Podcasts about sales leadership

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

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drivers of organizational growth: the roles of first and second line managers. Joined by Scott Rudy, CRO at Zywave, the conversation unpacks why these leadership levels are vital to sales success, where companies often blur responsibilities, and how to build accountability into leadership structures. From recruiting to development plans, and from forecasting to coaching, this discussion provides practical insights for CROs, VPs, and leaders who want to strengthen their sales engine and avoid costly missteps.KEY TAKEAWAYS[00:00:22] First line managers are the backbone of seller success but face high pressure with new responsibilities like recruiting, training, and forecasting.[00:02:02] Second line leaders should not act as duplicate first line managers; their true role is coaching, simplifying, and plugging gaps for new managers.[00:02:58] Proper segregation of duties—development plans, recruiting involvement, and quality checks—prevents confusion and duplication.[00:03:56] A sales organization's growth is often constrained by ineffective execution at the first line manager level.[00:04:53] Accountability must extend to both first and second line managers, ensuring clarity in responsibilities.[00:06:13] CROs should hold second line managers accountable for development plans and rep performance, not just first line leaders.[00:07:27] Recruiting should be a joint process—first line managers drive it, second line managers coach and validate decisions.[00:08:12] Second line leaders focus on quality, spotting blind spots, and identifying trends in recruiting and management.QUOTES[00:00:49] “Seller success should be the number one objective and North Star for a first line leader.”[00:02:02] “A great second line leader plugs the holes of a new first line leader by coaching and simplifying the job.”[00:02:58] “Segregating responsibilities prevents first and second line leaders from duplicating efforts and confusing reps.”[00:03:56] “One of the biggest obstacles for success is the execution of a first line manager.”[00:06:31] “If I'm the CRO, I'm asking the second line manager first about a rep's performance and development plan.”[00:08:00] “The second line leader ought to focus on quality—spotting trends and blind spots the first line leader may miss.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-critical-role-of-sales-managers-in-driving-growth-with-scott-rudyEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

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

Don't miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! If you're ready to lead a team where accountability feels empowering, coaching fuels growth, and high standards drive results, this is your next step.Teach to Sell gives you the exact tools to lead with influence, guide clients and teams with clarity, and build a sales business that consistently produces No Broke Months. Whether you're scaling a team or refining your leadership skills, this book will show you how to create trust, alignment, and success through transformational leadership.Preorder Teach to Sell today and start mastering the leadership skills that move people—and results—forward.https://www.nobrokemonths.com/teach-to-sell-preorderWhat you'll learn in this episodeHow to identify your superpower and connect it to the right business activityWhy blind optimism leads to burnout—and how to avoid itThe order of focus: Superpower → Way → AvatarDan's simple “past client folder” system that drives three conversations a dayWhy celebrating the work matters more than celebrating the closingHow to use feed, touch, maintain to keep your database producingWhy shifting markets create opportunities for those who stay consistentHow to avoid complacency and keep new business flowing To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back Mike Hayes, former Navy SEAL and current sales leader at Insight Partners. They discuss Mike's new book, Mission Driven: The Path to a Life of Purpose, and how its lessons apply to sales success and leadership. Mike emphasizes the importance of rooting your work in alignment with personal values and goals, which leads to not only greater outcomes and accomplishments but a sense of fulfillment. Mike also shares insights from his 20-year government career and his transition to the private sector as a sales leader. This episode is an essential listen for anyone seeking to align their personal values with their professional journey.ADDITIONAL RESOURCESBuy Mike's book, Mission Driven: The Path to a Life of Purpose:https://www.hachettebookgroup.com/titles/mike-hayes/mission-driven/9780306836534/Support the 1162 Foundation's mission of helping Gold Star families:https://givebutter.com/1162foundationListen to the first podcast with Mike Hayes on Mission, Meaning and Impact from Navy SEALs to Sales:https://www.forcemanagement.com/mission-meaning-and-impact-with-mike-hayesConnect with Mike Hayes:LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/Instagram: Mike Hayes (@thisis.mikehayes)X: @thisismikehayes (@thisismikehayes) on XWatch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSRead the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:05] The 1162 Foundation and Supporting Gold Star Families[00:07:12] The "Who" vs. "What": A Core Lesson on Identity[00:11:48] The Challenge of Transitioning from a High-Profile Role[00:16:01] The Power of Honest Self-Reflection and Feedback[00:25:50] The Dan Hurley Story: Purpose Over Paycheck[00:33:14] The Three Circles: Aligning Energy, Skill, and Business Need[00:36:20] Adaptability and Developing a "Meta Plan"[00:43:03] Building Resilience and Finding Perspective in Hardship[00:48:19] The Importance of Being Intentional with Your Emotions[00:55:10] A Story of Competition and Humility in IraqHIGHLIGHT QUOTES[00:08:45] "We would always say, who do you want to be? Because the who is that deeper you... let's not connect self-esteem or success based on a what, in a title and a position."[00:41:01] "The acid test, I think for a life well lived is how many people who you've never met have you positively impacted."[00:44:17] "When you're having a hard day, the best thing to do is go find somebody who's having a harder day and go help him or her."[00:53:11] "No one is actually selling technology. What you're actually doing is selling trust."[00:54:15] "When 15 men are wrong, look in the mirror."

Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. Join host Walter Crosby in this eye-opening solo episode as he tackles common misconceptions in the sales industry. In this episode, Walter takes on two big myths: first, that promoting your top salesperson to sales manager is a smart move, and second, that hiring someone with extensive industry experience is crucial for a sales role. In this episode: Walter dives deep into why these widely held beliefs can be pitfalls for business owners. He argues that while top salespeople often possess great skills, these don't always translate to effective management abilities. Instead, he suggests seeking managers who can actively coach and guide the team, as a different set of skills is needed. Moving on to industry experience, Walter explains why experience in a specific industry isn't always necessary for a sales role. What matters more is finding a candidate who can effectively communicate with buyers, possesses solid sales skills, motivation, and accountability. Walter shares how these qualities can lead to better results than simply having an industry insider. Grab a cocktail and a cigar, and get ready to challenge conventional wisdom with Walter! Key Topics: The traps of promoting top salespeople to management roles The significance of coaching skills in effective sales management Why industry experience isn't the ultimate requirement in hiring for sales roles The potential benefits of hiring salespeople from adjacent industries Strategies for uncovering real skills beyond industry experience   Connect with Walter Crosby and Sales & Cigars: Website: Helix Sales Development LinkedIn: Walter Crosby Instagram: @wcrosby248 Facebook: Helix Sales Development     Share Your Thoughts: We'd love to hear your feedback and experiences! Drop us a line and join the conversation on social media using #SalesAndCigars. Never Miss an Episode! Join the Sales & Cigars community by subscribing to our podcast and YouTube channel: Subscribe to the Podcast: Apple Podcasts: Subscribe on Apple Podcasts Spotify: Follow on Spotify ...and wherever you listen to podcasts! Subscribe to Us on YouTube: Stay updated with our latest video content by subscribing to our YouTube channel. Hit the bell icon for notifications on new uploads! YouTube: Sales & Cigars Channel Stay in the loop: By subscribing, you'll get instant access to new episodes, insightful conversations, and bonus content designed to elevate your sales skills and more. Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.

This is episode 787. Read the complete transcription on the Sales Game Changers Podcast website here. On today's "Women in Sales Leadership," show, Center for Elevating Women in Sales Leadership President Gina Stracuzzi interviewed Dr. Margie Warrell. She will be the keynote presenter at the October 9 Women in Sales Elevation Conference. Register here to attend the event. 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! Watch the video of this podcast on YouTube here. Find Margie on LinkedIn.  MARGIE'S TIP: "Think of one thing that you're dealing with right now that's causing you some stress, that's creating some tension, that you are feeling some frustration around. Maybe you need to brave an awkward conversation. Maybe you need to put your hand up or speak up and risk rocking the boat. If you were really bringing the boldest version of you to the conversations you're having, the interactions you're having, the challenges that you are facing, what's one thing that you would be doing more of, and do that. Just back yourself more because it is taking action that we come to discover, “You know what? I didn't need to doubt myself to begin with.”

Scott Ramey is a keynote speaker, coach, and founder of the Scott Ramey Group, with 30+ years of experience helping high-performing leaders and sales professionals overcome anxiety, build authentic relationships, and communicate with clarity. He's the creator of The Ramey Method and The Resonance Edge™, frameworks that empower individuals and teams to unlock their true presence and lead with heart.Scott previously held leadership roles at Transamerica and AIG/Corebridge Financial and brings real-world insights to every client interaction. His mission is to help others elevate their influence by resonating with authenticity.SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry and Darrell sit down with Scott Ramey to unpack the concept of resonance—how leaders and sales professionals can communicate with clarity, manage their energy, and build trust through authentic presence. Scott shares his personal journey dealing with anxiety in high-pressure roles and explains how intentional vulnerability and humility strengthen leadership. This conversation is packed with actionable insights for anyone looking to create genuine connections and lead with heart. KEY TAKEAWAYSResonance Drives Results: Aligning tone, presence, and clarity creates deeper trust and performance.Less Is More: Powerful communication means fewer, more intentional words.Energy Matters: Your internal state impacts how others receive you—manage it wisely.Authenticity is Magnetic: Real, heart-centered leadership attracts trust and connection.Give Yourself Grace: Anxiety is common—embracing it with compassion builds resilience.Clarity Over Quantity: It's not about saying more—it's about saying what matters.HIGHLIGHT QUOTESIt's less about what you think you want to convey and what really needs to be conveyed.You don't need more time, you need fewer words.We can change the situation by the energy we bring into the setting.Resonance doesn't shift, even when products and services do.

Rich interviews Chuck Thokey of Top Rep about scaling remodeling companies through stronger sales leadership and coaching. They discuss shifting from owner-driven sales to professional teams, proactive versus reactive management, modern training methods, and Top Rep's innovative AI sales simulator that sharpens skills, boosts closing rates, and drives growth.

Sales is moving faster than ever—so how do leaders keep pace without losing the fundamentals that drive real results? In this Industry Spotlight, host Kortney Harmon sits down with sales leadership expert Shad Tidler to explore how AI is transforming strategy, team dynamics, and decision-making while amplifying—not replacing—the human touch. Drawing on more than a decade of experience with Lushin, Shad shares practical insights and “aha moments” from helping organizations rethink how they lead, train, and grow in an AI-driven world.Key insights you can't miss:How AI is reshaping sales leadership, from faster strategic planning to streamlined operationsWhy fundamentals like trust, consultative selling, and decision-making still matter more than everReal-world examples of using AI for role-play training, forecasting, and workflow redesignHow leaders can free up time for high-value work by letting AI handle repetitive tasksWhether you're a recruiting sales leader curious about AI's impact or a professional ready to amplify your results, this episode offers a clear roadmap for thriving in today's fast-changing sales landscape. Press play now to hear Shad's proven insights and discover how to combine human connection with AI-driven tools for long-term success.____________________Follow Shad Tidler on LinkedIn: LinkedIn | ShadFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Want to learn more about Crelate? Book a demo hereSubscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salesperson. Steve shares his journey from starting at IT resellers to executing some of the largest deals in enterprise software at companies like Blade Logic, BMC, and Medallia. He outlines strategies for identifying champions and detractors, the importance of mindset, belief in one's product, and understanding the customer's business impact. Additionally, Steve discusses the critical role of executive support in closing big deals and offers insights into navigating internal challenges within one's company. This episode is a treasure trove of wisdom for anyone looking to understand the art and science of selling large enterprise software deals.ADDITIONAL RESOURCESConnect and learn more from Steve Waugh:https://www.linkedin.com/in/steve-waugh-4833b57/Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSRead the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:19] Steve's Early Career and First Big Deal[00:04:30] Breaking into Financial Services[00:07:36] Mindset for Selling Big Deals[00:11:50] Identifying and Handling Detractors[00:22:21] Cost vs. Value in Sales[00:32:10] The Importance of Content in Sales[00:32:50] Embracing Your Unique Style[00:34:53] Believing in Your Product[00:36:39] Navigating Company Challenges[00:37:55] The Art of Big Deal Selling[00:46:33] Uncovering Hidden Opportunities[00:51:21] Mastering Executive Communication[00:53:43] Career Pathing and LeadershipHIGHLIGHT QUOTES[00:20:49] "You have to believe that everybody gets up and puts their pants on the same way."[00:24:26] "If a customer's constantly looking at cost, you haven't got 'em converted—you gotta get 'em to forget cost and look at the value."[00:33:09] "You gotta know who your friends are, but you gotta know your enemies better."[00:46:46] "Executives don't care how you do it—they care about the 'so what.'"[00:54:17] "If my own leader doesn't believe me, it makes it uber hard for me to accomplish it."[00:56:48] "It's a two-way street. The company has to support their people to believe they can do it, and they have to have that same courage."

At some point, every sales team has experienced a “sales diva”  You know the type: the top-performing rep who plays by their own rules. They cherry-pick leads, dodge meetings, ignore the CRM, and expect special treatment because of past wins.  It starts small and it's a slippery slope into a toxic preferential culture that can hurt the other sales reps performers.   In this episode of Sales is NOT a Dirty Word, I reveal why “sales divas” quietly destroy team culture, stall long-term growth, and keep founders stuck in a cycle of dependency. More importantly, you'll learn how to break the pattern before it sabotages your revenue. In this episode, you'll discover: ✔ Why catering to one “star” rep kills motivation across your entire sales team ✔ The hidden dangers of relying on a single person for 80% of your revenue ✔ How to coach mediocre sales performers into confident top performers ✔ What to say when your sales diva refuses to collaborate or follow process ✔ The leadership shifts that build accountability, trust, and shared success Your best salesperson should never feel like they're holding your company hostage.  If your team feels uneven, cutthroat, or overly dependent on one high performer, this episode will show you how to reset your sales culture, protect your revenue, and build a team that wins together. #SalesIsNotADirtyWord #SalesLeadership #SalesCulture #SalesTeamPerformance #SalesManagementTips #SalesStrategy #HighPerformingTeams #AuthenticSelling #SalesCoaching #LeadYourTeam #ServiceProviderSales #SalesProcessFix 

Send us a textIn this episode, we sit down with Dan Crabtree, Senior Sales Director at PepsiCo, to explore a career journey that started in the aisles of Woolworths and led to the leadership table of one of the world's biggest FMCG companies.Growing up in Sydney with a down-to-earth, hard-working family, Dan's first exposure to retail came as a teenager pushing trolleys and stocking shelves. After completing a Commerce degree in Marketing and Finance, he entered the Woolworths graduate program and began building a diverse career across some of Australia's most iconic retailers and suppliers—including ALDI, CHEP, and Coles.Dan shares insights from each chapter of his journey—from navigating commercial negotiations to leading customer relationships at scale. He reflects on the transition from operational roles into strategic sales leadership, the importance of staying grounded, and what it takes to drive growth in highly competitive retail environments.Whether you're starting your career or stepping into senior leadership, Dan's story is packed with valuable lessons on resilience, adaptability, and the power of understanding retail from the ground up.

This week on The Sales Transformation Podcast it's Dr Grant Van Ulbrich's turn to interview Phil in a conversation that originally appeared on Grant's Scared So What Podcast!  Grant and Phil discuss leadership, coaching, and transformation within the sales industry, including the critical role of leadership in managing change. There's also discussion of the importance of managing personal change when trying to change an organisation, which lies at the heart of Scared So What.    Connect with Philip Squire on LinkedIn  Connect with Grant Van Ulbrich on LinkedIn  You can find all the episodes of The Scared So What Podcast on Spotify, or wherever you get your podcasts.  You can find out more about Grant at www.drgrant.com, and learn about Scared So What at www.scaredsowhat.com.  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

If you're a cleaning or facility maintenance CEO chasing multi-million-dollar contracts, you already know the pain: RFPs are time-consuming, confusing, and often stacked against you.In this episode of The Profitable Cleaner, sales leader Nathan (Nate) Pavelka (CBRE Network Advisory Services) breaks down a smarter way to approach RFPs and complex sales cycles. With 20+ years in enterprise sales, Nate has helped Fortune 1000 companies uncover 7–8 figure savings and close deals others thought impossible.Now he's sharing the RFP playbook tailored for the cleaning industry — the exact strategies to qualify faster, message to the right stakeholders, and stop wasting time on bids you'll never win.In this episode, you'll learn:✅ Why 20–35% of RFPs never even get published (and how to spot red flags fast)✅ The 3Ps Framework: People + Process = Performance for sales success✅ How to talk differently to CFOs, Ops, and Procurement during the RFP process✅ Why most vendors lose before the bid even starts✅ How to use AI tools to simplify RFPs and proposalsIf you're tired of spinning your wheels on RFPs — and ready to land $1M+ cleaning contracts — this episode is your competitive edge.

Leadership is the single most important factor in a sales team's success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales Trainer, puts it on this episode of the Sales Gravy Podcast: "You have to model the behaviors that you want your team to live out. When you model those, you get a lot of credibility. You have respect. You have influence.” In today's hyper-competitive sales environment, your team has choices. Top performers can work anywhere. Average reps will coast if you let them. But the teams that consistently crush quotas, retain top talent, and create cultures where everyone wants to win all have one thing in common: a leader who has mastered the fundamental skills that turn potential into performance. Here are five leadership skills every sales manager must master to drive their team to the next level.  1. Clear Communication: No Confusion, No Excuses Sales teams don't fail because of a lack of talent—they fail because of unclear expectations. Leadership starts with communication. If your reps don't know exactly what you expect, how you measure success, or where they're falling short, you're setting them up to miss the mark. Clarity means: Defining priorities: What activities matter most (calls, meetings, proposals) and why. Eliminating ambiguity: No mixed signals, no “read between the lines.” Giving feedback in real time: Don't wait for quarterly reviews to correct course. Practical tip: After every meeting, send a short recap of agreed actions and timelines. It reinforces expectations and removes excuses. Vague leadership creates vague results. 2. Goal Setting & Vision: Building Direction, Not Just Numbers A sales leader isn't just a scoreboard watcher. Your job is to give your team something bigger to aim at than just “hitting quota.” Without a clear vision, teams drift into reactive mode and lack initiative. People perform better when they're chasing a clear, meaningful vision.  Effective goal setting requires more than revenue targets. It's about: Tying team goals to organizational strategy. Breaking big objectives into manageable activity benchmarks. Painting a picture of what winning looks like so reps can see themselves in it. Practical tip: Start every month by walking your team through why their goals matter and how success impacts the company, the customer, and their own careers. When reps buy into the vision, they push harder to achieve it. 3. Coaching: From Boss to Builder Micromanagers kill momentum. Coaches create it. Leadership in sales means shifting from telling people what to do to building people who can do it themselves. Great sales coaching involves: Observation: Ride-alongs, call reviews, pipeline inspections. Targeted feedback: Specific, actionable, focused on behaviors, not personality. Development mindset: Every interaction is a teaching moment. Practical tip: Block weekly one-on-one coaching sessions that focus on skills and pipeline health. Ask questions that uncover roadblocks instead of delivering lectures. Consistently coached reps outperform those left to figure it out alone. 4. Adaptability: Leading Through Change Markets shift, customers evolve, and strategies that worked yesterday won't guarantee tomorrow's success. The best leaders view challenges as opportunities. Adaptability looks like: Adjusting sales strategies with confidence. Staying ahead of industry trends, not reacting late. Modeling resilience when things don't go according to plan. Practical tip: Hold monthly “market pulse” sessions where you and your team discuss shifts in buyer behavior, competitor activity, and emerging tools. This keeps your team agile and ready to move, rather than stuck waiting for direction. 5. Accountability & Recognition: The Performance Balance Leadership is about balance, not being a cheerleader or tyrant.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a breadth of topics, including the transition to a consumption-based model, the challenges and strategies in aligning sales and client success teams, and best practices for selecting and consolidating sales tools. Megan emphasizes the necessity of detailed planning and communication, as well as the need to balance protecting the company with serving the sales organization effectively.ADDITIONAL RESOURCESConnect with Meghan Gill:https://www.linkedin.com/in/meghanpgill/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:41] Evolution of Sales Operations[00:03:58] Field Operations and Territory Planning[00:06:45] Rev Ops vs. Sales Ops[00:08:20] Effective Territory Management[00:18:08] Metrics and KPIs in Sales Ops[00:22:55] Building a Successful Sales Ops Team[00:33:54] Deep Dive into Sales Ops Challenges[00:34:22] Diagnosing Sales Problems[00:35:05] Trust but Verify: Ensuring Data Integrity[00:37:36] Balancing Protection and Service in Leadership[00:39:51] Choosing the Right Sales Tools[00:43:50] The Role of AI in Sales[00:51:21] Compensation Plans and Their Complexities[01:01:25] Lessons from Scaling MongoDBHIGHLIGHT QUOTES[00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data."[00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in."[01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast."[01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus."

Leadership, especially in solar sales, is a two-way street that doesn't just involve leading the pack. This episode goes through principles that all leaders should keep refreshed and retained for anything that needs the effort of a team.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

This is episode 785. Read the complete transcription on the Sales Game Changers Podcast website. In this episode of the AI for Selling Effectiveness Podcast (a sub-brand of the Sales Game Changers Podcast), host Fred Diamond is joined by Gina Stracuzzi, host of the Women in Sales Leadership Podcast and President of the Center for Elevating Women in Sales Leadership, along with Zeev Wexler, to spotlight two groundbreaking events this October: October 9 – Women in Sales Leadership Elevation Conference (Tysons Corner, VA) A full-day, in-person event exploring how women can lead with courage, clarity, and conviction in an AI-driven sales world. Expect insights on leveraging AI for career growth, policy and ethics, strategy, and frontline stories from women already breaking barriers. Keynote speaker Dr. Margie Warrell, author of The Courage Gap, will challenge attendees to find their voice in the AI revolution.

In this weeks' Scale Your Sales Podcast episode, my guest is Nwamaka Udenigwe.   I am Nwamaka Udenigwe, a Commercial Strategist and Sales Architect helping organizations lead grassroots-to-scale sales transformation. I build sustainable revenue systems, optimize sales structures, and design go-to-market strategies that deliver results. I don't just create strategy — I help implement what it takes to grow.   In today's episode of Scale Your Sales podcast, Nwamaka shares her journey from selling bead jewelry and cakes to building a successful sales career across insurance, pharmaceuticals, and direct selling in Nigeria and sub-Saharan Africa. She discusses blending Nordic operational systems with Nigeria's entrepreneurial energy to empower women through digital D2C models. Nwamaka outlines how AI chatbots and innovative onboarding systems are transforming engagement and solving major sales challenges, while emphasizing the power of community, trust, and personal development. This insightful conversation with Janice highlights practical strategies for scalable success and the vital role of intentional systems in driving growth.   Welcome to Scale Your Sales Podcast, Nwamaka Udenigwe.     Timestamps: 00:00 Microbiologist's Journey into Sales 05:53 Career Journey in Sales Leadership 08:34 Nordic Approach in Nigerian Entrepreneurship 13:33 Empowering Women Through Community Building 15:15 Transformative Community-Led Growth 20:45 Empowering Women for Wider Impact 22:56 AI Chatbots Revolutionize Bar Communication 24:50 Streamlined Self-Paced Onboarding Process 27:56 90-Day Onboarding Success Framework 32:54 Essential Structures for Success 35:01 Sales Assessment and Roadmap Creation     https://www.linkedin.com/in/nwamakaudenigwe/   https://x.com/udenigwenwamaka?s=21 https://www.instagram.com/nwamakaudenigwe     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/janice-b-gordon/   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog: https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode, Duane Mancini welcomes to the show Jessica Richter, a seasoned medtech executive and board member of MedtechWOMEN. With over 20 years in the industry, Jessica shares her extensive career journey from a medical device sales rep, through various leadership roles at companies like Medtronic, to her current independent consulting role. The discussion covers vital topics such as navigating the US healthcare market, effective sales strategies, the importance of stakeholder alignment, and tips for early-stage entrepreneurs transitioning into leadership roles. Jessica also highlights the critical role of diversity in medtech and shares insights on the mission and initiatives of MedtechWOMEN, a nonprofit organization dedicated to empowering female leaders in the field.Jessica Richter LinkedInMedtechWOMEN LinkedInMedtechWOMEN WebsiteMedtechVISION Conference WebsiteDuane Mancini LinkedInProject Medtech WebsiteProject Medtech LinkedIn

Mike Robbins is a bestselling author, keynote speaker, and leadership expert who helps sales professionals and teams boost performance through trust, authenticity, and meaningful connection. A former pro baseball player turned thought leader, Mike works with top companies to cultivate cultures where people show up fully, communicate openly, and lead from the heart.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Mike Robbins, a bestselling author, leadership expert, and former pro baseball player. They discuss the importance of authenticity, vulnerability, and building genuine human connections in sales. The conversation highlights the role of personal and professional credibility, the impact of being present, and the value of bringing your whole self to work. Mike shares insights from his book 'Bring Your Whole Self to Work' and his professional journey, emphasizing that creativity and human connection are key differentiators in the sales profession.KEY TAKEAWAYSPrioritize genuine human connection over simply closing deals.Authenticity and vulnerability build trust and unlock creativity.Sales success comes from showing up as your whole self, not a polished persona.Personal credibility—being relatable and trustworthy—is as important as professional credibility.Being present and truly listening to others is essential in sales.Embrace your quirks; authenticity resonates more than perfection.QUOTES“When you bring your whole self to work—vulnerabilities, values, and your voice—you unlock performance, creativity, and connection like never before.”“People like to buy from their friends.”“We compare our insides to other people's outsides and they don't match up.”“Nobody likes being sold, but everybody loves to buy.”“Our energy speaks way louder than our words.”“The natural human response to vulnerability is empathy.”“We're not here for ourselves. We're here to be in service of whoever it is we're attempting to sell to.”“You are unique. You're special. We're responsible for how we show up.”Learn more about Mike Robbins.LinkedIn: https://www.linkedin.com/in/mrobbins/Learn more about Darrell and Larry.Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCESDiscover Heart-Centered Leadership:Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Heiser, a distinguished technology chairman, CEO, and board director with extensive leadership experience. The episode delves into Heiser's career journey from a sales trainee at EMC Corporation to leadership roles in multiple private equity-backed companies. Key topics discussed include the importance of empowerment in leadership, the value of persistence and adaptability, self-awareness, and the impact of authentic and vulnerable leadership. Heiser also shares insights from his personal mentors and experiences, including the concept of 'commanders intent' and the critical role of understanding and evolving within one's career.ADDITIONAL RESOURCESLearn more about Tom Heiser:https://www.linkedin.com/in/tom-heiser-83b86680/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:52] The Importance of Reinvention and Growth[00:04:48] Impact of Force Management[00:09:50] Tom Heiser's Management Tenets[00:23:06] The Role of Self-Awareness in Leadership[00:33:13] The Power of Passion in Leadership[00:34:17] Understanding Emotional Proprioception[00:35:21] The Importance of Self-Awareness[00:37:00] Embracing Vulnerability and Authenticity[00:40:54] Empowerment: The Key to Effective Leadership[00:49:43] Commander's Intent and Leadership Strategies[00:58:26] Persistence and Determination in Leadership[01:01:05] Learning from AdversityHIGHLIGHT QUOTES[00:05:41] "You constantly have to reinvent yourself. What got you here is not gonna get you to where you want to go."[00:21:59] "When I told them what to do, I owned it. When they got there, they owned it. That was a force multiplier."[00:58:42] "Persistence and determination alone are omnipotent."[00:59:32] "What's the difference between an EMC sales rep and a pit bull? The pit bull eventually gives up."[01:01:04] "Tough times are not fun, but look at them for the learning experiences they offer."

How Pennant Moldings Uses AI and Traditional B2B MarketingB2B Marketing Excellence & AI Podcast with Donna PetersonIndustrial marketing isn't like selling shoes or software. It takes time, trust, and a strong understanding of how real relationships drive long-term results.In this episode, I sit down with Brian Contini, VP of Sales and Marketing at Pennant Moldings, to hear what's actually working for their team right now. We talk about how they're combining traditional methods—like trade shows and in-person visits—with smart use of AI to support research, improve outreach, and build stronger customer connections.Whether you're in metals, plastics, or any industrial space, this episode is full of practical takeaways you can use right away.Top 5 Topics We Cover:Why traditional marketing still works—and when to use itHow Pennant is using AI to streamline sales researchWhat's working in email marketing todayThe importance of knowing your audience in technical industriesHow to maintain trust while integrating new tools like AIWhat You Can Do Today:Revisit your email outreach—are you focusing on the recipient's challenge first?Identify one traditional tactic (like trade shows or phone calls) that deserves renewed attention.Choose one AI tool that could save you time with research or outreach—start testing it in a small way.Talk to your sales team: Where do they feel AI supports their efforts—and where does it get in the way?Let's keep the conversation going:How are you helping your industrial brand stand out and build stronger relationships?Leave a comment, send me a message, or reach out at dpeterson@worldinnovators.com. I'd love to hear what's working for you.If this episode helped you in any way, consider leaving a quick review. It helps us continue sharing real strategies that support industrial brands doing meaningful work.

This week on Dealer Talk with Jen Suzuki, I'm joined by automotive veteran Greg Iverson—a BDC and marketing leader who has worked with some of the nation's top-performing dealerships, including the legendary Norm Reeves Honda and Car Pros Kia. Greg brings 20+ years of experience in internet sales, BDC leadership, and sales training, including time learning under industry icon Tom Stuker. In this conversation, we dive into what separates the frontline reps who struggle from the ones who consistently crush their goals. We cover: How to build and work a sales plan that actually drives results. The role of attitude, consistency, and intention in becoming a top performer. Why hiring right and nurturing team success fuels retention. The overlooked power of call coaching, TO processes, and phone guides. How nationally ranked stores create environments of training, accountability, and fun that keep their teams sharp. Greg shares real-deal strategies for BDC agents, internet managers, and sales leaders to level up and keep their stores competitive in today's market. Whether you're leading a team or working the phones, you'll walk away with actionable tactics to sharpen your edge and drive performance. Dealer Talk with Jen Suzuki Podcast |Jennifer@edealersolution.com | 800-625-1590 | edealersolutions.com | Jen Suzuki, President and Founder of eDealer Solutions, Inc. | Dealership Education | www.edealersolutions.com | Meet me!bit.ly/3J7011t  | Dealer Talk with Jen Suzuki  https://apple.co/38lmHM1  https://spoti.fi/3uQ2nd1 | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. NADA Show Booth #803 Autosled.com is the next-generation automotive transportation logistics platform and marketplace.  CallRevu.com is the leading automotive communications intelligence platform, offering call monitoring and call analysis, with technology optimized for sales, service (fixed ops) and marketing.

Only 1% of HubSpot's 6,500+ partners ever reach elite status. So what do the top 1% do differently?Brendan Walsh built his agency into that exclusive group, but the path had its challenges. He went 7 months without paying himself during a cash crunch and learned when to say no to clients - and crucially, when it's too early to start saying no.In this first-ever Belkins episode recorded LIVE, Michael and Brendan sit face to face to go through the hardest lessons, biggest mistakes, and key decisions that turned Mole Street into a successful consultancy.They dig into what it really takes to build lasting partnerships - both in business and with co-founders - and the expensive lessons most founders learn the hard way.What we cover:

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John True, General Partner at Cultivation Capital, to explore the critical role of emotional intelligence (EQ) in sales leadership. From reading the room to eliminating partial listening, John shares insights on why understanding personal and professional wins is as important as the deal itself. He reveals why active listening is a lost art, how group interviews can reveal a candidate's EQ, and why being fully present is the foundation for leadership and influence.KEY TAKEAWAYS[00:00:47] EQ is not optional—it's a core characteristic of great sales leaders.[00:01:16] Understanding personal and professional wins is essential to influence without dictating[00:03:11] Active listening, note-taking, and reading the room set elite salespeople apart[00:04:00] Asking "How do you know?" reveals deeper self-awareness in interviews[00:05:12] Group interviews can uncover a seller's ability to assess multiple stakeholders[00:06:21] Reading the political landscape in the room helps tailor your message effectively[00:07:24] Distractions kill EQ—presence is the foundation of emotional intelligence.QUOTES[00:01:00] "A big part of every interaction as a leader is understanding personal and professional wins as much as what you're up to."[00:03:11] "Active listening is about showing you're engaged—taking notes, bringing insights back into the conversation.[00:04:00] "How are you doing? How do you think you're doing? And most importantly—how do you know?"[00:07:24] "To have EQ, you first have to be here—in the moment, with no distractions."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-role-of-emotional-intelligence-and-authentic-leadership-in-b2b-sales-with-john-trueEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

SummaryIn this conversation, Marc Nudelberg discusses the importance of embracing failure as a vital part of personal and professional growth. He shares insights from his coaching experience, emphasizing the 24-hour rule for processing emotions after wins or losses. Marc introduces a four-step process to overcome failure: feel it, review it, plan it, and try again. He connects these principles to sales training, highlighting the significance of consistency and emotional resilience in achieving success.Get Marc Nudelberg's book Family, Football, and Failure on Amazon. Connect with Marc Nudelberg: https://www.linkedin.com/in/marcnudelberg/Connect with Nate Leslie:https://www.linkedin.com/in/natelesliecec/Keywordsfailure, growth, coaching, sales training, 24-hour rule, resilience, confidence, process, emotional intelligence, leadershipSound Bites"Don't skip the 24 hours.""Control the controlables.""It's a consistency game."TakeawaysFailure is critical for growth.Success can hide the areas needing improvement.The 24-hour rule helps process emotions effectively.Courage, confidence, and resilience are developed through adversity.Honest reflection is crucial after setbacks.Creating a plan helps avoid repeating mistakes.Sales training involves dealing with rejection and failure.Consistency in outreach is more important than volume.Emotional intelligence is key in leadership and sales.Building relationships is essential for success.Chapters00:00 Embracing Failure as a Growth Opportunity03:12 The 24-Hour Rule: Moving Forward After Setbacks06:14 Building Confidence Through Courage and Resilience09:04 The Four-Step Process to Overcoming Failure11:53 Lessons from Sports Applied to Sales Training17:46 The Importance of Consistency in Sales23:50 Letting Go of Outcomes for Success27:59 LWC Riverside outro Generic.mp4

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice.ADDITIONAL RESOURCESLearn more about Andrew Robert Clark:https://www.linkedin.com/in/andrewrobertclark/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:26] Breaking into the Japanese Market[00:07:27] Expanding Across Asia Pacific[00:11:09] Challenges and Strategies in the Asia Pacific[00:19:32] Hiring and Leadership in Japan[00:32:50] Entering the Asia Pacific Market: A Strategic Approach[00:34:39] Exploring Japan's Business Landscape[00:35:29] Challenges of Joint Ventures in Japan[00:38:29] Strategies for Entering the Japanese Market[00:40:41] Building a Successful Team in Japan[00:45:47] Pricing and Market Dynamics in Japan[00:47:36] Expanding Beyond Japan: Korea and China[00:55:43] The Expat Experience: Opportunities and ChallengesHIGHLIGHT QUOTES[00:11:51] "The complexity of Asia Pacific is underestimated significantly."[00:17:59] "One of the worst things you can do in APJ is false start."[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."[00:31:26] "Be the same before you establish your difference."[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

In this episode, Bryan dives into the Sales Leadership Hats, the roles great leaders switch between to unlock performance and keep their teams moving forward. You'll learn how to wear:The Manager Hat – Cutting through noise with data-driven decisions that point the way forward.The Coach Hat – Sharpening skills and strategies so reps get better, not just busier.The Cheerleader Hat – Sparking motivation, restoring confidence, and helping reps break through mental roadblocks.Bryan shows why calling out which hat you're wearing in every meeting can eliminate guesswork, build trust, and create more productive conversations.-Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.Curious about certification in the Blind Zebra Sales Operating System? Learn more here.And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-performing sales team, highlighting the fusion of preparation and development in achieving success. Listen for valuable insights on how preparation transforms pressure into confidence and effectiveness in sales.KEY TAKEAWAYS[00:00:26] The Power of Preparation in Sales[00:01:23] Embracing Authenticity Over Mechanics[00:02:17] The Role of Preparedness in Reducing Stress[00:02:57] The Importance of Self-Driven Development[00:04:25] Coaching and Training for Sales Success[00:05:41] The Impact of Exhaustive PreparationQUOTES[00:02:29] "The difference between stress and pressure is preparedness."[00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge."[00:03:40] "You gotta participate in your own rescue. You gotta put in the work."[00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/developing-a-performance-mindset-in-b2b-sales-with-joe-eskenaziEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Send us a textWhat if everything you thought you knew about sales was wrong? Alex Gabbert, Brand Communications Director at Publicity For Good, challenges conventional wisdom by redefining sales as "the transfer of energy and certainty that solves a need." Far from the pushy stereotypes we've come to expect, Alex reveals how authentic sales is fundamentally about helping people.• Sales is simply the transfer of energy and certainty that solves a need your product/service provides• Creating relationships starts with being present and truly listening without thinking about what to say next• You only control three things in sales: your attitude, your words, and your pace of work• Rejection triggers the same brain response as physical pain, but embracing "no" leads to greater success• 80% of deals happen after someone initially says "no"• Don't practice on prospects—prepare and rehearse objection handling before client conversations• Purpose-driven PR helps positive stories reach the right audiences and combats media negativity• The ability to be "positively contagious" transcends sales roles and applies to all leadership positionsVisit publicityforgood.com to learn more about how they help purpose-driven brands tell their stories, or connect with Alex at https://publicityforgood.com/  for sales leadership resources and training.Alex shares more information on the after show following the podcast.BelemLeaders–Your organization's trusted partner for leader and team development. Visit our website to connect: belemleaders.org or book a discovery call today! belem.as.me/discoveryUntil next time, keep doing great things!

In this episode of Restoration Pros Unplugged, host Clinton James interviews Chris Nordyke, President and Co-founder of Floodlight Consulting Group, to unpack what it really takes to build and scale high-performing sales teams in the restoration industry.With deep industry experience and a passion for business growth, Chris shares the foundational strategies behind Floodlight's success and how their Fractional Sales Leadership model is transforming how restoration companies pursue and close profitable commercial work.Key topics covered in this episode:Chris's journey from the field to leading one of the industry's top consulting firmsThe origin and mission behind Floodlight Consulting GroupThe value of 1-on-1 custom consulting for restoration owners and leadership teamsWhat makes Floodlight's Fractional Sales Management service a game-changer for companies wanting to grow without hiring full-time sales managersHow to build and lead sales teams that consistently land commercial restoration contractsThe most critical KPI's every restoration company should be tracking to measure growth, accountability, and profitabilityInsights into current industry challenges, future trends, and the move from hustle to strategic scalabilityWhy understanding and improving your company's enterprise value is more important now than everActionable takeaways restoration pros can implement immediately to gain clarity, momentum, and resultsWhether you're a restoration veteran or a growth-focused business owner, this episode is packed with real strategies, data-backed insights, and expert perspective to elevate your operation.Visit: floodlightgrp.com to learn more about consulting services, assessments, and training tools mentioned in the episode.-----Want to grow your restoration brand and generate more water jobs with expert marketing?Book a free strategy session with our team at Water Restoration Marketing:https://www.waterrestorationmarketing.net/schedule

In this thought-provoking episode, host Allison Walsh sits down with Alice Heiman—internationally known sales strategist and "Chief Sales Energizer"—to discuss the intersection of business growth, personal transformation, and the realities of being a high-performing woman at midlife.Alice opens up about her journey from elementary school teacher to top-tier sales expert for CEOs of innovative companies. She dives deep into navigating leadership while caring for family, handling perimenopause, and planning strategic exits. This conversation is full of truth, strategy, and empowerment for women navigating business and life in their 40s, 50s, and beyond. 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager at YONEX. Carsten shares his extensive experience in scouting and recruiting tennis talent across Europe, drawing parallels between identifying potential in sports and business. He discusses the importance of long-term commitment in recruitment, the role of intuition, intangibles such as champion attitude and coachability, and the challenges of supporting young athletes on and off the court. The conversation delves into the importance of inner drive, adaptability, and the significance of maintaining balance and mental health. Carsten also highlights the pleasure and responsibility of seeing young talent succeed, as well as the intricate process of selling and embedding a brand's values within the rising stars.ADDITIONAL RESOURCESLearn more about Carsten Neuhaus:https://www.linkedin.com/in/carsten-neuhaus-4a929a12a/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:41] Carsten's Scouting Success Stories[00:05:54] The Journey of Niels McDonald[00:14:51] The Importance of Intangibles in Scouting[00:21:55] Challenges and Realities of Modern Scouting[00:32:48] Parallels Between Sports Scouting and Sales Recruitment[00:37:22] The Role of Intuition in Talent Scouting[00:39:57] The Importance of Team Effort in Scouting[00:41:03] Challenges and Rewards of a Scout's Life[00:44:54] The Likability Factor in Recruitment[00:52:26] The Coachability and Adaptability of Athletes[00:56:20] The Mental Game and Social Media Impact[01:02:28] The Business Side of Scouting and RecruitingHIGHLIGHT QUOTES[00:06:58] “He had no fear. He came in and for me, it was the first time I realized he has attitude of a champion.”[00:14:06] “It was the first time that I was fighting against my own team because they didn't believe. And I took all the risks and it paid off.”[00:18:47] “The biggest talent is the will to work hard.”[00:32:53] “The two things that we always look for when we're looking for salespeople is drive and coachability.”[00:34:22] “We show them the door and they need to go through themselves.”[00:37:40] “AI can help to find a talent, but it will never replace a recruiter or a scout. No chance.”[01:09:40] “Sometimes you win and sometimes you learn. If you're not winning, you're learning.”

Send us a textEver feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair, a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen.In this insightful episode, Ryan reveals his battle-tested tips and tricks for guiding people through the change process. He shares how to quickly and accurately identify the person who's simply not interested in your message and how to avoid wasting precious time on lost causes.But more importantly, Ryan breaks down how to strategically set up your sales and service process so that prospects are not just willing, but eager to change and implement your solution. He explains how to build a case for change that resonates on a deep level, turning resistance into enthusiasm.Tune in for a powerful conversation filled with actionable strategies on how to become a true change agent, not just a salesperson. Mike and Scott bring their signature blend of sharp wit and hard-hitting sales wisdom to make this a must-listen for any sales professional looking to get a "yes" from even the most change-averse clients.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack what truly sets top-performing sales teams apart. From the importance of laser focus and understanding your ideal customer persona to evolving qualification strategies and leveraging modern tools to decode human motivation — Eric shares hard-won wisdom from decades in enterprise sales and leadership. Whether you're a rep or a revenue leader, this conversation reveals why success depends on where you spend your time — and who you spend it with.KEY TAKEAWAYS[00:00:25] Top performers exhibit relentless focus — not just on numbers but on aligning activity with outcomes.[00:01:10] Teams with process clarity and metric discipline stand in stark contrast to disorganized teams[00:01:52] The “measure twice, cut once” principle applies in sales — especially in qualification and time prioritization.[00:02:16] Beyond BANT: Success requires knowing the ideal company profile and persona profile — both matter deeply.[00:03:14] Not all CISOs are equal — role scope and influence vary by industry and product category.[00:03:54] Many teams ignore the depth of the human behind the persona — a costly oversight.[00:04:16] Use modern tools (social, blogs, panels, LinkedIn) to research what excites and motivates decision-makers.[00:05:36] There's a work persona and a human persona — both drive behavior. Understand them both.[00:06:00] Success in scale comes not from personal talent, but repeatable frameworks others can execute.QUOTES[00:00:25] "Top performers are always focused… focused on what they sell, their metrics, and what success actually looks like.[00:01:52] "Measure twice, cut once — you can't qualify without knowing what success looks like.[00:02:38] "I didn't spend enough time thinking about the role of the human… I thought if you get to the exec, you're good. Well, maybe."[00:03:54] "We know how they're measured — but we rarely go deeper into what drives them as a person."[00:06:49] "As a seller, I could get deals done. But when you're leading a team, you realize you have to teach those nuances."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/mastering-sales-leadership-with-eric-erstonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Stan Christensen is an Adjunct Lecturer at Stanford University and host of All Things Negotiation, a series that explores high-stakes decision-making and negotiation with top industry experts. With a unique blend of academic theory and real-world consulting, Stan teaches sales professionals, business leaders, and students how to navigate complex conversations with authenticity, strategic preparation, and long-term relationship management. Drawing from his experiences with the Harvard Negotiation Project and international mediation, Stan helps leaders master persuasion, influence, and collaborative outcomes. SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by negotiation expert Stan Christensen. They discuss the principles of authentic negotiation, how to prepare for high-stakes conversations, and why long-term relationship management is crucial in sales. Stan shares tactical strategies for navigating difficult conversations, managing emotions, and ensuring fairness in negotiations. Through personal stories and practical advice, this episode is a masterclass in blending integrity with strategy to win in sales negotiations. KEY TAKEAWAYSAuthenticity in Negotiation: Stay true to your word, align your behavior with your values, and build trust.Curiosity Over Assumptions: Be intensely curious about the other party's needs—ask questions and listen deeply.Negotiation is Relationship Management: It's not about a one-time win; it's about managing long-term partnerships.Preparation is Key: Come into negotiations with a clear framework, agenda, and objective criteria.Fairness First: Leading with fairness creates credibility and fosters collaboration.Strategic Pausing: Don't be afraid to pause when negotiations stall—it shows control and resets the tone.Co-Creation Over Confrontation: Invite the other side to collaborate on the outcome for mutually beneficial results.HIGHLIGHT QUOTESBe interested, not interesting.If you're authentic, you have to be true to your word—not only in how you think and what you say, but how you behave.Negotiation is an ongoing relationship where there will be multiple rounds.There's nothing more persuasive than being open to persuasion.Trust the other side to be a co-creator of the process that leads to the outcome.Lead with fairness.

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

In this conversation, Matt Freed shares his journey in sales leadership, emphasizing the importance of mentorship, team dynamics, and adapting to changes in the distribution industry. He discusses the characteristics of successful salespeople, the structure of his sales team, and the culture of accountability he fosters. Matt also highlights the significance of preparing the next generation of sales professionals and offers insights on overcoming challenges in leadership.We hope you enjoyed this episode. Like, comment, and subscribe to never miss a new episode of Field Sales Unscripted! Connect with Wesleyne on LinkedIn https://www.linkedin.com/in/wesleyne/Discover how Transformed Sales helps field sales teams grow from the inside out by shifting mindsets and building lasting skills. Visit transformedsales.com to learn more.Serious about shifting your sales team's performance?Book your 30-minute call and get the clarity and strategy you've been missing. https://calendly.com/transformedsales/30-min-sales-strategy-callConnect with Wesleyne on LinkedIn https://www.linkedin.com/in/wesleyne/Discover how Transformed Sales helps field sales teams grow from the inside out by shifting mindsets and building lasting skills. Visit transformedsales.com to learn more.Serious about shifting your sales team's performance?Book your 30-minute call and get the clarity and strategy you've been missing. https://calendly.com/transformedsales/30-min-sales-strategy-call#fieldsales #salesleadership #mentorship #salescoaching #careerdevelopment #professionalgrowth #salesperformance #salesstrategy #leadershipmindset #timemanagement #accountability #remoteteams #salessuccess #teambuilding #personalgrowth #salestips #motivation #resilience #coachingculture #salesmanagementField Sales Unscripted, presented by Wesleyne Whittaker, is a podcast for ambitious sales professionals, frontline leaders, and field sales managers who want real, practical conversations about what it takes to succeed in today's sales environment. Each episode explores personal career journeys, tactical selling strategies, and the mindsets that drive high performance. From mentorship and leadership to time management and team development, the show delivers actionable insights to help you grow personally and professionally - no fluff, just straight talk. Whether you're leading a team, building client relationships, or navigating change, this is your go-to resource for field sales success.

Send us a textIt's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time.In this episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just surviving, but thriving after a major loss. We explore the initial feelings of shock or denial and the inevitable spiral into anger or blame—whether directed at a colleague, the client, or yourself. Mike and Scott share a critical "don't": do not get angry at someone's decision to move on. They explain why recognizing this as a business decision, not a personal attack, is the first step toward a healthy recovery.We then address the dangerous feelings of self-doubt that creep in, making you question your own abilities. But most importantly, we equip you with a plan for what not to do next. We'll show you why you should never panic and frantically call your other clients to offer unnecessary discounts just to keep them. We share a powerful mantra: "Don't let panic poison your position." Instead of creating unneeded commotion, learn how to keep the situation isolated and contain the emotional fallout.Ultimately, this episode is a guide to getting back to business. Mike and Scott emphasize the importance of managing your own emotions, avoiding stressing out everyone around you, and immediately focusing back on your pipeline. The key to recovering from a major loss isn't dwelling on the past, but channeling that energy into the future and getting back to the business of winning.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this weeks' Scale Your Sales Podcast episode, my guest is Leeron Yahalomi.   Previously, she was a Head of Customer Success at Regie.ai. LeeRon Yahalomi is a GTM leader passionate about blending AI innovation with human insight. With deep experience in building teams and scaling post-sale operations, she's known for turning customer value into business growth.   In today's episode of Scale Your Sales podcast, Janice speaks with Leeron, they explore how AI is transforming post-sales operations, why customer success must evolve into a revenue-driving function, and how leaders can build trust, inclusion, and data-driven strategies in today's hybrid world. Leeron also shares why curiosity, authenticity, and asking the right questions are key to leading high-performing, empowered teams.   Welcome to Scale Your Sales Podcast, Leeron Yahalomi.     Timestamps: 00:00 Embracing AI: The Next Wave 06:09 AI Call Notes for Workforce Efficiency 08:01 Reframing Work: Start Where They Are 12:25 Strategic Planning and Resource Request 14:56 Sales as Discovery Art 17:25 Customer Success Drives Future Sales 22:07 Customer Engagement Defines Company Perception 23:32 Data-Driven Customer Insight Process 27:22 Empowered Women's Presence     https://www.linkedin.com/in/leeron-yahalomi-1b066819/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/janice-b-gordon/   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog: https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Guest: Vaughn English   Guest Bio: Vaughn English is a growth-focused sales leader with over 10 years of experience driving revenue across industries including digital marketing, 3D visualization, tourism, and insurance. He has a proven track record of building high-performing outreach strategies, leading cross-functional teams, and closing complex B2B deals. Vaughn specializes in leveraging CRM platforms, marketing automation, and creative campaigns to engage prospects and accelerate the sales cycle. From launching national tourism campaigns to scaling 3D content solutions for enterprise clients, he brings a consultative approach that aligns client goals with actionable solutions. Vaughn thrives at the intersection of strategy, creativity, and execution, consistently turning opportunities into lasting partnerships. ​ Key Points: Background and Path to Sales Started in theater; transitioned to sales due to communication skills and confidence. First job: selling DirecTV inside Costco, a challenging experience that taught resilience. Gradually moved into more prestigious roles, now at Fracture.   Role at Fracture Tasked with building the B2B infrastructure from scratch, including identifying the ideal customer profile (ICP), creating case studies, lookbooks, product menus, and developing marketing and outreach processes.   Finding the Ideal Customer Profile (ICP) Initially targeted hospitality, but realized sales cycles are very long. Exploring design firms and higher education as more promising ICPs. Higher ed (e.g., Boston College) often needs ongoing art installations, recognition plaques, etc., making them strong repeat buyers.   CRM and Sales Technology Strong proponent of using CRMs despite challenges. Believes CRMs are essential for organizing contacts and outreach, launching automated email campaigns, and tracking sales activity.    Sales Outreach Strategy Focuses heavily on cold email campaigns. Personalized and well-researched. Uses intent data (from sources like ZoomInfo, Bombora) to identify companies showing buying signals. Example: campaign to Ben & Jerry's using their "Flavor Graveyard" as a custom subject line. Warm leads via email before calling; cautious about cold calling personal cell phones (though interviewer disagrees).   Team Dynamics and Management Style Small team (essentially 2 people); the other focuses on account management. Balances trust with light micromanagement, uses CRM visibility (e.g., BCCs, task tracking) to monitor activity, steps in when new leads aren't followed up quickly enough. Believes in hiring people he can trust to reduce the need for hovering.   Challenges and Learnings Struggles with ensuring consistent follow-up on new leads while handling large ongoing projects. Building out processes and infrastructure in real-time while scaling the B2B arm. Emphasizes that real ICP identification comes through direct conversations and testing. Guest Links: vaughn.english@fractureme.com Connect on LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople. Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team. The conversation covers a range of valuable topics, including: Why elite salespeople don't apply to job postings, and how to proactively recruit them Techniques for uncovering the non-obvious behaviors that separate top performers from the rest Strategies for aligning your executive team and compensation plans to land elite talent The dangers of promoting your best salesperson into a leadership role Why small teams of elite reps can outperform larger average teams    

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify's industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and customer satisfaction. He also reveals how aligning incentives within these pods reduces internal friction and creates scalable, enterprise-grade execution. This episode is packed with strategic insight for CROs, sales leaders, and go-to-market operators aiming to drive operational efficiency and growth.KEY TAKEAWAYS[00:00:28] Shopify's shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer.[00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome.[00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles.[00:03:00] Shopify's pod structure includes defined primary and secondary roles with centralized responsibility and incentives.[00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption.[00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction.[00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership.[00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments.QUOTES[00:01:00] "All aligned around a single outcome, which is helping our customers win."[00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective."[00:03:49] "Now the pods are incentivized off of the same customer cohort."[00:04:59] "We're very close to assigning at-risk targets to our marketing team."[00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrisonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on effective sales leadership and the significant impact of managerial roles in an organization's success.ADDITIONAL RESOURCESLearn more about Scott Rudy:https://www.linkedin.com/in/scottrudyiii/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:33] The Critical Role of First Line Managers[00:02:33] Challenges and Responsibilities of First Line Managers[00:03:09] Segregation of Duties: First Line vs. Second Line Manager[00:05:41] Accountability and Development Plans[00:08:09] The Importance of Coaching and Development[00:10:48] Promotions and Accountability in Sales Leadership[00:25:40] Effective Business Planning and Weekly Accountability[00:34:46] Retention and Loss Reviews: Learning from Turnover[00:35:45] A Lesson in Leadership: Evaluating Employees[00:37:52] Defining Success Profiles[00:41:46] The Importance of Continuous Recruitment[00:44:30] Energy and Fit: Key Factors in Hiring[00:47:13] The Role of First Line Leadership[00:50:10] The Criticality of People in OrganizationsHIGHLIGHT QUOTES"It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources.""You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone.""It's not whether or not somebody can do something. It's whether or not it gives them energy and they're enthusiastic about it.""If you're not people focused as an organization, it shows up when someone quits or when you have to get rid of someone.""Great cultures are ones in which you're thinking about the success of the organization, not just individual results."

The best sales coaches don't wing it — they go one-on-one. In this powerful episode of Dealer Talk with Jen Suzuki, we get into the most underutilized yet effective tool in a dealership manager's playbook: the 10-minute one-on-one. Jen breaks down her personal playbook for holding short, focused coaching sessions that actually develop your salespeople. You'll learn how to structure these weekly meetings so they're more than just a check-in — they're where growth actually happens.

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

July 21, 2025: Amie Teske, Founder and CEO of Echelon, joins Sarah to discuss how she is shifting the landscape of sales. Amie discusses the realities of solo practitioner work, from pricing your expertise to maintaining sanity without a traditional corporate structure. How has institutional investment reshaped the sales landscape, and what does it take to create genuine peer communities for high-performing salespeople? The conversation explores the challenges of monetizing networks authentically, the art of matching experienced professionals with startups, and why accountability becomes both harder and more critical when you're on your own. Key Points: 05:14 Navigating the Gig Economy and Solo Practitionership 12:19 Valuing Your Time and Setting Rates as a Consultant 17:58 Challenges and Solutions in Sales Leadership 23:56 Building Confidence in Sales 31:02 Speed Round: Fun and Personal Questions X: This Week Health LinkedIn: This Week Health Donate: Alex's Lemonade Stand: Foundation for Childhood Cancer