Beta
Logo of the podcast Coach2Scale: How Modern Leaders Build A Coaching Culture

Coach2Scale: How Modern Leaders Build A Coaching Culture (CoachEm)

coach2scale@ringmaster.com
Détails du podcastÉpisodes (85)Liens (218)Score RSS (73%)Contenu lié (100)

Explorez tous les épisodes de Coach2Scale: How Modern Leaders Build A Coaching Culture

Plongez dans la liste complète des épisodes de Coach2Scale: How Modern Leaders Build A Coaching Culture. Chaque épisode est catalogué accompagné de descriptions détaillées, ce qui facilite la recherche et l'exploration de sujets spécifiques. Suivez tous les épisodes de votre podcast préféré et ne manquez aucun contenu pertinent.

Rows per page:

1–50 of 85

DateTitreDurée
09 Apr 2024Settling The Sales & Marketing Divide - Casey Cheshire - Coach2Scale - Episode # 03400:48:49

Today’s guest is a marketing leader and podcaster with a long history of delivering results for B2B tech companies. Casey Cheshire is the Founder of Ringmaster Conversational Marketing, Host of The Hard Corps Marketing Show and Creating The Greatest Show, and Author of Marketing Automation Unleashed. Casey joins Host Matt Benelli to help sales and marketing leaders reconcile their differences, discuss what the future of marketing looks like, and understand how to approach your team’s use of AI.

 

Takeaways:

  • Understand the crucial importance of a synergistic relationship between sales and marketing. Team alignment and common goals are essential for overcoming the traditional friction between these departments.
  • Encourage your team to utilize the advanced tools available in marketing automation. These tools can provide real-time insights, lead nurturing capabilities, and data that can significantly enhance sales efforts.
  • Authenticity in communication, both within teams and with clients, is paramount. Moving away from scripted interactions to more genuine connections can increase engagement and build stronger relationships.
  • It’s crucial for sales leaders to know how leads are generated and nurtured by marketing. This knowledge can help in effectively leveraging these leads and improving conversion rates.
  • Encourage creative and out-of-the-box solutions to sales challenges. Utilizing personalized video messages is one such recommendation for differentiating and humanizing the sales process.
  • Sales leaders should ensure their team understands the origin and quality of leads. This includes the path leads take from marketing efforts to sales opportunities.
  • Sales professionals should learn about marketing strategies and tools. This includes gaining insights into how marketing automation and CRM systems can support sales goals.


Quote of the Show:

  • “We have to have the same goals.” - Casey Cheshire


Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

21 Aug 2023Leading The Right Way - John Boucher - Coach2Scale - Episode # 00300:41:18

Today’s guest loves growing early-stage B2B software companies. He’s helped multiple companies get acquired by partners like Salesforce and Concentrix. John Boucher is the Operating Partner at Stage 2 Capital and GTM Advisor for both Seismic Software and Virtualitics, Inc. John joins Host Matt Benelli to discuss the importance of investing in developing your team, doing the right things as a leader, and how to grow your sales coaching tree. 


Takeaways:

  • Building a great team starts with finding the best people for the role and then helping them to become better at it. While lots of resources are poured into talent searches, it’s crucial that there is considerable budget for developing that talent once hired.
  • Money spent on training employees to be more productive and effective must be seen as an investment. A critical factor in ensuring the return on that investment is holding people accountable and making sure that field managers implement the training.
  • To get the necessary resources to implement effective coaching, company leadership must believe that it's worth it for salespeople to take time out of the field to receive training and coaching. 
  • By hiring great people, you will build a team that wants to be even better and you need to give them the opportunity to become better at their craft. In a sales organization, the individuals on your team want to be better than each other and the competition.
  • Many studies have shown that people stay at companies because of the people they work for and the way they are treated by their employers. Retention rises when people feel that they are growing professionally, respected, treated fairly, being given an opportunity, which all come the individual leader that is helping them.
  • A major reason for why performance reviews feel awkward is that the manager is not giving the sales rep regular feedback on a consistent basis. Regular performance reviews is vital to driving long-term results within your team.
  • As a leader it is critical to always do the right thing even when no one’s around and even when it’s difficult. Your team will learn to develop the same habits and judgements as you, thereby passing along the knowledge of what the right thing is to do. 


Quote of the Show:

  • “This is a people business. Selling software is people.” - John Boucher


Links:


Shout Outs:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


02 Jul 2024The Missing Ingredient in GTM Success - Colum Lundt - Coach2Scale - Episode # 04600:42:59

In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients.

 

Takeaways: 


~ Invest in Manager Training: Ensure managers are trained to pull through training to ensure it's applied and that employees are learning from each other. Consider the significant impact of managers on employee performance and the need for intentional management, especially in remote work environments.


~ Focus on One-on-One Meetings: Treat one-on-one meetings with team members as sacred. These meetings are crucial for building relationships, providing specific feedback, and addressing both effort and effectiveness. Don't blow off these meetings; treat them with the same importance as meetings with key prospects or clients.


~ Prioritize Coaching over Managing: Understand the difference between managing (supervising effort) and coaching (enhancing effectiveness). Managers should focus on pinpointing where employees struggle and helping them develop the skills needed to overcome these challenges.


~ Leverage Data for Coaching: Use data to determine exactly where employees are struggling and why. Combining structured coaching with specific feedback based on data-driven insights can significantly improve team performance.


~ Build a Recruiting Pipeline: Treat the hiring process like closing a million-dollar deal. Always build a pipeline of candidates, even when not actively hiring, to ensure you can quickly find the right talent when needed. Active listening and great questioning are key in the hiring process.

Set and Maintain Cultural Values: Emphasize and model company cultural values in your leadership practices. Highlight and reward behaviors that align with these values to reinforce them across the organization.


~ Utilize AI as a Support Tool: Use AI and machine learning to assist managers by providing data-driven insights and recommendations. AI can help managers focus on key issues and spend their time more effectively, allowing for more precise and impactful coaching.

Quote of the Show:

  • “if you really want to instill the right culture, you would treat that one on one as sacred”


Links:


Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster 

04 Mar 2025Avoiding Sales Leadership Landmines with Kevin Gaither | Coach2Scale Episode #8101:08:58

Sales leadership is full of hidden pitfalls that can derail even the most experienced managers. In this episode, Kevin Gaither—former ZipRecruiter sales leader, CRO of Inside Sales Expert, and author of It Happened on the Sales Floor—pulls back the curtain on the most common mistakes sales managers make. He challenges the myth that you can be friends with your reps, shares the six must-have traits for every sales hire, and explains why most coaching efforts fall flat. If you’re a CRO or frontline sales leader, this conversation will change how you think about hiring, coaching, and managing your team.


Kevin’s straight-shooting approach delivers hard-earned lessons from building and scaling high-growth sales teams. We cover why many first-time managers fail, how to identify coachable reps, and the key to developing a sales culture that breeds success. Whether you’re struggling with underperforming reps, overwhelmed managers, or a lack of accountability, this episode offers actionable strategies to avoid costly leadership missteps and build a team that consistently wins.


Top Takeaways:

  • You Can’t Be Friends with Your Sales Reps – Building personal friendships with your team creates favoritism risks, weakens accountability, and can backfire when tough decisions need to be made.
  • Hire for Six Non-Negotiable Traits – Every great sales hire must have need for achievement, competitiveness, optimism, coachability, continual learning, and organizational skills—if they’re missing even one, don’t hire them.
  • Coaching Is More Than Just Deal Reviews – Most managers only coach around pipeline and forecasting, but real coaching focuses on skill development and long-term rep growth.
  • First-Time Managers Fail Without Proper Training – Many sales leaders assume they can manage just because they were top reps, but without structured training, they struggle to develop their teams effectively.
  • A Strong Hiring Process Is the #1 Predictor of Sales Success – The best sales strategy in the world won’t work if you put the wrong people in the seats—hiring is the most critical leadership skill.
  • Reps Don’t Change Just Because You Want Them To – Without consistent coaching, accountability, and reinforcement, reps will default to old habits, no matter how much you tell them to improve.
  • Perception Is Reality in Sales Leadership – Even if you treat your team fairly, if others perceive favoritism or inconsistency, it will erode trust and team cohesion.
  • Managers Need a Playbook, Not Just Experience – Experienced managers still need structure and frameworks to be effective; winging it leads to inconsistent coaching and missed opportunities for rep development.


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

07 May 2024Don’t Sell It Alone - Doug May - Coach2Scale - Episode # 03801:04:16

Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.


Takeaways:

  • Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a more rapid pace than if they tried to do everything themselves.
  • ​​Strive to create an environment where asking for help and collaboration is normal and rewarded, dismantling the myth that individual effort alone leads to extra rewards.
  • Coachability is the most pivotal trait to look for when hiring sales professionals. Seek out and nurture this quality. Look for examples of coachability from candidates that transcend industries and can significantly boost performance.
  • Continuous learning and personal growth are cornerstones for sustaining success in the evolving tech landscape. Sales leaders should encourage and advocate for their team's development. Sellers should also look for ways to improve themselves independently.
  • Timely, constructive feedback is a growth catalyst. Effective feedback, rooted in genuine care and specific examples, is potent in accelerating growth and improvement.
  • Foster a culture of recognition. Recognizing and appreciating the entire team's contribution to success is a crucial leadership behavior to inspire loyalty and foster an environment of mutual respect and achievement.
  • Encouraging self-assessment and openness to feedback among team members can cultivate a culture of continuous improvement and adaptability.


Quote of the Show:

  • “You don't get paid extra to do it all by yourself” - Doug May


Links:


Shoutouts: 


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

30 Jan 2024Empowering The Modern Seller With AI - Ben Kennedy - Coach2Scale - Episode # 02400:55:51

Today’s guest has over 15 years of experience in strategic sales and leading sales teams focused on customer-first, long-term relationships. He has a passion for value-driven conversations and engagements, and a proven track record of driving SaaS growth and customer satisfaction. He brings s a global perspective from working and living in different countries and cultures, such as Argentina, Spain, Mexico and Costa Rica. Ben Kennedy is the Sales Director at Alation! Ben joins Host Matt Benelli to discuss how to maximize the productivity of a sales team, why more sellers does not equal more sales, and where generative AI can help both sellers and customers.


Takeaways:

  • Instead of increasing the number of sellers, companies should focus more on the quality of the sales force, and the suitability of their product or service to the customer profile. 
  • Sales leaders, especially the CRO, have a responsibility to work with the CFO and CEO to avoid them from pressuring the sales organization to overhire based on a flawed mindset. Overhiring can lead to a number of problems including the dilution of the culture.
  • AI tools can help sales professionals not only increase their efficiency but also their effectiveness. They can significantly improve outreach efforts with hyper-personalization and provide valuable support in customer relationship management. 
  •  In today's fast-evolving sales landscape, sales leaders should remain open to learning new strategies and adapting to changing dynamics, such as AI. This requires leaders to be curious, humble, and willing to evolve constantly.
  • Even in the post-COVID era, in-person marketing activities can significantly help teams differentiate themselves and provide the customer with a personalized experience. 
  • Stay hungry and never stop learning!
  • Understand the individual motivations behind every person on your sales team and make sure they can get closer to their goals by getting closer to the team goal.


Quote of the Show:

  • “The best leaders sales or are continuously evolving and continuously learning.” - Ben Kennedy


Links:


Shoutouts: 


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


14 Jan 2025Building Cohesive Global Sales Teams with Jim Gannon - Coach2Scale Episode #7400:54:00

What if sales success wasn’t just about the money? Join us as we challenge this age-old myth with insights from Jim Gannon, SVP of Sales at Sysdig. Discover how autonomy, competition, and a genuine drive to impact the business play pivotal roles in achieving sales excellence. Jim reveals why curiosity and the willingness to learn from peers set top performers apart, shedding light on the motivations that propel seasoned pros and ambitious newcomers alike.

The episode further unpacks the essence of team dynamics with a spotlight on recognition and accountability. By celebrating the collective efforts of everyone from sales engineers to onboarding teams, we uncover how fostering an inclusive culture strengthens team cohesion. Jim dives into the balancing act leaders face in maintaining a positive yet accountable environment, emphasizing the critical role of enablement and data-driven insights in recognizing high-performing teams.

Leadership and mindset take center stage as Jim shares his experiences leading in Japan, offering valuable lessons on cultural awareness and scalable processes. Explore how a winning attitude, even against fierce competition, can be nurtured within sales teams. From strategies for private companies to tales of overcoming odds in the sports world, this conversation is your playbook for elevating sales performance and leadership prowess. Don't miss Jim's engaging stories and practical advice that promise to inspire and transform.

Chapters:
(00:00) Busting Sales Myths With Jim Gannon
(12:08) Fostering Team Recognition and Accountability
(19:05) Enhancing Sales Enablement Through Accountability
(28:01) Building a Winning Mindset in Sales
(33:51) Enhancing Customer Success in Sales
(38:55) Casting a Leadership Shadow
(42:53) Cultural Awareness and Training Stories

Takeaways:

  1. Sales Motivation Beyond Money: Jim Gannon challenges the common myth that salespeople are primarily driven by monetary incentives. He emphasizes that autonomy, competition, and the desire to impact the business are key motivators. Understanding these can help CROs better tailor their leadership and incentive structures.
  2. Curiosity as a Differentiator: Top-performing salespeople often exhibit a strong sense of curiosity and a willingness to learn. CROs should foster an environment that encourages intellectual engagement and peer learning to enhance team performance.
  3. Recognition and Accountability: Building a cohesive sales team involves recognizing contributions from all team members, not just those who close deals. CROs should focus on fostering a culture of inclusivity and accountability, which aligns with company values and encourages collective success.
  4. Sales Enablement and Data-Driven Coaching: Effective sales enablement requires moving beyond content overload to live training sessions and leveraging tools like Gong for data-driven coaching. CROs should ensure their teams have access to insights that can improve performance and identify areas for development.
  5. Building a Winning Mindset: In challenging market conditions, CROs should inspire their teams by sharing stories of underdogs who have succeeded against the odds. This helps instill confidence and drive, encouraging teams to execute the basics with excellence.
  6. Cultural Awareness in Global Leadership: For CROs overseeing international teams, understanding cultural nuances is crucial. Jim's experiences in Japan highlight the importance of cultural sensitivity and the concept of a "leadership shadow" in global contexts.
  7. Leveraging Competitive Spirit: Salespeople who thrive often enjoy the challenge of competing against larger, better-branded competitors. CROs can harness this competitive spirit by encouraging strategies that focus on differentiation and value delivery.
  8. Balancing Inspirational Leadership with Accountability: Jim emphasizes the need for CROs to balance inspirational leadership with creating a culture of accountability. This involves setting high standards while motivating teams to achieve them through clear, consistent expectations and support.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

05 Sep 2023Coaching Sales like Soccer - Sarah Kiley - Coach2Scale - Episode # 00500:45:20

This guest is an extremely hardworking, strategic, and thoughtful leader with a wealth of experience in the SaaS sales world to draw from. Sarah Kiley is the Senior Vice President of Sales at SchoolStatus. Sarah Joins Host Matt Benelli to discuss how to establish a coaching culture, the importance of practice, and when to give feedback to your sales team.


Takeaways:

  • Laying out a set of values for your sales organization to live by is only part of building a culture. The other, more important facet is for those in leadership to embody those values and follow them every day.
  • The way to drive sales velocity and help your team hit quota in a scalable way, is not to try and close all of their deals for them, rather you should make sure your team members have the fundamental skills needed to close those deals on their own. 
  • In sports, great coaches do the majority of their coaching in practice, not during a game. When applying this same methodology to sales, you should do the majority of your coaching while roleplaying with reps, not during a meeting with a prospect.
  • When building a culture as a leader, you need to be intentional and transparent in your methods and approach. You need to have buy-in and input from your team while building the culture.
  • Provide opportunities for your team members to invest in themselves and improve their skills. For example, Oracle offered “toastmaster”-style lunches for employees which allowed them to get more comfortable speaking to large audiences.
  • Debrief consistently with your team. No matter how a call goes, establish a cadence of providing feedback and discussing future improvements with your team. 


Quote of the Show:

  • “I really want the folks that come to my sales organization every day to be energized, to be inspired, and to feel like this is a place they want to be.” - Sarah Kiley


Links:


Shout Outs:

  • Ted Bereswill
  • Len Napolitano
  • Legacy - https://coach2scale.transistor.fm/episodes/coaching-sales-like-soccer-sarah-kiley-coach2scale-episode-005


Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


16 Apr 2024No Silver Bullets - Dan Walsh - Coach2Scale - Episode # 03500:57:31

Today’s guest is a serially successful human being who has founded multiple successful organizations. Dan Walsh is a Partner at Oakwolf Group and a Co-Founder of Team IMPACT. Dan joins Host Matt Benelli to discuss the importance of using rubrics and frameworks, recruiting and selecting the right people for the right role, why sales leaders should always be recruiting, the impact of personal responsibility and goal setting, and making sure you have a culture that allows a sales manager to be successful.


 

Takeaways:

  • Sales professionals should embrace the entrepreneurial mindset, acting as CEOs of their own territories, which involves ownership, risk-taking, and a strong belief in personal control over their success.
  • The notion that entrepreneurship is reserved for a 'special breed' is a myth. Entrepreneurship is accessible to all, highlighting the importance of passion, resilience, and willingness to accept risks as key differentiators.
  • Success in sales, like in entrepreneurship, relies heavily on self-belief and the conviction that personal actions dictate outcomes, reinforcing the idea of personal accountability and responsibility.
  • Emphasize the need for continuous self-development, goal setting, and utilizing feedback effectively to enhance skills and performance with your sales team.
  • The significance of recruiting the right talents, continuously improving the recruitment process, and ensuring the team's alignment with organizational values and goals.
  • The critical role of asking the right questions as a leader to guide and motivate team members, rather than dictating actions. This approach enables team members to self-reflect and take ownership of their growth and results.

Quote of the Show:

  • “ I just worked harder and made more mistakes than everybody else to figure out what works.” - Dan Walsh

Links:


Shoutouts: 

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


07 Jan 2025Authenticity in Coaching: Insights from Chris Michelmore from Zoom - Coach2Scale Episode #7300:47:25

What if the secret to exceptional coaching lies not in having all the answers, but in embracing authenticity and vulnerability? Join us as we chat with Chris Michelmore, the head of mid-market acquisition at Zoom, who brings his unique perspective on coaching both athletes and salespeople. Chris challenges the notion that great coaches must be the best performers, instead highlighting the power of meeting individuals where they are and guiding them toward their goals. Through compelling anecdotes, Chris underscores the significance of building trust and genuine connections, paving the way for both personal and team success.

Our conversation hits effective coaching techniques, contrasting the "peanut butter coaching" approach with more personalized methods. Chris advocates for tailored strategies that align with individual and collective aspirations, emphasizing that true improvement requires more than a one-size-fits-all mindset. By understanding the diverse needs of team members, coaches can foster an environment where each person thrives, creating a balanced dynamic that enhances performance across the board. The discussion also touches on the delicate balance of emotional investment, highlighting the pitfalls of overcoaching and the importance of wisely allocating resources.


Chris's insights extend to the importance of feedback and communication, sharing lessons learned from both positive and negative coaching experiences. Through personal stories, he illustrates how bad coaching can be as instructive as good coaching, contributing to a coach's growth and adaptability. With nods to renowned coaches like Michael Phelps' coach, Bob Bowman, and Bill Walsh, Chris emphasizes the value of focusing on process and community over outcomes. This episode promises to enrich your understanding of coaching, leaving you with actionable insights to apply within your own teams.

Chapters:
(00:00) Coaching Salespeople With Authenticity
(09:32) Effective Coaching Techniques and Strategies
(22:23) The Pitfalls of Overcoaching
(26:34) Building Trust and Effective Communication
(34:09) Unveiling Coaching Potential and Pitfalls

Takeaways:

  1. Embrace Authenticity and Vulnerability: Chris emphasizes the importance of authenticity in coaching. CROs should not feel pressured to have all the answers or be the best in the room. Instead, being genuine and vulnerable can foster stronger relationships and build trust within the team.
  2. Personalized Coaching Over One-Size-Fits-All: Tailoring coaching strategies to meet individual team members where they are is crucial. Personalized coaching that aligns with individual aspirations helps bridge the gap between where they are and where they want to be, driving better buy-in and improvement.
  3. Balance Team and Personal Goals: Effective coaching involves balancing team-wide objectives with individual goals. This ensures that both the collective and personal aspirations are met, enhancing overall performance and team cohesion.
  4. Allocate Emotional Capital Wisely: Emotional resources are finite, and CROs must allocate them wisely. Overinvesting in individuals who do not reciprocate the effort can lead to burnout. Focus on empowering those who show genuine drive and willingness to succeed.
  5. Learn from All Coaching Experiences: Both positive and negative coaching experiences offer valuable lessons. Even controversial coaches can provide insights into different methodologies that may be effective. CROs should maintain a growth mindset and continuously learn from various coaching styles.
  6. Focus on Process Over Outcomes: Inspired by renowned coaches like Bob Bowman and Bill Walsh, Chris advocates for focusing on the process and community rather than solely on outcomes. By improving processes, the desired results will naturally follow.
  7. Encourage Feedback and Build Trust: Creating an environment where team members feel comfortable providing feedback is vital. Acting on this feedback helps build reliability and trust, essential components for a successful coaching culture.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

22 Oct 2024Don’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 6200:37:37

Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organization, the episode provides practical advice on being solution-oriented and proactive. Steve emphasizes the vital role of authenticity, empathy, and individualized communication in leadership. The two also explore the transformative potential of AI in sales, illustrating how technology can enhance efficiency and effectiveness.

 

Takeaways:

  • Start taking on the responsibilities of the job you want before it becomes available. This demonstrates your capability and preparedness for the next role.
  • Be the same person at work as you are at home. Authenticity fosters trust and stronger relationships with your team.
  • Recognize the individuality of each team member and tailor your coaching to fit their unique needs and stages in their careers.
  • Encourage team members to take the lead on projects and responsibilities. This not only empowers them but also prepares them for future leadership roles.
  • Be constructively discontent. Recognize issues in the organization but always frame them with solutions that align with overall company goals.
  • Always bring a point of view and a solution when presenting issues to upper management. This helps in being seen as a problem-solver rather than a complainer.
  • Seek mentors who have your best interests at heart and can offer unbiased advice.

Quote of the Show:

  • “Nothing's going to happen for you in this corporate world just because you think you deserve it. You got to get up every day, you got to work hard, you got to prove it.” - Steve Boss

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

29 Aug 2023The Art & Science of Coaching - Shahid Nizami - Coach2Scale - Episode # 00400:39:50

Today’s guest is a senior sales leader with a passion for embracing and cultivating budding leaders. He has spent decades helping both SMBs and massive enterprises to grow. Shahid Nizami is a Thinkfluencer for Tigerhall, a Certified Coach, and a Member of the International Coaching Federation. Shahid and Host Matt Benelli discuss the importance of asking rather than telling, how to empower sales teams to grow, and the pivotal role effective feedback has in fostering continuous improvement.


Takeaways:

  • During the interview process, assess whether candidates are coachable by gauging their willingness to adapt, learn, and accept feedback. Look for their growth mindset and openness to improvement.
  • Transition from being a hands-on manager to a coach by focusing on asking questions rather than providing answers. Encourage your team to think critically, solve problems independently, and take ownership of their growth.
  • Allow your team to make mistakes and view failures as learning opportunities. Create an environment where reps feel safe to take risks, knowing that they can learn from their experiences.
  • Regularly conduct debrief sessions after sales calls to help reps analyze their performance. Ask guiding questions that encourage self-assessment and critical thinking, fostering continuous improvement.
  • Consistently follow up on coaching principles to ensure that reps are integrating them into their sales process. This reinforcement helps develop desired behaviors and reinforces growth-oriented practices.
  • Demonstrate your commitment to growth by continuously learning and developing yourself. Seek out opportunities for personal development, such as training courses or new hobbies, to inspire your team.
  • Cultivate curiosity as a coaching tool. Encourage your team to explore the "why" behind their actions, decisions, and strategies, fostering deeper understanding and critical thinking.


Quote of the Show:

  • “Coaching is a win-win tool for any company.” - Shahid Nizami


Links:


Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


14 Nov 2023Unlocking Long-Term Sales Success - Ben Johnson - Coach2Scale - Episode # 01500:56:42

Today’s guest has worked in sales for over a decade at leading technology companies such as Workday and Oracle prior to landing his current role. Ben Johnson is the Area Vice President of Mid-Market and Public Sector at Zendesk and a Cross-Fit Coach. Ben joins Host Matt Benelli to share the role of managers in a Performance Improvement Plan, why leaders should value deeds over words, and how to develop employees for long-term success.


Takeaways:

  • While quarterly performance is important, it is not the only thing that matters when developing a sales rep for long-term success.  
  • Throughout a Performance Improvement Plan (PIP), the manager’s role is to help guide the employee successfully through the PIP process. Managers should find out how the employee plans on completing it and help them in their efforts.
  • It’s vital to understand what drives each of your team members. Make sure to ask them questions to uncover their motivations, such as “what gets you out of bed in the morning” or “what do you do when you’re not selling?” Find out their long-term goals and help them achieve those goals by setting them up for success.
  • The drive to constantly learn and develop personally is a critical factor for success in any profession, especially for those in sales. Everyone in a sales organization should be ‘sharpening their swords’ by continually refining their skills and expanding their knowledge. 
  • The idea of “Deeds, not Words” is based on a manager assessing their team members on what actions they take and not what they say they will do. If the manager doesn't see actions being taken, there will be a candid conversation over the team member’s future employment.
  • Key elements for building a strong culture within your sales team include having a common language, following a consistent process, meeting to prepare prior to calls and meetings, and conducting reviews post-meetings. 
  • It’s important to get the bad news early. Emphasize transparency and promote early communication of issues or setbacks amongst your team. Once the problem is found, it should be communicated immediately to make sure there is time to act and fix it.


Quote of the Show:

  • “To be, it’s up to me” - Ben Johnson


Connect with Ben:


Shoutouts: 


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

05 Nov 2024Consistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 6400:33:57

In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influential experiences and favorite coaching philosophies from Vince Lombardi. 

 

Takeaways:

  • Ensure that even your most experienced reps receive consistent coaching. Coaching should be part of the regular routine, helping them to continually evolve and improve.
  • Implement a structured one-on-one meeting framework that includes consistent questions like "What did you do differently this week?" and covers key aspects like forecast, key deals, pipeline, and help needed.
  • Dedicate the last one-on-one of each month to discussing personal development, career aspirations, and any struggles. Keep this separate from business discussions to humanize the interaction.
  • Encourage your team to act quickly and not delay responses or actions. Immediate responses, even on weekends or nights, can make a significant difference in client relationships and deal success.
  • Hire and promote individuals who demonstrate curiosity and problem-solving skills. These traits are essential for tackling both internal and external challenges.
  • Create a competitive yet collaborative environment where team members are held accountable.
  • Break down complex processes into simple, clear elements. This makes them easier to follow and ensure everyone is on the same page, similar to Vince Lombardi's approach.

Quote of the Show:

  • “A play doesn't run really well unless everybody's on the same page and there's a leader who's demanding excellence at all time.” - Pat Deskin

Links:

Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

13 Feb 2024Leading From The Front - Lori Harmon - Coach2Scale - Episode # 02601:11:37

Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team. Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability within an organization, and whether great salespeople are born or built.


Takeaways:

  • Good salespeople are not just born, provided they are willing to do the work, they can be developed through training and coaching. While certain qualities and characteristics may make someone more naturally inclined to be a seller, it doesn't guarantee success. 
  • Hiring salespeople based on gut feelings alone is not recommended. It's important to have a very structured hiring framework to ensure you're getting the right talent.
  • An important part of leading from the front is not asking your team to do anything that you wouldn’t be willing to do. This allows you to better understand the challenges faced by the team and enables you to provide better guidance and support. 
  • Leaders need to create an environment where individuals are encouraged to own their career paths. This should involve proactive planning, seeking out relevant experience, requesting constructive feedback, and capitalizing on opportunities for advancement.
  • Develop a Personal Board of Directors. Having a team of mentors and advisors can significantly boost an individual's career growth. Leaders should encourage their teams to build their personal board of directors to guide them in their professional development.
  • The fast-paced world of tech sales requires constant skill development. Teams should be provided with continuous training opportunities, which will not only add value to their roles but also aid their personal and professional growth.
  • Relationships are crucial both in sales and your career. Encourage your team to build robust relationships with clients, prospects, and colleagues. Strong relationships lead to better customer retention, more referrals, and a more collaborative workplace.


Quote of the Show:

  • “It's huge that you own your career because who else is going to own it?” - Lori Harmon


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


25 Feb 2025Diagnosing and Fixing Hidden Growth Barriers with Bob Tharp | Coach2Scale Episode #8000:52:46

Most sales leaders focus on hitting their numbers, but few take the time to diagnose why their teams struggle in the first place. In this episode, Bob Tharp, a seasoned sales leader with 35+ years in complex solution sales, reveals the hidden obstacles that stall revenue growth and how CROs can fix them. From controlling the controllables to holding reps accountable without micromanaging, Bob shares a practical, no-nonsense approach to building a high-performing sales organization.

Join host Matt Benelli as he and Bob dive into the biggest coaching mistakes sales leaders make, why most 1:1s fail to drive real improvement, and how AI-driven coaching can transform frontline managers into true performance multipliers. If you’re tired of surface-level sales advice and want real strategies to improve your team’s execution, this episode is a must-listen.

Top Takeaways:

  • Sales success starts with diagnosing the real issues, not just chasing numbers. Many organizations focus on revenue targets without addressing the root causes of underperformance, leading to recurring problems.
  • Sales coaching must be holistic, considering both macro and micro factors. Effective coaching looks beyond individual rep performance to evaluate how company strategy, sales processes, and cross-functional alignment impact results.
  • Control the controllables—great salespeople take ownership of their success. Reps can’t always change their environment, but they can control their mindset, activity level, and how they adapt to challenges.
  • Most managers struggle with accountability because they avoid tough conversations. Leaders often delay difficult discussions, leading to prolonged underperformance and a culture of low expectations.
  • One-on-ones should focus on skill development, not just deal reviews. Many sales managers default to discussing pipeline, but the most impactful 1:1s prioritize coaching reps on behaviors that drive long-term success.
  • Emotional intelligence is critical for coaching and leadership. Effective leaders read the room, de-escalate tense conversations, and guide reps to self-discovery rather than dictating solutions.
  • AI-powered sales tools are valuable, but human coaching is irreplaceable. Platforms like Gong and SixSense provide insights, but without human judgment and structured coaching, they’re just another dataset.
  • Top performers create their own opportunities instead of relying on inbound demand. Great sales reps don’t just wait for leads; they proactively diagnose customer pain points and create demand through consultative selling.
  • Sales leaders must stop thinking like super reps and start thinking like business owners. Instead of jumping in to save deals, effective managers build systems that develop reps and create scalable, repeatable success.
  • Consistency in coaching is the key to sustainable growth. Sporadic coaching sessions don’t drive behavior change—regular, structured coaching ensures reps continuously improve and hit their targets.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

01 Apr 2025Stop Telling, Start Coaching with Mike Montague | Coach2Scale Episode #8500:52:55

Matt Benelli sits down with Mike Montague, sales and marketing expert at Avenue9 and host of the Human-First AI Marketing podcast, for a candid conversation about what sales managers are still getting wrong about coaching. From the myth that leaders need to have all the answers to the burnout caused by "super reps" turned managers, Mike breaks down why most 1:1s fail and how asking better questions can flip the script on team performance. If you're still equating pipeline reviews with coaching, this one’s for you.


They also unpack the critical gap between coaching and execution and why online learning and conversation intelligence tools fall short without behavior change. Mike shares his "Iron Man vs. Terminator" analogy to help sales leaders reframe their use of AI and makes the case for exposure therapy and tough love as the missing ingredients in most sales organizations. Whether you’re trying to scale performance or stop regrettable attrition, this episode gives frontline and senior leaders a roadmap for more effective, accountable teams.

Top Takeaways:

  • Coaching is about asking questions, not giving answers. Managers who try to “know it all” become bottlenecks; real coaching empowers reps to think for themselves.
  • The best leaders make themselves irrelevant. Like elite sports coaches, great sales leaders build systems and skills so teams can operate independently.
  • AI won’t replace salespeople, but it will replace those who don’t use it. Sales leaders need to think like Ironman, using AI as an enhancement tool to increase awareness and execution, not as a replacement for human strategy.
  • The frontline sales manager (FLM) role is the hardest in the company. FLMs are overwhelmed by tasks, undertrained in coaching, and lack the time or tools to develop their teams effectively.
  • Selling someone what they need and can afford isn’t cheating—it’s your job. Sales should focus on qualified buyers with budget, authority, and urgency, not on convincing disinterested prospects.
  • Coaching fails when it focuses only on deals, not skills. Most coaching sessions are just pipeline reviews; they don’t address the behaviors that improve performance in the long term.
  • Exposure therapy is essential for growth. Managers need more reps, not more theory, to improve at hard conversations or high-stakes moments.
  • Online learning is helpful but only if it’s paired with feedback and behavior change. Asynchronous learning tools often reinforce what reps already know; without coaching moments, they don’t close performance gaps.
  • Managers who need approval frequently avoid necessary conversations. Leadership requires discomfort, and effective managers must overcome the urge to be liked to hold reps accountable.
  • Coaching is different from managing—and most people don’t know how to do it. There's a widespread misunderstanding of coaching; most FLMs were never taught how to develop others, and it shows.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

05 Jan 2024What We Learned From Sales Leaders In 2023 - Coach2Scale - Episode #02000:28:39

This special episode is a compilation of what we’ve learned over the first 20 episodes in 2023. You'll hear from each of the guests who were featured on the show last year, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture.


Episodes Mentioned: 

  • Sean Harvey: https://coach2scale.transistor.fm/episodes/empowering-your-team-s-professional-growth-sean-harvey-coach2scale-episode-001
  • Brian Caulfield: https://coach2scale.transistor.fm/episodes/the-abc-s-of-developing-your-sales-team-brian-caulfield-coach2scale-episode-002
  • John Boucher: https://coach2scale.transistor.fm/episodes/leading-the-right-way-john-boucher-coach2scale-episode-003
  • Shahid Nizami: https://coach2scale.transistor.fm/episodes/the-art-science-of-coaching-shahid-nizami-coach2scale-episode-004
  • Sarah Kiley: https://coach2scale.transistor.fm/episodes/coaching-sales-like-soccer-sarah-kiley-coach2scale-episode-005
  • Bill Bagshaw: https://coach2scale.transistor.fm/episodes/servant-leadership-in-saas-sales-william-bagshaw-coach2scale-episode-006
  • Sarah Milby: https://coach2scale.transistor.fm/episodes/feeding-your-eagles-sarah-milby-coach2scale-episode-007
  • Jeff Perry: https://coach2scale.transistor.fm/episodes/leaning-into-who-you-are-jeff-perry-coach2scale-episode-008
  • Amy Appleyard: https://coach2scale.transistor.fm/episodes/coaching-the-whole-salesperson-amy-appleyard-coach2scale-episode-009
  • Jon Feldman: https://coach2scale.transistor.fm/episodes/the-4-pillars-of-hiring-great-reps-jon-feldman-coach2scale-episode-010
  • Pat Galvin: https://coach2scale.transistor.fm/episodes/manage-for-the-career-not-the-quarter-patrick-galvin-coach2scale-episode-011
  • Victoria Abeling: https://coach2scale.transistor.fm/episodes/the-right-cadence-for-coaching-victoria-abeling-coach2scale-episode-112
  • Dave Phillips: https://coach2scale.transistor.fm/episodes/nature-vs-nurture-in-sales-dave-phillips-coach2scale-episode-013
  • Josh Allen: https://coach2scale.transistor.fm/episodes/motivating-your-sales-team-josh-allen-coach2scale-episode-014
  • Ben Johnson: https://coach2scale.transistor.fm/episodes/unlocking-long-term-sales-success-ben-johnson-coach2scale-episode-015
  • Tom Schodorf: https://coach2scale.transistor.fm/episodes/understanding-your-sales-team-tom-schodorf-coach2scale-episode-016
  • Blair Tolbard: https://coach2scale.transistor.fm/episodes/lead-by-listening-laughing-blair-tolbard-coach2scale-episode-017
  • Sean Harmon: https://coach2scale.transistor.fm/episodes/four-characteristics-to-hire-for-sean-harmon-coach2scale-episode-018
  • Rachel Pacheco: https://coach2scale.transistor.fm/episodes/help-your-sales-team-find-meaning-rachel-pacheco-coach2scale-episode-019


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


25 Jun 2024Leading in Uncertain Times - Alix Douglas - Coach2Scale - Episode # 04500:49:20

In this episode of Coach2Scale host Matt welcomes Alix Douglas, Group Vice President, Partner Solutions at ServiceNow. Alex shares her extensive leadership experience from tenures at Microsoft, Oracle, and Salesforce. Debunking the myth of fear-based leadership, Alex discusses why long-term performance requires inspiration and purpose rather than fear and pressure. Highlighting the psychological and physical effects of fear-driven environments, she emphasizes the importance of leading with conviction, mission, and accountability. Alex also explores the unique challenges in tech sales, the critical role of vulnerability, and how to maintain psychological safety among teams during uncertain times.
 
Takeaways: 

~ Lead with Inspiration, Not Fear: Great leadership isn't about instilling fear but inspiring your team. Understanding and mitigating the effects of fear can help you build a more productive and resilient team.

~ Promote Psychological Safety: Create an environment where your team feels safe to express themselves and take risks without fear of retribution. This leads to greater innovation and more honest communication.

~ Be Vulnerable and Authentic: Showing your own vulnerability helps build trust and encourages your team to be more open about their challenges. Admitting mistakes openly and demonstrating how to address them can inspire similar behavior in your team.

~ Understand and Support Individual Motivations**: Know what inspires each team member and what their fears are. This personal connection allows you to better support and motivate them effectively.

~ Provide Clear Direction During Uncertainty: During volatile times, keep your team grounded by focusing on the fundamentals and maintaining transparency about what you know and don't know. Provide daily touchpoints to address concerns and keep everyone aligned.

~ Model Desired Behaviors: Whether it’s being transparent about your values or demonstrating how to balance work and life, modeling the behavior you wish to see in your team is crucial for setting the standard.

~ Champion Diversity: Promote inclusive practices like supporting women returning from maternity leave with leadership opportunities. This demonstrates your commitment to diversity and inclusion, boosting morale and setting your organization apart as a rewarding place to work.

Quote of the Show:
“Leadership has to come from a place of nurturing and care, to ultimately guide a team towards its full potential.”

Links:
LinkedIn: https://www.linkedin.com/in/alix-douglas-9221155/ 
Website: https://www.servicenow.com/ 

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
YouTube: https://www.youtube.com/@Coach2Scale 


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

06 Aug 2024Transparency In Action - Charlie Kennedy - Coach2Scale - Episode # 05100:52:35

In this episode, host Matt sit down with Charlie Kennedy, a renowned sales leader from the UK, to discuss his transparent and authentic approach to leadership. Charlie shares his insights on the three essential elements for thriving in a decentralized command structure: resourcefulness, resilience, and empowerment. He debunks the myth of the lone wolf salesperson, emphasizing that sales is a collaborative team effort. Charlie also dives into the challenges and opportunities of leading and selling in a post-COVID world, the importance of honest and transparent leadership, and the effectiveness of empowering team members.  


Takeaways: 


~Foster Resourcefulness: Encourage your team to be naturally curious and to do their homework. This means empowering them to understand the market, the customers, and the pain points before even the first call. Credibility is built through knowledge and preparation.


~Build Resilience: Teach your team to handle rejection and adversity without taking it personally. Use rejection as a learning opportunity. Discuss failures openly in team meetings to normalize them and extract valuable lessons from them.


~Empower Your Team: Decentralize command by entrusting your team members to make decisions. Encourage them to come up with not just one, but multiple solutions to problems. This not only builds their confidence but also accelerates problem-solving within the organization.


~Transparent Leadership: Be open and honest about expectations, mandates, and missions. Employees are more likely to follow a leader who is authentic and straightforward. Build currency through honesty and integrity.


~Leverage Technology Thoughtfully: Structure your and your team's day in a meaningful way, using tools like Slack and Zoom wisely. Limit the 'tyranny of Zoom' by encouraging quick huddles and conversations that don’t necessarily need to be 30-minute meetings.


~Promote Work-Life Balance: Ensure that your team has a healthy balance between work and personal life. This can improve overall job satisfaction and productivity. Encourage activities outside of work that help individuals recharge.


~Cultivate a Learning Culture: Create an environment where both successes and failures are discussed openly. Celebrate wins, but also analyze losses to understand what went wrong. This way, everyone in your team learns and grows collectively.


Quote of the Show:

  • “you learn more from your failures than you do from your successes.” - Charlie Kennedy


Links:



Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


02 Apr 2024What We Learned From Sales Leaders In Q1 of 2024 - Coach2Scale - Episode # 03300:40:21

This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture.

 

Episodes Mentioned


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


23 Apr 2024Thinking Beyond The Numbers - Bill Ripol- Coach2Scale - Episode # 03600:51:26

Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams.

 

Takeaways:

  • True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial.
  • Be open to learning and evolving through aha moments, recognizing the importance of mental preparation and risk-taking in sales.
  • Develop a process-oriented approach. Emphasizing processes over products helps in adapting selling techniques across different divisions, fostering adaptability and a focus on strategy.
  • Distinguish between training (preparing for performance) and coaching (tweaking and improving performance), and understand where they intersect.
  • Encourage your team to practice visualization to prepare mentally for various sales scenarios, improving confidence and performance.
  • Seek candidates who've overcome challenges and have a history of success, indicating they possess the resilience necessary for long-term success in sales.
  • Build an environment where team members feel valued, supported, and motivated to contribute their best, leading by example and focusing on collective success over individual accolades.

Quote of the Show:

  • “If you think about the process and the different actions you have to take and the way you need to do it, which is nuanced in sales, then you're going to have success.” - Bill Ripol


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


27 Aug 2024AI - Your Replacement or Your Edge? - Ben Rey - Coach2Scale - Episode # 05400:48:39

In this episode of Coach2Scale, Matt welcomes Ben Ray, the Chief Revenue Officer at TeikaMetrics. Ben explores and debunks the myth that only one personality type is successful in sales, emphasizing the value of diverse skill sets and approaches. The conversation moves to changes in the sales profession post-pandemic, touching on the hybrid and remote work models, and their implications for team dynamics and client interactions. Ben shares his beliefs on personalized training, leveraging tools like DISC and Real Colors for effective team development. 

 

Takeaways: 


Personalize Your Approach: Leaders should focus on personalization in sales and coaching, going beyond just knowing names to providing relevant content and insights for each individual. It's not about the superficial details but about understanding the unique needs of each person and addressing them effectively.


Embrace Diversity in Sales Teams: Recognize that there is no single personality type that is successful in sales. Encourage a variety of personalities and backgrounds within your team to foster different strengths and approaches. This diversity will enhance the overall performance and problem-solving abilities of your team.


Adapt and Evolve Post-Pandemic Strategies: Post-pandemic, hybrid working models are here to stay. Leaders should be flexible and consider the unique needs of each role when determining remote versus in-person work. Some tasks are more efficiently completed remotely, while others benefit from in-person collaboration.


Leverage AI Tools: Use AI to streamline administrative tasks, enhance research, and improve communication. For example, using tools like ChatGPT to analyze call transcripts and identify potential leads can save time and improve efficiency. Those who adopt AI will have an edge over those who do not.


Enhance Accountability: Commit to a high do-to-say ratio—doing what you say you will do, by the time you said you would do it. This builds trust within the team and ensures that everyone is working towards common goals with reliability and consistency.


Promote Holistic Development: Encourage your team to balance all aspects of their lives. A team member performing well in personal life will likely perform better in their professional role. Support employees in pursuing therapy, personal development, and wellness programs if necessary.


Use Personality Assessments Effectively: Implement tools like Real Colors or DISC to understand your team's diverse personalities. Customize coaching and training methods based on these insights. For example, knowing who excels in specific parts of the sales process allows for targeted improvement and better results.


Quote of the Show:

  • “I think multiple types of people can be successful in sales, how they're wired might be different, but that is not a factor that would deter you from being successful.” - Ben Rey


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


26 Nov 2024Good to Great > Bad to Good - Ed Diller - Coach2Scale - Episode # 6700:43:57

In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communication, and the benefits of focusing on strengths. He also highlights the role of coaching in career progression and how leaders can foster engagement and avoid burnout in hybrid work environments.

 

Takeaways:

  • Ensure clear and concise communication, especially when working remotely. Utilize tools to mitigate grammatical errors and enhance the professionalism of communications.
  • Use virtual face-to-face meetings (via Zoom or similar platforms) to maintain human connection and engagement within the team. Promote informal interactions to build camaraderie.
  • Focus on being invited to higher-level discussions rather than bypassing immediate contacts. Build rapport and trust with initial points of contact before aiming for discussions with their superiors.
  • Address the need for work-life balance in a remote work environment to prevent burnout among team members.
  • Recommend that aspiring sales leaders read beyond typical sales books, exploring works that provide broader insights into leadership, strategy, and empathy.
  • Focus on modeling the behaviors and strategies you want to see in your team. Provide constructive feedback aligned with their career aspirations, not just their current roles.

Quote of the Show:

  • “Great salespeople don't just want a bigger paycheck for selling more. They want to take on more, they want to do more.” - Ed Diller

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


11 Mar 2025No Wasted Sales Calls: Data-Driven Selling with Paul Fannon | Coach2Scale Episode #8200:46:52

Too many sales teams operate on instinct, hoping charisma and hustle will carry them to quota. However, Paul Fannon, Global CRO at Bottom Line, views sales as a science. In this Coach to Scale episode, Paul explains why a structured, data-driven approach is the key to predictable success. He shares how top reps aren’t necessarily the most talented—they’re the most disciplined. You’ll hear why work ethic can’t be taught but can be uncovered, how sales leaders should adapt their coaching style to each individual, and why frontline managers need continuous development to succeed.


We also explore Paul’s philosophy on “no wasted sales calls” and how technology should serve sales teams, not distract them. Learn why getting a clear yes or no is better than living in the limbo of “maybe,” how to avoid the biggest coaching mistakes, and what separates high-performing sales organizations from those that struggle. If you’re a CRO or sales leader looking for practical insights on driving efficiency and effectiveness, this conversation is a must-listen.

Top Takeaways:

  • Sales is a Science, Not an Art – Success in sales isn’t about charisma; it’s about following a structured process, leveraging data, and executing consistently.
  • No Wasted Sales Calls – Every call should be targeted and strategic, ensuring reps engage with the right prospects at the right time to drive meaningful outcomes.
  • Work Ethic Can’t Be Taught, But It Can Be Uncovered – Some reps have the drive but don’t realize it; great leaders help bring it out through the right environment and expectations.
  • Frontline Managers Are the Key to Sales Success – Strong sales organizations don’t just develop reps; they invest in managers who can coach, hold teams accountable, and drive performance.
  • One Process, Many Coaching Styles – While sales organizations need a standardized process, managers must adapt their coaching approach to each individual’s motivations and learning style.
  • Consistency Beats Talent – The most successful sellers aren’t always the most naturally gifted; they’re the ones who show up every day, follow the process, and put in the work.
  • Data-Driven Selling Reduces Risk – Reps and managers who rely on gut instinct often struggle with inconsistency; using data ensures repeatable success and predictable pipeline growth.
  • Decisiveness Matters More Than "Maybe" – The worst outcome isn’t hearing “no,” it’s being stuck in limbo; great salespeople know how to get clear answers and move deals forward.
  • Technology Should Serve Sales, Not Distract From It – Sales tech should help reps focus on high-quality calls and pipeline movement, not overwhelm them with unnecessary complexity.
  • Coaching Should Go Beyond Deals – Many managers only focus on pipeline and forecasting, but real sales growth comes from coaching skills, behaviors, and long-term development.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

31 Oct 2023Nature Vs. Nurture in Sales - Dave Phillips - Coach2Scale - Episode # 01300:48:26

Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today.


Takeaways:

  • Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills can be taught and developed and that there is a variety of salesperson types and styles.
  • Coach salespeople not just for immediate results, but also for their long-term growth and career development. Support their progress and work towards their personal goals.
  • Understand the importance of relationships in sales, both with customers and within the sales team. Teach and develop skills related to building and maintaining strong relationships.
  • Data beats stories when making key decisions. Utilize data analysis to identify areas for coaching and improvement. Analyze conversion rates, track sales funnel performance, and identify gaps in the sales process to guide coaching efforts effectively.
  •  Create a culture where feedback is welcomed and encouraged. Conduct regular deal reviews and brainstorming sessions to pinpoint areas for improvement and provide constructive feedback.
  •  Look for candidates who demonstrate coachability, curiosity, and competitiveness during interviews. Prioritize candidates who invest in their own development and show a willingness to learn and grow.
  • Address toxic behavior promptly, even if the individual is achieving high sales results. Recognize that toxic behavior affects both customers and the overall organization negatively.

Quote of the Show:

  • “I believe sales can be taught and can be taught to almost anyone.” - Dave Phillips


Links:


Shoutouts:


Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

15 Oct 2024Potential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 6100:46:01

In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for productivity, and fostering a supportive company culture. Aspiring leaders are encouraged to focus on impact, both quantitatively and qualitatively, and Michelle highlights her personal journey influenced by mentorship from family and peers in the industry.

Takeaways:

  • Shift from a "sink or swim" mindset to focusing on developing and coaching team members.
  • Use data to diagnose weak areas and provide targeted coaching.
  • Recognize the crucial role of frontline sales managers in a sales organization. Invest in their training, particularly in performance management and proactive performance management skills.
  • Address performance issues without inducing guilt or fear, focusing on improvement and support.
  • Invest in and utilize tools like conversational intelligence (Gong, Chorus) to gather data that can inform coaching and performance improvements.
  • Establish a unified team culture where all members are working towards a common goal.
  • Stay intellectually curious and continue to learn from industry peers, technological advancements, and new methodologies.

Quote of the Show:

  • “I'm a goal-setter. At various points in my life, I've had different goals and I write them down and I share them loudly.” - Michelle Benfer

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

24 Sep 2024The Goldilocks Zone of Sales - Mark Kosoglow - Coach2Scale - Episode # 05800:47:59

For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching and highlights how clear communication and ownership can drive success in leadership roles.


Takeaways:

  • Prioritize coaching methods that make tasks comfortable early on to prevent resistance to change later.
  • Avoid the mindset of "more is better." Instead, focus on improving the quality of your team's efforts (e.g., better calls, better emails). Encourage team members to refine their skills for increased efficiency rather than just increasing quantity.
  • Cultivate genuine connections with team members. Understand their personal and professional goals.
  • Communicate clear and precise expectations from the start. Ensure team members understand both their baseline responsibilities and the opportunities for additional earnings (e.g., commission-based tasks).
  • Create a safe environment for team members to express concerns and seek help without fear of blame or excessive pressure.
  • Focus on hiring individuals with desirable traits (e.g., hard work, curiosity) rather than just relevant skills, as traits are often more challenging to develop.
  • Maintain a positive and predictable presence as a leader. Consistency can foster trust and stability within the team.

Quote of the Show:

  • “I hire for traits, and I'll teach skill. If somebody has the traits I want, I can teach them all the sales skills.” - Mark Kosoglow

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


10 Oct 2023The 4 Pillars of Hiring Great Reps - Jon Feldman - Coach2Scale - Episode # 01000:45:33

Today’s guest is an extremely thoughtful and passionate sales leader who has grown huge companies such as SAP and Oracle. Jon Feldman is the Area Vice President of Sales for North America at Absolute Software. Jon is also the Founder and Host of The Rally Call, a podcast for sellers. Jon and Host Matt Benelli dive into the need for AEs to embrace continuous learning, the impact of outcome-based selling, and the four pillars of hiring great salespeople.


Takeaways:

  • Becoming an effective sales rep in the tech industry today requires a commitment to continuous learning. The problems and solutions buyers face are evolving as rapidly as the tools available for reps and without a desire to stay up-to-date, reps will fall behind.
  • In the current market, the best-performing reps sell based on the business outcomes that their solution will provide to the customer. Be clear about the problems X solutions solves for the customer. Move away from the feature-based selling approach of the past.  
  • As an example of the two sales philosophies, let’s use a home that needs a fence. A feature-based seller would try to sell the owner the hammer, nails, and wood to build the fence, whereas an outcome-based seller would sell the increased security and privacy provided by the fence.
  • One of the keys to improving the impact of your sales team is to invest in tools, such as sales-enablement software. Tools like Gong allow you to record sales calls so you can go back and review how they went and highlight areas for improvement.
  • Another key to changing the impact and culture of a sales organization is hiring. There are four pillars to hiring great sales reps: 1. Coachability, 2. Urgency, 3. Resiliency, and 4. Curiosity.
  • Curiosity is an extremely important factor for new reps to have because business problems are complex and finding solutions to them requires a good understanding of the business and the problem
  • Coaching is a two-way street, if reps show they are willing to learn more, even average sales managers will recognize that and provide opportunities to grow. Asking questions and reaching out for help should be encouraged, this is no longer the age of do it all on your own.


Quote of the Show:

  • “We live in the evidence era of sales” - Jon Feldman


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


23 Jul 2024Leader Playbooks - Tony Rodoni - Coach2Scale - Episode # 04900:56:26

In this insightful episode, Matt sits down with Tony Rodoni, a revered sales leader and operating partner at Bessemer Venture Partners, to discuss the nuances of successful sales leadership. Tony shares his thoughts on the importance of empowering teams, documenting guiding principles, and the pitfalls of micromanagement. They explore myths in sales coaching, the dynamics of talent magnets and coaching trees, essential leadership lessons, and the evolving role of AI in sales. Tony also delves into situational leadership, the significance of having a system or playbook, and how embracing new tools can be a game-changer for sales professionals. 

 

Takeaways: 


~ Empower Your People: Tony Rodoni emphasizes the importance of empowering your team. Allow them to take ownership of their deals and decisions. This fosters a sense of responsibility and confidence among team members.


~ Write Down Your Process: Document your guiding principles, playbooks, and strategies. Writing things down not only clarifies your thoughts but also serves as a valuable reference for others. It distinguishes leaders who think they know their process from those who have a structured approach.


~ Know When to Be Directive and When to Coach: Situational leadership is key. For junior members who lack experience, be more directive. For seasoned professionals, adopt the Socratic method of asking questions to guide them to their own solutions.


~ Always Be Recruiting: Even if your team is full, continue networking and recruiting talent. Team dynamics and needs can change quickly due to promotions or attritions. Maintaining a pipeline of potential talent ensures you're never caught off guard.


~ Align on Decisions and Commit: When a decision is made, commit fully to it—even if you initially disagreed. Ensuring that your team works cohesively towards the same goal is essential for effective execution and achieving success.


~ Focus on Inputs, Not Just Outcomes: It's easy to get fixated on meeting targets and quotas, but the real focus should be on the daily inputs and processes that lead to those outcomes. Maintaining a consistent and efficient process will drive long-term success.


~ Value and Develop Relationships: Building relationships is crucial for any leader. Whether it's within your team or with clients, strong relationships pave the way for effective communication, trust, and collaboration.


Quote of the Show:

  • “You must understand your values because it helps you align better with your company's values.” - Tony Rodoni


Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

27 Feb 2024Becoming A Half-Monk, Half-Hitman Seller - Jon Hunter - Coach2Scale - Episode # 02801:06:21

Today’s guest is a go-to-market leader, advisor, coach, and dad. He’s been in the arena leading sales teams at major companies such as CA, BMC, and Micro Focus. Jon Hunter is the Founder of HunterX. Jon joins host Matt Benelli to dive into the value of instilling a long-term mentality in leaders, the role of empathy and resilience in building successful sales teams, and how to successfully navigate change management.


Takeaways:

  • The growth and development of people is the highest calling of leadership. Leaders should focus on inspiring, guiding, and developing their team members.
  • Maintaining a strong work ethic, strategic planning, and adaptability are prerequisites for survival in the ultra-competitive technology industry. Adopting an attitude of continual improvement is vital.
  • Clear communication when managing internal teams, partners, and customers is essential. Cultivating trust, strategic thinking, and influence should be key elements of all conversations and negotiations.
  • While the rollout of sales metrics is important, gaining the genuine buy-in of the team is crucial to the successful implementation of any strategy or change.
  • True servant leadership goes beyond enacting the role of a people-pleaser. It encompasses doing what's right for the team in the long term, implementing discipline, and building a robust structure in the organization.
  • Self-assessment and self-awareness are integral to personal and professional growth. Creating an environment where individuals take responsibility for their actions, remain open to feedback, and continuously work on improvement is crucial.
  • Resilience is key in the face of setbacks. Maintain a positive mindset, unwavering belief in one's abilities and the ability to learn from failures are all essential elements of success in leadership.


Quote of the Show:

  • “[Sales] requires the best of the best to be the most trained and strategic and the most thoughtful, mapped with that intense competitiveness, that ferocious get-shit-done attitude. The getting in early and the staying late. Those are table stakes.” - Jon Hunter


Links:


Shoutouts:

  • Leadership on the Line by Marty Linsky and Ronald Heifetz


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


13 Aug 2024If You Aren’t Falling Down You Aren’t Trying - Mark Niemiec - Coach2Scale - Episode # 05200:51:30

In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and empathy. Mark's journey, underpinned by the guidance of his lifelong mentor, offers a compelling case for the power of deep listening and thoughtful questioning. Tune in to learn how to inspire your team, navigate complex sales landscapes, and build lasting customer relationships.
 
Takeaways: 

Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn’t just selling; it’s about solving customer problems. Encourage your team to understand and focus on their customers’ needs and the problems they need to solve.

Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.

Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.

Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.

Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.

Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.

Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.

Quote of the Show:
“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark Niemiec

Links:
LinkedIn: https://www.linkedin.com/in/mniemiec/ 
Website: https://salesloft.com/ 

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
YouTube: https://www.youtube.com/@Coach2Scale 


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

06 Feb 2024Re-Framing B2B Sales - Brent Adamson - Coach2Scale - Episode # 02501:00:54

Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer. Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric.


Takeaways:

  • Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for improved sales performance and higher engagement, especially among the core performers.
  •  The impact of coaching varies with the performance level of the individuals being coached. Core performers show the most significant performance improvement as a result of effective coaching, while top performers evidence greater engagement. Care should be taken to further coach low performers on possible performance obstacles.
  •  The most effective way to boost sales lies not in changing buyers’ opinions about the company, but in enhancing their confidence in their decision-making process.
  •  Empathy and humility are imperative to effective leadership and coaching. This human-centered approach to management allows for more effective coaching and an increased level of trust between managers and their team members.
  • The concept of "Frame Making" helps customers make sense of all the information coming at them. Instead of just providing more insights or content, the focus should be on helping the customers fit all the information into a clear, holistic view that can guide their decisions.
  • The most effective sales approach is not to focus on how customers see the suppliers but lets the customer make decisions that work best for them. It's about leading to the supplier, not with the supplier.


Quote of the Show:

  • “We're all just humans” - Brent Adamson


Links:


Shoutouts: 

  • Linda Richardson
  • Matt Dixon
  • Ted McKenna
  • The Jolt Effect
  • Hank Barnes


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

01 Oct 2024Q3 Top 10 Takeaways - Coach2Scale - Episode # 05900:09:06

Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this!

 

Episodes Mentioned

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


12 Nov 2024From Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 6500:25:55

In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales leadership, exploring effective coaching techniques and the science of scaling revenue.

 

Takeaways:

  • Prioritize the percentage of reps hitting quota over overall team attainment to get a true sense of team health and sustainability.
  • Avoid having new reps shadow top performers due to potential bad habits and lack of universal applicability in their methods. Instead, create a standardized sales process that codifies best practices.
  • Develop a systematic approach to coaching by holding regular one-on-one sessions where managers diagnose and address specific performance issues with each rep, using data to guide the coaching process.
  • Use metrics to evaluate the effectiveness of coaching, such as tracking improvements in specific areas like opportunity funnel conversion rates.
  • Design processes that force managers to be proactive, such as monthly or quarterly reviews that focus on qualitative and quantitative performance assessments.
  • Select potential managers based not just on their sales performance but on their leadership abilities and coaching potential. Consider the different skill sets required for managing and selling.
  • Develop training programs that help reps learn to self-diagnose their performance issues, fostering independence and continuous improvement.

Quote of the Show: 

  • “A great rep doesn’t have to wait till the monthly or the quarterly review or the next chat with the managers. They can reflect and they almost can self-diagnose mid-meeting.” - Mark Roberge

Links:

Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

14 May 2024Impossible is Nothing - Ollie Quittek - Coach2Scale - Episode # 03900:54:03

On this week’s episode of Coach2Scale, Host Matt Benelli sat down with senior leader Ollie Quittek, CRO and Founding Member at Viio.io. Ollie emphasizes how the notion of "impossible" is more of a mental barrier than an actual limit. He discusses his personal and professional growth, highlighting the importance of internalizing a mindset where challenges are viewed as opportunities. 


Matt and Ollie delve into the world of sales, discussing common myths and the realities of achieving goals against perceived limitations. They explore the concept of potential and the power of a united team's belief in overcoming obstacles. Ollie shares anecdotes from his experiences at Brandwatch and Falcon, illustrating how a culture centered around challenging the impossible can lead to extraordinary results. 

 

Takeaways:

  • Mindset and vulnerability are critical elements in leadership for creating a team that believes in its collective potential. Leaders can foster an environment where team members feel safe to share their thoughts, enhancing team coherence and performance.
  • Ollie's move to Viio represents a decision to lead a startup in the burgeoning field of SaaS management and procurement. For leaders considering a similar journey, choose opportunities with significant growth potential that align with your passion and skill set.
  • Ollie’s leadership philosophy extends beyond achieving sales targets and numbers. It encompasses the development of a positive, affirming culture where team members are motivated to exceed expectations because they believe in the mission and feel valued. 
  • Leaders must remain open to learning and personal development, seeking opportunities for growth through coaching and mentorship. By continuously evolving, they can better guide their teams toward success.
  • Innovation is good, but too much can be harmful. People often need repetition to truly understand and act on information, rather than overwhelming them with excess knowledge. 
  • Creating an inclusive environment where individuals feel a sense of belonging, where their humanity is acknowledged beyond their professional roles, and fostering a culture that embraces failure as a part of growth is essential. 

Quote of the Show:

  • “There is always something else you can get done on top of what you think you can do.” - Ollie Quittek


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

03 Dec 2024Embracing Change and Value Selling - Keith Rabkin - Coach2Scale - Episode #6800:44:16

Keith Rabkin, the Chief Revenue Officer at PandaDoc, takes us on a journey through his unconventional path to sales leadership, revealing a fresh perspective on motivating sales teams that challenges the age-old myth of money being the sole motivator. Keith unpacks the art of understanding individual aspirations and leveraging them to enhance performance through his innovative two-by-three matrix approach. With an emphasis on setting personal goals and addressing team development needs, Keith provides actionable strategies for leaders committed to cultivating a robust coaching environment that inspires.


We rethink the sales process as a collective endeavor rather than a solitary pursuit, emphasizing the benefits of a customer-centric approach. Keith and I uncover the perils of the lone wolf mentality and highlight how collaboration and teamwork can elevate both sales outcomes and customer satisfaction. By involving multiple team members and building trust, sales professionals can foster long-term relationships that lead to repeat business and larger deals, proving that sales truly is a team sport.


Adapting to change in the sales landscape is no small feat, yet Keith shares his experiences and insights from the transition to value selling at PandaDoc. Drawing from the book "Switch" by Chip and Dan Heath, we discuss the role of enablement teams and consistent messaging in facilitating this shift. Keith’s reflections on mentorship and leadership reveal the importance of honest conversations, personal growth, and effective coaching in creating resilient and successful sales teams. Through his journey, Keith exemplifies how a focus on customer-centric values and strong mentorship can shape impactful leaders.

Chapters: 

  • (00:00) - Modern Sales Leadership
  • (10:31) - Sales as a Team Sport
  • (13:52) - Navigating Difficult Conversations in Leadership
  • (18:52) - Adapting to Change in Sales
  • (33:23) - Coaching Influence on Leadership Success
  • (36:34) - Coaching and Talent Development Strategies


Takeaways:

  • Sales leadership is not solely about financial incentives. Keith Rabkin emphasizes understanding individual motivations beyond monetary goals. He introduces a structured two-by-three matrix framework to help leaders align personal aspirations with organizational needs, creating a more effective coaching environment.
  • Sales should be approached as a collaborative, customer-centric effort rather than a solitary endeavor. Keith highlights the drawbacks of the lone wolf mentality and underscores the benefits of teamwork in building trust, improving close rates, and increasing deal sizes.
  • Difficult conversations are crucial in sales leadership. Keith discusses the importance of honesty, data-driven feedback, and planning in managing expectations and improving team dynamics. These conversations, when handled well, foster transparency and opportunities for growth.
  • Transitioning to value selling requires consistent reinforcement and support from enablement teams and managers. Keith shares insights on overcoming comfort zones and emphasizes the importance of repetition and planning in implementing change effectively.
  • Mentorship plays a significant role in shaping effective leaders. Keith reflects on his career growth at PandaDoc, influenced by mentorship from industry leaders, and how a focus on customer-centric values can drive success and innovation.
  • Effective coaching and leadership involve pushing team members to grow and excel. Drawing parallels to sports coaching, Keith emphasizes the importance of recruiting resilient individuals and fostering a challenging environment to promote critical thinking and development.


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

10 Dec 2024The Numbers Are Speaking. Are You Listening? with JD Sillion00:53:33

What if everything you thought you knew about leadership was turned on its head? Join us for an enlightening conversation with J.D. Sillion, a two-time CEO and three-time CRO, as he dissects the myths surrounding leadership and unveils a powerful framework for guiding teams through both high-growth and turnaround situations. Drawing inspiration from sports legends like Phil Jackson, J.D. emphasizes nurturing potential over wielding authority to foster an environment where teams can thrive. Our discussion traverses the challenges of sales accountability and the critical roles of strategy, structure, and culture in achieving team success.

Imagine a sales process so efficient that each deal feels like a win for your entire organization. J.D. Sillion discusses the pitfalls of low win rates and their impact on morale and scalability, advocating for a culture of accountability. But what does it mean to truly empower autonomy within your team? J.D. explores the nuances between kindness and niceness, emphasizing the need for honest conversations that help team members grow. Learn about the success contract framework and how maintaining high standards can transform your organization and align teams with a shared mission.

Reflecting on personal growth and the mentors who shape us, JD shares stories from his own journey, highlighting influential figures like Lisa Gallagher and Sal Sylvester. Through personal anecdotes, JD reveals how overcoming ego and embracing continuous learning can lead to profound transformation. Whether it's climbing metaphorical peaks in business or contemplating the art of giving a TED Talk, J.D.’s insights are a masterclass in leadership. As we wrap up, listeners are left inspired to challenge the status quo, driven by the insights of thought leaders such as Greg Popovich, Jim Collins, and Marshall Goldsmith.

Chapters:
(00:00) Building a Culture of Winning
(12:16) Achieving Sales Accountability and Empowering Autonomy
(27:26) Leadership Lessons for Success
(34:39) Continuous Transformation in Business and Sales
(41:56) Navigating Leadership and Coaches

Takeaways:

  • Visionary Leadership and Team Success: JD emphasizes the importance of creating a compelling vision and fostering an environment that nurtures potential. CROs should focus on building a culture that supports team success rather than relying on authority or outperforming team members.
  • Strategic Framework for Transformation: JD introduces a strategic framework centered on strategy, structure, and culture. CROs can use this framework to guide their organizations through high-growth and turnaround scenarios, ensuring alignment with a clear vision and purpose.
  • Sales Accountability and Targeting: It is crucial for CROs to ensure sales accountability and target the right audience to enhance success rates. Focusing on product-market fit and maintaining high standards will boost win rates and morale within the sales team.
  • The Importance of Difficult Conversations: True leadership involves having honest conversations that drive improvement and growth. CROs should distinguish between being kind and being nice, where kindness means caring enough to engage in challenging dialogues for the benefit of the team.
  • Continuous Learning and Adaptation: JD underscores the value of continuous learning and adapting to new challenges, likening business obstacles to scaling Mount Everest. CROs should encourage a culture of perseverance, improvement, and embracing feedback.
  • Role of Mentorship: Mentors and coaches play a vital role in shaping leadership journeys. CROs should seek guidance from influential figures to transform their leadership styles and inspire their teams.
  • Autonomy and Accountability: Autonomy should be earned through accountability. CROs need to establish clear, non-negotiable KPIs and regularly review performance to foster a culture of responsibility and excellence.
  • Global Perspective: For CROs leading international teams, understanding cultural nuances and decision-making processes is essential. Tailoring leadership and sales strategies to fit diverse cultural contexts can significantly enhance global business operations.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

29 Oct 2024Empathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 6300:41:51

In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sales leadership. Jill introduces her Sales Coaching Plan, which focuses on co-creating solutions and addresses the root causes of underperformance. The episode discusses fostering self-awareness and accountability among reps, navigating the risks of an excuse culture, and maintaining a growth mindset amidst change.


Takeaways:

  • Understand that empathy is essential, but it should not replace accountability. Balance both to create effective and compassionate leadership.
  • Focus on asking insightful questions rather than having all the answers. This approach allows sales reps to self-identify areas for improvement.
  • Develop performance and development plans together with your sales reps. This ensures engagement and ownership from both sides.
  • Develop a structured coaching framework that includes sales skills, product knowledge, and operational metrics.
  • Encourage a growth mindset within your team. Frame challenges as opportunities for development rather than insurmountable obstacles.
  • Build trust with your team by actively listening to their concerns and providing thoughtful feedback. 
  • Acknowledge that change is constant and prepare your team to adapt. Mentally and structurally prepare for inevitable industry shifts.

Quote of the Show:

  • “The best coaches are those that are fantastic listeners, they ask so many good questions. They essentially peel back the onion where they're helping the coachee to come to their own conclusions.” - Jill Harris

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

14 Aug 2023The ABC’s of Developing Your Sales Team - Brian Caulfield - Coach2Scale - Episode # 00200:49:06

Today’s guest is an ardent supporter of investing in their team to help them master their craft and maximize results. He’s spent his entire career in the technology and B2B SaaS arena leading through numerous GTM roles. Brian Caulfield is the Chief Operating Officer at TeamSnap. Brian joins Host Matt Benelli to discuss how to avoid the debilitating impacts of attrition, how to identify the three types of employees on your team, and why having a leadership group that believes in coaching is so important.


Takeaways:

  • Attrition is one of the biggest hurdles for any team in trying to reach its goal or attain an outcome. Without having the right people in the right seats, teams will struggle to be successful.
  • When constructing and managing a team, employees can be broken into three subsets: A Players, B Players, and C Players. Each type of employee needs different types of coaching and support in order to maximize both their growth and the company’s.
  • A Players, also referred to in sales as “Eagles”, consistently produce great results but are hard to find. C Players are all talk and no action. They find excuses for every missed outcome. Leaders should weed C Players out of their teams. 
  • B Players get the best benefit from coaching and can become “the closest thing to an A Player through effective coaching.” B Players likely make up the majority of your team so it’s worth investing in their development.
  • The Sandler Sales methodology is a very effective coaching tool for developing B Players because it teaches them the science and technique components of selling and how to improve their sales approach by practicing those techniques.
  • Coaching requires both top-down and bottom-up buy-in from an organization. To implement effective coaching methods, the leadership team needs to believe in coaching and want to make investments in developing their team. In order for that training to take hold and really stick with your employees, they must have a desire to be coached. 
  • When finding a new job as a sales leader, make sure to interview the company about their commitment to coaching as much as they interview you. Find out if they’re willing to pay for the proper trainers, managers, and software tools that you know are needed.
  • Sales managers should avoid focusing too much and getting too involved with certain deals. As tough as it might be to hear, sales reps need room to fail and lose a few deals so they can learn valuable lessons from those failures. Encourage your team to share things that they’ve learned from failures, that way every other rep doesn’t have to learn that same lesson the hard way.


Quote of the Show:

  • “The biggest hurdle to hitting objectives, whether it's a releasing product or it's hitting a quota, is attrition. If you don't have butts in seats, it's really hard to win.” - Brian Caulfield


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


07 Aug 2023Empowering Your Team’s Professional Growth - Sean Harvey - Coach2Scale - Episode # 00100:43:14

Today’s guest is an extremely passionate leader and mentor that has built out amazing sales organizations while simultaneously closing large enterprise deals for high-growth startups. Sean Harvey is the Vice President of Sales at RocketRez. Sean joins Host Matt Benelli for a discussion on instilling cultural changes that stick, the importance of trust in coaching, and why sales leaders need to think long-term.


Takeaways:

  • Incorporating coaching into a company’s culture is simplest when implemented with a “top-down” approach. The buy-in of top leaders is critical to building this culture and it must be communicated down to frontline managers and individual contributors.
  • One of the keys to increasing the staying power of any cultural change is consistency, even in the face of hard times. The cultural change must remain a priority despite monthly, quarterly, or yearly pressures, that cement it within the organization. 
  • Trust is a crucial component of both leadership and coaching. As a leader, it is imperative that your team trusts that you have their best interests in mind at all times.
  • In order to grow and learn, you must create a safe environment for your team to fail without being humiliated. Failure is a part of the growing process and must be embraced by the organization. 
  • As a sales leader, an important part of setting yourself up for success in the coming months, quarters, and years is to coach your team up. They need to know how to prospect, how to message, how to focus on deals, etc. 
  • Focusing entirely on the number of deals as a sales manager is short-sighted and leads to a constant scramble to find new deals in revolving peaks and valleys. Whereas, putting an emphasis on coaching reps will lead to a more steady flow of deals.
  • With the current economic climate which has made “do more with less” into a household phrase, the best way to empower drastically smaller sales teams to reach the same results is to become a mentor to them and provide opportunities to learn how to be more effective.

Quote of the Show:

  • “We're here to help them get better, not just for this company, not just for this deal, but for things in the future, for future roles, future deals, future situations.” - Sean Harvey

Links:


Shout Outs:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

04 Feb 2025Cultivating a Winning Mindset with Josh Horstmann | Coach2Scale Episode #7700:44:29

Can senior executives really afford to skip coaching? Join us for a fascinating discussion with Josh Horstmann, Operating Partner at Francisco Partners Consulting, as we dismantle the myth that top leaders don't need coaching. We promise you'll learn how to harness coaching for all levels of performance, from struggling team members to high-flying stars like UFC champion Jon Jones. Josh shares unique insights on smarter hiring, building a "virtual bench," and creating a coaching-centric culture that enhances both individual and organizational growth.

Experience the art of team building and leadership through a sports lens as we explore the parallels between business teams and elite sports teams. Josh reveals how understanding diverse personalities and strengths can lead to success, much like the winning strategies of top coaches like Andy Reid. Discover how hiring individuals who surpass your own skills in specific areas can elevate your team’s performance and why being present in coaching conversations is paramount. We’ll guide you through creating a balance between strategy and execution, ensuring leaders are equipped to navigate career transitions and avoid the pitfalls of hasty promotions.

Unlock the secrets to effective leadership attributes that drive success, especially during company acquisitions. Josh delves into the qualities that distinguish thriving senior sales leaders, sharing his personal experiences with impactful coaching. Learn how self-awareness and a compelling narrative can transform your approach to leadership. As we conclude, we’ll touch on finding inspiration beyond the boardroom and the importance of seeing through an individual's lens to foster self-growth. This episode is filled with actionable insights and reflections to empower anyone in a leadership role.


Chapters:
(00:00) Myth of Not Needing Coaching
(04:28) Value of Coaching for High Performers
(11:16) Effective Team Building and Coaching
(16:10) Coaching Strategies for Leadership Success
(25:32) Navigating Career Transitions and Performance
(34:03) Effective Leadership Attributes for Success
(38:54) Empowering Potential Through Individual Lens

Key Takeaways:

  • Coaching Isn’t Just for Underperformers – Even A players and executives need coaching to continue growing and refining their skills.
  • Forecast Reviews Are Not Coaching – Too many one-on-ones focus solely on pipeline updates rather than skill development and long-term growth.
  • The Best Performers Still Need Guidance – High performers benefit from strategic coaching on leadership, negotiation, and career development—not just deal execution.
  • Top Reps Don’t Always Make the Best Managers – Selling and coaching are two different skill sets; promoting star reps without leadership training often leads to ineffective managers.
  • Identify “Runners” vs. “Builders” in Leadership Roles – Some leaders excel at optimizing existing processes (runners), while others thrive in building something new (builders); knowing the difference is key to scaling effectively.
  • Be Present and Intentional in Coaching Conversations – Effective coaching requires full attention, structured agendas, and follow-through—not distracted, last-minute check-ins.
  • Ad Hoc Coaching Is Not a Substitute for Structured Development – Informal, on-the-fly coaching moments are valuable but should complement, not replace, scheduled coaching sessions.
  • Building a “Virtual Bench” is Critical for Leadership Succession – Sales leaders should proactively develop and identify future managers before leadership roles open up.
  • A Strong Coaching Culture Starts at the Top – If executives don’t prioritize coaching, it won’t become a sustainable practice throughout the organization.
  • Organizations That Invest in Coaching Outperform Their Peers – Companies with a structured coaching culture see lower attrition, higher quota attainment, and stronger leadership pipelines.


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

20 Aug 2024Words Matter - Mike Sadler - Coach2Scale - Episode # 05300:50:43

In this episode of Coach2Scale, Matt interviews Mike Sadler, the Senior Vice President and General Manager of the Americas at SimilarWeb. They discuss common myths in sales leadership, such as the misconception that cold calling is dead and the importance of having a system and process in place. Mike emphasizes the significance of direct communication, gaining buy-in from the team, and spending time with high-potential team members. He also shares his experiences with mentorship, the impact of coaching, and lessons learned from both successful and challenging situations. 
 
Takeaways: 

Communication is Key: Ensure constant and clear communication with your team, as a lack of communication often leads to misunderstandings and assumptions of the worst.

Personalized Coaching: Spend time with your team members, breaking down their performance step-by-step, and provide tailored coaching to help them improve their skills.

Focus on Buy-in: Achieving team buy-in is crucial for the success of any project. Ensure that all team members understand and are aligned with the direction and goals of the team.

Adapt and Implement Systems: Leaders and managers should have a system or process in place that can be tailored and personalized by team members to suit their strengths and styles.

Direct Approach: When facing issues like lack of motivation or performance, address the situation directly and honestly. This can help uncover the root causes and foster trust.

Mentor and Learn:*Having a mentor and observing both good and bad practices from other leaders is invaluable. It provides guidance and helps in refining your leadership approach.

Celebrate Wins, Own Failures: Always celebrate the achievements of the team and take responsibility for failures. This builds trust and morale within the team.

Quote of the Show:
“The best salespeople I know, the best sales professionals I work with, they have a system, a process in place because it's a control, it's a baseline. It's something that you can measure from and figure out how to get better.” - Mike Sadler

Links:
LinkedIn: https://www.linkedin.com/in/michaelwsadler/ 
Website: https://www.similarweb.com/corp/contact-us/?utm_medium=social&utm_source=li 
Link to Ted Lasso video:  https://www.youtube.com/watch?v=3S16b-x5mRA 
Link to Pavillion https://www.joinpavilion.com/  Pavilion is fueled by an international community of sales, marketing, success, and RevOps leaders from the world's fastest growing companies. 


Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
YouTube: https://www.youtube.com/@Coach2Scale 


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

30 Apr 2024Training Doesn’t Stop - JR Butler - Coach2Scale - Episode # 03700:49:04

Today’s guest has had an incredible journey over his career, going from playing college hockey to becoming the CRO of Pillir. JR Butler is the CEO and founder of Shift Group, which helps transition elite athletes and veterans to become dialed in as sales professionals. JR joins Host Matt Benelli for a deep dive into the continuous nature of training and development, why leaders need to really understand what motivates their team members, and the importance of authenticity in leadership.


Takeaways:

  • Far from being a one-time event, training and development in sales must be continuous in order to build a culture of ongoing learning and growth to stay competitive.
  • Mindset is foundational for training and coaching, linking success directly to an individual's ability to adapt, learn, and be resilient. Leaders are encouraged to cultivate a growth mindset within their teams, focusing on imagination, determination, and self-confidence.
  • Good leaders get to know their people deeply – their backgrounds, aspirations, and motivations. This understanding allows for tailored guidance and support that is most conducive to an individual's professional growth and success.
  • Embrace authentic leadership. Authenticity in curiosity, empathy, and compassion are critical for effective leadership. Being genuinely interested in and caring for your team members can significantly impact their engagement and performance.
  • Remote work can be a double-edged sword for both leaders and employees. While remote work has become more prevalent, early career individuals particularly benefit from in-person experiences and mentoring.
  • For early career hires, resiliency, competitiveness, and coachability are key attributes to look for. These qualities often signify a candidate's potential for success and adaptability in sales roles.
  • Leaders should embody the behaviors and practices they wish to see in their teams. This includes being present, both physically and in their commitment to the team's development and success.


Quote of the Show:

  • “Pressure is a Privilege” - JR Butler


Links:


Shoutouts:

  • Jamie Sheperd
  • Jim McInerny
  • Mark Thurman


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


25 Sep 2023Leaning Into Who You Are - Jeff Perry - Coach2Scale - Episode # 00800:39:27

Today’s guest is a sales leader who has built high-performing teams at some of the largest and most well-known enterprise tech companies. Jeff Perry is the Chief Revenue Officer of Carta. Jeff and Host Matt Benelli discuss the importance of being yourself in interviews, why leaders can be both empathetic and results-driven, and the benefits of selling as a team.

 

Takeaways:

  • The success of a sales leader does not depend on the size of the company, it depends on the type of person they are. If they’re willing to learn, a sales leader from a large company can excel in a smaller company and vice versa. 
  • While often thought of as being mutually exclusive, it is possible for leaders to be both compassionate and results-driven.  
  • People appreciate working for leaders who are genuine. Leaders can be compassionate and empathetic while also being firm and demanding. Leaders should build relationships with people that create trust over time and allow them to ask for a little bit extra at times.
  • Make sure reps are thinking about where each deal came from so they can think of where to go to get their next deals. 
  • Never lose a deal alone. Prior to losing a deal, reps should involve other members of their team who might be able to help them with the deal. When a deal is lost, sales leaders should ask the rep who else they got involved in the deal.
  • Sales leaders should encourage their reps to reach out to other members of the organization, even beyond sales, to aid them in closing a deal. More companies than ever are finding better success in the “team-close.”


Quote of the Show:

  • “I'm done trying to pretend who I'm not, so I'm going to lean into who I am and what I do know and what my experiences are” - Jeff Perry 


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


23 Jan 2024Managing With A Growth Mindset - Steve Goldberg - Coach2Scale - Episode # 02301:01:27

Today’s guest is a longtime sales leader who has led teams at companies like Yext, Fuze, and InsideSales.com. Steve Goldberg is the CRO of Salesloft and a Limited Partner at Stage 2 Capital. Steve joins Host Matt Benelli to discuss why having a growth mindset matters,  the importance of getting bad news early, and the difference between “listening for” and “listening against.”


Takeaways:

  • For sales reps to be successful in the changing market of technology, it's crucial to adopt a growth mindset over a fixed mindset. Acknowledge changes, learn, and adapt to new sales processes, technologies, and customer engagement methods. 
  • Getting the right executive involved in a deal can significantly impact the outcome. However, it should be mapped with the right strategy and timing, considering the customer's journey with your organization. 
  • Sharing timely updates, whether good or bad, is crucial in sales. Late bad news can prevent you from taking helpful measures and can lead to surprising turns in the sales process. Communicating openly can save deals and customer relationships. 
  • Provide coaching and guidance to salespeople based on their strengths. Let salespeople be themselves while steering them gently toward better performance. Building a great sales team involves guiding them, not dictating how they should perform their job. 
  • Change should be perceived as an opportunity to grow and learn. The first step is acknowledging the change, the next is equipping yourself with the knowledge and tools to work it to your advantage. 
  •  Even though AI is taking over many routine tasks, it should be seen as a helping tool that makes the sales process more efficient and effective rather than a threat. AI can aid in making salespeople smarter, providing data insights to help maintain a more informed conversation with customers.


Quote of the Show:

  • “A strong manager needs to be able to coach the seller on how to do all the right things before the meeting and after the meeting.” - Steve Goldberg


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


12 Sep 2023Servant Leadership in SaaS Sales - William Bagshaw - Coach2Scale - Episode # 00600:46:59

Today’s special guest walks the servant leadership walk and has driven organizational success through others at B2B SaaS industry titans such as Oracle and Salesforce. William Bagshaw is the VP of Sales at Palo Alto Networks and a Limited Partner at Stage 2 Capital. William joins Host Matt Benelli to discuss the impact of servant leadership in sales, how to create a psychologically safe environment, and ways to motivate salespeople beyond money. 


Takeaways:

  • First-time managers often fall into the trap of focusing too heavily on the measurements and outcomes. They feel that they need to pressure their teams on these numbers and often resort to cracking the whip. This is not a good way to coach salespeople and it doesn’t deliver long-term results.
  • The most effective sales leaders have a servant leadership mentality. Rather than thinking that your team is there to do what you tell them to, being a servant leader means thinking about what you can do to best serve your team.
  • There’s no such thing as a perfect deal. The best sales reps know this and have someone they can use as a ‘soundboard’ to help brainstorm ways to improve a deal. As a leader, it’s important to build a safe environment where reps feel comfortable coming to you to use you as their soundboard.
  • When you have created the right environment, great reps will reach out to you and others because they recognize the need to look for all the flaws and blind spots in their deals. They will be brave and humble enough to ask for help if you create an environment that encourages that. 
  • Great sales leaders ask their reps great questions. Two great questions to ask are “why is this client/prospect going to spend X amount of money for this solution?” and “how can we move the business forward?”
  • Salespeople are motivated by more than just money. Effective leaders find out what the individuals in their sales teams are motivated by outside of work and can use that to better incentivize their team members.
  • When a great leader is helping a great rep, that interaction is mutually beneficial because the rep is receiving the advice and feedback they need to improve in sales and the leader is getting feedback they need to improve how they deliver their coaching.


Quote of the Show:

  • “Focusing on the end result is not true coaching” - William Bagshaw


Links:


Shoutouts:

  • Greg Linteman 
  • Jeff Breslin
  • Pete Hesketh 
  • Kim Carpico 
  • Dave Viffieties
  • David Kreberg
  • Buckley Cooney
  • John Boucher
  • Tom Bonos
  • John Nugent 


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


12 Mar 2024The Power of Building Diverse Teams - Christina Smears - Coach2Scale - Episode # 03001:09:16

Today’s guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn’t try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization to innovate.

 

Takeaways:

  • Building diverse teams is not just about gender or race; it's about including people with varied experiences, skill sets, and backgrounds. Diverse teams are more creative, innovative, and outperform homogeneous ones. Leaders are encouraged to proactively reach out and recruit diverse talent to enhance team performance.
  • Every professional, regardless of their experience level, can benefit from having a coach. Coaching helps in uncovering blind spots, accelerating personal growth, and improving leadership skills. It’s important to find a coach that aligns with your values and challenges you to grow.
  • Prioritize tasks and goals by differentiating between 'glass balls' (critical and fragile) and 'rubber balls' (resilient and can bounce back). This helps in focusing on what truly matters and supports better decision-making during the onboarding process and in high-pressure situations.
  •  Acknowledge and celebrate the achievements of team members regularly. Recognition serves as a powerful motivator and plays a vital role in fostering a positive work environment. It's about creating a culture where appreciation is freely given, reinforcing positive behaviors and contributions.
  •  Leaders should foster a culture that values trying new ideas and approaches, even if they might fail. Encourage innovation by allowing team members to take initiative and experiment, thereby accelerating learning and adaptation.
  •  Remember, as a leader, you play a significant role in your team members' lives. Your actions, words, and decisions impact them deeply. Strive to be a positive force, supporting your team’s growth, job satisfaction, and success.


Quote of the Show:

  • “I think the best teams are where I hire people that are different than me in skill set, background, and strengths. Frankly that's how you create an amazing team.” - Christina Smears


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

23 Oct 2023The Right Cadence For Coaching - Victoria Abeling - Coach2Scale - Episode # 01200:50:31

Today’s guest is an accomplished sales leader with an extensive career in the cybersecurity industry. Victoria Abeling is the Head of Americas Sales Development, Commercial and International Sales at VMware Carbon Black. Victoria and Host Matt Benelli discuss why the cadence of coaching matters, why looking into losses is as important as looking into wins, and how to avoid giving bad feedback to your team.


Takeaways:

  • Both sales managers and sales reps should stop looking at coaching as something they receive as a punishment for failing at their job. It is the job of the sales leaders to help their reps get better at their craft and this is best done through coaching.
  • Sales leaders should use an operating cadence as a way to assess priorities by breaking down their calendar into different views, from the yearly perspective, all the way down to the weekly view. For example: Promotions = Yearly, Performance Reviews = Half Yearly, Sales Quotas = Quarterly, etc.
  • A great way to increase the efficiency and effectiveness of your sales team is to provide great coaching for them on discovery. Help them develop the skills to ask curious questions early on in the pipeline.
  • As a sales leader, encourage your sales reps to prioritize disqualification. Help them understand that saying "no" or parting ways with unqualified prospects is just as important as closing good deals. By focusing their time and efforts on promising opportunities and leveraging data-driven coaching, your team can make the most impact and maximize their sales success.
  • Utilize data to provide objective feedback and coaching to your team. Analyze patterns in wins and losses, identify areas for improvement, and use the insights to tailor coaching sessions and training initiatives.
  • Avoid reacting defensively to harsh feedback and criticism. Instead, thank the person for their feedback and use the restraint of your response to change their perspective.
  • Implement regular one-on-one meetings, performance reviews, and training sessions. Develop standard operating procedures to ensure a consistent coaching cadence. Publish a coaching calendar to keep the team informed and engaged.


Quote of the Show:

  • “My job is to make you better at your craft and in order to do that, I have to spend time in order to help you get better at what you're doing and by that, I coach you” - Victoria Abeling


Links:


Shoutouts: 

  • Bryan Cox
  • Josh Lesley


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


28 Jul 2023Welcome to Coach2Scale - How Modern Leaders Build Coaching Cultures00:00:43

Welcome to Coach2Scale - How Modern Leaders Build Coaching Cultures

Join Host Matt Benelli for conversations with management professionals in B2B companies who share the belief that effective coaching improves the performance of every team member. Our mission is to help leaders become better coaches.

Coach to Scale is sponsored by CoachEm, the world's first AI coaching execution platform that leverages evidence-based coaching to increase quota attainment.

Connect with Matt:

  • LinkedIn: https://www.linkedin.com/in/mattbenelli/


Learn More About CoachEm:

  • Website: https://coachem.io/
09 Jul 2024Curiosity + Persistence = Success - Justin Michael - Coach2Scale - Episode # 04700:53:58

In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and sleep on sales performance, advocating for a holistic approach. With practical advice and real-life anecdotes, this episode is a treasure trove of insights for sales leaders and professionals looking to up their game.
 
Takeaways:
~Inspect what you expect: Regularly review and provide feedback on your team's communications, voicemails, and emails. Ensuring consistency and quality at the top of the funnel can greatly enhance overall performance.

~Model persistence: Teach your team the importance of persistence in sales. Encourage them to follow up multiple times with prospects, as most successful deals require several touchpoints.

~Embrace personalized coaching: Tailor your coaching sessions to fit the unique strengths and areas for improvement of individual team members. This personalized approach can significantly enhance their performance.

~Foster a positive mindset: Create a culture where positive thinking and visualizing success are encouraged. This attitude can transform how your team approaches challenges and setbacks.

~Teach the art of meaningful touches: Ensure that your team's follow-ups provide value and are educational. Thoughtful touches that add value are more likely to engage prospects.

~Promote authenticity: Encourage your team to blend their unique personality with proven sales methodologies. Authenticity in sales builds trust and long-term relationships with clients.

`Invest in continuous improvement: Regular training, practice, and reinforcement of skills are critical. Emphasize the importance of being well-read and continuously improving oneself in the sales profession.


Quote of the Show:
“our thoughts become things and our mentality influences the world.”


Links:

LinkedIn: https://www.linkedin.com/in/michaeljustin/
Website: https://hardskill.exchange/
Book Link: https://www.amazon.com/dp/B0CMWSC66N?binding=kindle_edition&ref=dbs_dp_awt_sb_pc_tkin


Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

16 Jul 2024Selling With Noble Purpose - Lisa McLeod - Coach2Scale - Episode # 04800:53:45

In this episode of 'Coach2Scale, host Matt interviews Lisa McLeod, an acclaimed author and founder of McLeod & More Inc. Known for her work on integrating purpose into sales strategies. Lisa discusses the myth that top salespeople are solely motivated by money. She emphasizes that high performers are driven by a desire to improve the lives of their customers. The conversation delves into distinguishing between reactive and assertive sales approaches, the concept of 'noble purpose,' and how organizations can align their goals with customer impact to drive better results. 

 

Takeaways: 


Understand the Core Purpose: Define your company's noble purpose by answering three key questions: How do you make a difference? How do you do it differently? And on your best day, what do you love about your job? This can help you articulate the impact your business has on your customers, motivating your teams and aligning their efforts with a clear, meaningful goal.


Prioritize Customer Impact Over Numbers: Recognize that financial metrics are lagging indicators of success. Instead of focusing solely on closing deals and hitting targets, encourage your team to continuously ask, "How will this customer be different as a result of doing business with us?" This mindset fosters deeper customer relationships and leads to sustainable growth.


Share Customer Success Stories: Regularly share stories within your organization about how your products or services have positively impacted your customers. This not only boosts team morale but also reinforces the noble purpose behind your work. These stories can serve as powerful tools in sales pitches and align your team’s efforts.


Engage the Movable Middle: Focus on the middle tier of performers in your organization. These individuals have the potential to drive massive changes in performance. By investing in coaching and development for this group, you can elevate overall team success, rather than just rewarding the top performers.

Ask the Game-Changing Question: During every sales interaction or strategic planning session, ask yourself and your team, "How will this customer be different as a result of doing business with us?" This question ensures that your efforts are always customer-centric and aligned with delivering real value.


Create a Motivating Hiring Narrative: When bringing new hires on board, don't just talk about job roles and financial compensation. Share the noble purpose of your organization and illustrate how new employees will contribute to making a difference. This attracts individuals who are motivated by meaning and purpose, not just money.


Lead with Stories and Metrics: Balance your focus on metrics with compelling stories that illustrate your company’s impact. This combined approach ensures that your team understands the importance of both financial performance and customer satisfaction. Use concrete examples to inspire and motivate your team consistently.


Quote of the Show:

  • “I want everyone to be able to show up knowing my company's work makes a difference and I make a difference.” 

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

28 Jan 2025Scaling Smart with Brent Holloway | Coach2Scale Episode d#7600:45:23

Unlock the secrets to skyrocketing your sales growth with insights from Brent Holloway, the CRO and co-founder of SaaS Sales Advisors. Imagine doubling your company's revenue without expanding your sales force—Brent breaks down how understanding unit economics and refining customer profiles are key to achieving this. We navigate through the intricate layers of sales productivity and efficiency, uncovering how tailored strategies can lead to consistent, sustainable success.


Brent introduces us to the powerful sales velocity formula, a game-changer in understanding unit economics within sales teams. By dissecting essential metrics like win rates, average deal size, and sales cycle length, we explore how even a hypothetical mid-market team can transform its approach to sales, driving productivity and boosting profitability. Brent's approach challenges conventional tactics by emphasizing the importance of pursuing opportunities with high win rates and the critical need to refine strategies based on insightful patterns.


The conversation takes a futuristic turn as we consider the evolving landscape of sales practices since 2008, highlighting the enduring impact of "Sales 2.0" despite technological advancements. Brent shares personal anecdotes on scaling businesses, emphasizing a strategic balance between ambitious growth and judicious investments. We end on a high note by celebrating the role of mentorship and structured frameworks like GROW in overcoming adversity, both personally and professionally. This episode is a treasure trove of wisdom for sales leaders eager to optimize their strategies for enduring success.

Chapters:
(00:00) Sales Leadership and Unit Economics
(13:02) Improving Sales Productivity and Efficiency
(20:48) Sales Technology and Effectiveness Strategies
(31:42) Overcoming Adversity in Sales

Key Takeaways:

  • Master Unit Economics: Understand and optimize the four sales velocity levers—opportunity volume, win rate, average sales price (ASP), and sales cycle length—to drive smarter, more efficient growth.
  • Focus on ICP (Ideal Customer Profile): Tailoring your strategy to target the right customer segments improves efficiency, reduces wasted effort, and delivers higher-value deals in shorter timeframes.
  • Coaching as a Multiplier: Structured, development-focused coaching—not just pipeline reviews—helps sales managers build consistency, accountability, and sharper rep performance.
  • Leverage Data and AI: Using AI tools and analyzing historical data empowers leaders to identify winning patterns, optimize resources, and refine strategies for sustainable success.
  • Scale with Balance: Avoid the pitfalls of overambitious growth by aligning headcount expansion with adequate investments in enablement, coaching, and supporting resources.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

18 Mar 2025Why Most Sales Leaders Fail with Eric Hachmer and Steve Frappier | Coach2Scale Episode #8300:54:59

Performance improvement plans (PIPs) are meant to help struggling reps, but more often than not, they’re just a step toward the exit. So why do they fail? And what should CROs and frontline sales managers do instead to truly develop their teams? Why does urgency hurt your coaching?

In this episode of Coach2Scale, host Matt Benelli sits down with Eric Hachmer and Steve Frappier of High Five Advisory to uncover the biggest mistakes sales leaders make when it comes to coaching and accountability. They break down why rigid sales policies backfire, how “one-size-fits-all” coaching kills performance, and the key to turning struggling reps into consistent performers. Whether you’re leading a team or coaching the coaches, this episode is packed with real-world insights on what actually drives long-term sales success.


Top Takeaways:

  • Performance Improvement Plans (PIPs Often Fail) – PIPs are typically used as a last resort before termination rather than as a true coaching tool; leaders should focus on proactive development instead of reactive intervention.
  • One-Size-Fits-All Coaching Doesn't Work – Every rep has different learning styles, motivations, and challenges, so great leaders tailor their coaching approach to individual needs instead of using a rigid playbook.
  • Sales Policies Can Hurt More Than Help – Relying too much on black-and-white sales policies can create roadblocks for both customers and reps, whereas flexibility and good judgment lead to better outcomes.
  • Good Leaders Focus on Behaviors, Not Just Results – The best sales managers don’t just chase numbers; they work to change the behaviors that drive performance, ensuring long-term success.
  • Listening Is a Leader’s Superpower - Effective coaching starts with understanding. Great leaders take the time to listen before jumping to solutions, which builds trust and improves team engagement.
  • Accountability Goes Both Ways – Reps should be held accountable for performance, but managers also need to take ownership of removing roadblocks, providing support, and developing their people.
  • Urgency Can Get in the Way of Coaching – Sales leaders often move fast and focus on immediate results, but taking the time to coach properly leads to sustainable, long-term performance improvements.
  • Trust and Authenticity Are Non-Negotiable – The best sales leaders show up as their true selves, follow through on their commitments, and create environments where reps feel supported, not micromanaged.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

10 Sep 2024Coaching, Commitment, & Authenticity - Baron Baptiste - Coach2Scale - Episode # 05601:03:29

In this week’s episode of Coach to Scale, host Matt Benelli interviews Baron Baptiste, Founder of Baptiste Power Vinyasa Yoga and host of the Disrupt the Drift Podcast! Baron shares his journey from growing up with America's yoga pioneers to becoming a peak performance specialist for the Philadelphia Eagles and a successful author. He discusses the importance of authenticity, vulnerability, and commitment in leadership and coaching. Baron also provides insights on why leaders struggle with accountability and the importance of cleaning up messes to move forward!

 

Takeaways:

  • Early Start in Yoga: Baron began his yoga journey at the age of 12, later founding Baptiste Power Vinyasa Yoga, which became a renowned practice.
  • Misconceptions of Coaching: Baron addresses common misunderstandings about coaching, emphasizing that a coach’s commitment must be matched by the individual being coached for success.
  • Importance of Community and Culture: he underscores the value of community and culture, both in yoga and business, for fostering growth and sustainability.
  • Vulnerability and Authenticity in Leadership: Baron discusses the challenges leaders face with accountability, highlighting vulnerability and authenticity as key components of effective leadership.
  • Mentorship from Chip Wilson: He shares lessons from his mentorship under Chip Wilson, the founder of Lululemon, and how it shaped his approach to business and coaching.
  • Coaching with the Philadelphia Eagles: Baron’s experience coaching professional athletes, including with the Philadelphia Eagles, offers insight into the importance of balance, generosity, and relational trust in high-performance environments.
  • Building Relational Coaching Environments: He emphasizes the impact of creating trusted, relational environments where people can grow and develop holistically.

Quote of the Show:

  • “There's something important about cleaning up our own messes because it frees us to move forward with confidence and momentum.” - Baron Baptiste 

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

16 Jan 2024Cracking The Sales Innovation Paradox - Dr. Howard Dover - Coach2Scale - Episode # 02201:04:57

Today’s guest is a renowned sales thought leader, author, and professor. Dr. Howard Dover is the Founder of the Institute for Sales Knowledge and Innovation and Director of the Center for Professional Sales and Sales Coach at The University of Texas, Dallas. Dr. Dover is also the Clinical Professor of Marketing at The University of Texas, Dallas, and the Author of The Sales Innovation Paradox. Dr. Dover joins Host Matt Benelli to discuss why tactical best practices don’t scale, how to drive results as a sales leader, and the role technology plays in a changing sales environment.


Takeaways:

  • Sales leaders focus too much on making their sales processes efficient while ignoring the effectiveness of their sales strategies. This involves ensuring the sales team is proficient in communicating the product's value to the potential customer, accurately identifying customer needs, and aligning the product's offerings to meet those needs. It's also about being effective in building relationships with customers, which requires an understanding of the customer's buying journey and personalizing the sales approach accordingly.
  • Sales roles require continuous learning and the ability to quickly adapt to changes. Salespeople need to stay updated with the latest industry trends, customer behaviors, and sales methods. This might include attending workshops, taking courses, reading, or attending industry events. It also involves adapting the sales methods based on the feedback received from clients or market responses. 
  • Technology should be viewed as a tool that enhances the sales process rather than as a solution for all sales issues. It can be beneficial in handling data, conducting customer analysis, or automating repetitive tasks, which eventually improves productivity and efficiency. But it's also important for salespeople to understand why and how they're using these tools, and the impact they would have on the sales process and customer interactions.
  • ​​Businesses must reconsider the 'classic sales machine' approach, which emphasizes extensive hiring and investment in sales tools and training while seeing a decrease in sales performance. Revising the model to focus on the effectiveness of sales strategies rather than mere expansion can lead to more meaningful sales interactions and ultimately, better conversion rates.

Quote of the Show:

  • “Chaos doesn't generate revenue” - Dr. Howard Dover


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


28 Nov 2023Understanding Your Sales Team - Tom Schodorf - Coach2Scale - Episode # 01601:03:09


Today’s guest is an outstanding senior sales leader known for his ability to build, lead, and coach successful sales teams. He started his career in sales at IBM and now serves as a board member and advisor for multiple high-growth companies. Tom Schodorf joins Host Matt Benelli for a conversation about building a plan for your salespeople, how leadership shapes the conduct of the sales team, and how to set up new sales reps for success equitably.


Takeaways:

  • Salespeople are not “coin-operated” as so many mistakenly believe. Salespeople are motivated by many things, just as all people are. Many companies only provide salespeople with a reward path based on monetary rewards, thus forcing sales to adapt.
  • Leaders need to model the behavior they want their salespeople to follow. While you may profess lofty values and only hire based on cultural fit, employees will learn from the way that their leaders act and will pass along these behaviors.
  • Prioritize merit and cultural fit when hiring for sales roles. A candidate with the right skills and alignment with company values can contribute significantly to the organization's success. Ignoring these can lead to disharmony and reduced efficiency in the team. 
  • It is critical to understand your team members in order to coach them effectively. Leaders need to go beyond employees' general work personas and delve into their motivations, career goals, and personal experiences.
  • Empowering sales leaders to overcome irrational fears either within themselves or their teams is key. Sales leaders need to face their own fears and biases and harness them as vehicles for change and improvement.
  • For sales leaders, creating and nurturing a coaching culture is paramount. To instill a robust coaching culture, coach often and in varied settings, reinforce past coaching, provide examples, and seek feedback from the team.

Quote of the Show:

  • “No matter who you're coaching, you've got to know the person.” - Tom Schodorf


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

29 May 2024Coaching Winning Teams: The “IT” Factor - Matt Benelli - Coach2Scale - Episode # 04100:10:09

In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention.
 
Takeaways:

  • Incorporate personal and professional development goals alongside performance metrics during key interactions such as one-on-ones, QBRs, and performance reviews. Ensure salespeople are evaluated not just on sales numbers but also on their progress in skill development, career growth, and personal objectives. Provide regular feedback and resources to help achieve these development goals. 


  • Offer continuous training focused on improving sales techniques and broader professional skills such as leadership, communication, persuasive writing, and strategic thinking. Establish mentorship opportunities, pairing less experienced salespeople with seasoned mentors for guidance, support, and practical advice. Consider having mentors outside the direct team to provide a fresh perspective.


  • Foster a team culture that values personal growth and team collaboration as much as hitting sales targets. Encourage open communication and knowledge sharing among team members by organizing team-building activities and forums for sharing best practices. Recognize and reward both high performance and individual development milestones, highlighting their importance in team meetings.


  •  Develop a strong relationship with your sales team to foster a supportive environment where team members feel valued and motivated. Promote open and honest communication to address issues swiftly and align team goals with organizational objectives. Invest in your salespeople’s professional growth to enhance performance, reduce turnover, and ensure long-term career paths within the organization.

Quote of the Show:
“”Your people don't care what you know or how good you are until they know that you care about them.”

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
YouTube: https://www.youtube.com/@Coach2Scale 


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

07 Nov 2023Motivating Your Sales Team - Josh Allen - Coach2Scale - Episode # 01400:54:50

Today’s guest was recently named one of Pavilion's "40 CROs to Watch”. He is a long-time sales leader and CRO who has led teams at companies such as LogMeIn, CarGurus, and Drift. Josh Allen is a Founding Member of The Revenue Collective and a Limited Partner at Stage 2 Capital. Josh joins Host Matt Benelli on a dive into how to really motivate each member of your sales team, why you should hire based on characteristics rather than skills, and the danger of focusing too heavily on KPIs.


Takeaways:

  • New sales managers need to recognize that what worked well for them as individual contributors won’t necessarily work well for the rest of their team.
  • Find what personally motivates the members of your team and help them tie their goals to the goals of the team. Once someone’s personal and professional goals are aligned they will be more motivated than ever to accomplish the sales team’s goals.
  • It’s important to coach even the top performers in a team. This is because top performers are often left to their own devices while managers instead focus on underperforming members. Leaders must invest time in top performers to keep them motivated, grow their skills, and prevent any potential detriments to the team morale.
  • It’s better to have a team with no skill and lots of work ethic than a team with lots of skill and no work ethic. If you hire based on certain characteristics, such as curiosity and work ethic, then you can teach the skills without having to worry about effort.
  • Leaders have a crucial responsibility to know what's going on in their employees' lives, not just their work performance. Extraordinary circumstances or even personal setbacks can significantly impact an employee’s productivity and performance. Being supportive and understanding during such periods is key.
  • Over-emphasizing metrics and KPIs can be daunting and counter-productive for sales managers. It’s better to use a balanced approach, focusing more on continuous skill enhancement and employee motivation, which would eventually lead to meeting the set KPIs.


Quote of the Show:

  • “Take the time to be different.” - Josh Allen


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


18 Jun 2024Modern Social Selling Tactics - Mandy McEwen - Coach2Scale - Episode # 04400:47:16

Host Matt Benelli and guest Mandy McEwen, a renowned expert in social selling and LinkedIn strategies, discuss the importance of building coaching cultures within organizations. Mandy shares her journey from digital marketing to becoming a thought leader in social selling, debunking common myths, and emphasizing the importance of consistency over quantity in content posting. She also offers actionable tips for optimizing LinkedIn profiles, engaging with prospects meaningfully, and leveraging video content.

 

Takeaways: 

1. Prioritize Personal Branding: Help your team understand and build their brand on LinkedIn. This includes optimizing their profiles to focus on how they can help prospects, rather than just listing their job titles and achievements.


2. Consistent Posting: Encourage your team to post consistently on LinkedIn, but clarify that posting doesn't have to be daily. Twice a week is a good starting point, and the focus should be on quality and providing value.


3. Leverage Existing Content: Train your team to utilize existing company content, customer success stories, and even industry-related posts. This can help in staying active without the stress of creating content from scratch.


4. Humanize Engagement: Your team should focus on building relationships by engaging genuinely on LinkedIn. This includes personalized connection requests and thoughtful comments on prospects' posts as part of Mandy’s 'Friendly Leader' method.


5. Real and Authentic Videos: Encourage your team to use video content to connect with prospects. Authenticity works better than perfection, so don’t overthink—simple and real videos can be more impactful.


6. Avoid Spammy InMails: Discourage the use of impersonal InMail messages. Instead, advise sending personalized connection requests that mention something specific about the prospect to increase acceptance rates.

7. Provide Valuable Resources: Make sure your team profiles include valuable resources like case studies, videos, and use cases. This helps prospects find everything they need to make quick, informed decisions about your value proposition.


Quote of the Show:

  • “” People want to be heard and they want to know that your solution is safe.”


Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

30 Jul 2024Livin’ The Dream- Bob Bennett - Coach2Scale - Episode # 05001:01:53

In this episode, Bob Bennett, a seasoned entrepreneur, Founder and former CEO of Microfridge, Invoice Cloud, and EngageSmart, delves into the crucial role of luck in success and life. He shares insights on dispelling the myth that only extroverted individuals can excel in sales, emphasizing the power of building rapport. Bob articulates strategies for effective sales management, including the importance of embracing awkwardness and fostering trust. He discusses his leadership philosophy centered around an inverted pyramid, where leaders work for their team. Lastly, Bob provides actionable advice for new sales leaders, highlighting the significance of being a 'player-coach' and the importance of compounding experiences. 

 

Takeaways: 

Luck and Adversity as Motivators: Embrace the role of luck and adversity in shaping one’s career. Leaders should recognize that seemingly negative experiences can fuel motivation and resilience, driving individuals toward success.


The Myth of Extroversion in Sales Success: Understand that successful salespeople do not necessarily fit the extroverted, gregarious stereotype. Introverts can excel in sales by leveraging their strengths, such as listening and focus, which often lead to high performance.


Building Genuine Rapport: Encourage your team to build genuine rapport with clients. Invest time in understanding prospects on a personal level, as trust is a cornerstone of successful sales. Teach your team to get 'awkward' early to break down barriers and build authentic connections.


4Compound Experience for Success: Promote the importance of putting in extra effort consistently. Small incremental efforts compound over time, resulting in significant experience and expertise, much like compound interest. Encourage your team to go the extra mile consistently.


Servant Leadership: Adopt an inverted pyramid approach where leaders see themselves as working for their team. Focus on removing barriers for your team members, providing them with the support they need to succeed, and fostering a culture of mutual respect and collaboration.

Embrace and Manage Awkwardness: Teach your team to embrace awkwardness in initial interactions. Use it as an opportunity to develop a bond and establish a peer-to-peer relationship with prospects, which is instrumental in building trust and credibility.


Peer Learning and Knowledge Sharing: Foster a culture of knowledge sharing where top performers share their successful strategies with others. This not only helps in leveling up the entire team but also reinforces and rewards collaborative behavior, leading to collective success.

Quote of the Show:

  • “dealing with people and helping them grow as individuals is one of the most rewarding things you can do.” - Bob Bennett

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


17 Sep 2024Climbing the Career Jungle Gym - Tanya Faddoul - Coach2Scale - Episode # 05700:53:22

In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing diverse skills and fostering an environment where everyone can thrive.

 

Takeaways:

  • Understand that career growth doesn't always follow a straight line; it can be more like a jungle gym. Be open to exploring different roles and opportunities within your organization.
  • Build teams with diverse skill sets and backgrounds. This can lead to more innovative solutions, better decision-making, and stronger overall performance.
  • Encourage individual contributors to pitch new ideas and participate in projects or pilot programs. Make innovation a mindset that everyone in the organization can adopt.
  • Develop both internal and external networks. Internal networks can help solve problems faster and foster collaboration, while external networks can provide new opportunities and insights.
  • Establish strong mentor-mentee relationships. Mentors should create a supportive environment and provide consistent feedback. Mentees should take the initiative to stay in touch and follow through on guidance received.
  • Leaders should help team members overcome imposter syndrome by providing encouragement, promoting a growth mindset, and celebrating milestones.
  • Identify and nurture skills and interests among team members, even those they may not be aware of themselves.

Quote of the Show:

  • “If you have this network that you can call on, you can bring people to the table. You can bring some diverse perspectives and you can help the client solve a problem” - Tanya Faddoul

Links:

Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

19 Mar 2024Understanding What Makes Coaches Great - Kevin Martin - Coach2Scale - Episode # 03100:53:55

Today’s guest is a father of three wonderful children, a volunteer youth athletics coach, and has an accomplished career in sales leadership roles. Kevin Martin is the VP, Parchment Growth at Instructure. Kevin joins Host Matt Benelli to discuss the importance of being disciplined as a leader, trusting your team, and the power of reflection. Kevin also shares actionable frameworks for improving personal and team performance, including evaluating what went well, what didn't, and future focuses.


Takeaways:

  • Being a successful salesperson does not guarantee that someone will become a great sales leader. The qualities that make one an exceptional salesperson often differ from those required to lead a sales team effectively. Leadership demands selflessness and a focus on the team's success rather than individual achievements.
  • Discipline is a cornerstone for succeeding as a leader. It’s necessary to be disciplined in how you use your limited resources—time, talent, and treasure—towards personal and team goals. This disciplined approach is crucial in navigating the myriad of distractions that leaders and their teams face daily.
  • A great leader is characterized by their ability to trust their team members and provide them with opportunities for growth. Giving someone an opportunity often signifies trust and encourages leaders to be explicit in communicating this trust to their team members.
  • Reflection is immensely powerful for your personal and team development. Use a structured reflection process, such as asking what went well, what didn’t, and what’s on one’s mind. This approach aids in continuously learning and improving, crucial for both leaders and their sales teams.
  •  Leadership is not about having all the answers but about guiding your team to find answers themselves. A focus on coaching and developing people, rather than merely driving them to achieve targets, is pivotal for lasting success and team cohesion.
  • Although it does not come naturally to everyone, it is important for leaders to develop empathy in order to connect with their team members and help them tackle whatever roadblocks they face.


Quote of the Show:

  • “To be a great coach, you have to know what your team is responsible for producing and recognize that your success is predicated wholly on their success. Then you throw yourself into working with each of them to get better at their craft.” - Kevin Martin


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


11 Jun 2024Listening, Curiosity, and Leadership - Rob Merklinger - Coach2Scale - Episode # 04300:43:42

In this engaging episode, Matt sits down with Rob Merklinger, an experienced leader with a rich background from companies like Oracle and Barracuda. The conversation delves into the significance of listening and curiosity in leadership and sales. Rob shares valuable insights on hiring talent from non-traditional backgrounds and discusses the impact of organizations like the MOM Project. He emphasizes the importance of staying humble, asking for help, and continuous improvement—getting 1% better every day. They also explore the role of intent data and the evolving tech landscape in sales, while underscoring the need for data-driven decision-making. Rob’s advice for leaders includes listening intently, preparing for one-on-ones, and fostering a culture of honesty and candor. The conversation is a treasure trove of actionable takeaways for aspiring and established leaders alike.

 

Takeaways: 

1. Prioritize Listening: Leaders should practice active listening not only during team meetings but also in personal interactions. This creates trust and shows your team that you value their input, leading to more collaborative and effective work environments.


2. Embrace Simplicity: Keep solutions simple and straightforward. Often, the best strategies are the simplest to understand and implement, making it easier for your team to follow.


3. Diversify Your Talent Pool: Look beyond traditional hiring sources. For example, organizations like the MOM Project can help you find valuable, often overlooked talent with diverse backgrounds, enriching your team with different perspectives and experiences.


4. Intentional Preparation: Spend time thoroughly preparing for one-on-one meetings. Prepare a mutual agenda and make sure both parties have room to express their goals and concerns. This ensures productive and meaningful interactions.


5. Continuous Improvement:Strive for constant improvement, both personally and as a team. Aim to get 1% better each day, leading to significant progress over time. Foster a culture where everyone is constantly learning and growing.

6. Leverage Feedback: Regularly seek and act on feedback from peers, superiors, and team members. Use this input to continuously fine-tune your approach, demonstrating a commitment to growth and adaptability.


7. Understand Financials: Build a strong understanding of the financial aspects of your business. Knowing key financial metrics and what drives them allows you to make informed decisions and have meaningful conversations with stakeholders.

Quote of the Show:

  • “” -  When we're actively applying both our curiosity and listening skills, we're showing those around us that we care about them and that we value them.”


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

19 Sep 2023Feeding Your Eagles - Sarah Milby - Coach2Scale - Episode # 00700:50:06

Today’s guest is an investor, advisor, and entrepreneur. Sarah Milby is the CEO and Founder of Valor Performance, Inc.. Sarah joins Host Matt Benelli to discuss how to retain your top performers, why so many sales leaders misunderstand how to coach their teams, and how to build feedback into the everyday culture of your organization.


Takeaways:

  • While many leaders believe that the majority of their coaching should be directed toward their problem reps who are underperforming, they should not forget about their high-performers. Your high-performing reps need attention and coaching in order to retain them.
  • Before leaders can adequately provide coaching for their teams, they themselves must be coached on how to help their teams most effectively. 
  • When under pressure, sales managers should take a moment and think about how to frame their discussions with team members to ensure their growth, rather than taking a directive, top-down leadership approach.
  • As a leader, your actions feed into the culture that you are building. Make sure that your actions are congruent with the kind of culture that you want to intentionally build. 
  • Promoting sellers into management roles without providing them with the necessary training does a disservice to them as individuals and the company as a whole. These are people who want to keep learning, so make sure to feed their hunger for knowledge.
  • As a leader, you can be both compassionate and results-driven. They're not mutually exclusive. Having direct conversations with your team to provide feedback is part of helping them grow.


Quote of the Show:

  • “You’ve got to feed the eagles.” - Sarah Milby


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


05 Mar 2024Focus on The Fundamentals Over the Tech Stack - Justin Otley - Coach2Scale - Episode # 02901:02:07

Today’s guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team’s fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it’s imperative to show SDRs that there is a path forward.


Takeaways:

  • Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack. If your team is not coached and trained effectively, no technological aid can help achieve the desired sales goals.
  • Don't let your sales team become over-dependent on sales engagement platforms. While a sales engagement platform can be a helpful tool, it should not replace mastering the basics of sales and a hands-on, detailed approach. 
  • It's essential to address any performance issues as early as possible. Being proactive in providing coaching or improvement plans can help improve the SDR's performance before it negatively impacts the overall sales goals.
  • The most successful SDRs exhibit resourcefulness and curiosity, leveraging these traits to deliver results while maintaining a tenacious focus on personal and professional development.
  • It's critical to develop a well-thought-out career path for SDRs. This includes providing opportunities for internal promotion when they master their role and preparing SDRs for their next role within the organization.
  • Having the right people on your team is essential for success. This includes hiring individuals who align with your company culture and possess the tenacity to achieve goals without making excuses.
  •  A multi-pronged approach leveraging phone calls, emails, and social media outreach can set SDR teams up for success. Despite the increasing popularity of online channels, phone calls are still vital for effective outreach.


Quote of the Show:

  • “AI is going to replace lazy sellers, lazy SDRs, right? Those who are not willing to put in the work and make it a good experience for their prospect or customer. Those are the ones that are going to, unfortunately, pay the consequences.” - Justin Otley


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


03 Oct 2023Coaching The Whole Salesperson - Amy Appleyard - Coach2Scale - Episode # 00900:45:42

Today’s guest is a cybersecurity and sales veteran with over 15 years of experience in driving high-growth sales organizations. Amy Appleyard is the Chief Revenue Officer at LastPass and a Limited Partner at Stage 2 Capital. Through their conversation, Amy and Host Matt Benelli discuss why sales leaders need to coach the whole person (02:31), why one-on-one meetings are vital (18:58), and the personal nature of great coaching (22:57).


Takeaways:

  • Salespeople are not only motivated by money and sales coaching should not be thought of as just putting more into motivating salespeople.
  • To get someone who puts every effort into helping everyone in the organization understand their job and help our customers, you must coach the whole person.
  • Coaching the whole person includes everything such as the end of the sales cycle and closing a deal, but a lot of it is asking questions, thinking about someone's career path, and finding some very specific things are trying to work on. If you coach those, success will follow.
  • Training is not the same as coaching. For example, showing someone how to enter data into a CRM is training. Whereas, providing specific feedback on how an individual can improve their demeanor in a discovery call to set themselves up for success is coaching.
  • Great coaches ask great questions. Here are two great questions to get you started: What’s the best for you to learn? Tell me about a time when you had a really great week;  why did it feel so good?
  • Prior to providing feedback, you should build a relationship with the individual so they are comfortable with receiving both positive and negative feedback. 
  • If you’re providing negative feedback to someone, it can be better if they have a chance to read it first before hearing it from you face-to-face or in a meeting. If you know that you’ll be sharing something negative with someone in a meeting, preface it by framing it in an email to them saying something to the effect of, “Hey, I wanted to share some feedback that might be hard to hear, but it is something we should work through.”


Quote of the Show:

  • “Always ask for feedback, always seek out coaching wherever you can find it, you'll never not need it.” - Amy Appleyard


Links:


Shoutouts:

  • Carrie Ann Carter


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


21 Jan 2025The Journey to 1% Success in Sales Leadership with Lane Monson - Coach2Scale Episode #7500:53:53

Unlock the secrets of genuine connection in sales and leadership with our guest Lane Monson, an executive leader and coach who challenges the conventional wisdom of salesmanship. Do most salespeople really know how to connect deeply with others? Discover what Lane has to say as we unravel the five levels of connection, which many sales professionals only partially navigate. Through Lane's insightful anecdotes, including a transformative experience with a Navy chaplain, learn how asking the right questions can turn ordinary interactions into significant, life-changing connections.

Explore the seven keys to achieving 1% success as a sales leader, starting with the realization that great leaders are essentially great coaches. This episode promises to reshape your understanding of leadership from traditional motivators to empathetic guides. Using an analogy from organic chemistry, Lane illustrates the journey through challenging phases, emphasizing belief, desire, and the power of perseverance. By focusing on individualized coaching and understanding unique team motivations, listeners will gain insights into building belief through small wins, fostering a vision-driven approach to leadership that prioritizes personal growth alongside team success.

Exceptional sales leaders are more than just business savvy—they're compassionate coaches who build meaningful connections. Through captivating discussions about figures like Michelle Potter and Joey Green, we emphasize the evolution from motivational tactics to genuine empathy in sales leadership. Lane's journey from CEO to executive performance coach offers lessons in lifelong learning, mentorship, and curiosity, encouraging listeners to embrace unexpected career shifts. Tune in to uncover valuable insights into becoming not just a successful leader, but also a compassionate facilitator of growth and connection within your team.


Chapters:
(00:00) Myth Busting and Connection in Coaching
(09:18) Leadership Strategies and Personal Development
(26:51) Leadership and Connection
(36:03) Lessons Learned and Executive Performance Coaching
(51:48) Coaching Insights and Connection Building

Takeaways:

  1. Salespeople Overestimate Connection: Many salespeople believe they connect well, but they fail to ask high-value questions, listen deeply, or build trust effectively.
  2. The 7 Keys to 1% Success for Sales Leaders: Success comes from great coaching, fostering belief and desire, defining vision and purpose, building deep connections, asking high-value questions, and maintaining a growth-focused mindset.
  3. Purpose Drives Perseverance: Understanding individual and organizational purpose helps leaders and teams navigate challenges and stay committed.
  4. Accountability Requires Carefrontation: Balancing candor and care (“carefrontation”) helps leaders hold teams accountable while maintaining trust and respect.
  5. Personalized Coaching is Essential: Tailoring coaching approaches to individual team members’ motivations, goals, and personalities fosters better alignment and outcomes.
  6. A Growth-Focused Mindset is Key: Leaders must challenge old thought patterns and adopt accurate, supportive beliefs to inspire their teams.
  7. True Connection Comes from Understanding: Leaders who deeply listen, empathize, and value their team members create stronger trust and engagement.
  8. Encouragement and Structure Build Morale: Over-delivering encouragement and using structured coaching frameworks improve morale and ensure consistent performance.
  9. Overcoming Resistance Requires Empathy: Resistance in teams often stems from fear, fatigue, or lack of clarity, and leaders must address these with active listening and care.
  10. Leadership Transports People: Great leaders act like coaches, helping individuals move from where they are to where they need to be by providing guidance and direction.


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

19 Nov 2024Coaching ↔️ Two Way Street - Derek Bates - Coach2Scale - Episode # 6600:46:28

Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek's college baseball coach's influence, the role of leadership in retaining talent, and strategies for effective time management.


Takeaways:

  • Recognize that money isn't the only motivator. Salespeople are complex, and good leaders need to understand what truly drives their team members beyond just their compensation.
  • Encourage discipline and efficiency to maintain a healthy work-life balance. Overworking should not be glorified; find ways to help your team manage their time effectively.
  • Tailor your coaching approach to the individual needs of each team member. Every person is different; understanding their unique triggers and motivational factors will help you coach them more effectively.
  • Hire and build teams with a diversity of thought. Different perspectives can lead to innovative solutions and a more dynamic team environment.
  • Teach and practice strong time-management skills. Block off dedicated time for key activities like prospecting to maintain a steady pipeline and avoid the rollercoaster effect in performance.
  • Develop and refine processes that support your team but allow their creativity to shine with customers. A good process should eliminate internal inefficiencies.
  • Teach your team to look at the bigger picture in their deals and accounts. Hitting short-term targets is important, but building sustainable long-term relationships with clients is essential.

Quote of the Show:

  • “Not everybody works like you, otherwise they would be in your role.” - Derek Bates

Links:

Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

17 Oct 2023Manage For The Career, Not The Quarter - Patrick Galvin - Coach2Scale - Episode # 01100:40:13

Today’s guest has over twenty years of experience building and managing high-performance sales organizations in high growth, private and public companies. Pat Galvin is the Vice President of Employee Experience, Americas at ServiceNow. Pat and Host Matt Benelli dive into how to establish a coaching culture, whether leaders should focus on people or performance, and why you should be your authentic self in every part of your career.

 

Takeaways:

  • Your top-performing sales rep is not always your best option for your next sales manager. Selling and coaching are very different actions and require different skill sets. 
  • Building a coaching culture requires three things, trust, timing, and tradition. 
    • 1. Trust: Employees need to feel comfortable discussing their own shortcomings with others. 
    • 2. Timing: Coaching should be coming before, during, and after a deal. If you only share feedback after the deal, it can come off solely as criticism. 
    • 3. Tradition Coaching needs to become woven into every aspect of your team and must be given consistently. One day a year of heavy coaching does not establish a coaching culture.
  • Sales leaders who manage for performance rarely achieve long-term success, because they use up all of their team’s goodwill along the way. Whereas, when leaders focus on coaching for the sake of their people, they find better long-term results.
  • When sales leaders focus too heavily on metrics, it can cause two separate problems: 1. Internally, a myopic focus on “the deals” leads to a transactional relationship with your sales team and poor long-term results. 2. Externally, this causes reps to pressure customers too much and offer heavy discounts, rather than sell on value.
  • The best thing you can do as a leader is be your authentic self. While this does require being vulnerable and admitting that you don’t always have all the answers, it will bring you closer to your team and will help you learn more along the way.


Quote of the Show:

  • “Good coaches create good coaches” - Pat Galvin


Links:


Shoutouts:


Ways to Tune In:


CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

20 Feb 2024Decide on the D Players - Channing Ferrer - Coach2Scale - Episode # 02700:48:50

Today’s guest has extensive experience developing and growing international teams, and implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. Channing Ferrer is the Chief Sales Officer at Semrush and a Limited Partner at Stage2 Capital. Channing joins Host Matt Benelli to delve into coaching and leading salespeople, discuss the role of AI in sales, consider the utilization of tech stack tools, and learn about the functionalities of product-led business in sales.

 

Takeaways:

  • Sales managers should spend time with non-top performers. Instead of just focusing on top-performing team members, leaders should spend time and invest in 'D' or 'C' level performers. They should help them improve or make stern decisions about their continuation, thus ensuring overall team performance.
  • Coaching to detail is very important in sales. The term 'micro-managing' tends to have a negative connotation but the concept of 'micro-coaching', involves coaching to details and minutiae. Sales leaders should focus on not just broader aspects but also specific areas that can improve performance.
  • Sales managers need to share feedback with their team regularly. Everyone wants to improve and they need both positive and negative feedback in order to make those improvements.
  • One of the common areas of feedback from top performers is their desire to reduce the 'noise' in a sales job, referring to tasks that detract from time spent with customers. Look for ways to eliminate administrative tasks that can be seen as distractions from the main sales tasks.
  • Sales tools like CRM platforms and conversational intelligence tools such as Gong or Chorus can be very effective if used properly. These tools can both help sales representatives become more efficient and contribute to a superior customer experience. Additionally, AI can be used to automate simple purchasing processes and provide customers with instant responses.
  • For newly promoted leaders, remembering that your responsibilities lie with your peers and superiors more than with your subordinates can help provide direction in early stages of management.
  •  Role segmentation can be beneficial in sales if the transition from one stage to another is smooth for the customer. Any obstacles in the communication flow could adversely affect both efficiency and customer experience.


Quote of the Show:

  • “We need to solve for a customer that's solving for us.” - Channing Ferrer 


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


19 Dec 2023Help Your Sales Team Find Meaning - Rachel Pacheco - Coach2Scale - Episode # 01900:56:57

Managing is hard, but today’s guest is here to help make it easy, even for new managers. Rachel Pacheco is the Author of Bringing up the Boss and is part of the Management Faculty at the Georgetown University McDonough School of Business. Rachel joins Host Matt Benelli for a great discussion of how managers can help their teams find meaning, the importance of sharing constructive feedback, and why it’s vital to consider how you structure and framework for your team.


Takeaways:

  • Leaders need to delve into what truly drives their team members in order to provide effective guidance and support. This includes understanding their motivation styles and tailoring incentives to align with these styles.
  • Regular and meaningful feedback plays an invaluable role in increasing employee satisfaction, performance, and feeling of purpose in their roles. It's not just about pointing out mistakes, it’s also about constructive guidance and meaningful praise.
  • Take responsibility for your own skill growth and encourage your team to do the same. If the team members lack certain skills, encourage them to seek ways to develop these skills outside of their primary responsibilities.
  • Leaders should foster an environment of curiosity to enhance learning and growth within their teams. Patience and acceptance are important parts of a leader's approach.
  • Sales leaders should guide their teams towards greater self-awareness and decision-making abilities through active coaching, including asking open-ended questions and encouraging self-reflection.
  • Leaders should manage their reactions and work towards being more patient and understanding in various work situations. They should also focus on the development of these skills within their team.


Quote of the Show:

  • “Managers and leaders have a critical responsibility and role in helping their team members find that meaning and purpose day to day.” - Rachel Pacheco


Links:


Shoutouts:

  • A Curious Mind by Brian Grazer and Charles Fishman


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


21 May 2024Leading from the Field - Brendan Caleca - Coach2Scale - Episode #04000:57:22

Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career.

 

Takeaways: 

  • Dive deep into understanding your customer's needs, challenges, and opportunities. There is an importance of asking open-ended questions and being an active listener. Leaders should cultivate curiosity and genuinely seek to understand the perspectives and needs of their teams and customers.
  •  Leaders should focus on smart, strategic planning to drive better outcomes rather than just pushing for longer hours of work.
  • The evolving AI landscape underscores the need for leaders to stay informed about new technologies. Use AI and other tech advancements to predict customer needs more accurately and streamline operations for your teams.
  • It's crucial to continually reassess and refine your understanding of your ideal customer profile. Leaders should apply this mindset internally as well, constantly seeking to understand their teams' evolving needs and how to best support their success.
  • Ensure that the value you believe you're delivering aligns with their perceptions. Continuous dialogue and feedback loops can help ensure alignment.
  • Leaders can learn that simplifying strategic focuses into manageable parts leads to more significant achievements. This approach enables leaders to guide their teams more effectively through complex situations.
  • Leaders should cultivate a culture where setbacks are seen as opportunities for growth. Encourage your team to adopt a mindset where every outcome is a chance to learn and improve.

Quote of the Show:

  • “” - The harder you work, the luckier you get. However, the more effort you put in typically yields, key differentiator results.


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

11 Feb 2025Unlocking Potential through Effective One-on-Ones with Andy White | Coach2Scale Episode #7800:57:34

What if the secret to transforming your sales team lies within the art of the one-on-one meeting? Join me, Matt Benelli, and our special guest, Andy White, VP of Sales at Trivy, as we debunk myths and uncover these meetings' critical role in building trust and alignment in modern sales teams. We dive into the heart of creating coaching cultures and learn why remote and hybrid work environments make these interactions more indispensable than ever. Andy shares his expertise aligning team and company goals while fostering accountability and connection through structured, meaningful conversations.

This enlightening discussion reveals a powerful framework for one-on-one meetings that can propel your team's performance to new heights. With categories focusing on personal, professional, and future-facing topics, we explore how leaders can effectively navigate hiring challenges and compensation expectations. Andy sheds light on crafting an operating guide for leaders that enhances communication and accountability, making even the most challenging conversations manageable while nurturing a supportive and growth-focused environment.

Prepare to rethink leadership strategies as we examine the transition from frontline management to executive roles, highlighting the importance of consistency, problem-solving, and AI tools that revolutionize sales efficiency. You'll hear about innovative solutions like Zinnia and cost-effective platforms that boost productivity and improve customer experiences. As we close, discover how Trivie's approach to corporate training through gamification and personalization can bridge knowledge gaps, ultimately driving sales success. Whether you're looking to refine your leadership skills or explore the intersection of AI and sales, this episode promises a wealth of valuable insights.

Chapters:
(00:00) - Building Sales Leadership Trust and Alignment

(10:14) - Effective Framework for Productive One-on-Ones

(15:30) - Building Trust Through Effective One-on-Ones

(20:33) - Effective Communication in Leadership Accountability

(31:51) - Leveraging Consistency and Problem-Solving Skills

(38:12) - Leveraging AI Tools for Sales Efficiency

(44:33) - Coaching Impact and Fundamentals

Key Takeaways:

  • The One-on-One Meeting is Not Dead, But It is Often Ineffective - Many sales leaders neglect or mismanage one-on-ones, reducing them to deal reviews instead of meaningful coaching conversations.
  • Trust is the Foundation of Effective Coaching - Sales representatives need to feel supported and valued before they will fully engage in coaching and performance discussions.
  • A Structured One-on-One Framework Drives Better Outcomes - Breaking meetings into personal check-ins, professional development, and future planning ensures that they remain productive and aligned with long-term growth.
  • Managers Must Focus on Skill Development, Not Just Deal Status - Coaching should prioritize behaviors and competencies that lead to better sales results rather than simply tracking pipeline updates.
  • Asking Sales Reps for Feedback Strengthens Leadership - Inviting feedback on management effectiveness fosters a culture of accountability and continuous improvement.
  • Accountability is Essential for Driving Consistent Performance - Managers should document key action items from each meeting and follow up to ensure that coaching translates into tangible progress.
  • Alignment is Crucial for Sales Success - When company goals, compensation structures, and sales objectives are misaligned, quota attainment suffers, and disengagement increases.
  • Sales Leaders Must Be Problem-Solvers, Not Just Problem Identifiers - Senior leadership values managers who present solutions alongside challenges rather than simply escalating issues.
  • AI Can Enhance Coaching and Improve Sales Effectiveness - Tools like CoachEm provide managers with data-driven insights, helping them conduct more impactful coaching sessions without adding to their workload.
  • Companies That Prioritize Coaching Build More Resilient Sales Teams - Investing in structured coaching processes leads to higher quota attainment, lower turnover, and a stronger sales culture.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

09 Jan 2024Leading Lifelong Learners - Mark Aboud - Coach2Scale - Episode # 02100:42:39

Today’s guest is a visionary leader who knows how to focus and reinforce the right behaviors without looking at the scoreboard all the time. He’s spent 25-plus years leading and inspiring sales teams at industry titans like Oracle, SAP, and Ceridian. Mark Aboud is the Chief Experience Officer of the Middlefield Group. Mark joined Host Matt Benelli to discuss how to drive the adoption of new sales tools, how to lead digital transformations, and why it is critical to manage your team’s behavior along with their performance.


 

Takeaways:

  • Sales Managers need to concentrate on sales behaviors - the actions and methods salespeople use to achieve their results, rather than purely the outcomes. By empowering salespeople to control and improve their behaviors, they consistently meet or exceed their targets.
  • Lifelong learners make for lifelong performers. Encourage learning and provide channels for growth within the organization. This can lead to better employee retention and enhance your team's performance.
  • Sales Enablement, when done properly, can significantly boost the performance of even your best sales reps. It’s beneficial to employ successful salespeople in enablement roles to provide credible and effective training.
  • When implementing new sales tools, seek out those who are hesitant and even resistant to the change. Ask them to at least try the tools and tell you if they help. If these people try a new behavior and see great results, they can be your most powerful evangelists.
  • The investment in your employees' skills and in the tools they use is crucial. It is crucial to equip teams with robust digital tools and more importantly, the necessary skills to use them. 
  • While it’s important to look at outcomes, focusing on people, their behaviors, and the organization's culture will ultimately yield better results. This approach builds trust, fosters teamwork, and promotes a positive work culture.
  • Don’t shy away from tough conversations with your team. Being truthful, transparent, and open in your conversations helps develop trust. 


Quotes from the Show:

  • “A good idea well-executed is a rare thing.” - Mark Aboud
  • “People that are lifelong learners will be your lifelong performers.”- Mark Aboud


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


04 Jun 2024Curiosity Over Confidence - David Priemer - Coach2Scale - Episode # 04201:01:53

In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David’s latest book, 'The Sales Leader They Need': promoting transparency, protecting and advocating, driving accountability, coaching, and getting and giving feedback. 


Takeaways: 

  •  Always explain the "why" behind any changes or decisions to help your team understand and commit to new behaviors. Transparency builds trust and commitment.
  •  Stand up for your team and ensure they have the necessary resources to succeed. Be their advocate within the organization to foster a supportive environment.
  • Establish clear expectations and hold team members accountable for their responsibilities. Regularly review progress and provide constructive feedback to keep everyone on track.
  •  Dedicate time to coaching your team effectively. Use both top-down (diagnostic) and bottom-up (discovery) approaches to understand and address individual team member needs and challenges.
  •  Make it a priority to seek feedback from your team first. Use this feedback to improve your own leadership practices, and then provide them with constructive feedback to help them grow.
  •  Invest time in building strong, trusting relationships with your team. Understand their personal and professional challenges and be empathetic to their situations.
  • Develop a robust framework for leadership and coaching skills, such as promoting transparency, protecting your team, driving accountability, and providing feedback. Implement these systematically to create consistent and effective leadership practices.

Quote of the Show:

“”Curiosity and questions will get you further than confidence and answers.”

Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

05 Dec 2023Lead By Listening & Laughing - Blair Tolbard - Coach2Scale - Episode # 01700:49:12

This special guest is a seasoned sales leader and mentor with over 40 years in the technology sector. Blair Tolbard is a now-retired sales executive with experience leading teams at companies such as IBM and Oracle. Blair joins Host Matt Benelli to share his insights on effective leadership and sales tactics. Blair emphasizes the power of listening, being accessible as a leader, and how leaders can use humor as a relief valve. 


Takeaways:

  • It’s imperative to follow through on what you pledge to do. Your deeds speak much louder than your words. This is a key part of establishing trust and building credibility with your team and even prospects.
  • Sales team leaders should strive to be truly accessible and available to their team members. This means being present, approachable, and actively encouraging communication.
  • Instead of leaving it up to team members to decide when to engage with their manager, leaders should establish clear guidelines and expectations. This helps avoid confusion and ensures that everyone knows how to reach out for support or guidance.
  • Rather than being passive and waiting for team members to come to them, sales team leaders should proactively engage with their team. This shows a genuine interest in their needs and creates an environment where open communication is encouraged.
  • Active listening is a crucial skill for sales team leaders. By actively listening to their team members, leaders can gain insights, understand their needs, and build stronger relationships. This leads to better outcomes and a more productive team.
  • Taking the time to get to know team members on a personal level can greatly improve communication and collaboration. Sales team leaders should invest in building relationships to create an atmosphere of trust and mutual respect.


Quote of the Show:

  • “I'm fortunate I have this innate relief valve, and I do believe humor is a relief valve, and it's a relief valve not just for me, but it's a relief valve for those around me.” - Blair Tolbard


Links:


Shoutouts:

  • John Nugent
  • John Bunting


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


24 Dec 2024Top 10 Lessons for Sales Leaders from 2024 Shared on the Coach2Scale Podcast00:06:48

As we close the book on 2024, I want to take a moment to say THANK YOU. Whether you tuned in for one episode or all 52, you're part of a movement that believes coaching is the rocket fuel for performance. This year, Coach the Scale recorded over 65 episodes, reaching thousands of sales leaders. But this isn’t about vanity metrics—this is about impact. Each episode brought lessons that slapped us in the face and whispered, "Pay attention."

So, let's hit rewind on the top 10 lessons from 2024 that every sales leader needs tattooed (metaphorically) on their brain:

1. Coaching isn’t teaching—it’s training for battle.
Your reps don’t learn to box by watching YouTube. It’s role plays, feedback, and reps that build champions.

2. High performers are your blue-chip stocks.
Feed them or someone else will. Stop spending all your energy on the bottom 20%.

3. Focus on behaviors, not just outcomes.
Outcomes lag. Daily actions drive the engine. We are what we repeatedly do.

4. Active listening is a martial art.
As Colum at CoachEm says, curiosity is the currency that unlocks trust.

5. Feedback is love.
Frequent, honest feedback isn’t a luxury—it's oxygen for growth. (Thanks to Dr. Rachel Pacheco for the unforgettable underwear analogy. 😅)

6. Transparency and vulnerability are superpowers.
Admit mistakes. Wear your struggles. Trust follows authenticity.

7. Master the basics before getting fancy.
Tech is a tool, not a crutch. Fundamentals win championships.

8. Coach to the career, not the quarter.
Short-term wins are great, but long-term investment in your people pays compounding dividends.

9. Embrace AI or get left behind.
AI won’t replace salespeople. It will replace those who don’t use it.

10. Don’t rush to solutions.
Sales is like a carwash—the rinse cycle (discovery) is crucial. Skip it, and the dirt stays.


🔥 Every guest brought their A-game this year, and 2025 is already shaping up to be NEXT LEVEL. We’re kicking off with sales leaders from Zoom and Sysdig to answer the big questions:

  • What makes a great sales leader?
  • How do you create buy-in without being a dictator?
  • How do you hold yourself (and your team) accountable?

Your voice matters. Keep the feedback, guest ideas, and tough questions coming.


Coaching isn’t a checkbox. It’s a craft, a mindset, and the only sustainable way to build teams that thrive. If you’re not coaching them, you’re losing them.


Here’s to an even stronger 2025.

Happy Holidays, and see you next year!

#SalesLeadership #CoachingCulture #EndOfYearReflections #CoachTheScale

17 Dec 2024Leadership Lessons & Coaching Insights with Matt Benelli00:52:26

What if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, likening this misconception to expecting instant mastery in swimming. They advocate for feedback that strikes a balance, highlighting strengths while pinpointing areas for improvement, and the power of self-assessment that transforms coaching into a nurturing ground for growth.

Navigating the murky waters of management can be daunting for new leaders. Our discussion uncovers the universal struggle of setting expectations and the weight of maintaining accountability within teams. Through candid anecdotes, they uncover why some managers shy away from difficult conversations and the all-too-common trap of wanting to be liked. By modeling self-accountability and utilizing strategies like setting clear goals, holding regular one-on-one meetings, and providing timely feedback, managers can foster an environment of responsibility and success within their teams.

Finally, Matt explores the art of leadership through preparation and engagement. We highlight how leaders like Mike Myers and Bill Belichick exemplify humility, discipline, and adherence to team values. These seasoned mentors teach us the importance of thorough preparation, the strategic use of "commander's intent," and conveying messages from higher-ups in an inspiring way. Matt reflects on how building a team around shared values paves the way for long-term success.

Chapters:
(00:00) Building Coaching Cultures
(15:27) Accountability and Effective Management Strategies
(31:48) Effective Leadership Lessons Learned
(43:32) Coaching Lessons and Leadership Attributes

Takeaways:

  • Long-term Investment in Coaching: Sales coaching is not about immediate results. It's a long-term investment in behavior change, similar to learning a new skill. Sales leaders should approach coaching with patience and commitment, focusing on gradual improvement over time.
  • Balanced Feedback: Effective feedback should be balanced, highlighting both strengths and areas for improvement. Encouraging self-assessment among team members can create a more constructive and positive coaching environment, promoting growth and development.
  • Accountability and Modeling Behavior: Sales leaders must hold themselves accountable before they can effectively hold their teams accountable. Modeling the behavior they wish to see in their teams is crucial for setting clear expectations and maintaining accountability.
  • Structured Management Strategies: Implement structured strategies such as setting clear goals, tracking progress, and providing timely feedback. Address underperformance immediately to prevent issues from escalating, and maintain regular one-on-one meetings to reinforce accountability.
  • Leadership Beyond Directing: Leadership involves preparation, engagement, and composure under pressure. Convey motivational messages effectively and focus on building inclusive environments. Use the "commander's intent" concept to guide teams towards common objectives.
  • Learning from Notable Leaders: Emphasize humility, positivity, and adherence to team values as demonstrated by leaders like Mike Myers and Bill Belichick. Investing in managerial training and focusing on shared team values can lead to long-term success.
  • Commitment to Self-Development and Curiosity: Encourage a commitment to self-development and foster a culture of curiosity within the team. These traits can be developed and are essential for continuous improvement and effective leadership.
  • Effective One-on-One Meetings: Maintain the importance of one-on-one meetings with team members. Consistently holding these meetings demonstrates care for team members' success and fosters a culture of accountability and feedback.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

26 Mar 2024Taking an Adaptive Approach to Sales - Mike D'Aloia - Coach2Scale - Episode # 03200:42:36

Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales.

 

Takeaways:

  • Adopting a one-size-fits-all approach in sales processes and metrics is a myth. It’s important to adapt processes based on situational needs, and have distinct processes for different sales types (e.g., enterprise vs. commercial sales). This adaptability allows for more responsiveness to market changes.
  • Outreach today needs to be hyper-personalized, such as persistently leaving voicemails, in reaching and engaging potential clients. Consider the value of adapting to other outreach methods (e.g., using LinkedIn, TikTok) based on the target audience.
  • Coaching plays a crucial role in improving individual and organizational performance. Coaching is not just how to hit sales targets but also aiding in the personal and career development of team members. Make sure to use regular, goal-oriented coaching sessions and show genuine interest in team members' career aspirations.
  • The concept of a 'Win Team' involves collaborative effort across departments to close deals, especially in complex sales environments. It's crucial for sales representatives to involve content experts, strategists, and other relevant personnel in sales processes to maximize success and deal value.
  • Leaders should encourage sales reps to 'own' their sales strategies, applying their unique styles and experiences while aligning with the organization's overarching goals. This can lead to more effective and personalized sales tactics.
  • Embracing generative AI tools for tasks such as email composition and customer research is encouraged. These tools can help sales teams enhance their messaging and outreach strategies, staying ahead in competitive environments.


Quote of the Show:

  • “No two deals are the same in the enterprise.” - Mike D'Aloia


Links:


Shoutouts:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


12 Dec 2023Four Characteristics To Hire For - Sean Harmon - Coach2Scale - Episode # 01800:51:52

Today’s guest brings a wealth of experience from both his time leading large sales organizations and building his own companies.  Sean Harmon is the Chief Executive Officer of Rapid4Cloud, which makes it easier to implement and run Oracle Cloud Applications​. Sean joins Host Matt Benelli for a discussion of nurturing robust work cultures, hiring great sales teams, and building successful organizations.


Takeaways:

  • Smart sales managers who are planning for long-term success will hire based on four characteristics: 1. Work Ethic, 2. Integrity, 3. Loyalty, and 4. Intelligence, which is really a person’s aptitude and willingness to learn new things.
  • A healthy work ethic can make up for talent gaps and drive success. Sales leaders should therefore encourage a work-smart culture, where the focus is on achieving results rather than just boosting activity.
  • While there is not a universal work-life balance that works for everyone, it’s important that you and your team keep up with their lives outside of work. Without doing so, you won’t be able to sustain your best production at work.
  •  A well-structured hundred-day plan can set the stage for long-term success. This plan should emphasize active listening and understanding team dynamics first, followed by identification of gaps and setting suitable strategies.
  • Having a genuine understanding of your target audience is crucial. Principled decision-making and product belief are critical, allowing you to spot the best opportunities and prioritize accordingly. Every client or prospect may not be qualified or a good fit; discernment is key.
  • Sales leaders need to be selective about who they invest their time in. Leaders need to prioritize their interactions and invest in relationships that add value to their career growth and organizational objectives.


Quote of the Show:

  • “Most of what we do, it's not about what people know, but their willingness and curiosity to learn.” - Sean Harmon


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

18 Feb 2025Why Coaching is Non-Negotiable with Thad Zylka | Coach2Scale Episode #7900:41:19

Thad Zilka, a veteran leader in sales and leadership, discusses the transformative power of coaching in sales performance. Drawing insightful parallels to the world of sports, Thad challenges the notion that star salespeople don't need guidance. Through sharing his own journey, he highlights the pivotal role of structured business plans and the consistent need for accountability to truly achieve greatness. His perspective provides a refreshing look at how even seasoned professionals can benefit from external coaching to elevate their skills from good to exceptional.

We explore the intriguing role of AI in the field, balancing its impressive capabilities with the irreplaceable human touch. AI tools are revolutionizing data analysis and idea generation, yet Thad and Matt caution against losing the personal connections that are foundational to successful sales interactions. The conversation expands to the career trajectories of sales professionals and the often-misguided rush towards management roles, urging a mindful approach to career decisions and recognizing the true decision-makers in complex sales environments.


Passion and persistence become the heart of our narrative as we dive into the vibrant world of gold investment and the lifelong dedication of being a Kiss fan. We share a mix of encounters and personal stories, from rock concerts to collecting memorabilia, all underscoring the power of perseverance in both life and business. The episode wraps up with reflections on influential leaders like Zig Ziglar and Ronald Reagan, emphasizing the essence of emotional intelligence and the noble art of sales. Join us for a considerable list of insights that promise to inspire, educate, and entertain.


Top Takeaways:

  • Even the best sales reps need coaching. Hiring great talent isn’t enough—without continuous coaching, even experienced reps can reinforce bad habits.
  • A strong business plan keeps reps accountable. Sales professionals should have a personal business plan with clear 30-, 60-, and 90-day goals that managers actively track.
  • Tough conversations are necessary for growth. Great leaders don’t avoid difficult discussions; they address performance issues head-on by asking direct questions and reading between the lines.
  • Self-awareness and emotional intelligence (EQ) are essential. The best managers don’t just listen—they watch for body language, energy shifts, and unspoken struggles to understand what’s really going on.
  • AI should enhance coaching, not replace it. AI can surface coaching insights, identify patterns, and save time, but human connection and emotional intelligence are irreplaceable.
  • One-on-ones should focus on development, not just deals. Many managers fall into the trap of turning 1:1s into pipeline reviews instead of using them to build rep skills and long-term success.
  • Not every great salesperson should become a manager. Many top reps feel pressured to move into leadership, but management requires a different skill set that isn’t right for everyone.
  • Sales leadership is about removing obstacles. The best managers clear roadblocks, eliminate bureaucracy and create an environment where their team can focus on selling.
  • Coaching consistency separates good teams from great ones. Sporadic feedback doesn’t drive lasting change—regular, structured coaching ensures continuous improvement and accountability.
  • The role of sales managers is harder than ever. With more responsibilities and less time, FLMs need better tools and processes to coach effectively without getting overwhelmed.


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


08 Oct 2024Transforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 6000:51:34

In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes.

 

Takeaways:

  • Prioritize initiatives that lead to observable and measurable behavior changes in sales activities rather than just training or business outcomes.
  • Invest in conversation intelligence tools like Gong or Chorus to automatically surface insights from sales calls and emails. This helps in identifying performance gaps and measuring behavior changes effectively.
  • Develop detailed frameworks to guide sales processes, such as discovery calls, instead of rigid scripts. Frameworks provide a structure while allowing salespeople to customize their approach.
  • Engage sales managers in the coaching process by providing them with dashboards to track specific behaviors and metrics. 
  • Use AI tools to gather and summarize account insights, which can help salespeople personalize their outreach and reduce the need for interrogative discovery questions.
  • Continuously reassess and be willing to change your strongly held beliefs about sales processes. Stay informed about evolving buyer behaviors and sales technologies.
  • Train sales teams to effectively communicate the cost of inaction to prospects. This includes painting a vivid picture of the negative outcomes of maintaining the status quo.

Quote of the Show:

  • “That's what my approach is: get the little victories, initiative by initiative.” - Jerry Pharr

Links:

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

03 Sep 2024Coaching is a Two Way Street - Satya Bhandary - Coach2Scale - Episode # 05500:56:06

In this insightful episode of Coach2Scale, host Matt welcomes Satya Bhanday, SVP and Global Head of Modernization at MLogica. Satya shares his extensive experience in building and leading teams across the globe, including his time at Oracle and NIIT. The conversation delves into the myths of one-way coaching and the importance of a two-way learning process. Satya emphasizes the significance of accountability, trust, and transparency, summarizing his leadership framework as 'AT&T'. He also discusses personal branding, drawing from his experiences with influential leaders and mentors.

 

Takeaways: 

Embrace Two-Way Learning: Encourage a culture where coaching is seen as a mutual learning experience. Both leaders and team members can benefit from sharing experiences and learning together.


Foster Accountability Across All Levels: Cultivate a culture where accountability starts from the top and permeates through every level of the organization. Every team member should take ownership of their roles and contributions.


Build and Maintain Trust: Establish a non-threatening environment where team members feel trusted to perform their tasks without micromanagement. Trust should be a foundational element of your leadership approach.


Promote Transparency: Be transparent with goals, decisions, and rationales. Ensure your team understands the reasons behind decisions, especially in areas like promotions and recognitions.


Personal Branding: Emphasize the importance of personal branding for your team. Encourage them to build a reputation based on their contributions and interactions with others. This helps in their personal growth and the overall brand of the organization.


Feedback as a Growth Tool: Foster a culture of regular feedback, both formal and informal. Constructive feedback helps individuals grow, and an environment of trust ensures the feedback is well-received.


Be a Model of Continuous Improvement: As a leader, always look for areas of improvement in your practices and encourage the same in your team. This includes being open to feedback and willing to adapt.

Quote of the Show:

  • “ We learn from each other. We can share with one another. And by doing that, the team gets better.” - Satya Bhandary


Links:


Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io


25 Mar 2025Winning the Right Deals with Matt Carey | Coach2Scale Episode #8300:48:43

Every sales leader has heard the mantra: “Pipeline cures all.” But what if that’s only half the truth? In this episode, Matt Carey, SVP of Global Sales at FIS, breaks down why more pipeline isn’t always the answer—the right pipeline is. He shares hard-earned lessons from leading sales teams at Oracle, SAP, and FIS, explaining how top-performing organizations prioritize quality over quantity, measure pipeline health beyond raw coverage, and avoid common forecasting pitfalls.


Matt also explores the real role of frontline managers, not as super reps, but as force multipliers who elevate their teams. He discusses hiring strategies that separate true performers from resume fluff, the importance of post-mortem loss reviews, and why most companies still get coaching wrong. Whether you're a CRO, VP of Sales, or a frontline manager looking to level up, this conversation is packed with insights that will change the way you build and manage your pipeline.


Top Takeaways:

  • Pipeline Quantity vs. Quality – More pipeline doesn’t guarantee success; leaders must focus on the right pipeline by assessing deal quality, aging, and true viability.
  • The Problem with "Just Add More Pipeline" Thinking – Sales teams often flood CRMs with unqualified deals to meet coverage targets, leading to bloated and misleading forecasts.
  • Why Frontline Managers Must Stop Being Super Reps – The best managers don’t just close deals for their teams; they enable reps to develop the skills to win consistently.
  • Hiring Based on Past Performance, Not Promises – Great sales hires have a history of winning, regardless of industry or background; track record matters more than potential.
  • Loss Reviews Are More Valuable Than Win Reviews – Studying why deals were lost provides deeper insights into messaging gaps, pricing misalignment, and product fit issues.
  • How Sales Leaders Sell Internally – At higher levels, sales leaders spend as much time selling internally for budget, resources, and strategy alignment as they do selling to customers.
  • Coaching Needs a System, Not Just Good Intentions – Too many one-on-ones are either deal reviews or therapy sessions; real coaching needs structure, accountability, and a focus on skill development.
  • Managing a Global Sales Team Requires Cultural Awareness – Sales leaders must adapt their messaging and approach across markets, respecting regional differences in business etiquette and buying behavior.
  • The Shift from Tactical to Strategic Leadership – Senior sales leaders must move beyond the day-to-day deal cycle and focus on long-term market positioning, competitive threats, and team scalability.
  • Why Sales Leaders Must Track Trends, Not Just Deals – The best leaders analyze broader win-loss data, competitive shifts, and industry changes to refine strategy, not just react to individual deal outcomes.

Ways to Tune In:

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.


Learn more at coachem.io

Améliorez votre compréhension de Coach2Scale: How Modern Leaders Build A Coaching Culture avec My Podcast Data

Chez My Podcast Data, nous nous efforçons de fournir des analyses approfondies et basées sur des données tangibles. Que vous soyez auditeur passionné, créateur de podcast ou un annonceur, les statistiques et analyses détaillées que nous proposons peuvent vous aider à mieux comprendre les performances et les tendances de Coach2Scale: How Modern Leaders Build A Coaching Culture. De la fréquence des épisodes aux liens partagés en passant par la santé des flux RSS, notre objectif est de vous fournir les connaissances dont vous avez besoin pour vous tenir à jour. Explorez plus d'émissions et découvrez les données qui font avancer l'industrie du podcast.
© My Podcast Data
About usPrivacy Policy