Sales Lead Dog Podcast (Christopher Smith)

One of Chris’ favorite things about hosting the Sales Lead Dog Podcast is the opportunity to listen to guests like Gale Crosley. Gale is a very experienced sales leader, and in this episode we focus on driving strategic growth and the many of the aspects of leadership that are required.

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

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

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

Links:

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

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

Michael Gumiela has led the creation and standardization of the ATALIAN Global Services US sales platform.  Building the sales platform has allowed Mike to get back to his roots of creating and developing effective sales teams through performance management. 

In today’s episode Mike breaks down different aspects of his work at ATALIAN, whether it be hiring practices or sales processes- his 23+ years of facilities management experience has given him extensive familiarity with all things leadership related.

Tune into this week’s episode to learn from someone with an extensive background in sales and facility management.

Quotes 

"I like to look for people that first and foremost have a great personality don't take themselves too seriously. Things I can find in their resume, show me that they've hustled throughout their career, you know, were they a waiter or a waitress? When they were in college? Right? What extracurriculars did they do in college?" (21:16-21:31)

"Sure, well, it, it starts with taking great notes, every time that you meet with the customer. Anytime that you are the prospect, anytime you meet with the prospect anytime you are on the phone with them, if you trade emails, I would hope that everybody listening to this is saving those transactions into your CRM, right." (30:16-30:39)

"You know, sales process has to be built by sales, by finance by operations. It's got to be a group effort to make sure everybody gets what they need." (26:18-26:24)

Links

Michael Gumiela: LinkedIn

ATALIAN Global Services: LinkedIn

ATALIAN Global Services Website

Empellor CRM LinkedIn

Empellor CRM Website

This week’s episode is with Dan Gizzi, VP of Sales, Global Accounts for Magic EdTech, a company dedicated to helping educators and corporations make learning more accessible, immersive, analytic-driven, and device-agnostic.

Today’s episode, we’re asking Dan how he builds successful sales teams and what career lessons, and character building led him to a position as a sales leader. His biggest takeaway as sales leader is don’t be afraid to make mistakes but always learn from everything going forward.

Tune into today’s episode, to learn from Dan Gizzi, VP of Sales for Magic EdTech, to hear his expertise on successful sales leadership and the growth that comes from making mistakes.

Quotes:

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

Links:

Dan Gizzi LinkedIn

Magic EdTech LinkedIn

Magic EdTech Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Dale Merrill is a sales thought leader and co-author of the Amazon #1 New Release book in Sales and Selling, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. He is a global managing director in FranklinCovey’s sales performance practice where he helps clients dramatically grow revenues and profitability.

In today’s episode, Dale walks us through his book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. The inspiration of his book came to him after deciding to do a multi-year research project on how sellers can stand out. What was his conclusion? “You have to be relevant, distinct and memorable.”

Tune in to today’s episode with Dale Merrill, author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More to learn about how you can stand out when you’re selling.

Quotes:

• “We decided that there was nothing that was meaningful that had hit the sales world for like a decade and so we kicked off a multi-year research project to figure out how can sellers stand out.” (1:27-1:40)

• “You have to be relevant, distinct and memorable.” (9:53-9:56)

• “It's in the experience and in the engagement- it's the sellers who understand the needs of the buyer the best, and then articulates that in a way that we would describe as relevant, distinctive, memorable.” (17:21-17:32)

Links:

Dale Merrill LinkedIn

FranklinCovey LinkedIn

FranklinCovey Website

Strikingly Different Selling: 6 Vital Skills to Stand Out And Sell More on Amazon

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

A sales leader is also an educator according to Chris Palmisano, Founding Chief Operating Officer / Chief Revenue Officer at Rocket Dog, a financial services startup specializing in alternative investments. He talks with host Christopher Smith about the role that learning plays in every element of the sales industry, from hiring to advancement to using CRM. 

For Chris Palmisano, a passion for learning is what differentiates a bad sales rep from a good one, and it’s also an indicator that someone will be a great sales leader. When he’s hiring, he looks for people who have been successful at something, because it shows that they have a hunger for learning, and the follow-through to make it happen. And he also builds learning into his own work, every single day. For example, he always hires two people at once, so if it doesn’t work out he can determine whether they don’t have the right skill set for the job, or whether he needs to improve as an educator and leader. 

Take a close look at sales with a focus on training -- and learn from a top performer in the startup world -- in this episode of Sales Lead Dog!

Quotes

• “Believe it or not, things like ‘what’s the forecast look like,’ get discussed in the boardroom.” (22:35-22:42)
• “As sales professionals we can either evolve, or we can die, and there isn’t really an in between anymore.” (26:32-26:40)

Links: 

www.rocketmortgage.com

https://www.linkedin.com/company/rocketdollar/

https://www.linkedin.com/in/cmpalmisano/

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Chemist turned sales coach, Wesleyne Greer has a clear idea of what contributed to her sales success: people, process, and profit... and in that order. Wesleyne explains that her work in a lab just wasn’t getting her the face-to-face interaction she craved. She turned to sales as a profession because it fulfilled her constant curiosity and played to her listening skills and problem-solving strengths. Once she entered a sales role, Wesleyne quickly realized that this profession was the job she had always dreamed of.

Wesleyne’s passion and drive resulted in a rapid ascent from individual contributor to international sales manager. However, when she reached this new stage on the sales ladder, she was surprised by a striking deficit in available resources. While she had received plenty of guidance in her entry role, there just weren’t the same support systems in place at the managerial level. This experience inspired Weslyne to start her own business that focuses on helping sales managers transform into empowered leaders, who can effectively guide their teams to consistent success.

Tune into this week’s episode of Sales Lead Dog to learn more about Wesleyne’s perspective on how sales managers can establish a balance between authority and individualized support for each and every team member. How should a sales manager approach top performers? How do you balance pressure from your boss with adding lasting value to your sales team? What integral role does your CRM play in your team’s success? Wesleyne and host Chris Smith will explore these questions in-depth during this week’s episode, “The Three P’s: People, Process, and Profit.”

Quotes:

• “It’s all about the three P’s: People, Process and Profit. In that order.” 
• “I say it's all about the three P's and its people, process and profit. And I put profit at the end, and people at the beginning because essentially without the right people in place, you're not going to be profitable and building a process without having the right people in place, you won't ensure that you have profit.” (4:48-5:12)
• “I tell people that when I got into sales, I finally figured out what I wanted to be when I grew up.” (6:31-6:37)
• “I always always tell sales managers and sales leaders it’s about solid sales skills….You can teach them your products, your services, you can teach them the technology. But what you can’t teach somebody is really solid sales skills.” (9:49-10:06)
• “You build your sales process not based on what the corporate office wants it to be or what your boss wants it to be. You make your sales process off of what’s working in the field. And the way you figure out what’s working in the field is you talk to the top performers.” (15:48-16:03)
• “When I ask a sales leader, ‘Who is your salesperson or who are your top salespeople?’, they always give me the one who’s hitting quota. But to me, it’s more about consistency. Sometimes people can have a really great year, and then they can be duds for the next two years. So a definition of success is consistency.” (20:50-21:14)
• “You have to do a postmortem because it’s ok to lose a deal, but it’s not ok to lose a deal the same way twice.” (28:10-28:18)

Links

Website: https://www.transformedsales.com/ 

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

Linkedin Business: https://www.linkedin.com/company/transformedsales 

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Joe Paranteau is a leading authority on selling, a sales coach and mentor, keynote speaker, a small business owner and entrepreneur, and an investor. He has generated more than $1.8 Billion in revenue as a professional salesperson.

Joe wrote Billion Dollar Sales Secrets to help sellers and non-sellers alike. He delivers real-world strategies and insights from thousands of sales engagements he led with Fortune Global 500, SMBs, startups, and government organizations. He leverages these experiences to help others achieve their full sales potential.

In today’s episode, Joe discusses a few different chapters in his book that break down his different philosophies as a sales leader. Starting out as a door-to-door salesman on an Indian Reservation in Montana to now serving as a Sales Director for Microsoft, has given him a unique perspective.

Tune in to hear from an incredibly insightful sales leader whose journey in sales has made him wildly successful and how he remains incredibly humble through it all.

Quotes:

“The one tip that I think would be beneficial to hear is spend time engaging people and spend time connecting and being curious. You'll be a much better and more effective salesperson.” (3:22-3:38)

“I had sold a billion dollars in a five-year span. It's two and a half million dollars a day. After I did that, I was like, okay, I think I know something about selling that I could add to people.” (5:43-5:55)

“I would go door-to-door with my brother and sister, because I grew up poor, we didn't have very much money, I'm the first generation of my family to grow up off the Indian Reservation.” (7:39-8:02)

“When I wrote this book, I set out to take all the things that I learned about from a sales standpoint, conscious and unconscious. And I put all these post-it notes on my wall, and I started questioning everything.” (35:55-36:06)

“Give something back, show gratitude, think about what you can do to make the world a better place. Save some money, develop your walkaway fund, really think about what you can do.” (38:17-38:30)

Links:

Joe Paranteau LinkedIn

Joe Paranteau's Website

Book's Link on Amazon

Book's Website

Twitter

Facebook

Instagram

Tik Tok

Empellor CRM LinkedIn

Empellor CRM Website

For Matt Green, Chief Revenue Officer at Sales Assembly, it’s all about the individual. Sales Assembly helps B2B technology organizations across the country “scale smarter,” with a people-focused approach.  In this episode of Sales Lead Dog, Matt shares his philosophy of building the best sales team: hiring slow and as a team across the organization. 

For Matt, motivating your team means motivating the individual. He believes that taking the time to focus on individual needs can make all the difference in the success of your entire team - because as he says, in a team of four, “if three of them are a yes, and one of them is a no, then [the whole team is] a no.” And when it comes to motivating your team to use CRM… the key is to find both your carrot and your stick. 

Tune in this week to Sales Lead Dog to hear Matt’s insights on hiring, and find out what the best salesperson he ever hired said in the interview that made all the difference.

Quotes

• “…it's really tough, especially when you're hiring salespeople because if there's one thing about, you know, even not that great of a salesperson, he or she is probably halfway decent at selling themselves.” (22:31-22:43) 
• “…setting up a hiring committee that you know consists of you as … the leader, consists of maybe a peer in a different department, consists of a peer that this person may not be working for but maybe working alongside… let's say of four people. And if three of them are, right, yes and one of them is a no, then it's a no.” (22:54-23:46)
• “It's important not to focus on motivating the team I think it's important to focus on how you motivate the individuals within the team.” (31:05-31:15) 

Links

https://www.salesassembly.com/

https://www.linkedin.com/company/sales-assembly/

https://www.linkedin.com/in/matthewcorneliusgreen/

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

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

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

Mary Grothe started her sales journey at 22 working with a Fortune 1000 Payroll/HR company working for only $13/hour in an admin role. She now is the CEO of House of Revenue, a consulting firm building revenue foundations set for scale by focusing on all aspects of the revenue engine — marketing, sales, customer success, and RevOps.

On today’s episode Mary discusses some of the issues that hinder a company’s ability to continue growing and reaching their goals. “So my favorite way to build process, align with the way your buyer buys, because a lot of times people build the process based on the way they think it should be and the way that works for them and their organization, but it actually creates a lot of friction for the buyer.”

Tune in to today’s episode to learn the importance of scaling as a company!

Quotes:

“Think about us as you're making the decision of hiring a CRO or for less than the cost of that CRM is base salary you can actually get a 5-7 person revenue team, being the house of revenue team that goes to work for you for 12 to 18 months to build the right revenue engine inside of your company that will last.” (9:49-10:07)

“And so I think gone are the days that if you have a sales problem that you isolate the problem to the sales department specifically to the sales VP or the individual sales performer, you actually have to look at how the brand is performing.” (12:46-13:00)

“So my favorite way to build process, align with the way your buyer buys, because a lot of times people build the process based on the way they think it should be and the way that works for them and their organization, but it actually creates a lot of friction for the buyer.” (20:32-20:48)

Links:

Mary Grothe LinkedIn

House of Revenue LinkedIn

House of Revenue Website 

Empellor CRM LinkedIn

Empellor CRM Website

Donna Serdula pioneered the concept of LinkedIn profile optimization, realizing early on that the LinkedIn profile was so much more than just an online resume. A job change in 2006 led her back to LinkedIn as Donna looked for tools to help her build a sales territory. It was during this time she had her LinkedIn epiphany and forged her LinkedIn 4 point methodology. By integrating LinkedIn into her sales process, she found tremendous success. 

In 2009, she walked away from her successful sales career and founded Vision Board Media and LinkedIn-Makeover.com. Donna and her team of over 40 writers have helped thousands of executives, entrepreneurs, sales stars, business leaders, and professionals from around the world create professionally branded LinkedIn profiles.

She is the author of the book "LinkedIn Profile Optimization For Dummies," published by Wiley. Donna has been featured on Forbes, Business Insider, Time's Money Section, Wall Street Journal's Market Watch, LA Times, NBC, SiriusXM Radio's The Focus Group, and many other news outlets. 

Tune into this episode to hear why LinkedIn Optimization is the key to your success and why Donna Serdula has built her career on leveraging this search engine to help her clients put their best foot forward.

Quotes:

• “I remember looking at it and thinking, this looks a lot like my resume. Let me let me pull up my old out of date, boring resume. Let me just copy and paste these fields right in” (3:07-3:22)
• “We've got to really start utilizing it in a smart, strategic way and at that point I started my company.” (8:22-8:30)
• “Why would I want to go to a place where people are trying to escape?” (12:17-12:19)
• “When a person looks at your LinkedIn profile and it says this person doesn't have any activity for the last 90 days… people like to do business with sales professionals that have a strong brand.” (14:57-15:20)

Links:

Donna Serdula Website

Donna Serdula Podcast

Donna Serdula Linkedin

Donna Serdula Facebook

Donna's IG: Donna Serdula (@donnaserdula) 

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Join us for an engaging conversation with Christopher Amrod, the fractional VP of Sales for InnovateMap. Christopher has a fascinating journey that took him from an accounting executive to a frontline manager for a Series C company. We'll unravel the secrets behind his disciplined, people-focused approach to sales and how his love for sports and appreciation for hard work have shaped his successful career. Christopher also gives us a peek behind the curtains of his time at Reebok and his unique experience with product fit testing.

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

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

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

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

Quotes: 

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

Links: Christopher.Amrod@gmailcom LinkedIn: Christopher Amrod

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

If you do B2B sales, you need to evaluate Sales Navigator, says Jacob Cynamon-Murphy, Account Strategist for Microsoft Relationship Sales. As the bridge between the LinkedIn and Microsoft sales teams, Jacob is a huge advocate for LinkedIn Sales Navigator, a tool that can help you expand your network, collaborate across departments, and leverage the power of LinkedIn for your sales team. 

Jacob has worn many hats in his career -- he has been an end-user, a developer, a consultant, and a seller of CRM solutions. Jacob loves his current role at LinkedIn not only because of the vibrant company culture, but because his position is all about helping sellers better themselves - both within LinkedIn and Microsoft, and as clients using Sales Navigator to expand their reach. 

Jacob shares a number of exciting features of Sales Navigator, and explains how Sales Navigator can help your team collaborate, cross-sell, enter and use data more efficiently, and utilize connections across your organization -- even outside the sales department. He also shares words of advice on how to best implement Sales Navigator in your organization. His #1 tip? Start small, go slow, and be agile. The more you can analyze use and make micro-adjustments to learn best practices, the more successful you’ll be. 

Quotes:

• • “Really, the focus there is on ways to improve the productivity of the sales person by putting the data in the right place.” (19:39-19:50)

• • “Some of the biggest challenges [with CRM] are… assuming a change in technology is going to solve a problem that is not a technology problem.” (32:35-32:47)

Links:

https://www.linkedin.com/in/jacobcynamon/

Find leads and close deals | LinkedIn Sales Solutions : https://business.linkedin.com/sales-solutions

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

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

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

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

Quotes:

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

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

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

Links:

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

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

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

Gene Villeneuve is a software executive with over 25 years of experience running small to large teams at Tehama, Cognos, OLAP@Work, and IBM. Coaching, mentoring, endurance sports, and business are his passions.

Gene is semi-retired and now offers advising or mentoring engagements with individuals or team. His passion for cycling has kept him levelheaded throughout his career and now offers more fulfillment now that he has more time to do the things he loves.

Tune in to today’s episode to learn about the risks that paid off and the discipline that has led Gene Villeneuve to be successful and now semi-retired and living his life to the fullest.

Quotes:

• “That's how I got into cycling, that's always been a core aspect of my personality. Not only is it a way to de stress after a long day, but it just becomes something else, in addition to family and in addition to work, and it is something else, that's your own.” (2:16-2:43)
• “I think when it comes to the professional sort of things, it's always, the curiosity, the willingness to take risks and the third one is always be driven to help others be successful as well.” (6:40-6:57)
• “Where I became unique and different is, is that I became an enabler for those sellers. I would have people telling me you're actually on the phone or in people's offices trying to get those issues resolved within IBM, and other sales leaders didn't actually do that for us.” (14:38-15:18)

Links:

Gene Villeneuve LinkedIn

Gene Villeneuve Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Embarking on a career pivot from insurance to the intricate world of legal tech, Jason Grimes, VP of Sales at Stretto, brings a compelling blend of legal expertise and sales acumen to the table. In our latest Sales Lead Dog episode, Jason shares his fascinating journey through the labyrinth of bankruptcy and corporate restructuring, showing how leveraging his legal background has been a game-changer in his sales strategy. As the VP of Software Sales, he reveals how understanding the exacting needs of legal professionals has not only honed Stretto's offerings but has also reinforced his credibility and effectiveness in a market where precision is paramount.

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

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

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

Quotes:

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

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

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

Links:

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

Stretto - https://www.stretto.com

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

“We are a nation of terrible listeners,” says Bob Paradiso, President of Durasein Solid Surface. For Bob, the best salespeople are really listening to their customers, and working hard to identify and solve the problems of their customer. On this episode of Sales Lead Dog, host Chris Smith talks with Bob about his forty year career in sales, and what he’s learned along the way. 

But for Bob, sales wasn’t really on the radar. In fact, he got into sales when his boss called him into his office one day and offered him a sales role in San Francisco. Bob had never considered sales before -- and despite his wife’s skepticism, he eventually persuaded her that life in San Francisco would be a nice change. That moment, where he took a leap into sales, has defined his life. 

What has Bob learned as he moved from sales to sales leadership and beyond? First and foremost, he highlights the power of listening, and solving problems. If you can really solve their problem, he says, the customer will always find value in your business. He also discovered that sales leadership is about more than just customers. It’s about striking the balance between customer needs and company needs -- and finding creative solutions so everyone leaves the meeting satisfied. 

For more on transitioning into sales leadership, creative problem solving, and the power of getting to know not just your customer but also your team, tune in this week to Sales Lead Dog. 

Quotes:

• We are a nation of terrible listeners. We don't listen enough. We are always too concerned about what we want to say … we talk first, and we don't even listen to the reply. (22:28-22:54)

Links:

www.linkedin.com/company/duraseinsolidsurface 

www.duraseinusa.com 

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Empathy and compassion are the leadership building blocks Rebecca Grimes has built her foundation on to allow her team to be vulnerable and accept failure as a means to grow and learn.

In this week’s episode Rebecca Grimes, Chief Revenue Officer for Ruby.com breaks down how she accomplished exponential growth as a fairly new leader during such a tumultuous year. Her skills in B2B and B2C marketing has led large scale growth for a number of SaaS companies.  

She has been named an Ignite Visibility’s Courageous Marketing Leaders in 2020, 2018 Women to Watch in the DMN Marketing Hall of Femme and one of the top 25 Mobile Women to Watch in 2014 by Mobile Marketer.

Tune in to learn how Rebecca pushed through the uncertainty of leading a company during such a tumultuous year!

Quotes

“I'm a big believer that you own it, you take accountability, even if it wasn't you, you fall on the sword, and you learn from it, and you create a path forward.” (24:16-24:25)

“When any new leader joins an organization, there is a wealth of knowledge in terms of what's working, what's not working, things that we need to be prioritizing.” (13:27-13:35)

“I think that is the acceptability of being vulnerable in front, especially now, like with everything that has happened over the last, you know, 14 months since the pandemic started leading with compassion and empathy and, and letting people have space and take a moment is, is something that is probably going to be expected.” (22:22-22:45)

“And we've worked very hard to create an environment where that is acceptable and expected that you are failing all the time.” (24:53-25:00)

Links

Rebecca Grimes: LinkedIn

Ruby: LinkedIn

Ruby: Website

Empellor CRM LinkedIn

Empellor CRM Website

Working hard and smart is the only time that greed is acceptable in Faiza Hughell's eyes. Faiza is the SVP of Small Business at RingCentral and has an abundance of knowledge when it comes to sales and building a strong sales team.

She has invested greatly in her staff at RingCentral and has a plethora of wisdom to share about how investing in your employees can create a world of abundance for your business. 

Tune into this week's episode to learn more about sales strategy and creating a culture of learning and evolving within your business! 

Quotes

"You've got to work hard, and you've got to work smart. And I tell my team this all the time, when you're working hard, and you're working smart, that is the only time in life that greed is a good thing. Because it creates this world of abundance." (15:03-15:13)

"A piece of advice, I give every rookie leader don't think you're going to make a bunch of yous. Instead, plan on what's uniquely different about everyone your team, and help them to really highlight their strengths to find success."  (18:23-18:36) 

"I'm super proud of my two vice presidents, the one who leads upselling retention Jenny, and the one who leads acquisition. They have both been with me for nine years and they both started their journeys as insight sellers answering the hotline, taking those small office home office calls. Fast forward today. They're VPS of a company who jointly lead half of our revenue and it's amazing. I love to track progression progression is one of my favorite things as a leader." (24:14-24:44) 

Links

Faiza Hughell: LinkedIn

RingCentral: LinkedIn

RingCentral: Website

Empellor CRM LinkedIn

Empellor CRM Website

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

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

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

Jamie Shanks is the CEO of Pipeline Signals- a business built on making life easier for their clients. Based out of Toronto, Canada, Pipeline Signals does account monitoring, as well as map total addressable markets. This gives their clients valuable insights on where they can expand their pipeline, existing networks they can leverage, and other verticals that they can tap into.

On today’s episode, Jamie takes us through successes and failures that landed him in his role as Chief Executive Officer for a data mining company. Initially, he quit his job as VP of Sales of a SAS software company to start his own sales consultancy business, which he admits failed miserably but from his initial research an idea was born.

Tune into this week’s episode with Jamie Shanks, CEO of Pipeline Sales to hear why striking out on your own can lead to great things with unexpected outcomes.

Quotes:

• “At the ripe age of 30 I thought I knew everything there was to know about sales, and I decided I was going to quit my job and start a sales consultancy, which over the next two years failed miserably.” (1:10-1:22)
• “In the pain of trying to build pipeline for myself, I ultimately had to self-discover a new way.” (1:23-1:32)
• “Along that journey sellers would ask me, you're teaching me to mine intelligent sales intelligence out of LinkedIn, why don't you just do this for me?” (2:52-3:01)
•  “It's kind of crazy that you ask your sellers to be researchers, so that's the problem we're solving.” (6:22-6:28)

Links:

Jamie Shanks LinkedIn

Pipeline Signals LinkedIn

Pipeline Signals Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

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

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

Quotes:

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

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

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

Links:

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

Kudelski Security - https://kudelskisecurity.com

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

This week’s guest is Ruby Raley, VP of Sales for Axway working in their Healthcare and Life Sciences division. Axway gives heritage IT infrastructure new life, helping more than 11,000 customers worldwide build on what they already have to digitally transform, add new business capabilities, and drive growth.

Ruby is a healthcare sales leader creating value for customers and building long-term relationships. Her work in API and digital transformation allows companies to meet their goals year after year. Now that she is running a sales team her insight on getting to her position has shown her that not everything that brought her to that seat will help take her to the next level.

Tune into this week’s episode with Ruby Raley, VP of Sales for Axway, and hear why with every seat you move in your career, you must be prepared to leave behind the things that won’t take you to that next level.

Quotes:

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

Links:

Ruby Raley LinkedIn

Axway LinkedIn

Axway Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Join us as we explore the intriguing journey of Joshua Hall, Managing Director of Hilscher North America, from his roots as an engineering student to a visionary in sales leadership. Listen in as Joshua unravels the significance of curiosity in both personal growth and team development. His belief in sales as a structured process and his commitment to coaching and mentoring shine through in our candid conversation. It's a tale that begins humorously with a simple laptop purchase at Circuit City and evolves into a career of technological sales expertise and leadership. 

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

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

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

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

Quotes:

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

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

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

Links:

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

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

Alvin Crawford has held three prestigious roles in Revolution Foods company from VP of Sales, to SVP of Sales, until presently landing on Chief Revenue Officer. Before his current role he’s remained rooted in sales and marketing and continually held leadership roles where he’s naturally excelled.

In today’s episode Alvin breaks down the intricacies of leading a company that is dedicated to bringing 2 million healthy meals to adults and students across the country. His humble beginnings of being a door-to door sales rep selling books gave him the building blocks of what it means to be a strong salesman.

Tune into learn from a leader whose experience has allowed him to build a strong foundation around him in order to excel and succeed!

Quotes

“So I think there was an insurance agent Albert Gray, that successful people do the things that unsuccessful people aren't willing to do. And so, if you think about that contextually, it's really about forcing yourself to put the habits into practice.” (20:17-20:32)

“You make sure that your marketing and your messaging, are solid, before you start building on a massive team, because it's not their fault that they can't sell a product that you haven't been clear about, in terms of the value proposition.” (26:34-26:50)

“You want prompts to remind you to call this person to do that you want to be able to push out information to lots of people that you've talked to over time. All of those things are better if you've got a CRM system that is in place." (36:17-36:27)

Links

Alvin Crawford: LinkedIn

Revolution Foods: LinkedIn

Revolution Foods Website

Empellor CRM: LinkedIn

Empellor CRM Website

Adam Kustin, the Senior Vice President of Sales and Marketing at Health Network One, joins us with a wealth of wisdom on merging the might of sales and marketing into a formidable alliance. His unique journey from marketer to sales maestro showcases not just the value of curiosity and determination but also the collaborative force that is unleashed when these two worlds unite. As we chat, Adam unpacks the nuances of strategy and the personal touch required to navigate the competitive landscape of healthcare sales, offering an enlightening perspective on the power of face-to-face interaction and understanding client needs from the ground up. 

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

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

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

Quotes: 

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

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

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

Links: 

LinkedIn  

Health Network One  

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

For Tyler Carey, Chief Revenue Officer at Westchester Publishing Services, being a good sales leader means understanding other perspectives. On this episode of Sales Lead Dog, Tyler talks with host Chris Smith about the power of empathy and humility, and the reality that “There’s really no task that’s beneath you as a sales rep.”

Tyler has held jobs at a variety of companies, including early startups, and he implemented the CRM at Westchester Publishing Services, a leading provider of digital and print services for publishers around the world. But despite his head for data, Tyler is all about connection, and his biggest lesson as a sales rep and sales leader was learning how to let other people share their experience. 

Tune in this week for thoughtful commentary on the power of listening, the surprising benefits of working the registration table at a conference, and the best way to track your failures -- so even when you lose, you are learning how to win.

Quotes

• “There’s really no task that’s beneath you as a sales rep.” (17:16-17:19)
• “Just because something works well for you, doesn't mean it’ll work well for everybody else.” (22:12-22:17)

Links

https://www.westchesterpublishingservices.com/ 

https://www.linkedin.com/company/westchester-publishing-services/ 

https://www.linkedin.com/in/tylercarey/

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

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

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

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

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

Quotes: 

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

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

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

Links:  

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

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

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

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

Melissa Matthews is the VP of Sales for AZUL Hospitality Group a hotel management company based in San Diego. They are one of the largest management companies in Southern California that doesn’t typically have an investment or ownership stake in the properties that they manage.

Melissa wasn’t always in sales. It was a windy road from where she started as a graduate in International Affairs. She worked for a nonprofit organization called the National Council on US Arab Relations in Washington DC post graduate college. However, after 9/11 funding for those types of organizations fell by the wayside and she was out of a job. She ended up back in Atlanta with her parents interviewing for job after job until she happened to meet a woman hiring for a sales coordinator position for a hotel.

Tune into this episode, to learn how Melissa Matthews, VP of Sales has honed the art of looking for the uncomfortable in order to avoid remaining stagnant and continue her path of growth in her career.

Quotes:

• “Once you're at the pinnacle- you feel like you've learned all that you need to learn in your current position, don't be afraid to push yourself and look for that next challenge and look for the uncomfortable.” (5:28-5:40)
• “I would say that I have learned probably more in the past two years than I learned in the prior 80 of my career, and it's been an uncomfortable time. But looking back on it, I think its skill sets and knowledge that I wouldn't have gained otherwise.” (7:39-7:48)
• “It was very humbling, being unemployed, and looking for a job and I had really tried to stay in that field and look for a number of different positions and just couldn't find anything.” (9:26-9:39)
• “We invest in training, we invest in culture, we're consistently looking at our incentive plans.” (19:10-19:16)

Links:

Melissa Matthews LinkedIn

AZUL Hospitality Group LinkedIn

AZUL Hospitality Group Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Devin Corn, Chief Revenue Officer for Nautilus Integrated Solutions, attributes his aptitude for leading a team to success to the 9 years he spent serving in the military. His newly formed company is on a mission to strengthen the military industrial base by taking companies that would benefit from having a professional management structure put in place.

On today’s episode Devin breaks down his career journey post military, as well as the positive impact the military had on his rode to success in leadership and innovation in sales.

Devin’s episode is full of great advice and insight from someone whose organizational skills, hard work and humility has got him to where he is today!

Quotes

“I think the biggest thing is being clear with what the objectives are, you know, setting clear, concise objectives and saying here's what I need from you, here's what I need you to do.”

“Some people call it a post mortem but an after action review, and I do I try and do that after every meeting, every sales that I win or lose, and break it down and look at the numbers of why, why did I win it, or why did I lose it?”

"I think being able to work with others and build others up and build a team around me, that can allow me to succeed, because I never would tell you that I'm the smartest guy in the room, and I don't think any one person has the right answer and the more people you're able to bring in to a decision, the better that decision is going to be.”

Links

Devin Corn: LinkedIn

Nautilus Integrated Solutions: LinkedIn

Nautilus Integrated Solutions: Website

Empellor CRM: LinkedIn

Empellor CRM: Website

The owner of The Digital Branch, Trevor Breininger, based in Toronto, Canada, joined us on the podcast this week. Trevor is a solutions-focused leader with progressive career growth, proven business development success, and a purpose-driven sales professional who thrives at the nexus of client service, technology, and business.

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

Tune into this week’s episode to hear from Trevor Breininger, owner of The Digital Branch to learn why his eventual decision to step out on his own and grind for himself ultimately led to greater fulfillment in his career.

Quotes:

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

Links:

Trevor Breininger LinkedIn

The Digital Branch LinkedIn

The Digital Branch Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

“When a client is asking something, what are they really asking for?” asks John Maczynski, CRO for CXperts. John is the master of cutting the fluff out of sales and focusing on the basics - real people talking to other people about what they need. 

John’s start in sales came during a relocation. His wife started med school, and he found himself in a new part of the country, and in a new part of his company. But he thrived in a sales environment, because he had been a buyer in his previous role. He knew from the get-go what buyers want, which is authenticity, a solutions-based approach, and frank conversations about what the selling company can really provide -- and what they can’t. John doesn’t see himself as a sales person, he sees himself as a consultant, and a problem solver. “In that case,” John says, “you are going to be a trusted ally, not an adversary.”

In terms of CRM implementation, John’s focus is on actionable implementation of your data. You want your data to be able to solve your problems in the future, not just report on the past. Being able to use your data as a learning tool to identify the difference between your wins and your losses is a huge asset for any organization. 

Quotes:

“The single most important driver to a great customer experience is being able to treat your employees well.” (5:41-5:49)

"And in our case, you know the the chief service that we provide is, you know, customer service and and dialogues with our customers customers. And so from that standpoint. The single most important driver to a great customer experience as being able to treat your employees well." (5:28-5:49)

Links

https://cxperts.us/

https://www.linkedin.com/company/cxpertsus

https://www.linkedin.com/in/johnmaczynski/

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

Today’s guest, Gal S. Borenstein, is the Founder and CEO of the Borenstein Group. He is a B2B digital branding & marketing strategist. The Borenstein Group is one of Washington D.C.'s most influential business-to-business agencies. Since its founding in 1994, the Borenstein Group has helped hundreds of startups, early-stage, growing, and mature companies optimize their brand promise and maximize their brand equity.

On today’s episode, Gal discusses why identifying what differentiates you from your competition and the importance of knowing who your competition is will put you miles ahead in your marketing strategy. Gal also talks about understanding the unique choice you offer companies when selling your services, “What you're dealing with is really three choices, which is you're either the safe choice, the best choice, or the innovative choice.”

Tune into this week’s episode to learn from an author, leader, and innovator in the field of sales, Gal Borenstein.

Quotes

• “What you're dealing with is really three choices, which is you're either the safe choice, the best choice, or the innovative choice.” (13:29-13:40)
• “Know thy enemy. You're always selling against a strongman.” (17:37-17:43)
• “If you don't know what your competition is your chances of succeeding is pretty much zero, because, you're kind of guessing that somebody is going to want to buy your product.” (19:44-19:56)

Links

Gal Borenstein LinkedIn

Borenstein Group LinkedIn

Borenstein Group Website

Borenstein Twitter

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

Quotes:

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

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

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

Links:

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

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

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

On Today’s episode we have Matt Paige, VP of Marketing & Strategy for HatchWorks. HatchWorks is award-winning firm specializing in software development and cloud application services.

This week’s episode is a little different from what we’ve normally done. Matt talks about the importance of sales and marketing teams working together and why simplifying your customer’s experience and becoming one with your customer can only be done when you utilize both your sales team’s input and your marketing team’s expertise.

Tune into this week’s episode to hear from Matt Paige, VP of Marketing & Strategy for HatchWorks to hear about the marketing side of things and why collaboration and teamwork is so vital to a company’s success.

Quotes:

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

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

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

Links:

Matt Paige LinkedIn

HatchWorks LinkedIn

HatchWorks Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

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

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

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

StoneAge - https://www.stoneagetools.com

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

Today’s guest on the show is Yair Areli, the VP of Global Sales for DataRails a financial planning and analysis platform that automates financial reporting and planning. Yair relocated to New York City from Israel and took on a leadership role in sales. Between the cultural gap and the new responsibility in his company Yair had much to learn and many hurdles to overcome.

His experience has led him to live by 3 pillars- 1. Innovation 2. Discipline and 3. Coachability. His view on coachability is a great example of what being a true leader in sales means, “if somebody gives me feedback, I coach myself to take a deep breath, not resist it and ask questions- let the rational side of my brain kick back in.”

Tune in to today’s episode to hear how Yair Areli, VP of Global Sales for DataRails took his coachable moments and learned from them in order to be a more humble, effective leader.

Quotes:

• “Now we have a great solution that solves that problem. So, I really, really feel the pain that our customers are feeling and I'm glad to see that we solve it for them.” (1:42-1:49)
• “One of the things that worked for me is persistence, I outwork others and when everyone else gets tired, I know that it's my time to shine.” (4:31-4:37)
• “So if somebody gives me feedback, I coach myself to take a deep breath, not resist it and ask full of questions, let the rational side of my brain kick back in.” (5:27-5:35)
• “I realized that nobody will take feedback from you if you're not demonstrating, you don't lead by example.” (7:39-7:46)
• “He says, you may report up to me all of you, but I work for you. I have no work to do, but enabling you, that's my job.” (18:33-18:40)

Links:

Yair Areli LinkedIn

DataRails LinkedIn

DataRails Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Christopher Tomesko, the COO of Albert Weiss Air Conditioning Products, steps into the Sales Lead Dog spotlight, bringing with him a trail of successes and insights from the fiercely competitive world of sales. His story isn't just about climbing the corporate ladder; it's a testament to the tenacity and inquisitive nature that transformed an engineer into a sales virtuoso. Throughout our engaging conversation, Christopher delves into the attributes that have marked his journey—passion for the job, a competitive streak, and an extroverted personality—showing us the power of embracing one's natural talents to carve out a fulfilling career in sales and operations. 

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

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

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

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

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

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

Quotes:

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

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

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

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

Links:

Chris’s LinkedIn 

Albert Weiss A/C Products Inc. 

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

"Take imperfect action now,” says Angel RIBO, founder of the CEO Confidant and expert in helping corporations expand their business to a global market. In this episode of Sales Lead Dog, Angel talks with Chris about what it really means to embrace your mistakes and move forward. 

Angel learned everything he knows from making mistakes. He shares a story about a major multinational corporation he thought he had in the bag -- after all, the CEO was also from Spain! But a few cut corners lost him the sale, and it took 5 years to finally snag that major client. Angel admits that as shameful as it is to admit to the mistakes made along the way, it’s the only way to move forward. In his work both as a sales leader and a guide for major companies looking to scale up, doing something is always better than doing nothing. Everything is a learning experience. As long as you are authentic to yourself, you’ll find a way to stay afloat. 

You’ll want to check out this energizing talk with Angel RIBO about making mistakes, imposter syndrome, caring for your customer, and so much more. 

Quotes:

• “There is no perfect path to where you want to go but the reality is the sooner you make certain mistakes the sooner you are going to get there.” (10:59-11:10)

Links

LinkedIn - https://www.linkedin.com/in/angelribo/

(99+) The CEO Confidant (TM) powered by Divine Human Ventures: Overview | LinkedIn - https://www.linkedin.com/company/the-ceo-confidant-tm-powered-by-divine-human-ventures-creating-profitability-custodians/

Angel RIBO - The CEO Confidant | SpeakerHub - https://speakerhub.com/speaker/angel-ribo-ceo-confidant

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

When David Cady, Chief Revenue Officer of Virtuous, made a career jump from teaching high school English to sales, he carried with him a perspective that sales is a teaching role. He's discovered that stepping back and really understanding customers' needs, especially when introducing transformative CRM technology, is what creates successful sales. It's a lesson that he, a former teacher, is keen to impart.

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

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

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

Quotes:

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

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

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

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

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

Links: David Cady LinkedIn Virtuous LinkedIn Virtuous Website

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

Jennifer Glass is the CEO of Business Growth Strategies International or BGSI for short (formerly Credit Cards NJ) through its various divisions – BGSI provides a robust & best-in-class solution for business owners looking to grow their business/revenues.

Jennifer started this company back in 2005 & has seen the company continue to grow even in difficult economic times. She has recruited & trained sales reps around the US to help small & medium sized businesses add more money to their bottom lines by using their wide portfolio of services & has even spun into new divisions such as web hosting & a full-service marketing agency.

Today’s episode is about Jennifer’s keynote speaking success and the topic she’s spoken on about ‘does success equate to happiness?’ Tune in to the episode to hear from Jennifer Glass, about how taking time to measure what success means in your life can help you move the needle!

Quotes

• “As we develop new sales leaders, it's important to be looking at how you're going to be where you are today- looking where you want to be next week, next month, next year, five years and 10 years down the road. All of that is going to make a difference and it's constantly moving that needle.” (3:02-3:34)
• “I already was successful. So, if I was successful, then I am successful and now I can go back and have that success. But if you're still always chasing, that's not the happiness and that's where the keynote started to really originate from.” (19:54-20:19)
• “When you have a leader who's helping their team, develop their skills, whether it's sales, marketing operations, you have a leader who is invested in their team, and is giving of oneself to another. That is definitely success.” (28:04-28:26)

Links:

Jennifer Glass LinkedIn

Business Growth Strategies International LinkedIn

Business Growth Strategies International Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

On today’s episode we have Jason Marc Campbell, who is the author of Selling with Love: Earn with Integrity and Expand your Impact. He is on a mission to inspire small business owners with sales reluctance to embrace it as a beautiful activity that transforms lives. He also interviews thought leaders from around the world on topics of Leadership, Team building, Communication, Productivity and so much more.

He is a public speaker who’s spoken at events by Hubspot, Inc Magazine and A-Fest. He has worked for Mindvalley, a personal growth ed-tech company, for 7 years. Jason still is an author and a host on the platform.

His mission is all about teaching companies to care more. As businesses have so much power in the capitalist world, if we can educate businesses to take on more responsibility on how they sell, how they market, how they treat their employees and even how they invest their money, we start shifting the very planet into a better place for all.

Tune into today’s episode to hear from Jason Marc Campbell, author of Selling with Love on why sales doesn’t have to be the shady business it’s at times made out to be, but to see it as an act of love that has an impact on the world.

Quotes:

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

Links:

Jason Marc Campbell LinkedIn

Mindvalley LinkedIn

Selling with Love Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

James Koenig, is the National Director of Sales for RTI Control. He is an expert team builder who develops culture around the customer experience to differentiate against the new world of commoditized, me-too products. Utilizes marketing to drive brand and customer loyalty. A detail-oriented sales leader with vision and drive.

In today’s episode, James Koenig tells us what he loves about his job, RTI Control, a leading control and automation systems manufacturer. He also breaks down the important values to live by as a leader and the important messages you need to pass on to your team.

Tune into this episode to hear from sales leader, James Koenig and learn how to fine tune your curbside prep and show up with a plan.

Quotes:

• “We do everything from remote controls up to the automation equipment. But majority of our business is selling whole home automation and business automation.” (2:06-2:15)

• “The one thing he taught me was the value of what he would call the curbside prep and it means showing up with a plan.” (2:50-2:56)

• “When you have a question, you feel like you're overwhelmed- Raise your hand and it's the one simple thing that it's not a call for help. It's not a sign of weakness.” (7:42-7:51)

• “There's two ways to go to business, we can all chase the ball, kick each other in the shin, or we can be strategic and play position.” (22:30-22:37)

Links:

James Koenig LinkedIn

RTI Control LinkedIn

RTI Control Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

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

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

Quotes:

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

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

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

Links: 

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

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

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

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

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

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

Quotes:

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

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

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

Links:

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

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

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

Loyalty and hard work are what allowed Jeffrey Diamond to climb the ladder at LexisNexis Risk Solutions Group and after 14 years he’s now the SVP of Commercial Operations. During his tenure at LexisNexis Jeff has helped drive new market expansion and new capability offerings servicing the healthcare sector.

On today’s episode, Jeff outlines sponsorship and mentorship as the keys to his success and how to leverage those relationships as stepping stones in any sales career.

“Creating sponsorships and creating relationships and knowing how to leverage mentors and sponsors in an organization to not only benefit yourself but to benefit them was a huge part of my early success.”

Tune in today’s episode to learn about leveraging the relationships at your job to level up.

Quotes:

“It's just a part of who I am. I just keep grinding, keep moving, keep moving, keep moving and I think that gets recognized pretty early on in your career.” (11:51-11:59)

“Creating sponsorships and creating relationships and knowing how to leverage mentors and sponsors in an organization to not only benefit yourself but to benefit them was a huge part of my early success.” (12:49-13:02)

“He made it very clear- I'm not going to hand you anything; that is not my role as a sponsor and certainly I'd be failing you as a mentor if I did that. But what I will do is give you access.”(16:15-16:23)

“Knowing how to say no and turning down business and moving forward with the opportunities that have high probability of success.” (19:17-19:23)

Links:

Jeffrey Diamond LinkedIn

LexisNexis Risk Solutions Group LinkedIn

LexisNexis Risk Solutions Group Website

Empellor CRM LinkedIn

Empellor CRM Website

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

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

Unlock the secrets to a customer journey that will set your sales apart from the competition, as Paul Butterfield of Revenue Flywheel Group reveals the synergy of marketing and sales. Journey with us through Paul's rich history in sales, from his encyclopedia-selling days to spearheading enablement on a global scale. Discover how the right methodology can transform your understanding of the customer and why aligning sales stages with the customer's buying process isn't just a nice-to-have, it's a necessity for success.

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

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

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

Links:

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

Company: https://www.revenueflywheelgroup.com

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

What if you had a roadmap to guide you through the intricate maze of sales, leadership, and business growth? How about if you could get that advice straight from a top industry expert? That's exactly what you'll get from our conversation with Bob Poznanovich, Chief Business Growth Officer at the Hazelden Betty Ford Foundation. Bob reveals the secrets of his success, blending ambition and sales acumen with a deep understanding of customer psychology. It's a compelling story of metamorphosis, from his role as Vice President of Marketing and Business Development to a leader who shapes organic growth and sees challenges as entrepreneurial opportunities.

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

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

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

Quotes:

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

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

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

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

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

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

Links:

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

Frank Cespedes teaches at Harvard Business School. He has designed and delivered learning programs in areas such as innovation, talent and performance management, strategy, marketing, sales, leadership skills, and managing change. He has also consulted to companies in consumer goods, information technology, professional services, retailing, telecommunications, and financial services; and has been a Board member of start-up firms, corporations, private-equity companies, and the Education for Employment Foundation.

Frank has also written for numerous publications, but on today's episode we’re talking about his most recent book, Sales Management That Works: How to Sell in a World That Never Stops Changing. One of his former students said this about the book, ‘It is structured logically, easy to read, and clear. It’s worthy of being a desk reference for any owner or senior executive looking to maximize their sales performance."

Tune into today’s episode to learn about the extensive research Frank Cespedes has done in order to write his most recent book and pick up a copy if you would like to get expert insight on sales management that will work for you and your team!

Quotes:

• “I think it's a book that will help salespeople sell better, it will help sales managers allocate their resources more effectively.” (1:35-1:46)

• “If you look at the amount of money they spend annually on sales, hiring, training, development, etc., that number is often as big or bigger than their biggest capex projects. But it typically gets much less rigorous attention than buying software does.” (7:53-8:11)

• “The job of a manager is not to test people, the job is productivity, and maximizing time, to productivity. All of that is what onboarding is about, in my view.” (13:23-13:35)

Links:

Frank Cespedes Linkedin

Harvard Business School LinkedIn

Frank's Book on Amazon

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

“Failure is important. The reality is that a winner has to be somebody who is willing to fail. That’s all it comes down to….You can’t win without being at risk of failure.” explains Rich Van Doorn, Chief Revenue Officer & President at AVASO Technology Solutions. As a manager for multiple sales reps, Rich explains that it is always difficult to watch his people fail. However, while ignorance (or the lack of knowledge about a given topic) is easily remedied, stupidity is a more difficult problem to solve, as this quality suggests a lack of drive and an unwillingness to learn.

This outlook on failure as a learning tool aligns well with Rich’s personal beliefs about success. Rich explains that the key contributors to his own success were perseverance, mentorship, and personal marketing. It was these traits that ultimately propelled Rich to his current role as CRO at AVASO, a global IT outsourcing provider that serves a total of 190 countries! Rich urges listeners to consider not only how to market for a given product, but also how to market themselves as competent and valuable assets for their companies.

Tune into this week’s episode of Sales Lead Dog to learn more about Rich’s journey from salesperson to sales leader. From the importance of long-term sales relationships to lessons about failure to (of course!) the pros and cons of CRMs, Rich Van Doorn and host Christopher Smith explore what it takes to make the sales process not only efficient, but also human. 

Quotes:

• “A winner has to be somebody who is willing to fail.” (28:12)
• “Marketing isn’t just about who you’re working for, it’s about finding a way to market yourself. We forget that we’re a product, and we always think that what we have to market is something else in front of us, and we’ve gotta be careful and recognize that we’re one of those things.” (6:50-7:10)
• “A lot of sales folks don’t understand who’s truly the real decision maker….so who to go after when you’re trying to get a referral. We think it’s procurement, we think it’s finance, but the people who are really making the decisions aren’t often who you think they are. And when you find out who it is, you can tune the dial pretty fast and hone in on it, and then the business really starts coming in. And that’s where you can really start driving exponential value in your organization.” (15:35-16:10)
• “One of the things my grandad said is, ‘You got two ears and one mouth, and God gave you them in proportion for a reason.’” (18:30-18:35)
• “Are you willing to give up a sale for the relationship? And that’ll really tell me whether or not you are in it for the customer.” (21:18-21:29)
• “Failure is important. The reality is that a winner has to be somebody who is willing to fail. That’s all it comes down to….You can’t win without being at risk of failure.” (28:12-28:29)

Links

https://www.avasotech.com/ 

https://www.linkedin.com/in/rvandoorn/ 

https://www.linkedin.com/company/avaso-technology-solutions/ 

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

“Slow down to speed up,” says Phillip Gerard, Vice President of Americas Electrical Sales at Panduit. In this episode of Sales Lead Dog, Gerard dives into his people-focused sales techniques, and how he learned that pushing forward doesn’t work if you’re leaving your whole team behind. 

Gerard’s career in sales started early. His father was a salesman in the roofing industry, and he often joined his dad on calls. As a teenager, he sold jewelry door-to-door to support a local charity that worked with disabled adults. When he talks about his career, he credits many mentors, who taught him that people are at the heart of not only being a good salesman, but being a good sales leader. 

Host Chris Smith guides Gerard through the many lessons of his career, and how he developed his people-focused and team-focused philosophies on sales. At the heart of their chat is customer relationship management. This technical aspect of the sales process might seem like a straightforward tool, but for Gerard, CRM also has people at its heart. 

“The mistake that people make is that they say, ‘I’m going to put in a CRM because I have a sales problem.’” Gerard says. “And I always say, solve the sales problem first.” 

From learning how to slow down and talk to your team with kindness and compassion to personalizing your CRM to fit your team’s unique sales strategy, Gerard talks frankly about what it means to work in sales today, and how his career in sales has helped him grow not just as a seller, but as an individual. 

Quotes:

• “The same care that you have when speaking to your children – everything you say as a leader is also influential” 5:48-5:54
• “Slow down to speed up” 6:26-6:28
• “Look at the activities you are spending your time on. Are they forwarding your strategy or are they just reactions to things that are happening?”  23:37-23:48
• “The mistake that people make is that they say, ‘I’m going to put in a CRM because I have a sales problem.’ And I always say, solve the sales problem first.” 24:59-25:07

Links:

www.panduit.com https://www.linkedin.com/in/phillipgerard/

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

“If the pay stays the same, and the authority stays the same, would you still want it?” asks Alex Hoffer, Chief Revenue Officer at Hoffer Plastics Corporation. As the CRO of a family-run business founded by his grandfather in 1953, Alex has had to think a lot about why he does what he does, and how he can continually do it better. In this episode of Sales Lead Dog, Alex talks about his transition from fixing air conditioners on the roof of his family’s factory to running the company with his father and two sisters, and all the lessons he’s learned along the way. 

When it comes to sales leadership, Alex has a lot to say about how to be “followable,” which is the ultimate goal of any leader. For Alex, being a leader is about being willing and able to do what others won’t -- to run into the fire, instead of away from it. But he also realized early on in his career that if he kept running into fires without caring for his emotional health, he was going to run himself and his team into the ground. 

Tune in this week for thoughtful advice on leadership and self-care, a great analogy about CRM technology, and even a few good jokes. 

Quotes

• “You are unfollowable when you are not healthy yourself” (11:09-11:13)
• “Leadership comes down to a very simple thing: are you someone people want to follow?” (17:48-17:54)

Links

https://hofferplastics.com

https://www.linkedin.com/company/hoffer-plastics/

https://www.linkedin.com/in/alexhoffer

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

Unlock the secrets to thriving in the competitive world of sales leadership with Parker Bentham, the strategic mastermind behind Brondell's revolutionary home products. As Chief Revenue Officer, Parker recounts the exhilarating rise of the company, from revolutionizing the North American bathroom experience with electronic bidet toilet seats to embracing environmental stewardship with water filtration and air purification advancements. This episode journeys through the intersection of innovation and customer-focused product development, illustrating how Brondell's dedication to the planet's health and consumer happiness propels their market success. 

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

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

Links:

parker.benthin@brondell.com 

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

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

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

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

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

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

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

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

Quotes:

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

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

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

Links: 

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

RCN Technologies - https://rcntechnologies.com

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

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

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

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

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

Quotes:

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

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

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

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

Links: 

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

Vintage IT Services - https://vintageits.com

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

Unlock the secrets to successful wealth management with Kevin Corbett, Managing Director of Corporate Development and Strategy at Mariner Wealth Advisors. Gain valuable insights into Mariner's rapid growth strategy aimed at affluent and high-net-worth individuals, and discover how Kevin's expertise in M&A opportunities has propelled the firm to operate across 41 states with over 800 advisors. Learn the three keystones of Kevin's success: meticulous attention to detail, unwavering honesty and integrity, and the power of teamwork. Kevin also delves into the emotional journey of entrepreneurs transitioning from owners to employees, offering a unique perspective on the psychological elements of selling. 

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

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

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

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

Quotes:

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

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

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

Links: 

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

Mariner - https://www.marinerwealthadvisors.com

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

“Go deep” says Greg Grand, founder and CEO of G-Squared Advisors. Greg consults for businesses that want to scale up by revamping their sales process, strategy, and execution. In this episode of Sales Lead Dog, host Chris Smith is talking with Greg about what it really means to support sales growth, from training to CRM and beyond. 

Greg is used to diving in and offering practical tips, and that’s exactly what he does in this episode. He talks about adopting a “servant leader” mindset, and investing in both group and individual training for everyone on your team, even top performers. He talks about balancing business and personal goal setting, how to interview so you actually get to know someone before you hire them, and what CRM can do for your employees on an individual level--not just for the company. 

This episode is jam packed with tips for everyone on your sales team, from the rookie seller to the CEO. You won’t want to miss it! 

Quotes

•  "...you need a sales leader who's been doing this, has interviewed hundreds of salespeople, to really figure it out because salespeople are salespeople they're going to be great on their interviews." (12:09-12:18)

• "When they see that you're investing your time in them and you care and you really want to see them succeed, it tends to create some pretty good loyalty." (24:14-24:22) 
• "A sales leader should be in the servant leader mindset.”
• “I believe that a sales leader really should be putting themselves in a servant leader mindset. That almost in essence you work for the sales team.” (6:52-7:00)

Links 

https://www.linkedin.com/in/greggrand/ 

https://gsquaredadvisors.com/

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Amy Walther is the Vice President of Sales and Business Development for Westell, a leading provider of high-performance wireless infrastructure solutions focused on innovation and differentiation at the edge of communication networks where end users connect.

On today’s episode, Amy brings us through her career journey that led her to sales and how maybe an unconventional job as a professional cheerleader prepared her for her role as a sales leader. Amy touches on the challenges of being in sales as a woman and why it’s so important to hire self-starters and go getters.

Tune in to the episode to hear from Amy Walther, VP of Sales and Business Development to become inspired to keep pushing towards your goals and stay engaged no matter life’s challenges.

Quotes:

• “I came from a not so well to do area, and my mother was very ill as a child. So, I had to take care of her when I was little, and I always knew that I didn't want to struggle, and I wouldn't mind to have some money.” (3:04-3:22)

• “I started cheerleading as an older person for a professional NFL team. But the one thing I want to say is that, if you can do that in front of 80,000 people, you literally could do anything.” (11:09-12:06)

• “As a female, things are different. It's still not easy, right? I would get bypassed by people- didn't matter if I was better at it, it did not matter.” (14:16-14:32)

• “I really want to make sure that I don't have to tell anybody, anything twice. So, when I am trying to find those people, you know, there's a lot of questions that I ask to try to extract from them to see, you know, how they live their life and how they would work?” (20:33-20:51)

Links:

Amy Walther LinkedIn

Westell LinkedIn

Westell Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

This week’s guest is Christopher Croner, Principal for SalesDrive, LLC, a company dedicated to helping businesses perfect their salesperson hiring process by offering a variety of tools. One of the tools being, Never Hire a Bad Salesperson Again, a book co-authored by Christopher.

His passion for trying to understand the psyche of the highest performer started in college as a PhD student studying psychology and specifically when he created his own internship tailored to delivering psychological consultations to business management. Fast forward to present day and SalesDrive is helping businesses find the best sales hunters based on 3 non-teachable personality traits: Need for achievement, competitiveness, and optimism.

Tune in to today’s episode to hear from Christopher Croner, Principal for SalesDrive, about why you might be hiring the wrong salesperson for your team and why it’s important to look for these 3 non-teachable traits.

Quotes:

• “We set out to understand well, what is it then that truly differentiates the highest performing hunters, and we found there really these three non-teachable characteristics.” (1:24-1:32)
• “…Number one, the need for achievement, the person who wants to do well, simply for the sake of doing well. The second trait is competitiveness. Then the third piece we look at is optimism and that's of course the person who is certain that they will succeed.” (1:33-2:19)
• “He allowed me to develop my own internship or my own rotation on an internship in delivering psychological consultation to business management.” (3:32-3:39)
• “You have to adjust and you have to find out so much more about the person and what's going on underneath the surface for that individual.” (9:33-9:39)

Links:

Dr. Christopher Croner LinkedIn

SalesDrive, LLC LinkedIn

SalesDrive, LLC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

Quotes:

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

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

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

Links:

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

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

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

What does it take to transition from engineering to leading a high-performing sales team? Join us on Sales Lead Dog as Cody George, Co-founder and Chief Sales Officer of RavenVolt, reveals his inspiring journey. Listen in as Cody discusses how his engineering roots and family background shaped his rise in sales leadership, and how he played a pivotal role in Ravenvolt's growth as a turnkey microgrid EPC since its inception in 2020. From maintaining integrity to fostering teamwork, Cody shares the core principles that have driven his success and fueled the company's rapid expansion. 

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

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

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

Quotes:

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

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

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

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

Links: 

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

RavenVolt - https://ravenvolt.com  

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

Ever wondered how a technical mindset could revolutionize your sales approach? Mark Rooney, Strategy Director at Bry-Air, joins us on Sales Lead Dog, to share his journey from engineering to sales leadership and the pivotal strategies that have fueled his success. With tales of his transformation and the lessons learned along the way, Mark unravels the art of structured problem-solving and the undeniable influence of continuous learning and networking to not only meet targets but exceed them.  

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

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

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

Quotes: 

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

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

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

Links: 

Mark’s LinkedIn 

Bry-Air, Inc. 

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

“Unless you're passionate about what you really do, day in and day out, you're not going to last, you're not going to excel….” Sebastian Shahvandi, Chief Revenue Officer for Hypori (formerly known as Intelligent Waves) is incredibly passionate about the impact sales can have on a business and why it drives him to excel.

His company, Hypori is an innovative SaaS enterprise software company that provides virtual mobility technology to federal agencies and corporate enterprises. They are a trusted virtual mobility solution ensures zero data at rest and 100% Separation to mitigate data leaks.

In today’s episode, Sebastian discusses his start in sales working for his father’s business where his social anxiety evolved into a love for customer relations and solving problems.

Tune in to this week’s episode to learn about Sebastian’s passion and drive that has propelled him to succeed as a sales lead dog.

Quotes

“One of the things I always say to my team is always better never best meaning today is always going to be better than tomorrow but it's never going to be my best work because tomorrow is going to be even better.” (20:37-20:45)

“Unless you're passionate about what you really do, day in and day out, you're not going to last, you're not going to excel. My number one focus when I when I get up every morning, is am I passionate about what I'm doing today, is it exciting?” (14:52-15:06)

“My biggest mistake sometimes was I was afraid to say I don't know the answer. And I think it's important, even when, especially when you have a team. If you don't know an answer to something as a leader, it doesn't discredit you and only discredits you if you lie.” (22:21-22:34)

Links

Sebastian Shahvandi: LinkedIn

Hypori: LinkedIn

Intelligent Waves: LinkedIn

Hypori: Website

Intelligent Waves: Website

Empellor CRM: Website

Empellor CRM: Website

Sophia Kim is the Chief Revenue Officer for Centauri Health Solutions, Inc. and a passionate sales leader. Her passion to serve and empower people to get the healthcare benefits they need and deserve is what drives her sales success. She has experience in the implementation of large-scale systems with process re-engineering, integration and custom application development, and user acceptance testing.

In today’s episode, Sophia explains how her mantra, “be like water” was drawn from her experience as an immigrant to the U.S. at 2-years-old and the uphill battles her and her family faced as newcomers to the United States. “One of the things that we have to always do is be flexible and accommodating,” she explained. This mentality shaped her experience and later gave her an appreciation of how water is the substance to emulate in order to be a well-formed leader in sales.

Tune into this week’s episode with Sophia Kim to learn from an incredibly hardworking leader whose life experience has given her tremendous aptitude to lead successful sales teams.

Quotes:

• “We have a passion to serve and empower to solve and so we're out there trying to help people, get the benefits that they deserve.” (3:33-3:41)
• “My phrase is, ‘be like water’ and the reason why I choose that, is because water when you fill it into a container, it takes the form of whatever container is there. Fill the gaps where they need to be filled, be the support, where I need to be the support. Be the nourishment, where I have to provide nourishment.” (4:42-4:51)
• “I think you have to apply a combination of your intuition, combination of a little bit of psychology, and then apply the numbers and see what are ways out?” (27:48-28:01)

Links:

Sophia Kim LinkedIn

Centauri Health Solutions, Inc. LinkedIn

Centauri Health Solutions, Inc. Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Greg Coonley is the VP of Sales for Centerfield Media; Centerfield’s leading platform leads end-to-end customer acquisition for millions of sales each year. Greg’s expertise is in in digital marketing and lead generation.

On today’s episode, Greg breaks down his career in sales and what has made him successful as a sales leader. Greg originally left sales to go into operations but got the itch to go back to sales after working alongside a sales team. Now as a leader in sales he wants to impart some of the skills that have allowed him to be successful.

Tune into the episode to learn about Greg Coonley’s journey into sales after the 2009 recession and how he’s rose to the top of his field and stepped into his leadership role at Centerfield Media.

Quotes:

• “If you don't have the team dynamic set up so that the support you need, or the support you need to give is there, then it doesn't matter, you're not going to be able to achieve your goals- you're not going to put forth a great product to sell.” (5:02-5:21)

• “Leaving the office with a sense that those things are tied up for the day, and that I'm starting tomorrow with the ability to focus on where the focus needs to be.” (8:21-8:33)

• "I did the majority of the legwork there and yet I'm not reaping the salary and commission benefits that my counterparts are.” (13:10-13:21)

Links:

Greg Coonley LinkedIn

Centerfield Media LinkedIn

Centerfield Media Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Joel Stevenson is the CEO of Yesware, a company that builds software that helps professionals communicate efficiently and authentically by integrating a powerful set of tools right inside your email inbox. Some of Joel’s accomplishments have been building a supply chain business from $2MM to $30MM, a B2C eCommerce business from $50MM to $100MM and a B2B business from scratch to several hundred million.

In Today’s episode, Joel talks about his start in sales and how his background in acting has helped him think on his feet from time to time. But, most importantly he discusses how he’s been shaped as a sales leader to be curious and focused in order to accomplish his goals.

Tune in to Joel Stevenson’s episode to learn why you might be cut out for sales and why at the end of the day everyone should know the tricks of selling in order to further their career.

Quotes:

• “The hub of your workflow is going to be in your inbox. We're being deeply integrated into your inbox.” (2:25-2:32)
• “Something I picked up a little bit later in my career was sitting meditation that's really been helpful to me in terms of focus.” (4:38-4:46)
• Well, I got news for you, you're all going into sales, whether you like it or not. If you want to build a skill set that's going to be useful for your whole career, you might think about building a selling skill set.” (7:58-8:01)
• “You have to be a curious person, in order to want to ask the right types of questions.” (13:10-13:15)

Links:

Joel Stevenson LinkedIn

Yesware LinkedIn

Yesware Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Tony DeSpirito, Chief Revenue Officer for Cenergistic is a seasoned high-technology marketing and sales executive with deep domain expertise in enterprise software and managed services. A veteran of entrepreneurial startups and large, global companies, Tony’s skills range from C-Level selling, relationships to operational sales management of both channel and direct teams.

On today’s episode, Tony discusses his 3 keys to successful leadership- self-discipline, relentless focus on client or customer success, and follow up. He also touches on his hiring practices- which he currently is putting to use since Cenergistic is currently hiring.

Tune in to today’s episode, to learn about Tony’s expertise as a leader in sales and why you should consider Cenergistic as your next place of work!

Quotes

• “So I was brought on to really professionalize and modernize our sales effort. And in fact, I'm actively hiring now across the United States.”
• “Those are my three, my three keys, self-discipline, relentless focus on client or customer success, and follow up, follow up, follow up.”
• “You provide a vision, you set goals and objectives, you equip the team to achieve those goals and objectives. And then you step out of their way, and you let them achieve and you're always there for them.”
• “It is the most important thing you could do is hire the right people, because ultimately your success will depend on their success as a sales leader.”

Links:

Tony DeSpirito LinkedIn

Cenergistic LinkedIn

Cenergistic Website

Tony DeSpirito Twitter

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

John McDonnell is the Director of Business Development for Signum Displays, before making his transition to Signum he worked at Alexis Exhibits, Inc. for 17 years. Four of those years he worked as the Vice President of Sales- making the decision to move on and start fresh at a new company was ultimately the hardest and simultaneously the easiest for his career.

On today’s episode John covers an important topic- when to make the leap of faith to your next opportunity; Recognizing when you’ve plateaued and the inevitable decisions you’ll make in order to keep leveling up.  A part of this process is being aware of your goals and continually evaluating whether you’re still on that journey of growth.

Tune into John McDonnell’s episode to walk through the process of weighing all your options and continually seeking growth in your career.

Quotes:

• “That translates and speaks volumes when you're not trying to wear a mask and be somebody that you're not.” (3:10-3:16)

• “It was a way to kind of start over and start fresh and start from the ground and then build a team, the way that I wanted to build a team.” (8:44-8:50)

• “The hardest part was actually weighing the pros and cons and getting over the unknown- then finally getting there and taking that leap.” (10:40-10:49)

Links:

John McDonnell LinkedIn

Signum Displays LinkedIn

Signum Displays Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

Quotes: 

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

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

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

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

Links: 

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

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

Unlock the secrets to successful sales leadership as we sit down with Lee Weech, Vice President of Sales for Executech. Learn from Lee's vast experience as he discusses how Executech has thrived over the past 25 years in managed services, IT infrastructure, cybersecurity, and cloud solutions. Discover why cloud migration and robust cybersecurity measures are more critical now than ever and get tips on how to protect your corporate data in the age of AI technologies like ChatGPT.   

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

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

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

Quotes:

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

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

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

Links: 

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

Executech - https://www.executech.com

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

“I want to be able to text you,” says Joey Kercher of Unicorn Puff, a B2B services company that offers marketing and coaching support to companies looking to scale their business or get out of a sales rut. Joey talks with host Chris Smith about his human-centered approach to sales, which focuses on building lasting relationships with clients and thinking about who they are as people, not just prospects. 

As one of three identical triplets, Joey knows what it takes to stand out. His life-long entrepreneurial spirit most recently brought him to Unicorn Puff, where his role is that of a sales and business coach for struggling and scaling companies. In that coaching role, Joey focuses on relationship building. For Joey, understanding the pain points of customers and being able to connect with them on a personal level is a game changer. Though sales people often don’t look beyond a closed deal, Joey sees sales as the initial phase of a lifelong relationship. 

From intentionally including typos in your LinkedIn messages to networking tips from the point-of-view of an experiential marketer, Joey shares it all in this episode of Sales Lead Dog. 

Quote

• “There’s not just one way of selling to someone, it’s the whole duration of that relationship” (23:14-23:23)

Links

www.unicornpuff.com

https://www.linkedin.com/company/unicornpuff/

https://www.linkedin.com/in/joeykercher/

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

Unlock the secrets to scaling the heights of sales and leadership with our esteemed guest, Dustin Ruge. His trailblazing approach emphasizes adaptability, precision in goal-setting, and the kind of persistence that turns obstacles into stepping stones. We dissect the intricate dance of salesmanship that has propelled industry heavyweights to their zenith, and distill the essence of goal setting—a relentless pursuit that shapes the trajectory of careers and corporations alike. 

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

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

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

Quotes: 

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

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

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

Links:

DustinRuge.com  

Email: Dustin.Ruge@gmail.com 

Link to Dustin's Book Catalog 

LinkedIn 

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

Sally Duby, Chief Sales Officer & Partner for The Bridge Group, Inc. is a veteran in the field of technology inside sales. Having started out with Oracle in their early days as an inside sales rep, Sally learned the power of building strong foundations and where that success can lead.

In today’s episode, Sally dives into what her experience in sales leadership has taught her about building strong process, rallying a team through a pandemic, and how pivoting is vital in times of change.

Tune in to today’s episode to learn about strong leadership in the face of adversity!

Quotes

• "They don't care how you help somebody else. At the beginning, they want to know what you're going to do for them, what problems can you solve and what's the business value bringing." (33:32-33:41)
• "You have to do a minimum of 25% more activities to get that first meeting versus pre-COVID and email responses rates have plummeted." (44:03-44:44)
• “That’s going to be our recommendation, capture the data because it leads to such great information and ways to pivot and change your business to get the best benefits out of it.” (39:49-40:29)

Links

Sally Duby LinkedIn The Bridge Group LinkedIn The Bridge Group Website

Empellor CRM LinkedIn Empellor CRM Website

Tiffani Misencik, Intelerad’s Senior Vice President of Sales in North America, is a results-oriented healthcare IT leader with over 20 years of experience. She attributes her hard earned success to 3 things: grit, a collaborative mindset, and her opinion.

In today’s episode, she brings us through her humble beginnings as a sales rep for a soap company all the way to now where she mentors sales industry professionals and the accountability she has learned along the way.

Tiffani leads a team of high-performing sales executives and manages all aspects of business development, forecasting, contracting and driving excellence by supporting her team to both meet and exceed sales goals. Tune in today’s episode to learn the difference between responsibility and accountability.

Quotes

"And let me tell you what I didn't know then that I do now the difference between responsibility and accountability. And it takes a while to get there." (17:25-17:34)

"You know, they, you know, I often say that I've really appreciated getting older, because the wisdom comes with it, right? So I don't mind as the numbers tick out." (16:47-16:55)

"You have to make a pivot from caring more about yourself to care and your own performance to caring more about your team's performance." (25:58-26:08)

"I think one of the things that has helped me so much is being able to reach across aisles and collaborate right to get everyone on the same page to move a strategy forward. Super important in a sales rep." (29:42-29:54)

Links

Tiffani Misencik: LinkedIn

Intelerad Medical Systems: LinkedIn

Intelerad Medical Systems Website 

Empellor CRM LinkedIn

Empellor CRM Website

How do you show your team that you’re really listening? This week on Sales Lead Dog, host Chris Smith talks with Bob Marsh, Chief Revenue Officer at Bluewater Technologies Group, about his leadership style, and the habits and processes that he uses to really listen to his team, even as a CRO. 

Bob takes a people-oriented approach to everything he does as a CRO. His 30/60/90 day plan, which he implemented when he started at Bluewater, was designed to help him make sustainable, smart changes with greater employee buy-in. His tips for success? Listen, ask great questions, and don’t be afraid to get in the weeds sometimes and really connect with direct sellers -- just because you have a fancy title, doesn’t mean you have to keep your distance. 

Join us this week as Bob shares his unique philosophy on what it truly means to be a leader. 

Quotes

• “People love to talk, so help them talk.” (7:25-7:29)
• “Understand that the purpose of your role is to make other people better” (18:42-18:46)

Links

https://bluewatertech.com/

https://www.linkedin.com/company/bluewater-technologies/

https://www.linkedin.com/in/bobmarsh5/

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Discover the keys to becoming a sales and leadership powerhouse as Jeff Fallis of GoFormz joins us for a riveting journey through his career, from humble beginnings to the pinnacle of sales success. Learn how mentorship, a strong work ethic, and the wisdom to carve your unique career path can accelerate your ascent in any industry. Jeff's remarkable story starts with selling hockey tickets in Arizona and evolves into spearheading the digital transformation for companies across construction and field service sectors, embodying the universal applicability of sales skills.   

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

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

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

Quotes:

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

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

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

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

Links: 

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

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

Coaching is a calling that Mark Musselman has honed and perfected over the past 20 years. His years of experience as CEO running 2 rapidly growing $30+M companies has led him to start his own consulting company so he can coach others to success.

In this episode, Mark explains the coaching styles and techniques that build trust and loyalty between leadership and their salespeople; which leads to continuous improvement, that allows for people to evolve and grow. 

Tune into this week's episode to learn about coaching your sales team to success!

Quotes

“So the one thing that I have found is if I use the language of continuous improvement with anybody, it invites them into this conversation that doesn't talk about right and wrong, it's just about continuously evolving." (25:56-26:09)

"In order for any team to work effectively, it has to have a platform and a foundation of trust. So people withhold when they don't trust in the condition of the team, with more trust comes more transparency." (31:43-32:05)

"I run into all kinds of circumstances where I'll show up in a room with a leadership team. And like you can hear a pin drop. Right. And what that is an indication of like nobody here trusts the leader, right, because there's no conversation taking place, and everybody's sitting on their hands and they're biting their lips and they're hoping and praying that I don't call on them." (35:16-35:40)

Links

Mark Musselman: LinkedIn

MX5 Consulting: Website

Empellor CRM LinkedIn

Empellor CRM Website

Matt Schatz is the Chief Revenue Officer for Trulioo, a digital identity verification platform. He’s a proven sales leader with experience in both building and running high performance sales teams in North America, Europe and Asia and a proven track record of exceeding goals as well as building and training teams to deliver a world class customer service experience during the sales process.

On today’s episode, Matt takes us through his career journey starting as an eighth grade Social Studies teacher who was recruited by his friends to join their company in their early stages working in sales. Matt has some amazing insights as someone who truly learned the authenticity and importance of sales as someone coming from a very different background.

Tune in to today’s episode to hear about Matt’s awesome perspective on leadership and being an authentic sales leader!

Quotes

• “We are a digital identity verification platform. We operate the largest most expensive network for identity verification data providers. Basically, were able to verify over 5 billion individuals around the globe and over 300 million companies.” (4:45-4:57)
• “There's a very specific type of company that I want to work for. Life's short and I want to be able to have a good time and I want to feel good about what I'm doing. (7:00-7:09)
•  “He always impressed upon all of us that leadership is not a title- Leadership is a way of behavior. Leadership is a choice that you make every day when you walk through those doors.” (13:04- 13:13)
• “Having that seek to understand mentality rather than coming in and trying to make a ton of change early on, when you don't have all the facts and you don't have all the data is the big thing.” (19:17-19:28)

Links:

Matt Schatz LinkedIn

Trulioo LinkedIn

Trulioo Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Can a dentist have a fanbase? What about an insurance company? Yes, says David Meerman Scott, marketing & business growth speaker and author of the WSJ bestseller FANOCRACY. In this episode of Sales Lead Dog, host Chris Smith talks to David about his new book, and the idea that really meaningful marketing and selling happens when we turn our customers into our biggest fans. 

David has written over twelve books, four of which have been international best-sellers. In FANOCRACY, David explains how growing a fanbase is contrary to many of our widely held beliefs about selling -- it’s about being a community builder, not the stereotypical “hunter.” But though it takes a leap of faith, it really works. “We found examples in all kinds of different marketplaces of people who have been able to build fans,” David explains -- from the success of a skateboarding dentist to Duracell’s 10-million battery giveaway. 

At the end of the day, it’s hard to argue with this compelling strategy, which flips selling and marketing on its head. But it’s actually pretty simple; as David says: “If you bring passion to what you do, that passion is infectious.” 

Quotes:

• “All humans, you and me and everybody who’s watching and listening to this, is hard-wired in our brains to be part of a tribe of like-minded people.” (11:11-11:26)
• “If you bring passion to what you do, that passion is infectious, and people are more likely to want to do business with you.” (29:33-29:41)

Links:

https://www.fanocracy.com

https://www.davidmeermanscott.com/

https://www.linkedin.com/in/davidmeermanscott/

https://www.linkedin.com/company/freshspot-marketing/about/

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

To succeed and stand out in this very busy world requires more than just greatness, it takes momentum. This is what Mark’s new book is trying to teach us.   

The highlight of this episode is centered on his new best-selling book, Cumulative Advantage. Listen to this podcast now and learn what inspired him to write the book, what the book is all about, and how it can help an individual in succeeding even without having safety nets or having millions, just pure momentum!  

Mark W. Schaefer is a globally-recognized author, speaker, podcaster, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. Mark is Top 10 most re-tweeted marketing authorities in the world. He was also listed as one of the Top 10 authorities on Social Selling by Forbes. 

Quotes

"And so that was my journey is to go down this rabbit hole of what is really the system of momentum, what is the pattern of momentum, and how do we apply this in our businesses." (15:17-15:30) 

"It's not just about having an idea, momentum has to begin by pursuing that that idea by, by creating really a quest of this of this initial advantage." (20:37-20:50) 

"And here was the light bulb that went off influence on the internet is determined by who can move content, who can move ideas. That's if you can move, ideas, you move influence if you can do it a lot you're more influential, and I realized, wait a minute. He can measure influence, and we are on the brink of an entirely new marketing opportunity." (24:53-25:22) 

Links

Mark Schaefer: LinkedIn

Business Grow Website

Empellor CRM LinkedIn

Empellor CRM Website

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

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

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

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

Quotes:

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

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

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

Links:

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

FinLocker - https://finlocker.com

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

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

“Where do you need to be more courageous this year?” asks Ryan Avery, the Keynote Speaker on Strategic Communication and Leadership. On this episode of Sales Lead Dog, Ryan talks with host Chris Smith about the fundamentals of his leadership program, and how he helps people move from just a leader to the leader. 

This episode is full of succinct, actionable tips for success -- from how to be true to best represent your brand on Zoom (hint: consider using a ladder) to working toward confidence by becoming more courageous. With a series of memorable acronyms and tons of energy, Ryan shares the fundamentals of strong leadership, using anecdotes that can inspire people at all stages of their career. 

If you’re ready to move from “a” to “the,” tune into this podcast today. 

Quotes:

• “Do you want to be a CEO or do you want to be the CEO.” (5:57-5:59)
• “Expand your comfort zone” (11:32-11:34)
• “Our job as a leader isn’t to have the answer, it’s to find the answer.” (26:12-26:19)

Links:

www.ryanavery.com

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

“If you see someone helping unsolicited someone else [...] you can see it in your team. Some protect their patch, and some are willing to share”. Welcome to the inaugural episode of The Sales Dog podcast with your host, Chris Smith. On today’s show, Chris talks to Scott Vince, VP of Sales and Marketing of Capricorn Diversified Systems, an international company providing an array of technological services to big-name clients such as Microsoft, Costco, Domino’s Pizza, and General Motors.

Scott begins by reflecting on some key moments in his career: the people who most inspired him and his feelings upon closing his first major sale. When asked what he wished he had known when he started his first job in sales, Scott replies,

“The ability to listen is a critical component in any sales situation[...] to have empathy for the people that you’re trying to listen to so you can understand and reiterate that into some kind of solution for them.”

With a wealth of experience in sales coaching in sales training in leadership roles, Scott shares advice for people starting out in sales and for those who are looking to step into a sales leadership role. Perseverance, managing your time and building your relationships, and managing them correctly are all important attributes for a successful salesperson. But what makes a leader stand out in a salesforce? Selflessness. Seeing someone go above and beyond to offer sales coaching recommendations to a member of their team. 

Next, Chris and Scott discuss simple and timeless sales training advice. What kind of questions should your sales team be asking? How do you control first impressions and convey a professional approach? What daily habits should you cultivate in your salesforce? 

At a time when many people in sales are experiencing rejection and delays, Chris asks Scott how he coaches his sales team to deal with rejection. 

“You’re always going to have doors that are closed in your face, and you’ve to have a thick skin and the ability to understand that the next one is going to be a success.”

This attitude, as Scott explains, is distilled into what has become somewhat of a mantra amongst Scott’s organization: “a positive approach gets positive results.” Adopting this point of view increases an organization’s chance of success. 

In the final part of the show, Chris asks Scott about leveraging CRM in organizations. Scott affirms that CRM is a cornerstone of any successful organization. It helps him and his team manage their sales pipeline in an organized manner. It’s particularly useful as a sales leader to see clear metrics on how your team is doing.

Scott stresses the importance of full commitment to CRM training. In order to see real ROI on your investment, you have to make sure your whole team is dedicated to using the tools correctly. “And that’s true with anything,” says Scott. Scott emphasizes the importance of fully training your sales team, whether on Microsoft Excel or Dynamics 365. 

Stay tuned to hear Scott’s keys to getting the sales team engaged in CRM. It all comes back to this idea of empathy and understanding the motivations of your team:

“Showing [your salesforce] how they can be more successful, creating efficiencies in their ability to manage their ‘patch’ and understand how that toolset can lead to their success and create more time and energy towards that success, it’s easy once they see that.”

Quotes: 

• “The ability to listen is a critical component in any sales situation.”
• “Have empathy for the people that you’re trying to listen to so you can understand and reiterate that into some kind of solution for them.”
• “Some protect their patch, and some are willing to share.”

Links:

Capricorn Diversified Systems Website

scott.vince@cdsonline.com

Scott Vince LinkedIn

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Kristie Jones, Principal of Sales Acceleration Group is the go-to expert for privately owned, VC-backed or bootstrapped technology companies needing to build or improve their sales process, strategy, and people. She is passionate about helping companies select top talent and create a sales accountability culture to ensure revenue growth.   

In today’s episode, Kristie sat down to discuss her approach in helping companies build their revenue whether it be improving their sales process, strategy, or hiring practices. A big part of being an outsider looking in is helping her client’s take off the rose-colored glasses so they can get to the heart of the issues that need fixing.

Tune in to learn about Kristie’s straight-forward, no-nonsense approach to helping businesses improve their process, strategy, and hiring practices!

Quotes

• “I started the company about five years ago, I have about 15 years of SAS sales leadership experience. I made a decision that I could help more than one company at a time.” (8:15-8:26)
• “Helping them understand that the only way to be successful building top of the funnel with an outbound prospecting strategy is consistency.” (14:15-14:20)
• “That's an embarrassing conversation to bring up- everybody's sitting around looking successful and all of a sudden you haven't been making any money for two to three years.” (19:32-19:39)

Links

Kristie Jones LinkedIn

Sales Acceleration Group LinkedIn

Sales Acceleration Group Website

Empellor CRM LinkedIn

Empellor CRM Website

On this episode, marketing expert Russell Lundstom joins Sales Lead Dog to discuss the necessity of fully integrating the marketing and sales processes inside your business. Russell shares advice on first, tracking your company’s data, then second, diagnosing where issues within your sales process might lie. After that, Russell provides insight on fine tuning your business’ strategies, wherever the problem lies, to better fit the needs of your clientele.  

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

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

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

Quotes: 

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

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

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

Links: 

Russell Lundstrom's LinkedIn  

Marketing Plan Formula Website 

Marketing Plan Formula Free Sales Lead Dog Marketing Workshop 

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

Andy Paul is the author of Sell Without Selling Out, he is also the Founder of The Sales House, a business that helps VP’s and sales managers accelerate their leadership goals. You can also tune into his podcast, Sales Enablement Podcast- the mission of the podcast being to help you exceed customer expectations and close more deals.

On today’s episode you’ll learn from Andy’s expertise as a sales coach and consultant. Get perspective on creating the most effective sales training in order to create a successful sales team. Andy also gives great assessment on sales practices that might be holding you back from accomplishing your sales goals.

Tune into today’s episode to hear Andy’s sales coaching tips as impassioned author of the book, Sell Without Selling Out.

Quotes:

• “Despite all the advantages, the technology that's at our disposal today for marketing and sales purposes, that the data suggests that we're actually performing less well.” (1:06-1:17)

• “Meaning we're doing a less good job of helping our buyers make decisions at a time when in many respects, it should be easier to do that.” (1:17-1:26)

•  “It's based on four pillars: connection, curiosity, understanding and generosity, which are innate human behaviors.” (2:58-3:13)

• “That's the reputation that salespeople have in sales are being lazy, shiftless, self-centered, but on one hand, is hugely unfair to the vast majority of people who are in sales.” (6:50-7:02)

Links:

Andy Paul LinkedIn

Andy's Consulting LinkedIn

The Sales House LinkedIn

The Sales House Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Shannon Mulligan is the CEO of VAST Results and she understands the importance of sales, as well as its challenges. She has more than 15 years of experience in B2B sales.

After being laid off from a national sales manager role at five months pregnant Shannon quickly realized that small businesses had a desperate need for follow up sales support... Vast Results (along with her son Myles) was born. She and her team work with those small businesses to create and improve follow up processes and then act as an extension of their team to execute those systems.

On this week’s episode listen to hear why Shannon believes strongly in the power of her "Mom Squad" and why she is working hard to build a platform for moms to create flexible work opportunities while helping her clients get to yes!

Tune in to hear Shannon’s amazing story of success in the field of sales as a Gen X who found an accidental career on this sales path, but quickly found her passion!

Quotes

• “I call them my Mom Squad of moms that want to do part-time selling work and they actively go after our clients leads for them and either get them an appointment or re-engage a conversation, get another proposal sent out, and they just follow those leads to their natural conclusion.” (11:50-12:11)
• “That's what my Moms Squad does. They’re business development directors. They're consistently reaching out with different touches: LinkedIn, emails, phone calls, all the things just to try to re-engage that qualified lead.” (13:50-14:04)
• “So, for us it's different because we're a part-time resource- none of my moms work more than 10 hours a week for any of our accounts.” (26:15-26:23)
• “I would love to see more women in the career of sales, I would love to see more women sales leadership, I would just love to see more women in leadership in general.” (29:07- 29:12)

Links

Shannon Mulligan LinkedIn 

VAST Results LinkedIn

VAST Results Webpage

Empellor CRM LinkedIn

Empellor CRM Website

Kevin Kostiner, Chief Commercial Officer of ClimaFi, joins us to discuss their revolutionary microgrid technologies and strategic energy solutions. As grid instability grows, Kevin emphasizes the crucial need for businesses to secure reliable energy sources to avoid disruptions. Drawing from his own career, he shares invaluable advice on the importance of focus, passion, and perseverance. We also explore the shifting landscape of career trends in the tech industry, from long-term employment to frequent job changes.   

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

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

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

Quotes:

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

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

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

Links:

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

ClimaFi - https://www.climafi.com

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

Laura Cavanaugh is the Vice President of Sales for Ambassador Education Solutions. Her company develops, engineers and implements bookstore models and technology solutions to meet the specific financial and operational goals of higher education institutions while supporting the specific academic goals and vision of their students and faculty.

In today’s episode, Laura breaks down the systems and mindset that has helped her succeed as a sales leader. One of the things Laura said that stood out to me was on completing the sales cycle, “I think it was just establishing a workflow and a mindset that when somebody tells me ‘no’, or when somebody tells the sales reps, ‘no’, I look at it as a win. Because we're completing the sale, we're not spinning our wheels anymore, we're moving forward.”

That mindset in sales is incredibly important to sustain as leader for many reasons. So, tune into Laura Cavanaugh’s episode to hear about her perspective on empathetic, successful leading.

Quotes:

• “It's hard to narrow down or to pinpoint I would say, just having the drive to succeed, having a vision of where you want to go, and how you're going to get there.” (4:52-5:13)
• “I think it was just establishing a workflow and a mindset that when somebody tells me ‘no’, or when somebody tells the sales reps, ‘no’, I look at it as a win. Because we're completing the sale, we're not spinning our wheels anymore, we're moving forward.” (8:20-8:37)
• “We're going to look at the scoring system, we're going to look at the comments from the committee, we're going to do that work to see where we fell short, where we could have scored higher.” (28:52-29:02)
• “I'm going to be very transparent, very open, make sure we cross every T, dot every I so that once the deal is closed, and you're a client of ours, that everything that we talked about throughout the entire sales process can come to fruition for you.” (30:35-30:49)

Links:

Laura Cavanaugh LinkedIn

Ambassador Education Solutions LinkedIn

Ambassador Education Solutions Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

“I’m looking for courage, character, and compassion,” says William Standifird of Access ESP. In this episode of Sales Lead Dog, host Chris Smith talks with William about how he hires, how he uses data, and how it all centers on the needs of his prospects. 

Access ESP sells a green technology product to help extract gas and oil from wells -- which means their sales cycle can be a few years long. Because of this, having a balanced team that is using CRM technology in a smart way is pivotal. William talks about the importance of forecasting, how he holds his sales team responsible for their own data, and how he tries to keep his team balanced by focusing on selling personas when he’s hiring. 

This week, tune in for a great conversation about building a team and a selling framework that supports the needs of your prospects. 

Quotes:

• “Be careful not to have your hands on the steering wheel when you do not have to.” 
• “I think that's the biggest thing that new managers and sales leaders, you know, need to avoid so trust your people, you know, ask them what they need, and give them what they need. Be careful not to have your hands on the steering wheel, when you don't need to.” (15:12-15:25)

Links

Company Website https://www.accessesp.com/home/

Company LN https://www.linkedin.com/company/accessesp

William LN www.linkedin.com/in/william-standifird-mba-69085021

Empellor CRM Website

https://www.empellorcrm.com

Empellor CRM LinkedIn

https://www.linkedin.com/company/empellorcrm

Podcast production and show notes provided by FIRESIDE Marketing

https://meetfireside.com/podcast-production-service/

“You always go into a situation to learn,” says Kevin Armstrong, Global Enterprise Strategy Leader at ENAVATE. He talks with host Chris Smith about his passion for sales leadership, and how he cultivates an atmosphere of learning, growing, and striving for success.

What are the lessons Kevin tries to impart on his team? You have to want to learn, and you have to go all in to succeed. But despite his passion for going all in, he knows that the key to sales success is being efficient with your time -- and sometimes that means saying no to opportunities that just aren’t right for you or your company. As he tells Chris, there are two winners in every sale: the one who wins and the first one out. 

Tune in to hear more of Kevin’s surprising lessons on sales, sales leadership, and how to balance intuitive selling with CRM. 

Quotes: 

• “You always go into a situation to learn” (3:18-3:21)

• “Ask the person, what is it both personally and professionally that drives you?” (21:49-21:54)

Links:

https://www.linkedin.com/in/armstrongkevin/

www.enavate.com

Empellor CRM Website

chris.smith@empellorcrm.com

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Sandy Ellis is the Chief Revenue Officer for Activus Connect- a premium provider of customer experience outsourced solutions that operates across the Continental US & Puerto Rico.

Sandy describes herself as an executive with a talent to discover underlying business needs, strategically design innovative solutions, and develop and inspire leaders through career development, professional writing, and speaking.

On today’s episode, Sandy dives into some of the tough lessons she had to learn in order to better connect with her team and her clients. “As a leader, I think it's important to learn that life is intermingled and being able to figure out how to embrace that and build upon it, versus fighting it will save you a lot of angst.”

Tune into today’s episode to learn from our conversation with a wise, self-aware leader!

Quotes

• “We're primarily domestic in the United States and Puerto Rico, and we're able to attract and design our support structure on behalf of what the client means based on both geography, as well as skills, and tap into the millions of Americans that want to be able to work from home and have chosen to do that.” (9:38- 10:00)
• “I learned early in my career to extend grace and accept grace- everything does not go as planned, life is messy, and things happen.” (11:55-12:08)
• “As a leader, I think it's important to learn that life is intermingled and being able to figure out how to embrace that and build upon it, versus fighting it will save you a lot of angst.” (26:38-26:54)

Links

Sandy Ellis LinkedIn Activus Connect LinkedIn Activus Connect Website

Empellor CRM LinkedIn Empellor CRM Website

“Find a mentor. Smash your quota!” says Jake Green, Enterprise Account Executive at BrieBug. Green has over ten years of business development experience in the software and consulting industries, selling to start-ups and enterprise level organizations alike. His experience as a business development manager has shaped his sales methodology and approach to leadership. In this episode of Sales Lead Dog, host Chris Smith talks to Green about what it means to be a good sales leader, and how his background in technology has shaped his perspective on customer relationship management (CRMs). 

Green is currently working with Briebug, software development experts who support Fortune 1000 companies with software implementation and management. When asked why he chose to move to Briebug, Green was clear: it’s all about culture. Briebug stands behind their products and guarantees success – and on top of that, they make culture a vital part of their hiring process. As a sales manager, Green knows that you can only make a difference in an organization if you can find a place for yourself within that culture. “Success with a team is just building a great culture,” says Green. Sharing the values and mission of your organization is essential for leadership and sales success. 

As a former tech expert with experience in coding and development, Green has a lot to say on CRMs – particularly about finding a CRM that works with your sales team. As someone who has crossed boundaries from technology to sales to business development and consulting, Green is an expert on what it means to find software that supports your team, not just something that adds another step in the process. 

What leadership and sales tips does Green have to share with the audience? Set goals for the day that are aligned with new opportunities, and be ready to interrogate how you do and do not meet those goals every week. Green is all about celebrating both success and failures – for him, failure is just another opportunity to learn something new. 

Quotes:

• “Success with a team is just building a great culture.” 10:40-10:43
• “Sometimes the best players don’t make the best coaches” 14:12-14:15
• “Being able to share in success but being part of a team that’s really working and cohesive – I think being able to share in your failures and learn from them is important as well.” 18:40-18:51

Links: 

https://briebug.com https://www.linkedin.com/in/jakecgreen/

Empellor CRM Website

Empellor CRM LinkedIn

Podcast production and show notes provided by FIRESIDE Marketing

Russell Brown, is the Vice President of Sales for Computacenter US, his priorities are to his team, his customers and partners and he supports their success by bringing IT solutions to address the demands of his customers’ businesses. Computacenter is a technology partner, utilized by large corporate and public sector organizations. They help their customers to source, transform and manage their IT infrastructure.

Russell has spent the last 20 years of his life growing and evolving within the Computacenter team. He started his sales journey working in the UK and only recently moved to Los Angeles to lead the sales team for their southwest business. Russell attributes his huge success to many of the people he’s met through his career path and the insight they’ve given him. One lesson he had to learn for himself was the importance of sharing your genuine self when showing up to help, especially as a leader in sales.

Tune into today’s episode to learn from Russell Brown’s success in sales as someone who has chased worthwhile opportunity all the way to sunny Los Angeles to be the VP of Sales for Computacenter US.

Quotes:

• “I'm hugely indebted to a lot of people that have helped support me over my career, and that that ranges from people just giving me time, so that I could listen, ask questions and learn, afford me space to make mistakes and learn from those people that have given me physical opportunity to progress my career.” (2:58-3:17)

• “You know, as soon as I started to give more of myself, I felt that I built deeper relationships.” (5:28-5:33)

• “I eventually learned that failure is actually a good thing you can dive into failure, and you can understand, what can you learn from that process? What can you learn to take forward tomorrow to be a little bit better?” (12:59-13:11)

Links:

Russell Brown LinkedIn

Computacenter US LinkedIn

Computacenter Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Aaron Paul is the Regional Vice President for Advanced Technologies Consultants (ATC), a distributor of name-brand technical training curriculum, equipment, software and furniture. Aaron has worked for ATC for 14 years now and previously worked as a regional sales manager.

One of the biggest hurdles Aaron had to overcome when first starting off in sales was his aversion towards the industry- he had graduated with a degree in mechanical engineering and through connections wound up in sales position after school. While it did take time for him to warm up to his new career after a few years he could finally appreciate that sales was not about sleazy selling schemes but about problem solving and a salesman was born.

In today’s episode, Aaron brings us through his journey in sales and how he’s navigating sales leadership as a fairly new leader. His commitment to honing his craft and ensuring customer satisfaction is an inspiration so tune in to Aaron Paul’s episode and learn about his sales story.

Quotes:

• “I realized that sales at its heart is problem solving. If you've got a good product, then what sales is, is you're taking a person who needs that good product, and you're providing that product to them.” (5:34-5:47)
•  “Good things are rarely cheap and cheap, things are rarely good.” (9:45-9:48)
• “Knowing that if I tried to take care of the customer, the rest will take care of itself.” (18:26-18:35)

Links:

Aaron Paul LinkedIn

ATC LinkedIn

ATC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

Paul Steinmetz is a National Sales Manager for Travel Leaders Corporate, LLC. Travel Leaders Corporate, LLC is founded on innovation- a business travel solutions firm with a focus on customized travel fulfillment, meetings management, and data & analytics. 

Paul has been a salesman before he was old enough to drive and has worked his way through some tough jobs and finally found himself in a fulfilling leadership role with Travel Leaders Corporate. This road hasn’t always been easy, in today’s episode he recounts working for some extreme leaders that helped him understand what poor leadership could look like. However, his tenacity in sales has led him to some amazing opportunities which has allowed for his success in his field.

Tune into today’s episode to learn about Paul Steinmetz’s wild twist and turns through the world of sales and some of the difficult circumstances that have molded him into the leader he is today.

Quotes:

• “I think there's a fine line between being a pain in the ass and being really persistent and effective as a salesperson.” (3:44-3:49)
• “Ironically, I found that I learned more from people who were doing it wrong and bad leaders who would throw temper tantrums.” (5:09-5:17)
• “When the FTC raided those companies, they didn't really care who was doing what they assumed everyone. But the training was great.” (9:29-9:54)

Links:

Paul Steinmetz LinkedIn

Travel Leaders Corporate, LLC LinkedIn

Travel Leaders Corporate, LLC Website

Empellor CRM LinkedIn

Empellor CRM Website

Empellor CRM Twitter

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

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

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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