Explore every episode of the podcast Sales Lead Dog Podcast

Sandra Antoun, a remarkable force in the world of IT sales, graces our show today with her inspiring story of transition from teaching children with autism to conquering the tech sales arena. Her journey emphasizes the importance of organization, consistency, and resilience—a trifecta for anyone aiming to climb the career ladder. Sandra shares her insights on the rapidly evolving landscape of AI and compliance in IT services, shedding light on how to communicate technical solutions in an accessible manner. Her experiences underscore the value of adaptability and genuine relationship-building across industries. 

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

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

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

Quotes:

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

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

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

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

Links: 

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

Vintage IT Services - https://vintageits.com

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

Join me as I welcome the prolific Rick Jordan, a serial entrepreneur and the CEO of ReachOut Technology, to the Sales Lead Dog podcast. Rick shares his fascinating journey of creating the "All In with Rick Jordan" podcast, which now boasts over 500 episodes. We explore the motivating factors that drove him to start, including the importance of building a strong online presence and how podcasting can sharpen communication skills. Our conversation touches on the balance of managing a podcast alongside demanding professional responsibilities and the personal growth that comes from being an adaptable speaker. 

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

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

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

Kirk Fackre from iCorps Technologies brings his unique journey from an English degree to the tech world, where he has become a leading figure in cybersecurity, to the Sales Lead Dog podcast. His story is an inspiring tale of adaptability and learning, influenced by his wife's computer science background. Kirk's narrative highlights how skills honed in writing and communication have translated into excellence in sales leadership. He shares essential insights into the evolving dynamics of business communication, emphasizing humility and the power of learning from one’s mistakes as keys to success. 

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

Andrew Cohen, the Executive Vice President of Strategic Sales at Netsurit, steps into the spotlight to share his fascinating journey from a digital transformation company to a global managed service provider. With a wealth of experience and an entrepreneurial spirit, Andrew delves into the world of AI innovations at Netsurit, aiming to boost productivity and profitability for small to medium enterprises. He discusses how the challenges of the COVID-19 pandemic sharpened his resolve and highlights the crucial role of continuous learning in overcoming obstacles and achieving success. 

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

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

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

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

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

Evan Dumouchel, the visionary founder of Northstar Strategies, graces the Sales Lead Dog podcast with his transformative insights into bridging communication gaps between technical teams and business executives. Listeners will be captivated by Evan's compelling journey from the hustle of waiting tables to a thriving career in tech leadership. Not only does he reveal the pivotal moments that shaped his path, but Evan also delves into the importance of articulating the "why" behind organizational changes, crafting narratives that resonate across diverse team members. 

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

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

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

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

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

Quotes:

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

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

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

Links: 

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

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

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

Unlock the secrets to a thriving sales career and effective leadership with Reed Perryman, Vice President of Sales at RCN Technologies. You'll gain insights into how the transformative power of wireless LAN solutions is revolutionizing connectivity for businesses and government sectors alike. Reed shares his journey from a sales rep to a sales leader, highlighting the critical role mentorship played in his success and the invaluable lessons learned from working closely with an entrepreneur. Discover how RCN Technologies is redefining operational continuity in an ever-connected world. 

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

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

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

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

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

Quotes:

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

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

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

Links: 

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

RCN Technologies - https://rcntechnologies.com

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

In this enlightening episode of the Sales Lead Dog podcast, we dive into the dynamic world of energy solutions with Karen Pugliese from C&D Technologies. Karen shares her remarkable journey in maintaining market leadership in the ever-evolving energy sector. With a focus on battery technology and strategic verticals like energy infrastructure, nuclear, and telecom, Karen discusses the burgeoning demand for energy storage fueled by the rise of data centers and AI. Her insights into the future of uninterrupted power availability offer a compelling look at the challenges and opportunities in the energy landscape. Listeners will also gain valuable wisdom from Karen’s reflections on mentorship, the art and science of sales, and the power of a robust professional network.   

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

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

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

Quotes:

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

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

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

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

Links: 

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

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

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

Adam Barney, the trailblazing president of Framework IT, shares the groundbreaking strategies that elevate his company in the fiercely competitive world of managed IT services. By introducing a distinctive business model akin to a "safe driver discount," Framework IT rewards clients for optimizing their technology, a tactic that not only sets them apart but also drives success. In our engaging discussion, Adam opens up about the invaluable lessons learned from transitioning from financial advising to tech entrepreneurship, emphasizing the vital role of persistence, adaptability, and the courage to embrace imperfection. He reveals how these principles have been instrumental in his personal growth and the company's formidable rise. 

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

Mike Hadley of Nexus IT Consultants joins us on the Sales Lead Dog podcast to share his expertise on IT services and the pressing issue of cybersecurity. With Utah's new legislation holding companies accountable for data breaches, Mike's insights are more relevant than ever. Discover how Nexus IT provides full-spectrum IT management and co-managed solutions, effectively addressing business needs from cybersecurity assessments to help desk support. Mike's journey from aspiring soccer player to successful IT consultant is filled with lessons on adaptation, family motivation, and the continuous pursuit of improvement. 

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

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

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

Quotes:

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

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

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

Links:

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

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

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

Kerry Siggins, the dynamic CEO of StoneAge and author of "The Ownership Mindset," joins us for an insightful conversation about transforming organizations through an ownership mindset. Kerry’s journey from a mindset of victimhood to one of accountability, as well as her success in building a thriving employee-owned company, serves as a powerful testament to the impact of leadership rooted in trust and empowerment. Our discussion unpacks the strategies and challenges of fostering a culture where risk-taking is encouraged, and team members feel genuinely invested in their work. 

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

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

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

Quotes:

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

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

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

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

Links: 

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

StoneAge - https://www.stoneagetools.com

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

Wendy Herbst, a distinguished figure in sales and marketing, joins us on Sales Lead Dog to share the secrets behind her impressive career journey. Wendy delves into the significance of people in her success, from customers to mentors, and how emotional intelligence has been pivotal in leadership roles. Her wisdom on focusing on strengths and delegating weaknesses offers a practical framework for anyone looking to advance their career, making this episode a must-listen for aspiring leaders in the field. 

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

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

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

Quotes: 

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

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

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

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

Links: 

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

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

Marketing visionary David Meerman Scott returns to share his cutting-edge insights into the evolving digital marketing landscape. From being dismissed for his innovative ideas to becoming a global thought leader, David recounts his journey and the immense growth in online engagement that has shaped today’s marketing world. With AI, social media, and video now at the forefront, David stresses the importance of keeping human connection alive in our digital interactions.  

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

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

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

Quotes: 

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

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

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

Links:  

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

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

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

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

Unlock the secrets to thriving as a sales leader with Jean-Sebastien Guy, Chief Commercial Officer at Micro Logic. You'll gain invaluable insights into the concept of digital sovereignty, its rising significance in Europe, and the compliance hurdles faced by international companies. Jean-Sebastien's success story is built on three pivotal elements: exceptional coaching, striking the perfect balance between data-driven decisions and intuition, and embodying humility in leadership. We'll also uncover the vital role of teamwork and the power of acknowledging contributions. As a special treat, hear the heartfelt story behind a hockey stick signed by Mario Lemieux that continues to inspire Jean-Sebastien. 

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

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

Quotes:

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

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

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

Links:

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

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

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

Unlock the secrets of sales leadership and discover the power of tenacity with Sylvain Jacob, Vice President of Sales at MicroServe. Listen as Sylvain takes us on his inspiring journey from a paperboy to leading a dynamic sales team in the competitive IT services industry. You'll learn invaluable lessons on understanding customer needs, building partnerships with OEMs, and the sheer joy of acquiring new customers, as well as navigating the challenges of payment collections.   

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

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

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

Quotes:

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

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

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

Links: 

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

Microserve - https://www.microserve.ca  

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

What does it take to transform a military upbringing into a thriving IT services business? Mike Wickham, a West Point graduate and the force behind the successful SD Tech, joins us to share his incredible journey. Through insightful anecdotes, Mike reveals how his curiosity, meticulous preparation, and unwavering integrity have been fundamental to his career. He also discusses the profound impact his international business experiences have had on his approach to sales and business development, emphasizing the joy he finds in meeting new people and understanding their motivations.  Leadership is not just about directing but also about enabling others to succeed. Mike delves into his leadership philosophy, underscoring the importance of collaboration and open communication within a team. He advocates for a culture where team members bring solutions to the table, not just problems, fostering ownership and responsibility. We also discuss the critical role of data-driven performance monitoring, clear organizational goals, and the mentorship of future leaders. Mike's practical advice for young leaders highlights the necessity of respecting experienced colleagues and balancing confidence with humility.  

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

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

Quotes:

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

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

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

Links:

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

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

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

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/ 

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 

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 

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  

Join us for an enlightening episode of the Sales Lead Dog Podcast, where we sit down with Ray Ruemmele, the Vice President of Americas Sales at Kudelski Security. Ray takes us through the fascinating history of Kudelski Group, from Stefan Kudelski's groundbreaking invention of the first commercially viable portable tape recorder to the company's pivotal role in the evolution of digital content protection. Learn about Kudelski Security's comprehensive offerings in cybersecurity, physical security, and IoT solutions, and discover how the company's relentless innovation and dedication to client outcomes have solidified its leadership in the industry. 

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

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

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

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

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

Quotes:

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

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

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

Links:

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

Kudelski Security - https://kudelskisecurity.com

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

What if you could transform your mid-sized business's IT capabilities and leap ahead of your competitors? Tune in as we chat with Erik Carlsen from Meriplex, who sheds light on how his company fills a crucial gap for mid-market companies struggling with IT management. Erik reveals the forces behind the rising demand for Meriplex's services, including private equity-fueled acquisitions and the difficulties businesses encounter when scaling without adequate IT infrastructure. Hear Erik's invaluable career advice on taking initiative, embracing continuous learning, and keeping a long-term perspective.   

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

Join us on this engaging episode of Sales Lead Dog as we explore the keys to empowering sales leaders for success with our special guest, Barbara Eadie, Vice President of Sales and Marketing for BTS. Listen in as Barbara shares her unique journey from an engineering background to a leadership role in sales, and how BTS uses immersive experiences and simulations to help clients align their teams around strategic goals. We emphasize the critical importance of execution and effective communication in understanding and addressing customer needs, demonstrating how a diverse skill set can pave the way for a successful career in sales. 

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

BTS - https://bts.com

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

Unlock the secrets to elevating your sales leadership and team alignment in our latest episode with Jonathan Shapiro, Chief Revenue Officer of Abacus Group. Gain exclusive insights into how Abacus Group has evolved since its founding in 2008, transforming from an organically growing IT managed service and cybersecurity consulting firm into an organization with an institutional caliber go-to-market strategy. Jonathan imparts wisdom on the critical aspects of active listening, being a self-starter, and fostering collaboration as key drivers of personal and professional success. 

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

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

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

Quotes:

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

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

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

Links:

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

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

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

How do you navigate the complexities of the modern housing market? Join us as we sit down with Brian Vieaux, the President and COO of FinLocker, who shares his remarkable journey from the mortgage industry to leading a cutting-edge SaaS platform designed to simplify the home buying process. Brian reveals how FinLocker seamlessly integrates tools like Mint.com, Credit Karma, Rocket Money, and Zillow, offering a cohesive and branded experience for lenders while making homeownership more accessible and less daunting for consumers. Discover the innovative ways this technology is paving the path for first-time homebuyers. 

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

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

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

Quotes:

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

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

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

Links:

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

FinLocker - https://finlocker.com

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

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

Unlock the secrets to transforming your sales approach and fostering a winning organizational culture with my latest guest, Joshua Hoffman from CH Consulting, on Sales Lead Dog. Our conversation is a treasure trove of insights, drawing from Joshua's extensive experience in sales consulting to pinpoint the vital elements that contribute to a thriving business environment. We dissect the importance of inclusivity, how to align with your company's vision, and the power of a relentless focus on outcomes, ensuring that this episode is more than just a discussion—it's a blueprint for personal and professional growth in the competitive world of sales.

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

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

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

Quotes:

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

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

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

Links:

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

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

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/ 

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/ 

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, 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:

Chris’s LinkedIn 

Albert Weiss A/C Products Inc. 

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

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/

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: 

Mark’s LinkedIn 

Bry-Air, Inc. 

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

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: 

LinkedIn  

Health Network One  

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

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: 

LinkedIn 

KarineLeBlanc.com 

IAIRE, LLC.

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

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 

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:

DustinRuge.com  

Email: Dustin.Ruge@gmail.com 

Link to Dustin's Book Catalog 

LinkedIn 

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

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

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@brondell.com 

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

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

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  

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

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

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

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: 

Russell Lundstrom's LinkedIn  

Marketing Plan Formula Website 

Marketing Plan Formula Free Sales Lead Dog Marketing Workshop 

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

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:

• “As any salesperson knows as you start to grow in your career, I noticed that the processes and the overall sales tactics I was using was really successful, but I started to get sick of working for other people.” (1:06-1:18)
• “I was the guy who would literally make 100 phone calls a day and literally just brick and mortar, nose to the grindstone hit the phones every single day.” (2:51-3:03)
• “So being able to get a good gauge on your success ratios is going to be the very first thing I would do in any particular organization.” (25:41-25:49)

Links:

Trevor Breininger LinkedIn

The Digital Branch LinkedIn

The Digital Branch Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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:

• “For somebody who never thought they were in sales to begin with, I've made a pretty solid career out of helping people tell their story in sales.” (3:46-3:54)
• “The reality is people want and they remember stories, and they want to hear your story.” (5:50-5:56)
• “As a former journalist, I can tell you, lots of lots of great stories never get told, because the person doesn't ask the right follow up. You mentioned something there. Tell me a little bit more about that. It's the best sales tool in the world is just the follow up question.” (9:10-9:27)

Links:

Marty Yaskowich LinkedIn

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “So, my role here is really driving sales driving pipeline and closing that pipeline. I'm a senior sales director, I cover a region for carbon. It's kind of a little bit different role for me and my past where I had more sales leadership roles.” (1:31-1:45)
• “There are parts on a Ford Mustang right now in production, there's parts on a Lamborghini, every single NFL professional football player has a carbon part in their helmet.” (2:18-2:29)
• “You're managing people- but honestly you work for them. You got to make them successful.” (9:03-9:11)
• “Sales is simply a series of agreements that lead to a transaction.” (14:40-14:46)

Links:

Bryan Vogus LinkedIn

Carbon3D Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “Our whole mission is to increase participation and transform that sport experience for the athlete, for the parent, for the organization, whether that, athlete journey is one year long, or whether that athlete journey is 25 years long, and they go on to play professional sports.” (2:15-2:35)
• “The first one is Captain u, which is a free to use recruiting software tool that connects high school aged athletes with college level coaches and we marry the two so you can really think about it like a LinkedIn style product.” (4:05-4:17)
• “You don't get performance and you don't get results without the desire to win and having a clear path and having an expectation of yourself every day that's going to allow you to get there.” (8:32-8:41)
• “I think the more that you can get in front of, pick the brain of senior leadership, people that have done what you're looking to do, the better off, you're going to be long term.” (15:08-15:19)

Links:

Ellis Lowe LinkedIn

Stack Sports LinkedIn

Stack Sports Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “If I can teach ethical salespeople and ethical businesses the power and beauty that comes along with sales, they can be empowered to really get attention, earn trust, so the world doesn't need to be manipulated into these shady practices.” (4:12-4:25)
• “In the book, I really get people to fall in love with doing sales, because when you do so you realize it opens doors in your career as a sales individual, it helps open doors in your personal life.” (6:36-6:47)
• “Pretty much everything that you want in your life is at the other end of a sales exchange.” (6:47-6:51)
• “When you genuinely care for the person that you're going to be serving and the impact of what your sales is going to make on the world- that's an act of love.” (9:27-9:34)

Links:

Jason Marc Campbell LinkedIn

Mindvalley LinkedIn

Selling with Love Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “I like to say if you think about it in history, when it was sailing around the world and trading, people would take letters with them and the letters would say, hey, I'm a real person, I have a real account at a bank, I am good for this amount of money.” (3:21-3:34)
• “I think all technologists have to adopt a lifelong learning mantra. But to me, I read constantly, I try to absorb as much as I can, and I read about a variety of things.” (5:22-5:35)
• “Be careful not to oversell- I like to create and envision and you can get too far ahead of your product team and too far ahead of your organization.” (8:43-8:56)
• “Every time you move to a new seat in your professional career, you always have to remember that what brought you to that seat might not take you to the next level.” (14:10-14:18)

Links:

Ruby Raley LinkedIn

Axway LinkedIn

Axway Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “What's kind of interesting and unique is actually at a point in my career, where I'm now working for companies that I used to work with previously, so, it's come full circle for me.” (1:05-1:15)
• “I think it was, you know, we had poured a lot of effort, a lot of money and a lot of time into a very politically charged sale and it did not go our way.” (6:48-6:56)
• “Sometimes you're working even harder for the sales that don't happen. But applying that knowledge going forward, ultimately, actually ended up being very successful.” (7:55-8:04)
• “I think, if you're not making mistakes, you're not doing it right.” (24:03-24:06)

Links:

Dan Gizzi LinkedIn

Magic EdTech LinkedIn

Magic EdTech Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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.

Quotes:

• “Take it from somebody that gets ‘pitch-slapped’ a lot, you know, where you just get the cold pitch, don't do it, build the relationship first, offer up some value.” (5:00-5:10)

• “There's a lot of cues, customers will give you that you may not pick up at first. But if you start to have a keen ear for things, there's opportunity that are there for the taking, if you just listen.” (11:47-12:02)

• “I like the 80:20 rule, like give me 80% of value, content, your perspective, the pain you've experienced, and maybe sprinkle in about 20% of patchworks.” (23:30-23:40)

Links:

Matt Paige LinkedIn

HatchWorks LinkedIn

HatchWorks Website

Empellor CRM LinkedIn

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