Elements of Culture Podcast

Ever watched a talented hire stall because the first win never came?  In this episode of Elements of Culture , hosts Taryn and Julie sit down with Pranav Hundu , VP of Sales at Saras Analytics , to unpack what it really takes to build and scale high-performing teams in today’s evolving workplace. Join the conversation as he shares how his journey took him from engineering to sales leadership and f...

What happens when innovation outpaces culture? In this episode of Elements of Culture , we sit down with William Rubio , Chief Revenue Officer at CallTower , to explore how leaders can keep humanity at the center of technological transformation. William challenges the idea that AI will replace people—instead, he argues that it will reveal them. It exposes inefficiencies, highlights communication g...

What if the secret to consistent sales performance isn’t a new tool, but a culture where trust does the heavy lifting? We sit down with sales leader Todd Priest to unpack the habits that turn talented individuals into a cohesive, high-ownership team, even as technology and markets keep changing.  Conversation Highlights: How to assess a new team without disrupting what already works  How he builds...

Founder and CEO Max Mitcham shares his journey from burnout and self-doubt to building a thriving culture at Trigify. Through lessons on empathy, mental health, and team transparency, Max reveals what it really takes to lead in today’s remote-first, fast-paced world—and why culture isn’t one-size-fits-all. Join us weekly as we dig into the real stories behind work culture transformation. Not theor...

Entrepreneurship is equal parts failure and faith in the next step. Eric Gordon, CEO of Parakeet, joins Elements of Culture to share his story of growth—from early sales struggles to leading a thriving remote team. Hear how he learned to follow his gut, build through mentorship, and create a culture where accountability and fun coexist. We'll cover:  • reverse-engineering goals into daily act...

What happens when a former college athlete trades the court for 250 cold calls a day—and then scales a sales org from zero to $40M? We bring on Matt Grossbard, VP of Sales at Techvera, to break down the playbook: build a culture that fuels effort, design systems that scale, and overcommunicate until clarity becomes muscle memory. From one-call closes to multi-threaded, 45-day cycles, Matt shows ho...

Ever wonder why some sellers win deals without a perfect pitch? In this episode, Santu Chakravorty, a CRO breaks down what actually drives sales performance—the compound effect of trust, curiosity, and coaching that turns average reps into consistent closers. We dig into hiring for spark over pedigree, the rhythm of daily coaching that lifts the middle 60%, and where AI should amplify your people,...

“If you can’t change something, then you don’t get to be a manager.” This episode of Elements of Culture with Mark Kosoglow, CRO at Docebo, dives deep into what separates real leaders from caretakers. From selling shoes in Mississippi to leading teams to $250M in revenue, Mark shares the lessons behind transformational leadership, how to identify your 10X players, and why coachability and effort a...

Your go-to-market isn’t a launch plan you park on a shelf—it’s a living system that needs a conductor. We sit down with CRO Remy Piazza to unpack why GTM should evolve with your product, your buyers, and your team, and why the CEO must own the score so product, marketing, sales, and customer success play in harmony.  From stages like problem–market fit to platform–market fit, Remy maps the inflect...

What separates good sales teams from true market leaders? In this episode, Dana Therrien breaks down the three levers most companies get wrong—visibility, incentives, and coaching—and shows how to transform them into engines of growth. From building a performance intelligence layer that empowers reps, to stripping compensation plans down to what really drives behavior. We also explore what humane...

When was the last time you examined where you're focusing your coaching efforts as a sales leader? If you're like most of us, you're probably gravitating toward your superstars or your struggling performers—but as Angela Baker reveals, that's leaving your biggest opportunity untapped. Angela Baker , VP of Sales at Perceptix, shares a transformative framework that's reshapi...

John Matthews, VP of Sales at Buxton, shares powerful insights on leadership during challenging times and the evolution of corporate culture in today's rapidly changing business environment. His approach to leadership centers on empathy, transparency, and standing beside his team rather than in front of or behind them. Highlights: • True leadership is tested during tough times, not when every...

Zachary Konopka, Chief Revenue Officer of CloudLayerAI and executive advisor for Bohemix, shares insights on implementing AI in enterprise organizations while building high-performing remote sales teams through purposeful collaboration and transparent leadership. Highlights: From living in Rome to establishing offices in New York, Zachary's diverse career spans over a decade in remote technol...

Bruno Bilardo, VP of Sales at US Media, shares his extensive experience leading sales teams across Latin America and North America with insights on cultural adaptation and effective leadership techniques. His approach focuses on understanding individual team members, building trust through transparency, and fostering collaboration rather than unhealthy competition. Highlights:  Recognizing cultura...

In this episode, we talk with Arush Lakhani, VP of Sales & Revenue at CloudlEagle.ai, about what it takes to lead high-performing sales teams in today’s tech-driven landscape. From using AI to eliminate busywork to building cultures rooted in psychological safety, Arush shares real-world strategies for scaling leadership and team success. Highlights: How breaking down goals into daily actions...

Mitchell Miles and Bee Miles from NeWell share how their company helps enterprises mitigate turnover through corporate wellness and executive development services, addressing what their research shows is primarily mental health-related attrition. Employee turnover is one of the largest avoidable expenses for companies, with costs between 1.5-2x annual salary to replace someone Over 69% of millenni...

Hear from Mitchell Miles and Bee Miles from NeWell on how company culture affects employee retention, performance, and organizational health beyond just attrition metrics. Deteriorating culture often manifests as departmental silos, internal politics, excessive bureaucracy, and toxic gossip before employees actually leave.  The fundamental disconnect where executives have authority but lack contex...

Mitchell Miles and Bee Miles share their expertise and NeWell's approach on modern sales strategies, explaining that what happens off the call is more important than what happens during a sales call. He describes sales as 80% soft skills and 20% hard skills, emphasizing the importance of permission-based selling in today's market where people love to buy but hate being sold to. • Sales r...

The workplace is undergoing a profound transformation as traditional corporate culture clashes with the values of newer generations. We explore how COVID-19, changing generational priorities, and the search for purpose are reshaping what employees expect from their work environments. Corporate America is experiencing high rates of attrition as workers seek environments aligned with their personal...