Sales Lead Dog Podcast

In today’s episode on Sales Lead Dog, we are joined again by ​our guest, Skip Miller. Skip is the President of M3 Learning, a ProActive Sales Management and Sales Training Company based in the heart of Silicon Valley and has already trained hundreds of companies in over 35 countries. Skip discusses his new book, Outbounding. He will talk about outbound sales and how to become successful through ou...

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...

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 succeedin...

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...

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 co...

Owning his self-development was the key to Robert Merritt's success. His eagerness to learn as much as he could and hone is craft and remain accountable for himself is what he attributes to where he is today, as High5's Chief Revenue Officer.  Robert breaks down the type of culture that every marketing leader should be aspiring to create in the episode. He talks about building good repertoire with...

“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...

“You have to own your own results,” says Erik Norman, Senior Vice President of Bolger Printing Minneapolis, MN. As the leader of an international printing company that works with major financial institutions, luxury retail and health care organizations, Erik has clearly seen a lot of success. But in this episode of Sales Lead Dog, he’s talking with Chris Smith about the other side of sales: failur...

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 strengt...

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 motivatin...

“Your deal gets won or lost in discovery,” says Ashley Welsh, Somersault Innovation and co-author of the book Naked Sales. In this energizing interview with host Christopher Smith, Ashley talks about Somersault Innovation’s approach to sales -- which is all about co-creating, collaborating, empathizing, and curiosity.  Ashley’s training is definitely not your standard sales approach. She believes...

“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 th...

“I’m still a work in progress,” says Kayleb Bowes, Vice President of Sales at Nationwide Laboratory Services. Throughout his career, Kayleb has been committed to learning and growing. And for him, that all comes down to knowing his why.  As a medical sales rep and leader, Kayleb can find part of his why in his company’s mission -- Nationwide is helping doctors diagnose patients and save lives ever...

“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. Be...

“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 hi...

“Passion is a skill,” says Dave Sandhoefner, CRO at Delaget. And so is sales. In this episode of Sales Lead Dog, Dave talks with host Chris Smith about how to bring value to both your customers and your staff by continually working to understand what they need, and what you can offer them.  Dave began his career in video production, and though he loved his job, the meager salary just wasn’t going...

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 start...

“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 pros...

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 impl...

"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 th...

“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...

What is cognitive behavioral therapy… and what on earth does it have to do with sales leadership? In this episode of Sales Lead Dog, host Christ Smith talks with Jeff Shore of Jeff Shore Sales Training about how he uses this powerful psychological technique to help salespeople work through discomfort before they ever speak to a potential customer.  Cognitive behavioral therapy, or CBT, is a techni...

“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...

“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...

How does the transition to private equity change an organization? On this episode of Sales Lead Dog, Doug Vail, Chief Revenue Officer at Industrial Inspection & Analysis, talks with host Chris Smith about his unexpected move to sales leadership as a result of a private equity buyout, and how private equity puts the company focus on continued growth -- even in times of hardship.  Doug, who started...