Podcasts about sales teams

Most small business owners are naturally great at sales — it's their business, their passion, and they've lived it from day one. The problem? What lives in their head is almost impossible to transfer to a team.In this episode, Bradley sits down with Nikki Rausch, founder of Sales Maven and author of The Selling Staircase, to talk about what it actually takes to build a sales team that performs without you. From structure and tonality to training, coaching, and the metrics that actually matter — this one is packed.About Nikki RauschNikki Rausch is the founder of Sales Maven and has spent over 25 years in professional sales — rising from her first job (landed via a college project) to becoming the top-producing rep in North America for one of the largest companies in the world. After discovering neuro-linguistic programming (NLP) and its power to transform how we communicate, Nikki left the corporate world to teach relationship-based selling to entrepreneurs. She's now helped hundreds of business owners close more sales without feeling pushy or inauthentic. She's also the host of the Sales Maven podcast and the author of three books, including The Selling Staircase.Connect with Nikki RauschWebsite: yoursalesmaven.com.Free Training: yoursalesmaven.com/above.Podcast: Sales Maven (available wherever you listen to podcasts).Register Now! Lead Yourself First: February 24th - an Above The Business WorkshopFREE workshop for business owners who planned well but are running on fumes.You set the goals in January. You aligned the team. You built the plan.But six weeks in, you're exhausted.Here's the truth: Your business won't grow beyond you until you lead yourself first.Join Bradley for a FREE 2-hour workshop on February 24th at 10 AM CST.You'll build your Personal Operating System, Decision Framework, Energy Protection Plan, Role Clarity Matrix, and 90-Day Accountability Structure.Space is limited. https://blueprintos.com/assetsThanks to our sponsors...Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions. More money & more freedom: that's what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.Direct Clicks is built is by business owners, for business owners. They specialize in custom marketing solutions that deliver real results. From paid search campaigns to SEO and social media management, they provide the comprehensive digital marketing your business needs to grow. Here's an exclusive...

Will and Alex are back! They talk what's trending upward for the Raptors and discuss some Olympics, Pat Riley and Kawhi.#raptors #torontoraptors #olympics #nbaReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

APOLOGIES FOR THE TECHNICAL DIFFICULTIES - We're aware that the production quality of this episode is far below our standard. We promise it's a one-time thing as Will was in a different location outside of the studio. Please bear with us this time.Will Lou breaks down the Toronto Raptors' 110-101 win over the Chicago Bulls. He details the heroics by Brandon Ingram to secure the win, and the questionable health of Jakob Poeltl. Three stars: Brandon Ingram, Collin Murray-Boyles, Ja'Kobe WalterGerald Henderson award: Tre Jones#nba #bulls #raptorsReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Alex is joined by theScore's Joseph Casciaro to discuss the KD Files, Chris Paul's final days with the Clippers, who the face of the league will be in five years, whether there are any useful anti-tanking rules, the worst pro sports franchises in North America, and an appreciation for traffic lights.#nba #kevindurant #chrispaulReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

There's no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.Resources mentioned:The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahonWant to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0Key takeaways from this episode:16:53 – Why respect, not trust, is the true starting point of elite team culture25:55 – The human touch as a competitive advantage, not a soft leadership tactic35:27 – Caring is competence, and why pride is earned through preparation and standards40:54 – Why three clear values outperform forty two vague ones47:48 – How peer leaders, not titles, protect the integrity of the locker room55:06 – You don't rise to the occasion, you fall to your level of preparation01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

ULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter7:00 Hockey Yesterday17:00 Women's Hockey19:00 Crosby22:00 Canada Game26:00 Too Many Men27:30 Goaltending 31:00 Heart Break39:00 Coaching44:00 Pinder ReportSubscribe to BarnBurner on Youtube

NHL teams are back to work. Players are skating, GMs are making phone calls, and the league is preparing to return to play next week. Irf and David break down the wild quarterfinal day in Milan before digging into Evgeni Malkin's contract situation, the St. Louis Blues expected fire sale, and the LA Kings potentially being desperate to add one more piece.Meet our insiders: Irfaan Gaffar of Daily Faceoff, Canucks Army, & Rink Wide Vancouver is joined by David Pagnotta of The Fourth Period, SiriusXM NHL, and NHL Network. They look around the NHL, reacting to the week's news and digging into the contracts, trades, and moves that are still on the horizon.0:00 - Intro0:32 - Crazy quarterfinals in Milan9:38 - Geno Malkin extension talks coming soon11:52 - Blues have a lot to sell off14:30 - Fiala injury changes things for LA16:56 - LA still looking at Elias Pettersson19:59 - David's final thoughts21:21 - OutroReach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us!If you liked this, check out:The Nation Network Channel: https://www.youtube.com/@The_Nation_Network?sub_confirmation=1

Alex Wong and Joe Wolfond go around the league for a full 30-team vibe check. They discuss Toronto's chances in the first round, debate whether the Pistons can make the Finals, and ask if James Harden or Joel Embiid can finally flip their playoff narratives. Plus: Did the Bucks miss their window by not moving Giannis at the deadline? How might the NBA punish Kawhi and the Clippers? And which rebuilding team is poised to make the biggest leap next season?#nba #raptors #torontoraptorsReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

If you can't sell, you don't have a business. It's that simple. In this episode of the Wealthy & Well-Known Podcast, Rory and AJ Vaden pull back the curtain on one of the biggest scaling mistakes founders make: outsourcing sales too early — or worse, without a documented process. If you've ever thought: "I'm the only one who can close." "Sales is the first thing I need to delegate." "If our product is good enough, it should sell itself." This episode will challenge everything you believe about revenue growth. You'll discover: Why sales should be the last thing a founder lets go of — not the first How to know when it's actually time to hire sales support The real reason top sales hires fail inside growing companies Why a consistent sales process always precedes consistent revenue How to use call recordings (and AI) to build a repeatable, scalable system The mindset shift from persuasion to collaboration Why "maybe" is the most dangerous outcome in sales Rory and AJ break down the exact philosophy that helped them build multiple eight-figure businesses — and why they still recommit to sales when growth slows. This isn't theory. This is what keeps companies alive. If you want to scale your revenue without becoming the bottleneck… If you want a sales team that performs like professionals… If you want predictable income instead of unpredictable months… Then this is a must-listen. Because revenue doesn't grow by accident. It grows by design. And sales is the heartbeat.

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter2:00 Sherwood Hockey 25:00 Weekend Recap28:30 Players Vacation 37:00 Rhett's Dog47:00 Pinder Expert 51:00 Canada Next Game52:00 Curling 59:00 Tkatchuk 01:17:00 Pinder Report01:47:00 Bet365Subscribe to BarnBurner on Youtube

In this episode of Practical Cybersecurity, host Jen Stone talks with Curt Dukes, EVP and GM of Security Best Practices at the Center for Internet Security (CIS). Drawing on his 30-year career at the NSA, Dukes breaks down how small and medium businesses (SMBs) can implement "good enough" security without unlimited resources. The conversation focuses on Implementation Group 1 (IG1)—a prioritized set of safeguards that provide essential "cyber hygiene". Dukes introduces free resources like the CSAT (Controls Self-Assessment Tool) and CIS Workbench to help leaders move past the intimidation of technical jargon and establish a "standard of reasonableness" for their organization's defense.CIS ResourcesCIS (Center for Internet Security): The nonprofit organization that creates the global standards discussed in this episode.NSA (National Security Agency): The U.S. intelligence agency where Curt Dukes led defensive security efforts for 30+ years.IG1 (Implementation Group 1): The essential "Cyber Hygiene" tier of the CIS Controls designed for small businesses.CSAT (Controls Self-Assessment Tool): A free web-based application to track and measure your security progress.CIS Workbench: A collaborative platform to ask technical questions and get help from the security community.CIS RAM (Risk Assessment Method): A free methodology to identify security gaps and prioritize investments based on risk.CIS Benchmarks: Free, consensus-based configuration recommendations for OS and network devices.MS-ISAC (Multi-State Information Sharing and Analysis Center): The division of CIS providing threat intelligence for state and local governments.EI-ISAC (Elections Infrastructure ISAC): A dedicated team at CIS focused on securing election-related systems.The Community Defense Model (CDM): A data-driven report proving the effectiveness of the Controls against top cyber attacks.The Cost of Cyber Defense: A breakdown of the financial investment needed for various security models.Request a Quote for a PCI Audit ► https://www.securitymetrics.com/pci-audit Request a Quote for a Penetration Test ► https://www.securitymetrics.com/penetration-testing Get the Guide to PCI DSS compliance ► https://www.securitymetrics.com/lp/pci/pci-guide Get FREE security and compliance training ► https://academy.securitymetrics.com/ Get in touch with SecurityMetrics' Sales Team ► https://www.securitymetrics.com/contact/lets-get-you-to-the-right-place

Welcome to the Quest For Gold Women's Hockey Report featuring Ann-Sophie Bettez, Madison Packer, and Irfaan Gaffar.The gold medal game is set! Canada and the USA will meet once again for women's hockey's top prize, but the road to the final has been very different for each team. Ann-So, Madison and Irf break down both semi finals and preview the gold medal game.0:00 - Intro0:35 - USA vs Sweden5:09 - Canada vs Switzerland10:15 - Stand out performers13:01 - Gold medal preview18:27 - Players who need to step up20:07 - Outro#milangames #milanocortina2026 #womenshockey #canada #usahockey Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Tyler is flying solo from home on this edition of Oilersnation Everyday as he recaps a strong weekend for Team Canada at the Winter Games in Milan. Canada wrapped up group play with a perfect 3–0 record and the best goal differential in the tournament, earning the top seed heading into the quarterfinals later this week.On today's show, Tyler breaks down everything from Connor McDavid's impact through the opening three games to Tom Wilson dropping the gloves in an Olympic matchup. He'll go through what's stood out so far, where Canada has looked strongest, and what it all means as the knockout stage approaches.Later in the episode, Jason Gregor from The Jason Gregor Show joins to share his thoughts on Canada's start to the tournament, who he believes will ultimately take home gold, and a quick update on the Oilers coaching staff as the NHL break continues.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Jason Gregor from The Jason Gregor Show joins to share his thoughts on Canada's start to the tournament, who he believes will ultimately take home gold, and a quick update on the Oilers coaching staff as the NHL break continues.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Will Lou and Alex Wong go live from All-Star Saturday Night 2026 to recap a decently entertaining All-Star Saturday and then react to Kawhi Leonard's strangely off-putting comments about the 2019 championship Toronto Raptors team.#nba #raptors #kawhileonard #allstar Reach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Welcome to the Quest For Gold Women's Hockey Report featuring Ann-Sophie Bettez, Madison Packer, and Irfaan Gaffar.The host Italians put up an early fight, but the powerhouse USA squad pulled away to advance to the semi finals. The surprising result came from the other quarterfinal game, where the Swedes knocked off the medal favourite Cezchs 2-0. Ann-So and Madison break down both games and preview tomorrow's Canada vs Germany quarterfinal.0:00 - Intro0:27 - USA & Sweden advance to semis6:21 - Stand out performer9:49 - Stand out game11:44 - Canada vs Germany preview15:00 - Outro#milangames #milanocortina2026 #womenshockey #canada #usahockey Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter5:00 Rhett Hosting A Watch Party14:00 Milan Games20:00 Steve Montador/04 Flames Talk42:00 Playing In The US vs Canada45:00 Pinder Report01:10:00 Bet365Subscribe to BarnBurner on Youtube

Tyler and Liam are back with another edition of Oilersnation Everyday as they recap Team Canada's opening game of the Winter Games. Canada kicked off the tournament in dominant fashion with a 5–0 shutout win over Czechia, setting the tone early in group play.Connor McDavid led the way offensively with a three-point performance, while Jordan Binnington silenced the critics with a 26-save shutout in his Olympic debut. The boys break down what worked for Canada, from the top line production to the defensive structure and special teams that helped secure the statement win.They'll also preview this afternoon's matchup between Canada and Switzerland, including the decision to start Logan Thompson in goal. What should we expect in Game 2, and are there any lineup tweaks on the horizon?Later in the show, Steven Ellis from Daily Faceoff joins the conversation to share his early impressions of the tournament and his final prediction on who will take home gold. To wrap things up, Tyler and Liam hand out their best bets for this afternoon's game courtesy of bet365.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Will Lou breaks down the Toronto Raptors' 113-95 loss to the Detroit Pistons. He details the Raptors' lack of ability to handle physicality, and why the Pistons were so impressive in how they approach games.Three stars: RJ Barrett, Scottie Barnes, Gillette (for sending us to this game)Gerald Henderson award: Paul Reed#nba #pistons #raptorsReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Welcome to the Quest For Gold Women's Hockey Report featuring Ann-Sophie Bettez, Madison Packer, and Irfaan Gaffar.The Canadians did what the had to do: bounce back with a dominant win over Finland. Captain Canada Marie-Philip Poulin remains out with a lower body injury, but the rest of the squad scored 5 goals on Finland to enter the quarterfinals on a high.0:00 - Intro0:33 - Canada vs Finland4:09 - Stand out performer5:57 - Quarterfinal previews9:58 - Outro#milangames #milanocortina2026 #womenshockey #canada #usahockey Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us!The Nation Network Channel: https://www.youtube.com/@The_Nation_Network?sub_confirmation=1 Hosted on Acast. See acast.com/privacy for more information.

In this special episode, Brandon announces the official Seamless rebrand, and shares the vision behind it. What began as a powerful sales automation solution has evolved into a unified AI-driven revenue platform — connecting data, workflows, and momentum in one seamless experience.Brandon explains why the redesign represents more than new colors or a logo, how momentum remains the core philosophy behind everything Seamless builds, and why this transformation marks the beginning of a new era of elevation for sales teams everywhere.

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter9:00 Pinder Idiot===11:00 Noodles Joins12:00 Old Hockey Stories21:00 Chris Pronger25:00 CAN/USA Hockey34:00 Canada Goalies46:00 Noodles Out===48:00 More On Goalie Debate 57:00 CAN Lines01:11:00 Pinder Report01:32:00 Bet36501:35:00 SuperchatsSubscribe to BarnBurner on Youtube

Tyler and Liam are back with another edition of Oilersnation Everyday as we continue our preview coverage of Team Canada at the Winter Games. With the men's hockey tournament set to begin Thursday morning, the boys dive deeper into potential line combinations, goaltending decisions, and how Canada stacks up against the other teams in their division.There's still plenty to break down before puck drop, including roster deployment, special teams roles, and which players could take on bigger responsibilities as the tournament unfolds. The conversation continues as we count down to Canada officially getting underway.Later in the show, Jeff Marek from The Sheet joins us to discuss the Canadian women's loss to Team USA at the Winter Games, including the injury to Marie-Philip Poulin and what her status could mean for the rest of the tournament.To close things out, Tyler, Liam, and producer Bordzy take part in a bet365 futures draft for the men's hockey tournament, making their picks and setting the stage for some friendly competition throughout the Winter Games.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Jeff Marek from The Sheet joins us to discuss the Canadian women's loss to Team USA at the Winter Games, including the injury to Marie-Philip Poulin and what her status could mean for the rest of the tournament.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerYoutube Link: https://youtube.com/live/iDDwDmg6e5MTIMESTAMPS ⏰1:00 Intro Banter13:00 Rhett's Dog18:00 Rhett Buying A Boat41:00 Boomers Game (Who Am I??)51:00 Handshake Lines56:00 Pinder Report01:29:00 Bet36501:34:00 SuperchatsSubscribe to TNN on Youtube

Welcome to the Quest For Gold Women's Hockey Report featuring Ann-Sophie Bettez, Madison Packer, and Irfaan Gaffar.Canada and the United States both took care of business, winning 5-1 and 5-0 respectively today in Milan. But the big news for Canada is captain Marie-Philip Poulin who left the game in the first period with what appeared to be a lower body injury and did not return. Will she play in tomorrow's game against the US? 0:00 - Intro0:56 - Poulin injured3:47 - Canada vs Czechia5:24 - What Canada needs to beat the US tomorrow6:44 - USA vs Switzerland9:05 - Canada vs USA preview12:39 - Standout performers15:13 - Standout games18:26 - Standings and outroReach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us!

Welcome to the Quest For Gold Women's Hockey Report featuring Ann-Sophie Bettez, Madison Packer, and Irfaan Gaffar.The anticipated matchup between Canada and the USA ended up in a one-sided victory for the Americans. Without Marie-Philip Poulin, Canada was no match for Team USA, losing 5-0 in Milan.0:00 - Intro0:34 - USA takes care of business4:11 - Americans rose to the occasion6:06 - Where does Canada go from here?8:20 - Standings update9:16 - Canada's response vs Finland11:55 - OutroReach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us!The Nation Network Channel: https://www.youtube.com/@The_Nation_Network?sub_confirmation=1 Hosted on Acast. See acast.com/privacy for more information.

NHL insider David Pagnotta joins the conversation to break down some of the biggest storylines coming out of Italy, along with the latest buzz around the NHL trade deadline. From potential movers to league-wide chatter, we cover everything you need to stay in the loop.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Tyler and Liam are back with another edition of Oilersnation Everyday as we continue our coverage and preview of Team Canada at the Winter Games. With puck drop still a few days away, the boys dig deeper into potential line combinations, goaltending decisions, and how Canada could stack up against the rest of the teams in their division.With no games on the ice yet, the focus shifts to roster construction, chemistry, and some of the biggest questions facing Canada heading into the tournament. Which goalie should get the net? Who fits best alongside Connor McDavid? And where could Canada have an edge—or a weakness—once things get underway?Later in the show, NHL insider David Pagnotta joins the conversation to break down some of the biggest storylines coming out of Italy, along with the latest buzz around the NHL trade deadline. From potential movers to league-wide chatter, we cover everything you need to stay in the loop.To wrap things up, the boys hit on what's trending around the hockey world and keep the conversation rolling as we count down the days to the Winter Games getting underway.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter3:30 Super Bowl12:00 Rhett's Bored But Motivated24:00 Olympics34:00 Boomers Weekend38:00 Longview Steak House48:00 Roughriders 50:30 Dion Phaneuf Trade01:04:00 Pinder Report01:26:00 Eat More01:29:00 Sam Reinhart01:32:00 Bet36501:40:00 SuperchatsSubscribe to TNN on Youtube

Will and Alex discuss the biggest questions surrounding the Raptors for the final 28 games of the regular season as they focus on: Jakob Poeltl's health, the team's record against top teams in the league, crunchtime offence concerns, and more. Later, they look at this year's All-Star Saturday participants and review the Super Bowl.#raptors #torontoraptorsReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Matt Larkin from Daily Faceoff joins the show to share his thoughts on Team Canada as they get set for the Winter Games. The conversation includes roster construction, expectations, and a big debate around which goaltender should be Canada's true No. 1 when the puck drops.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Tyler and Liam are back together to kick off a brand-new week of Oilersnation Everyday, and there's plenty to unpack. The show opens with a full weekend recap, including Producer Bordzy answering for a dreadful New England Patriots performance in the Super Bowl, as the Seattle Seahawks are crowned the new champions. Tyler is also fresh off a trip to Arizona, where he took in the chaos and spectacle of the Waste Management Open in Phoenix, and has some stories to share.From there, the focus shifts back to the hockey world with Winter Games talk, as Leon Draisaitl was named captain of Team Germany earlier this morning. The boys discuss what the honour means for Leon and how it reflects his growing leadership role on the international stage.Things lighten up midway through the show with a quick round of “Is It Cake?”, as Tyler and Liam react to some Oilers-related storylines and decide whether they're legit… or just frosting.To close things out, Matt Larkin from Daily Faceoff joins the show to share his thoughts on Team Canada as they get set for the Winter Games. The conversation includes roster construction, expectations, and a big debate around which goaltender should be Canada's true No. 1 when the puck drops.Website: https://oilersnation.com/https://twitter.com/OilersNation/ https://www.youtube.com/@Oilersnationdotcom/ https://www.facebook.com/OilersNation/https://www.instagram.com/oilersnationdotcomhttps://www.tiktok.com/@oilersnation SHOUTOUT TO OUR SPONSORS!!

Will Lou breaks down the Toronto Raptors' 122-104 win over the Indiana Pacers game. He breaks down the takeover performance by Scottie Barnes in the third quarter, the adjustment to start Ja'Kobe Walter in the second half, and the energetic debut of Trayce Jackson-Davis in his Raptors debut.Three stars: Scottie Barnes, Ja'Kobe Walter, Trayce Jackson-DavisGerald Henderson award: Jarace Walker#nba #raptors #pacers Reach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Many sales leaders believe their teams are burned out—but the truth is far more subtle and far more dangerous. In this episode, Ray Higdon explains why most sales teams are not burned out at all. They are quietly disengaged. Unlike burnout, which is loud and obvious, disengagement is silent. People stop showing up, stop participating, and slowly fade away without ever saying a word. Ray breaks down the three primary reasons sales reps disengage, including leadership messaging that does not speak to them, leaders prioritizing their own goals over their team's goals, and the loss of hope caused by unrealistic success stories. This episode is essential for sales leaders, network marketing leaders, entrepreneurs, and managers who want to re-engage their teams, improve retention, and lead with clarity instead of pressure.   —  

Will Lou goes live to break down the Toronto Raptors' 123-107 win over the Chicago Bulls. Then he shares takeaways from general manager Bobby Webster's press conference following the 2026 NBA trade deadline.Three stars: Brandon Ingram, Collin Murray-Boyles, Sandro MamukelashviliGerald Henderson award: Guerschon Yabusele#nba #raptors #tradedeadline Reach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

"You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others." That's Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working Genius productivity framework on the Sales Gravy podcast. If you're leading a sales team, this explains why high performers thrive in some roles and burn out in others. Right now, you probably have high performers who are miserable, rockstars who've lost their spark, and top reps who suddenly can't hit quota. And you're wondering—did you hire wrong, did someone lose their edge, or do you need to have “the conversation”? What if the problem isn't the person at all?  The Real Reason Your Best People Are Struggling Not all work is created equal, and your sales reps aren't wired to do all of it. Lencioni stumbled on this insight while reflecting on himself. He'd show up to work loving his job and the people he worked with, yet swing from energized to frustrated without understanding why.  His colleague asked, “Why are you like that?” Over a few hours, Lencioni and his team pinpointed six distinct types of work. Depending on which type you're doing, you're either energized or drained. Five years later, over 1.5 million people have taken the Working Genius assessment. Why? Most organizations force talented people into work that drains them, then blame them when they struggle. Most sales leaders hire a closer for their ability to seal deals, then wonder why they can't prospect. They promote a quota-crusher into management, then watch them implode under administrative responsibilities. Or move an account manager into new business development and act shocked when performance tanks. The talent was there all along, but their positioning was wrong. Six Types of Work—and Why Most People Only Excel at Two Patrick Lencioni identified six distinct types of work that exist in every organization: Wonder (W): Spotting opportunities, asking big-picture questions Invention (I): Creating new solutions, processes, or systems Discernment (D): Evaluating ideas, figuring out what will work Galvanizing (G): Rallying the team, getting people moving Enablement (E): Supporting others, clearing obstacles, making things happen Tenacity (T): Following through, finishing tasks, closing deals Here's what matters: most people are strong in two, competent in two, and are drained by the remaining two. And there are no good or bad geniuses. Your closer with natural Tenacity isn't more valuable than your strategic thinker with Wonder and Discernment. Your rep who rallies the team (Galvanizing) isn't better than the one who quietly enables everyone behind the scenes. Different geniuses are valuable in different ways. The goal is to build a team where all six are represented, and people work in their areas of strength. Force someone into work that drains them, and sales team performance tanks. Leave them in their genius zones, and energy and results skyrocket. Stop Judging Your People (And Yourself) You've probably got a rep right now who frustrates you. Maybe they're brilliant in client meetings but terrible at following up. Maybe they generate incredible account strategies, but can't stand the daily grind of outbound prospecting. Maybe they close deals but never update the CRM. Your first instinct is to judge them. "They're not coachable." "They don't care about the details." "They're lazy." Working Genius removes that judgment. It shows you that their struggle isn't about character—it's about wiring. A rep isn't bad at follow-up because they don't care. They're bad at it because Tenacity isn't their genius. A rep isn't a bad team player because they don't remove obstacles for others. Enablement isn't their strength. And here's the part most sales leaders miss: you need to stop judging yourself, too. You feel guilty that you hate certain parts of your job. You think you should be better at forecasting, or administrative work, or whatever drains you. But guilt about your own limitations makes you harder on your team. When you accept that you're not built to excel at everything, you can extend that same grace to others. You stop punishing people for being human and start positioning them for success. Start With Self-Reflection Which activities give you energy? Which leave you drained? I'll be honest about my own wake-up call. I travel over 300 nights a year, giving keynotes and working with clients. Last summer, I got to the point where I thought I was going to have a mental breakdown. Days stacked with short calls, client check-ins, alignment meetings, and podcasts. I was furious when I got to the office, and furious when I left because those days completely destroy my brain. I'm a wonderer and a thinker. I need space to ideate. Without that time, I can't function. So I implemented a new rule: no more than two meetings per day. I understood my working genius and restructured my time. Once you see your own patterns, look at your team. Track what lights people up and what slows them down. Patterns emerge quickly. How to Apply Working Genius to Your Sales Team We had a team member at Sales Gravy who was noticeably unhappy. Not complaining out loud, just clearly not thriving. When we looked at what the job required versus their working genius profile, the answer was obvious. We had them doing work completely opposite of their natural abilities. Once we restructured their role to align with their strengths, everything changed. Here's how you can apply it: Pair complementary geniuses. Big-picture thinkers need execution-focused partners. Strategic planners need implementers. Someone strong in Wonder and Invention but weak in Tenacity needs to work with someone who loves finishing and closing. Restructure roles around natural strengths. Don't force people into weaknesses. Reassign or support tasks that drain them.  Be intentional with promotions. Top performers don't automatically make good managers. Your best individual contributor may hate administrative work. Your best manager may dislike strategic planning. Know what fits before making moves. Have your team take the assessment. Get everyone's working genius profile. Put it at their workstation. Use it in real-time during team meetings when you're trying to figure out why something isn't working. We do this at Sales Gravy, and it's transformed how we work together.  The Bottom Line Your sales team isn't broken, but your understanding of how they work might be. When you force talented people into roles that clash with their natural strengths, you get frustration, underperformance, and attrition. Then you blame the person and start hiring again.  Everyone has areas of frustration. Everyone faces work they aren't naturally good at. Working Genius doesn't let people avoid the draining tasks—but it helps you understand why some work feels impossible, build teams that complement each other, and stop punishing your people for being human. Stop judging that rep who struggles with CRM updates. Stop feeling guilty that you hate certain parts of your job. Start positioning people where their natural abilities can shine. Over 1.5 million people have discovered their working genius. Most of them wish they'd found it sooner. Visit workinggenius.com and take the assessment. Use coupon code GRAVY for 20% off. 

“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others.” That's Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working Genius productivity framework on the Sales Gravy podcast. If you're leading a sales team, this explains why high performers thrive in some roles and burn out in others. Right now, you probably have high performers who are miserable, rockstars who've lost their spark, and top reps who suddenly can't hit quota. And you're wondering—did you hire wrong, did someone lose their edge, or do you need to have “the conversation”? What if the problem isn't the person at all?  The Real Reason Your Best People Are Struggling Not all work is created equal, and your sales reps aren't wired to do all of it. Lencioni stumbled on this insight while reflecting on himself. He'd show up to work loving his job and the people he worked with, yet swing from energized to frustrated without understanding why.  His colleague asked, “Why are you like that?” Over a few hours, Lencioni and his team pinpointed six distinct types of work. Depending on which type you're doing, you're either energized or drained. Five years later, over 1.5 million people have taken the Working Genius assessment. Why? Most organizations force talented people into work that drains them, then blame them when they struggle. Most sales leaders hire a closer for their ability to seal deals, then wonder why they can't prospect. They promote a quota-crusher into management, then watch them implode under administrative responsibilities. Or move an account manager into new business development and act shocked when performance tanks. The talent was there all along, but their positioning was wrong. Six Types of Work—and Why Most People Only Excel at Two Patrick Lencioni identified six distinct types of work that exist in every organization: Wonder (W): Spotting opportunities, asking big-picture questions Invention (I): Creating new solutions, processes, or systems Discernment (D): Evaluating ideas, figuring out what will work Galvanizing (G): Rallying the team, getting people moving Enablement (E): Supporting others, clearing obstacles, making things happen Tenacity (T): Following through, finishing tasks, closing deals Here’s what matters: most people are strong in two, competent in two, and are drained by the remaining two. And there are no good or bad geniuses. Your closer with natural Tenacity isn’t more valuable than your strategic thinker with Wonder and Discernment. Your rep who rallies the team (Galvanizing) isn’t better than the one who quietly enables everyone behind the scenes. Different geniuses are valuable in different ways. The goal is to build a team where all six are represented, and people work in their areas of strength. Force someone into work that drains them, and sales team performance tanks. Leave them in their genius zones, and energy and results skyrocket. Stop Judging Your People (And Yourself) You’ve probably got a rep right now who frustrates you. Maybe they’re brilliant in client meetings but terrible at following up. Maybe they generate incredible account strategies, but can’t stand the daily grind of outbound prospecting. Maybe they close deals but never update the CRM. Your first instinct is to judge them. “They’re not coachable.” “They don’t care about the details.” “They’re lazy.” Working Genius removes that judgment. It shows you that their struggle isn’t about character—it’s about wiring. A rep isn't bad at follow-up because they don’t care. They’re bad at it because Tenacity isn’t their genius. A rep isn't a bad team player because they don't remove obstacles for others. Enablement isn't their strength. And here’s the part most sales leaders miss: you need to stop judging yourself, too. You feel guilty that you hate certain parts of your job. You think you should be better at forecasting, or administrative work, or whatever drains you. But guilt about your own limitations makes you harder on your team. When you accept that you’re not built to excel at everything, you can extend that same grace to others. You stop punishing people for being human and start positioning them for success. Start With Self-Reflection Which activities give you energy? Which leave you drained? I’ll be honest about my own wake-up call. I travel over 300 nights a year, giving keynotes and working with clients. Last summer, I got to the point where I thought I was going to have a mental breakdown. Days stacked with short calls, client check-ins, alignment meetings, and podcasts. I was furious when I got to the office, and furious when I left because those days completely destroy my brain. I’m a wonderer and a thinker. I need space to ideate. Without that time, I can’t function. So I implemented a new rule: no more than two meetings per day. I understood my working genius and restructured my time. Once you see your own patterns, look at your team. Track what lights people up and what slows them down. Patterns emerge quickly. How to Apply Working Genius to Your Sales Team We had a team member at Sales Gravy who was noticeably unhappy. Not complaining out loud, just clearly not thriving. When we looked at what the job required versus their working genius profile, the answer was obvious. We had them doing work completely opposite of their natural abilities. Once we restructured their role to align with their strengths, everything changed. Here's how you can apply it: Pair complementary geniuses. Big-picture thinkers need execution-focused partners. Strategic planners need implementers. Someone strong in Wonder and Invention but weak in Tenacity needs to work with someone who loves finishing and closing. Restructure roles around natural strengths. Don't force people into weaknesses. Reassign or support tasks that drain them.  Be intentional with promotions. Top performers don’t automatically make good managers. Your best individual contributor may hate administrative work. Your best manager may dislike strategic planning. Know what fits before making moves. Have your team take the assessment. Get everyone’s working genius profile. Put it at their workstation. Use it in real-time during team meetings when you’re trying to figure out why something isn’t working. We do this at Sales Gravy, and it’s transformed how we work together.  The Bottom Line Your sales team isn't broken, but your understanding of how they work might be. When you force talented people into roles that clash with their natural strengths, you get frustration, underperformance, and attrition. Then you blame the person and start hiring again.  Everyone has areas of frustration. Everyone faces work they aren't naturally good at. Working Genius doesn't let people avoid the draining tasks—but it helps you understand why some work feels impossible, build teams that complement each other, and stop punishing your people for being human. Stop judging that rep who struggles with CRM updates. Stop feeling guilty that you hate certain parts of your job. Start positioning people where their natural abilities can shine. Over 1.5 million people have discovered their working genius. Most of them wish they’d found it sooner. Visit workinggenius.com and take the assessment. Use coupon code GRAVY for 20% off. 

FULL EPISODE | FN Barn Burner: Boomer, Pinder & Warreneryoutube link: https://youtube.com/live/tDjwg5SafBM?feature=shareTIMESTAMPS ⏰1:00 Intro Banter===4:00 Noodles Joins6:00 BOA8:00 Bahl11:00 Oilers Concern 15:30 Leon Comments19:30 Blue Jackets24:00 Load Management 28:00 Panarin Trade30:00 Olympics 33:30 Brandon Bussi 41:00 Kung Fu44:00 Noodles Out===46:00 Oilers Coaching54:00 Huberdeau Injury59:00 Rebuilding01:12:00 Pinder Report01:50:00 Bet36501:56:00 SuperchatsSubscribe to TNN on Youtube

Will Lou recaps the Toronto Raptors' 128-126 loss to the Minnesota Timberwolves. He details why the Raptors keep choking away leads, and then takes listener questions about the trade deadline.Three stars: Scottie Barnes, Brandon Ingram, Collin Murray-BoylesGerald Henderson award: Bones Hyland#nba #raptors #timberwolves Reach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Will and Alex come to you live to hang out as we wind down to the 3pm ET NBA trade deadline. We react to the Ivica Zubac trade on an otherwise quiet trade deadline day. They discuss why the Raptors had such a quiet trade deadline and debate if Bobby Webster has done a good job in his first year as lead decision maker.#raptors #torontoraptors #nbatrade #nbatradesReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Why do some sales teams grow consistently while others stall, struggle, or quietly fade out? In this episode, Ray Higdon breaks down the four non-negotiable elements every sales team needs in order to grow. These are not tactics, hacks, or pressure-based strategies. They are leadership fundamentals that create belief, momentum, and long-term retention. Ray explains why most people are not playing to win, how hope fuels action, why structure removes fear, how culture keeps people engaged, and why knowing what to say determines whether reps actually do the work. This episode also includes a candid warning about misusing AI tools in sales conversations and how poor posture costs teams real revenue. This is essential listening for sales leaders, network marketing leaders, entrepreneurs, and managers who want to build a team that grows without burnout, pressure, or constant micromanagement.   —  

Marcus Chan is the founder of Venli Consulting Group and a top sales coach known for transforming underperforming teams into high-performing machines. With a background that spans individual sales excellence and large-scale team leadership, Marcus brings a laser focus to diagnosing the real problems behind poor sales results—and solving them with intention, systems, and deep-rooted discipline. "Are you solving a symptom or are you solving the problem?" "Preparation creates precision." "Eighty, ninety percent of people float. They just float. They're not intentional." Marcus shares how sales teams can stop fixing the wrong problems. He explains how better planning, strong systems, and smart leadership lead to real results. With a focus on doing the right work, Marcus shows how to stop floating through the day and start making real progress in sales and life. 5 Key Takeaways 1. Solve the Real Problem, Not Just the Symptoms Most teams focus on more activity, not better outcomes. Real change starts with finding the root cause, not guessing. Diagnose first—then fix the problem that matters most. 2. Most People Float—Intentionality is the Catalyst 80–90% of people "float" without a clear plan. Build routines and systems to stay focused on big goals. Being intentional helps you win the day before it starts. 3. Fixing Frontline Leadership with CHARGE Many sales managers were never taught how to lead. The CHARGE model outlines six key leadership skills: Coach, Hire, Align, Run pipeline, Grade performance, Engineer culture. Good leadership creates strong teams that perform with purpose. 4. Not Every Manager Role Fits—and That's Okay Some top reps struggle in leadership roles. Honest, safe conversations help leaders find the right fit. It's better to step back into your strength than stay stuck. 5. Build These 3 Essential Skills Emotional intelligence to understand yourself and others. Communication to lead and connect across any team. Adaptability to grow through change, not get stuck in it. Learn more about Marcus Chan and his work at: ➡️ https://www.venliconsulting.com Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com Subscribe to our weekly newsletter and view previous versions at findmycatalyst.com

FULL EPISODE | FN Barn Burner: Boomer, Pinder & WarrenerTIMESTAMPS ⏰1:00 Intro Banter4:00 Olympics Today?? 8:00 Flames vs Oilers12:00 Oilers Goalies===17:00 Dreger Joins17:30 Dreger Cleaning20:00 Panarin 24:00 Dallas27:00 Oilers29:00 Kadri37:00 Florida Panthers41:00 Islanders45:00 Superbowl 47:00 Dreger Out===48:00 More On Islanders/Getting Young57:00 Kadri Deal01:07:00 Pinder Report01:40:00 Bet36501:44:00 SuperchatSubscribe to TNN on Youtube

We sort of got Chris Paul!#raptors #torontoraptors #nbatradeReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

Will Lou and Alex Wong check in with the latest transactions and reports during NBA trade deadline week. They live react to the James Harden trade, walk through the other deals from the day, then pivot to the Raptors topics around Domantas Sabonis and Jakob Poeltl's health. Then, Alex takes you behind-the-scenes on writing the SLAM cover story on Scottie Barnes and Brandon Ingram, and gives a shocking revelation about the Raptors' locker room.Timestaps:- James Harden live trade reaction (1:10)- Jaren Jackson Jr. to Utah (15:40)- Minnesota emerges as Giannis destination (28:10)- Raptors still pursuing Domantas Sabonis (42:00)- Behind the scenes on Raptors' SLAM shoot (1:08:00)- Raptors locker room smells like fish???? (1:36:00)- Immanuel Quickley does a super nice thing for a random kid (1:39:30)#nbatrade #raptors #torontoraptorsReach out to the show by leaving a voicemail at hellowelcome.show or email the guys info@hellowelcome.showCheck out our merch! Visit hellowelcome.show and click on the merch link.Original Music by DIVISION 88.Reach out to sales@thenationnetwork.com to connect with our Sales Team and discuss opportunities to partner with us! Hosted on Acast. See acast.com/privacy for more information.

In today's episode, I sit down with Zack Fleishman, CEO and operator behind Shark Wheel and a former pro tennis player ranked No. 11 in the U.S. We talk about how two non engineers used biomimicry and a sine wave design to reinvent the wheel, then turned early chaos into real traction. Zack explains choosing focus over fads, why agriculture became the breakout market, and how Shark Wheel generated more than $15 million in revenue without a sales team. We also cover equity crowdfunding, moving from R & D to sales, and the athlete mindset that carries through long roadmaps, failures, and the push toward a massive 2026 inflection point.

Is your sales team struggling to perform even though you are doing everything "right" as a leader? In this episode, Ray Higdon explains why most sales teams underperform and why the problem is rarely sales skills or motivation. Instead, top sales leaders understand structure, environment, and leadership psychology, not just tactics. You will learn the five leadership behaviors that consistently increase sales team performance, engagement, and retention. Ray breaks down why recognition matters more than pressure, why slow success stories outperform fast wins, and how inclusive leadership creates long-term growth. This episode is essential for sales leaders, network marketing leaders, entrepreneurs, and managers who want to build productive teams without burnout, turnover, or constant pressure. ——

“Buyers want a machine, a sales machine, not a mystery. If the sales machine only works because of the founder, it's not that valuable. It's actually quite risky.” Chris Spratling, founder of Chalkhill Blue Limited and author of The Exit Roadmap, shared this on a recent episode of the Sales Gravy podcast. He works with business owners preparing to sell their companies, helping them get operations, finances, and sales engines ready for new ownership. That insight cuts straight to the reason so many founder-led businesses hit a ceiling they can't break through.  If you are a founder who still carries most of the revenue, or you have a founder-led sales team that depends on you to close critical deals, this is bigger than exit planning. It determines whether your business can grow beyond your personal capacity. The Golden Handcuffs Problem You built the business. You know the product better than anyone. You can sell it without thinking. That is exactly where the risk starts. When major clients only trust you, when your sales process lives in your head, when new reps struggle to replicate what comes naturally to you, you aren't running a sales operation. You are running a one-person engine with a support team around it. Spratling calls this the “golden handcuffs.” It looks like success from the outside, but underneath, it creates dependency. Every time you step in to save a deal, you reinforce the idea that the business only works when you are involved. Most founders focus on how this affects valuation at exit. Fewer recognize the more immediate cost. That dependency limits how fast the company can grow right now. https://www.youtube.com/watch?v=VEBLyaOy9XQ Where Founder-Led Sales Breaks Down The transition from founder-led sales to a functioning team is where momentum often stalls. You hire your first salesperson. They do well. Then a second. Then a third. Suddenly, deals slow down, messaging gets inconsistent, and you find yourself pulled back into conversations you thought you had delegated. They don't sell the way you do. They miss cues you catch instinctively. They hesitate where you would push forward. So you jump in, coach through objections, and close deals yourself. What feels like instinct is actually a method you developed through hundreds of conversations. The problem isn't that your team lacks talent, but that your approach has never been translated into something they can use without you standing next to them. As long as that stays true, scale will remain out of reach. Turning Intuition Into a Usable Process The hardest shift for founder-led teams is codifying what the founder does without thinking. You know which deals are worth pursuing. You know when to apply pressure and when to step back. You know how to redirect a conversation when resistance shows up. That knowledge is pattern recognition built over time, and it can be used to create a process. Start by defining how deals actually move through your pipeline. Not a generic framework pulled from a template, but the real stages your customers pass through, with clear criteria for each transition. What has to be true before a lead is qualified? What information must be present before a proposal goes out? Then look at discovery. What questions do you ask every time? What do you listen for before positioning your solution? Which objections show up consistently, and how do you respond when they do? The goal is to document the structure beneath the conversations so that someone else can navigate the same terrain with confidence. Why Your CRM Is Not Pulling Its Weight Most founder-led teams have a CRM, but they only use it to track contacts and deal size. However, a functioning, high-performing sales system treats the CRM as a learning tool. That means capturing more than surface-level data. It means recording what buyers actually say, why deals move forward, where they stall, and who influences the decision. When that information is tracked consistently, patterns become visible. You see which prospects convert fastest, which objections actually kill deals, and where momentum typically breaks down. That insight does more than improve forecasting. It gives you a concrete way to train new reps based on real deals you have closed, not abstract theory. Three Steps to Build a Sales Engine That Does Not Depend on You The objective isn't to remove yourself from sales completely. It's to make your involvement a choice rather than a requirement. Step 1: Define Clear Qualification Criteria Your team needs to know which leads are worth pursuing and which ones are a waste of time. If you're constantly redirecting their focus, you haven't defined "good fit" clearly enough. Get specific—industry, company size, buying triggers, decision-making structure.  Step 2: Create Documented Playbooks How do you handle discovery? What's your approach to proposals? How do you navigate the closing process? Your team needs a framework they can adapt. Think decision trees, not scripts. "If they say X, then ask Y. If they push back on Z, here's how to reframe it." Step 3: Transfer Client Relationships If every major client relationship is tied to you personally, your business is fragile. Start introducing your team into those relationships now. Bring them to calls. Have them lead the follow-up. Shift trust from you as an individual to your company as a whole. What This Looks Like in Practice Record your next three sales conversations, with the customer's permission. Review them carefully. Note the questions you asked, when you asked them, and how you responded to resistance. Identify what made you confident that the opportunity was real. Turn those insights into a simple framework your team can follow. Have them use it. Watch where it works and where it breaks. Refine based on what you see. Done consistently, this process creates a system new hires can step into within months. It won't make them identical to you, but it will make them effective without constant rescue. The Real Test You will know your found-led sales team has scaled when you can step away for two weeks without monitoring email, chat messages, or “quick calls” with prospects. And when you come back, the pipeline has moved forward. If that thought terrifies you, you don't have a sales team. You have an expensive support staff for your one-person operation. Building a sales operation that runs without you isn't about making yourself irrelevant. It's about making your business transferable and scalable, whether you're planning an exit in three years or just trying to grow past your own capacity right now. Because at some point, your ability to personally close deals stops being your greatest asset and starts being your biggest bottleneck. The question is whether you'll recognize that point before it costs you the next stage of growth. If you want to start turning founder intuition into a repeatable sales system, download our free Small Business Guide to Sales Training. It walks through the frameworks that help teams scale without depending on a single closer.

In the past I've consulted companies  and spoke at company sales meetings.    There was one particular company I was consulting and after making my presentations through Marketing, Accounting, Executive leadership, it was the Sales Team's turn.    One of the biggest things they said shocked me.    The GSM said, "Our sales team absolutely hates the call dialer."    Listen, we're about to see a massive shift in how we operate business and how companies operate.    If you have a great product or service and a sales team that is not willing to do whatever it takes to bring it to the masses and are being compensated well for it..........replace them immediately.    A.I. will be happy to take those jobs.    Business is not a pick-a-path journey.    Lean in, listen, and get razor-sharp.    About the ReWire Podcast   The ReWire Podcast with Ryan Stewman – Dive into powerful insights as Ryan Stewman, the HardCore Closer, breaks down mental barriers and shares actionable steps to rewire your thoughts. Each episode is a fast-paced journey designed to reshape your mindset, align your actions, and guide you toward becoming the best version of yourself. Join in for a daily dose of real talk that empowers you to embrace change and unlock your full potential.    Learn how you can become a member of a powerful community consistently rewiring itself for success at ⁠⁠https://www.jointheapex.com/⁠⁠   Rise Above