders gain unprecedented insight to reinforce and optimize. Chapter 11: Science Over Art in Sales Performance 00:14:24 – 00:16:28 Dave likens the shift to medicine and pro sports: from art to data-driven science with MRIs and video review. Sales can now diagnose reality over self-reported optimism, though increased transparency may feel threatening to some. Chapter 12: Tools Elevate but Don't Replace Excellence 00:16:28 – 00:19:30 Seth asserts technology equips practitioners but doesn't eliminate the performance spectrum. Blindly following AI produces average results; top performers synthesize AI with judgment, adapting to context shifts like those during COVID. Chapter 13: Empowering High Performers and Institutionalizing Wins 00:19:30 – 00:21:28 AI can surface winning patterns from "rogue" top sellers and scale them across teams. Digital playbooks can capture best moments across individuals, but most organizations still fail to build and maintain them. Chapter 14: Culture, Curiosity, and Leveling the Field 00:21:28 – 00:22:55 Resistance stems from human nature and legacy structures that reward tenure over curiosity. The new environment favors sellers committed to craft, learning, and experimentation, expanding their opportunities. Chapter 15: Manager Adoption and the Coaching Opportunity 00:22:55 – 00:24:36 Historically, reps learned from call libraries more than managers used them. Pressure is mounting on managers to leverage these tools, shifting from generic call quotas to event-driven, targeted coaching triggers. Chapter 16: Span of Control and Precision Coaching 00:24:36 – 00:25:59 AI-driven diagnostics will increase managers' span of control by automating detection of coachable moments. Time shifts from ride-alongs and full-call reviews to focused intervention on specific gaps tied to deal impact. Chapter 17: Practical Playbook for Sales Leaders 00:25:59 – 00:27:39 Leaders should adopt tech for pinpoint coaching, grounded in recorded calls and captured emails. This enables loss mitigation via timely intervention, delivering more performance with less wasted managerial time. Chapter 18: Rethinking CRO Metrics and Forecasting 00:27:39 – 00:29:47 For CROs and owners, the mandate is a new set of leading indicators sourced from conversation and engagement data. Forecasts should become byproducts of actual selling activity rather than self-reported, error-prone rollups. Chapter 19: From Guesswork to Evidence-Based Operations 00:29:47 – 00:32:20 Leaders gain the ability to make forward-looking decisions from real interactions, not hedged numbers. Reclaiming time spent on forecasting and discovering bespoke conversational indicators creates durable competitive advantages. Chapter 20: Closing Guidance: Start Small, Solve One Problem 00:32:20 – end Seth advises choosing a single, well-defined problem, mapping it to a solvable action with a tool, and executing. Mastery and confidence build through iterative wins, avoiding the trap of broad, unfocused AI implementations. Dave closes by recapping takeaways and promoting Seth's podcast.

Building a high-performing sales team in the insurance industry has never been harder. With veteran producers nearing retirement and green rookies years away from validation, agency leaders are stuck deciding where to invest their recruiting efforts. Should you chase the established "lone wolf" or train the hungry newcomer?My guest, Nancy Grasso, Regional Vice President for Growth at OneDigital, joins me to share her no-nonsense approach to recruiting, mentoring, and leading top-tier producers. We discuss why she refuses to hire "name-droppers," how to test a candidate's true grit during the interview process, and the exact "sweet spot" of experience you should look for in your next hire. We also break down how to structure a mentorship program that actually produces results, rather than just enriching the mentor. If you are struggling to build a sales team that opens doors and closes business, this episode is your blueprint.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00:00) Nancy's Accidental Entry into Insurance (00:02:42) The Power of an Opinion: Why Consultants Close and Brokers Quote (00:07:16) Training Clients to Expect Spreadsheets (And How to Stop) (00:09:17) Experiencing OneDigital's Growth from $50M to $2B (00:11:59) The Transition from Top Producer to Sales Leader (00:15:30) The Recruiting Playbook: The Three Buckets of Producer Talent (00:17:55) How to Build a Mentorship Program That Actually Works (00:20:20) The Hard Truth About Sales: Underestimating the C-Suite Divorce (00:26:58) Testing for Grit: How to Spot a "Name-Dropper" Before You Hire Them (00:30:13) Why Curiosity is the Ultimate Predictor of Sales Success (00:32:43) How to Keep a Million-Dollar Producer Motivated (00:37:21) The Evolution of the Benefits Sale: From Medical Quotes to Total HR (00:41:14) Nancy's Lightning Round: Time Blocking, The "Cut The Crap" Podcast, and CardioCONNECT WITH ANDY NEARY

In this week's episode, I am happy to re-introduce you to “The Sales Series,” to bring you just a few of the top moments from Top Sales Leaders who have joined me on The 20% Podcast. Today we will be covering clips from 5 guest episodes, but it is actually highlighting 6 incredible human beings:5. Alexine Mudawar/Lori Richardson: Getting Into Sales (Episode 143)https://podcasts.apple.com/us/podcast/143-the-past-present-and-future-of-women-in/id1528398541?i=1000613048881 4. John Barrows: Energy Management (Episode 104)https://podcasts.apple.com/us/podcast/104-we-have-to-earn-everything-with-john-barrows-the/id1528398541?i=1000576107250 3. Nick Cegelski: Protect Your Time (Episode 58)https://podcasts.apple.com/us/podcast/58-nick-cegelski-starting-30-minutes-to-presidents/id1528398541?i=1000536716697 2. Jen Allen: Solving The “Why” of The Problem (Episodes 79 and 107)https://podcasts.apple.com/us/podcast/107-how-everyone-can-be-a-challenger-with-jen-allen/id1528398541?i=1000578397112 1. Ian Koniak: Self-Care (Episodes 63 and 108)https://podcasts.apple.com/us/podcast/108-getting-stronger-in-moments-of-pain-with-ian-koniak/id1528398541?i=1000579176703 Enjoy this week's episode!____________________________________________________________________________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!

The Social Media Information Trap with Darren PadgettDarren Padgett, Founder and CEO of NCKTR Business Solutions. Egos are checked at the door, I value ethics over shortcuts, and I help businesses grow, transform, and thrive— none of the BS you see ads and influencers try to sell courses on, just results.Link:https://dnabusinessco.com/Tags:Business Connections,Business Consulting,Business Operations,Business Strategy,Consulting,E-Commerce,Leadership Consultant,Logistics,Sales Leader,Software as a Service (SaaS),The Social Media Information Trap with Darren Padgett,Live Video Podcast Interview,Interview,Podcast Support PEG by checking out our Sponsors:Download and use Newsly for free now from www.newsly.me or from the link in the description, and use promo code “GHOST” and receive a 1-month free premium subscription.The best tool for getting podcast guests:https://podmatch.com/signup/phantomelectricghostSubscribe to our Instagram for exclusive content:https://www.instagram.com/expansive_sound_experiments/Subscribe to our YouTube https://youtube.com/@phantomelectricghost?si=rEyT56WQvDsAoRprRSShttps://anchor.fm/s/3b31908/podcast/rssSubstackhttps://substack.com/@phantomelectricghost?utm_source=edit-profile-page

Most people think their options are simple: climb the corporate ladder or start something from scratch.But there's a third way.Together with Will Maunder-Taylor, we're excited to bring Unsung to life — a podcast exploring one of the most important (and overlooked) opportunities in Europe today: entrepreneurship through acquisition.Instead of starting from zero, what if you could buy and grow a small business that already works?In the first episode, Will sits down with Peppa Wise, sales leader at Multiverse, to unpack what actually drives performance — in startups, scaleups, and the kinds of businesses most people overlook.This episode goes deep on:Why talent and drive often beat experienceHow the best companies build true meritocraciesWhat separates high performers from everyone elseWhy sales is one of the fastest ways to change your trajectoryHow to hire, develop, and scale great teamsPeppa's story — from leading teams in her early 20s to helping scale one of Europe's top sales organisations — shows what happens when companies bet on potential, not just CVs.Whether you're building a startup, thinking about buying a business, or just questioning your path — this episode gives you a practical lens on what actually matters.Follow Unsung for more stories on building through acquisition.Timestamps(00:00) Introduction to Unsung and the guest(03:00) Peppa Wise's early career & Darktrace(05:00) Talent vs experience(15:00) Hiring frameworks & what actually matters(25:00) Building high-performance sales teams(35:00) Pipeline, metrics & operating cadence(45:00) Advice for founders and early-career operators

Wendell Santiago is a Commercial Real Estate executive and Sales Manager at Realty Capital Advisors, where he leads client relationships, site identification, acquisitions, and leasing across multiple markets and asset classes. He serves as a trusted advisor to clients, guiding projects from market analysis and site tours through due diligence, approvals, leasing, and construction coordination. In addition to his real estate leadership, Wendell directs firmwide marketing efforts, developing LinkedIn and email campaigns, branding, signage, and SEO-driven content to increase market exposure and generate deal flow. With a strong entrepreneurial background and over two decades of experience in operations, finance, and real estate, Wendell is known for his action-oriented approach, ability to navigate complex approvals, and talent for building long-term, high-trust client relationships. Key Points: Success Comes from Taking Action A core philosophy: nothing happens without action. Brokers must make calls , visit properties and physically walk spaces. Confidence comes from hands-on knowledge, not theory. How His Team Doubled Revenue Wendell's team grew leasing volume from ~$9M to ~$24.9M by: ·       Anticipating Market Shifts ·       Solving Problems Proactively ·       Adapting to Demand Trends ·       Positioning the Market Leadership & Team Management Salespeople are the "eyes and ears" of the business.  Strong leaders listen closely to field feedback  and use that insight to guide strategy. Wendell maintains credibility by staying hands-on (showings, tours).  Leveraging Interns as a Force Multiplier Interns handle prospecting , list building and cold calling. At peak: 1,000+ outbound calls/week from interns alone. Brokers focus on closing, not dialing. The Biggest Frustration: Poor Follow-Up Wendell's #1 issue with salespeople is dropping the ball on follow-up, especially frustrating when leads are already warm or handed to them. Wendell feels the root problem is confusion between activity (busy work)  and productivity (closing deals). Critical Sales Lesson: Ask for the Meeting Many salespeople fail at a basic step: asking for the meeting. Even with warm leads, they hesitate. If you don't ask, someone else will . Accountability & Performance Culture Wendell discusses his strong belief in setting clear expectations and consequences for inaction. Bottom line: results matter. Core Philosophy ·        Be proactive, not reactive ·        Stay close to the market ·        Act quickly on opportunities ·        Support your team—but expect performance  Bottom Line Success in sales (and leadership) comes from action + awareness + accountability.     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/. 

SDRs often feel disconnected from leadership decisions — especially when it comes to quotas, activity expectations, and pipeline goals. In this episode, Brandon breaks down the leadership perspective behind these decisions, explaining how quotas are built from revenue targets, why activity drives predictability, and why pipeline quality matters more than most reps realize. You'll also learn how leadership balances forecasting, hiring, and performance — and why expectations are often higher than they seem fair. If you want to grow faster in your sales career, understanding how leadership thinks is one of the biggest advantages you can have.

In this weeks' Scale Your Sales Podcast episode, my guest is Anna Bella. She is a Sales Leader with over 13 years of leadership experience, spending the last 7 building & scaling SDR teams across EMEA and APAC at high growth SaaS companies including Redis and Snyk. She drives measurable revenue impact through cross-functional collaboration, AI-powered outreach, accountbased strategies, and performance frameworks. She is a Board Member at Buckinghamshire Business School, member of the Women in Tech Forum and SDR Leaders of EMEA. In today's episode of Scale Your Sales podcast, Anna brings over a decade of experience building and scaling sales development teams across EMEA and APAC. They discuss leadership in an AI-driven landscape, focusing on the importance of empathy, accountability, coaching, and culture in enabling high-performing teams and retaining top talent. The conversation also addresses increasing female representation in sales and technology leadership, offering practical guidance on career development, AI adoption, networking, and mentorship. Welcome to Scale Your Sales Podcast, Anna Bella.   Timestamps: 00:00 Empathy-Driven Leadership and AI 05:16 Initiative and AI Super Users 08:29 Advocating Women in Tech Sales 13:58 Women's Empowerment in Leadership 17:21 Stretch, Challenge, and Change 20:51 Onboarding, Retention, and Growth 24:20 Culture: The Ultimate Differentiator 28:11 Coachable Team for Sales Success 29:29 Empathy and Accountability Leadership 32:56 Empathy Unlocks Team Potential   https://www.linkedin.com/in/annabella85/   About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

This is episode 822. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, we interviewed Louise McEvoy, Senior Vice President, Global Channel Sales at Keyfactor. Find Louise on LinkedIn.  LOUISE'S TIP: "Bring your best self every time. If you've done everything you can, then the outcome isn't failure, it's just part of the journey."

In today's segment with Eric Erstin, longtime sales leader and CRO of RegScale, Eric shares what separates top-performing sales teams from the rest – from maintaining laser focus on metrics and success definitions, to rigorously qualifying leads based on budget, timeframe, and pain points. Eric emphasizes the critical importance of deeply understanding both the ideal customer profile and the individual persona, including the human motivators behind decision-makers, not just their titles. He also discusses how this evolved understanding of persona dynamics becomes essential when transitioning from being an individual seller to leading and scaling a sales team. Eric Erstin is a longtime sales leader and currently serves as Chief Revenue Officer at RegScale. With deep expertise in sales process, qualification methodology, and building high-performing teams, Eric shares insights on what separates top performers from the rest of the pack. Want to build a sales organization grounded in clear qualification, defined success metrics, and repeatable execution? Get Force Management's  Predictable Revenue Framework: Guide for Leaders . Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Are you craving a breakthrough moment to transform your leadership, confidence, and career trajectory, but secretly worry you might not be cut out for the challenge? In this electrifying episode, Steve Acorn sits down with Abby Metzger, the all-time sales and production record holder for Ohio, and living proof that mindset and grit override privilege or luck. You'll discover how Abby went from small-town student to earning $45,000 as a freshman, outpacing every manager in forty years and learning the often-painful secrets of true leadership. Expect raw breakdowns of highs and lows, including near-mutiny moments, unstoppable motivation, and practical tools for unlocking next-level results. Listen now and don't wait. If you want to avoid mediocrity, get ahead of your peers, and understand what separates good from legendary, these insights could change everything. This episode is packed with exclusive, actionable wisdom you won't hear anywhere else.     Timestamped Highlights 00:00 – Abby reveals the surprising truth about what real leadership means and why empathy—not control—is the ultimate power move 05:40 – How a bold study-abroad goal turned hustle into victory, and what happens when you bet on yourself 14:00 – Near-disaster: Abby's team threatens to quit—hear the pivotal lesson she'll share in every future job interview 18:07 – Incentive secrets: How Abby's unconventional rewards and ice cream breaks unlocked $60,000 in two weeks 26:39 – Crushing records: Her honest confession about wanting to shatter the previous Ohio sales leader's legacy 30:56 – The tough preseason grind nobody talks about—how losing an $11,000 job actually set up a game-changing comeback 40:30 – The expensive mistake: What happens when you don't color-test paint and why owning the fix became her power story 44:01 – Elite job offers: Abby reveals how her business story landed her a prized career at PwC in New York, and how you can replicate her pitch 46:26 – Abby's rapid-fire advice for new interns from radical ownership to selling yourself, not just your product     About the Guest Abby Metzger is a senior at The Ohio State University, slated to join PricewaterhouseCoopers (PwC) in New York City as a Deals Transformation Associate. She holds the all-time Ohio sales and production record for YEAA's Student Painters, earning $45,000 while running a six-figure painting business as a freshman and was named Ohio Manager of the Year. Abby is recognized for her uncommon drive, championship mindset, and ability to turn adversity into advantage for herself and her team.

Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia. Key Points: Sales Led to Marketing Insight After 20 years in sales, the speaker realized selling is much easier when prospects are already interested or qualified. The Sales Spectrum Prospects fall between two ends: ·        Convincing: uninterested prospects you must persuade ·        Confirming: highly qualified prospects ready to buy Good marketing moves prospects closer to the confirming side. Demonstrations Increase Engagement Offering a demo or webinar works better than simply describing a product because people enjoy watching and learning. Use Other People's Networks (OPM) Partner with people who already have audiences, email lists, or communities that match your ideal customers. Choose Partners with Aligned Interests Both demographics and interests (psychographics) need to match for partnerships to work. Craft stronger marketing messages Effective messages include: ·        Benefits ·        Differentiation ·        Specific details  Build Relationships First Before proposing partnerships, establish rapport and reciprocity (e.g., promote their content or interview them). Bottom Line: Sales become easier when you focus on qualified prospects, strong messaging, and leveraging other people's audiences.    Guest Links:  tom@leadsology.guru +61404885553 www.GetTomsFreeBook.com www.FiveHourChallenge.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/.   

AI is not coming for sales. It is already here. In this episode of Sales Lead Dog, Victor Antonio joins us to break down what AI agents really mean for sales teams, sales leaders and the entire buying process. Victor's background is rare. Electrical engineering. MBA. Global sales leadership. President of global sales and marketing for a $420M company. VP of international sales for a Fortune 500 organization. Today, he is one of the most recognized sales educators in the world and author of The Future of Selling: The Rise of AI Agents. This conversation goes beyond ChatGPT. We dive into AI agents, agent-to-agent communication, model context protocols, and how buying behavior is changing faster than most sales teams realize. The biggest shift is not just how we sell. It is how customers buy. And most organizations are not ready.

In this episode, Matt sits down with Katherine Pack to explore what it really takes to sell into senior living today. Katherine explains why so many vendors miss the mark: they bring in aggressive, feature-first playbooks from other industries without taking the time to understand the culture, language, and emotional reality of senior living. Her core message is simple but powerful: this is an industry built on trust, and vendors have to lead with heart, curiosity, and real understanding of people.Katherine also shares how the senior living buyer has changed over the last few years. After a wave of rushed technology adoption and poorly implemented tools, operators have become far more intentional. Buying decisions now involve more stakeholders, more scrutiny, and better questions, which means vendors need to earn trust through transparency, preparation, and consistent follow-through.The conversation also dives into what modern sales excellence looks like in this space. Katherine makes the case that being human and being operationally strong are not opposites. The best vendors pair relationships with structure: thoughtful discovery, disciplined follow-up, honest communication, and a clear understanding of who they are serving. If you sell into senior living, this episode is a strong reminder that the human touch is not a soft skill here — it is the strategy.Guest bioKatherine Pack is a senior living technology sales leader and former VP of Sales with more than a decade of software sales experience. She entered the senior living space in 2020 through an operator-built enterprise software company, where she developed a strong understanding of how providers evaluate, implement, and use technology in real-world settings.Timestamps02:42 — Katherine's path into senior living and how an operator-built software company shaped her view of the industry.04:59 — What vendors get wrong about selling into senior living and why “heart” matters more than a generic sales playbook.07:19 — Why the best outreach feels personal, informed, and persistent without becoming annoying.09:44 — How the senior living buyer has evolved and why decision-making is now more intentional and team-based.13:50 — Why relationships still need structure, process, and disciplined follow-up to work.16:06 — Honesty, transparency, and why overpromising is one of the fastest ways to lose trust.24:48 — How sales and marketing can better align around buyer language, qualified leads, and personalization.29:41 — Conference strategy, follow-up discipline, and getting more ROI from events.37:27 — Katherine's advice to her younger self and why senior living became such a meaningful fit.

What you'll learn in this episode: ● Why hiring because of a “pain point” often creates bigger problems ● The danger of too many specialists too early in business ● How systems create consistency—and consistency creates momentum ● Why simplifying your business can increase profitability ● The real reason 50% of hires don't work out (and what to do about it) ● The SCARLET hiring framework: Self-starter, Competitive, Assertive, Relationship-based, Learning-based, Team player ● How removing friction in your processes leads to predictable success If you've ever felt capable but inconsistent in your income, this episode will show you how leadership, systems, and the right people close the gap between effort and results.

Send a textIn this episode, Kay Suthar sits down with Ian Moyse to unpack why sales is not what most people think it is. As Chief Revenue Officer at ONEUP Sales, Ian challenges the traditional view of high-pressure selling, non-stop cold calling, and obsessing over numbers. Instead, he explains why sales is not about convincing anyone of anything. It is about listening, understanding, and delivering value. Ian shares why many sales teams get stuck focusing on metrics rather than meaningful conversations, what needs to change in modern sales environments, and why active listening is one of the most powerful skills a salesperson can develop. If you have ever thought sales felt pushy or uncomfortable, this episode will shift your perspective completely.What to expect in this episode: (00:00) – Why sales is not rocket science (03:40) – The problem with non-stop calling in sales teams (07:15) – Why people obsess over numbers in sales (11:20) – Why sales is not about convincing (15:10) – The power of active listening in sales (19:30) – The type of interaction customers do not want (23:45) – Delivering value and exceeding customer expectationsAbout Ian MoyseIan Moyse is Chief Revenue Officer at ONEUP Sales. He began his career in sales at the age of 20 and quickly progressed into management by 23. Over the years, he has developed into a respected Sales Leader within the Cloud industry, mentoring teams and helping individuals exceed expectations. Passionate about sales as a skilled profession, Ian continues to learn, compete, and deliver value at the highest level. He is also an experienced keynote speaker known for bringing energy, insight, and practical wisdom to every stage he steps onto.Connect with Ian MoyseWebsite: https://www.oneupsales.co.uk/LinkedIn: https://www.linkedin.com/in/ianmoyse/Email: ian.moyse@oneupsales.co.ukTwitter: https://twitter.com/imoyseFacebook: https://www.facebook.com/imoyseInstagram: https://www.instagram.com/ian_moyse/YouTube: https://www.youtube.com/c/IanMoyse1FREE Gift from IanLearn more via ONEUP Sales: https://www.oneupsales.co.uk/Connect with Kay SutharBusiness Website: https://makeyourmarkagency.com/Podcast Website: https://www.makeyourmarkpodcast.com/LinkedIn: https://www.linkedin.com/in/kay-suthar-make-your-mark/Facebook Group: https://www.facebook.com/groups/482037820744114Email: kay@makeyourmarkagency.comFREE Gifts from Kay Suthar:3 Ultimate Secrets to Getting Booked on Podcasts: https://getbookedonpodcast.com5 Simple Steps to Launch Your Podcast in 14 Days: https://14daystolaunch.com

Episode #126 of The Everything Real Estate Podcast is all about mastering the Buyer Consultation Process. In this powerful conversation, we sit down with Adi Kaveria, Sales Leader of BHHS Fox & Roach, Realtors - Metuchen, to break down how elite agents create trust, clarity, and loyalty with buyers before ever stepping into a property. Too many agents treat the first showing as the starting point. The top producers know the real leverage happens before that. Adi shares how a structured buyer consultation builds confidence, sets expectations, eliminates confusion, and positions you as the professional from day one. We dive into how to ask better questions, create emotional alignment, reduce friction during negotiations, and ultimately turn buyers into long-term advocates. If you want more committed clients, smoother transactions, and stronger referrals, this episode is your blueprint. Subscribe to The Everything Real Estate Podcast for weekly conversations with industry leaders designed to help you connect ideas with action here: Follow Us On Youtube: https://www.youtube.com/@EverythingRealEstatePodcast Watch This Episode On Youtube: https://youtu.be/3rL1eHvgI-A?si=ZuCaLFZynMs0_In1

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth