Explorez tous les épisodes du podcast Sales Lead Dog Podcast
| Titre | Date | Durée | |
|---|---|---|---|
| Kevin Corbett: Building a Culture of Success in Wealth Advisory | 05 Aug 2024 | 00:40:18 | |
Unlock the secrets to successful wealth management with Kevin Corbett, Managing Director of Corporate Development and Strategy at Mariner Wealth Advisors. Gain valuable insights into Mariner's rapid growth strategy aimed at affluent and high-net-worth individuals, and discover how Kevin's expertise in M&A opportunities has propelled the firm to operate across 41 states with over 800 advisors. Learn the three keystones of Kevin's success: meticulous attention to detail, unwavering honesty and integrity, and the power of teamwork. Kevin also delves into the emotional journey of entrepreneurs transitioning from owners to employees, offering a unique perspective on the psychological elements of selling. 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/ | |||
| Lee Weech: Balancing Leadership and Self-Care in Sales Management | 29 Jul 2024 | 00:38:40 | |
Unlock the secrets to successful sales leadership as we sit down with Lee Weech, Vice President of Sales for Executech. Learn from Lee's vast experience as he discusses how Executech has thrived over the past 25 years in managed services, IT infrastructure, cybersecurity, and cloud solutions. Discover why cloud migration and robust cybersecurity measures are more critical now than ever and get tips on how to protect your corporate data in the age of AI technologies like ChatGPT. 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 | |||
| Jason Grimes: Leading Sales Success Through Culture and Tech Innovation | 20 May 2024 | 00:44:19 | |
Embarking on a career pivot from insurance to the intricate world of legal tech, Jason Grimes, VP of Sales at Stretto, brings a compelling blend of legal expertise and sales acumen to the table. In our latest Sales Lead Dog episode, Jason shares his fascinating journey through the labyrinth of bankruptcy and corporate restructuring, showing how leveraging his legal background has been a game-changer in his sales strategy. As the VP of Software Sales, he reveals how understanding the exacting needs of legal professionals has not only honed Stretto's offerings but has also reinforced his credibility and effectiveness in a market where precision is paramount. 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/ | |||
| Alex Hoffer, Hoffer Plastics Corporation | 15 Feb 2021 | 00:34:52 | |
“If the pay stays the same, and the authority stays the same, would you still want it?” asks Alex Hoffer, Chief Revenue Officer at Hoffer Plastics Corporation. As the CRO of a family-run business founded by his grandfather in 1953, Alex has had to think a lot about why he does what he does, and how he can continually do it better. In this episode of Sales Lead Dog, Alex talks about his transition from fixing air conditioners on the roof of his family’s factory to running the company with his father and two sisters, and all the lessons he’s learned along the way. When it comes to sales leadership, Alex has a lot to say about how to be “followable,” which is the ultimate goal of any leader. For Alex, being a leader is about being willing and able to do what others won’t -- to run into the fire, instead of away from it. But he also realized early on in his career that if he kept running into fires without caring for his emotional health, he was going to run himself and his team into the ground. Tune in this week for thoughtful advice on leadership and self-care, a great analogy about CRM technology, and even a few good jokes. Quotes
Links https://hofferplastics.com https://www.linkedin.com/company/hoffer-plastics/ https://www.linkedin.com/in/alexhoffer Empellor CRM Website https://www.empellorcrm.com Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/ | |||
| Jeff Shore, Mastery is a Result of Repetition | 11 Feb 2021 | 00:34:25 | |
What is cognitive behavioral therapy… and what on earth does it have to do with sales leadership? In this episode of Sales Lead Dog, host Christ Smith talks with Jeff Shore of Jeff Shore Sales Training about how he uses this powerful psychological technique to help salespeople work through discomfort before they ever speak to a potential customer. Cognitive behavioral therapy, or CBT, is a technique where you train the mind through practice and repetition to overcome uncomfortable feelings. It’s often used to treat addiction -- but Jeff uses it to treat our collective addiction to discomfort. As Jeff says, “The destination called mastery is on a road called repetition, and there are no shortcuts to that.” As painful as it can be to spend time practicing and working through discomfort before you ever hit the sales floor, when you build that mind and muscle memory, you are setting yourself up for success. From looking at CRM like an airplane pilot to trying to make everything just a little bit easier, this episode is chock full of practical, easy to implement techniques that will transform your sales experience, whether you are a sales leader, entrepreneur, or just starting out in the industry.
Quotes
Links: https://jeffshore.com/ https://jeffshore.com/blog https://www.linkedin.com/company/shore-consulting-inc/ https://www.linkedin.com/in/jeffshore/ https://www.amazon.com/Follow-Close-Sale-Effective-Follow-Up/dp/1260462668/ref=sr_1_1?dchild=1&keywords=jeff+shore&qid=1610578949&s=books&sr=1-1 (Follow Up and Close the Sale) Empellor CRM Website https://www.empellorcrm.com Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/
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| Bob Paradiso, Listen Closely. Solve Problems. | 08 Feb 2021 | 00:36:36 | |
“We are a nation of terrible listeners,” says Bob Paradiso, President of Durasein Solid Surface. For Bob, the best salespeople are really listening to their customers, and working hard to identify and solve the problems of their customer. On this episode of Sales Lead Dog, host Chris Smith talks with Bob about his forty year career in sales, and what he’s learned along the way. But for Bob, sales wasn’t really on the radar. In fact, he got into sales when his boss called him into his office one day and offered him a sales role in San Francisco. Bob had never considered sales before -- and despite his wife’s skepticism, he eventually persuaded her that life in San Francisco would be a nice change. That moment, where he took a leap into sales, has defined his life. What has Bob learned as he moved from sales to sales leadership and beyond? First and foremost, he highlights the power of listening, and solving problems. If you can really solve their problem, he says, the customer will always find value in your business. He also discovered that sales leadership is about more than just customers. It’s about striking the balance between customer needs and company needs -- and finding creative solutions so everyone leaves the meeting satisfied. For more on transitioning into sales leadership, creative problem solving, and the power of getting to know not just your customer but also your team, tune in this week to Sales Lead Dog. Quotes:
Links: www.linkedin.com/company/duraseinsolidsurface www.duraseinusa.com Podcast production and show notes provided by FIRESIDE Marketing
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| Ryan Avery, Confidence, Connection and Clarity | 04 Feb 2021 | 00:30:07 | |
“Where do you need to be more courageous this year?” asks Ryan Avery, the Keynote Speaker on Strategic Communication and Leadership. On this episode of Sales Lead Dog, Ryan talks with host Chris Smith about the fundamentals of his leadership program, and how he helps people move from just a leader to the leader. This episode is full of succinct, actionable tips for success -- from how to be true to best represent your brand on Zoom (hint: consider using a ladder) to working toward confidence by becoming more courageous. With a series of memorable acronyms and tons of energy, Ryan shares the fundamentals of strong leadership, using anecdotes that can inspire people at all stages of their career. If you’re ready to move from “a” to “the,” tune into this podcast today. Quotes:
Links: Podcast production and show notes provided by FIRESIDE Marketing
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| Doug Vail, The Customer Defines Your Value Prop | 01 Feb 2021 | 00:34:44 | |
How does the transition to private equity change an organization? On this episode of Sales Lead Dog, Doug Vail, Chief Revenue Officer at Industrial Inspection & Analysis, talks with host Chris Smith about his unexpected move to sales leadership as a result of a private equity buyout, and how private equity puts the company focus on continued growth -- even in times of hardship. Doug, who started his career as a mechanical engineer, never imagined that one day he would be the CRO of a rapidly expanding business like IIA. But he does credit his engineering background to his methodical sales process, and his ability to continually grow and learn from his mistakes. At this point in his career, he admits that what set him apart was his commitment to discipline -- to getting up everyday ready to “practice his craft.” As for his relationship to CRM? Doug says he can’t imagine running a company of any size without it. Tune in this week to learn about private equity, unexpected career journeys, and more! Quote:
Links: https://www.linkedin.com/in/dougvail1/ https://www.linkedin.com/company/industrial-ia/ Empellor CRM Website https://www.empellorcrm.com Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/
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| David Meerman Scott, Create a Tribe of Fans | 28 Jan 2021 | 00:42:51 | |
Can a dentist have a fanbase? What about an insurance company? Yes, says David Meerman Scott, marketing & business growth speaker and author of the WSJ bestseller FANOCRACY. In this episode of Sales Lead Dog, host Chris Smith talks to David about his new book, and the idea that really meaningful marketing and selling happens when we turn our customers into our biggest fans. David has written over twelve books, four of which have been international best-sellers. In FANOCRACY, David explains how growing a fanbase is contrary to many of our widely held beliefs about selling -- it’s about being a community builder, not the stereotypical “hunter.” But though it takes a leap of faith, it really works. “We found examples in all kinds of different marketplaces of people who have been able to build fans,” David explains -- from the success of a skateboarding dentist to Duracell’s 10-million battery giveaway. At the end of the day, it’s hard to argue with this compelling strategy, which flips selling and marketing on its head. But it’s actually pretty simple; as David says: “If you bring passion to what you do, that passion is infectious.” Quotes:
Links: https://www.fanocracy.com https://www.davidmeermanscott.com/ https://www.linkedin.com/in/davidmeermanscott/ https://www.linkedin.com/company/freshspot-marketing/about/
Podcast production and show notes provided by FIRESIDE Marketing
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| "Rev" Ciancio, Love Thy Marketing Manager | 25 Jan 2021 | 00:32:20 | |
What role should marketing play the sales cycle? “Every role,” says David "Rev" Ciancio, Head of Revenue Marketing at Branded Strategic Marketing. Rev and host Chris Smith take a new approach this week and look at sales leadership from a marketing perspective, exploring how marketing and sales can work together to acquire and retain customers. Rev realized sales wasn’t his calling early in his career. He wasn’t a bad salesman, but much preferred coaching other members of his team and looking at the big picture. He used his experience in sales to jump into marketing strategy, and has been working to integrate the marketing and sales departments in every company he’s worked for since. Rev offers actionable steps to build a strong relationship between marketing and sales teams, with a focus on every step in the process from lead generation to customer retention. From co-writing sales sequences to encouraging sales teams to guide marketing content, Rev has solutions that you can implement tomorrow to get great results. Quotes:
Links: https://www.brandedstrategic.com/ https://www.linkedin.com/company/branded-strategic/ https://www.linkedin.com/in/revciancio/
Podcast production and show notes provided by FIRESIDE Marketing | |||
| Skip Miller, Sales Is A Give and Get | 21 Jan 2021 | 00:31:24 | |
“Yeses are great. Nos are great. Maybes will kill you,” says Skip Miller, Founder and President of M3 Learning, a sales management training and coaching program that helps start-ups build their sales process to meet sales goals. Skip shares his philosophy on sales training -- which revolves around data, forecasting, and good use of CRM. His number one takeaway? If you want to optimize your time, you need to know how engaged your customer is -- and the best way to do that is to stay in control, and ask them to give as much as they get. Skip and Chris talk about common CRM pitfalls, the tools you can use to measure customer engagement, and all the reasons your sales managers should be jumping in long before your deals are ready to close. If you’re looking for an inspiring and unique sales philosophy to shake up your team, tune into this episode! Quotes:
Links: www.m3learning.com https://www.linkedin.com/company/m3-learning/ https://www.linkedin.com/in/skip-miller-a7243/
Podcast production and show notes provided by FIRESIDE Marketing
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| Chris Palmisano, Sales Training Does Not End After 30 Days | 18 Jan 2021 | 00:30:32 | |
A sales leader is also an educator according to Chris Palmisano, Founding Chief Operating Officer / Chief Revenue Officer at Rocket Dog, a financial services startup specializing in alternative investments. He talks with host Christopher Smith about the role that learning plays in every element of the sales industry, from hiring to advancement to using CRM. For Chris Palmisano, a passion for learning is what differentiates a bad sales rep from a good one, and it’s also an indicator that someone will be a great sales leader. When he’s hiring, he looks for people who have been successful at something, because it shows that they have a hunger for learning, and the follow-through to make it happen. And he also builds learning into his own work, every single day. For example, he always hires two people at once, so if it doesn’t work out he can determine whether they don’t have the right skill set for the job, or whether he needs to improve as an educator and leader. Take a close look at sales with a focus on training -- and learn from a top performer in the startup world -- in this episode of Sales Lead Dog! Quotes
Links: www.rocketmortgage.com https://www.linkedin.com/company/rocketdollar/ https://www.linkedin.com/in/cmpalmisano/
Podcast production and show notes provided by FIRESIDE Marketing | |||
| Andrew Ettinger, Be A Passionate Student | 11 Jan 2021 | 00:34:05 | |
What does it take to succeed? If you ask Andrew Ettinger, Chief Revenue Officer at Astronomer, the answer is hustle and curiosity. As a leader in open source and data-focused startups, Andrew stands by his belief that working hard and learning everything you can about your industry can take you as far as you want to go. Learning was the real driver behind Andrew’s conversation with host Chris Smith, as they dive into Andrew’s career story and how he found himself at Astronomer. When he took the job with his boss and mentor Joe Otto, Andrew knew almost nothing about data pipelines. But Joe was confident he was the right person for the job, and Andrew was passionate about learning. Ten years later, Andrew has taken a lead role in this rapidly growing company, and has become an expert not only in the industry, but in sales and executive leadership. Andrew and Chris talk about tracking losses in CRM, giving your team room to fail, and what it really means to hustle. At the end of the day, Chris’s definition of working hard is all about customer satisfaction - if the customer is happy, he knows he’s done his job right. Quotes:
Links: https://www.linkedin.com/in/andrewettinger23/
Empellor CRM Website https://www.empellorcrm.com
Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/ | |||
| Larry Gordon: Insights from a Sales Leadership Journey | 13 May 2024 | 00:37:24 | |
Join us on Sales Lead Dog where we're joined by Larry Gordon, Managing Director of Emtec Inc., for an enlightening conversation on what it takes to be successful in the world of sales and leadership. Listen in as Larry breaks down his three essential drivers for success: capitalizing on technology inflection points, collaborating with exceptional CEOs, and prioritizing leadership actions over titles. His unique insights on fostering relationships with top-tier CEOs, alongside reflections on his own journey through sales and business development, offer a wealth of knowledge for anyone looking to thrive in the tech industry.
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/
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| Chris Emme, The Sales Power of Social Media | 04 Jan 2021 | 00:36:25 | |
Does 50/50 ad revenue sharing on social media sound impossible? For Chris Emme, Chief Revenue Officer at Tsu, Inc., it’s the norm. Chris Emme talks with host Christopher Smith about Tsu, a new startup that’s helping content creators get the most out of social media, with a platform that reflects the symbiotic relationship between social media platforms and their most influential users. When social media started, we were just trying to connect the world. Then we thought about how we could use it to maximize distribution of things like news, media, products, and services. But according to Chris Emme, Social Media 3.0 is all about commercializing content creation - and developing a more democratic model for platforms to share revenue with their creators. It’s all about using social media effectively - and that starts from the top down. Chris shares important lessons he’s learned about resilience, mentorship, and leadership in sales. His primary takeaway? Make it personal, make it real, and meet people where they’re at. If you can take a personal approach and walk in your customer’s shoes, you are already ten steps closer to success than most of your competitors. Quotes:
Links: https://www.tsusocial.com/ https://www.linkedin.com/in/cemme/
Empellor CRM Website https://www.empellorcrm.com
Empellor CRM LinkedIn https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing https://meetfireside.com/podcast-production-service/ | |||
| Kevin Armstrong, Time Management is Crucial | 28 Dec 2020 | 00:37:44 | |
“You always go into a situation to learn,” says Kevin Armstrong, Global Enterprise Strategy Leader at ENAVATE. He talks with host Chris Smith about his passion for sales leadership, and how he cultivates an atmosphere of learning, growing, and striving for success. What are the lessons Kevin tries to impart on his team? You have to want to learn, and you have to go all in to succeed. But despite his passion for going all in, he knows that the key to sales success is being efficient with your time -- and sometimes that means saying no to opportunities that just aren’t right for you or your company. As he tells Chris, there are two winners in every sale: the one who wins and the first one out. Tune in to hear more of Kevin’s surprising lessons on sales, sales leadership, and how to balance intuitive selling with CRM. Quotes:
Links: https://www.linkedin.com/in/armstrongkevin/
Podcast production and show notes provided by FIRESIDE Marketing
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| Jacob Cynamon-Murphy, Why Use LinkedIn Sales Navigator? | 21 Dec 2020 | 00:34:37 | |
If you do B2B sales, you need to evaluate Sales Navigator, says Jacob Cynamon-Murphy, Account Strategist for Microsoft Relationship Sales. As the bridge between the LinkedIn and Microsoft sales teams, Jacob is a huge advocate for LinkedIn Sales Navigator, a tool that can help you expand your network, collaborate across departments, and leverage the power of LinkedIn for your sales team. Jacob has worn many hats in his career -- he has been an end-user, a developer, a consultant, and a seller of CRM solutions. Jacob loves his current role at LinkedIn not only because of the vibrant company culture, but because his position is all about helping sellers better themselves - both within LinkedIn and Microsoft, and as clients using Sales Navigator to expand their reach. Jacob shares a number of exciting features of Sales Navigator, and explains how Sales Navigator can help your team collaborate, cross-sell, enter and use data more efficiently, and utilize connections across your organization -- even outside the sales department. He also shares words of advice on how to best implement Sales Navigator in your organization. His #1 tip? Start small, go slow, and be agile. The more you can analyze use and make micro-adjustments to learn best practices, the more successful you’ll be. Quotes:
Links: https://www.linkedin.com/in/jacobcynamon/ Find leads and close deals | LinkedIn Sales Solutions : https://business.linkedin.com/sales-solutions
Podcast production and show notes provided by FIRESIDE Marketing | |||
| Michelle Accardi, Lead With Empathy | 14 Dec 2020 | 00:30:39 | |
“Feel the fear and do it anyway,” says Michelle Accardi, President & Chief Revenue Officer at Star2Star Communications. Michelle, who has worked in half a dozen different roles in her long career at Star2Star, prides herself on being agile, and says that agility is one of the most valuable skills for aspiring sales professionals and leaders today. And serving as President and CRO of Star2Star is no small feat. The company has a startling 99.4% customer retention rate, has been featured on the Forbes Most Promising Companies List, and was named on the Deloitte Technology Fast 500 five times in the last six years. What is the secret to Michelle and Star2Star’s success? The short answer is empathy. Michelle talks with host Chris Smith about a car accident that changed the course of her life in her late 20s, and made her realize that people have lives and challenges beyond their jobs -- and that being attuned to those challenges can help her make a difference in and outside work. For Michelle, active listening is the foundation of successful sales -- and she wishes that universities took the time to teach subjects like ethical sales to aspiring business professionals. What advice does Michelle have for those starting out in sales careers? Even if you can’t get your foot in the door right away, volunteer to go on sales calls to get a sense of what it’s like to work in that role. Cultivate resilience and perseverance, and be willing to say yes - even if something is new and unfamiliar. If you can work through your own fear, you’ve already won at least half the battle. Quotes:
Links: https://www.star2star.com/partners/become-a-star2star-partner https://www.star2star.com/demo
Podcast production and show notes provided by FIRESIDE Marketing
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| Jake Green - Mentoring Is Sales Leadership | 07 Dec 2020 | 00:33:02 | |
“Find a mentor. Smash your quota!” says Jake Green, Enterprise Account Executive at BrieBug. Green has over ten years of business development experience in the software and consulting industries, selling to start-ups and enterprise level organizations alike. His experience as a business development manager has shaped his sales methodology and approach to leadership. In this episode of Sales Lead Dog, host Chris Smith talks to Green about what it means to be a good sales leader, and how his background in technology has shaped his perspective on customer relationship management (CRMs). Green is currently working with Briebug, software development experts who support Fortune 1000 companies with software implementation and management. When asked why he chose to move to Briebug, Green was clear: it’s all about culture. Briebug stands behind their products and guarantees success – and on top of that, they make culture a vital part of their hiring process. As a sales manager, Green knows that you can only make a difference in an organization if you can find a place for yourself within that culture. “Success with a team is just building a great culture,” says Green. Sharing the values and mission of your organization is essential for leadership and sales success. As a former tech expert with experience in coding and development, Green has a lot to say on CRMs – particularly about finding a CRM that works with your sales team. As someone who has crossed boundaries from technology to sales to business development and consulting, Green is an expert on what it means to find software that supports your team, not just something that adds another step in the process. What leadership and sales tips does Green have to share with the audience? Set goals for the day that are aligned with new opportunities, and be ready to interrogate how you do and do not meet those goals every week. Green is all about celebrating both success and failures – for him, failure is just another opportunity to learn something new. Quotes:
Links: https://briebug.com https://www.linkedin.com/in/jakecgreen/
Podcast production and show notes provided by FIRESIDE Marketing | |||
| Phillip Gerard - Focus On People, Not Features | 30 Nov 2020 | 00:33:37 | |
“Slow down to speed up,” says Phillip Gerard, Vice President of Americas Electrical Sales at Panduit. In this episode of Sales Lead Dog, Gerard dives into his people-focused sales techniques, and how he learned that pushing forward doesn’t work if you’re leaving your whole team behind. Gerard’s career in sales started early. His father was a salesman in the roofing industry, and he often joined his dad on calls. As a teenager, he sold jewelry door-to-door to support a local charity that worked with disabled adults. When he talks about his career, he credits many mentors, who taught him that people are at the heart of not only being a good salesman, but being a good sales leader. Host Chris Smith guides Gerard through the many lessons of his career, and how he developed his people-focused and team-focused philosophies on sales. At the heart of their chat is customer relationship management. This technical aspect of the sales process might seem like a straightforward tool, but for Gerard, CRM also has people at its heart. “The mistake that people make is that they say, ‘I’m going to put in a CRM because I have a sales problem.’” Gerard says. “And I always say, solve the sales problem first.” From learning how to slow down and talk to your team with kindness and compassion to personalizing your CRM to fit your team’s unique sales strategy, Gerard talks frankly about what it means to work in sales today, and how his career in sales has helped him grow not just as a seller, but as an individual. Quotes:
Links: www.panduit.com https://www.linkedin.com/in/phillipgerard/ Podcast production and show notes provided by FIRESIDE Marketing | |||
| John Lund - Coaching Your Team To Greatness | 23 Nov 2020 | 00:33:23 | |
“The power of silence is incredible.” Join your host Chris Smith and guest, John Lund, Founder, and Executive Coach, as they discuss his sales coaching and training journey. Over his career, sales coach John Lund noticed a pattern of frustration between salespeople and business leadership, leading him to start MYB2BCOACH. Through MYB2BCOACH, John and his team offer training and coaching to struggling salespeople, empowering them to work at a “confident and comfortable level.” John has a passion for helping small and mid-size firms grow by providing solutions that make his clients more profitable. In 1995, John Lund founded OFFWIRE Inc. Twice recognized as one of Omaha’s fastest-growing businesses and three times on the INC 5000 fastest-growing companies list. Recently, OFFWIRE completed a successful sale to a world-renowned distributor. John is also passionate about entrepreneurship and is heavily involved with the Entrepreneurs Organization (EO), supporting over 10,000 members in 138 chapters worldwide. What does John wish he were taught when he got his first job? Quoting from one of his inspirations, Dr. Bell, John wishes to “to listen from nothing.” Additionally, John talks us through his blog, “Power in Silence” and expounds upon the lost opportunities when we fail to listen, and instead are too busy planning our response. If you’re considering a transition into a sales leadership role, John warns against simply pursuing a promotion. To establish whether you’d make a better sales leader or salesperson, there are a few key questions to ask yourself, “Do you like coaching? Do you like listening? Do you like holding people accountable for their goals?” These natural leaders may well be better suited to a role as a sales leader. For those starting out in sales leadership, John recommends two books. The Coaching Habit - Box of Crayons and Kiss Theory Goodbye by Bob Prosen encourage sales coaches to get people to set their own goals and hold them accountable to them. Effective leadership is about understanding the individual and what motivates them, and as John explains, “it’s rarely money”. Chris and John go on to discuss the AI software John and his team designed for sales training. John likens his AI software to GolfTEC’s golf simulation practice: you watch your swing and the software tells you what corrections you need to make, then with a help of a coach you can learn how to make those adjustments. It’s the most effective way to improve a skill. So what does the AI software analyze? John lists and explains what is measured and why they’re each important for sales: The speed we talk, talk time vs listening time, quality of open-ended switches, triggering for next steps, stall words, filler words, missed buying signals, and the quality of initial cold call sales pitches. John then outlines common mistakes that sales leaders make when they first transition into the role. “They want to be the hero for all the salespeople” instead of letting their salesforce develop and learn. It’s a common mistake that John himself admits to having used in his early days as a sales leader. John shares a funny story - what happened when your luggage with all your clothes and sales training guides don’t get loaded onto your plane? A wardrobe malfunction and a very tired hotel concierge. But John didn’t break a sweat. Don’t miss John’s answer to Chris’ final question: “CRM, do you love it or hate it?” and remember to check out the MYB2BCOACH YouTube channel, a great resource for anyone in a leadership role. You can find John on LinkedIn and via email: links below. Quotes:
Links: The Coaching Habit - Box of Crayons Kiss Theory Goodbye - Bob Prosen
Podcast production and show notes provided by FIRESIDE Marketing
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| Scott Vince - VP of Sales and Marketing of Capricorn Diversified Systems | 16 Nov 2020 | 00:31:06 | |
“If you see someone helping unsolicited someone else [...] you can see it in your team. Some protect their patch, and some are willing to share”. Welcome to the inaugural episode of The Sales Dog podcast with your host, Chris Smith. On today’s show, Chris talks to Scott Vince, VP of Sales and Marketing of Capricorn Diversified Systems, an international company providing an array of technological services to big-name clients such as Microsoft, Costco, Domino’s Pizza, and General Motors. Scott begins by reflecting on some key moments in his career: the people who most inspired him and his feelings upon closing his first major sale. When asked what he wished he had known when he started his first job in sales, Scott replies, “The ability to listen is a critical component in any sales situation[...] to have empathy for the people that you’re trying to listen to so you can understand and reiterate that into some kind of solution for them.” With a wealth of experience in sales coaching in sales training in leadership roles, Scott shares advice for people starting out in sales and for those who are looking to step into a sales leadership role. Perseverance, managing your time and building your relationships, and managing them correctly are all important attributes for a successful salesperson. But what makes a leader stand out in a salesforce? Selflessness. Seeing someone go above and beyond to offer sales coaching recommendations to a member of their team. Next, Chris and Scott discuss simple and timeless sales training advice. What kind of questions should your sales team be asking? How do you control first impressions and convey a professional approach? What daily habits should you cultivate in your salesforce? At a time when many people in sales are experiencing rejection and delays, Chris asks Scott how he coaches his sales team to deal with rejection. “You’re always going to have doors that are closed in your face, and you’ve to have a thick skin and the ability to understand that the next one is going to be a success.” This attitude, as Scott explains, is distilled into what has become somewhat of a mantra amongst Scott’s organization: “a positive approach gets positive results.” Adopting this point of view increases an organization’s chance of success. In the final part of the show, Chris asks Scott about leveraging CRM in organizations. Scott affirms that CRM is a cornerstone of any successful organization. It helps him and his team manage their sales pipeline in an organized manner. It’s particularly useful as a sales leader to see clear metrics on how your team is doing. Scott stresses the importance of full commitment to CRM training. In order to see real ROI on your investment, you have to make sure your whole team is dedicated to using the tools correctly. “And that’s true with anything,” says Scott. Scott emphasizes the importance of fully training your sales team, whether on Microsoft Excel or Dynamics 365. Stay tuned to hear Scott’s keys to getting the sales team engaged in CRM. It all comes back to this idea of empathy and understanding the motivations of your team: “Showing [your salesforce] how they can be more successful, creating efficiencies in their ability to manage their ‘patch’ and understand how that toolset can lead to their success and create more time and energy towards that success, it’s easy once they see that.” Quotes:
Links: Capricorn Diversified Systems Website scott.vince@cdsonline.com chris.smith@empellorcrm.com Podcast production and show notes provided by FIRESIDE Marketing | |||
| Jeffrey Fallis: Blending Athletic Grit with Corporate Strategy | 06 May 2024 | 00:35:42 | |
Discover the keys to becoming a sales and leadership powerhouse as Jeff Fallis of GoFormz joins us for a riveting journey through his career, from humble beginnings to the pinnacle of sales success. Learn how mentorship, a strong work ethic, and the wisdom to carve your unique career path can accelerate your ascent in any industry. Jeff's remarkable story starts with selling hockey tickets in Arizona and evolves into spearheading the digital transformation for companies across construction and field service sectors, embodying the universal applicability of sales skills. 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/ | |||
| Christopher Tomesko: Engineering a Path to Sales Excellence | 29 Apr 2024 | 00:40:45 | |
Christopher Tomesko, the COO of Albert Weiss Air Conditioning Products, steps into the Sales Lead Dog spotlight, bringing with him a trail of successes and insights from the fiercely competitive world of sales. His story isn't just about climbing the corporate ladder; it's a testament to the tenacity and inquisitive nature that transformed an engineer into a sales virtuoso. Throughout our engaging conversation, Christopher delves into the attributes that have marked his journey—passion for the job, a competitive streak, and an extroverted personality—showing us the power of embracing one's natural talents to carve out a fulfilling career in sales and operations.
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: Albert Weiss A/C Products Inc.
Get this episode and all other episodes of Sales Lead Dog at empellorcrm.com/salesleaddog | |||
| Joshua Hall: A Symphony of Sales Leadership and Team Development | 22 Apr 2024 | 00:39:13 | |
Join us as we explore the intriguing journey of Joshua Hall, Managing Director of Hilscher North America, from his roots as an engineering student to a visionary in sales leadership. Listen in as Joshua unravels the significance of curiosity in both personal growth and team development. His belief in sales as a structured process and his commitment to coaching and mentoring shine through in our candid conversation. It's a tale that begins humorously with a simple laptop purchase at Circuit City and evolves into a career of technological sales expertise and leadership. 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/ | |||
| Mark Rooney: Transitioning to Leadership - A Focus on Team Development | 15 Apr 2024 | 00:36:32 | |
Ever wondered how a technical mindset could revolutionize your sales approach? Mark Rooney, Strategy Director at Bry-Air, joins us on Sales Lead Dog, to share his journey from engineering to sales leadership and the pivotal strategies that have fueled his success. With tales of his transformation and the lessons learned along the way, Mark unravels the art of structured problem-solving and the undeniable influence of continuous learning and networking to not only meet targets but exceed them. 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: Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog | |||
| Adam Kustin: Crafting a United Front in Healthcare Sales and Marketing | 11 Mar 2024 | 00:39:46 | |
Adam Kustin, the Senior Vice President of Sales and Marketing at Health Network One, joins us with a wealth of wisdom on merging the might of sales and marketing into a formidable alliance. His unique journey from marketer to sales maestro showcases not just the value of curiosity and determination but also the collaborative force that is unleashed when these two worlds unite. As we chat, Adam unpacks the nuances of strategy and the personal touch required to navigate the competitive landscape of healthcare sales, offering an enlightening perspective on the power of face-to-face interaction and understanding client needs from the ground up. 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: Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog | |||
| Karine LeBlanc: Strategies for Success in Technical Sales Leadership | 04 Mar 2024 | 00:41:27 | |
Join us on a journey with Karine LeBlanc, a sales visionary, as we discuss the human touch in the tech-dominated world. Karine, VP of Sales for IAIRE, LLC., brings a breath of fresh air to the conversation by merging the high-stakes world of sales with the irreplaceable value of human connection. Her insights into IAIRE’s cutting-edge solar air conditioning systems demonstrate how innovation fuels compelling sales narratives. Furthermore, she delves into the creation of her book "How to be Human in a Technical World," offering a beacon for those in technical fields to remain grounded in their humanity. Karine's candid revelations about the hurdles she faced while writing and the pivotal role of mentorship in shaping her path provide a masterclass in personal and professional growth. 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:
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog | |||
| Jordan Sternberg: The Evolution of a Sales Leader in the World of Medicine | 26 Feb 2024 | 00:32:25 | |
Step into the future of healthcare with our latest episode featuring Jordan Sternberg from Signature MD, where we uncover the paradigm shift to concierge medicine. Unlock the secrets to a more personalized patient care experience as Jordan discusses the multitude of benefits this model offers to both practitioners and their patients. By fostering independence and improving financial stability, doctors are finding a renewed joy in their practice, ensuring that quality care goes hand-in-hand with a satisfying work-life balance. 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 | |||
| Dustin Ruge: Elevating Your Sales Game and Team Dynamics | 19 Feb 2024 | 00:39:19 | |
Unlock the secrets to scaling the heights of sales and leadership with our esteemed guest, Dustin Ruge. His trailblazing approach emphasizes adaptability, precision in goal-setting, and the kind of persistence that turns obstacles into stepping stones. We dissect the intricate dance of salesmanship that has propelled industry heavyweights to their zenith, and distill the essence of goal setting—a relentless pursuit that shapes the trajectory of careers and corporations alike. 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: Email: Dustin.Ruge@gmail.com
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog | |||
| Kevin Kostiner: Authenticity and Vulnerability in Modern Sales | 22 Jul 2024 | 00:37:40 | |
Kevin Kostiner, Chief Commercial Officer of ClimaFi, joins us to discuss their revolutionary microgrid technologies and strategic energy solutions. As grid instability grows, Kevin emphasizes the crucial need for businesses to secure reliable energy sources to avoid disruptions. Drawing from his own career, he shares invaluable advice on the importance of focus, passion, and perseverance. We also explore the shifting landscape of career trends in the tech industry, from long-term employment to frequent job changes. 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 | |||
| Paul Butterfield: Driving Efficiency In Sales With The Revenue Flywheel Group's Approach | 12 Feb 2024 | 00:40:16 | |
Unlock the secrets to a customer journey that will set your sales apart from the competition, as Paul Butterfield of Revenue Flywheel Group reveals the synergy of marketing and sales. Journey with us through Paul's rich history in sales, from his encyclopedia-selling days to spearheading enablement on a global scale. Discover how the right methodology can transform your understanding of the customer and why aligning sales stages with the customer's buying process isn't just a nice-to-have, it's a necessity for success. 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 | |||
| Parker Benthin: Mastering Sales Leadership with Innovation, Team Dynamics, and Resilience | 05 Feb 2024 | 00:37:33 | |
Unlock the secrets to thriving in the competitive world of sales leadership with Parker Bentham, the strategic mastermind behind Brondell's revolutionary home products. As Chief Revenue Officer, Parker recounts the exhilarating rise of the company, from revolutionizing the North American bathroom experience with electronic bidet toilet seats to embracing environmental stewardship with water filtration and air purification advancements. This episode journeys through the intersection of innovation and customer-focused product development, illustrating how Brondell's dedication to the planet's health and consumer happiness propels their market success.
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 - https://www.linkedin.com/in/parkerbenthin/ Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog | |||
| Chris Amrod: Balancing Work-Life Integration and Leading Success | 13 Nov 2023 | 00:38:45 | |
Join us for an engaging conversation with Christopher Amrod, the fractional VP of Sales for InnovateMap. Christopher has a fascinating journey that took him from an accounting executive to a frontline manager for a Series C company. We'll unravel the secrets behind his disciplined, people-focused approach to sales and how his love for sports and appreciation for hard work have shaped his successful career. Christopher also gives us a peek behind the curtains of his time at Reebok and his unique experience with product fit testing. 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 | |||
| David Cady: Bridging Education and Sales - A Career Transformation Story | 30 Oct 2023 | 00:36:33 | |
When David Cady, Chief Revenue Officer of Virtuous, made a career jump from teaching high school English to sales, he carried with him a perspective that sales is a teaching role. He's discovered that stepping back and really understanding customers' needs, especially when introducing transformative CRM technology, is what creates successful sales. It's a lesson that he, a former teacher, is keen to impart. 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 | |||
| Bob Poznanovich: Harnessing Change for Business Growth | 23 Oct 2023 | 00:43:01 | |
What if you had a roadmap to guide you through the intricate maze of sales, leadership, and business growth? How about if you could get that advice straight from a top industry expert? That's exactly what you'll get from our conversation with Bob Poznanovich, Chief Business Growth Officer at the Hazelden Betty Ford Foundation. Bob reveals the secrets of his success, blending ambition and sales acumen with a deep understanding of customer psychology. It's a compelling story of metamorphosis, from his role as Vice President of Marketing and Business Development to a leader who shapes organic growth and sees challenges as entrepreneurial opportunities. 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: Driving Strategic Growth | 16 Oct 2023 | 00:38:13 | |
One of Chris’ favorite things about hosting the Sales Lead Dog Podcast is the opportunity to listen to guests like Gale Crosley. Gale is a very experienced sales leader, and in this episode we focus on driving strategic growth and the many of the aspects of leadership that are required. 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 | |||
| Formulating Your Marketing Plan: Russell Lundstrom, The Chief Marchitech | 09 Oct 2023 | 00:39:04 | |
On this episode, marketing expert Russell Lundstom joins Sales Lead Dog to discuss the necessity of fully integrating the marketing and sales processes inside your business. Russell shares advice on first, tracking your company’s data, then second, diagnosing where issues within your sales process might lie. After that, Russell provides insight on fine tuning your business’ strategies, wherever the problem lies, to better fit the needs of your clientele. 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: Marketing Plan Formula Website Marketing Plan Formula Free Sales Lead Dog Marketing Workshop #salesleaddog #marketing #sales #leads #conversion #engagement | |||
| Trevor Breininger, Grind for Yourself | 07 Nov 2022 | 00:35:54 | |
The owner of The Digital Branch, Trevor Breininger, based in Toronto, Canada, joined us on the podcast this week. Trevor is a solutions-focused leader with progressive career growth, proven business development success, and a purpose-driven sales professional who thrives at the nexus of client service, technology, and business. 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:
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| Marty Yaskowich, Tell Your Story | 24 Oct 2022 | 00:35:36 | |
In a career that has now spanned more than 20 years, Marty Yaskowich, Principal for 3ONE Strategic Consulting, has discovered that the greatest predictor of growth for most organizations is the alignment of corporate, brand and sales (GTM) strategies.
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:
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| Bryan Vogus, You Work for Them | 10 Oct 2022 | 00:36:00 | |
On today’s episode we have Bryan Vogus, Sales and Business Development Executivefor Carbon3D joining us to discuss his role as a leader. Carbon3D is a 3D printing technology company, they not only do functional prototyping for clients, but they also do production. Carbon3D supplies some of the biggest companies with components for their cars, helmets, and even shoes.
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.
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| Cody George: From Engineering Roots to Sales Success | 15 Jul 2024 | 00:40:40 | |
What does it take to transition from engineering to leading a high-performing sales team? Join us on Sales Lead Dog as Cody George, Co-founder and Chief Sales Officer of RavenVolt, reveals his inspiring journey. Listen in as Cody discusses how his engineering roots and family background shaped his rise in sales leadership, and how he played a pivotal role in Ravenvolt's growth as a turnkey microgrid EPC since its inception in 2020. From maintaining integrity to fostering teamwork, Cody shares the core principles that have driven his success and fueled the company's rapid expansion. 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
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| Ellis Lowe, The Desire to Win | 03 Oct 2022 | 00:35:59 | |
On Today’s episode we have Ellis Lowe joining us, Vice President of Revenue and Growth for Stack Sports. Stack Sports is a global technology leader in SaaS platform offerings for the sports industry. The company provides world-class software and services to support national governing bodies, youth sports associations, leagues, clubs, parents, coaches, and athletes.
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.
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| Jason Marc Campbell, Selling with Love | 26 Sep 2022 | 00:35:51 | |
On today’s episode we have Jason Marc Campbell, who is the author of Selling with Love: Earn with Integrity and Expand your Impact. He is on a mission to inspire small business owners with sales reluctance to embrace it as a beautiful activity that transforms lives. He also interviews thought leaders from around the world on topics of Leadership, Team building, Communication, Productivity and so much more. 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.
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| Ruby Raley, What’s Taking You to the Next Level? | 19 Sep 2022 | 00:37:43 | |
This week’s guest is Ruby Raley, VP of Sales for Axway working in their Healthcare and Life Sciences division. Axway gives heritage IT infrastructure new life, helping more than 11,000 customers worldwide build on what they already have to digitally transform, add new business capabilities, and drive growth.
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.
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| Dan Gizzi, Apply Your Knowledge | 12 Sep 2022 | 00:34:39 | |
This week’s episode is with Dan Gizzi, VP of Sales, Global Accounts for Magic EdTech, a company dedicated to helping educators and corporations make learning more accessible, immersive, analytic-driven, and device-agnostic.
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.
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| Matt Paige, Making the Complex Simple | 29 Aug 2022 | 00:33:57 | |
On Today’s episode we have Matt Paige, VP of Marketing & Strategy for HatchWorks. HatchWorks is award-winning firm specializing in software development and cloud application services.
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.
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| Dr. Christopher Croner, The Highest Performing Hunters | 22 Aug 2022 | 00:38:10 | |
This week’s guest is Christopher Croner, Principal for SalesDrive, LLC, a company dedicated to helping businesses perfect their salesperson hiring process by offering a variety of tools. One of the tools being, Never Hire a Bad Salesperson Again, a book co-authored by Christopher.
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.
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| David Schlosberg, Too Deep In It | 15 Aug 2022 | 00:34:45 | |
David Schlosberg is a business advisor for Ferguson Alliance and an independent sales & business consultant for farming and horticulture industries. He has demonstrated excellent leadership in selecting, training, building, directing and retaining effective sales teams and technical teams that meet or exceeded company goals.
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.
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| Kay Miller, Uncopyable Sales Secrets | 08 Aug 2022 | 00:34:52 | |
Kay Miller graduated from college with a degree in marketing only to find herself more prepared for a career in sales. Fast forward and she’s landed in a sales job as the first women ever hired by Amerock. She ends up excelling in her field as one of the top salespeople in a male dominated career.
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.
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