Podcasts about sales leadership

In this episode of the No Broke Months Podcast, we dive into the powerful concept of transformational coaching and how leaders can inspire their teams through thoughtful questioning. You'll learn how to shift from directive commands to solution-oriented conversations that empower growth and accountability. Through real-world examples and proven coaching strategies, Dan Rochon shares how to build stronger relationships, foster personal ownership, and help your team consistently hit their goals.What you'll learn on this episodeGreat leaders guide their teams through questioning, not commands.Celebrating activity over results fosters long-term success.The difference between empowering questions and blame-assignment questions.The power of solution-oriented conversations over problem-oriented complaints.Effective training includes role modeling, practice, and real play.Encourage your team to come with solutions, not just problems.The importance of transparency and vulnerability in coaching conversations.How creating alignment between personal goals and actions can resolve resistance.If you want to lead in a way that inspires action, deepens trust, and creates consistent results, this is your next step.Teach to Sell delivers the leadership frameworks, conversation techniques, and influence strategies that empower agents to guide clients—and teams—to success. Whether you're leading a team or simply looking to elevate your client experience, this book will help you drive growth through integrity, empathy, and trust.Preorder Teach to Sell today and learn how top performers lead their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow.Teach to Sell – Dan Rochon's upcoming book on influence without selling. 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 Drop In CEO podcast Eric Allen, the Chief Sales Officer for Balance Aesthetics and Wellness, shares his journey from humble beginnings at Mitsubishi Motors to becoming a seasoned C-Suite leader. He discusses the essence of strategic planning, execution, and sticking to goals, emphasizing the importance of understanding business processes from the ground up. Eric also touches on the personal values instilled in him by his single mother, his passion for chess, and the significance of fostering original leadership. Tune in to gain valuable leadership insights from Eric's experiences and thought-provoking perspectives. Episode Highlights: 04:19 The Importance of Ground-Level Experience 09:34 From Tactical Expert to Strategic Leader 17:00 Eric's Success Formula for Excellence 21:17 Eric’s insights on Chess, Community, and Calm Eric Allen is a dynamic business leader known for driving rapid growth through operational excellence and visionary leadership. Beginning his career at Mitsubishi Motors, Eric honed his expertise in Lean management and has since led teams at Astral Brands, Jimerson Enterprises, and Balanced Aesthetics + Wellness. As a COO, he champions execution, team collaboration, and customer-centric innovation. Eric thrives on coaching others to exceed expectations and embraces technology to unlock new revenue opportunities and improve efficiency. His leadership style inspires high performance in fast-paced environments. Eric brings deep expertise in business development, operations, strategy, and scalable growth solutions. Connect with Eric Allen: LinkedIn: www.linkedin.com/in/eric-allen-mba-93270174 Company Website: balancedaestheticsmedspa.com For More Insights from The Drop In CEO:

In today's episode of the No Broke Months Podcast, we dive deep into the importance of establishing standards and accountability to lead a successful sales team. You'll learn how to implement practical strategies—like calendar invites, video introductions, and lender connections—that move the sales process forward and foster stronger client relationships. Dan Rochon shares actionable insights on creating team alignment, improving sales performance, and overcoming common challenges when working with buyers and sellers. If you want to drive results and keep your sales cycle running smoothly, this episode delivers the framework to help you do it.What you'll learn on this episodeSet Clear Standards: Establish minimum performance standards to guide your team.Track Metrics: Monitoring performance is crucial to intentional improvement.Use Presumptive Language: Sending a calendar invite with a presumptive close helps train your clients to say yes.Short Introduction Videos: Personalize your approach with a 10-second video introducing yourself to buyers.Introduce a Lender: Leverage your relationship with a lender to build trust with clients and streamline the process.Follow-Up Speed Matters: The quicker your lender contacts the client, the better the results.Accountability Drives Results: Weekly accountability meetings help boost team performance.Success Comes from Collaboration: Rally behind team members who fall behind to ensure their success.The Power of Yes: Every step in the sales process should be designed to get your client to say yes.Empathy and Persuasion: Being empathetic while persuasive will create better outcomes for your clients.If you want to build a sales process that inspires client trust, drives team accountability, and creates predictable results, this is your next step.Teach to Sell gives you the full framework for leading clients and teams with clarity, empathy, and influence—without relying on pressure or guesswork. Inside, you'll learn the exact language, leadership skills, and process structure that top agents and leaders use to create No Broke Months.Preorder Teach to Sell today and start mastering the systems that build consistent success.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar Invitations: Use this tool to schedule and confirm meetings with clients, reinforcing their commitment to you.Lender Introduction Template: Learn how to introduce clients to your preferred lender via text message.Video Introduction Tips: Film quick 10-second intro videos to build rapport with prospective clients.Sales Process Steps: The key steps in the sales process—setting appointments, building relationships, and keeping clients engaged. 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, hosts John McMahon and John Kaplan are joined by Bobby Morrison, Chief Revenue Officer of Shopify, to discuss the transformative power of AI in the sales domain. Bobby shares an in-depth look at Shopify's innovative approach to structuring their go-to-market strategy using pods, which integrate sales, customer success, and engineering teams for optimal client engagement and business growth. He delves into the role of AI in streamlining tasks, enhancing craft, and orchestrating workflows, while highlighting Shopify's AI-first philosophy and the democratization of AI tools across the company. Bobby also touches on the importance of industry-specific knowledge, the benefits of the Chaos Monkey practice to prevent organizational entropy, and the evolving expectations of modern buyers. This episode provides invaluable insights into leveraging AI to drive sales performance and organizational agility.ADDITIONAL RESOURCESLearn more about Bobby Morrison:https://www.linkedin.com/in/bobby-morrison-60663327/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:25] Understanding Shopify's Business Model[00:02:57] Shopify's Go-to-Market Strategy[00:04:55] Transition to Pod Structure[00:09:21] Industry Expertise and Pod Implementation[00:14:00] AI Integration at Shopify[00:17:17] Hiring and Training for AI Proficiency[00:21:38] Challenges and Future of AI in Sale[00:29:41] Enhancing Employee Performance Through Observation[00:30:21] Leveraging Call Recordings for Better Coaching[00:32:17] The Role of AI in Job Security[00:33:25] Importance of Deep Domain Expertise[00:35:30] Customer Expectations and Specialized Software[00:37:22] The Pod Structure and Compensation Models[00:41:31] Partner Ecosystem and Collaboration|[00:42:47] Managing AI and Intellectual Property[00:45:54] Chaos Monkey and Organizational Flexibility[00:51:50] Future of Sales Teams with AIHIGHLIGHT QUOTESOn AI: “AI is not gonna replace your job, but the people using AI will.”On Culture: “Toby [the CEO] advises that Shopify should intentionally destabilize enough to avoid ruts and maintain agility.”On Alignment: “We win best when we win with our partners.”On Future Vision: “I dream one day that our sales teams will wake up and just have great conversations with customers, free from low-value tasks.”

What does it take to succeed in today's channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever. They talk about: - How to build partner trust without controlling the outcome - The unique challenges of managing distributed teams - What sales leadership looks like in a fast-changing partner ecosystem - And why clarity, consistency, and culture are critical to driving results This one's for anyone thinking about the future of sales leadership in a partner-first world.

Send us a textGet ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results.Damien shares one of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He emphasizes that true success comes from focusing relentlessly on the specific activities that directly drive revenue, cutting through the noise of busywork to prioritize what truly moves the needle.But it's not just for managers. Damien passionately argues that sales reps can and should take an active role in team leadership, regardless of their title. He outlines the essential qualities of an effective leader in a sales context: the profound ability to listen intently, to observe behaviors and patterns that others miss, and to cultivate humility as a foundational strength. Damien reveals how a great leader possesses a clear vision – not just of where the team is, but where each individual and the group as a whole can get to.Tune in for a powerful conversation packed with actionable leadership tactics, strategic insights, and the signature engaging banter from Mike and Scott. Discover how Damien Cooke's principles can help you lead yourself, your team, and your sales career to unprecedented heights.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode, we dive deep into the power of managing client expectations through clear communication. From the importance of setting up follow-up meetings with Google calendar invites to the art of leading prospects through the buying process, we share essential tools and strategies that real estate agents need to close deals. We discuss how being proactive with buyers and helping them make informed decisions leads to successful transactions, and why you should always lead clients with trust, clarity, and transparency.What you'll learn on this episodeSetting up Google Calendar invites is a simple yet powerful way to guide your clients through the sales process.Managing client expectations early on helps to avoid surprises and ensures smoother transactions.By having the right conversations upfront, you set yourself and your clients up for success.Being open and transparent builds trust with clients and increases the likelihood of closing deals.Clear communication about the next steps ensures the client is always on the same page.The script for introducing a lender can shift control in your favor, encouraging clients to engage with trusted partners.Being proactive and addressing potential issues before they arise is a key component of successful real estate transactions.Leadership in sales is about guiding clients and helping them achieve their goals, not just being right.In real estate, you get paid to facilitate, not to be right. Empathy and persuasion are key to success.Taking ultimate responsibility for your client's experience ensures a positive outcome, even when things don't go as planned.If you want to stop chasing clients and start guiding them with clarity, trust, and confidence—this episode is your roadmap.Teach to Sell is the foundation of this approach. It shows you how to lead buyers and sellers through a structured, trust-based process that gets results—without pressure or guesswork. With the right conversations, tools, and mindset, you'll not only close more deals, but do it with less stress and more alignment.Preorder Teach to Sell today and start mastering the kind of leadership that creates No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar: A simple tool to set up and send calendar invites, helping both you and your clients stay on track.Teach To Sell: The methodology discussed in this episode is all about helping others get what they want while achieving your own goals.80/20 Buyer Consultation Process – The framework for converting more leads into contracts. 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

What if sales could be transformed from a high-pressure, toxic grind into an uplifting, collaborative, and deeply rewarding experience? In this insightful episode of Leaders of Transformation, host Nicole Jansen welcomes Max Cates—award-winning author, nationally recognized sales leader, and founder of Servant Leaders in Sales—for a powerful conversation on revolutionizing the world of sales through the principles and practices of servant leadership. Drawing from 37 years of proven sales management success, Max reveals how empathy, sacrifice, teamwork, and accountability can supercharge your sales teams and turn conventional wisdom on its head. Dive deep into practical strategies for fostering lateral accountability, building a culture of constructive competition, and leading sales conversations with authenticity and lasting value. Discover how the Four Steps to Supercharged Sales Teams can change not only how you approach sales, but how you lead in every area of your life. Tune in for actionable wisdom—whether you're a seasoned sales manager, a business owner, or someone eager to transform their relationships and results through service-based leadership. What We Discuss in This Episode What propelled you to combine servant leadership with sales management—and what did you discover along the way? How can sales leaders remove toxicity and build a joyful, team-oriented environment? What are the three core words that define servant leadership in sales? Why is lateral accountability a game-changer, and how do you actually implement it? How do you reward teamwork without sacrificing individual motivation and fairness? What does it look like to apply servant leadership in a real sales conversation with a prospect? How do you reconcile metrics/scoreboards with long-term vision and purpose? Why do humility, empathy, and sacrifice give your team and sales process a decisive edge? What mindset shift can move your organization toward win-win, “worthy competitor” thinking? How do you integrate spiritual principles with everyday business leadership? Podcast Highlights 0:00 – Introduction: Transforming Sales Through Servant Leadership 2:07 – Max's Journey: From Toxicity to Teamwork in Sales 6:25 – The Heart of Servant Leadership: “Help Others Succeed” 9:40 – Ego vs. Service: The Power of Sacrifice in Leadership 11:52 – Redefining Success: Vision, Purpose, and Metrics Addiction 14:56 – Constructive Competition: Teamwork vs. Lone Wolves 20:10 – Lateral Accountability: A New Standard for Sales Teams 28:45 – Rewarding Teamwork: Assessment, Pay, and Culture Shifts 33:02 – The Servant Leader's Sales Conversation: The PERC Model 46:00 – Humility, Authenticity, and Service as the True Sales Superpowers 49:50 – Final Thoughts, Closing Prayer, and Action Steps Join us for this transformative conversation with Max Cates and discover how servant leadership can elevate your sales—and your life—to their highest potential. Favorite Quotes “There are three words that describe servant leadership in sales: help others succeed.” “The scoreboard is not your goal. The metrics system is a tool. Your goal is your vision.” “Love and seek the best for others. That's servant leadership—at work and everywhere else.” Episode Show Notes: https://leadersoftransformation.com/podcast/business/537-cultivating-servant-leadership-in-sales-with-max-cates/ Check out our complete library of episodes and other leadership resources here: https://leadersoftransformation.com ________

In this freestyle riff from the Culture Over Quota series, AJ gets deep on two overlooked truths in modern sales orgs: span of control and change readiness. How many AEs can a leader actually lead well? And when new markets, products, or pivots hit the roadmap—are your people built to bend or break? AJ explores the hidden impact of ego, strategy fatigue, and team misdesign. Drawing from real-world scars, he shares how to spot when your team was built for phase two, not from the mud, and why org design and leadership development must move in lockstep with go-to-market ambition.If you lead with heart, data, and the nerve to challenge the norm—this one's for you.

In this episode, we dive into the differences between management and leadership and how they impact business success. Learn how effective leadership isn't about being right but empowering others to think and act in alignment with a shared vision. We also discuss how to recognize your strengths and weaknesses and how to complement them with the strengths of others to build successful partnerships. This episode provides insights into how to approach negotiations and transactions with empathy and persuasion for better results.What you'll learn on this episodeManagement focuses on accountability and overseeing tasks.Leadership inspires and guides others toward a shared vision.The Scarlet Method highlights five key traits: Self-starters, Competitive, Assertive, Relationship-based, and Team players.Recognize your strengths and weaknesses and surround yourself with complementary talent.Managing details like timelines and negotiations is essential for smooth transactions.Negotiation success comes from empathy and persuasion, not just being right.Salespeople are paid to influence, not to be right.Take responsibility for the outcomes of your transactions, even when others are involved.Leading by example means teaching others how to think and achieve what they want.Personal growth is key to leading effectively and empowering others to succeed.If you want to build a business based on influence, trust, and scalable leadership—this is your blueprint.Teach to Sell gives you the tools to lead buyers, sellers, and teams without pressure or posturing. It's about understanding people, guiding decisions, and creating alignment that drives results. Whether you're closing deals or growing a team, this book will help you lead with power, purpose, and predictability.Preorder Teach to Sell today and discover how the best salespeople lead—not manage—their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeScarlet Method: Learn more about the five key traits in the Scarlet Method (Self-starters, Competitive, Assertive, Relationship-based, Team players). This method is an essential guide for identifying the right people to lead and build a successful team.Teach to Sell: Discover more about leadership in sales and how understanding people's needs and aligning with their goals will help you grow your sales and leadership skills.Effective Negotiation: Explore strategies for improving negotiation skills, focusing on empathy, persuasion, and flexibility in the face of challenges. 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

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

In this episode, we dive into the key difference between leadership and management in real estate. Dan shares his journey from being a food and beverage director at a luxury hotel to leading successful real estate teams. He reflects on how leadership is about guiding people to think for themselves to help them achieve their goals, while management is about overseeing tasks. Through personal anecdotes and real-world examples, Dan teaches the value of leading with heart and the importance of not just being right but helping others lead themselves. Tune in to learn how this approach can change your business.What you'll learn on this episodeLeadership is about guiding others to think for themselves and achieve their goals.Management oversees tasks; leadership inspires and motivates toward a shared vision.Celebrating consistent actions over the outcome fosters a mindset of success.Lead generation is crucial to maintaining business flow, especially in challenging markets.Successful leadership empowers people, while management focuses on operational tasks.True leadership attracts those seeking guidance and fosters trust.Leadership is about setting standards and modeling behavior for others.Focus on the process, not just the results, to build sustainable success in sales.Sales professionals don't get paid to be right but to guide clients and lead them to decisions.Leadership requires patience, communication, and helping others see the bigger picture.If you're ready to move beyond just managing transactions—and start leading people to better decisions and bigger breakthroughs—this is your next step.Teach to Sell reveals the exact strategies, scripts, and mindset that top agents use to lead with heart and win with consistency. Whether you're guiding a team or helping buyers and sellers, this book gives you the tools to become the kind of leader people trust—and follow.Preorder Teach to Sell today and transform how you lead, sell, and grow.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework for building trust and leading clients effectively in real estate sales. 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, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul's transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pressing challenges faced by sales leaders, underscoring the critical shift needed to move from conventional competition to true coaching, fostering individual growth within sales teams. This episode is packed with key insights such as using AI as a collaborative tool within sales, the future of sales leadership, and the transformative potential of adopting an apprenticeship model in the post-AI era. Lead first, sell more. It really is the secret sauce of sales leadership. To connect with Paul, to learn more about what he does, including plugging into his podcast "Leadership That Sells", go to: LinkedIn - https://www.linkedin.com/in/paulwmorton/ Website - https://practical-leadership.academy/ Leadership That Sells Podcast - https://podcasts.apple.com/au/podcast/leadership-that-sells/id1642528911

ABOUT THE GUEST(S)Morgan J. Ingram is a dynamic sales strategist, keynote speaker, and content creator who specializes in modern sales development and personal branding. As Founder and CEO of AMP Social, Morgan is passionate about helping sales professionals level up their skills through mindset shifts, storytelling, and authentic engagement.Widely recognized for his impactful content and his YouTube series The SDR Chronicles, Morgan empowers sales teams to build trust, create meaningful conversations, and succeed by showing up as their true selves.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Morgan Jay Ingram, VP of Go-To-Market Talent and Development at Amp Social. The discussion highlights the importance of genuine storytelling, leveraging AI to enhance productivity, and maintaining authenticity amidst rapid technological advancements. Morgan shares valuable strategies on how sales professionals can use AI as an ally while staying true to their craft and building meaningful relationships with clients.KEY TAKEAWAYSThe importance of authentic leadership and building trust in the sales profession. The significance of storytelling and connection in maintaining relevance in a world influenced by AI. Leveraging AI as a tool to enhance productivity rather than a replacement for human skills. The focus on immersing oneself in their craft and industry to truly "sell from the heart." The impact of technology, especially AI, on the sales profession and how sales professionals can adapt.QUOTES"Great leadership doesn't stop with sales. It starts at the top with CEOs who inspire, trust, create meaningful cultures, and lead with purpose." "Selling from the heart comes from immersing yourself in the craft of what you do and finding alignment in the passion or excitement of what you sell." "If you're immersed in your craft and sales, you're immersed in the industry, and then I think that's selling from the heart because you're gonna have empathy from both lenses." "AI is an incredible assistant in terms of streamlining things. Think of it as a free assistant that can help you take steps that you struggle with." "AI can actually filter through the noise, but it is only a mirror of you. If your outputs are bad, it means you're not doing the right thing to begin with."Learn more about Morgan J Ingram.LinkedIn: https://www.linkedin.com/in/morganjingramamp/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 Goats of Growth podcast, I had the pleasure of interviewing Candidate 10, a seasoned sales leader with extensive experience in tech startups, particularly in AI and pharma. We talked about her journey from being an early employee at startups to leading high-performing sales teams. Candidate 10 emphasized the value of foundational sales skills, understanding individual motivations, and crafting effective compensation plans. She also shared her unique ability to read people, her aspirations for future leadership roles, and her perspective on what truly defines a successful sales leader.   Chapters 00:00 Introduction to the Goats of Growth Podcast 01:02 Jenna Okoro's Career Journey 03:08 The Importance of Foundational Sales 05:21 Transitioning from Individual Contributor to Leader 07:40 Identifying Individual Strengths in Sales 08:27 Understanding Comp Plans and P&L Management 10:47 Future Aspirations and Industry Preferences 12:54 Bonus Question: Magic Wand Abilities 14:59 The Art of Reading People 17:49 Secret Sauce: What Makes You Unique 19:21 Conclusion and Final Thoughts

On this episode of RevOps Unboxed, Sandy Robinson sits down with Ian Grace, Vice President of Sales at Ocrolus, to discuss how revenue operations can effectively align with sales leadership. They discuss alignment, territory planning, and sneaky CRM exports.

In this episode of Confessions of a B2B Entrepreneur, Tom Hunt speaks with Gabe Lullo, CEO of Alleyoop, a leading SDR-as-a-service firm. Gabe unveils his groundbreaking employee-powered content machine, a unique strategy that remarkably drives 40% of Alleyoop's new business. Drawing from his sixteen years in sales and leadership, Gabe also shares how to overcome common cold outreach pitfalls with data-driven strategies, Alleyoop's 'plug and play' SDR teams for scalable B2B growth, and his unique journey from SDR to CEO. Essential listening for B2B founders, sales leaders, and marketing professionals looking to innovate their demand generation and future-proof their revenue engine.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential aspects of the B2B sales process, career development, and leadership. Jim shares valuable lessons from his extensive career, emphasizing the importance of understanding customer pain points, selling higher in the customer organization, and connecting solutions to concrete business metrics. Through insightful stories from his experience at companies like IBM, PTC, and beyond, Jim highlights how asking the right questions and staying curious can lead to substantial sales success. The conversation also delves into practical advice for young sellers and leaders, stressing the significance of structured training and continuous learning. Jim's anecdotes offer perspective on effectively driving urgency, building strong champions, and implementing impactful sales strategies.ADDITIONAL RESOURCESLearn more about Jim Drill:https://www.linkedin.com/in/jimdrill/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[00:02:09] Jim's Early Career at IBM[00:05:23] Learning the Sales Process[00:07:13] The Importance of Curiosity and Learning[00:15:34] Advice for Young Sellers[00:21:15] Understanding Business Metrics[00:30:08] High-Level Sales Strategies[00:38:08] Budget Constraints and Problem Solving[00:38:43] The M and W Approach to Organizational Navigation[00:39:12] Connecting Metrics to Urgency and Champions[00:40:12] The Importance of Metrics in Sales[00:41:09] Creating Emotional Connections in Sales[00:45:51] The Power of the Champion Letter[00:56:58] The Role of Sales Leadership[01:00:31] Common Mistakes in StartupsHIGHLIGHT QUOTES"Knowledge builds confidence. Confidence turns into credibility. Credibility turns into enthusiasm. That turns into passion, and passion turns into persuasion. But the foundation is knowledge.""The urgency, lack of champions—if sellers are struggling, go back to your metrics. Where are you with your metrics?""Consultative selling is not just about providing solutions, but deeply understanding the pain points and creating value.""You can either do this, separate yourself and set yourself up for the future, or you're going to end up working for someone that did it.""Fires are going to happen. My job is to make sure the whole forest doesn't burn down."

Success in sales isn't just about strategy — it's about mindset, discipline, and staying grounded in what actually matters.In this episode, James sits down with Brian Reimer, Regional Sales Director in the cybersecurity space (Cato Networks) and long-time enterprise closer, to break down what it really takes to win million-dollar deals without losing yourself in the process.Brian opens up about:His approach to enterprise sales cyclesHow his faith and family keep him anchoredWhy he chose people and purpose over prestigeWhat most reps get wrong about long-term follow-upAnd the real reason your energy matters more than your pitchIf you're trying to close bigger commercial cleaning contracts, stay patient through long sales cycles, or balance personal growth with business pressure — this episode will hit home.Whether you run a $500K company or manage a team of 200, this one's for the leaders playing the long game.

In this episode of the No Broke Months Podcast, Dan Rochon breaks down the core elements of building a successful business: lead generation, organization building, and leadership. Learn how to navigate the challenges of starting from scratch, the importance of developing the right skills, and why true leadership is about teaching others how to think to get what they want. This episode offers actionable insights to help you scale your business and develop the right leadership mindset to create consistent, predictable income.What you'll learn on this episodeLead generation can be done through prospecting, marketing, or networking.Focus on activities over immediate results to build consistency.If you're not hitting your goals, check if you're not saying it often enough, to the right people, or saying the right things.Time is limited, but money is unlimited—leverage both.Building a business requires a shift from sales to leadership.Leadership is about teaching others how to think to achieve their goals.Effective leaders focus on the solution, not the problem.The difference between a lead generator and a leader is sustainable impact.Building an organization requires different skills than just generating leads.Great leadership creates lasting success, both professionally and personally.Resources mentioned in this episodeTeach to Sell: A system for leading others through influence rather than traditional selling.CPI Business Growth Model: The process of building belief, lead generation, organization, and leadership to achieve consistent income. 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

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

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

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 7, who shares his unique career journey from military service to cybersecurity sales. We discuss the importance of channel sales, valuable career advice, and how he balances work with family life. Candidate 7 reflects on facing setbacks, seeking new opportunities, and the impact of recommendations in the job market. He outlines his ideal job description and expresses openness to roles beyond cybersecurity, highlighting the importance of SaaS. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:06 Unique Career Journey 04:52 The Importance of Channel Sales 06:33 Valuable Career Advice: Visit Customers 09:11 Balancing Work and Family Life 11:51 Facing Setbacks and Personal Growth 13:25 Seeking New Opportunities 15:37 The Value of Recommendations 17:10 Ideal Job Description for Future Roles 20:42 Open to Opportunities Beyond Cybersecurity 21:48 Compensation Expectations 22:57 Career Advice for the Next Generation

In this episode of Owned and Operated, we dive into a powerhouse conversation with top sales leaders—AJ and Noah from Premier Home Pros—as they unpack how to scale a home service business rapidly and sustainably. Whether you're hiring your first rep or leading a high-velocity sales team, this episode delivers practical strategies for fast growth without losing control.From building a magnetic company culture to overcoming supply chain roadblocks, we explore what it really takes to run a top-tier sales operation at scale. If you're aiming to grow your team, tighten your sales systems, or simply perform better—this one's for you.

Most leaders think hiring is about resumes. It's not. In this episode of No Broke Months, Dan Rochon tells the raw story of hiring four CFOs in six months—and what finally made the fourth one thrive. It's a lesson in culture, clarity, and leadership. You'll learn why the right person makes the job feel effortless, how to define your company culture using one question, and why your vision, values, and expectations must align. If you're growing a business, building a team, or striving to lead with purpose—this episode is your blueprint.What you'll learn on this episodeThe Wrong Hire Doesn't Mean the Person Is Wrong—Just That They're Wrong for YouThe One Question That Defines Your Culture: “How do I like to be treated?”Why the Right Person Makes the Job Feel EasyThe Scarlet Framework – Self-Starter, Competitive, Assertive, Relationship-Based, Learning-Based, Team PlayerHow to Align Vision, Mission, and TalentLeadership vs. Management – Leaders inspire; managers maintainWhy Clear Expectations Are Non-Negotiable – You can't lead what you don't defineTracking Wins and Failing Forward – Create a culture of ownership without guiltEmotional Safety Matters – Your team should feel supported, not shamedPersonal Reflection Fuels Leadership Growth – Ask: What inspires me? and journal your way to clarityIf you're tired of turnover, misalignment, and team drama—it's not just a hiring problem. It's a leadership opportunity.Teach to Sell isn't just about sales. It's about influence—the kind that builds high-performing teams, attracts aligned clients, and creates a culture that lasts. This book is your guide to becoming the kind of leader people want to work with and buy from.Preorder Teach to Sell today and start building a business—and a team—that never has another broke month. https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: Why Top Performers Never Sell And What They Do Instead – Dan's upcoming book focused on transforming the sales industry through influence, not pressure.The Scarlet Hiring Framework: A tool for identifying top talent that aligns with your leadership style.CPI Community: A place for sales pros and business owners to create consistent, predictable income through leadership and systems. 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

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

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

Luke Lunkenheimer is living proof that you can rewrite your story. In this episode of Blue Is The New White, he opens up about battling addiction, facing prison, and finding salvation in sales not just as a career, but as a purpose. This one hits hard. Luke doesn't sugarcoat the pain, the hustle, or the pressure. But he shows how discipline, mindset, and real human connection can turn everything around.

What do you do when the market crashes and your team starts to panic? ZoomInfo's CRO James Roth has one rule: don't lower the bar.In this episode, James opens the playbook on what it really takes to lead a high-performing sales org through chaos. No buzzwords. No theory. Just the hard truths, decisions, and systems that keep ZoomInfo's revenue engine running—even when headlines scream panic.▶ From stock market volatility to sales team psychology, from discipline under pressure to the revolutionary impact of AI—this episode goes deep.James shares:Why most sales leaders get downturns completely wrong.The exact moment leaders lose control of their team's culture—and how to prevent it.What a real CRO's morning routine looks like (and why it starts at 4:30 a.m.).How ZoomInfo's AI instantly surfaces insights, empowering every rep to sell like a top performer.Why lowering quotas in tough times is never the answer.The precise leadership mindset that turns pressure into your strongest advantage.This is the episode to share with your VP, your board, or your top performers who are questioning how to navigate market uncertainty.It's a candid, behind-the-scenes conversation with one of the most respected go-to-market leaders in SaaS.Watch until the end—James reveals the single most damaging mistake sales leaders make when markets tank (and it's not what you think).About the ShowWhat does it really take to grow a B2B business today? We ask the people doing it.The Belkins Podcast dives deep into the strategies, decisions, and behind-the-scenes insights driving real growth at top B2B companies. Each episode features candid conversations with industry heavyweights—CROs, CMOs, founders, and seasoned operators—who've navigated market downturns, scaled teams, and mastered the realities of revenue growth.You'll hear hard truths, unfiltered insights, and actionable tactics directly from leaders who've actually done the work.

Alex Gabbert is the Director of Brand Communications for Publicity for Good. For over a decade, Alex has been helping businesses and salespeople build high performing teams, achieve record-setting success, and create mindsets that help them not only manage challenges…but more importantly…navigate their careers to achieve outcomes they'd previously only dreamed of. Alex joins the show and shares some really important insights around the role of leadership and why possibilities > activities in sales leadership and how Elite Leaders can move past just emphasizing what to say and how to say it and instead get to that next level of “What to Achieve.” Helping your team members become more purposeful is one of those catalysts that moves a leader from a good one to an elite one. And this episode will help you think differently about how you engage your team as a leader. You can connect with Alex on LinkedIn here. (https://www.linkedin.com/in/alexgabbert/) You can check out Publicity for Good here. (https://publicityforgood.com/) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/c/SalesLeadershipUnited) Be sure to check out the full video of this episode on our YouTube channel here.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

In this weeks' Scale Your Sales Podcast episode, my guest is Hayal Koc.   Hayal is a Regional Vice President at Salesforce, the world's leading digital labor and CRM platform. She recently relocated to London, where she led a team of top sales professionals partnering with companies across all industries in the UK and Ireland. Prior to Salesforce, I co-founded and led sales and business development at a HR-tech startup based in Istanbul, Turkey and I began my career in investment banking and consulting, working at top global firms JP Morgan, EY and PwC.   In today's episode of Scale Your Sales podcast, Hayal explores the mindset needed to navigate constant change, focusing on curiosity, resilience, and detachment from fixed outcomes. She shares lessons from her multicultural background, her journey in building trust and confidence as a leader, and offers practical strategies for coaching teams by empowering individuals. This conversation provides valuable insights for those stepping into new roles, leading diverse teams, or aiming to make a meaningful organizational impact.   Welcome to Scale Your Sales Podcast, Hayal Koc.     Timestamps: 00:00 Embracing Change, Curiosity, and Resilience in Sales Leadership 04:16 Career Growth Through Curiosity 07:28 Proactive Career Planning 12:35 Approach New Roles with Fresh Perspective 15:12 Preparing for Success through Understanding 20:47 First Female Leader Experience 23:56 Personalized Team Management Conversations 27:46 Embrace Curiosity and Technology 29:55 Integrity and Impact Focus     https://www.linkedin.com/in/hayalkoc/     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: Josh Blackman   Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance.   Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees.   What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting.   Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction.   How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth.   Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity.   Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations.   CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily.   Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement.   Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most critical and misunderstood phases of complex enterprise sales: procurement. They dissect the challenges of "separation of church and state," the pitfalls of weak champions, and the importance of owning the final stretch of the sales cycle with confidence, conviction, and clarity of value.KEY TAKEAWAYS[00:00:25] Understand “Separation of Church and State”: Champions often step back during procurement. Plan for it, but don't surrender the deal.[00:01:33] “Participate in Your Own Rescue”: Teach champions to fight for the value they believe in—even through procurement.[00:03:15] Extreme Ownership is Non-Negotiable: Blaming procurement delays is a weak excuse. Elite sellers own the entire process.[00:04:00] Know the Negative Consequences: It's not just about the pain — it's about what happens if the problem doesn't get solved now.[00:05:54] True Champions Have Power and Influence: They actively sell on your behalf and are invested in your success. Anything less is not a real champion[00:06:38] Elite Sellers Multiply Champion Power: The best reps elevate their champions inside the account. It's not seller vs. buyer—it's a partnership.QUOTES[00:01:54] “You can't get alligator arms during procurement. If this is what you want delivered, you have to participate in your own rescue.”[00:03:35] “Extreme ownership means the deal is yours. No excuses. If procurement's dragging, you didn't plan it right.”[00:04:59] “Without understanding the negative consequences, you can't drive urgency — and urgency drives deals.”[00:05:54] “A true champion has power and influence, is actively selling on your behalf, and has a vested interest in your success.[00:07:02] “If a rep's saying, ‘It's us versus them,' you're in trouble. It means you never had a real champion to begin with.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-companies-with-marcello-galloEnjoying 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/

Revenue is the result—but what drives it? That's the question Aj Vaughan, host of The E1B2 Collective Podcast, dares to explore in this powerful new series built specifically for sales leaders, sales teams, and the people who enable them.Culture Over Quota goes beyond the tactics of prospecting, closing, and pipeline management. It's a deep dive into the human systems that make sales organizations sustainable, resilient, and built to scale. Aj brings his workforce strategy roots to the high-stakes world of sales, unpacking what most ignore: the leadership gaps, cultural blind spots, and team dynamics that quietly shape performance.Through unscripted conversations with CROs, enablement leaders, sales managers, and people-first operators, this series explores:How to recruit and onboard in ways that build belonging, not burnoutHow team dynamics and internal communication shape execution more than any scriptHow trust, feedback, and psychological safety become true competitive advantagesHow leaders can build cultures that hold both people and performance accountableWhy the best sales orgs treat enablement, coaching, and leadership development as revenue drivers—not HR's side projectIf you believe sales is more than numbers on a dashboard—if you believe real success is built in the conversations inside your team long before they ever reach a prospect—this series is for you.Welcome to Culture Over Quota. Where human-centered leadership meets high-performance sales.

Welcome to the first episode of Why Did It Fail?, a fresh look on Redefining Outbound! In this episode, Cognism's Shivan sits down with Narrative AI founder Michael Isernio to unpack a failed VP of Sales stint, exploring why outbound fell flat, how misalignment with leadership signaled deeper issues, and what he'd do differently if given another shot. A candid, insightful look at failure as fuel for growth.

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

Bill McCormick is a seasoned sales professional, social selling trainer, and host of the All Selling Is Social podcast. After launching a successful promotional products business with his wife Sue using digital tools like LinkedIn, Bill went on to found Digi Sales, a company focused on teaching authentic, relational sales through digital platforms. He is also the author of the forthcoming book The Social Selling Compass, and is passionate about helping sellers build trust and drive revenue through genuine, heart-centered connections.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Bill McCormick, co-founder of Digi Sales. The conversation centers around how sales professionals can authentically connect with prospects on LinkedIn. Bill discusses the dangers of antisocial behavior in social selling—like spamming and false platitudes—and offers powerful tips on how to build meaningful digital relationships. He also touches on the importance of inner work and maintaining a healthy heart to truly sell with authenticity. This episode is packed with practical advice and encouragement for embracing social selling with purpose and heart.KEY TAKEAWAYSAuthenticity Wins: Selling starts with sincerity. Be yourself and build real trust with buyers.LinkedIn with Purpose: Treat LinkedIn like a virtual networking room, not a billboard. Start conversations, not cold pitches.Customer-Centric Sales: Focus on serving, not selling. Understand your prospect's needs before offering solutions.Mindset Matters: A healthy heart and self-awareness are essential to selling from the heart.Avoid Antisocial Selling: Skip the spam and build relationships the right way—slowly, meaningfully, and respectfully.. HIGHLIGHT QUOTES“Out of the overflow of the heart, the mouth speaks.”“If you want to sell from the heart, you gotta have a good, healthy heart.”“Treat LinkedIn like a 24/7 networking room, engage authentically just as you would in person.”“Antisocial behaviors in digital sales include lying, mass spamming, and making false platitudes.”

Hiring isn't about luck—it's about alignment. In this episode, Dan Rochon breaks down why most agents fail at hiring and how to flip the script using the SCARLET framework to build a team that multiplies your success instead of draining your time. If you've ever hired someone who seemed great on paper but flopped in practice, this one's for you.What you'll learn on this episodeHiring is only 50% successful—at best—so systemize the processThe first 90 days reveal everything (keep or cut)Use SCARLET to filter candidates: Self-Starter, Competitive, Assertive, Relational, Learning-Based, Team PlayerGreat hiring starts with knowing yourself firstFewer but better relationships lead to more powerful outcomesResources mentioned in this episodeOn-Demand Training – Full training libraryTeach to Sell – Dan Rochon's upcoming book on influence without selling.SCARLET Hiring Framework – Traits to screen for 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 Rochon

If you've ever struggled to find the “right people” or scale your business, this episode uncovers the real root of the problem—it's not them. It's the silent doubt in you. Dan Rochon shares a powerful mindset shift and teaches why belief in yourself is the first step to hiring, scaling, and leading effectively. This isn't just about building a team—it's about becoming the version of yourself who attracts the right team. Get ready to let go of fear, step into your worth, and finally lead like the business owner you were meant to be.What you'll learn on this episodeThe 4 pillars of building a business: Belief, Lead Generation, Organization, LeadershipWhy your ability to hire begins with your belief in yourselfA guided moment to release self-doubt and step into leadershipThe truth: hiring is more about you than it is about themThe next step: follow the roadmap and scale with purposeResources mentioned in this episodeTeach to Sell: Dan Rochon's upcoming book on influence without selling.On-Demand Training: Full training library with step-by-step videos on scripts, systems, and conversions.Referral Script Framework: The word-for-word script to turn a “thank you” into a referral without being pushy.Hiring & Organization Course (upcoming): A training module focused on building your business by surrounding yourself with the right people. 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 Rochon

In this weeks' Scale Your Sales Podcast episode, my guest is Leslie Douglas.   Leslie Douglas is an award-winning sales coach dedicated to helping sales professionals align with their purpose and maximize productivity for high-impact results. With over 15 years of sales experience and a decade in coaching, she empowers individuals and teams to drive pipeline while staying authentic to their unique voice. A LinkedIn Top Sales Voice, and host of the popular Sell Better Daily Sales Show, Leslie speaks globally, inspiring sales professionals to sell with confidence, clarity, and purpose.   In today's episode of Scale Your Sales podcast, Leslie explores the evolving dynamics of high-performing revenue teams, emphasizing that despite advancements in AI and technology, it's people and effective coaching that drive success. She discusses the shift from deal-centric to people-focused coaching, the importance of personalized motivation, and the need to support both sellers and leadership. The conversation also highlights the role of diversity, community, and changing generational values in shaping a resilient and inclusive sales culture.   Welcome to Scale Your Sales Podcast, Leslie Douglas.     Timestamps: 00:00 Prioritizing People in Revenue Teams 05:28 Emerging Trends in Sales Kick-offs 07:27 Data-Driven Leadership Insights 12:23 Individual Motivation Beyond Money 14:41 Shattering Glass Ceilings Together 18:17 Shifting Career Aspirations and Values 21:26 Generational Shift in Risk Tolerance 24:28 Experiencing Global Traditions Journey 27:54 Curiosity: Key Sales Tool 31:14 Finding a Safe Community Transformed Me   https://www.linkedin.com/in/lesliebdouglas/ https://www.instagram.com/itslesliedouglas/     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: Courtney Stanford Guest Bio: ​Courtney Stanford, CCIM is a Managing Director at SVN Dunn Commercial where she facilitates the acquisition, disposition, and leasing of industrial properties in the Mid-Cities market of Dallas-Fort Worth. In addition to her role as a producer, Courtney also assists with the management and strategic direction of the firm as a whole.  Courtney graduated from Texas Christian University in 2012 and earned her CCIM designation in 2019. She currently serves on the Board of Directors of the North Texas CCIM (Certified Commercial Investment Member) Chapter as immediate Past President & is the Co-founder & Past President of IWIRE North Texas (Industrial Women in Real Estate). Courtney is also an active member of NTCAR (North Texas Commercial Association of Realtors), the Real Estate Council of Greater Fort Worth (TREC), a Member Associate of the SIOR North Texas Chapter & active volunteer with the Fort Worth Junior League.    When not driving around to explore a new industrial facility in the area, Courtney enjoys practicing yoga, playing golf, or engaging in a game of Mahjong. She also likes spending time with her husband, Adam Stanford, and their three dogs, Sophie, Henry, & Chance.   Key Points: Women in Commercial Real Estate · Co-founded iWire (Industrial Women in Real Estate) to support women in the field. · Advocates for strong mentors, self-confidence, and overcoming imposter syndrome. · Credits her Christian faith and personal growth for helping her through difficult times.   Leadership and Team Building · Initially faced resistance from male colleagues when joining her father's company. · Transitioned into leadership and rebuilt the team post-COVID. · Now leads a diverse team she personally recruited and trained. · Emphasizes company culture, core covenants, and creating an inclusive environment.   Recruiting Strategy · Recruits both junior and senior talent, focusing on cultural fit. · Uses tools like CareerPlug to streamline the hiring process. · Looks for traits like discipline and financial preparedness.   Client Relationship Management · Maintains relationships with clients through quarterly touches. · Uses a CRM to automate and manage communication. · Recognizes the value of the human touch and still makes personal calls when appropriate.   Use of AI in the Business · Exploring AI tools like Jasper and Buildout for efficiency in marketing and communication. · Values AI for support but maintains that personal relationships and human interaction remain key.   Managing Pipeline and Team Consistency · Encourages agents to specialize in a product type and market area. · Treats junior brokers like entrepreneurs building their own businesses. · Uses weekly team meetings and accountability huddles to track progress and keep brokers focused.   Challenges as a Leader · Biggest frustrations: inconsistency among team members and maintaining a predictable pipeline. · Coaches and produces simultaneously, which adds pressure. · Leans on partnership with her father to balance responsibilities.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

Judy Weber is a former attorney turned business owner turned performance coach who works with elite leaders worldwide. Her success frameworks have been featured on NBC, Fox, CBS, ABC, Forbes, and many other mainstream publications. Her mission is to help leaders create life-changing years without sacrificing the things that matter most in order to do it. Today she joins the show to share how leaders can treat connection with others as a skill and how every leader can be intentional in places that matter most and see how small changes create massive…disproportionate results. You can connect with Judy on LinkedIn here. (https://www.linkedin.com/in/judyweberco/) You can learn more about Judy and her Company here. (https://www.judyweber.co/) You can check out Judy's Podcast, Joyful Business, here. (https://www.judyweber.co/podcast) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/SalesLeadershipUnited)

Guest: Jason Moss   Guest Bio: Jason Moss is a multi-six-figure business coach who helps online business owners generate more leads and clients. His journey began in 2016, earning just $4,728 his first year. After years of persistence and experimentation, he cracked the code to consistent lead generation and scaled his business to $500,000+ per year. Jason has since built a thriving community of 1,000+ clients and is passionate about helping others grow profitable, high-integrity businesses. His strategies focus on ethical marketing, long-term relationships, and sustainable success. Now, he's sharing everything he's learned to help online business owners attract more clients, make a bigger impact, and experience true freedom. Jason lives in Boulder, Colorado, with his partner Kimberly, dog Boomer, and cat Zola.   Key Points: Gratitude and Positivity: The message starts with a warm “Thank you!” and appreciation that the other person found the post helpful. This sets a positive tone and reinforces a friendly, supportive interaction. It also builds rapport and encourages continued engagement. Mindset Shift: The core message is about changing the way we think about writing, especially the beginning stages. Instead of diving straight into the content, the speaker encourages us to be intentional about how we start. It's not just about writing more; it's about thinking differently, which can improve the whole process. Importance of a Strong Introduction: The analogy of a strong introduction being like a “foundation before building the house” really drives the point home. A good intro isn't just a formality — it sets the stage for everything that follows. By investing effort up front, you save time, prevent confusion, and create a more coherent final piece. Encouragement for Reflection and Action: The speaker ends with a thoughtful question: “Have you thought about any tweaks you might make to your own introductions?” This isn't just rhetorical — it nudges the reader to actively think about how they can apply the idea to their own work. It turns a passive insight into a potential action step.   Guest Links: After signing 2000+ clients and generating well over $1M in sales online, Jason's learned that the #1 key to attracting more of the clients you want is having the right messaging to call them in. The problem is, most online business owners are missing clarity on their messaging—and it's costing them clients, income and impact every single month. Jason's free messaging cheatsheet will help you solve that problem. Inside, you'll discover proven messaging secrets and guidance to help you get clear on your messaging today—so you can show up in a more powerful, impactful way through your emails, content and posts and attract more qualified leads and clients ASAP. Get My $1M Messaging Cheatsheet       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Grace Gavin, author of Know Honesty, helps leaders simplify communication and eliminate divides within organizations. She guides individuals to master communication with authenticity, believing that everyone deserves to be heard and respected. Grace specializes in asking powerful questions that help uncover the real barriers to genuine communication.Ken Bogard brings a transformative "Know Honesty" approach, helping leaders elevate communication, collaboration, and leadership. His entrepreneurial drive has impacted over 60 organizations, 300 lSHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Grace Gavin and Ken Bogard, co-authors of Know Honesty. They explore the critical role of open and honest communication in sales and leadership. Grace and Ken introduce ideas such as “The Agreement” to help establish trust early and emphasize how combining openness and honesty can revolutionize client relationships. This conversation highlights how prioritizing connection over closing the sale fosters lasting success and authentic influence.KEY TAKEAWAYSKnow Honesty Approach: Rebuilding trust and connection through genuine open and honest communication.The Agreement: Setting upfront expectations to create safe, transparent conversations.Client-Centric Mindset: True sales success comes from prioritizing the client's needs, not just closing deals.Balance of Honesty and Openness: Sales professionals must combine self-expression with active listening to build real trust. HIGHLIGHT QUOTES

This is episode 752. Read the complete trascription on the Sales Game Changer Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. 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! Today's show featured an interview with Olivia Lynch, leader of the Salesforce Women's Network (SWN). IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales Leadership series of the Sales Game Changers Podcast. Find Olivia on LinkedIn. OLIVIA'S TIP: “It's not bragging if it's true. You did the thing. What's the problem in sharing?”

In this weeks' Scale Your Sales Podcast episode, my guest is Jacques Sciammas.   Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer's perspective, to help them win deals with the C-suite and develop strong relationships.   In today's episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.   Welcome to Scale Your Sales Podcast, Jacques Sciammas.     Timestamps: 00:00 CFO Leads Capital Investment Committee 05:16 Evolving C-Suite Dynamics and Decisions 08:34 Expanded C-Suite Roles 11:35 Evolving KPIs: Beyond Profitability 15:01 Empathy Key to Sales Success 18:45 Corporate-Political Balance and Responsibility 23:26 Efficient Meetings and Value Focus 26:23 C-Suite Misalignment in Sales Meetings 27:42 Sales Success: Beyond Basic Preparation   https://www.linkedin.com/in/jacques-sciammas/     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.

Amy Franko is a strategic sales expert, keynote speaker, and author of The Modern Seller. With a background at IBM and Lenovo, she helps mid-market companies elevate their B2B sales strategy and leadership development. Named one of LinkedIn's Top Sales Voices, Amy blends modern sales techniques with values of trust, authenticity, and long-term relationship-building. Her mission is to raise the bar for sales professionals and empower them to grow through intentional, modern strategies.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome back Amy Franko for a heartfelt discussion on how intentionality drives personal and professional success in sales. Amy unpacks how to better manage your time, focus on high-impact relationships, and avoid the “empty tank” syndrome. From personal growth routines to strategies for saying no, this episode is filled with practical advice for sales professionals who want to show up with energy, clarity, and purpose. If you've ever felt spread too thin or disconnected from your “why,” this episode will re-center and refuel you.KEY TAKEAWAYSIntentionality Is a Differentiator – Being intentional with your time, tasks, and relationships will set you apart in sales and in life.Don't Run on Empty – Recognize when your energy is low and take action to refuel yourself before burnout hits.The Power of Saying No – Creating a “no list” helps protect your priorities and prevents overcommitment.Start with You – Morning routines and personal development aren't just nice to have—they're essential to lead, sell, and serve.Refuel to Deliver Value – You can't show up authentically for clients if you haven't taken care of yourself first. HIGHLIGHT QUOTES

Michael Barbarita is the founder and CEO of Next Step CFO. For nearly 20 years, Michael and his team have helped organizations of all kinds implement systems that fuel growth without burning out. In his work, Michael has developed a framework for creating compelling offers that impacts every part of the sales process. Creating more, high quality opportunities…spending time on the right opportunities….improving opportunity sizes…improving win rates…and shortening cycle time. And while any one of these are worth a sales leaders' attention…his framework will help you in all 4. This is an episode that will help you build systems you can count on…fast. You can connect with Michael on LinkedIn here. (https://www.linkedin.com/in/michaelbarbarita/) You can learn more about Michael and his work here. (https://www.nextstepcfo.net/) If you want to be considered to be published in Michael's next book, you can apply here. (https://www.linkedin.com/in/michaelbarbarita/) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/SalesLeadershipUnited)