A Podcast for Sellers (The Rally Call)

Jon, Andrew and Scott talk about how any why companies hit the panic button in difficult economic times and how you can not only survive but even thrive.

When companies react to difficult times by panicking it can unleash chaos on the sales organization. By being able to recognize the signs of panic mode you can adjust your behaviour to stay ahead of the chaos.

This is a timely episode given the current state of the tech industry.

Host Mike Lidin welcomes us back to "8 With a Great," where today’s guest, Morgan Gunderson, takes us on a journey through her career in sales leadership. From her roots as a marketing coordinator to stepping into management at Databricks and her current role at Routable, Morgan shares insights on transitioning from SDR to SDR manager and the strategic mindset needed for success.

Throughout the episode, Morgan opens up about the challenges and rewards of sales management, touching on how the ever-changing sales landscape impacts her team and how she keeps them motivated despite the noise. She highlights her "get things done" superpower, as confirmed by her team, and dives deep into how focusing on foundational skills and clear messaging are key in sales development.

Morgan also shares invaluable advice for aspiring sales leaders, stressing the importance of taking ownership and mentoring before stepping fully into management. Join her on this episode of "8 With a Great" for a real look into frontline sales leadership, and discover the tools to elevate your own approach at TheRallyCall.com

Jon and Andrew discuss the problems with the Quarterly Business Review, and why it is time to kill the QBR.

There's a better way review sales performance and to plan for the future.

Tune in to learn how!

May the QBR rest in peace. 

Jon and Andrew discuss a career in sales with Jacob Karp. Jacob discusses how he found his way into a sales career, what challenges and misconceptions he overcame, and shares his wisdom for new and experienced sellers.

Jacob Karp is an enterprise seller and a LinkedIn publisher with 35,000 followers.

In the finale of the "8 With A Great" series, host Jon Feldman wraps up with a conversation featuring Matt Weston, a seasoned sales leader from the White Rock, South Surrey area.

With deep respect for Matt’s approach and insights, Jon explores Matt’s journey from individual contributor to frontline sales manager, discussing the motivations behind his career shift and the challenges he encountered along the way.

Listeners gain valuable insights into Matt’s leadership philosophy, which includes setting clear expectations, building strong internal networks, and focusing on coaching over controlling. Matt shares the importance of objectively evaluating deals and empowering his team to reach their full potential.

This closing episode of the series is packed with practical advice and relatable stories, providing essential guidance for anyone stepping into a sales management role. Jon’s admiration for Matt’s thoughtful approach to leadership shines through, making this a fitting and insightful conclusion to the "8 With A Great" series.

Podcast Synopsis: Eight with a Teammate – Lori Aizer

In the inaugural episode of Eight with a Teammate, host Jon Feldman chats with Lori Aizer, a seasoned marketing leader and fractional CMO, about building effective sales-marketing partnerships. Lori shares her philosophy as a "sales-driven marketer," emphasizing that marketing’s ultimate role is to drive revenue by aligning activities with sales goals. She discusses how collaboration, trust, and respect between sales and marketing leaders are essential for organizational success.

Key topics include:

• The importance of shared planning between sales and marketing, with marketing targets directly tied to revenue goals.
• Traits of great sales leaders, including transparency, trust, and fostering cross-functional relationships.
• Why celebrating team wins and respecting contributions from all departments strengthens alignment.
• Practical advice for frontline sales leaders to improve cross-departmental collaboration and drive better results.

Lori also reflects on how sales-marketing dynamics have evolved and offers actionable insights for creating a unified approach to achieving revenue success. A must-listen for leaders looking to bridge gaps and strengthen their sales and marketing synergy.

In this episode of 8 with the Great, Jon Feldman sits down with Suzanne McIvor, a sales leader based in Vancouver, BC. Suzanne’s transition from a top-performing individual contributor to a successful sales manager is a fascinating story of growth and opportunity.

Suzanne shares how a mentor's confidence in her potential set the stage for her leadership journey and offers insights into the challenges of balancing upward and downward pressures in sales leadership.

Tune in to hear Suzanne’s advice for first-time sales managers, including the importance of managing expectations and understanding the diverse capabilities of your team.

Don’t miss this engaging conversation filled with practical wisdom and inspiring stories from a seasoned sales leader.

Listen now and get inspired!

Jon and Andrew discuss the topic of first-time sales managers: how to work as a seller for a rookie sales manager and how to survive as a rooke sales manager. 

First-line sales management is one of the most difficult jobs in the tech industry. You're sandwiched between the demands of the upline organization and the realities of the front line.  Learn about how to thrive in this reality as both a seller and a manager. 

Jon and Andrew take a break from tactics, strategy and sales skills to discuss the overlooked role of morals and integrity in companies and our careers.

Tech sales can be a lucrative career, and when there are life-changing money events there are opportunities to bend the rules and betray your values.

Listen to learn how to spot when you or your colleagues lose sight of your moral compass.

In this episode of 8 with a Great, host Jon Feldman sits down with seasoned sales leader Alan Sanderson to uncover the keys to building a successful sales career and transitioning into management. 

Alan shares his journey from an inside sales representative to a top sales leader, emphasizing the importance of communication, mentorship, and navigating the challenges of leading both small and large teams. Listen in as he breaks down the critical lessons he's learned, including how to coach diverse sales teams, develop leadership skills, and the importance of empathy in delivering tough feedback. 

Whether you're an aspiring sales manager or a seasoned pro, Alan’s advice on fostering success, hiring the right people, and adapting your leadership style to different personalities will provide invaluable insights for your journey. Plus, find out what Alan’s "sales leader superpower" is and why it has been instrumental in his career.

Welcome to another episode of 8 With a Great! Today, we’re joined by Mike Elliott, a seasoned sales leader hailing from Toronto, Ontario. Mike’s journey into sales leadership was anything but typical—after 12 years of crushing it as an individual contributor, he was unexpectedly thrust into management at Meltwater. While he initially hesitated, Mike embraced the challenge, using it as an opportunity to push beyond his comfort zone and grow as a leader.

In this episode, Mike shares how he prepared for the transition by diving into books like The Sales Development Playbook and Leadership Strategy and Tactics, and how podcasts and constant feedback helped shape his leadership style. He’ll take us through his leadership philosophy, emphasizing the power of servant leadership, empathy, and involving the team in key decisions.

Mike also opens up about the challenges he faced, from balancing short-term targets with long-term strategy to navigating the complexities of managing people. You’ll hear about his “sales leadership superpower”—humility and vulnerability—and get his valuable advice for new leaders.

This is an episode packed with insights, so get ready to learn from a true sales pro who leads with heart and strategy. Let’s dive in!

The people in your neighbourhood- it’s not just a Sesame Street skit.  Any career requires that you understand how to play the game. SaaS sales is no different; to understand how to play the game, you must understand who else is playing. 

In this episode, Andrew and Jon discuss the archetypes you will meet in the tech sales world: the helpful, the dangerous and the just plain bad.  If you’re wondering why certain characters keep popping up no matter which company you work at then this episode is for you.

If you are early in your sales career you may be wondering where this career can lead. Is there anything more to a sales career than 90-day sprints punctuated by QBRs and Sales Kickoffs?  Will it be the same quota-chasing experience over and over again? Where can this career take me?

In this episode Jon and Andrew speak with Greg Wolfe, a software executive and sales leader.  We speak with Greg about his journey from his first sales job at Xerox to executive positions at SAP and Marketo. He had so much wisdom to share that we've had to break it into two parts.   

In this episode you will hear about:

• What is possible for a sellers journey
• What to look for in a company and in its leadership
• How the right leader can make or break your career early on
• Why going against your gut instinct is more often than not a mistake
• How to use the lessons along the way to understand your strengths and weaknesses

We hope you enjoy this episode as much as we enjoyed recording it. 

Welcome to another exciting episode of "8 with the Great." Today, host Jon Feldman is joined by Warren Hopwood, a distinguished sales manager based in North Vancouver, British Columbia. Warren, who made a notable transition from a successful sales representative to a leadership role at Galvanize, shares his journey and the motivations behind his career shift.

In this episode, Warren discusses how his early experiences, including coaching minor hockey, shaped his approach to sales management. He offers insights into his favorite resources for leadership development, such as The Qualified Sales Leader and The Accidental Sales Manager. Warren also highlights a key lesson from a mentor about handling mistakes in the professional realm and reveals his “superpower” of crafting impactful emails that drive results.

Tune in to learn about the challenges of balancing team dynamics with upper management expectations, and get Warren’s advice for new sales managers eager to make a difference.. 

Don’t miss this inspiring conversation on "8 with the Great."

Jon and Andrew discuss how to avoid fatal career mistakes.  How you are perceived at your job matters, and avoiding a few small missteps can put you on the path to prosperity instead of obscurity.

We discuss managing your boss, how to show the right optics, and every seller's favorite event: the Quarterly Business Review. 

In this powerful finale of The Rally Call's 8 With a Great series, hosts John Norris, Jon Feldman, and Mike Lidin reflect on the incredible conversations that have shaped this journey. Together, they distill key themes and takeaways from their interviews with some of the brightest sales leaders in the industry.

Here’s what you’ll hear in this episode:

• What They Learned: The team dives into the most valuable lessons from the series, including the consistent challenges sales leaders face, like the lack of formal training, and the creative ways they’ve overcome these gaps.
• Superpowers of Sales Leaders: From mastering cross-functional relationships to elevating coaching skills, discover the diverse skills and traits that make great sales managers stand out.
• The Emotional Side of Leadership: Hear surprising reflections on how empathy, emotional intelligence, and deep care for their teams are critical elements of effective leadership.
• What Needs to Change: Why companies invest so much in training sellers but overlook the critical need for frontline sales manager development—and how this affects the entire organization.

The conversation also explores themes like cross-functional collaboration, the importance of setting expectations, and personal stories of learning through trial and error. It’s a candid and inspiring look into the realities of leading a sales team.

Plus, a Sneak Peek!
Get a preview of the upcoming 8 With a Teammate series, where the hosts will sit down with cross-functional leaders—marketing, finance, product, and more—to explore how sales leaders can work better with their peers to drive results.

If you’re looking to grow as a sales leader or want to understand what separates good managers from great ones, this episode is packed with insights you won’t want to miss.

Catch it now on TheRallyCall.com or wherever you listen to podcasts!

In this 8 with a Great episode, host Mike Lidin interviews Kyle Gunderson, a frontline sales leader from Scottsdale, Arizona. Kyle shares his journey from high-performing SDR to SDR manager, a pivot he initially resisted but later embraced as a chance to impact others.

Kyle’s management style emphasizes trust, providing guidance while allowing space for team autonomy. He discusses the challenge of “managing up,” aligning his team’s progress with executive priorities, and offers advice for new managers: invest in knowing your team beyond just their work roles. Kyle ends by nominating his wife, also an SDR manager, as a future guest for the show.

This episode is packed with actionable insights for frontline leaders looking to foster high-performing, motivated teams.

On today’s episode of "8 with a Great", we sit down with Kevin Baumgart, a seasoned sales leader from Milwaukee, Wisconsin, who’s transformed the sales game one step at a time.

Kevin shares his journey from being the first hire at a startup—wearing all the hats—to building and managing a sales team of 50! We dive into:

• His transition from individual contributor to sales leader
• The importance of career growth conversations for team success
• Valuable lessons learned from mentors and experience
• How sales leadership is about more than just numbers—it’s about people, mindset, and growth

If you're in sales leadership or thinking about taking that step, this episode is packed with insights you won’t want to miss!

Tune in now and discover how Kevin’s evolved his leadership style to empower teams and drive success.

In this Eight with the Great episode, host Jon Feldman interviews Paul Moriarty, a sales manager who transitioned from rugby coaching in Ireland to leading SaaS sales teams in Vancouver. Paul shares how his passion for coaching inspired him to pursue sales leadership and the lessons he's applied from the field to the boardroom.

He discusses the importance of goal-setting, fostering accountability using the Oz Principle, and building trust within teams. Paul also touches on the biggest challenge for new sales managers: time management and prioritization in a fast-paced environment.

Key Takeaways:

• From account executive to sales leader in SaaS
• The role of coaching in leadership
• Creating a culture of accountability and trust
• Managing time and distractions as a new leader

Paul’s insights offer valuable advice for sales managers at any stage.

Welcome back to The Rally Call! In today’s episode, hosts Jon Feldman and Mike Lidin are thrilled to once again welcome Rosa Yapouri, a leading expert in sales transformation. Rosa is back to share her deep insights into building and leading successful sales teams.

In this episode, Rosa delves into the journey of first-time sales managers, offering invaluable advice on avoiding common pitfalls and the challenges of transitioning from individual contributor to team leader. She discusses the critical importance of empowering team members with autonomy and highlights how new leaders can avoid the trap of imposing their own methods on diverse teams.

Rosa also shares practical tips on managing time effectively, balancing coaching with administrative duties, and fostering an environment where sales reps can thrive. With her focus on questioning techniques and self-discovery, Rosa offers a fresh perspective on how sales leaders can evolve from top performers to impactful mentors.

Tune in to hear Rosa’s expert advice and gain actionable strategies to elevate your sales leadership skills!

Jeff Schaefer grew up on an apple orchard in Wisconsin. Two big lessons from his father have been guiding principles throughout his career:

1. You're no better than anybody else

2. Everyone is your peer.

Enjoy this conversation with a great sales leader!

The rise of selling technology has replaced many of the manual sales behaviours that sellers have traditionally relied on to perform. Can a professional seller be replaced by machines?

You as a seller, risk being made irrelevant, if you don’t understand how to adapt to new sales technologies.

Rally Call special guest Tony Hughes, co-author of Tech-Powered Sales, joins us for a candid discussion about both the current and future state of selling. Listen to this episode to learn how to adapt your techniques and emerge ahead of your competition.

About Tony Hughes

Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. He is a best-selling author, consultant, trainer and keynote speaker.

Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on advisory boards and has been published by The American Management Association. Tony has also taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney.

He has been ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards. Tony is ranked a top 3 sales expert and thought leader globally by LinkedIn and the most read person on the topic of B2B selling within their platform. He has more than 500,000 blog followers and has been rated the most influential person in professional selling within Asia-Pacific for the last three years in a row.

His first book, The Joshua Principle – Leadership Secrets of Selling, is in its 10th printing and his most recent books, COMBO Prospecting and Tech-Powered Sales are published by HarperCollins Leadership New York. Tony speaks at conferences internationally and his clients are some of the best-known brands in the world including Salesforce, Grant Thornton, SAP, IBM, Flight Centre Travel Group, Adobe, Siemens, Docusign and other market leaders.

In this episode of 8 with a Great, Jeff Brandwein discusses his instinctive approach to sales leadership, highlighting the importance of understanding individual team members and fostering strong relationships. He shares that while maintaining motivation can be challenging, he embraces his responsibility to lead by example.

Jeff believes in a "player's coach" mentality, where leaders support and invest in their team’s success. He emphasizes the dual role of motivating while guiding team members through personal and professional challenges, especially those earlier in their careers.

When advising aspiring sales leaders, Jeff stresses that effective leadership is about doing the right thing rather than being right, drawing on examples from influential figures like Steve Jobs. He encourages leaders to create an environment where their team can learn and grow together.

Let go!

Jon and Andrew speak with Mike Myers of the Sandler Institute about the sellers mindset. Our previous episode described the highs and lows of life as a seller.  Mike will speak about how you can navigate these effectively and maintain a sense of sanity and balance in an uncertain profession.

What you will learn in this episode:

• What is the seller's mindset and why it is critical for your success
• How to compartmentalize your life as a seller
• Tips to maintain your sanity through the good and the bad.

As always, hit the like and subscribe button!

In our first episode of "8 with a Great" we speak with Rosa Yupari Burns who shares her start in sales management, what makes a team a real team, and the value of coaching.

Enjoy this wonderful conversation with a truly great sales leader.

Jon and Andrew share their insight and personal experiences of going through the inevitable peaks and valleys that are synonymous with a career in selling and what you can do to stay on top along the way.

CEO and Leadership Team Coach, Matt Dion, joins Andrew and Jon to discuss:

• The importance of strategic planning in the boardroom

• How boardroom strategy relates to sales execution

• The rise of the LinkedIn Sales Influencer and the danger of a tactics tactics-basedbased sales approach

• How The Rolling Stones stay current (bear with us, we tend to ramble sometimes…)

The link to the episode is in the comments!

Josephine Koopman realized sales management was right for her when she found herself happier helping others reach quota.

She shares how trust and credibility can help you overcome initial challenges in the role. And keeping an open ear and mind to feedback from your reports can help you become a better leader.

Enjoy this conversation with a great sales leader.

“I want to get into management”. We hear this statement in interviews with tech sales reps, which always makes us suspicious. Few people have the traits and skills required to be a salesperson, fewer still have the traits required to be a manager. 

The first-line sales manager is the most difficult job in technology and one of the most misunderstood. If people understood what a first-line sales manager typically does there would probably be much less interest in it. 

Many sellers push for a career trajectory in sales management without knowing what it is like, and if they knew the truth they might reconsider their career path. Not because it’s a bad choice, but because there are so many misconceptions about the job.

In this episode, Jon and Andrew will talk to 3 sales managers and learn about their preconceptions and misconceptions about sales management.

Today we sit down with Lori Harmon, VP of Global Business Development at Cloudflare.

Lori tells the story of her move from Marketing to Sales and the importance of a leader who believed in her.

As a leader who "loves change", Lori is truly a great leader and was a wonderful guest on the podcast!

In this episode, Jon and Andrew welcome Shahed Khalili, the former product leader at Galvanize and now consultant focused on helping organizations in achieving corporate alignment. The lads delve into what the true meaning of corporate alignment is, how it impacts organizations when it's broken and the opportunities that are unlocked for those who get it right.

This one gets a little deeper than our other episodes, so pour yourself a coffee (or your favorite beverage) and concentrate.

Part 2 of our conversation with Greg Wolfe.

In this episode Jon and Andrew speak with Greg Wolfe, a software executive and sales leader.  We speak with Greg about his journey from his first sales job at Xerox to executive positions at SAP and Marketo. He had so much wisdom to share that we've had to break it into two parts.

In Part 2 of this episode you will hear about:

• How to make the difficult decisions about people that a leader must make
• Why going against your gut instinct is more often than not a mistake
• How to use the lessons along the way to understand your strengths and weaknesses

We hope you enjoy this episode as much as we enjoyed recording it.

Sales Automation Tools have promised an easier path to success and results, but do they deliver?  In this episode, Jon, Andrew and Scott discuss the pros and cons of sales automation tools and technology, and what role they play in a difficult selling environment. 

• How do the best sellers use sales automation tools?
• How does a negative economic situation affect sellers and their sales strategy? 
• How do you turn challenging economic times into sales opportunity? 

Tune in to learn how you can make the most of the tools in your sales tech stack and turn this economic downturn into a career accelerator. 

🎙️ Welcome to "8 With a Teammate," the podcast that dives into the challenges, opportunities, and real-world strategies that frontline sales leaders need to excel. This is your space for actionable insights, expert advice, and inspiring stories from the trenches of sales leadership.

Today’s guest is Craig Clark, the Chief Marketing Officer at Nitrogen Wealth, and a game-changer in the world of SaaS marketing and sales alignment. Craig doesn’t just talk about collaboration—he lives it. From carrying a quota to building seamless partnerships between sales and marketing, Craig has developed a proven playbook for driving pipeline, fostering team success, and creating a culture of accountability. In this episode, we’ll explore how Craig’s unconventional approach blends traditional marketing practices with innovative strategies to deliver measurable results.

Whether you’re a seasoned leader or stepping into a management role for the first time, this episode will leave you with fresh perspectives on aligning teams, improving communication, and achieving your most ambitious sales goals.

Grab your notepad and settle in—it’s time for another impactful conversation on "8 With a Teammate."

🔗 Want to dive deeper into sales leadership strategies? Visit TheRallyCall.com for exclusive resources, tools, and content to help you succeed.

Jon and Andrew discuss why enter into tech sales in the first place and what to do when you get there. 

• Why do people fall into tech sales?
• How do you find a good company to join? 
• What are the characteristics of a good seller? 
• How do you get started? 

Jon and Andrew talk about how to recognize the power dynamics at an organization and why you must play the power game if you want to succeed.

In this episode, we sit down with Sean Zuberbier, a seasoned sales leader from Surrey, BC, who shares his journey from selling software at Crystal Decisions to becoming a successful CRO.

Sean discusses the challenges of transitioning into leadership, the importance of trusting your team, and how he learned to manage expectations across all levels of an organization. He also reflects on the value of believing in your team’s potential and offers actionable advice for first-time sales managers. Tune in to hear Sean’s insights and his nomination for the next guest on "8 with the Great."

Jon, Andrew and Scott speak with guest Werner Schmidt about the subject of sales capacity planning. In lay terms, why has the practice of adding sales rep capacity to already underperforming sales organizations been tolerated?  We discuss the ethical conundrum of hiring sales reps that management expects will fail and how the tech sales industry arrived at this practice. 

Recent macroeconomic factors have caused a shift in this thinking of growth at all costs toward revenue efficiency.  Werner shares some ideas about how sales organizations can achieve revenue growth without the unethical and messy practice of hiring sales reps with no chance of succeeding.

🎙️ Welcome to "Eight with a Teammate," brought to you by The Rally Call! 🎙️

This series is dedicated to helping frontline sales leaders become their best by exploring cross-functional collaboration and leadership insights. Each episode, we bring on functional leaders from various roles to share their perspectives on working with sales and driving revenue growth.

Today, we're thrilled to have Roger Sandborn, Chief Technology Officer at MTab, join us. MTab builds the world's leading insight management system, helping businesses dive deep into market analytics and gain actionable insights.

In this episode, Roger shares his experience as a product and technology leader, collaborating with sales teams to align strategy, overcome challenges, and create a "virtuous cycle" of feedback that benefits the entire organization. Whether you’re a seasoned sales leader or just starting out, Roger’s insights on balancing tactical decisions with long-term strategy, fostering a collaborative culture, and aligning with broader business goals are invaluable.

So, grab a notebook and get ready to level up your sales leadership game. Let’s dive in!

On this episode of "8 With a Great," Jon Feldman interviews Jason Lo, a seasoned sales professional turned manager, sharing his journey and insights.

Jason, currently residing in Burnaby, British Columbia, transitioned from a top-performing account executive to sales management after 15 years in the field. His move was driven by a vision to eventually lead an entire sales organization as a CRO or VP.

In this episode, Jason shares:

• How he prepared for his first sales management role
• A valuable lesson from his mentor about the importance of relationships in sales
• His unique "superpower" as a sales manager
• The most challenging aspect of leading a sales team
• His top advice for first-time sales managers

Join us as we explore Jason's experiences, from building strong client relationships to navigating the high-stress world of sales management. Whether you're an aspiring leader or a seasoned professional, you won't want to miss Jason's practical wisdom and career insights.

Let's dive in with "8 With a Great" featuring Jason Lo!

Meet Doug Ruth in our second episode of 8 with a Great.

Dough is a self-described accidental sales manager with a passion for training and developing other sellers so they can have a rewarding career in sales. He shares his experience stepping into the role for the first time, what works, what doesn't, and some pearls of wisdom.

Enjoy this conversation with a graceful sales leader who's made learning an integral part of his career.

In this episode of 8 with a Great, Mike Lidin sits down with Alex Brennan, a seasoned sales leader from North Vancouver, Canada. Alex shares his journey from an Account Executive to a leadership role in a growing company, expanding from 25 employees to over 250 worldwide. He discusses the challenges of transitioning from peer to boss, the value of learning from mistakes, and the importance of developing a leadership style that supports growth and team success.

Alex also shares practical advice on navigating conflict, the power of addressing challenges head-on, and his leadership superpower: urgency in getting things done. Tune in to hear his thoughts on maintaining high standards, creating a strong sales culture, and how change management has shaped his career. Whether you're an aspiring leader or a seasoned pro, Alex's insights offer valuable takeaways for everyone in sales leadership.

In a previous episode of "The Rally Call," we explored the idea that the successful salespeople of the future will act as "conductors" of technology. If you're actively involved in this field, you've probably noticed emerging trends among the contestants, as well as the introduction of new technology platforms tailored for sales professionals.

In Episode 16, Jon engages in a conversation with Amit Bendov, the Co-Founder and CEO of Gong. Amit will provide insights into how the Gong Revenue Intelligence Platform is poised to revolutionize the way salespeople approach their activities, unlocking possibilities previously unimaginable.

If you're curious about what the future of sales will look like, you won't want to miss this episode.

Enjoy this conversation with Sally Duby, a Principal of the San Francisco based consulting company, The Bridge Group.

Sally recounts her lack of formal training in her early roles, learning instead from observing effective and ineffective management practices, notably during her time at Oracle. She emphasizes the importance of coaching, guiding her team on prioritizing tasks, and understanding what truly matters in sales.

In this edition of "Eight with a Great," host Mike Lidin sits down with Adam Davey, a seasoned sales leader based in Denver, Colorado.

Adam’s journey into sales management began after a successful career as an individual contributor, which led him to join a startup as its first salesperson and build a sales team from scratch.

In their conversation, Adam shares his insights on transitioning from sales to leadership, the importance of observing and learning from others, and the challenges of translating high-level goals into actionable plans. He highlights the value of networking and being open to learning from fellow leaders and provides practical advice for first-time sales managers.

Enjoy!

Every company and sales role has its challenges and problems. But how do you know if the warning signs you're seeing mean the company or role is headed for trouble or if it is just a temporary problem?

If you ignore the warning signs you might find yourself on a sinking ship, which can set your career goals back by years. But there's opportunity in chaos, and jumping at the first sign of trouble creates may cause you to miss an opportunity. 

In this episode, Jon and Andrew discuss the warning signs you cannot ignore and what to do when you see them. 

In this episode of "8 With a Great," host Jon Feldman interviews Randall Isaac, a distinguished sales leader based in Vancouver, British Columbia. Randall is a seasoned sales manager with a notable career spanning over three decades. He currently serves as a Vice President of Sales at Arpyse, where he leverages his extensive experience in sales leadership and management.

Randall began his tech career at Crystal Decisions, where his exceptional performance as a sales rep led to his promotion to management. Throughout his career, Randall has been recognized for his ability to inspire and support his teams, creating environments that emphasize personal strengths and collective success.

In the podcast, Randall shares insights on his management philosophy, the challenges of transitioning from a peer to a manager, and the importance of fostering a positive work culture. He also offers practical advice for new managers. 

Tune in to hear Randall’s expert perspectives on effective sales leadership and team development.