In this episode of Sales Lead Dog, we sit down with Jim Iyoob, President of ETS Labs, to break down what actually drives performance in sales and contact centers.

Jim shares his journey from call center agent to building a global organization, along with practical insights on leadership, accountability, and why most companies struggle with CRM and AI adoption.

This conversation cuts through the noise around AI and focuses on what truly matters: process, people, and leadership.

What You’ll Learn:

• Why AI cannot fix broken sales processes • The biggest mistake companies make with CRM • How mentorship shapes long-term success • The role of accountability in high-performing teams • What servant leadership looks like in real organizations • Why involving your team is critical when implementing new tools • Lessons from scaling a company from 400 to 4000 employees

About the Guest: Jim Iyoob serves as President of ETSLabs and Chief Revenue Officer at Etech Global Services, leading AI innovation and customer experience strategy across both organizations.

With over 35 years in contact centers, Jim focuses on practical AI implementation that works in real operations. At ETSLabs, he helped develop QEval, an AI quality management platform designed for real time coaching and full interaction coverage.

At Etech, he leads global sales and quality operations while helping transform the business using insights from large scale customer interaction data.

Connect with Jim Iyoob: LinkedIn LinkedIn Newsletter Podcast Etech Insights Newsletter

About Sales Lead Dog

Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Impeller CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.

Unless you are the lead dog, the view never changes.

Connect and Learn More

All episodes and show notes: https://empellorcrm.com/salesleaddog/

If this episode brought you value:

👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What principle is most relevant to where you are in your career right now?

Richard Cassell, Senior Director of Business Development at Black Box, learned his most important sales lesson at age 12 working at his family's gas station in Valdosta, Georgia. That moment set the foundation for a career built on one core idea: stop focusing on yourself and start focusing on what the customer actually needs.

In this episode of Sales Lead Dog, Richard sits down with host Christopher Smith to unpack the mindset shifts, mentorship moments, and hard-won lessons that have shaped his approach to sales, leadership, and relationship building over multiple decades.

From a pivotal two-year comeback at Washington Mutual to reframing an entire enterprise deal around mission instead of ROI, Richard shares real stories with real lessons that any sales professional can apply immediately.

What You'll Learn

• The three principles a retired sales veteran gave Richard early in his career, and why they still drive his success today
• How a chance encounter at a Franklin Covey store in Seattle changed how he manages time and priorities
• Why being transparent about product gaps can actually win you the deal in the long run
• The Washington Mutual story: how Richard lost the room, came back two years later, and closed a career-defining deal
• How to build multi-threaded relationships inside complex enterprise accounts
• Why reframing around mission (not ROI) was the key to winning a major deal in Salt Lake City
• What Richard looks for in a mentor and how he recommends approaching high-level professionals
• His honest take on CRM: necessary evil or genuine sales tool
• Why AI is now changing the prospecting game and what that means for sales reps who want to stay competitive
• How Richard leads through nonprofit work and why giving back is a core part of his professional identity

Guest Credentials

Richard Cassell Senior Director of Business Development, Black Box Black Box is a global solutions provider specializing in IT infrastructure design, deployment, and management for enterprises, with a strong focus on healthcare across the United States.

Richard covers large healthcare systems nationally, working within a portfolio of 1,700 hospitals and 300+ healthcare systems.

Richard also serves as Vice Chairman of the Board at The Breakfast Group, a 50-year-old Seattle-based nonprofit focused on education and economic development for inner-city minority youth.

About Sales Lead Dog

Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Impeller CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.

Unless you are the lead dog, the view never changes.

Connect and Learn More

All episodes and show notes: https://empellorcrm.com/salesleaddog/ 

Connect with Richard Cassell on LinkedIn: https://www.linkedin.com/in/richardcassell/

If this episode brought you value:

👍 Hit Like and help more sales professionals find this conversation.

🔔 Subscribe so you never miss a Sales Lead Dog episode.

💬 Drop your biggest takeaway in the comments. What principle is most relevant to where you are in your career right now?

👍 Like this video if you found it valuable 📩 Subscribe for more leadership and sales insights 💬 Comment below: What psychological barrier do you see most in your sales process?

In this episode of Sales Lead Dog, Chris sits down with sales strategist and bestselling author Lee Salz, creator of The First Meeting Differentiator, to unpack why traditional “discovery calls” are broken and what top-performing sales professionals do instead.

Lee explains why salespeople rely too heavily on logic, features, and self-focused questions… while buyers leave meetings feeling like they got no value. The result? Ghosting, stalled deals, poor qualification, and wasted pipeline time.

You’ll learn how to turn your first meeting into a consultative, value-driven conversation that builds emotional engagement, qualifies opportunities early, and creates clear next steps.

If you’re in B2B sales, sales leadership, or building a structured sales process, this episode is a masterclass in modern selling, qualification, and sales psychology.

• Why “discovery meetings” actually hurt your sales

• How to provide meaningful value in the first conversation

• The emotional side of selling (and why logic doesn’t close deals)

• How to qualify opportunities early and stop wasting time

• The difference between an Ideal Client Profile and a Target Client Profile

• How to eliminate ghosting with one simple process change

• Why most sales problems start at the first meeting, not the close

Lee Salz is a sales strategist, consultant, keynote speaker, and bestselling author of The First Meeting Differentiator. He helps sales organizations improve first conversations, onboarding, qualification, and buyer engagement.

🔹 Lee Salz on LinkedIn: https://www.linkedin.com/in/leesalz/ 🌐 Book Website: THE FIRST MEETING DIFFERENTIATOR - Download First Chapter!

🎙️ All Sales Lead Dog Episodes Sales Podcast - Sales Lead Dog - Empellor CRM

🚀 CRM Shouldn’t Suck CRM Self-Assessment Tool | Fix Your CRM with Empellor

💼 Empellor CRM Empellor CRM: 19 Years of CRM Consulting & Implementation

👍 Like this video if you found it valuable 📩 Subscribe for weekly sales leadership & founder insights 💬 Comment below: What’s the biggest mistake you see in first sales meetings?

In this episode of Sales Lead Dog, host Chris sits down with Jeff Fleischer, a senior operating executive, capital advisor, and entrepreneur with more than 25 years of experience scaling technology and cybersecurity companies through hypergrowth, acquisitions, and strategic exits.

Jeff has held CRO, SVP, and CEO roles across public and private markets, helping build and sell multiple businesses to acquirers, including McAfee, JPMorgan Chase, Raytheon, BlackRock/Pamplona, and Audax. Today, he is the Founder of ProScale Partners and is launching Grainview Capital, advising founders, private equity firms, family offices, and strategic investors during critical inflection points.

This conversation dives deep into growth strategy, leadership alignment, go-to-market execution, capital formation, and what truly breaks companies during scale. Jeff shares real-world lessons from operating inside fast-moving environments where clarity, speed, and execution matter most.

Whether you’re a founder, operator, executive, or investor navigating growth or preparing for an exit, this episode delivers practical insight from someone who has done it repeatedly.

🔍 What You’ll Learn in This Episode:

- How operators scale companies through hypergrowth - Why leadership alignment is critical to execution - What founders misunderstand about scaling and exits - The role of capital strategy in growth and M&A - Lessons from cybersecurity, AI, and infrastructure platforms

🎧 About Sales Lead Dog

Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern go-to-market strategy.

🔗 Connect & Learn More

Guest Links 🔹 Jeff Fleischer on LinkedIn: https://www.linkedin.com/in/jeffreylfleischer/ 🔹 ProScale Partners: https://proscale.ai/

Sales Lead Dog & Resources 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/  CRM Shouldn’t Suck: https://www.crmshouldntsuck.com  Empellor CRM: https://www.Empellorcrm.com

👍 Like the video if you found value 📩 Subscribe for weekly founder & operator conversations 💬 Comment below: What stage of growth are you navigating right now?

In this episode of Sales Lead Dog, host Chris sits down with Gerry Miller, Founder & CEO of Cloudticity, to explore a career shaped by passion, courage, and the ability to say yes to unexpected opportunities.

Gerry shares how early curiosity for technology, combined with tenacity and bold decision-making, led him from music to cloud computing, healthcare innovation, and AI-driven transformation. The conversation dives deep into leadership, entrepreneurship, culture-building, and how technology is reshaping the future of healthcare.

This episode isn’t just about business it’s about mindset, resilience, mentorship, and creating meaningful impact while building something that lasts.

In this episode, you’ll learn:

- How unexpected career pivots can lead to long-term success - What it really takes to build and scale a healthcare tech company - Why passion and courage matter more than fearlessness - How AI and cloud technology are transforming healthcare - The importance of culture, enablement, and work-life integration

Whether you’re a founder, executive, entrepreneur, or someone navigating change, this conversation offers practical insights and real-world leadership lessons.

🎧 About Sales Lead Dog

Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern business strategy. Each episode features real conversations with experienced operators who’ve built and scaled successful companies.

🔗 Connect with Our Guest Gerry Miller on LinkedIn: https://www.linkedin.com/in/gerrymiller Cloudticity: https://www.cloudticity.com

🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/ CRM Shouldn’t Suck: https://www.crmshouldntsuck.com Empellor CRM: https://www.empellorcrm.com

👍 Like this video to support the show 📩 Subscribe for weekly founder & leadership conversations 💬 Comment below: What part of Gerry’s journey stood out to you?

Our conversation with Sarah explores the fundamentals of effective marketing strategies that enable businesses to differentiate themselves in a saturated market. By honing in on what clients truly want and employing storytelling to highlight the unique benefits of their offerings, businesses can create a memorable impression. We focus on the vital role of data analysis for businesses navigating growth, as understanding trends and improving hit rates can significantly enhance competitiveness and better manage constraints. 

Lastly, we dive into optimizing CRM systems and the transformative role of AI. Sarah articulates the challenges businesses face with data management and CRM implementation, advocating for streamlined processes that make data actionable. We discuss the integration of AI tools like Google Gemini and Copilot for Sales, which act as virtual assistants to improve productivity and engagement. Sarah shares her experiences using AI for efficient note-taking and data analysis, offering valuable insights for those looking to leverage AI in their business strategies. 

Sarah Rahall-Lunsford brings over 20 years of experience driving business growth through pragmatic, consensus-driven strategies in business development and marketing. She has held senior leadership roles, including Director of Sales and Marketing for an international home furnishings brand and SVP of Business Development for a $450M ENR Top 15 transportation firm. 

Sarah has led successful capture planning programs with win rates over 50%, generating $1.5B in contracts over the past decade. She managed a 20-person BD coordinator team, developed training programs, and helped build a national M&A strategy—from research and reporting to strategic intent presentations. 

She holds a master’s degree in organizational communication from Pepperdine University, where she led the Speech Laboratory, and a bachelor’s in communication with a journalism minor from Butler University, where she also directed the Speaker’s Lab. 

Quotes: 

On the Role of Marketing: "In a saturated market, standing out means truly connecting with decision-makers and focusing on what clients want to buy, not just what we want to sell." 

On Data Management: "Companies often get trapped in a cycle of maintaining the status quo with CRM systems. It's essential to streamline processes and focus on making data actionable." 

Integrating AI Tools: "AI tools like Google Gemini and Copilot for Sales are transforming CRM by acting as virtual assistants, improving productivity and engagement." 

Navigating Growth Constraints: "Understanding trends and improving hit rates can significantly enhance competitiveness, helping businesses manage growth constraints more effectively." 

On CRM Systems: "A CRM should work for the user, not against them. It's about stripping systems down to essential functions to avoid overwhelming users." 

Links:  

Sarah’s LinkedIn - https://www.linkedin.com/in/sarah-rahall-lunsford-25883216/

Centered Strategies Consulting - https://www.centeredstrategiesconsulting.com Find this episode and all other

Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Get your free copy of CRM Shouldn’t Suck at https://crmshouldntsuck.com 

Trust and transparency form the bedrock of Rob's approach to sales leadership. Highlighting the importance of honesty, he advises against bluffing when faced with tough questions, advocating instead for a candid approach that builds lasting client relationships. Rob underscores the significance of nurturing these connections even after the sale is complete, ensuring client satisfaction and opening doors for future opportunities. For those stepping into leadership roles, Rob shares insights on leveraging networks for guidance, fostering a culture of learning, and the nuances of understanding team motivators.

As we navigate through the evolving landscape of sales, Rob discusses the critical role of AI and CRM systems. While AI holds the promise of revolutionizing efficiency and decision-making, Rob stresses the importance of maintaining the human element and critical thinking in processes. He brings a balanced perspective on CRM systems, acknowledging their potential benefits when used correctly, but also pointing out common pitfalls such as inefficiencies and depersonalization. Rob concludes with optimism about integrating AI to streamline CRM tasks, ultimately enhancing communication and driving sales success. Don't miss the chance to connect with Rob Israel on LinkedIn and explore additional resources shared on our website.

Rob Israel is an accomplished sales and cybersecurity leader with a unique blend of executive technology, healthcare, and strategic account expertise. With a career that includes serving as both CIO and CISO in the healthcare sector, Rob brings a deep understanding of clinical, operational, and regulatory realities that few sales leaders possess. This firsthand experience enables him to connect more meaningfully with executive stakeholders and translate complex security challenges into practical, outcome-driven strategies.

As a Regional Sales Manager at DeepSeas, Rob partners with enterprise leaders to strengthen their security posture, drive measurable business outcomes, and align world-class threat intelligence and MDR capabilities with each organization’s mission. He is known for his customer-first philosophy, trusted-advisor approach, and ability to guide clients through high-stakes decisions with clarity and confidence.

Prior to joining DeepSeas, Rob held senior sales leadership roles at industry-leading technology organizations, consistently ranking among top performers and elevating client engagement across complex environments. His earlier tenure as a healthcare CIO and CISO continues to shape his perspective, allowing him to bridge the gap between technology, cybersecurity, and business operations.

Outside of work, Rob is an avid hiker, scuba diver, and skier who enjoys exploring the outdoors with his family. He brings the same curiosity, discipline, and sense of adventure to his work helping clients anticipate risk, embrace innovation, and advance their strategic objectives.

Rob is an experienced international speaker on both CyberSecurity and Information Technology, and has routinely helped organizations both streamline processes and save money on critical infrastructure programs.  

Quotes: 

"Empowering your team means developing them to the point where you can step away, and the business not only survives but thrives."  

"In sales, honesty and transparency aren't just virtues; they're necessities for building lasting client relationships."  

"AI has the potential to revolutionize sales efficiency, but we mustn't lose sight of the human element and critical thinking it cannot replace."  

"To lead effectively, surround yourself with people smarter than you, and always champion their growth and success." 

"Don't be afraid to admit when you don't know something. It's a sign of strength, not weakness, and it builds trust with your clients."  

Links: 

Rob’s LinkedIn - https://www.linkedin.com/in/rob-israel-a410831/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Our conversation takes a closer look at AI's role in reshaping marketing strategies and customer engagement. Traditional metrics are giving way to data-driven insights, marking a shift in how businesses connect with consumers. While AI-generated content is becoming more prevalent, we emphasize the irreplaceable value of authentic, human-centric content. The discussion touches on the enduring importance of human creativity and expression, even as AI attempts to replicate empathy and innovation. Personal preferences, it seems, still hold weight against AI's recommendations, underscoring a unique space for human intuition and creativity. 

We also investigate the profound implications AI bears on human relationships and business operations. As AI continues to streamline processes, the human element remains vital in building meaningful connections and trust. Through exploring personal branding, community building, and the essence of vulnerability, we highlight the irreplaceable human touch in a world increasingly intertwined with AI technologies. Mark's insights serve as a reminder that while AI may reshape certain aspects of our interactions, the authentic essence of human experience and empathy remains at the core of genuine relationships and successful business endeavors. 

Mark W. Schaefer is a globally recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. He teaches graduate marketing classes at Rutgers University and has written 12 best-selling books. Mark’s new book Audacious: How Humans Win in an AI Marketing World describes an essential framework for businesses to stand out and be seen in a noisy world.

His many global clients include Pfizer, Cisco, P&G, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events worldwide, including South by Southwest, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on various media channels, including CNN, The Wall Street Journal, The New York Times, and CBS News.

Quotes: 

"AI is not just about technological advancements; it's about how it rewires our brains and influences consumer behavior."  

"In a world dominated by AI-generated content, the irreplaceable value of authentic, human-centric content remains."  

"The human element is vital in building meaningful connections and trust, even as AI continues to streamline processes." 

"While AI can mimic empathy and creativity, genuine human expression holds enduring value." 

Links: 

Mark’s LinkedIn - https://www.linkedin.com/in/markwschaefer/

How AI Changes Your Customers - https://businessesgrow.com/how-ai-changes-your-customers/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Explore the fascinating world of private equity-backed companies and the catalysts that drive them to challenge conventional norms. Andy reveals the transformative impact of transparency and engagement, emphasizing the necessity for leaders to articulate the rationale behind organizational changes. By fostering trust and involving teams in developing solutions, these companies can create a dynamic environment conducive to innovation and growth. This episode sheds light on the dynamic interplay between external pressures and internal resilience that fuels success in this unique business landscape.

Dive into the complexities surrounding CRM system implementation and the hurdles companies must overcome to unlock their full potential. Andy offers insights into aligning CRM efforts with strategic business goals and the critical role of a robust data foundation. Recognizing the human factor as a barrier to adoption, he highlights the importance of identifying key performance indicators for effective data analysis and decision-making. As the conversation unfolds, listeners are encouraged to explore the vast collection of episodes available on Sales Lead Dog and connect with Andy Drummond for further insights into sales leadership and business growth.

Andy Drummond is the Founder and Principal of ShireGrowth Partners, where he helps small and mid-sized industrial companies unlock sustainable top- and bottom-line growth. With a career spanning leadership roles at SC Johnson, Grainger, James Hardie, and more, Andy brings deep expertise in sales acceleration, commercial strategy, and operational execution.

Known for his analytical, high-energy approach, Andy works with clients through interim leadership, fractional roles, and consulting engagements. His focus areas include pricing optimization, go-to-market strategy, and scaling for growth—always with an eye toward measurable impact and lasting value.

Quotes:

"Great leadership, continuous curiosity, and the courage to seize opportunities and risks are the pillars of success in any business growth strategy."

"Private equity-backed firms are a hotbed for innovation, where challenging the status quo and embracing data-driven strategies create significant business transformations."

"Transparency and engagement are key in driving growth; leaders must communicate the 'what' and 'why' behind changes to build trust and overcome resistance.”

"CRM systems often promise more than they deliver, leaving companies to navigate the complexities of implementation and adoption. It's the human factor that poses the biggest challenge, not the technology itself."

Links:

Andy’s LinkedIn: https://www.linkedin.com/in/andydrummond4/

ShireGrowth Partners: https://shiregrowthpartners.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

An ultra runner at heart, Kami brings the same endurance and tenacity from her running experiences to her professional life. She has completed ultra-marathons and even supported friends in ultra races, embodying the mindset of pushing past limits and breaking through mental blocks. This ultra runner's mindset seamlessly translates into her sales leadership journey, proving that transitioning into leadership roles without prior experience can be done with grace and efficacy. 

Reflecting on her experiences at tech giants like Oracle and Coherent, Kami shares how focusing on client relationships and team collaboration paved her path to leadership success. Hear firsthand accounts of how fostering a shared sense of purpose can transform team dynamics, creating an environment where individuals are inspired to contribute and thrive. This episode is packed with real-world anecdotes, emphasizing the power of listening and understanding diverse perspectives. 

We also touch on the mental fortitude required to overcome personal and professional obstacles. Drawing parallels from sports, Kami recounts inspiring tales of conquering mental blocks and how these lessons translate into effective leadership strategies. From scaling metaphorical mountains to discussing the nuanced integration of AI and CRM systems, this episode offers a compelling narrative on navigating the complexities of modern business environments. As we wrap up, a delightful appearance by Bentley, the first ever dog of Sales Lead Dog, reminds us to appreciate the small joys in life. Join us for this heartening conversation and subscribe for more thought-provoking content and charming stories. 

With over 20 years in technology and 15+ years in sales and customer leadership, Kami Thompson has built a career at the intersection of business performance and human connection. Currently a Key Account Manager at Vervint, she brings deep experience in operations, delivery, and strategic account management—always grounded in a people-first mindset. 

Known for leading with authenticity and care, Kami believes true success comes from aligning purpose, culture, and customer needs. Outside of work, she’s a passionate runner, outdoor enthusiast, and proud human to two golden retrievers. Inspired by her father’s integrity, Kami is driven to help others reach their goals—on the trail and in business.  

Quotes:

"I never let what I don't know stop me from achieving my goals. With determination, focus, and drive, I believe I can figure it out."

"Embracing vulnerability has been crucial in my leadership journey. It's okay not to know everything—what matters is the willingness to learn and grow."

"The secret to overcoming mental blocks is persistence. Whether it's running a marathon or leading a team, pushing past those limits leads to extraordinary achievements."

"Success in technology isn't just about the tools; it's about solving business problems and building strong partnerships that last."

Links:

Kami’s LinkedIn - https://www.linkedin.com/in/kami-holtz/

Vervint - https://vervint.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Our conversation with Erik also takes a fascinating turn as we explore innovative sales strategies and the critical role of CRM technology in modern business operations. Collaborating with Dale Dupree of the Sales Rebellion, Erik shares insights on how to break away from traditional sales methods and embrace a more community-driven, impactful approach. Through strategic roadmapping, compliance with cyber insurance policies, and the art of pattern interrupt marketing, Erik reveals how businesses can not only survive but thrive in a competitive environment. 

Leadership with a genuine touch is the cornerstone of Erik's philosophy, as he emphasizes vulnerability and authenticity in managing successful teams. By sharing personal growth stories and illustrating the power of leading by example, Erik underscores the importance of empowering team members to devise solutions and innovate. As businesses gear up for the AI revolution, he stresses on fostering a culture of collaboration and emotional intelligence, paving the way for a future where technology and humanity coalesce for unprecedented success. 

Erik Braden is the CEO and Managing Partner of Braden Business Systems, where he has led the company’s evolution from a regional office equipment dealer to a nationally recognized technology leader. With a background in investment banking and private equity across New York, Los Angeles, and Zurich, Erik brought strategic discipline and a global outlook to the family business. Under his leadership, Braden has quadrupled in size, expanded into managed IT, cybersecurity, and document management, and earned top rankings on the MSP 501 list. 

Known for his people-first approach and culture of transparency, Erik has driven record growth while maintaining exceptional client satisfaction and employee retention. His leadership has earned him accolades including the MSP 501 Executive of the Year and the Fortress Cybersecurity Leadership Award. Outside of work, he supports over 100 nonprofits annually and serves on several industry boards. 

Quotes:

"Persistence opens doors, but accountability keeps them open."

"Leadership with a genuine touch is the cornerstone of my philosophy. Vulnerability and authenticity in managing teams lead to success."

"As businesses gear up for the AI revolution, it's crucial to foster a culture of collaboration and emotional intelligence."

"You can't just bolt AI onto your operations without a secure infrastructure; the risks of data leaks are too great."

Links:

Erik’s LinkedIn - https://www.linkedin.com/in/erik-braden-1930904/

Braden Business Systems - https://bradenonline.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

The art of building successful sales teams comes alive as Disa reflects on her foundational training and mentorship at Procter & Gamble. Her experiences underscore the importance of product knowledge, understanding merchandising dynamics, and cultivating strong buyer relationships. She passionately describes how mentorship has not only shaped her leadership style but also helped her nurture future leaders. Disa reveals the key attributes she seeks when assembling her sales teams—proven track records, cultural fit, and the adaptability necessary for high-growth environments—all while fostering a positive and supportive culture that encourages growth and innovation. 

Leadership and accountability in sales take center stage, with Disa discussing the power of vulnerability and feedback in developing as a leader. The Entrepreneurial Operating System (EOS) comes into play as a tool for maintaining accountability and enhancing organizational clarity. Additionally, we explore the critical role of CRM systems, not just as a tool for efficiency but as a catalyst for strategic decision-making through data analytics. Disa emphasizes the need for skilled analysts who can convert raw data into actionable insights, ensuring that sales teams are empowered to achieve excellence. Join us for this engaging episode that offers a wealth of experience and strategies from one of the leading voices in sales leadership. 

Disa Pratt is a seasoned sales and business development executive with over 30 years of experience driving revenue growth for both start-ups and global CPG brands. She currently serves as Chief Sales Officer at Vetnique, where she leads sales strategy and retail expansion across major outlets like Chewy, Petco, Walmart, and Target. 

Her background spans sales, strategy, eCommerce, marketing, and omnichannel execution, with leadership roles at Zesty Paws, Solid Gold, HALO, and New Chapter (P&G). Disa is known for her data-driven, collaborative approach and proven success in building strong retail partnerships. 

She lives on a 40-acre farm in western Massachusetts with her two rescue dogs, Olive and Odie, and is passionate about pet wellness and fostering animals. 

Quotes: 

"In sales, it's all about results. Promise made, promise kept. Deliver on your numbers and the rest will follow."  

"Mentorship has been a cornerstone of my career. Strong mentors believed in me, thrust me into roles I wasn't ready for, and stood by me as I grew." 

"Vulnerability isn't a weakness in leadership; it's a strength. Embracing imperfections and learning from them fosters a culture of growth and innovation."  

"CRM systems are more than just efficiency tools; they're catalysts for strategic decision-making when aligned with organizational goals."  

Links:  

Disa’s LinkedIn - https://www.linkedin.com/in/disa-pratt-2baa2653/

Vetnique - https://vetnique.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Our conversation takes us through the adventurous landscapes of early career transitions, highlighting the unexpected growth that comes from embracing challenges. From moving from Shanghai to France without knowing the language, Yujing exemplifies how viewing mistakes as opportunities can foster personal development. We underline the significance of building trust and human connections in unfamiliar environments, and how blending analytical skills with relationship-building can create a vibrant and cooperative team dynamic. These lessons are crucial for anyone navigating career changes and seeking effective ways to connect with new teams.

Leadership and CRM systems take center stage as we explore the art of motivating sales teams and transforming perceptions of technology. Balancing ambition with realism, we discuss how empowering team members can unlock their full potential and achieve collective goals. We also address the evolution of CRM systems — once seen as a burden, now a valuable tool for uncovering opportunities and enhancing customer relationships. With insights into improving CRM's analytical capabilities, this episode offers a comprehensive look at the essential elements driving success in today’s dynamic business environment. Connect with Solmax and tap into additional resources through their website or LinkedIn.

Yujing Liu is the Global Vice President of Commercial Excellence at Solmax, where she leads strategy, processes, and tools to drive profitable growth across the company’s worldwide operations. She partners with regional and functional leaders to strengthen sales effectiveness, optimize pricing, and enhance customer experience, ensuring commercial teams are equipped to win in competitive markets.

Quotes:

"Curiosity is my secret weapon; by constantly asking 'why,' I've found better ways to do things and unlock new opportunities."

"Embracing challenges and viewing mistakes as gifts have been pivotal in my career journey. It's through setbacks that we often learn the most."

"Confidence can be nurtured over time. Even if you weren't born with it, you can cultivate it through practice and self-reflection."

"Building trust in unfamiliar environments is crucial. It's not just about presenting data but about forming human connections."

Links:

Yujing’s LinkedIn - https://www.linkedin.com/in/yujing-liu-66a32b10/

Solmax - https://www.solmax.com/us/en

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

We also explore the TEAM framework, a game-changing strategy Marek developed to revitalize underperforming business units, showcasing the power of communication as a cornerstone of success. The conversation takes a futuristic turn as we dissect the impact of AI on sales, with frameworks like BANT, CHAMP, and MEDDIC offering foundational guidance in this evolving landscape. Marek offers insights into the philosophical dimensions of AI advancements, pondering their broader implications on the sales field. With AI's rapid evolution, epitomized by tools like ChatGPT-5, Marek's forward-thinking perspective challenges us to envision a transformed future where adaptability and team alignment become the keys to thriving in sales. 

Marek Wasilewski is a globally accomplished Revenue Leader with over two decades of experience leading high-performance teams and scaling multi-million-dollar growth across enterprise, SaaS, cloud, and service provider markets. From driving 28% growth in a major LATAM region to taking enterprise revenue from $0 to $5M in just 12 months, Marek has consistently delivered transformative results at scale. 

Currently based in Austin, Texas, Marek brings a powerful mix of boardroom credibility and field-tested resilience. He’s the creator of the T.E.A.M. Leadership Framework—Talk, Evaluate, Action, Mentor—designed to inspire performance and build trust across global teams. His leadership ethos? “Business is like cycling—every climb builds strength, and success comes from preparation, endurance, and shared effort.” 

Named to CRN’s Channel Chief list and a multi-time President’s Club and Chairman’s Inner Circle winner, Marek has held executive roles with some of the largest companies, leading teams across the Americas, EMEA, and APAC. His expertise spans GTM strategy, recurring revenue models, AI-driven sales transformation, and customer-centric execution. 

When he’s not leading global sales strategy, you’ll find him on two wheels—contributing to Dallas-based cycling charity events and recharging through endurance sports that mirror his leadership style: focused, resilient, and purpose-driven. 

Quotes:

Nobody grows up saying I want to be a salesman. I left school wanting to be a fashion designer, but sales found me, and it turned out to be my true passion."

"Selling timeshares and novelty memberships taught me resilience. It's about understanding that you're one call away from success and learning to deal with rejection."

"Effective communication is the cornerstone of success. Over-communicating both internally and externally can transform underperforming business units."

"The TEAM framework is built on four principles: Talk, Evaluate, Act, and Mentor. It's about creating a consistent and disciplined approach to revitalizing teams."

Links:

Marek’s LinkedIn - https://www.linkedin.com/in/mwasil/

Extreme Networks - https://www.extremenetworks.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency. We tackle the common frustrations of sales professionals burdened by traditional CRM systems and unveil how AI and automation, through platforms like Microsoft's Dynamics 365 and Salesforce, are game changers. Imagine freeing up valuable time to focus on building customer relationships instead of logging information. Our conversation underscores the value of a unified platform that eliminates complexity and boosts productivity, all while keeping the focus on what truly matters—driving business success through meaningful customer interactions.

As we explore the future of AI in sales, witness firsthand the immense potential of AI-driven tools like Microsoft's Copilot and Dynamics. These technologies drastically cut down the time and effort needed for tasks like preparing QBR presentations, empowering sales teams to prioritize strategic deals. From enhancing decision-making with precise data analytics to automating routine tasks, AI is reshaping modern business practices. You'll hear real-world examples of how AI optimizes field service operations and meeting preparations, paving the way for a more productive and successful future. Don't miss out on learning how AI is not just a tool but a strategic partner in revolutionizing your sales processes.

Drew Regan is a Global Leader and Principal Business Program Manager based in Charleston, South Carolina, guiding organizations of all sizes to modernize CRM with an AI-first approach across all stakeholders. With a strategic mindset and passion for innovation, Drew helps businesses transform with speed to stay ahead of the competition and drive measurable impact by deploying productivity and automation across their entire operation.

As a strategic and trusted partner, Drew leads customers through the AI-driven shift from legacy CRM systems to modern, intelligent enterprise platforms, enabling smarter engagement and scalable growth. His programmatic approach, collaborative leadership, and results-oriented mindset empower teams and customers to thrive in today’s dynamic digital landscape.

Quotes:

"AI isn't just a buzzword—it's becoming the backbone of a seamless and efficient work environment, helping businesses obliterate silos and consolidate data." 

"With Microsoft's cutting-edge applications like Azure, Outlook, and Dynamics, AI is transforming mundane tasks into strategic opportunities, paving the way for modern sales success." 

"Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency where AI and automation become game changers." 

"The true power of AI lies in its ability to automate routine tasks, allowing sales teams to focus on what truly matters—building meaningful customer relationships and driving business success." 

Links: 

Drew’s LinkedIn - https://www.linkedin.com/in/drew-regan-01272b7/

Microsoft - https://www.microsoft.com/en-us/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Transitioning into leadership roles presents its own set of challenges and opportunities, and Nic is candid about both. The episode delves into the nuances of guiding new talent and the invigorating energy it brings. While embracing the process and maintaining persistence, Nic underscores the importance of overcoming personal ego and allowing others to shine. For those aspiring to leadership positions, the focus should be on fostering others' success and recognizing talent, all while appreciating the often repetitive yet rewarding behind-the-scenes work necessary for nurturing a thriving team. 

Drawing inspiration from the former CEO of Ford, who revolutionized company culture with transparency and vulnerability, we explore transformative leadership strategies. Open communication and a red-yellow-green project status system are central to this discussion, promoting the value of setting ambitious goals and stepping outside comfort zones. We also explore the critical role of CRM systems in sales success, likening their use to a well-coordinated sports team where everyone knows their role. By making CRM data both accessible and actionable, sales teams can achieve optimal performance and make meaningful client connections. Finally, we extend an invitation to join the Sales Lead Dog Pack and explore our expansive content library, available across various platforms to keep you engaged and informed. 

Nicolas Restrepo is the Senior Vice President of Sales at World Emblem, one of the world’s leading suppliers of high-quality custom apparel decorations. He is passionate about lifelong learning, achieving goals through teamwork, and leaving a lasting legacy in the textile manufacturing industry. 

Quotes:

"In sales, the power of curiosity, connection, and authenticity can truly unlock success."

"Transitioning into leadership means overcoming personal ego and letting others shine."

"Effective leadership requires setting ambitious goals and stepping out of your comfort zone."

"A well-coordinated sales team is like a sports team—everyone needs to know their role for optimal performance."

Links:

Nic’s LinkedIn: https://www.linkedin.com/in/nicolas-nic-restrepo/

World Emblem: https://www.worldemblem.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Leadership is not without its hurdles, and John opens up about the tough decisions that come with the territory. From the initial hesitation to let go of employees who aren't a perfect fit, to the rewarding aspects of recruitment and securing deals, our conversation brings to light the complexities of building a successful team. John’s personal narrative of leadership and resilience is further illustrated by his commitment to climbing Mount Kilimanjaro, driven by inspiration from the book "The 12-Hour Walk". This endeavor reflects his dedication to pushing boundaries and embracing personal growth through formidable challenges. 

We also dive into the crucial role of Customer Relationship Management (CRM) systems in business success. John shares insights on overcoming the common hurdles of CRM adoption by leveraging the expertise of power users and fostering an environment of open communication. By starting small and encouraging collaboration, businesses can unlock the full potential of their CRM systems. Tune in to absorb these invaluable insights and connect with John and Service First Mortgage on LinkedIn for ongoing conversations on maximizing sales success and CRM engagement. 

John Donnelly serves as the Executive Director of Sales at Service First Mortgage, a company dedicated to community enrichment and financial empowerment. Passionate about leadership development, John focuses on fostering growth and achievement through speed, service, and synergy. He believes success stems from strong leadership, a growth mindset, and partnering with organizations that deliver excellence. Committed to making a lasting impact, John strives to be an influential leader in both the professional and personal lives of his team.  

Quotes: 

"In today's competitive mortgage market, innovation and hustle are not just strategies; they're necessities."  

"Leadership isn't just about making decisions; it's about making the right decisions, even when they're tough." 

"The journey from passion to success in sales is paved with constant learning and the courage to listen." 

"Climbing Mount Kilimanjaro taught me that leadership and resilience often require taking one step at a time, no matter how daunting the path." 

Links: 

John’s LinkedIn - https://www.linkedin.com/in/thejohndonnelly/

Service First Mortgage - https://playbig.mortgage/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

For those aiming to build a successful sales team, Bill's experiences are an invaluable resource. He recounts lessons learned from the telecom industry's boom and stresses the long-term strategies that are crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense, underscoring the importance of patience and a long-term vision. Bill shares insights into effective hiring practices, highlighting how qualities like patience and a methodical approach can sometimes outweigh direct experience, demonstrated by a recent successful hire from a shipyard.

Listeners looking to enhance their leadership capabilities will find Bill's insights particularly beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks, using his own experiences as a guide. Bill’s transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems, ensuring they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders eager to refine their skills and drive their teams toward success.

Bill serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD).  In this role, Bill acts as the enterprise primary contact for the Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding and Mission Technologies for all ten business units of FMD and is the FMD executive team’s representative to senior management team at these customers. Bill also manages FMD’s Data Analytics/Programs team. 

Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC   and Ultra Electronics’ TCS and DNE business units.  He has over 29 years of experience in selling technology solutions to the Department of Defense, Telcos and commercial businesses. Bill is a past president of the Marine Machinery Association, as well as being active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council. Bill has a MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps and served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines.  Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron. 

Quotes:

"In sales and leadership, it's not just about closing deals—it's about understanding and meeting the needs of both your team and your customers."

"The transition from the Marine Corps to sales was driven by personal circumstances, but it taught me the power of adaptability and resilience."

"When selling to the Department of Defense, patience and a long-term vision are not just virtues; they are necessities."

"Effective leadership is rooted in empathy, resilience, and the ability to learn from setbacks."

Links:

Bill’s LinkedIn - https://www.linkedin.com/in/bill-berger-5458826/

Fairbanks Morse Defense - https://www.fairbanksmorsedefense.com/home

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Unravel the synergy between pre-sales and sales functions as we explore the hidden potential that resides in their integration. Art explains how bridging this gap can dramatically enhance win rates, transforming sales from a linear progression to a dynamic, continuous cycle. This episode emphasizes the vital role of client success right from the beginning, and how aligning sales with marketing through effective CRM systems can solidify lasting customer relationships. By adopting a unified pre-sales and sales strategy, companies are not just selling a product but ensuring holistic solution enablement that meets and exceeds client expectations. 

Our conversation also ventures into the nuanced realm of sales compensation, particularly in the SaaS and consumption-based sectors. Art advocates for rewarding sales teams based on total contract value and client usage, rather than just initial sales. We tackle the challenges of CRM adoption, underscoring the importance of comprehensive training and impeccable data management. It's through effective communication, continuous process improvement, and a steadfast commitment to client success that businesses can achieve sustainable growth. Join us as we uncover how optimizing sales strategies and fostering collaboration leads to a thriving business environment. 

Art helps B2B sales teams boost revenue, win rates, margins, and client satisfaction through his SEAMless Sales® System—offered via speaking engagements, workshops, tools, and his new book Making SEAMless Sales. 

With 25 years in presales and sales enablement, and two decades in end-user, sales, and leadership roles, Art brings deep experience to every engagement. After starting in engineering, he shifted into enterprise software, rising through presales and sales leadership before launching his own sales enablement firm in 2004. 

Since 2009, Art has led global sales transformation initiatives, including a program that drove a 22% increase in bookings and a 16-point win rate jump for a major electronics manufacturer—who remains a client to this day. 

Based in Pittsburgh, PA, Art enjoys family time, travel, and hands-on projects when he's not helping sales teams achieve lasting results. 

Quotes:

"The magic of sales success lies in truly understanding and prioritizing customer needs. It's not about pushing a product; it's about crafting solutions that lead to happy, successful clients."

"Bridging the gap between pre-sales and sales functions can unlock untapped potential, transforming sales from a linear progression into a dynamic, continuous cycle."

"Aligning sales with marketing through effective CRM systems ensures that companies aren't just selling a product, but enabling holistic solutions that exceed client expectations."

"Sales teams should be rewarded based on total contract value and client usage over time, not just the initial sale. It's about commitment to consume, not just closing the deal."

Links:

Email: info@teamsalesdevelopment.com

LinkedIn: https://www.linkedin.com/in/artfromm

Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/

Articles and Events: https://teamsalesdevelopment.com/articles-and-events/

Website: https://www.teamsalesdevelopment.com

Facebook: https://www.facebook.com/TeamSalesDev

Instagram: https://www.instagram.com/teamsalesdevelopment/

YouTube: https://www.youtube.com/@TeamSalesDevelopment

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes.

Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales.

Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients.

His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams.

Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity.

For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.

Quotes:

"Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business."

"Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product."

"If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes."

"The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."

Links:

Website (CEO Sales Strategies): https://ceosalesstrategies.com/

Vibitno: https://vibitno.com/

Facebook: https://www.facebook.com/Dougcbrown123/

LinkedIn: https://www.linkedin.com/in/dougbrown123/

Instagram: https://www.instagram.com/dougcbrown_/

CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies

Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Leadership and team culture take center stage as Laura candidly discusses the transformation of her leadership style from a directive approach to one of empowerment and collaboration. She recounts her path to understanding that true leadership involves nurturing a supportive, diverse team where individuals feel valued beyond financial rewards. This exploration of team dynamics underscores the profound impact of fostering a culture of connection, care, and diversity, highlighting how such an environment propels long-term success and unwavering commitment. 

Lastly, the episode unpacks the unexpected benefits of venturing beyond traditional career paths, emphasizing the transformative power of networking and CRM systems. Laura recounts the surprising rewards of starting a podcast and how her network catalyzed her professional growth. Despite initial resistance, her embrace of CRM systems demonstrates their vital role in organizing and enhancing sales activities. Through meaningful connections and an open mind to new experiences, Laura's journey reveals the profound impact of building relationships both personally and professionally. 

Laura Kay Sheely is one of the most dynamic and influential emerging leaders in the mortgage industry today. She is the Amazon Best-Selling Author of The 52 Mindset, a recipient of the prestigious 40 Under 40 award in finance, and was named a 2020 Woman with Vision for her trailblazing impact on the industry. 

Her highly anticipated second book, Career Quake, is set for release in September, promising to empower professionals navigating today’s rapidly evolving landscape. 

As CEO of The 52 Academy, Laura Kay mentors' business leaders and sales professionals nationwide through her innovative, week-by-week approach to personal transformation and strategic networking. In addition to leading at the academy, she continues to shape the mortgage industry in her role as Senior Vice President of National Sales at Watermark TPO. 

A gifted educator and powerful speaker, Laura Kay contributes to the future of the sales industry by teaching professionals across the country how to deepen connections to drive revenue growth. Her insights on sales, networking, and business development continue to inspire and elevate professionals at every stage of their careers. 

Quotes: 

"In the fast-evolving mortgage industry, resilience and goal-setting are your compass—my '52 mindset' approach ensures each week is a step toward national recognition." 

"True leadership isn't about wielding power; it's about empowering your team and fostering a culture of connection and diversity." 

"The most rewarding part of my journey has been venturing beyond traditional career paths—networking and CRM systems have transformed my professional growth." 

"Building a successful team is like creating a balanced ecosystem—it's not just about skills, but also about diverse personalities and shared values." 

Links: 

Buy the Book on Amazon or Audible: https://www.amazon.com/52-Mindset-Week-Week-Extraordinary/dp/1736521608/ref=sr_1_1?crid=TN7CPOZ9IWK&dib=eyJ2IjoiMSJ9.jfoKZgbQfblKMgJBEjDL6-4lHrqNLZs_5Lz2BJeDc4IS-2GpS0Dv11vXO1BROlEystZGC9kDNq7VkBz8I8cs0dz2MbMXjNfRXRPnterwm-7qUYRbr8WQVtS844zybcUU-pBGlqO88fnjUmNFNhq2nGcaY_RzzpResJP6P1ohHYqBmGQpEPkDU65y4PUXAplKWaS7Sz7R3hruc15fHPRnQLwGkWYYrowqSSimlHYlSIg.AJZ7hLw6MrAg6SrDKW8fBw-mP_NxvQYfFFDNQetE34k&dib_tag=se&keywords=The+52+Mindset&qid=1748461097&sprefix=the+52+mindse%2Caps%2C128&sr=8-1

LinkedIn: https://www.linkedin.com/in/laurakaysheely52/

Website: https://52academy.com/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

The podcast further explores the nuanced landscape of career expectations versus reality, particularly for women in male-dominated sectors. Naomi offers an eye-opening account of her early career in New York City's finance industry, where she transitioned from a transactional role to a leadership position without formal training. She candidly discusses the obstacles she faced managing more seasoned teams and navigating a culture of prevalent misogyny. Her insightful reflections on these formative experiences reveal how they shaped her leadership style and fueled her passion for empowering women in sales leadership roles.

Naomi also delves into the evolving dynamics of workplace culture and the critical role of transparent leadership in talent development. Her anecdotes underscore the importance of nurturing environments where team members can thrive, and she emphasizes the need for diversity, representation, and mentorship to support women in sales and leadership positions. The conversation touches on the transformative power of CRM systems and AI in modern sales processes, offering a glimpse into the future of the industry. Packed with meaningful insights on leadership, personal growth, and the human side of sales, this episode is a must-listen for anyone aiming to excel in the world of sales.

Naomi Brezi is a confident and innovative executive leader with over 15 years of C-suite experience delivering exponential growth, operational efficiency, and commercial transformation across Learning & Development, Higher Education, EdTech, and B2B sectors. Known as a transformational catalyst, Naomi has led high-impact turnarounds and market expansions, driving multi-million-dollar revenue gains and spearheading go-to-market strategies from the ground up.

A hands-on, people-first leader, Naomi has managed teams of over 120 and holds a track record of unlocking hidden talent to build high-performing, results-driven organizations. Her strategic and operational execution has led to exceptional YoY revenue and operational efficiency. Naomi is equally adept at board engagement and investor communication, often securing buy-in for bold initiatives that generate lasting value.

Her strengths lie in cross-functional alignment, client-centric innovation, and data-driven decision-making, consistently improving sales conversion rates, client retention, and profitability. Naomi is also an active board member, committed to advancing women in leadership and mentoring the next generation of revenue leaders.

Quotes:

"I've always believed in the power of grit and determination. It's about getting back up every time you fall and pushing forward with a positive mindset."

"Navigating a male-dominated industry taught me invaluable lessons in leadership and resilience, which have shaped who I am today."

"It's crucial to foster an environment where everyone on the team feels they can thrive and grow. Transparent leadership plays a key role in talent development."

"The journey to the C-suite as a woman is filled with unique challenges, but it's also a path of immense opportunity and growth."

Links:

Naomi’s LinkedIn: https://www.linkedin.com/in/naomibrezi/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Witness the rapid evolution of AI tools as we explore how Copilot has outpaced other personal assistants and challenged traditional technological principles like Moore's Law. Hear first-hand how seeking feedback from AI can provide unbiased, constructive criticism that fosters professional development without the ego clashes. Continuous learning becomes a cornerstone of staying ahead of AI advancements, as our guests share how organizations can adapt to these changes and leverage AI for innovative problem-solving.

Prepare to be inspired by real-world success stories and actionable strategies for maximizing Microsoft Copilot adoption in sales and corporate environments. Art and Mairead offer practical tips on fostering a culture of AI enthusiasm while ensuring robust data governance. The conversation underscores AI's potential to revolutionize customer engagement and highlights the importance of end-user training to harness Copilot's full potential. This episode is a must-listen for sales leaders and business professionals eager to stay informed and adaptable in an AI-driven world.

Art Pugach is the Global Chief Technology Officer at Queue Associates. With over three decades of experience, Art leads the company's technology strategy and innovation initiatives. He plays a pivotal role in driving digital transformation for clients worldwide, ensuring the delivery of cutting-edge solutions that align with business objectives. Mairead is a Project Coordinator at Queue Associates, leveraging her background in Public Relations, Advertising, and Applied Communications. She oversees project procurement management, while ensuring that client needs are met throughout the project lifecycle.​

Together, Art and Mairead host When in Doubt, Reboot, a podcast where they sit down to discuss all things technology. From retro games to AI, this dynamic duo covers it all! Tune in to listen, follow us on socials, and always remember: When In Doubt, Reboot!

Quotes:

"Microsoft Copilot isn't just a tool—it's a transformative partner in productivity, seamlessly integrating into the tools we use daily like Word, Outlook, and Teams." – Art Pugach 

"Adopting AI requires more than just technology; it demands a culture of continuous learning and data security to truly revolutionize business processes." – Mairead O'Donovan 

"The rapid evolution of AI tools like Copilot challenges traditional principles, moving faster than we've ever seen, even outpacing Moore's Law." – Art Pugach 

"Feedback from AI offers unbiased, constructive criticism that can propel professional development without the typical ego clashes." – Mairead O'Donovan 

Links:

Art’s LinkedIn - https://www.linkedin.com/in/art-pugach-8144b236/

Mairead’s LinkedIn - https://www.linkedin.com/in/mairead-o-donovan-2024b717b/

Queue Associates - https://queueassoc.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Reflecting on his career journey, Jason reveals how his early days selling newspaper subscriptions laid the groundwork for his problem-solving prowess and eventual rise in leadership. His personal stories provide a vivid picture of the joy in building connections and the instinctive shift from sales to leadership. Navigating the challenges of communication and continuous learning, he underscores the importance of clear dialogue and draws inspiration from influential reads like "The Go-Giver" and "Fans First", which have shaped his approach to adding value and fostering authentic leadership. 

In the realm of sales and technology, we explore the intricate relationship with CRM systems and the transformative potential of AI. Jason and I ponder how user-centric designs can revolutionize sales efficiency and eliminate data silos. The conversation rounds out with practical ways to connect with Stronghold Data, encouraging our listeners to tap into the wealth of knowledge shared by Jason. Don't miss out on this opportunity to learn how embracing AI and strategic CRM integrations can redefine the sales landscape, all while staying connected with the vibrant Sales Lead Dog community. 

Jason Rincker is the Chief Revenue Officer at Stronghold Data, where he drives innovation in cybersecurity and artificial intelligence to help businesses stay secure and competitive. With nearly three decades of experience and a knack for relationship-building, Jason has helped position Stronghold Data as a recognized industry leader, earning accolades like ChannelFutures MSP 501, MSP of the Year, and inclusion on the CRN MSP 500 list.

A trusted voice in tech, Jason has collaborated with the Department of Homeland Security, the FBI, and other major institutions to share insights on AI, digital transformation, and cybersecurity. Outside of work, he’s a committed community member—coaching baseball, volunteering, and squeezing in time for running or cycling when he can.

Quotes: 

"Embracing AI isn't just about technology—it's about future-proofing leadership and redefining business strategies for a dynamic world." 

"From selling newspapers to leading with purpose, every step of my journey has been about building connections and solving problems." 

"The essence of successful selling lies in understanding and addressing customer needs. It's about being a go-giver, not just a go-getter.” 

"Clear communication isn't just a leadership skill—it's the foundation of trust and effectiveness in any team." 

  Links: 

Jason’s LinkedIn - https://www.linkedin.com/in/jason-rincker-2a068956/  

Stronghold Data - https://strongholddata.com  

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/  

Tired of your CRM sucking the life out of your team? Visit CRMShouldntSuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Mentorship and creativity take center stage as Greg reflects on the profound influence of mentors like Barb Johnson and Pete Peterson in shaping his career. Barb's contribution to building his confidence and Pete's wisdom in fostering self-awareness highlight the irreplaceable human elements in personal growth. Greg also sheds light on the role of AI in sales, emphasizing how creativity and human ingenuity remain unmatched by technology, and how these traits drive sales processes forward in an AI-driven world. 

Listeners will gain insights into developing leadership through authenticity and balancing technology with human relationships. The discussion covers AI's potential to enhance sales processes and the traits required for identifying future leaders, like empathy and a growth mindset. Greg underscores the importance of storytelling in leadership and the long-lasting impact it can have on careers. The conversation wraps up by celebrating CRM systems as essential tools for driving sales success and supporting both personal and professional growth through understanding and aligning with team members' aspirations. 

Greg is a seasoned sales executive with over 20 years of leadership experience across Fortune 500 companies and private equity-backed startups, spanning industries like SaaS, technology, finance, and manufacturing. He currently serves as Vice President of Sales & Channels for North America at Service Express and has held senior roles at Adobe, Capital One, Amazon, SAP Concur, TD SYNNEX, and HNI. Greg began his sales journey cold-calling from the Yellow Pages and has since built a career defined by growth, strategy, and performance. Originally from Oakland, California, he now lives in Tampa, Florida, with his wife Laura, their three children, and their Australian Shepherd, Bailey. Outside of work, he enjoys working out, meditating, MMA, golf, beach days, cooking, and fine wine. 

Quotes:

"In the world of sales, grit and perseverance are the cornerstones of success. It's not just about hard work, but also about believing in yourself and being a lifelong learner." 

"While AI is a powerful tool in sales, it will never replace the human touch. Creativity and ingenuity are irreplaceable elements that drive the sales process forward." 

"Leadership is about authenticity and understanding your team. It's not just about positional authority; it's about having a positive impact on people's careers and lives." 

"Storytelling is a powerful tool in leadership. It allows you to connect with your team on a deeper level, helping them to see the bigger picture and motivating them towards success."

Links:

Gregory’s LinkedIn - https://www.linkedin.com/in/gregbanning/

Service Express - https://serviceexpress.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success. 

In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success.

Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She’s worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth. 

Quotes:

"I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost."

"The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues."

"Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."

Links:

Charlene’s LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/

The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg

The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Equip your sales team with powerful methodologies as we explore the essentials of establishing credibility through comprehensive product knowledge. By leveraging the Microsoft suite, we empower our team to offer authentic client recommendations, weighing the benefits of cohesive integrated systems over a best-of-breed approach. The conversation unfolds the value of minimizing operational risks by choosing systems that communicate seamlessly, ultimately offering more value than disparate top-tier solutions.

Leadership shines under the spotlight as we focus on the power of positivity and leading by example. Discover how happiness and joy can motivate teams, and why transparency and decision-making are crucial components of effective leadership. The episode wraps up with an exploration of personal goal setting in sales, showcasing how visualizing aspirations and celebrating team achievements can drive success. Balancing CRM strategies to align with business goals emerges as a theme, illustrating the challenges and freedoms within these systems.

Jeffrey Goldstein is Co-Founder and Global Managing Director of Queue Associates. Jeffrey has and continues to play a pivotal role in driving the growth and success of the company through his strategic insights and leadership. Since originating Queue Associates in July of 1992, Jeffrey has developed a deep understanding of information systems, driven innovation, and ensured client satisfaction.

Jeffrey holds a Bachelor of Business Administration (BBA) in Management Information Systems from PACE University (1980-1984), as well as a Master of Business Administration (MBA) in Management Science from Ioana University (1986-1989). Jeffrey’s talents extend beyond his professional commitments, actively participating in industry associations, events, and sponsorships. He served as a past President of the IAMCP Americas, further dedicating his time towards promoting excellence and collaboration within the technology industry.  Among his proudest achievements with Queue Associates was the company’s recognition as worldwide Microsoft Dynamics SL Partner of the Year. The company’s accolades continue to increase as Queue expands operations across the globe. 

Quotes:

"In the evolving world of ERP, AI tools like Microsoft Copilot are not just enhancements; they're game changers that redefine the way businesses operate." 

"Success in today's fast-paced industry isn't just about having the right technology; it's about having the right people and partnerships." 

"Choosing happiness and leading by example aren't just personal philosophies; they're essential leadership strategies that motivate and inspire teams." 

"In sales, establishing credibility starts with comprehensive product knowledge and the ability to offer genuine, informed recommendations." 

Links: 

Jeffrey’s LinkedIn - https://www.linkedin.com/in/jeffreylgoldstein/

Queue Associates - https://queueassoc.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

In this conversation on high-performance sales leadership, Jim emphasizes the importance of treating team members as unique individuals, fostering trust, and creating a results-driven environment inspired by Jack Welch’s performance-oriented management style. He unpacks the most common pitfalls in sales leadership—from mishandled compensation to lack of transparency—and shares hard-earned lessons from his own career.

Beyond sales, Jim dives into the psychology of motivation and authenticity in leadership, highlighting how personal experiences shape work ethic. He discusses what truly drives people—whether it’s the lure of success or the fear of failure—and the difference between hollow praise and meaningful recognition. Drawing from decades of experience, he underscores the power of genuine relationships and trusted networks as the ultimate fishing net for long-term success in sales.

Whether you're angling for bigger deals or leading a team of top performers, Jim’s insights will help you refine your approach and land the big one.

Jim Moineau is a seasoned sales leader with over 40 years of experience in channel sales, sales management, and executive selling. As Senior Channel Sales Director at Transaction Network Services, he consistently ranks in the top 10% of performers, driving revenue and building high-impact sales teams. A proven channel champion, he has held key roles at Metromedia, AT&T, Level 3, and Masergy, where he became the top seller of all time, contributing 10% of company revenue ($6M MRR). Focused on delivering exceptional customer outcomes and financial success for partners, Jim leads with a results-driven mindset—win or move on. Outside of work, he is a passionate former chef, avid offshore and fly fisherman, and dedicated cyclist. Originally from Palm Beach County and Boston, MA, he brings the same energy and precision to his personal pursuits as he does to sales. 

Quotes:

"Rejection is not the end—it's the beginning of a conversation. Embrace it as a sign that something is happening." 

"True leadership is about understanding that work impacts personal and family well-being, and treating each team member as an individual with unique needs." 

"The essence of effective sales leadership lies in authenticity and trust. It's about fostering meaningful connections and leveraging trusted contacts for success." 

"From selling beepers using pay phones to leading channel sales, my journey has always been about tenacity and never giving up." 

Links: 

Jim’s LinkedIn - https://www.linkedin.com/in/jimmoineau/

Transaction Network Services - https://tnsi.com

Find this episode and all other Sales Lead Dog Episodes at https://empellorcrm.com/salesleaddog/ 

The episode takes a poignant turn as Robert recounts the day his life was upended by a leukemia diagnosis. Amidst a whirlwind of personal and professional milestones, including a transatlantic move and navigating pandemic disruptions, he faced a health challenge that came out of nowhere. Robert opens up about his mental journey through illness, challenging conventional ideas about what it means to "battle" cancer. He shares powerful metaphors and personal reflections on the role of luck and circumstance, offering a raw and real insight into the isolation and resilience required during such a demanding time.

In the final stretch, Robert emphasizes the solace found in shared experiences and the power of vulnerability. From seeking support from friends and family to gaining perspective from others who have faced similar battles, he illustrates the importance of community in overcoming adversity. Robert's reflections on gratitude and perseverance shine through as he discusses the metaphor of climbing a hill to navigate life's toughest challenges. With a focus on small, manageable goals and maintaining a positive attitude, Robert's story is an inspiring testament to resilience and determination, providing hope and insights for anyone faced with life's unpredictable challenges.

Robert Pope is a highly accomplished technology leader with a track record of success in the industry. He has worked alongside notable figures, including Piers Linney of Dragons' Den (the UK’s version of Shark Tank), spent five years at Microsoft, and navigated the challenges of building and selling a technology organization during the COVID-19 pandemic. Currently serving as Vice President at Pax8, a global tech marketplace experiencing explosive growth, he is widely respected within the Microsoft community. As the former UK President of the International Association of Microsoft Channel Partners, Robert is recognized as a thought leader in cloud technology.

Beyond his professional achievements, Robert has a lifelong passion for speed and adrenaline-fueled pursuits. Whether on a mountain bike, BMX, motorcycle, car, or sailboat, he is always chasing acceleration—whether wheels are involved or not.

His life took an unexpected turn when he was diagnosed with leukemia, just as his children had left home and he was entering a new phase of life. Having always assumed that any hospital stays would result from a high-speed, fireball crash rather than a silent killer, he approached his diagnosis not as a fight, but as a lesson in survival. His mindset remains steadfast: You are not dead yet.

Quotes:

"I never imagined that a leukemia diagnosis would be part of my journey. It came out of nowhere, amidst a whirlwind of personal and professional milestones."

"The power of community is undeniable. Finding comfort in shared experiences and connecting with others who've faced similar battles has been invaluable."

"Climbing a hill is a powerful metaphor for life's challenges. It's about maintaining a positive attitude and focusing on small, manageable goals to overcome adversity."

"You are not dead yet. It's a mantra that has guided me through this journey, reminding me to keep living and finding moments of light and hope."

Links:

Robert’s LinkedIn - https://www.linkedin.com/in/robertpopeuk/

You Are Not Dead Yet - https://www.youarenotdeadyet.co.uk/who-am-i/

Donate to THE CHRISTIE CHARITY - https://www.justgiving.com/page/youarenotdeadyet

Pax8 - https://www.pax8.com/en-us/

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Moreover, Randy delves into the critical role of delivering tangible ROI to clients, stressing the impact of well-spent time and valuable interactions on maintaining strong business relationships. By sharing personal anecdotes and professional insights, Randy underscores the necessity of equipping oneself with valuable resources and strategic approaches before engaging with high-level executives or key decision-makers. This emphasis on enhancing customer experiences and ensuring meaningful interactions serves as a cornerstone for long-term sales success. 

Throughout the episode, Christopher and Randy reflect on the evolution of sales careers and the essential components that drive professional growth. From discussing the unexpected reliance on technology in customer interactions to the profound impact of system failures on business operations, the conversation sheds light on the intrinsic link between customer satisfaction, technological support, and successful sales strategies. By uncovering the secrets to sustaining prosperous client relationships and navigating the ever-changing sales landscape, this episode offers valuable insights for sales professionals seeking to elevate their performance and achieve lasting success in the industry. 

Randy Johnston has been in the area of security software sales for the better part of 30 years. He has worked in start ups, enterprise class global companies, and some companies in between. Randy has excelled in the direct sales model calling on end user customers, and channel sales.  He has led established sales teams, as well as companies where channel sales did not exist. He is passionate about leading with a mentoring approach and understanding that a sales team is made up of individual members with each team member being motivated differently but with one common goal.  

Randy lives in the Tampa, Florida area and has a strong propensity for outdoor activities. He also believes in giving back to the community and sits on the Board of Directors for a large non-profit company. 

Quotes:

"I think the first and foremost is you are always looking at ways that you can promote the people that work for you ahead of you, if that makes sense, to make sure that they have a ladder." 

"You have to manage each individual team differently, understanding what motivates people to keep them moving in the same direction." 

"Talking to everybody, making that effort to connect, is a skill that can be developed and learned." 

Links: 

Randy’s LinkedIn - https://www.linkedin.com/in/randytjohnston/ 

Nuspire - https://www.nuspire.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Through Steve's narrative, we uncover an unexpected path to leadership that emerged from a desire for meaningful work rather than traditional ambition. With authenticity and curiosity as guiding principles, he shares personal stories of financial struggles during college, emphasizing perseverance's critical role. Trust emerges as a cornerstone in leadership, with Steve illustrating how building and maintaining it is essential in forming lasting relationships and achieving professional success.

Steve also delves into the core of his leadership identity, sharing how mentorship and personal values have shaped his approach. With a focus on balancing work and life, he discusses practical strategies to improve leadership effectiveness, including candid conversations and embracing vulnerability. His guiding principle, the "top five for 10," underscores the importance of aligning work with personal values. Through these reflections, Steve provides a roadmap for personal and professional growth, highlighting the profound impact mentors can have at any stage of life.

Steve Scherer is a husband, father of four, the VP of Sales & Marketing at CCB Technology and not a top LinkedIn voice. Steve leads a Sales team responsible for $37mm in production and was promoted to take over the Marketing team in 2024. In 2024 his Sales team broke the company record for profit production and his Marketing team increased qualified lead production by over 70%. 

The top 5 things he wants to be defined by in 10 years are God, Family, Church, Outdoors and Work. 

He owns a purple bunny suit, was the commencement speaker at his alma mater UW Parkside in 2024 and has a poster in his office that tracks how many weeks he has left to live. 

Quotes:

"Our heartbeat has remained the same over the decades: serving those who serve others. That's the foundation of CCB Technology."

"In the ever-evolving tech landscape, security isn't just a service; it's a necessity. We ensure nonprofits can focus on their missions without compromising data protection."

"Leadership isn't about a title; it's about influence. Sometimes, it takes someone else to tap you on the shoulder and help you see your potential."

"Authenticity and curiosity are key components of success. They drive us to ask the right questions and build trust in our relationships."

Links:

Steve’s LinkedIn - https://www.linkedin.com/in/stevelscherer/

CCB Technology - https://ccbtechnology.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Positivity isn't just a mindset; it's a strategic tool for success in sales, as we explore in this episode. We tackle the energizing impact of optimism on team dynamics and company culture, drawing fascinating parallels between sales strategies and personal relationships. Sales may be an unexpected career path for someone with an IT background, but Tommy's journey shows how this unique blend of skills can lead to a newfound passion for client interaction and problem-solving. Building trust and strong relationships becomes more than an aim; it’s a way of life, likening IT professionals to business surgeons essential for success. 

Leadership isn't just about titles—it's about influence, action, and learning from setbacks. This episode takes you through the journey from sales to leadership, highlighting the trials and triumphs along the way. Drawing lessons from basketball legends like Michael Jordan and Kobe Bryant, we explore the importance of aligning passion with the right opportunities. At Techworks, the pursuit of excellence is mirrored in their recruitment process, ensuring cultural fit and long-term success. Whether it's selecting the right CRM or nurturing genuine client partnerships, the focus remains on building a team that is motivated, determined, and perfectly aligned with company values. 

With over 20 years of experience in the technology industry, Tommy Panissidi is a seasoned leader known for his exceptional client engagement and a deep commitment to delivering personalized, high-impact solutions. A dynamic professional with a keen sense of urgency, he brings a unique combination of leadership and a passion for staying ahead of the curve. Tommy's ability to provide white-glove treatment ensures that clients not only feel valued but are empowered with tailored strategies that keep them ahead of the competition. Whether navigating complex challenges or driving innovative solutions, Tommy’s approach is always results-driven and client-focused. 

Quotes:

"At TechWorks, we believe that positivity isn't just a mindset; it's a strategic tool for business success."

"Our mission is to build true partnerships with our clients, fostering growth and sustainability within the Long Island community."

"Leadership is more about influence and action than titles. It's about learning from setbacks and helping others succeed."

"We see ourselves as more than just IT professionals; we're like business surgeons, vital for the health and success of our clients' operations."

Links: 

Tommy’s LinkedIn: https://www.linkedin.com/in/tommy-panissidi/

Techworks Consulting: https://www.maketechwork.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Listeners are treated to an inspiring narrative that follows the evolution of sales careers and leadership roles. We explore the transformation of an individual who progressed from managing a clothing store sales team during college to leading a podcast business. This segment spotlights the power of embracing new opportunities and special projects, which capture leadership attention and facilitate career advancement. The episode further highlights the shift from a numbers-focused mindset to a leadership approach that thrives on empathy and effective communication, encouraging team growth and productivity. 

The conversation continues by addressing work-life balance and the importance of mentorship, particularly for women in male-dominated fields like cybersecurity. Holly emphasizes the necessity of taking time off for mental health and how leaders can foster a supportive environment for their teams. She shares personal experiences of overcoming gender biases with the help of a dedicated mentor, underscoring the transformative impact of guidance and honest feedback. The discussion wraps up with insights on the effective utilization of CRM systems in sales organizations, highlighting their potential pitfalls and benefits when used correctly.

Holly B. Hunt is a seasoned sales leader with nearly two decades of experience in telecommunications sales, sales leadership, enablement, and channel development. She is currently the VP of Channel Sales at Cipher, a global Managed Security Services Provider, and has previously held leadership roles at Comcast Business, AT&T, Windstream, and others. Holly has been widely recognized in the IT channel, earning multiple accolades, including the Women of the Channel list (2022-2024), Sandler Partners’ National Channel Manager of the Year (2022, 2023), and the LEAD award for exceptional female leaders (2023). She actively contributes to industry organizations, serving on the board of the Alliance of Channel Women and OAPB Fishing Foundation, and as Communications Chair for the Alliance of Channel Women. Holly was recently inducted into Cloud Girls and is a sustaining member of the Junior League of Fort Lauderdale. A double-degree graduate from the University of Georgia, she is also an entrepreneur and has moderated the John Maxwell Live 2 Lead Leadership Conference. 

Quotes:

"Resilience isn't just about bouncing back; it's about growing through the challenges and emerging stronger in your career journey."

"In the rapidly evolving world of cybersecurity, the power of networking cannot be underestimated. Your network truly is your net worth."

"Effective leadership isn't just about numbers; it's about fostering a team environment where empathy and communication drive success."

"Embracing vulnerability as a leader can transform not only your team dynamics but also your personal relationships.”

Links:

Holly’s LinkedIn - https://www.linkedin.com/in/hollybhunt/

Cipher - https://www.cipher.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Communication and trust are the lifeblood of successful sales teams, and Joel offers profound insights into fostering these essential elements. He shares how leaders can create a transparent environment where vulnerability is seen as strength, encouraging team members to openly share challenges and victories alike. In a world leaning heavily towards virtual work, Joel emphasizes the irreplaceable value of in-person interactions for maintaining team spirit and transforming setbacks into springboards for future growth. 

Our conversation takes a closer look at the synergy between sales and marketing teams, highlighting the importance of open dialogue and mutual understanding. Joel discusses the strategic role of CRM systems as more than just a tool, but a strategy that aligns operations and enhances workflows. Creating a culture of trust around CRM usage ensures that sales and delivery teams communicate seamlessly, providing an exceptional customer experience. This episode is a treasure trove of practical strategies and industry wisdom you won't want to miss. 

Joel Robnett brings extensive sales and marketing leadership experience in the technology sector. He is currently the Director of Sales & Marketing at Tech Heads, Inc., where he’s been fostering growth and innovation since September 2022. His career spans prominent roles from startups to global enterprises, focusing on driving sales excellence and market impact. 

Joel holds a Bachelor of Arts in Speech Communications with a Minor in Leadership Studies from Whitworth University. Beyond his professional achievements, he is a dedicated volunteer, serving on the Board of Directors for Choice Adoptions, coaching youth sports for his three kiddos and teaching children’s church. His passion for leadership, both in business and the community, makes him a compelling voice in today’s landscape. 

Quotes:

"In sales, your input drives your output. It's all about attitude, effort, and the partnerships you build along the way."

"Creating a transparent environment where vulnerability is seen as a strength can transform setbacks into springboards for future growth."

"In-person interactions are irreplaceable for maintaining team spirit, especially in a world leaning heavily towards virtual work."

"CRM systems should not just be seen as tools, but as strategic elements that align operations and enhance workflows."

Links:

Joel’s LinkedIn: https://www.linkedin.com/in/joelrobnett/

Tech Heads, Inc. - https://www.techheads.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Our discussion takes a deeper dive into the realm of sales leadership, where Sandra shares her strategies for managing a sales team and navigating the pressures of being the lone salesperson in a company. We explore the significance of personality assessments in hiring decisions and the unique strengths women bring to sales roles, particularly in a male-dominated tech environment. Sandra's narrative is a testament to the entrepreneurial spirit and the critical need for diversity in hiring practices. Her insights aim to inspire future generations of women eager to make their mark in sales. 

In our final segment, Sandra delves into the art of empathy and strategic goal setting, key elements for thriving in sales and marketing. We discuss the power of relationships and networking in discovering hidden talents, along with the strategy of setting ambitious, long-term goals. Emphasizing the necessity of focus and flexibility, Sandra offers practical advice on avoiding distractions and making incremental changes to stay aligned with core objectives. As we wrap up, the conversation highlights the importance of leveraging CRM tools for business success, and we encourage listeners to connect with Sandra for more of her expert guidance. 

Sandra Antoun, Chief Marketing Officer at Vintage IT Services in Austin, Texas, has driven the company’s growth for over 15 years through strategic leadership and a commitment to delivering innovative IT solutions. Her expertise in managed IT services, cloud solutions, and customer relationship management has helped foster enduring partnerships and improve customer retention. Recognized as a leader in the IT channel, Sandra has earned accolades such as CRN's Women of the Channel (2023), Sales Executive of the Year, and the Power 100 Award (2024). Passionate about leveraging technology to solve complex business challenges, Sandra remains dedicated to empowering businesses with tailored, secure, and efficient IT solutions. 

Quotes:

"If you can sell one thing, you can probably sell another. It's about nurturing relationships and being human through the process." 

"AI has been non-stop, but compliance is a part of that. As AI grows, we need to determine how to adopt it internally and set policy use cases around it." 

"The three things that have driven my success are being organized, consistent, and not taking things personally. It's about effort and moving on." 

"The unique strengths women bring to sales roles are invaluable, especially in male-dominated industries like tech. We need to inspire future generations." 

Links: 

Sandra’s LinkedIn - https://www.linkedin.com/in/sandra-antoun-082b1b14/

Vintage IT Services - https://vintageits.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

From humble beginnings at McDonald's to becoming a leading sales expert, I share insights from my early career days and how those foundational skills of upselling translated into success across various retail environments. We discuss the art of identifying customer needs and simplifying sales metrics to keep teams focused and driven. We also delve into the intricate balance of leadership, likening it to coaching a sports team where praise and constructive feedback create an environment conducive to growth and excellence. 

The episode concludes with a thoughtful discussion on the glamorization of failure and the importance of learning and adaptation. Drawing sports analogies, we reflect on the adjustment process that follows setbacks and the significance of trying new strategies, akin to the lessons from "Moneyball." We wrap up with a look at the love-hate relationship with CRMs in sales, highlighting their necessity in managing complex sales processes while acknowledging the challenges they present. This episode offers valuable insights into leadership, sales, and the art of communication, making it a must-listen for anyone in the sales realm. 

Rick Jordan is a nationally recognized entrepreneur, cybersecurity expert, and motivational speaker who has built an impressive career through hard work and a relentless drive to solve problems. From building his first computer at age 10 to writing Best Buy's B2B sales playbook and launching the Geek Squad rollout, Rick’s journey has been defined by a passion for innovation and connecting with people on a human level. As the founder of two award-winning Managed Service Providers (MSPs), including ReachOut, he’s dedicated to protecting businesses from cyber threats and driving industry excellence. A sought-after speaker at venues like NASDAQ, Harvard, and Coca-Cola, and a media guest on ABC, NBC, CBS, and FOX, Rick also hosts the hit podcast ALL IN With Rick Jordan. Whether acquiring MSPs or inspiring audiences, Rick embodies the spirit of resilience and leadership. 

Quotes:

"In sales, it's not about the failure itself, but the learning and adjustment process that follows. Always be ready to pivot and adapt."

"A great leader balances praise and constructive feedback, creating an environment where team members can grow and excel."

"To be successful in sales, you must be findable online. Building a strong personal brand is key in today's digital world."

"A CRM is a tool, not a crutch. Use it to track activities and stay organized, but never let it replace genuine human connection."

Links:

Rick’s LinkedIn - https://www.linkedin.com/in/mrrickjordan/

ReachOut Technology LinkedIn - https://www.linkedin.com/company/reachoutit

Rick’s Instagram - https://www.instagram.com/mrrickjordan/

Rick’s Website - https://www.rickjordan.tv/

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Our conversation takes a deeper look at the art of sales communication, particularly in today's text-heavy world, and how writing effectively is more vital than ever. Kirk and I discuss the nuances of crafting proposals that speak directly to client needs and the importance of authentic engagement in sales. My personal experience transitioning from customer service to sales adds another layer, challenging common stereotypes about the sales profession and highlighting the dedication required to excel. Together, we unpack the misconceptions and reveal the true labor and passion behind successful sales careers. 

Leadership and mentorship are pivotal themes throughout our episode, where we explore the mentorship dynamic and how mentees must take initiative to truly benefit. We also reflect on the culture of startups and the significance of hiring individuals who resonate with company values. Kirk provides insights into aligning sales and marketing operations, discussing the invaluable role of CRM systems in boosting productivity across teams. As technology reshapes the landscape, we touch upon the exciting potential of AI in CRM, enhancing decision-making and capturing insights that drive success in the sales cycle. Be sure to join us for an enlightening discussion filled with practical wisdom from Kirk’s impressive career. 

Throughout much of his career, Kirk has concentrated on how technology helps organizations become more productive by managing, organizing and sharing critical knowledge, information and expertise. Kirk is currently Vice President of Sales at iCorps Technologies, a boutique IT Strategy and Cyber Security consultancy just north of  Boston. Earlier in his career, Kirk founded or cofounded a series of technology startups, where he developed the to go to market strategies  and acted as Chief Revenue Officer. 

In his spare time, Kirk enjoys mentoring first time entrepreneurs through MIT’s Sandbox accelerator and various other programs. 

Quotes:

"The transition from an English major to a leader in cybersecurity taught me the invaluable lesson of adaptability—embracing humility and learning from every mistake."

"In today's text-heavy business world, mastering the art of effective writing is not just a skill but a necessity for impactful sales communication."

"The journey from skepticism to respect for the sales profession taught me that true sales success lies in passion, authenticity, and relentless dedication."

"Mentorship is a dynamic process—it's not just about offering guidance, but also about mentees taking the initiative to drive their growth."

Links:

Kirk’s LinkedIn: https://www.linkedin.com/in/fackre/

iCorps Technologies: https://www.icorps.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Listeners get a front-row seat as Andrew recounts his unexpected career transitions, from an aspiring athlete and fine art major to a sales leader. Hear firsthand how he navigated the exhilarating shift from entrepreneurship to sales after an acquisition, discovering a natural affinity and passion for the latter. Despite initial hesitations, Andrew found joy and authenticity in connecting with clients and solving their business challenges, demonstrating that even introverts can thrive in sales with the right approach. 

This episode also delves into the transformative aspects of Andrew's career, including the importance of strategic hiring and motivation in driving business growth. Andrew opens up about the complexities of transitioning sales roles, revealing the insights he's gained from managing both small businesses and being part of larger organizations. From balancing work and family life to engaging with customers, Andrew's story offers invaluable lessons on authenticity, personal growth, and the power of CRM systems in streamlining sales activities. Join us for an inspiring conversation with a sales leader whose journey is as compelling as his strategies are effective.

Andrew earned his BA in Studio Arts from the University of North Carolina, Chapel Hill where he also was a four-year varsity soccer player.  

Since 1997, Andrew had been the CEO and Managing Partner at EVOKE, an award-winning Digital Transformation company that partners with our clients to build modern workplace solutions for nearly every common organizational and technological challenge imaginable. In 2019, Andrew launched the EVOKE Engage division that focuses on automation and streamlining of processes. This now allows Netsurit to provide our clients with guidance and solutions on using technology to maximize ROI. 

Andrew also serves on the following boards:  Red Cross (Hudson Valley): Board of Directors (Chair)  People USA: Board of Directors (Chair)  Pathfinder FC: Board of Advisors 

An avid soccer fan and player, Andrew can be found watching or playing soccer when not in the office as well as spending time with his family. 

Quotes:

"I never imagined my path would lead me to sales, but the transition from being an athlete and fine art major to a sales leader has been exhilarating and rewarding." 

"The COVID-19 pandemic sharpened my resolve and taught me the invaluable lesson that continuous learning is key to overcoming obstacles and achieving success." 

"Despite being an introvert, I've discovered a natural affinity for sales, finding joy in connecting with clients and solving their business challenges." 

"Leveraging AI for business growth isn't just about technology; it's about understanding and enhancing the business processes for small to medium enterprises." 

Links: 

Andrew’s LinkedIn - https://www.linkedin.com/in/andrew-cohen-91945a4/

Netsurit - https://netsurit.com/en-us/

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Our conversation isn't just about Evan's career evolution; it's a masterclass in leadership communication and empowerment. By understanding the value of allowing team members to learn through their experiences, Evan emphasizes the significance of fostering a culture where people feel motivated and supported. His reflections on using OKRs to create alignment and encourage ownership among teams offer invaluable strategies for leaders aiming to cultivate accountability and commitment within their organizations. This episode is packed with actionable insights for anyone interested in harnessing the potential of their teams. 

The final segment of our episode explores Evan's rich experience in sales leadership, offering a treasure trove of networking and promotion strategies. By sharing the key lessons and tools that have fueled his success, Evan provides a roadmap for listeners eager to elevate their careers in sales. The engaging dialogue throughout promises not only to inform but also to inspire, leaving listeners with fresh perspectives on achieving alignment and success in their professional journeys. Be sure to subscribe and follow us on social media to keep up with all our enlightening episodes. 

Evan Dumouchel, founder of North Star Strategies, brings over 15 years of experience in managed services leadership, specializing in optimizing technology partnerships and navigating complex compliance requirements. As former VP of Operations at Interlaced, Evan managed 160+ client relationships and led a team of 70, mastering the art of turning technical capabilities into measurable business outcomes.

Evan excels at bridging the gap between technical teams and executive leadership, enhancing existing IT relationships to maximize technology value while meeting compliance standards like CMMC. With experience on both sides of technology partnerships, he helps organizations simplify complexity, make informed decisions, and transform technology into a strategic advantage.

At North Star Strategies, Evan is redefining technology partnerships, ensuring clients thrive by aligning compliance with optimized technology strategies.

Quotes:

"Bridging the gap between technical teams and business executives is not just about translation—it's about crafting narratives that resonate and align everyone toward a common goal." 

"Understanding the 'why' behind organizational changes isn't optional; it's the foundation for effective communication and alignment at every level of the team." 

"Empowerment in leadership means allowing your team to learn from their experiences, not just providing them with solutions. It's about creating a culture where accountability and motivation thrive." 

Links: 

Evan’s LinkedIn - https://www.linkedin.com/in/evandumouchel/

North Star Strategies - https://www.northstarstrategies.work

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Explore the dynamic path from individual contributor to visionary leader and the importance of nurturing future leaders. Reed opens up about his experiences in government sales, the significance of hiring for potential, and the competitive spirit he values in new hires. His reflections provide a clear roadmap for achieving strategic business goals through resilience, continuous learning, and risk-taking. Reed's story is a testament to the power of embracing unexpected opportunities and fostering an environment of growth and innovation. 

Get ready to enhance your sales team’s efficiency with Reed’s expert strategies on optimizing Customer Relationship Management (CRM) systems. He dives into the art of reducing complexities to boost workflow, ensuring CRM systems align seamlessly with business goals. Gain a deeper understanding of how CRM data can offer strategic insights for both sales teams and leadership, highlighting the dual benefits of staying organized and identifying market trends. Reed’s passion for personal growth and leadership development shines through, offering listeners valuable lessons on fostering innovation and achieving excellence. 

Reed Perryman is the Vice President of Sales at RCN Technologies—a wireless WAN enablement company challenging traditional wireline norms with cutting-edge wireless solutions. Starting his career as an inside sales rep, Reed founded and scaled the government sales division into a bread-winning department and ultimately climbed the ranks to VP by combining relentless dedication, a compete-with-yourself spirit, an appetite for learning, and a passion for refining the sales process. 

With a degree in broadcast journalism from the University of Tennessee, Knoxville, Reed brings a unique perspective to sales leadership, blending public speaking, EQ, and storytelling with data-driven tactics to drive results. He is a major advocate for starting your career at a small business.  

Off the clock, he’s a devoted husband, amateur antique book collector, and an excited soon-to-be father to a baby girl. 

Quotes:

“The key to effective leadership is understanding your team members' goals and motivations, building trust, and providing them with opportunities to grow and succeed." 

"The transition from a sales rep to a leader is not just about climbing the corporate ladder—it's about embracing mentorship, resilience, and the courage to seize unexpected opportunities." 

"In today's fast-paced world, operational continuity hinges on reliable wireless connectivity. At RCN Technologies, we're not just keeping businesses connected; we're empowering them to thrive." 

Links: 

Reed’s LinkedIn - https://www.linkedin.com/in/reedperryman/

RCN Technologies - https://rcntechnologies.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

The conversation transitions to the theme of continuous learning and the importance of transferable skills in leadership. Drawing from her decade-long career at GE during the Jack Welch era, Karen emphasizes the benefits of transitioning between roles and industries. This segment highlights how learning agility and diverse experiences can drive innovation and prevent insular thinking. The discussion also touches on the importance of welcoming fresh perspectives to unlock creative solutions, using examples like Ford's bold hiring decisions. Karen's journey underscores the critical role of curiosity and a willingness to question the status quo in achieving success across various fields.   

In the latter part of the episode, Karen provides expert insights into leveraging CRM systems for sales success. She discusses the intricacies of dashboard customization, emphasizing the necessity of simplicity and the importance of inputting detailed information to enhance strategic decision-making. By sharing her experiences as a woman navigating leadership challenges, Karen offers a unique perspective on the power of authenticity and seeking support. This episode is a treasure trove of actionable insights for anyone looking to excel in sales leadership and energy solutions, making it a must-listen for professionals in the field. 

Karen Pugliese is C&D Technologies, Global VP of Sales, Stationary. In her current role, she runs the sales and pre-sales functions while developing initiatives to increase market share and profitability. Karen has over 20 years of experience in the technology manufacturing business with previous leadership roles at General Electric and Stanley Black and Decker. 

Quotes:

"Sales is a little bit of art, a little bit of science, but it is truly a profession."  

"In the ever-evolving world of energy solutions, maintaining market leadership means focusing on specific verticals like energy infrastructure, nuclear, and telecom."  

"The rise of data centers and AI is driving an incredible demand for energy storage, highlighting the importance of uninterrupted power availability."  

"Transferable skills are crucial; they allow you to see things from different perspectives and understand the business beyond just the product or solution."  

Links: 

Karen’s LinkedIn - https://www.linkedin.com/in/kpugliese/

C&D Technologies - https://www.cdtechno.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Our conversation further explores the challenges of rapid growth and the necessity of effective delegation to build a resilient foundation for sustained success. Adam candidly discusses his shift to a COO role, focusing on the significance of hiring the right talent and letting go of control. We also cover networking strategies that prioritize humility, vulnerability, and extreme ownership, and how these elements foster trust and respect with clients. Adam and I examine the art of genuine networking, while acknowledging that different strategies suit different business models. This episode promises to deliver a wealth of insights and practical wisdom for anyone looking to thrive in today's dynamic business environment. 

Adam Barney is the President of Framework IT, bringing over 15 years of executive experience in managed services and telecommunications. He has consulted with over 1,000 companies, from small businesses to major organizations like Rush University Medical Center and Northwestern Mutual, helping streamline their technology strategies. 

Framework IT, founded in 2008 and based in Chicago, specializes in IT support, strategy, and cybersecurity for small to mid-sized businesses nationwide. With a team of 30+ engineers, the company proactively prevents IT issues, allowing clients to focus on their priorities. Recognized on the Inc. 500 & 5000 lists seven times in the past decade, Framework IT has also earned multiple Best and Brightest Places to Work in the Nation awards. 

Outside work, Adam is a husband, father, avid reader, and fitness and travel enthusiast. His expertise in business technology has been featured in outlets such as the Washington Post, Fox 32 Chicago, and the Harvard Business Review. 

Quotes:

"Transitioning from finance to tech taught me the value of persistence and adaptability. It's about embracing imperfection and continually moving forward."

"Rapid growth presents challenges, but learning to delegate and let go of control is essential to building a resilient foundation for success."

"Networking isn't just about making connections; it's about building trust through humility, vulnerability, and extreme ownership."

"Effective leadership means acknowledging mistakes and taking responsibility. It’s not a sign of weakness, but a mark of strength and maturity.”

Links:

Adam’s LinkedIn - https://www.linkedin.com/in/adam-barney-9810679/

Framework IT - https://www.frameworkit.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Reflecting on the transformation of sales tactics, we discuss the transition from pushy sales methods to the art of building genuine, long-lasting client relationships. My own evolution in sales mirrors this trend, emphasizing the importance of trust and understanding client needs, especially in tight-knit communities. At Nexus IT, the challenge lies in aligning sales strategies with the technical expertise required to sell intangible services like IT support. This alignment ensures that our team is always prepared for innovative projects and new client engagements. 

The conversation moves beyond the initial sales process to focus on the essentials of long-term customer relationship management. I talk about empowering sales teams by fostering autonomy and providing the right tools for success. Navigating sales challenges with CRM systems, I share personal stories of risk-taking that led to unexpected yet rewarding professional experiences. We explore the potential of AI to enhance CRM systems, while recognizing the unpredictability of sales and the art of managing expectations in complex environments. Join us for an episode filled with insights and strategies for thriving in the world of IT sales. 

With over 20 years of experience in sales, sales management, and team leadership, Mike Hadley is a seasoned professional known for driving revenue growth and fostering high-performing teams. His expertise spans strategic planning, customer relationship management, and mentoring sales professionals to achieve and exceed targets. Mike’s proven leadership skills and results-oriented approach have consistently delivered success across diverse industries. 

Quotes:

"In IT sales, building trust is not just a strategy; it's a necessity for long-lasting client relationships."

"Navigating the ever-evolving landscape of cybersecurity requires both vigilance and innovation, especially with new legislation holding companies accountable for data breaches."

"The shift from pushy sales tactics to fostering genuine relationships is crucial, particularly in tight-knit communities where reputation is everything."

Links:

Mike’s Linkedin - https://www.linkedin.com/in/mike-r-hadley/

Nexus IT Consultants - https://www.nexusitc.net

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Hear firsthand how embracing vulnerability and storytelling can strengthen leadership by fostering trust and inspiring teams. We share experiences of how leaders can use personal failures to create a safe, open space for others, promoting human connection through relatable stories. At StoneAge, the "own it" culture nurtures a palpable sense of pride and trust, making it a coveted workplace. We explore practical advice on recognizing disengagement, cultivating accountability, and empowering employees to feel responsible for the organization's success. 

For those eager to integrate an ownership mindset within their organizations, this episode is packed with actionable insights. Kerry shares wisdom on aligning new hires with core company beliefs and the complexities of incorporating this philosophy during the hiring process. Additionally, listeners are encouraged to visit Kerry's website and connect on LinkedIn for further guidance. Join us as we welcome Kerry Siggins to the Sales Lead Dog Pack, and explore the transformative power of an ownership mindset in both personal and professional realms. 

Kerry Siggins is the CEO of StoneAge, a fast growing, employee-owned manufacturing and technology company based in Colorado. In 2023, Kerry was named EY Entrepreneur Of The Year and Colorado’s CEO of the Year. StoneAge is recognized as a top company to work for by Outside Magazine and Inc. Magazine. She is a dynamic, sought after speaker who presents worldwide at corporations, universities, and conferences. Kerry hosts Reflect Forward, a popular leadership podcast and is an author, blogger, and contributor to Forbes, Entrepreneur, Authority Magazine, and BIC Magazine. Her blog is visited by thousands of readers each month and she recently released her first book, The Ownership Mindset: A Handbook for Transforming Your Life and Leadership. 

Quotes:

"Leadership is not just about steering the ship; it's about creating a culture where everyone feels like they have a stake in the journey." 

"An ownership mindset isn't about titles or positions; it's about taking responsibility for everything that happens in your life and your organization."  

"When you empower your team to take risks without the fear of failure, you open the door to creativity and innovation." 

"Vulnerability is a powerful tool in leadership. Sharing our failures helps build trust and connects us on a human level."  

Links: 

Kerry’s LinkedIn - https://www.linkedin.com/in/kerry-siggins/

StoneAge - https://www.stoneagetools.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

As we explore pivotal career moments, Wendy reveals how a mentor's insight shifted her path from marketing to sales and business management. Her story resonates with the thrill and trepidation of career leaps, providing valuable lessons on embracing change and pursuing passion. She discusses the strategic alignment of one's career with long-term goals, especially within the dynamic environment of private equity, emphasizing the importance of finding where you can make a significant impact. 

Our conversation takes a strategic turn as we dissect career transitions and team building. Wendy shares her approach to choosing the right company and team, highlighting the necessity of cultural fit and goal alignment. We also examine the essential role of CRM systems in business strategy, where Wendy underscores their importance in maintaining data integrity and operational excellence. Her insights into team dynamics and technology's role in success are packed with practical advice, inspiring listeners to approach new opportunities with enthusiasm and intention. 

Wendy is a dynamic executive with a proven track record in private equity, specializing in driving rapid, high-value transactions and organizational transformation. Known for her people-first leadership, Wendy excels in aligning talent with business goals while delivering exceptional financial results. With extensive global experience as a Chief Commercial Officer and General Manager, she has led multi-million dollar businesses in the chemical and ingredients industry, driving growth and innovation. Wendy's strategic insight, passion for people, and competitive spirit, shaped by her upbringing on a Wisconsin dairy farm, continue to fuel her professional success and personal endeavors. 

Quotes: 

"Emotional intelligence is crucial in leadership. Staying calm not only helps you make better decisions but also sets the tone for your team, keeping everyone focused and productive." 

"Career transitions can be both thrilling and daunting. It's important to run towards new opportunities with enthusiasm and a clear understanding of where you can make a meaningful impact." 

"When building a winning team, understanding what makes each member tick is vital. Aligning personal goals with team objectives fosters a strong culture and drives success." 

"CRM systems are more than just a tool; they are essential for maintaining data integrity and ensuring operational excellence. It's about turning technology into a strategic asset for the business." 

Links: 

Wendy’s LinkedIn - https://www.linkedin.com/in/wendy-herbst-56ba10b/  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

Storytelling emerges as a powerful tool in marketing, and we discuss how businesses can form genuine bonds with their audiences through impactful content. Drawing on examples like Hagerty Insurance’s success with classic car enthusiasts, we highlight the struggle many companies face as they cling to outdated strategies. AI's role in content creation is explored, showcasing how it has transformed tasks like transcription and editing, allowing for efficient production of diverse content without compromising on quality.  

We dive into modern tools that streamline content creation, eradicating the "no time" excuse. Leveraging AI models and transcription services, creating high-quality content for web and social media is now faster than ever. We emphasize establishing authority through consistent content production, as AI-based search tools gain traction. The episode wraps up with niche content strategies, revealing how specific themes can capture media interest and unlock unique opportunities amidst rapid technological advancements. 

David Meerman Scott spotted the real-time marketing revolution in its infancy and wrote five books about it including The New Rules of Marketing and PR, now in an 8th edition, with more than 425,000 copies sold in English and available in 29 languages from Albanian to Vietnamese.     Now David says the pendulum has swung too far in the direction of superficial online communications. Tech-weary and bot-wary people are hungry for true human connection. Organizations have learned to win by developing what David calls a “Fanocracy” - (the subject of his Wall Street Journal bestseller) - tapping into the mindset that relationships with customers are more important than the products they sell to them.     He is a massive live music fan, having been to 984 live shows since he was 15 years old, is passionate about the Apollo lunar program, and he loves to surf but isn't very good at it. 

Quotes: 

"In an AI-driven world, maintaining humanity in digital interactions is more crucial than ever." 

"Storytelling isn't just about telling tales; it's about forging genuine connections with your audience." 

"The excuse of 'no time' for content creation is obsolete with the modern tools we have today." 

Links:  

David’s LinkedIn - https://www.linkedin.com/in/davidmeermanscott/  

Fanocracy - https://www.davidmeermanscott.com/books/fanocracy 

The New Rules of Marketing & PR (9th Edition) - https://www.davidmeermanscott.com/books/the-new-rules-of-marketing-and-pr  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

 Transitioning from a sales role to a leadership position is no small feat, and Jean-Sebastien shares his wisdom on the importance of timing, gut instincts, and being a team player. Discover what sets standout salespeople apart, including personality, drive, and that elusive "eye of the tiger." We also explore the evolving hiring process, emphasizing the shared responsibility between individuals and companies for ensuring success. Tough interview questions and a solid onboarding program are crucial, as is the role of CRM systems in maintaining transparency and organization. Learn how to align with C-suite executives and deliver measurable results in your second year of sales leadership. This episode is packed with essential strategies for any sales leader aiming to elevate their game! 

Jean-Sebastien is a high-velocity, forward-thinking executive with 20 years of experience in achieving targets and delivering sustainable recurring-revenue growth, with both large tech companies as well as scale-up and value-added reseller.  With an in-depth understanding of market positioning and a passion for leveraging talent, he’s driven by excellence, while keeping in mind the people behind it.  He’s currently leading the go-to-market strategy and teams that owns the customer journey, from initial brand awareness all the way through value-realization, and every step along the way. This includes Digital Marketing, Business Development, Sales, Pre-Sales, Renewals, and Customer Success.  He considers himself an enthusiastic yet humble leader, who fosters collaborative culture built on transparency, empathy, frequent communications, and fun! 

Quotes:

"Digital sovereignty is not just a concept; it's a crucial aspect of data management and compliance, especially in Europe. It's about having control over your data, ensuring it's stored, processed, and protected within the country's borders...Countries and legislation around the world need to build their own digital sovereignty to fuel the next wave of AI innovation." 

"Great coaching is the foundation of success. It's about having mentors who know your potential and push you to go the extra mile." 

"While data-driven decisions are important, never underestimate the power of your gut feeling. Your intuition is based on countless data points and observations, making it a powerful tool in decision-making." 

Links:

Jean-Sebastien's LinkedIn - https://www.linkedin.com/in/jstheguy/ 

Micro Logic - https://micrologic.ca/en/  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

Sylvain shares his conscious transition from a high-performing individual contributor to a leadership role, underscoring the pivotal role of mentorship. Gain insight into how coaching and guidance helped him overcome initial setbacks and develop his leadership skills. This episode emphasizes the importance of mentoring within organizations and through external programs, demonstrating the rewarding experience of guiding new graduates and the broader cultural impact of giving back to the community.  

We'll also explore the entrepreneurial culture at MicroServe, where autonomy and long-term relationships are key. Sylvain explains how the company avoids micromanagement and embraces a performance-driven yet flexible environment. Learn about the benefits of being privately owned, promoting from within, and the strategic importance of engaging early in the sales cycle. Don't miss Sylvain's insights on CRM management and the exciting future plans for optimizing sales processes at MicroServe. 

Sylvain Jacob is a dynamic sales and management executive with a strong foundation in IT solutions and strategic partnerships across Canadian enterprise and public sectors. With a Bachelor of Business Administration in Operational Research from Université du Québec à Trois-Rivières, he began his career at Hewlett Packard and advanced to VP of Sales at Microserve. Known for his communication, business analysis, and strategic thinking skills, Sylvain consistently exceeds sales goals by fostering long-term relationships and uncovering new opportunities. He is bilingual, fluent in English and French.

Quotes:

"Sales starts with a 'no.' It's about finding the customer's pain point and having the tenacity to keep the conversation going until you can help them."  

"Leadership skills are honed over time, not innate. My journey from an individual contributor to a leadership role was guided by valuable mentorship."  

"It's not all about you; it's about the value you provide to the organization. Shift your perspective and think about how you can deliver value." 

Links: 

Sylvain’s LinkedIn - https://www.linkedin.com/in/sylvainjacob1/  

Microserve - https://www.microserve.ca  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

Shifting gears, we reflect on the true essence of career fulfillment versus the often misleading pursuit of money and status. Mike shares personal stories about the importance of gratitude and the serendipitous turns that can lead to the most rewarding experiences. We also navigate the often complex world of CRM systems, discussing how proper data management and addressing underlying sales processes are crucial before implementation. Tune in to hear Mike's candid thoughts on maintaining CRM effectiveness and the exciting future of AI in streamlining data entry. This episode is packed with rich insights and practical advice that you won't want to miss.

Mike Wickham, born in San Antonio into an Air Force family, spent his early years between Texas and various locations across Asia. After high school, he was appointed to the US Military Academy at West Point, where he later graduated and served as an artillery officer in the US Army. His final military assignment was as commander of a nuclear-capable field artillery unit in Europe. Following his military service, Mike launched a 20+ year career in international business, working for prominent telecom and technology companies like AT&T, MCI International, IDT, and V-Band. Based in the New York City area, he helped develop markets across Europe, Asia, and Latin America through strategic partnerships and joint ventures. Now residing in Texas, Mike continues to provide technology solutions to the Central Texas market.

Quotes:

"Frankness is crucial. If there's a problem, put it right in people's faces and say, 'We all own this.' It fosters a culture of ownership and responsibility." 

"I've always been curious about what people do, why they do it, and how they do it. Integrity sets the tone for everything you do in sales. If people can't trust you, they won't buy from you." 

"Chasing money and status can be a pitfall. True fulfillment comes from doing work that brings joy and satisfaction."  

Links:

Mike’s LinkedIn - https://www.linkedin.com/in/mvwickham/

SD Tech - https://www.sd-tech.net

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Trace Kevin's professional journey from working directly with individual clients to liaising with institutions and advisors. Explore his career-defining move to North Texas in 2003 to join Fidelity Institutional, where he played a pivotal role in helping advisors establish their own RIA firms. Uncover the story of Kevin's relationship with Marty Bicknell, the founder and CEO of Mariner Wealth, and how their shared values and trust shape Mariner's client-first mindset. This episode underscores the cultural considerations in business acquisitions and the importance of maintaining strong personal connections for long-term success. 

In our conversation, we emphasize the significance of fostering a culture of success within a team, where putting the customer first and delivering exceptional value are paramount. We discuss the challenges of evaluating cultural fit remotely and the benefits of viewing partnerships over mere vendor relationships. Reputation and integrity take center stage as Kevin shares how high standards and nurturing long-term relationships can unlock growth opportunities. Finally, we highlight the indispensable role of CRM systems in managing deals, fostering accountability, and driving strategic decision-making through meticulous data tracking. Join us for an episode brimming with actionable strategies and insights into the dynamic world of wealth management. 

Kevin helps lead the corporate development function at Mariner Wealth Advisors. His work includes the strategic lift-out of advisors and teams, assessing and identifying key talent for recruiting, as well as RIA firm acquisitions across the U.S. Kevin works closely with a wide range of industry participants (investment banks, RIA custodians, COIs, etc.) across the industry in pursuit of our goals. He is also a member of the Mariner Trust Company Board of Managers.   

Prior to joining the firm, Kevin was a senior relationship manager at Fidelity Investments, where he worked closely with Mariner Wealth Advisors. Through his 17-year tenure at Fidelity, Kevin held various roles throughout the retail and institutional brokerage businesses, including positions in national financial services, capital markets and institutional wealth services. Kevin’s past experience also includes working as a head trader with Bainco International Investors. Kevin has a bachelor’s degree in marketing from the Isenberg School of Management at the University of Massachusetts in Amherst. 

Quotes:

"I think attention to detail is paramount. Understanding every facet of a potential acquisition ensures our conversations are in-depth and truly beneficial." 

"Honesty and integrity have been hallmarks of my career. In financial services, where trust is everything, being upfront and truthful builds lasting relationships." 

"You can't achieve success in isolation. It's about leveraging the strengths of your team and knowing that it takes a village to close a deal." 

Links: 

Kevin’s LinkedIn - https://www.linkedin.com/in/kevin-w-corbett/

Mariner - https://www.marinerwealthadvisors.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Gain priceless insights from Lee’s early sales experiences, where transparency and confidence played a pivotal role in closing deals. Hear his candid stories about failures and the lessons they imparted, illustrating how accountability and resilience can turn professional hardships into stepping stones for success. Lee's personal philosophy on sales will inspire you, whether you're starting your career or looking to overcome your own professional challenges.   

Peek behind the curtain of sales leadership with Lee as he shares the ups and downs of steering a team in the managed service provider industry. Learn the art of balancing responsibilities, the importance of self-care, and the role of delegation in fostering a cohesive and successful team. Lee’s approach to hiring, transparency, and leadership will offer you practical strategies to build a supportive, honest, and high-energy work environment. Tune in for invaluable lessons and inspiring stories that can transform your approach to sales and leadership.  Lee Weech is the Vice President of Sales for Executech having helped clients find solutions for Managed IT, Security and Cloud-based solutions to improve their efficiencies for 8 years within 8 locations in 6 states.   

Lee is originally from San Diego moving to Utah is 2005. Along with his two kids, Jackson 18 and Kara 16, they enjoy a very active life together including ATV riding, skiing, golf, hiking, paddle boarding, traveling and proud to carry the National Park annual pass.  Lee enjoys giving back to the community as the former chair of the Salt Lake City President Ambassadors and volunteers within the Daybreak community in South Jordan, UT. 

Quotes:

"Honesty, showing up, and transparency are the core values I hold true. Whether it's telling a client they don't need an expensive solution or showing up in a snowstorm, these principles build trust and long-term relationships." 

"The hardest thing for me in leadership is delegation. By doing everything myself, I'm not helping my team grow. It's important to give them opportunities to handle challenging situations, knowing I've got their back." 

"Reflecting on past failures, I've learned that lack of effort and attention to detail can lead to job losses, but these experiences also serve as critical learning opportunities. Accountability and resilience are key to transforming professional hardships into stepping stones for success." 

Links: 

Lee’s LinkedIn - https://www.linkedin.com/in/leeweech/

Executech - https://www.executech.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

In a heartfelt segment, we tackle the transformative power of vulnerability and genuine confidence. Behind the polished exteriors often seen at business events, many rely on artificial confidence to hide insecurities. By sharing personal anecdotes from my entrepreneurial journey and my daughter's post-college challenges, we highlight how embracing discomfort and being open about struggles can lead to meaningful connections and personal growth. 

Lastly, we delve into authenticity in leadership and the evolving virtual work culture. The shift to remote work has allowed for greater authenticity and a healthier work-life balance. We discuss the importance of supporting employees' passions, the benefits of casual attire, and how personal touches in virtual settings can foster deeper connections. We also emphasize the significance of effective CRM systems in enhancing productivity and avoiding manual inefficiencies. Tune in for a comprehensive look at achieving success in sales leadership and creating a thriving, authentic work environment. 

Kevin Kostiner is the Chief Commercial Officer at ClimaFi, an innovative startup backed by Google Ventures, focused on revolutionizing microgrid solutions through advanced software and funding. Prior to recently joining ClimaFi, Kevin spent 5 years as Head of Business Development & Partnerships at a leading electric vehicle charging manufacturer. As a recognized leader in the EV charging and renewable energy sectors, Kevin is focused on driving growth and forging impactful partnerships that expand sustainable solutions to deliver a greener present and future. 

Quotes:

"In today's world of grid instability, businesses must proactively secure their energy needs to avoid operational disruptions. It's about building resilience and reliability into their infrastructure."

"The ability to focus, find interest in your work, and persevere through challenges are key drivers of success. It's not about a perfectly curated life plan but about being adaptable and seizing opportunities as they come."

"True confidence comes from embracing vulnerability and being genuine. The façade of artificial confidence at business events hides insecurities that many people have."

Links:

Kevin’s LinkedIn - https://www.linkedin.com/in/kevinkostiner/  

ClimaFi - https://www.climafi.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Discover the nuances of building trust in sales leadership as Cody dives deep into his experience of moving from an engineering manager to VP of Sales, and ultimately, gaining a firsthand understanding of a salesperson's challenges. He emphasizes the importance of a team-centric approach, asking the right questions, and enabling star performers. Cody also underscores the significance of early wins, cross-departmental collaboration, and personal goal planning in creating a thriving work environment. The episode sheds light on overcoming trust deficits and building strong, lasting relationships with team members and customers alike.

Effective communication can make or break a sales team, and Cody brings this point home with compelling personal anecdotes. By highlighting the 7-38-55 rule and the power of face-to-face interactions, he illustrates how authentic listening and open dialogue are key to resolving trust issues. The episode also delves into the traits that matter most in building a successful sales team—competitiveness, discipline, and reliability. Wrapping up, we encourage you to connect with Cody on LinkedIn and subscribe to Sales Lead Dog for more engaging conversations. Don't miss out on this insightful episode packed with actionable takeaways for sales professionals! 

Cody George, P.E. is one of the co-founders and President of Sales for RavenVolt Inc., An ABM Company providing commercial microgrid and utility battery solutions throughout the country operating as a turnkey EPC (Engineering, Procurement and Construction). An degreed Mechanical and licensed Electrical engineer at heart, Cody loves working with people and teams to find reliable long-term solutions to challenging, multifaceted energy problems as our country continues to electrify and work toward modernizing our electricity grid with renewable resources.  He and his family enjoy a very active life including sports of any kind, exploring the outdoors, travel and early morning exercise. 

Quotes:

"Passion for what you do is a huge strategic advantage in sales." 

"Maintaining integrity, passion, and teamwork are the cornerstones of my success." 

"Trust is foundational. If you're going to ask someone to do something, be willing to do it yourself." 

"Sales might look like an individual sport, but it's truly a team sport." 

Links: 

Cody’s LinkedIn - https://www.linkedin.com/in/codytgeorge/  

RavenVolt - https://ravenvolt.com  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

Ray also shares his insights on the power of mentorship and networking in professional growth. Find out how a simple 15-minute meeting can open doors and how offering help in return fosters balanced and mutually beneficial relationships. Ray emphasizes the importance of stepping out of your comfort zone, taking on new responsibilities, and the critical role of effective communication, especially in the virtual landscape brought on by COVID-19. These strategies are key to building a cohesive and adaptable team in today’s fast-paced business environment. 

In addition, Ray delves into the nuances of strategic sales leadership, discussing essential sales methodologies like MedPick and Sandler. He highlights the significance of hiring for tenure, relevant experience, and matrix sales structure compatibility, and underscores the value of learning from both successes and failures. We explore the vital role of CRM alignment in accurate sales forecasting and team performance, and how a disciplined approach to CRM can drive significant business outcomes. Tune in for Ray's invaluable advice on maximizing your CRM capabilities and ensuring your sales team is set up for success. 

Ray Ruemmele Vice President Americas for Kudelski Security. Ray is responsible for leading the go-to-market strategy in the US, with a special focus on driving continued growth of the company’s key offerings, services portfolio, and expanding client relationships. 

This includes strategies to increase the adoption of the company’s rapidly growing Managed Detection & Response Security (MDR) Services, Advisory and Consulting practices, as well as scaling indirect sales channels through new strategic alliances. 

Ray joined Kudelski Security in 2017 and was responsible for launching the West Region and was promoted to Americas VP of sales in 2021. His prior experience includes sales and leadership roles at Okta, Juniper, Lenovo, and IBM. Ray graduated from of the University of Illinois with a major in Business Administration and Marketing. 

Quotes:

"A simple, well-prepared 15-minute meeting can open doors you never imagined. The power of mentorship and networking is truly transformative in professional development."

"Effective communication and stepping out of your comfort zone are crucial, especially in today's virtual business environment. It's all about adapting and maintaining cohesion within the team."

"Understanding different sales frameworks like MedPick and Sandler can significantly enhance your hiring process and team alignment. It’s about finding the right fit and learning from both successes and failures."

Links:

Ray’s LinkedIn - https://www.linkedin.com/in/rayruemmele/

Kudelski Security - https://kudelskisecurity.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Erik takes us on an intriguing journey by applying the hero's journey to sales, where your client is the hero, and you are the guide. Discover how this narrative framework, inspired by movies, helps build a common language and clearer communication within sales teams. Learn strategies for empowering clients to champion solutions within their companies, aligning with their goals, and fostering sustainable, long-term relationships. This approach transcends traditional sales pitches, focusing instead on the client's ultimate success and satisfaction. 

Leadership and empathy form the heart of this episode as Erik discusses building a unique workplace culture that balances hard work with fun. He shares insights on hiring empathetic, proactive leaders and emphasizes the importance of mentoring teams and encouraging innovation through initiatives like "King for a Day." Additionally, we tackle CRM challenges, offering solutions for overcoming poor-quality data and departmental silos. Finally, Erik shares his passion for learning from industry peers, inviting listeners to join the Sales Lead Dog Pack and stay connected through various social media platforms. Don't miss this episode packed with actionable insights and inspiring leadership philosophies. 

With a dynamic career trajectory spanning diverse roles, Erik dedicated to driving rapid organizational excellence and sustainable growth. His expertise lies in aligning sales, marketing, and customer success functions to steer companies towards enduring revenue expansion. Leveraging data analytics with traditional people skills, Erik has crafted targeted strategies for customer segmentation, pricing optimization, and scalable process implementation, delivering tangible bottom-line results. Renowned for transforming culture, executing go-to-market strategies, and securing multi-million-dollar contracts, Erik has propelled revenue growth for high-tech enterprises ranging from $250 million to $10 billion in sales. As a growth specialist, Erik excels in building and leading go-to-market engines aligned with corporate goals. Over his career he has developed a skill for revitalizing underperforming businesses, PE investments and influencing executive teams and investors with strategic foresight to turn known challenges into opportunities for innovation. With a commitment to continuous learning, Erik dedicated to sharing his experience, providing innovative solutions, and driving success in collaboration with peers and stakeholders alike. 

Quotes:

"Meriplex's business is really to take on the responsibility of running IT, applications, managed services, and professional services for those mid-market clients who have outgrown their own capabilities but are too small for giants like IBM." 

"Private equity-fueled acquisitions are making companies two, three times as big overnight, and scaling with that growth is impossible without robust IT support." 

"Positioning the client as the hero and the seller as the guide can revolutionize sales strategies. It's about aligning with the client's desired outcomes and emphasizing the benefits of your solutions."  

"In a rapidly growing organization, humor can foster honest communication and make tough conversations easier. It's all about having a balance between hard work and having fun." 

Links:

Erik’s LinkedIn - https://www.linkedin.com/in/erikcarlsen/

Meriplex’s Website - https://meriplex.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Our conversation also uncovers the career paths and CRM challenges faced by professionals who navigate various roles within an organization. We discuss the benefits of gaining cross-functional knowledge versus staying in a specialized role and highlight the importance of building alliances within teams. Discover how technology plays a pivotal role in executing business strategies, especially in a consulting environment, and learn about the dynamics of client relationships, including the advantages of repeat business and inbound interest from long-standing clients. 

In the final segment, we explore the role of CRM in sales success, focusing on accurate forecasting and the potential of AI to enhance data processing and drive revenue. Barbara and I discuss the importance of creating a positive culture around CRM usage and how effective communication can increase engagement among frontline employees. We also address common industry challenges, such as the need for accurate data to support marketing segmentation and targeted execution. Don't miss these valuable insights that bridge the gap between strategy and execution, underscoring the essential human element in sales technology. 

Barbara Adey is Vice President of Sales and Marketing for BTS.  She specializes in commercial transformation, bringing her experience in the end-to-end sales process from marketing to customer success. While at BTS, Barbara has led the assessment of sales strategy and operations of a $10B+ SaaS company, providing a plan for a two-year transformation.  Her team was retained by a leading cloud service provider to transform go-to-market through dynamic business acumen and industry vertical fluency for their Enterprise account teams. She has also worked with two $1B+ software companies to embed new customer success frameworks across their sales process.   

Prior to joining BTS, Barbara held executive roles in Silicon Valley at Cisco and at Hewlett Packard Enterprise in sales, strategy, and product management.  She has successfully entered new markets and has three times scaled a product from zero to hundreds of millions in revenues. She also kept a multi-$B product line at #1 share for three years in an intensely competitive market. Barbara is a systems design engineer with digital transformation expertise in cloud, security, software, and SaaS. Over the course of her career, she has worked in every part of the value chain. 

Quotes:

"At BTS, we immerse people in the change, literally authoring how it's going to happen and collaborating to understand how we're all going to be successful."  

“In sales, you really need to have a thick skin. You're going to be not successful more than you're successful, and so you have to have that ability to just not let it get to you."  

"I’ve been in sales, regulatory affairs, consulting, and product management. While it’s made me effective in my current role, I would advise people, if you're good at sales, keep doing it."  

"We get a lot of inbound interest from clients we've worked with before. Sometimes they've moved to a new company and want to work with us again, which speaks volumes about the importance of building strong client relationships." 

Links: 

Barbara’s LinkedIn - https://www.linkedin.com/in/barbaraadey/

BTS - https://bts.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Explore the often-overlooked challenges that come with transitioning from a capital markets background to software sales, and how Jonathan navigated these waters to become a sales leader. Learn from his experiences about the distinct roles of a quota-carrying salesperson versus a sales leader, and the strategies he employed to bring about team alignment and trust. This episode dives deep into the satisfaction of mentoring team members, empowering them to drive growth, and the invaluable lessons learned from past mistakes. 

Understand the finer points of leadership and management as Jonathan discusses the importance of recognizing individual motivations and capabilities within a team. Discover his methods for setting performance and personal development goals, helping underperforming team members break out of their comfort zones, and leading by example. Lastly, we underscore the importance of mental health and CRM success, offering practical advice on how taking a step back can lead to better performance and decision-making. This episode is a masterclass in leadership for anyone aiming to inspire their sales team to new heights. 

Jonathan Shapiro is the Chief Revenue Officer at Abacus Group, focusing on driving new client revenue growth and reaching global clients across emerging markets. Shapiro is a globally recognized sales leader in the financial services space with over 20 years of strategic leadership experience across the asset management, mutual funds, banking, and software sectors. Prior to joining Abacus, Shapiro’s roles included Head of North America Alternative Sales at Broadridge Financial Solutions and Head of Sales at SS&C Technologies. 

Quotes:

"Too often, people are just waiting for their turn to speak. Active listening is about truly understanding and responding to the needs of the person across from you."

"Nobody pushed me into sales leadership; I pushed myself. It's that inner drive, that motor, which has always propelled me forward."

"Collaboration isn't just a nice-to-have; it's essential. The most successful teams thrive on sharing ideas and working together towards a common goal."

Links:

Jonathan’s LinkedIn - https://www.linkedin.com/in/jonathan-shapiro-b44b786/

Abacus Group - https://www.abacusgroupllc.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Have you ever wondered what fuels a career pivot from human resources to a thriving sales role in the mortgage industry? Uncover the story of a mortgage professional whose journey was shaped by supportive mentors, a fear of failure, and a passion for homeownership. From their academic background at Michigan State University to the transformative moment that turned a job into a calling, this episode highlights the profound impact of believing in the economic benefits of homeownership and how it shifts sales from mere transactions to delivering substantial consumer value.

What does it take to adapt and thrive in the ever-changing mortgage industry? Learn how trust, referrals, and proactive engagement through financial education and social media are becoming pivotal for sales professionals. Brian shares his insights on leveraging LinkedIn for thought leadership, building a personal brand, and maximizing CRM tools to foster meaningful consumer connections. Whether you're a mortgage industry veteran or simply curious about innovative sales strategies, this episode offers invaluable lessons on navigating market fluctuations and enhancing your approach to consumer engagement. 

Brian is passionate about financial literacy and empowering lenders with digital financial tools to attract, engage and retain customers. His 30+ years executive career in mortgage banking has positioned him to help lenders execute an embedded finance strategy, transitioning from a transaction focus to one of continuous consumer engagement. Brian began his mortgage banking career with Source One Mortgage, which was acquired by CitiMortgage.  He went on to hold executive leadership roles at prominent lending institutions, most recently leading the TPO business at Flagstar Bank. In 2005, Brian attained the Mortgage Bankers Association industry designation of Certified Mortgage Banker (CMB). Brian is an alumnus of Michigan State University.  Brian is a former RESBOG member and was co-chair of the MBA Wholesale Executive Forum. Currently, Brian is a board member of the Downtown Boxing Gym Youth Program. This non-profit organization has been teaching kids in Detroit's toughest neighborhoods valuable life lessons inside and outside the classroom and boxing ring since 2007.    

Quotes:

"I'm a huge proponent and fan of the LinkedIn platform. It's worked for me and if you're out there and you're building a sales business as a leader or your job is the frontline sales and especially if you're B2B, I think you need to be on LinkedIn and you need to be, you need to make that part of your job." 

"Now, as a loan officer, you have to be really skilled at relationship management, be compassionate and patient and be willing to play a long game of 18 or longer months to earn the right to win the business." 

"I don't think there's such thing as a bad CRM. Most of the time when I hear about a bad CRM, it's a bad user of the CRM." 

Links:

Brian’s LinkedIn - https://www.linkedin.com/in/brianvieauxcmb/

FinLocker - https://finlocker.com

Rethink Everything: You "Know" About Being a Next Gen Loan Officer - https://a.co/d/0bMomXF

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

As your host Christopher Smith, I share my own metamorphosis from a budding salesperson to a veteran sales leader, complete with the hard-earned wisdom from my 14-year journey at Dell. My personal narrative not only highlights the significance of humility and coaching but also the strategic impact of empathy and effective communication. Our in-depth analysis offers a fresh perspective on leading with compassion, fostering a team spirit that emphasizes collaborative learning, and ensuring that every member contributes to the collective success. This episode serves as a masterclass for both up-and-coming and seasoned sales professionals who aim to elevate their leadership skills.

Strap in for an exploration of strategic planning, the nuanced use of CRM systems, and the art of understanding your customers through the Bant strategy. We dissect the creation of strategic plans that prioritize solutions with tangible ROI, emphasize the need for comprehensive analytics, and the careful implementation of technology to support your goals. With Joshua's expert insights and my reflections on the transformational role of CRM systems, this episode is your guide to developing strategies that not only enhance sales success but also cultivate continuous improvement and alignment within your team. Don't forget to subscribe to Sales Lead Dog for more episodes that promise to keep you at the forefront of the sales industry.

Joshua is a visionary and outcome focused global sales executive with expertise in strategy and operations and a track record of exceeding targets while rapidly scaling and building high performance teams.  He is an agile executive that delivers change, growth, and operational efficacy while delivering innovative thinking in GTM, RTM, demand-generation, and customer-facing sales programs. He synthesizes complex problems, developing creative solutions that consistently exceed short-term targets while driving long-term success.  He is a trusted team member, board member, and advisor with excellence in developing, mentoring, and guiding cross-functional teams. Josh’s career includes leading multiple domestic and global business units at Dell, significant global executive experiences with Avaya, Palo Alto Networks and Poly, leading the Americas business at Datto, Chief Revenue Officer at Netrix Global and now as a partner at CH Consulting. 

Quotes:

"An absolutely ruthless focus on outcomes is what separates a good sales team from a great one."

"Culture is the bedrock of a thriving sales environment; it's about creating a space where people are aligned with the mission and see beyond just a job."

"Inclusivity and diversity in a sales team are not just buzzwords; they are vital elements that drive innovation and problem-solving."

Links:

Joshua’s LinkedIn - https://www.linkedin.com/in/joshuaphoffman/

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Building an authentic and resilient sales team culture is an art, and Jason paints us a vivid picture of how he does it. With a player-coach approach and a strong emphasis on vulnerability, he creates an atmosphere that encourages genuine interaction and confidence. He also throws in a unique meeting tip to help his teams segue into discussions with ease and authenticity. Jason's insights are a masterclass in nurturing a sales environment that aligns with company values while also fostering individual growth and collaboration. 

Technology isn't just a buzzword for Jason; it's the backbone of operational success. Through anecdotes and expertise, he unwraps the importance of a robust CRM system, the art of conducting nuanced job interviews, and the intricate dance of integrating sales and marketing tech. This episode doesn't just scratch the surface; it's a deep exploration into creating a synchronized ecosystem where sales and marketing technologies work in concert, offering a glimpse into the future of strategic business growth. Tune in to discover how Jason Grimes orchestrates the symphony of sales, legal tech, and leadership. 

Jason is a seasoned leader with over 20 years of revenue-generating experience in the legal technology industry and a proven track record of success. With a long history of building and leading high-performing teams, he brings practical expertise to his role at Stretto where he leads the organization’s business-development efforts for its Best Case by Stretto business unit. Jason understands the importance of serving as a trusted partner to clients and is passionate about helping law firms achieve their business goals by leveraging technology resources to maximize productivity. As a licensed Attorney, he is a recognized legal-technology expert and has been featured in publications such as The American Lawyer, The National Law Journal, and Law360, and is a frequent speaker at industry events. Prior to joining Stretto, Jason held various senior positions with LeanLaw, AbacusNext (CARET), and Aderant.

Quotes:

"Unlocking the secrets to a high-performing sales team starts with a culture that embraces vulnerability and authenticity."

"The leap from insurance to legal tech sales wasn't just a career shift; it was an integration of my legal expertise into a winning sales strategy."

"The internal sale is just as crucial as the external one. Gaining stakeholder buy-in at all levels is key to a thriving sales environment."

Links:

Jason’s LinkedIn - https://www.linkedin.com/in/jasondgrimes/

Stretto - https://www.stretto.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

In our chat with Larry, we unpack the transition into sales leadership and the invaluable lessons that come with it. Discover the traits Larry values in potential leaders, including integrity and a deep understanding of the intricacies of relationship-driven business. He shares his strategies for assembling a balanced team, with a mix of personalities to lead effectively. This episode is brimming with Larry's advice on keeping the focus on customer engagement and sales results, offering listeners a blueprint for fostering strong, accountable leadership within their own teams. 

We also tackle the sometimes challenging world of customer relationship management (CRM) systems. Larry and I explore the delicate balance between the advantages of centralized customer information and the potential drawbacks of CRMs becoming overly complex or disconnected from sales team needs. Learn about the philosophy of "walking the Gemba" to truly understand front-line requirements, and the pursuit of a streamlined CRM that empowers rather than encumbers sales professionals. If you've ever felt weighed down by your CRM, this episode will guide you towards reassessing and reinvigorating your approach to drive your business forward. 

Larry Gordon is Managing Director at Emtec and has been co-founder and Chief Revenue Officer and CEO of several successful start-ups in the IT services and digital engineering and AI spaces. Larry has held senior leadership positions at Cognizant and Capgemini.  He has had successful exits and built enduring customer relationships in the AI, security, devops and digital transformation segments. He has also been a successful angel investor in the energy and cloud spaces. 

Quotes: 

"I love identifying good opportunities at an inflection point in the technology industry. It makes things a lot easier to market, easier to recruit salespeople, and it's exciting." 

"Leadership comes down to doing leadership things as opposed to being a leader. That's one of my themes."  

"Offering [CEOs] things that are really useful, in my case, it's about driving revenue... I say I can do this and be accountable for it and spend the money the right way."  

Links: 

Larry Gordon’s LinkedIn - https://www.linkedin.com/in/laurencemgordon/  

Emtec, Inc. - https://www.emtecinc.com  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Step into the arena where sports and business strategies converge, offering a masterclass in leadership. In this episode, Jeff and I unpack the nuances of guiding a team through the highs and lows, setting the stage for a winning mentality. We tackle the tough aspects of leadership, from the personal growth that comes with transitioning from individual contributor to a leader, to handling the complexities of delivering difficult news during a crisis like the COVID-19 pandemic. Drawing inspiration from sports legends, we delve into the importance of resilience, role definition, and learning from failure to create a successful business playbook.   

Cementing customer relationships and achieving lasting success hinges on the synergy between sales and customer success – a theme we explore with depth and insight. Jeff shares his philosophy that the sales relationship doesn't end at closing; it's only the beginning of an ongoing partnership that can make or break client retention. We reveal the strategies for setting clear expectations, the crucial first three months post-sale, and the benefit of a cohesive team-selling approach. New team members have embraced this philosophy, which keeps salespeople actively involved and supportive, solidifying the foundations of customer relations long after the initial handshake. 

Jeff Fallis is the currently the Sr. Director, Head of Sales and Customer Success at GoFormz, a San Diego based company focused on enterprise software for digital forms and data capture. His career spans over 17 years in sales and technology, having held positions as an individual contributor all the way to Executive leadership. As the Vice President of Sales at Blast Motion for 5 years, another San Diego based startup, he helped lead the company's transition from early-stage sales to multi-millions in business. As the VP of Digital Media Sales at Pointstreak Sports Technologies, he was a member of the Executive team which successfully executed the sale of the company in early 2016. Prior to joining Pointstreak, he held the position of Director, Digital Media Sales at The Active Network, which filed an IPO in May of 2011 and was a 4x Presidents Club award winner. Throughout his career, Fallis has consistently built strong sales teams and effective strategic GTM plans in the technology sector. Fallis holds a degree from the University of Dayton (Dayton, Ohio), where he was an NCAA Student Athlete, Honorable Mention All-American and 3 year starter on the Football team. He also holds a Master’s degree in Sports Business Management from The University of Tennessee, where he was a graduate assistant in the Athletic Department for 2 years before moving on to start his career in business. Mr. Fallis was born in Akron, Ohio and resides in Carlsbad, California with his wife Breana and their two children, Stella 3, and Clay 2. 

Quotes:

"In sales, the game never pauses. The ability to stay focused and disciplined underpins success in any competitive field." 

"Mentorship has played a critical role in my journey. I've been fortunate to have strong mentors who have helped shape my career and leadership style." 

"Sales is not just about closing a deal; it's about initiating a relationship that you continually nurture for long-term success." 

"Adaptability and learning that you don't know everything are key lessons that I've carried from my early career roles to today." 

Links: 

Jeff’s Linkedin - https://www.linkedin.com/in/jeffrey-fallis-a8441512/  GoFormz Website - https://www.goformz.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

In the heart of our discussion, the value of mentorship and the art of asking the right questions come to the forefront. Christopher pays homage to the mentors who sculpted his professional ethos, from Neil Eccles' foundational influence to the collective wisdom of industry peers like Grant Neve and Ron Posner. He opens up about his own transition into a leadership role that leverages his engineering mindset, sharing his philosophy of empowering his team to independently navigate challenges. The conversation is a treasure trove for anyone looking to foster a culture of autonomy and success within their own teams. 

Finally, we tackle the tactical intricacies of managing customer relationships and the construction value chain, especially within the demanding New York market. Christopher provides a behind-the-scenes look at the strategic balance of advocating for multiple manufacturers while maintaining strong partnerships and responsive service. As we conclude, his passion for genuine connection and transparency in sales shines through, offering a fresh perspective for those eager to enhance their skills in sales leadership. Join us as we uncover the strategies that have propelled Christopher Tomesko to the forefront of sales excellence. 

Christopher Tomesko, a seasoned executive with over two decades of experience in engineering, sales, and leadership, currently serves as the Chief Operating Officer at Albert Weiss Air Conditioning Products. Holding both Bachelor's and Master's Degrees in Engineering from Stevens Institute of Technology, he brings a strong technical foundation to his role. 

Throughout his career at companies like Schneider Electric, Johnson Controls, Mechanical Technologies, and HVAC Enterprises, Christopher has consistently delivered exceptional results and contributed to organizational growth. 

Since joining Albert Weiss two years ago, Christopher has tripled the company's size through strategic initiatives. He fosters a collaborative and mentoring culture, empowering colleagues to reach their potential. 

Christopher's leadership drives transformative change and sets new industry standards, positioning Albert Weiss for continued success and innovation. 

Quotes:

"In sales, it's not just about making transactions; it's about making connections. The stronger your relationships, the stronger your results." 

"Embracing your natural talents can lead to unexpected career paths. For me, my competitive spirit, curiosity, and extroverted nature opened doors to sales leadership I never anticipated." 

"Mentorship is about sculpting the professional ethos of the next generation. I owe my success to the wisdom of mentors and strive to pay it forward every day." 

"The art of asking the right questions isn't just a sales technique; it's a leadership strategy that empowers teams to become autonomous problem-solvers." 

Links:

Chris’s LinkedIn 

Albert Weiss A/C Products Inc. 

Get this episode and all other episodes of Sales Lead Dog at empellorcrm.com/salesleaddog 

Our dialogue with Joshua takes an insightful turn as we reflect on the nuances of reading customers beyond the visual cues, especially when body language is out of the equation. He shares valuable lessons learned from his days at Honeywell, emphasizing the art of questioning and listening intently—skills paramount in both sales and leadership. The discussion takes a personal angle, highlighting Joshua's decision to step into management, driven by his pursuit of an MBA and a crucial conversation about career advancement. Discover how Joshua navigated the challenges of overseeing a diverse team at a young age, crafting a narrative that's as inspiring as it is educational.   

Wrapping up, we delve into the philosophies that have shaped Joshua's approach to leadership. His story about coaching youth baseball serves as a powerful metaphor for his management style, emphasizing the importance of engagement and understanding the 'why' behind actions. Joshua also imparts his views on handling failures constructively, embracing a stoic mindset, and drawing inspiration from historical figures like Ulysses S. Grant. Tune in for an episode filled with anecdotes, wisdom, and strategies that can help any sales professional or leader become a top dog in their field. 

Joshua Hall is recognized for his dynamic leadership and proven ability to foster transformative change, drive sales excellence, and ensure organizational success. Currently leading as the Managing Director for Hilscher North America, he continues to leverage his extensive expertise and strategic acumen across the industry. 

His career journey spans from an initial role as an Inside Sales Engineer at Honeywell to his recent impactful tenure as the Vice President of Sales at HARTING Inc. In every position, Joshua has seamlessly integrated deep technical knowledge with robust strategic growth initiatives. He is especially committed to talent development, employing active coaching and service leadership to enhance team capabilities and achieve substantial organizational growth. 

Quotes:

"Curiosity has been the compass guiding my personal growth and my investment in nurturing my team's development." 

"Preparation over improvisation has always been a cornerstone of my approach to sales and leadership." 

"Embracing failures as stepping stones and adopting a stoic mindset have been key strategies for excelling in sales leadership." 

Links:

Joshua’s Linkedin - https://www.linkedin.com/in/joshua-hall-b270767/ Hilscher North America - https://www.hilscher.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/

 Navigating through the labyrinth of sales, we probe the importance of understanding the customer's decision-making process and the role of engaging with all relevant stakeholders. As we stroll down memory lane, we reflect on our early career blunders, shedding light on the finesse required to know when to persevere with a potential deal and when to gracefully bow out. As we pivot to the nuances of leadership, Mark and I dissect the challenges of team management and the delicate balancing act of internal responsibilities with customer interactions, ensuring the internal gears are as well-oiled as the external ones to enhance customer satisfaction. 

In our final act, we delve into the architecture of constructing a robust sales team tailored for the technical realm. Mark stresses the significance of communication and problem-solving skills, often overshadowing specific educational pedigrees. We dissect the transformative power of learning from lost deals, leveraging these experiences as a catalyst for team mentoring and sales strategy optimization. Moreover, we explore the strategic role of CRM systems in prioritizing opportunities and streamlining processes, underscoring the criticality of data and analytics in sales triumph. For those ready to join the pack leaders in sales, connect with Mark and discover more episodes of Sales Lead Dog where we uncover the tactics of sales mastery. 

Mark is a results-driven executive with 14 years of experience in strategy and sales in the manufacturing sector.  He has a proven track record of driving revenue growth and market expansion through strategic initiatives and effective sales execution.  He is skilled in identifying market opportunities, developing innovative strategies, and building strong relationships to achieve business objectives. 

Quotes: 

"So I love a diverse group. I'll say that, when it comes to the highly technical, I would say you know, it's pretty standardto. You know, look for an engineering background just because it makes more sense. But with that being said, if there were, you know, other candidates that didn't have the engineering degree but we're still a great fit, then absolutely I would love to talk to them."

"So the top three, I would say is really the sales funnel and how you use that to manage your short-term activities, but also long-term. And so I think, when I talk to my salespeople, is making sure that we're devoting enough time to those opportunities that are closing in the next 30, 60, 90 days, but also looking out towards the end of the year or into next year and making sure that we have, you know, a good backlog of upcoming opportunities that will support." 

"Challenges are a part of any career journey. It's important to keep pushing forward and use those challenges as learning experiences. They help you grow and get better."

Links: 

Mark’s LinkedIn 

Bry-Air, Inc. 

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog 

Within the bustling managed care marketplace, capturing attention can feel like finding a needle in a haystack. Yet, Adam's experience proves that on-site engagements and a compelling value proposition can cut through the noise. Our dialogue reveals how showing up and engaging personally at industry events can trump digital efforts, and how retention and physical presence can turn the tide in your sales pipeline. Adam's insights are a testament to the persuasive influence of in-person networking and solving client problems where they live. 

Leadership is an art, and Adam illustrates this through his own crescendo from coordinating recruitment efforts to spearheading a successful marketing squad, all without an official sales department to start with. He stresses the importance of mentorship and the courage to ask for help, along with the necessity of continuous learning and maintaining robust professional relationships. Moreover, Adam's reflection on the pivotal role of communication skills in sales and marketing, along with strategic moves like hiring a sales operations director, can light the way for anyone aiming to climb the career ladder. Join us for a session that's as rich in knowledge as it is in practical takeaways for those eager to refine their sales acumen. 

Adam Kustin leads sales and marketing for Health Network One, a leader in managing full-risk specialty provider networks for Medicaid and Medicare health plans. He and his team are accountable for brand positioning, corporate communications, demand generation, and new customer acquisition. Prior to HN1, Adam led business development and strategy for several advertising agencies. He’s also held senior marketing roles in consumer packaged goods, professional services, and commercial electronics. A proud Florida Gator, he earned his MBA in Marketing and Finance from Tulane University. 

Quotes: 

"Sales and marketing are not just departments that need to collaborate; they are integral parts of a unified strategy that must work seamlessly together for optimal results."

"Curiosity, perseverance, and the willingness to embrace new challenges are key drivers of success in any career, especially in healthcare leadership."

"Relationship capital and mentorship are invaluable resources in the journey of career advancement. Seek out mentorship early, and build those connections that last a lifetime." 

Links: 

LinkedIn  

Health Network One  

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog 

This episode is a treasure trove of wisdom for both neophyte leaders in sales and seasoned veterans seeking to enrich their approach. We unveil the trials and triumphs of transitioning to a sales leadership role with a leader who recently made the leap, focusing on the power of authenticity and vulnerability in fostering a credible relationship with both team members and clients. The conversation shifts to the bedrock habits that underpin success, from the maintenance of customer relationships to the philosophy of being a beacon of assistance rather than just a salesperson. Discover the strategies and personal routines that have helped forge successful careers, and learn how simple acts like daily exercise and mental stimulation can pave the way to professional victory. 

Meet Karine Leblanc, the dynamo who wears many hats—engineer, bestselling author, and international professional speaker. As the VP of Sales at iAIRE, she's not just crunching numbers; she's crafting winning sales teams with her unique blend of engineering prowess, coaching finesse, and relationship-building wizardry. 

Armed with a mechanical engineering degree from Montreal's Ecole de Technologie Superieure and a slew of certifications, she's a powerhouse. Karine is a John Maxwell coach, trainer, and speaker, a certified behavioral analysis consultant, a Genos certified practitioner and an eSpeakers certified virtual presenter. Oh, and did we mention she's a Heroic Public Speaking graduate Alumni? 

But wait, there's more! Karine's not your typical engineer™.  

She's shattered ceilings by serving on ASHRAE's board of directors, and her accolades include the ASHRAE Distinguished Service Award and John F James International Award. Plus, she's the Past-President of the National Speaker Association Los Angeles Chapter, and her contributions to her alumni earned her the title of Leadership Ambassador. To top it off, she's also an Amazon-published author! 

Get ready to be inspired by this engineering maverick who's anything but conventional. Karine Leblanc is here to transform your perspective and make learning a blast! 

Quotes: 

"How to be Human in a Technical World was born out of the realization that in our focus on technology, we often forget the human aspect that's so crucial in our field." 

"Mentorship has been the driving force behind my success. It's about finding the right person to guide you and being open to learning and growing continuously." 

"Authenticity in leadership is not just about being yourself, it's about being honest about what you know and what you don't. That vulnerability fosters credibility and long-term respect." 

"When I took the VP of Sales role, I emphasized the importance of restraint in making immediate changes and the value of observing before acting." 

Links: 

LinkedIn 

KarineLeBlanc.com 

IAIRE, LLC.

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

As we journey through Jordan's own evolution from salesperson to sales leader, absorb the transformative lessons of mentorship and servant leadership that have shaped his career. Our conversation is a treasure trove for current and aspiring leaders, highlighting the art of learning from setbacks and fostering an ethos of cautious optimism. Standing testament to the resilience required in the world of sales, Jordan's experiences with Care Club offer a powerful narrative on the importance of evolving personal and team strategies for success.  

Bringing the episode home, we cast a spotlight on the critical traits of sales leadership and how CRM technology can greatly augment a sales team's performance. Discover through Jordan's insight how empathy and transparency become the linchpins of effective leadership. When it comes to driving a team towards excellence, we find that empowering rather than micromanaging is the key. As we bid farewell to Jordan, our gratitude extends to you, our listeners, for your commitment to growing alongside us in the journey of sales leadership mastery. 

Jordan Sternberg is the SignatureMD Executive team as the Senior Vice President of Sales with 14 years of Healthcare sales leadership and sales operations experience. With his varied tenure spanning from his early days at ZocDoc to the recently Amazon-acquired Google Venture company One Medical, then at CareCloud managing representatives based in the USA and internationally in Pakistan, Jordan has consistently led the effective restructuring of membership sales and retention teams to achieve record sales growth and expansion. Prior to joining SignatureMD, Jordan worked with Dental Whale in Sunrise, Florida as the Head of Sales where he led a sales and customer experience team covering over 19,000 dentists across the country. Jordan resides in Palm Beach Gardens, FL with his wife, Amanda, and their two sons, Grady and Maddox.  When he’s not working, Jordan enjoys spending time with his family outdoors and spending time in the gym.

Quotes:

"It's about communication. If you are a good communicator... you can be a strong leader and it works out well for everyone and I think your team respects you more for being honest." 

"I believe that there's always a good to everything... I am always happy... it's how we get up and how we motivate each other to do better." 

"As a leader, you don't take the wins, your team takes the wins, you take the losses." 

Links: 

Linkedin: Jordan Sternberg  

Company: SignatureMD 

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog 

Transitioning from ace salesperson to a visionary sales leader is an art form in itself, one that Dustin and I explore with candid insights from the trenches. We unravel why the best sellers aren't always the best leaders and share strategies from my book for spotting those with the potential to inspire and drive teams. The chapter on sales training further deepens the conversation, as we debate its real-world efficacy and underscore the importance of tailoring training methods and ensuring accountability for lasting mastery. 

But what's skill without strategy? The later part of our discussion pivots to the art of assembling an unstoppable sales force, taking cues from sports legends. I reveal the critical edge that comes with strategic networking and an acute understanding of an organization's heartbeat within the first three months. And as the talk rounds off, we spotlight the indispensable role of CRM systems in sales success, stressing the seamless synergy needed between sales and customer success to avoid the pitfalls that can derail the handoff process. Tune in for these transformative insights that might just redefine your sales playbook. 

Dustin W Ruge is known as one of the most respected and trusted sales, marketing, and business growth coaches in the nation. In addition to his numerous books and publications, Dustin frequently appears and is referenced in major news and trade publications, business shows, and trains and keynotes at conferences across the nation. Dustin’s career includes over 27 years’ experience ranging from technology startups to Fortune 500 companies where he has received numerous awards and recognition for his work. 

Quotes: 

"Adaptability is not just a trait; it's the lifeblood of successful sales and leadership."

"Sales skills are the undercurrent of success across industries; even the tech giants were once great salespeople."

"In the dance of salesmanship, it's not just about the steps you take but also about the rhythm of your persistence that turns obstacles into stepping stones." 

Links:

DustinRuge.com  

Email: Dustin.Ruge@gmail.com 

Link to Dustin's Book Catalog 

LinkedIn 

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog 

Embrace the "Three I's" of personal growth—integrity, intelligence, and intensity—and learn how to sift through the noise to find sales strategies that truly elevate your game. Paul and I dissect the common pitfalls that hinder sales teams, such as ineffective prospect qualification and the misalignment between marketing and sales. By implementing structured approaches like Rev-ops assessments and SWOT analyses, we illuminate the path to improving sales effectiveness and setting realistic growth expectations.

The conversation crescendos as we discuss the art of balancing efficiency with a customer-focused approach, offering practical tips to streamline account planning and CRM documentation. Paul imparts wisdom on developing a sales process that mirrors the customer's journey, a strategy that not only speeds up sales but deepens customer relationships. As we welcome Paul into the Sales Lead Dog pack, you're invited to explore the innovative solutions at Revenue Flywheel Group, promising to propel your sales team's efficiency and effectiveness to new heights.

Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. He’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Prior to his career as a revenue enablement leader he led channel and direct sales organizations for world-class companies including Intuit, Microsoft, and Hewlett Packard. Paul was the Executive Board President of the Revenue Enablement Society from 2022-2024. He produces and hosts the podcast “Stories From the Trenches” and is a regular keynote speaker on revenue enablement strategies and sales methodologies.

Links:

Linkedin: https://www.linkedin.com/in/paulrbutterfield/

Company: https://www.revenueflywheelgroup.com

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Embark on a deep exploration of collaborative problem-solving and its profound impact on fostering a vibrant work culture. Parker and I dissect the essence of an idea meritocracy, where contributions are weighed on merit, not hierarchy, allowing for the best ideas to flourish. We navigate the delicate art of balancing individual accountability with a synergistic team environment, tackling the nuances of managing egos and championing shared victories. The episode also contrasts the 'hunter' mentality in sales with a supportive team framework, mapping out pathways to sustainable growth. 

Step into the Sales Lead Dog pack, where we dissect the critical role of CRM systems in fine-tuning the sales process for maximal impact. Parker imparts invaluable wisdom on enhancing lead management, while we underscore the power of a unified vision and the intricate dance between consensus and decisive leadership. This episode is not just a conversation; it's a masterclass for those eager to sculpt a resilient sales team poised for long-term success. Join us, and empower your sales leadership journey with strategies that set the best apart. 

Links:

parker.benthin@brondell.com 

Parker Benthin     -    https://www.linkedin.com/in/parkerbenthin/  

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog 

Navigating from the nuances of frontline management to the broader picture of executive leadership, we delve into the challenges of leading a team and the importance of empathy. Christopher shares invaluable insights from his own experiences as a frontline manager and offers advice for those seeking a mentor. He also emphasizes the importance of striking the right balance between work and life, underscoring the need to disconnect from work and focus on other aspects of life.

Finally, we turn our discussion to the critical role of CRM in business growth. Christopher shares his hands-on experience with CRM rescues and highlights the need for setting up a CRM with the right business purpose in mind. We explore the common challenges that can arise in the absence of subject matter expertise and how to ensure alignment within departments. Whether you're a sales leader or an interested professional, this episode is packed with practical advice and insights. Don't miss out on this enlightening conversation with one of the industry's best!

Chris has 14 years of sales experience in B2B SaaS, starting as an individual contributor and methodically climbing the ranks from front-line manager to senior leadership. He has been part of the $2M to $10M ARR journey with a startup that was acquired for $100M. He has led sales teams for Series C and Series D companies that grew revenues from $20M to $40M ARR (in 2 years) and $17M to $23M ARR (in 6 months) respectively, and are currently valued at $1B and $1.5B. Most recently, as the CRO of a bootstrapped company, Chris grew topline revenue 78% by selling to Fortune 1000 companies. He is currently supporting early-stage companies as a Fractional VP of Sales, and he serves as an expert advisor for Primary Venture Partners' portfolio companies.

Chris has a compelling track record of success building and leading high-performing revenue teams can be attributed to my disciplined approach to coaching and developing sales professionals, fostering team selling dynamics, and my knack for designing and implementing customer-centric sales processes reinforced by world-class sales methodologies.

Quotes: 

"I think you were alluding to perspective, right? And my background is really in B2B SaaS. So I've spent the better part of 14 years with growing Stage B, two B software companies, and I've been part of several different journeys."    "And you don't necessarily need to operate in the B two B SaaS space to still build kind of like a healthy, sustainable business and to learn from other operators who have done it outside of your industry sector. So it's been really rewarding, taking some of the best practices in terms of how to build and scale A team with a software company, refine it a little bit so it reflects the nuance of either like a services based company or maybe a marketplace type environment, and then implement that there because they're all suffering from very similar self inflicted wounds, so to speak."    "Discipline will always trump motivation. I think motivation is a feeling, and feelings come and go. One day you could be motivated, and the next day you might not be, but discipline is like a way of operating."    "Leaders don't always have to make the best decision. They just need to make sure the best decision is made." 

Links: Christopher.Amrod@gmailcom LinkedIn: Christopher Amrod

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog  

But David's wisdom doesn't stop at the sales strategy. He also has a unique viewpoint on leadership, one that emphasizes self-accountability, motivation, and continuous growth. He shares how he managed to find the right balance between his roles as a teacher and a results-driver, and how these experiences have shaped his approach to nurturing future leaders. Interestingly, David has developed a healthy detachment from results, choosing to concentrate more on the process with a goal to improve by 1% each day.

In our conversation, David opens up about the challenges he's faced in his leadership journey, including a heavily personal experience of a sales role loss. This sobering experience reshaped his perspective on the importance of staying committed to the process, not just chasing outcomes. Shifting gears, we delve into the nonprofit sector to discuss the significance of building strong donor relationships, the struggles of donor retention, and the role of understanding donors’ motivations. David's insights, particularly on how technology like a good CRM can help enhance generosity, is bound to be of value to anyone interested in the nonprofit sector, leadership, or sales strategy.

David is the CRO at Virtuous, a CRM, Marketing and Online Giving platform designed to reimagine generosity in the nonprofit space. David has spent the last 17 years leading teams at some of the best tech companies in the world and the last 7 years building the GTM motion at Virtuous including Sales, Marketing, Partnerships and Revenue Operations. David’s all about building, creating, and helping others along the way. You’ll generally find him kicking back in sunny Arizona with his wife and trio of awesome kids, hunting down the next great foodie spot, or soaking up some outdoor time in every spare moment he gets.

Quotes:

"I think there's this idea of opportunistic, risk taking and calculated risk. I think that is number one. It's sort of born out of this maybe opportunistic or altruistic belief that you can continue to do more and believe that more is possible with effort and input and sort of you always have more to learn."

"Sales and deals are generally not closed in one day, especially CRM sales. We're many times selling transformation, right? This is a large transformation. I always joke it's open heart surgery that we sell and you have to deeply understand their why."

"The biggest thing that I love is helping people see things in themselves they didn't see possible. That's the biggest joy for me in leadership.”

"My success will always be defined by how I work and what I do, and not necessarily the scoreboard, which is hard, right, because that's not always what you're taught in a go to market or sales environment."

"Sales is sometimes looked at as a four letter word. It requires people to believe that we're playing the game on hard mode. Doing sales the easy way is cutting corners as shortcuts as things that doesn't serve customers. So not everyone can actually do it, but done the right way, all we're doing is bringing customers close to a solution or outcome that they're already expressing they need."

Links: David Cady LinkedIn Virtuous LinkedIn Virtuous Website

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Transitioning from salesperson to sales manager and eventually, a leader, isn't a stroll in the park. This week, we unlock the strategies that helped Bob successfully navigate this journey. Sharing his experience in anticipating market trends and implementing creative go-to-market strategies, Bob gives listeners invaluable insights on maximizing current capacity, while also exploring new revenue opportunities. He also candidly discusses the challenges of aligning an organization and cultivating a growth mindset, with plenty of practical tips on how to transform strategic goals into actionable successes. 

The final segment brings a riveting discussion on healthcare innovation. Bob delves into his experience of product development from the PC era to the launch of a virtual care product in 2020. He gives a glimpse into the future as he talks about his collaboration with Apple, the potential of AI and wearables in healthcare, and how patient feedback can shape better outcomes. With his deep understanding of customer needs and strategies to overcome their resistance to change, it's a goldmine of knowledge for anyone interested in sales, business growth, and healthcare innovation. Join us this week for an episode packed with professional insights, personal experiences, and inspiring leadership lessons.

As the Hazelden Betty Ford Foundation's chief business growth officer, Bob Poznanovich is responsible for bridging the gap between product development, marketing and sales to help the nonprofit reach more people with its lifesaving substance use and mental health care and resources. Prior to joining Hazelden Betty Ford, Poznanovich co-founded and served as the CEO of AiR Healthcare—a behavioral health organization that provides solutions to individuals, families and employers dealing with behavioral health issues. Before that, he spent over 20 years as a senior business development executive in the technology industry. He is co-author of the Hazelden Publishing title, It Is Not Okay to be a Cannibal: How to Stop Addiction from Eating Your Family Alive. 

Quotes:

"I've done a lot of work not only perfecting the sales perspective, but also the buying perspective" 

"Not many people talk about selling as a buyer, as opposed to selling as a salesman… there is there is a psychological buying process that people go through when they're making a decision." 

"I think if you look at that way to being innovative in the area of growth, of selling to more, which is looking at products and services that we don't have. So part of this vision was that we've got to create x number of millions of dollars in growth over the next year for products and services that don't exist while we're also selling and maximizing the capacity of what we currently have and then looking for ways to get more value so we could sell for more."

"And when you go to customer one, he goes, I got this problem. Go to customer two, I say, I got this problem. I could say to customer two, what about customer one's example, right? Do you have that problem, too, right? Now, when I go to see a third guy, I got three problems tee up, right, his plus the previous two. And I could start this dialogue where I get smarter in every sales call I get to see that the patterns and opportunities exist."

"I think in any sales job, no matter what you're selling, your biggest competitor is always willingness to change."

"We need to invest in more personalization of healthcare. So the tools that allow us to personalize care, to personalize the initiative, to deliver care personalized, to use real feedback from wearables, I think, is the next area, I think, to get past some of this denial."

Links:

LinkedIn Hazelden Betty Ford Foundation’s LinkedIn  Hazelden Betty Ford Foundation

Gale Crosley, CPA, CGMA is a strategic revenue growth consultant, who has helped almost 500 accounting firms worldwide over the past 20+ years to achieve profitable, sustainable organic growth. Early in her career she spent several years in technology at IBM and tech start-ups, after beginning her journey as an auditor at Arthur Andersen and PwC.

She has been selected one of the Most Recommended Consultants in Inside Public Accounting’s Best of the Best for 16 years, and one of the Top 100 Most Influential People in Accounting by Accounting Today for 16 years. 

She brings all her experiences to the current transformation facing the accounting profession.   

Links:

LinkedIn: Gale (Gunderson) Crosley, CPA, CGMA LinkedIn: Crosley+Company Website: Crosley and Company (crosleycompany.com

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Russell Lundstrom is a born and bred entrepreneur. Having started multiple 7-figure businesses, and helping hundreds of other businesses repeat that success, he is now on a mission to simplify the world of marketing. Passionate that entrepreneurs are the mind, heart, and engine of the world, he is driven to improve the world through better business. 

After 35+ years on the front lines of marketing, Russell created the step-by-step marketing framework called the Marketing Plan Formula. This simple 5 step process reveals the most profitable marketing strategies through reverse engineering the unique keys to success already contained within your business. 

Russell is now on a mission to teach this process to every entrepreneur on the planet. 

Quotes: 

“99% of your marketing problems have nothing to do with marketing. It's really you don't know your numbers.” 

“That's one of the biggest problems I don't see is the integration of the marketing people all the way through to the sale.” 

“If I'm tightly integrated with my salespeople, they can make my job 1000 times easier just by asking those two questions. What's the problem, and where do you go to solve it?” 

Links: 

Russell Lundstrom's LinkedIn  

Marketing Plan Formula Website 

Marketing Plan Formula Free Sales Lead Dog Marketing Workshop 

#salesleaddog #marketing #sales #leads #conversion #engagement  

Jeremy Painkin is an accomplished professional with a versatile skill set and a proven track record of success in the corporate world. With a background in business strategy, Jeremy has consistently demonstrated his expertise in driving growth, optimizing operations, and achieving business objectives.

Throughout his career, Jeremy has held key leadership roles in prestigious organizations, where he has leveraged his exceptional analytical abilities to identify and seize opportunities for improvement. Through his strategic vision, he has guided teams towards setting and surpassing ambitious goals, resulting in significant revenue growth and increased market share.

Jeremy's strong leadership skills and collaborative approach have made him a trusted advisor among his peers and colleagues. Recognized for his ability to motivate and inspire others, he has successfully fostered a culture of innovation and excellence within the teams he has managed. His natural talent for building and maintaining relationships, both within and outside of the organization, has been instrumental in creating long-lasting partnerships and driving business success.

As a passionate advocate for social impact, Jeremy also lends his expertise to various philanthropic initiatives, where he actively contributes to creating positive change in his community. He strongly believes in the power of business to drive positive social and environmental outcomes and actively seeks opportunities to align his work with his principles.

With his diverse skill set, leadership acumen, and commitment to excellence, Jeremy Painkin is a valued professional who consistently delivers results and adds value to any organization of which he's a part.

Quotes:  

“I learned really early on that you got to be people focused, because you can't do it yourself.”

“Be willing to have those tough conversations and tell people you know the good and the bad, and I think you want that in return. I want that just as much as they want to receive that.”

“Selling to me is just people. It's understanding people that have problems with pain, and helping them solve it.”

On being a sales leader, “We should get behind that and support people in whatever it takes to get them what they want. Because ultimately, it's not your why it's their why. Why are they doing it? No one cares why I'm doing it. They care why they're doing it. But looking for those leaders, I definitely learned to probably be more people centric, and less, less stick.”

“The more diverse of a team you have, the more difference of opinions that you have and the more differing viewpoints that you have, which only help make you more successful because it diversifies your entire team.”

“What people are looking for is a team”

Links:  

Jeremy Painkin’s LinkedIn: https://www.linkedin.com/in/jeremypainkin/ Community Brands: https://www.communitybrands.com/

#sales #podcast #salesleaddog #leadership #salesleaddog #teambuilding

Bradley is currently the CRO at Guardsquare, the leader in mobile application protection.   He has held several senior leadership positions and has over 25 years of experience building and scaling high-performance teams, driving revenue growth, and creating value for customers and investors across various domains, such as risk management, compliance, cloud, and AI. 

Quotes:

“Never be too full of yourself. I mean, I'm a CRO, and they're people that look at me and say, Well, you're a CRO, you've achieved, but I have so much more to learn and to gain. And I would say continue to be inquisitive, right? It's the people who are 80 years old and go run marathons. It's the people that learn and pick a painting. It's the people that decide to go take a trip to places unknown. Once you stop learning...you're in trouble.” 

“One, it's about alignment. And I can't answer that for you. I can say what we can offer. I can say what we can do, I can give you, I've offered to give people references, people who used to work for me so it's not, you know, we always ask when we're interviewing, "’ want your references.’ I say ‘Here's, here's people who've worked for me, individual contributor roles. Here's other people, reach out to them, find out who I am. Do you think you can work with me?’” 

“If you just take a pause back, you recognize that everyone's human, you recognize that really, for the most part, people come from place of good, and ultimately it's not about you.” 

Links: 

Bradley Paster | LinkedIn Guardsquare: Overview | LinkedIn Leader In Mobile App Security | Guardsquare

Empellor CRM Sales Lead Dog Podcast Empellor CRM LinkedIn

#sales #podcast #change #salesleaddog #leadership #leadershipdevelopment #interviewing #recruitment  

Mike leads sales, customer experience and revenue growth for MOSTLY AI, the leader in Generative AI Synthetic Data.  Most recently, Mike led sales for Armory, the first Continuous Delivery platform built on open source software developed by Netflix and Google.  He has over 20 years of experience leading enterprise sales with CA, HP Software, Tricentis and others. Mike specializes in building scalable sales teams to deliver consistent revenue growth through repeatable sales motions. 

Quotes: 

“We've got to be generous with our time, and that's the most valuable resource that a sales rep has is their time. So deciding where and when to spend your time is probably the hardest part of the job today.” 

“It's not something you can tell someone that you're honest, you have to show it.” 

“CRM has to be a value add for the frontline sales rep. And for the frontline sales manager, if CRM is a task, you know, I've had places where you had to put a calendar entry to update your CRM once a week. If that's the case, then you might as well throw it away, because it's not serving the purpose.” 

“The entire business is sales. And if we aren't able to deliver results, you know, with accuracy in a predictable manner, it affects the entire business. And so I always want to include those other groups into the sales process” 

Links: 

mike.eckhoff@mostly.ai   https://www.linkedin.com/in/michaeleckhoff/  https://mostly.ai/ 

Empellor CRM Sales Lead Dog Podcast Empellor CRM LinkedIn

#sales #podcast #change #salesleaddog #leadership #leadershipdevelopment #marketing 

Before the Covid pandemic, Mark predicted that the final frontier of marketing is community, and now, post-pandemic and in our current world, building community has become even more essential. In today’s episode, Mark speaks about how to build authentic communities by examining your company’s culture and community leadership. Join us to learn about community, the last great marketing strategy.

Mark W. Schaefer is a globally-recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs of the world. He teaches graduate marketing classes at Rutgers University and has written 10 best-selling books. Mark’s new book Belonging to the Brand: Why Community is the Last Great Marketing Strategy describes an essential new path to connect to customers in the modern digital world. His many global clients include Pfizer, Cisco, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events all over the world, including SXSW, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on media channels such as CNN, The Wall Street Journal, The New York Times, and CBS News.

Quotes:  

“Put down your algorithms for a minute, put down your automation for a minute. And let's look at what human beings really want. Let's remind ourselves what marketing and sales are supposed to do. And one of the chapters was about belonging and community. When I finished writing the book, I thought, that is the most important chapter in the book, that is the future of marketing. When all this other spammy stuff starts to fade away, we're still going to have each other, we're still going to have community. And that's what's that's really going to be the future.” (2:00-2:36)

“This book is about creating community or considering community, because it is the greatest overlooked sales and marketing opportunity in the history of sales and marketing opportunities.” (4:20-4:33)

“Most communities fail. And the reason that they fail, the number one reason that they fail, is because they're designed to sell things.” (10:47-10:59)

“What can you do in this world, as a company, that you could do better? If you had customers along the ride with you? What do you want to be known for 10 years from now? What's your legacy? What would happen if we brought our customers along with us and actually let them lead the thing? That's where the magic starts to happen.” (12:09-12:31)

“The very first question you have to ask is, do we have a culture that can sustain this?” (21:21-21;27)

“Community is an implied social contract. What other marketing or sales promotion do we have that's an implied social contract? There isn't one.” (21:49-22:02)

Links:

Mark Schaefer: LinkedIn Business Grow Website Amazon: “Belonging to the Brand: Why Community is the Last Great Marketing Strategy”

Empellor CRM Sales Lead Dog Podcast Empellor CRM LinkedIn

#sales #podcast #change #salesleaddog #leadership #leadershipdevelopment #marketing #Belongingtothebrand #community

Simon Severino helps agency owners automate 85% of their B2B sales. He is the CEO of Strategy Sprints and Host of the top 2.5% podcast called "Strategy Sprints." He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. Simon teaches Certified Strategy Sprints™ Coaches to scale agencies via better systems. As a member of SVBS (Silicon Valley Blockchain Society) he enables cross-stage capital flows and helps minimize execution risks in tech scale-ups. His team is trusted by Google, Consilience Ventures, BMW, Roche, Amgen, AbbVie, and hundreds of frontier teams. He is a TEDx speaker and has appeared on over 800 podcasts. He writes for Forbes and Entrepreneur Magazine about scaling digital agencies. 

Quotes:

• “And we are right now in the time where we need to adapt quickly. We need to learn quickly, adapt quickly in iterations. So how do you organize as a sales leader? Your department, being it five people or 1700 people, the concept is the same. You want to have a daily habit, a weekly habit, and a monthly habit in your team. And that is what I call sales leadership.” (6:45-7:11)
• “And then operations, this is really where the magic happens because you know the first sales is done by the sales team, but the second is done by the operations team when you keep people, when you retain them, upsell and cross-sell them.” (13:54-14:07)
• “Leadership starts with the tough conversations, because every other conversation, everybody can have that.” (25:00-25:07)

Links

Strategy Sprints Website Simon Severino’s LinkedIn  “Strategy Sprints” book on Amazon

Empellor CRM Website Empellor CRM LinkedIn Empellor CRM Twitter

On this week’s episode Trevor discusses his passion for utilizing technology and his years of experience in sales to give his customers the best results. For years, Trevor was grinding for sales companies until he realized he could take his experience and processes to grind for himself. Now he creates sales successes for his own customers working for his own business.

Tune into this week’s episode to hear from Trevor Breininger, owner of The Digital Branch to learn why his eventual decision to step out on his own and grind for himself ultimately led to greater fulfillment in his career.

Quotes:

• “As any salesperson knows as you start to grow in your career, I noticed that the processes and the overall sales tactics I was using was really successful, but I started to get sick of working for other people.” (1:06-1:18)
• “I was the guy who would literally make 100 phone calls a day and literally just brick and mortar, nose to the grindstone hit the phones every single day.” (2:51-3:03)
• “So being able to get a good gauge on your success ratios is going to be the very first thing I would do in any particular organization.” (25:41-25:49)

Links:

Trevor Breininger LinkedIn

The Digital Branch LinkedIn

The Digital Branch Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

A planner and communicator at his core, Marty has worked directly and consulted with many Fortune 500 brands that struggle to get all internal and external audiences (employees, Boards, agencies and consumers) to the same place strategically – at the same time.

On today’s episode, we sit down with Marty to discuss his transition into consulting and helping businesses tell a concise story in order to keep growing and expanding. With a background in journalism Marty has learned how to ask the right follow up questions and capture the interest of his audience with the right story.

Tune into this week’s episode, to hear from Marty Yaskowich, Principal for 3ONE Strategic Consulting, on the art of telling your story, keeping your audience engaged, and always asking the right follow up questions.

Quotes:

• “For somebody who never thought they were in sales to begin with, I've made a pretty solid career out of helping people tell their story in sales.” (3:46-3:54)
• “The reality is people want and they remember stories, and they want to hear your story.” (5:50-5:56)
• “As a former journalist, I can tell you, lots of lots of great stories never get told, because the person doesn't ask the right follow up. You mentioned something there. Tell me a little bit more about that. It's the best sales tool in the world is just the follow up question.” (9:10-9:27)

Links:

Marty Yaskowich LinkedIn

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Bryan has had a wide variety of backgrounds in leadership roles and has learned a lot from the humbling process of leading a team. He’s reminded everyday that while he might be managing a team, he works for them, and their success is his outmost importance.

Tune into today’s episode to hear from Bryan Vogus, Sales and Business Development Executive for Carbon3D, on why being a leader is about lifting up the team and working for their success.

Quotes:

• “So, my role here is really driving sales driving pipeline and closing that pipeline. I'm a senior sales director, I cover a region for carbon. It's kind of a little bit different role for me and my past where I had more sales leadership roles.” (1:31-1:45)
• “There are parts on a Ford Mustang right now in production, there's parts on a Lamborghini, every single NFL professional football player has a carbon part in their helmet.” (2:18-2:29)
• “You're managing people- but honestly you work for them. You got to make them successful.” (9:03-9:11)
• “Sales is simply a series of agreements that lead to a transaction.” (14:40-14:46)

Links:

Bryan Vogus LinkedIn

Carbon3D Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Ellis originally had plans to play professional baseball after his time as a collegial athlete, however he saw an opportunity to continue his work in athletics helping young athletes aspire to their dreams. He’s found his calling as a sales leader in his field of expertise and his words to anyone aspiring to a leadership role is this, “you don't get performance and you don't get results without the desire to win and having a clear path and having an expectation of yourself every day that's going to allow you to get there.”

Tune into today’s episode to hear from Ellis Lowe, Vice President of Revenue & Growth for Stack Sports; Understand why having clearing expectations and a desire to win will get you the results you’re looking for to accomplish the goals you set out for yourself.

Quotes:

• “Our whole mission is to increase participation and transform that sport experience for the athlete, for the parent, for the organization, whether that, athlete journey is one year long, or whether that athlete journey is 25 years long, and they go on to play professional sports.” (2:15-2:35)
• “The first one is Captain u, which is a free to use recruiting software tool that connects high school aged athletes with college level coaches and we marry the two so you can really think about it like a LinkedIn style product.” (4:05-4:17)
• “You don't get performance and you don't get results without the desire to win and having a clear path and having an expectation of yourself every day that's going to allow you to get there.” (8:32-8:41)
• “I think the more that you can get in front of, pick the brain of senior leadership, people that have done what you're looking to do, the better off, you're going to be long term.” (15:08-15:19)

Links:

Ellis Lowe LinkedIn

Stack Sports LinkedIn

Stack Sports Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

He is a public speaker who’s spoken at events by Hubspot, Inc Magazine and A-Fest. He has worked for Mindvalley, a personal growth ed-tech company, for 7 years. Jason still is an author and a host on the platform.

His mission is all about teaching companies to care more. As businesses have so much power in the capitalist world, if we can educate businesses to take on more responsibility on how they sell, how they market, how they treat their employees and even how they invest their money, we start shifting the very planet into a better place for all.

Tune into today’s episode to hear from Jason Marc Campbell, author of Selling with Love on why sales doesn’t have to be the shady business it’s at times made out to be, but to see it as an act of love that has an impact on the world.

Quotes:

• “If I can teach ethical salespeople and ethical businesses the power and beauty that comes along with sales, they can be empowered to really get attention, earn trust, so the world doesn't need to be manipulated into these shady practices.” (4:12-4:25)
• “In the book, I really get people to fall in love with doing sales, because when you do so you realize it opens doors in your career as a sales individual, it helps open doors in your personal life.” (6:36-6:47)
• “Pretty much everything that you want in your life is at the other end of a sales exchange.” (6:47-6:51)
• “When you genuinely care for the person that you're going to be serving and the impact of what your sales is going to make on the world- that's an act of love.” (9:27-9:34)

Links:

Jason Marc Campbell LinkedIn

Mindvalley LinkedIn

Selling with Love Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Ruby is a healthcare sales leader creating value for customers and building long-term relationships. Her work in API and digital transformation allows companies to meet their goals year after year. Now that she is running a sales team her insight on getting to her position has shown her that not everything that brought her to that seat will help take her to the next level.

Tune into this week’s episode with Ruby Raley, VP of Sales for Axway, and hear why with every seat you move in your career, you must be prepared to leave behind the things that won’t take you to that next level.

Quotes:

• “I like to say if you think about it in history, when it was sailing around the world and trading, people would take letters with them and the letters would say, hey, I'm a real person, I have a real account at a bank, I am good for this amount of money.” (3:21-3:34)
• “I think all technologists have to adopt a lifelong learning mantra. But to me, I read constantly, I try to absorb as much as I can, and I read about a variety of things.” (5:22-5:35)
• “Be careful not to oversell- I like to create and envision and you can get too far ahead of your product team and too far ahead of your organization.” (8:43-8:56)
• “Every time you move to a new seat in your professional career, you always have to remember that what brought you to that seat might not take you to the next level.” (14:10-14:18)

Links:

Ruby Raley LinkedIn

Axway LinkedIn

Axway Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Today’s episode, we’re asking Dan how he builds successful sales teams and what career lessons, and character building led him to a position as a sales leader. His biggest takeaway as sales leader is don’t be afraid to make mistakes but always learn from everything going forward.

Tune into today’s episode, to learn from Dan Gizzi, VP of Sales for Magic EdTech, to hear his expertise on successful sales leadership and the growth that comes from making mistakes.

Quotes:

• “What's kind of interesting and unique is actually at a point in my career, where I'm now working for companies that I used to work with previously, so, it's come full circle for me.” (1:05-1:15)
• “I think it was, you know, we had poured a lot of effort, a lot of money and a lot of time into a very politically charged sale and it did not go our way.” (6:48-6:56)
• “Sometimes you're working even harder for the sales that don't happen. But applying that knowledge going forward, ultimately, actually ended up being very successful.” (7:55-8:04)
• “I think, if you're not making mistakes, you're not doing it right.” (24:03-24:06)

Links:

Dan Gizzi LinkedIn

Magic EdTech LinkedIn

Magic EdTech Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

This week’s episode is a little different from what we’ve normally done. Matt talks about the importance of sales and marketing teams working together and why simplifying your customer’s experience and becoming one with your customer can only be done when you utilize both your sales team’s input and your marketing team’s expertise.

Tune into this week’s episode to hear from Matt Paige, VP of Marketing & Strategy for HatchWorks to hear about the marketing side of things and why collaboration and teamwork is so vital to a company’s success.

Quotes:

• “Take it from somebody that gets ‘pitch-slapped’ a lot, you know, where you just get the cold pitch, don't do it, build the relationship first, offer up some value.” (5:00-5:10)

• “There's a lot of cues, customers will give you that you may not pick up at first. But if you start to have a keen ear for things, there's opportunity that are there for the taking, if you just listen.” (11:47-12:02)

• “I like the 80:20 rule, like give me 80% of value, content, your perspective, the pain you've experienced, and maybe sprinkle in about 20% of patchworks.” (23:30-23:40)

Links:

Matt Paige LinkedIn

HatchWorks LinkedIn

HatchWorks Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

His passion for trying to understand the psyche of the highest performer started in college as a PhD student studying psychology and specifically when he created his own internship tailored to delivering psychological consultations to business management. Fast forward to present day and SalesDrive is helping businesses find the best sales hunters based on 3 non-teachable personality traits: Need for achievement, competitiveness, and optimism.

Tune in to today’s episode to hear from Christopher Croner, Principal for SalesDrive, about why you might be hiring the wrong salesperson for your team and why it’s important to look for these 3 non-teachable traits.

Quotes:

• “We set out to understand well, what is it then that truly differentiates the highest performing hunters, and we found there really these three non-teachable characteristics.” (1:24-1:32)
• “…Number one, the need for achievement, the person who wants to do well, simply for the sake of doing well. The second trait is competitiveness. Then the third piece we look at is optimism and that's of course the person who is certain that they will succeed.” (1:33-2:19)
• “He allowed me to develop my own internship or my own rotation on an internship in delivering psychological consultation to business management.” (3:32-3:39)
• “You have to adjust and you have to find out so much more about the person and what's going on underneath the surface for that individual.” (9:33-9:39)

Links:

Dr. Christopher Croner LinkedIn

SalesDrive, LLC LinkedIn

SalesDrive, LLC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

David’s passion is helping smaller businesses grow to their fullest potential by getting them to step back, look at their business strategically and understand when they’re just too deep in it. In today’s episode David breaks down his unlikely transition into his sales career and how he’s made a vocation out of solving companies pain points in order for them to keep scaling at the rate they want to.

Tune into today’s episode to hear from David Schlosberg, business and sales advisor for Ferguson Alliance and learn how he’s solving small businesses’ problems.

Quotes:

• “The owner of the company said, I need you to actually sell and I was mortified. I had no aspirations to be in sales.” (2:57-3:07)
• "Do more listening, stop talking, and ask questions and find areas where you have a common interest or common ground where you can actually connect with that person on a personal level” (4:56-5:12)
• “It's usually pain and realization or recognition that they've got too much on their plate, and they're not able to step back and look at the business strategically- they're just too deep in it.” (7:30-7:40)

Links:

David Schlosberg LinkedIn

Ferguson Alliance LinkedIn

Ferguson Alliance Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Kay walks us through her career journey and how she inevitably ended up writing one of the top selling sales books on Amazon, Uncopyable Sales Secrets. Her inspiring story of tenacity and hard work is worth a listen for anyone wondering what it takes to write a book and be the best in their field.

Tune into today’s episode, to learn from Kay Miller, author of Uncopyable Sales Secrets and walk away with a knowledge of how to make more sales and build an advantage over your competition.

Quotes:

• “I ended up landing a sales job as the first woman ever hired for a company called Amerok.” (1:16-1:24)
• “I think that one of my answers, probably the biggest answer is that I've heard it said that this is the most fun sales book you'll ever read.” (6:09-6:19)
• “They said, if a client or customer of yours or prospect would describe you, what three words would they say about you that they couldn't say about anyone else? And I have those three words: moose, uncopyable and orange.” (14:23-14:40)
• “Especially when you're negotiating when you're giving someone time to think about it- don't be afraid of silence.” (29:09-29:15)

Links:

Kay Miller LinkedIn

Adventure LLC LinkedIn

Uncopyable Sales Secrets Book

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

His experience has led him to live by 3 pillars- 1. Innovation 2. Discipline and 3. Coachability. His view on coachability is a great example of what being a true leader in sales means, “if somebody gives me feedback, I coach myself to take a deep breath, not resist it and ask questions- let the rational side of my brain kick back in.”

Tune in to today’s episode to hear how Yair Areli, VP of Global Sales for DataRails took his coachable moments and learned from them in order to be a more humble, effective leader.

Quotes:

• “Now we have a great solution that solves that problem. So, I really, really feel the pain that our customers are feeling and I'm glad to see that we solve it for them.” (1:42-1:49)
• “One of the things that worked for me is persistence, I outwork others and when everyone else gets tired, I know that it's my time to shine.” (4:31-4:37)
• “So if somebody gives me feedback, I coach myself to take a deep breath, not resist it and ask full of questions, let the rational side of my brain kick back in.” (5:27-5:35)
• “I realized that nobody will take feedback from you if you're not demonstrating, you don't lead by example.” (7:39-7:46)
• “He says, you may report up to me all of you, but I work for you. I have no work to do, but enabling you, that's my job.” (18:33-18:40)

Links:

Yair Areli LinkedIn

DataRails LinkedIn

DataRails Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Gene is semi-retired and now offers advising or mentoring engagements with individuals or team. His passion for cycling has kept him levelheaded throughout his career and now offers more fulfillment now that he has more time to do the things he loves.

Tune in to today’s episode to learn about the risks that paid off and the discipline that has led Gene Villeneuve to be successful and now semi-retired and living his life to the fullest.

Quotes:

• “That's how I got into cycling, that's always been a core aspect of my personality. Not only is it a way to de stress after a long day, but it just becomes something else, in addition to family and in addition to work, and it is something else, that's your own.” (2:16-2:43)
• “I think when it comes to the professional sort of things, it's always, the curiosity, the willingness to take risks and the third one is always be driven to help others be successful as well.” (6:40-6:57)
• “Where I became unique and different is, is that I became an enabler for those sellers. I would have people telling me you're actually on the phone or in people's offices trying to get those issues resolved within IBM, and other sales leaders didn't actually do that for us.” (14:38-15:18)

Links:

Gene Villeneuve LinkedIn

Gene Villeneuve Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Amy brings us through her career journey that led her to sales and how maybe an unconventional job as a professional cheerleader prepared her for her role as a sales leader. Amy touches on the challenges of being in sales as a woman and why it’s so important to hire self-starters and go getters.

Tune in to the episode to hear from Amy Walther, VP of Sales and Business Development to become inspired to keep pushing towards your goals and stay engaged no matter life’s challenges.

Quotes:

• “I came from a not so well to do area, and my mother was very ill as a child. So, I had to take care of her when I was little, and I always knew that I didn't want to struggle, and I wouldn't mind to have some money.” (3:04-3:22)

• “I started cheerleading as an older person for a professional NFL team. But the one thing I want to say is that, if you can do that in front of 80,000 people, you literally could do anything.” (11:09-12:06)

• “As a female, things are different. It's still not easy, right? I would get bypassed by people- didn't matter if I was better at it, it did not matter.” (14:16-14:32)

• “I really want to make sure that I don't have to tell anybody, anything twice. So, when I am trying to find those people, you know, there's a lot of questions that I ask to try to extract from them to see, you know, how they live their life and how they would work?” (20:33-20:51)

Links:

Amy Walther LinkedIn

Westell LinkedIn

Westell Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Jamie takes us through successes and failures that landed him in his role as Chief Executive Officer for a data mining company. Initially, he quit his job as VP of Sales of a SAS software company to start his own sales consultancy business, which he admits failed miserably but from his initial research an idea was born.

Tune into this week’s episode with Jamie Shanks, CEO of Pipeline Sales to hear why striking out on your own can lead to great things with unexpected outcomes.

Quotes:

• “At the ripe age of 30 I thought I knew everything there was to know about sales, and I decided I was going to quit my job and start a sales consultancy, which over the next two years failed miserably.” (1:10-1:22)
• “In the pain of trying to build pipeline for myself, I ultimately had to self-discover a new way.” (1:23-1:32)
• “Along that journey sellers would ask me, you're teaching me to mine intelligent sales intelligence out of LinkedIn, why don't you just do this for me?” (2:52-3:01)
•  “It's kind of crazy that you ask your sellers to be researchers, so that's the problem we're solving.” (6:22-6:28)

Links:

Jamie Shanks LinkedIn

Pipeline Signals LinkedIn

Pipeline Signals Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In 2009, she walked away from her successful sales career and founded Vision Board Media and LinkedIn-Makeover.com. Donna and her team of over 40 writers have helped thousands of executives, entrepreneurs, sales stars, business leaders, and professionals from around the world create professionally branded LinkedIn profiles.

She is the author of the book "LinkedIn Profile Optimization For Dummies," published by Wiley. Donna has been featured on Forbes, Business Insider, Time's Money Section, Wall Street Journal's Market Watch, LA Times, NBC, SiriusXM Radio's The Focus Group, and many other news outlets. 

Tune into this episode to hear why LinkedIn Optimization is the key to your success and why Donna Serdula has built her career on leveraging this search engine to help her clients put their best foot forward.

Quotes:

• “I remember looking at it and thinking, this looks a lot like my resume. Let me let me pull up my old out of date, boring resume. Let me just copy and paste these fields right in” (3:07-3:22)
• “We've got to really start utilizing it in a smart, strategic way and at that point I started my company.” (8:22-8:30)
• “Why would I want to go to a place where people are trying to escape?” (12:17-12:19)
• “When a person looks at your LinkedIn profile and it says this person doesn't have any activity for the last 90 days… people like to do business with sales professionals that have a strong brand.” (14:57-15:20)

Links:

Donna Serdula Website

Donna Serdula Podcast

Donna Serdula Linkedin

Donna Serdula Facebook

Donna's IG: Donna Serdula (@donnaserdula) 

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Frank has also written for numerous publications, but on today's episode we’re talking about his most recent book, Sales Management That Works: How to Sell in a World That Never Stops Changing. One of his former students said this about the book, ‘It is structured logically, easy to read, and clear. It’s worthy of being a desk reference for any owner or senior executive looking to maximize their sales performance."

Tune into today’s episode to learn about the extensive research Frank Cespedes has done in order to write his most recent book and pick up a copy if you would like to get expert insight on sales management that will work for you and your team!

Quotes:

• “I think it's a book that will help salespeople sell better, it will help sales managers allocate their resources more effectively.” (1:35-1:46)

• “If you look at the amount of money they spend annually on sales, hiring, training, development, etc., that number is often as big or bigger than their biggest capex projects. But it typically gets much less rigorous attention than buying software does.” (7:53-8:11)

• “The job of a manager is not to test people, the job is productivity, and maximizing time, to productivity. All of that is what onboarding is about, in my view.” (13:23-13:35)

Links:

Frank Cespedes Linkedin

Harvard Business School LinkedIn

Frank's Book on Amazon

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Melissa wasn’t always in sales. It was a windy road from where she started as a graduate in International Affairs. She worked for a nonprofit organization called the National Council on US Arab Relations in Washington DC post graduate college. However, after 9/11 funding for those types of organizations fell by the wayside and she was out of a job. She ended up back in Atlanta with her parents interviewing for job after job until she happened to meet a woman hiring for a sales coordinator position for a hotel.

Tune into this episode, to learn how Melissa Matthews, VP of Sales has honed the art of looking for the uncomfortable in order to avoid remaining stagnant and continue her path of growth in her career.

Quotes:

• “Once you're at the pinnacle- you feel like you've learned all that you need to learn in your current position, don't be afraid to push yourself and look for that next challenge and look for the uncomfortable.” (5:28-5:40)
• “I would say that I have learned probably more in the past two years than I learned in the prior 80 of my career, and it's been an uncomfortable time. But looking back on it, I think its skill sets and knowledge that I wouldn't have gained otherwise.” (7:39-7:48)
• “It was very humbling, being unemployed, and looking for a job and I had really tried to stay in that field and look for a number of different positions and just couldn't find anything.” (9:26-9:39)
• “We invest in training, we invest in culture, we're consistently looking at our incentive plans.” (19:10-19:16)

Links:

Melissa Matthews LinkedIn

AZUL Hospitality Group LinkedIn

AZUL Hospitality Group Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Russell has spent the last 20 years of his life growing and evolving within the Computacenter team. He started his sales journey working in the UK and only recently moved to Los Angeles to lead the sales team for their southwest business. Russell attributes his huge success to many of the people he’s met through his career path and the insight they’ve given him. One lesson he had to learn for himself was the importance of sharing your genuine self when showing up to help, especially as a leader in sales.

Tune into today’s episode to learn from Russell Brown’s success in sales as someone who has chased worthwhile opportunity all the way to sunny Los Angeles to be the VP of Sales for Computacenter US.

Quotes:

• “I'm hugely indebted to a lot of people that have helped support me over my career, and that that ranges from people just giving me time, so that I could listen, ask questions and learn, afford me space to make mistakes and learn from those people that have given me physical opportunity to progress my career.” (2:58-3:17)

• “You know, as soon as I started to give more of myself, I felt that I built deeper relationships.” (5:28-5:33)

• “I eventually learned that failure is actually a good thing you can dive into failure, and you can understand, what can you learn from that process? What can you learn to take forward tomorrow to be a little bit better?” (12:59-13:11)

Links:

Russell Brown LinkedIn

Computacenter US LinkedIn

Computacenter Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Tune into today’s episode to learn from Rhonda Petit, author of The Spirit of Selling and champion mindset coach so you can better train your mind for success.

Quotes:

• “I just kept going and I really believe the book was kind of channeled through me. It was a really cool experience being an instrument for something like this to be produced.” (4:02-4:12)

• “In the first chapter there, what I'm trying to do is pull out most of the misconceptions that hold salespeople, anybody, business owners back from selling- one of the big ones is I think some people have an association of a salesperson with a con artist.” (5:56-6:14)

• “You can give people appreciation, you can acknowledge people, you can be consistent in your performance and consistent in your word and your integrity, you can provide excellence, when you show up, leave the person with an impression of increase.” (11:52-12:12)

Links:

Rhonda Petit LinkedIn

3x5 Coaching LinkedIn

3x5 Coaching Website

The Spirit of Selling on Amazon

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In today’s episode, Dale walks us through his book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. The inspiration of his book came to him after deciding to do a multi-year research project on how sellers can stand out. What was his conclusion? “You have to be relevant, distinct and memorable.”

Tune in to today’s episode with Dale Merrill, author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More to learn about how you can stand out when you’re selling.

Quotes:

• “We decided that there was nothing that was meaningful that had hit the sales world for like a decade and so we kicked off a multi-year research project to figure out how can sellers stand out.” (1:27-1:40)

• “You have to be relevant, distinct and memorable.” (9:53-9:56)

• “It's in the experience and in the engagement- it's the sellers who understand the needs of the buyer the best, and then articulates that in a way that we would describe as relevant, distinctive, memorable.” (17:21-17:32)

Links:

Dale Merrill LinkedIn

FranklinCovey LinkedIn

FranklinCovey Website

Strikingly Different Selling: 6 Vital Skills to Stand Out And Sell More on Amazon

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode John covers an important topic- when to make the leap of faith to your next opportunity; Recognizing when you’ve plateaued and the inevitable decisions you’ll make in order to keep leveling up.  A part of this process is being aware of your goals and continually evaluating whether you’re still on that journey of growth.

Tune into John McDonnell’s episode to walk through the process of weighing all your options and continually seeking growth in your career.

Quotes:

• “That translates and speaks volumes when you're not trying to wear a mask and be somebody that you're not.” (3:10-3:16)

• “It was a way to kind of start over and start fresh and start from the ground and then build a team, the way that I wanted to build a team.” (8:44-8:50)

• “The hardest part was actually weighing the pros and cons and getting over the unknown- then finally getting there and taking that leap.” (10:40-10:49)

Links:

John McDonnell LinkedIn

Signum Displays LinkedIn

Signum Displays Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode you’ll learn from Andy’s expertise as a sales coach and consultant. Get perspective on creating the most effective sales training in order to create a successful sales team. Andy also gives great assessment on sales practices that might be holding you back from accomplishing your sales goals.

Tune into today’s episode to hear Andy’s sales coaching tips as impassioned author of the book, Sell Without Selling Out.

Quotes:

• “Despite all the advantages, the technology that's at our disposal today for marketing and sales purposes, that the data suggests that we're actually performing less well.” (1:06-1:17)

• “Meaning we're doing a less good job of helping our buyers make decisions at a time when in many respects, it should be easier to do that.” (1:17-1:26)

•  “It's based on four pillars: connection, curiosity, understanding and generosity, which are innate human behaviors.” (2:58-3:13)

• “That's the reputation that salespeople have in sales are being lazy, shiftless, self-centered, but on one hand, is hugely unfair to the vast majority of people who are in sales.” (6:50-7:02)

Links:

Andy Paul LinkedIn

Andy's Consulting LinkedIn

The Sales House LinkedIn

The Sales House Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Greg breaks down his career in sales and what has made him successful as a sales leader. Greg originally left sales to go into operations but got the itch to go back to sales after working alongside a sales team. Now as a leader in sales he wants to impart some of the skills that have allowed him to be successful.

Tune into the episode to learn about Greg Coonley’s journey into sales after the 2009 recession and how he’s rose to the top of his field and stepped into his leadership role at Centerfield Media.

Quotes:

• “If you don't have the team dynamic set up so that the support you need, or the support you need to give is there, then it doesn't matter, you're not going to be able to achieve your goals- you're not going to put forth a great product to sell.” (5:02-5:21)

• “Leaving the office with a sense that those things are tied up for the day, and that I'm starting tomorrow with the ability to focus on where the focus needs to be.” (8:21-8:33)

• "I did the majority of the legwork there and yet I'm not reaping the salary and commission benefits that my counterparts are.” (13:10-13:21)

Links:

Greg Coonley LinkedIn

Centerfield Media LinkedIn

Centerfield Media Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Paul has been a salesman before he was old enough to drive and has worked his way through some tough jobs and finally found himself in a fulfilling leadership role with Travel Leaders Corporate. This road hasn’t always been easy, in today’s episode he recounts working for some extreme leaders that helped him understand what poor leadership could look like. However, his tenacity in sales has led him to some amazing opportunities which has allowed for his success in his field.

Tune into today’s episode to learn about Paul Steinmetz’s wild twist and turns through the world of sales and some of the difficult circumstances that have molded him into the leader he is today.

Quotes:

• “I think there's a fine line between being a pain in the ass and being really persistent and effective as a salesperson.” (3:44-3:49)
• “Ironically, I found that I learned more from people who were doing it wrong and bad leaders who would throw temper tantrums.” (5:09-5:17)
• “When the FTC raided those companies, they didn't really care who was doing what they assumed everyone. But the training was great.” (9:29-9:54)

Links:

Paul Steinmetz LinkedIn

Travel Leaders Corporate, LLC LinkedIn

Travel Leaders Corporate, LLC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In today’s episode, Laura breaks down the systems and mindset that has helped her succeed as a sales leader. One of the things Laura said that stood out to me was on completing the sales cycle, “I think it was just establishing a workflow and a mindset that when somebody tells me ‘no’, or when somebody tells the sales reps, ‘no’, I look at it as a win. Because we're completing the sale, we're not spinning our wheels anymore, we're moving forward.”

That mindset in sales is incredibly important to sustain as leader for many reasons. So, tune into Laura Cavanaugh’s episode to hear about her perspective on empathetic, successful leading.

Quotes:

• “It's hard to narrow down or to pinpoint I would say, just having the drive to succeed, having a vision of where you want to go, and how you're going to get there.” (4:52-5:13)
• “I think it was just establishing a workflow and a mindset that when somebody tells me ‘no’, or when somebody tells the sales reps, ‘no’, I look at it as a win. Because we're completing the sale, we're not spinning our wheels anymore, we're moving forward.” (8:20-8:37)
• “We're going to look at the scoring system, we're going to look at the comments from the committee, we're going to do that work to see where we fell short, where we could have scored higher.” (28:52-29:02)
• “I'm going to be very transparent, very open, make sure we cross every T, dot every I so that once the deal is closed, and you're a client of ours, that everything that we talked about throughout the entire sales process can come to fruition for you.” (30:35-30:49)

Links:

Laura Cavanaugh LinkedIn

Ambassador Education Solutions LinkedIn

Ambassador Education Solutions Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

One of the biggest hurdles Aaron had to overcome when first starting off in sales was his aversion towards the industry- he had graduated with a degree in mechanical engineering and through connections wound up in sales position after school. While it did take time for him to warm up to his new career after a few years he could finally appreciate that sales was not about sleazy selling schemes but about problem solving and a salesman was born.

In today’s episode, Aaron brings us through his journey in sales and how he’s navigating sales leadership as a fairly new leader. His commitment to honing his craft and ensuring customer satisfaction is an inspiration so tune in to Aaron Paul’s episode and learn about his sales story.

Quotes:

• “I realized that sales at its heart is problem solving. If you've got a good product, then what sales is, is you're taking a person who needs that good product, and you're providing that product to them.” (5:34-5:47)
•  “Good things are rarely cheap and cheap, things are rarely good.” (9:45-9:48)
• “Knowing that if I tried to take care of the customer, the rest will take care of itself.” (18:26-18:35)

Links:

Aaron Paul LinkedIn

ATC LinkedIn

ATC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In Today’s episode, Joel talks about his start in sales and how his background in acting has helped him think on his feet from time to time. But, most importantly he discusses how he’s been shaped as a sales leader to be curious and focused in order to accomplish his goals.

Tune in to Joel Stevenson’s episode to learn why you might be cut out for sales and why at the end of the day everyone should know the tricks of selling in order to further their career.

Quotes:

• “The hub of your workflow is going to be in your inbox. We're being deeply integrated into your inbox.” (2:25-2:32)
• “Something I picked up a little bit later in my career was sitting meditation that's really been helpful to me in terms of focus.” (4:38-4:46)
• Well, I got news for you, you're all going into sales, whether you like it or not. If you want to build a skill set that's going to be useful for your whole career, you might think about building a selling skill set.” (7:58-8:01)
• “You have to be a curious person, in order to want to ask the right types of questions.” (13:10-13:15)

Links:

Joel Stevenson LinkedIn

Yesware LinkedIn

Yesware Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In today’s episode, Sophia explains how her mantra, “be like water” was drawn from her experience as an immigrant to the U.S. at 2-years-old and the uphill battles her and her family faced as newcomers to the United States. “One of the things that we have to always do is be flexible and accommodating,” she explained. This mentality shaped her experience and later gave her an appreciation of how water is the substance to emulate in order to be a well-formed leader in sales.

Tune into this week’s episode with Sophia Kim to learn from an incredibly hardworking leader whose life experience has given her tremendous aptitude to lead successful sales teams.

Quotes:

• “We have a passion to serve and empower to solve and so we're out there trying to help people, get the benefits that they deserve.” (3:33-3:41)
• “My phrase is, ‘be like water’ and the reason why I choose that, is because water when you fill it into a container, it takes the form of whatever container is there. Fill the gaps where they need to be filled, be the support, where I need to be the support. Be the nourishment, where I have to provide nourishment.” (4:42-4:51)
• “I think you have to apply a combination of your intuition, combination of a little bit of psychology, and then apply the numbers and see what are ways out?” (27:48-28:01)

Links:

Sophia Kim LinkedIn

Centauri Health Solutions, Inc. LinkedIn

Centauri Health Solutions, Inc. Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In today’s episode, James Koenig tells us what he loves about his job, RTI Control, a leading control and automation systems manufacturer. He also breaks down the important values to live by as a leader and the important messages you need to pass on to your team.

Tune into this episode to hear from sales leader, James Koenig and learn how to fine tune your curbside prep and show up with a plan.

Quotes:

• “We do everything from remote controls up to the automation equipment. But majority of our business is selling whole home automation and business automation.” (2:06-2:15)

• “The one thing he taught me was the value of what he would call the curbside prep and it means showing up with a plan.” (2:50-2:56)

• “When you have a question, you feel like you're overwhelmed- Raise your hand and it's the one simple thing that it's not a call for help. It's not a sign of weakness.” (7:42-7:51)

• “There's two ways to go to business, we can all chase the ball, kick each other in the shin, or we can be strategic and play position.” (22:30-22:37)

Links:

James Koenig LinkedIn

RTI Control LinkedIn

RTI Control Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

In today’s episode Jason explains how he eventually landed in sales and the inspiration behind his book, Selling with Authentic Persuasion. Jason graduated with a degree in Marine Biology and worked tagging sharks. He went from there to tech support and then a sales role in a mortgage business. He’s since evolved into a sales consultant, keynote speaker, podcaster, and published author.

Tune into hear why being an authentic and persuasive salesperson is the key to sales success from Jason Cutter!

Quotes

• “It was born out of about 16 years of experience inside a telephone sales room, running both sales and the lead gen side for call centers, mostly business to consumer.” (1:04-1:18)
• “It's building a system and process that you can repeat, almost like a franchise, no matter how many offices no matter how many reps.” (1:31-1:37)
• “I love teaching, I love that light bulb moment that people have when you teach them something, and they use it.” (6:34-6:40)
• “For me, it's both of those parts of the formula, authentic, and persuasion, are what's required to be an effective sales professional.” (7:59-8:08)
• “The persuasion piece is the active pursuit of helping the right people across the finish line and leaving them in a better place.” (10:33-10:41)

Links

Jason Cutter: LinkedIn

Cutter Consulting Group: LinkedIn

Cutter Consulting Group Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode you’ll hear from an expert Amazon seller and learn how people are creating major profit on this global platform. Isaac’s story of entrepreneurship on “one of the most influential economic and cultural sales platforms in the world" is a great lesson in staying relevant and useful to the modern-day buyer.

Tune into today’s episode to hear from a knowledgeable Amazon sales coach, Isaac Kuhlman and see the hype around this persistently competitive online market.

Quotes

• “Real coaching is a business that helps Amazon sellers sell better on Amazon, whether they're just getting started, or they want to get started, or they've been selling for a while, we help them analyze things directly.” (1:00-1:11)
• “On Amazon, it all comes down to traffic and conversion, just like it did in every retail store that I ever worked at, and the difference is, you have to understand your competition on Amazon.” (10:14-10:26)
• “You need to anticipate what they're going to ask and then actually say that in the listing, before they can actually ask it, the more you can do that, the less likely they are to leave your page.” (12:48-12:57)

Links

Isaac Kuhlman: LinkedIn

REAL Coaching: LinkedIn

REAL Coaching Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Over the last 12 years Kevin’s worked with thousands of entrepreneurs and sales organizations through consulting and training to help them close over $150 million in new business by leveraging their existing relationships and better communicating their product's differentiating benefits. Kevin is also an officer in the US Army.

In today’s episode, Kevin tells us about the importance of sales processes that has led to success in his clients’ businesses. His matter-of-fact way of dealing with problems and generating solutions has great insight into running successful sales strategy. Tune into today’s episode to learn from an awesome sales leader, Kevin Snow.

Quotes

• “If you don't understand why your clients are making those buying decisions, your processes are going to be screwed, you're going to be doing stuff, you're going to be sending them information at the wrong time- pushing for decisions that they're not ready to make.” (6:26-6:41)
• “Having them involved in that whole decision making to say, yes, we need a tool through the planning process and implementation is key. Otherwise, it's just another thing that management spent money on that they are expected to use.” (21:47-22:10)
• “That's usually the issue is they don't understand what actually needs to be done in the call. They're burning through all these leads, and you're losing opportunity for revenue.” (33:42-33:52)

Links

Kevin Snow: LinkedIn

Time on Target: LinkedIn

Time on Target Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Jennifer started this company back in 2005 & has seen the company continue to grow even in difficult economic times. She has recruited & trained sales reps around the US to help small & medium sized businesses add more money to their bottom lines by using their wide portfolio of services & has even spun into new divisions such as web hosting & a full-service marketing agency.

Today’s episode is about Jennifer’s keynote speaking success and the topic she’s spoken on about ‘does success equate to happiness?’ Tune in to the episode to hear from Jennifer Glass, about how taking time to measure what success means in your life can help you move the needle!

Quotes

• “As we develop new sales leaders, it's important to be looking at how you're going to be where you are today- looking where you want to be next week, next month, next year, five years and 10 years down the road. All of that is going to make a difference and it's constantly moving that needle.” (3:02-3:34)
• “I already was successful. So, if I was successful, then I am successful and now I can go back and have that success. But if you're still always chasing, that's not the happiness and that's where the keynote started to really originate from.” (19:54-20:19)
• “When you have a leader who's helping their team, develop their skills, whether it's sales, marketing operations, you have a leader who is invested in their team, and is giving of oneself to another. That is definitely success.” (28:04-28:26)

Links:

Jennifer Glass LinkedIn

Business Growth Strategies International LinkedIn

Business Growth Strategies International Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Matt takes us through his career journey starting as an eighth grade Social Studies teacher who was recruited by his friends to join their company in their early stages working in sales. Matt has some amazing insights as someone who truly learned the authenticity and importance of sales as someone coming from a very different background.

Tune in to today’s episode to hear about Matt’s awesome perspective on leadership and being an authentic sales leader!

Quotes

• “We are a digital identity verification platform. We operate the largest most expensive network for identity verification data providers. Basically, were able to verify over 5 billion individuals around the globe and over 300 million companies.” (4:45-4:57)
• “There's a very specific type of company that I want to work for. Life's short and I want to be able to have a good time and I want to feel good about what I'm doing. (7:00-7:09)
•  “He always impressed upon all of us that leadership is not a title- Leadership is a way of behavior. Leadership is a choice that you make every day when you walk through those doors.” (13:04- 13:13)
• “Having that seek to understand mentality rather than coming in and trying to make a ton of change early on, when you don't have all the facts and you don't have all the data is the big thing.” (19:17-19:28)

Links:

Matt Schatz LinkedIn

Trulioo LinkedIn

Trulioo Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Tony discusses his 3 keys to successful leadership- self-discipline, relentless focus on client or customer success, and follow up. He also touches on his hiring practices- which he currently is putting to use since Cenergistic is currently hiring.

Tune in to today’s episode, to learn about Tony’s expertise as a leader in sales and why you should consider Cenergistic as your next place of work!

Quotes

• “So I was brought on to really professionalize and modernize our sales effort. And in fact, I'm actively hiring now across the United States.”
• “Those are my three, my three keys, self-discipline, relentless focus on client or customer success, and follow up, follow up, follow up.”
• “You provide a vision, you set goals and objectives, you equip the team to achieve those goals and objectives. And then you step out of their way, and you let them achieve and you're always there for them.”
• “It is the most important thing you could do is hire the right people, because ultimately your success will depend on their success as a sales leader.”

Links:

Tony DeSpirito LinkedIn

Cenergistic LinkedIn

Cenergistic Website

Tony DeSpirito Twitter

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Blake contributes to Forbes, the Harvard Business Review and Hemispheres Magazine. She is the host of The Modern Customer Podcast and The Be Your Own Boss Podcast. She lives in the Bay Area with her husband, their two children and two dogs.

In today’s episode, Blake dives into the importance of companies staying competitive during a pandemic and making sure their customer is at the forefront of their business campaign. Tune in to hear from an amazing keynote speaker and customer experience futurist, Blake Morgan.

Quotes

• “That's why I've traveled the world doing my speaking events, is to bring this human message to businesses of treating people while caring about one another. It's very simple, but in practice, it becomes hard for these corporations to implement.” (4:20-4:35)

• “It resonates with people, because the customer of the future is really the customer of the present, but we don't see her, we don't understand how pressing it is to make life happen for her.” (6:21-6:33)

• “I believe that we're in really complicated times, and leadership should be visible- should be reachable. We need transformational leaders.” (21:37- 21:50)

• “The most customer focused companies today are very data driven. So, they don't just track data, but they do something with it.” (25:20-25:26)

Links

Blake Morgan LinkedIn

The Customer of the Future Course on LinkedIn

Blake Morgan Website

Blake Morgan Twitter

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode, Gal discusses why identifying what differentiates you from your competition and the importance of knowing who your competition is will put you miles ahead in your marketing strategy. Gal also talks about understanding the unique choice you offer companies when selling your services, “What you're dealing with is really three choices, which is you're either the safe choice, the best choice, or the innovative choice.”

Tune into this week’s episode to learn from an author, leader, and innovator in the field of sales, Gal Borenstein.

Quotes

• “What you're dealing with is really three choices, which is you're either the safe choice, the best choice, or the innovative choice.” (13:29-13:40)
• “Know thy enemy. You're always selling against a strongman.” (17:37-17:43)
• “If you don't know what your competition is your chances of succeeding is pretty much zero, because, you're kind of guessing that somebody is going to want to buy your product.” (19:44-19:56)

Links

Gal Borenstein LinkedIn

Borenstein Group LinkedIn

Borenstein Group Website

Borenstein Twitter

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

After being laid off from a national sales manager role at five months pregnant Shannon quickly realized that small businesses had a desperate need for follow up sales support... Vast Results (along with her son Myles) was born. She and her team work with those small businesses to create and improve follow up processes and then act as an extension of their team to execute those systems.

On this week’s episode listen to hear why Shannon believes strongly in the power of her "Mom Squad" and why she is working hard to build a platform for moms to create flexible work opportunities while helping her clients get to yes!

Tune in to hear Shannon’s amazing story of success in the field of sales as a Gen X who found an accidental career on this sales path, but quickly found her passion!

Quotes

• “I call them my Mom Squad of moms that want to do part-time selling work and they actively go after our clients leads for them and either get them an appointment or re-engage a conversation, get another proposal sent out, and they just follow those leads to their natural conclusion.” (11:50-12:11)
• “That's what my Moms Squad does. They’re business development directors. They're consistently reaching out with different touches: LinkedIn, emails, phone calls, all the things just to try to re-engage that qualified lead.” (13:50-14:04)
• “So, for us it's different because we're a part-time resource- none of my moms work more than 10 hours a week for any of our accounts.” (26:15-26:23)
• “I would love to see more women in the career of sales, I would love to see more women sales leadership, I would just love to see more women in leadership in general.” (29:07- 29:12)

Links

Shannon Mulligan LinkedIn 

VAST Results LinkedIn

VAST Results Webpage

Empellor CRM LinkedIn

Empellor CRM Website

In today’s episode, Kristie sat down to discuss her approach in helping companies build their revenue whether it be improving their sales process, strategy, or hiring practices. A big part of being an outsider looking in is helping her client’s take off the rose-colored glasses so they can get to the heart of the issues that need fixing.

Tune in to learn about Kristie’s straight-forward, no-nonsense approach to helping businesses improve their process, strategy, and hiring practices!

Quotes

• “I started the company about five years ago, I have about 15 years of SAS sales leadership experience. I made a decision that I could help more than one company at a time.” (8:15-8:26)
• “Helping them understand that the only way to be successful building top of the funnel with an outbound prospecting strategy is consistency.” (14:15-14:20)
• “That's an embarrassing conversation to bring up- everybody's sitting around looking successful and all of a sudden you haven't been making any money for two to three years.” (19:32-19:39)

Links

Kristie Jones LinkedIn

Sales Acceleration Group LinkedIn

Sales Acceleration Group Website

Empellor CRM LinkedIn

Empellor CRM Website

Sandy describes herself as an executive with a talent to discover underlying business needs, strategically design innovative solutions, and develop and inspire leaders through career development, professional writing, and speaking.

On today’s episode, Sandy dives into some of the tough lessons she had to learn in order to better connect with her team and her clients. “As a leader, I think it's important to learn that life is intermingled and being able to figure out how to embrace that and build upon it, versus fighting it will save you a lot of angst.”

Tune into today’s episode to learn from our conversation with a wise, self-aware leader!

Quotes

• “We're primarily domestic in the United States and Puerto Rico, and we're able to attract and design our support structure on behalf of what the client means based on both geography, as well as skills, and tap into the millions of Americans that want to be able to work from home and have chosen to do that.” (9:38- 10:00)
• “I learned early in my career to extend grace and accept grace- everything does not go as planned, life is messy, and things happen.” (11:55-12:08)
• “As a leader, I think it's important to learn that life is intermingled and being able to figure out how to embrace that and build upon it, versus fighting it will save you a lot of angst.” (26:38-26:54)

Links

Sandy Ellis LinkedIn Activus Connect LinkedIn Activus Connect Website

Empellor CRM LinkedIn Empellor CRM Website

In today’s episode, Sally dives into what her experience in sales leadership has taught her about building strong process, rallying a team through a pandemic, and how pivoting is vital in times of change.

Tune in to today’s episode to learn about strong leadership in the face of adversity!

Quotes

• "They don't care how you help somebody else. At the beginning, they want to know what you're going to do for them, what problems can you solve and what's the business value bringing." (33:32-33:41)
• "You have to do a minimum of 25% more activities to get that first meeting versus pre-COVID and email responses rates have plummeted." (44:03-44:44)
• “That’s going to be our recommendation, capture the data because it leads to such great information and ways to pivot and change your business to get the best benefits out of it.” (39:49-40:29)

Links

Sally Duby LinkedIn The Bridge Group LinkedIn The Bridge Group Website

Empellor CRM LinkedIn Empellor CRM Website

Joe wrote Billion Dollar Sales Secrets to help sellers and non-sellers alike. He delivers real-world strategies and insights from thousands of sales engagements he led with Fortune Global 500, SMBs, startups, and government organizations. He leverages these experiences to help others achieve their full sales potential.

In today’s episode, Joe discusses a few different chapters in his book that break down his different philosophies as a sales leader. Starting out as a door-to-door salesman on an Indian Reservation in Montana to now serving as a Sales Director for Microsoft, has given him a unique perspective.

Tune in to hear from an incredibly insightful sales leader whose journey in sales has made him wildly successful and how he remains incredibly humble through it all.

Quotes:

“The one tip that I think would be beneficial to hear is spend time engaging people and spend time connecting and being curious. You'll be a much better and more effective salesperson.” (3:22-3:38)

“I had sold a billion dollars in a five-year span. It's two and a half million dollars a day. After I did that, I was like, okay, I think I know something about selling that I could add to people.” (5:43-5:55)

“I would go door-to-door with my brother and sister, because I grew up poor, we didn't have very much money, I'm the first generation of my family to grow up off the Indian Reservation.” (7:39-8:02)

“When I wrote this book, I set out to take all the things that I learned about from a sales standpoint, conscious and unconscious. And I put all these post-it notes on my wall, and I started questioning everything.” (35:55-36:06)

“Give something back, show gratitude, think about what you can do to make the world a better place. Save some money, develop your walkaway fund, really think about what you can do.” (38:17-38:30)

Links:

Joe Paranteau LinkedIn

Joe Paranteau's Website