Sales Leadership Podcast

This week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive mistake, it is important to equip your sales team with everything they need to be successful and have a coaching process that is based on individual on...

This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader's primary role should be about developing people.

This episode of the Sales Leadership Podcast features Brandon Bornancin, Founder and CEO of Seamless. AI. Brandon discusses how taking care of his sales teams and obsessing over the details helps his teams win over the short and long term. He compares this to winning the SuperBowl every day. Brandon shows us how daily role-playing and actionable coaching and scoring are the keys to high growth suc...

This week we learn from a truly international sales leader, Marius Smyth, Global Head of Sales & Customer Operations at AdRoll Group. Marius shows us how having consistency, alignment, and accountability leads to credibility with your sales team as well as with your customers. He talks about how having consistency in your process will give you consistency in your outcomes, and how you can redu...

Matt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers' experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of your reps, you increase that passion and performance.

This episode features Mike Lockert, Chief Revenue Officer of Simplus. Mike shares his blueprint for how to keep your sales on the high-growth trajectory. He talks about how culture is a key ingredient to that success, and how it is made up of all the things you do as a sales leader. Mike gives the key to making your sales reps WANT to follow you, something that is invaluable in this world of short...

On our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales te...

In this week's episode, Jen Spencer of SmartBug Media joins us to talk about team. She describes, in detail, a good, authentic approach to creating a "team." According to Jen, you should build a team that compliments your own strength and overshadows your weaknesses. Her advice is to stay close to the Market, close to your staff, and find ways to level your people and compensate for their weakness...

In this week's episode, Ryan O'Hara, VP of Growth and Marketing at LeadIQ, talks about one of the most important skills in Sales: building pipeline. He says you can't have the important conversation about your product and the problems it solves if you can't prospect to find someone to converse with. Ryan believes that you were hired to be yourself, not someone else because it is your unique skills...

This week on the Sales Leadership Podcast, we learn from Amy Appleyard, SVP Global Inside Sales for Carbon Black. Amy talks about how all your competitors are trying to be unique, so to drive high growth you have to give your customers something more. Be agile and nimble, and embrace change as you design and redesign your sales process. Amy also shows us how to help your sales team be "all in", an...

This week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed, talks about how sales leaders should have a long-term view while focusing on short term issues.

In this episode, learn how Adam Clark, Director of Sales for REPAY, measures and manages all sales activities and applies a laser focus to learn what his team is doing well and what could be improved. He subscribes to the idea that if you can't measure it, you don't know what you are doing. Adam shows how a leader with a student mentality can drive positive change and lead a company to continued h...

In this week's episode, Kevin Hart, Vice president of Sales & Marketing at Challenger, shares how disruption can help you get disproportionate results. He says you should start with learning what "good" looks like to your customers, and then do whatever it takes to teach your team to reach it. It might mean doing something new that is uncomfortable, but Kevin shows us why that is how high-grow...

This week we learn from Kharisma Moraski, Vice President of Sales for Conversica. Kharisma started selling at age five and continued an amazing career as a sales leader. Learn how she and her team recognize and utilize the milestones on the path to success. Kharisma talks about how to assess the skill and will on your team, and build a team that can move mountains and creates great leaders. She es...

Less than 5% of sales call information makes it into Salesforce. You can't improve what you don't fully understand, so Joe says to find a way to see what's working. Find a way to see exactly what your customers are saying. If you have a genuine desire to help customers, you will find time to do it. Having systems for interacting with customers and potential customers is how you eliminate variance...

This week's guest is Tim Clarke of UNCrushed. Tim brings a special story today on an important topic. He believes that salespeople need to be wary of the pressure to win, to be a "crusher," because that kind of success comes with negative effects. Tim says that we are so focused on outcomes that we often lose track of people. Tim's non-profit group, UNCrushed, helps salespeople avoid the negative...

This week's guest is Sam Jacobs of Revenue Collective. He believes that sales leaders are in the most volatile position in business. As sales leaders, there are absolutely things that you have to do. As Sam says "We must be great. Great from the get-go." You also have to ask yourself questions about the company-like, "what is the market size?" All the salesmanship in the world won't solve the prob...

This week's guest is Woody Klemetson of Divvy. Woody is a leader presiding over truly hyper growth. He believes that great partnering is the key to growth, making sure that they understand you and your business as well as possible and vice versa. Woody is also a great believer in team-which he says extends to everyone in the company. He gets to know his team in a personal and authentic way because...

This week's guest on the Sales Leadership Podcast is Jamie Crosbie. Jamie believes that it doesn't matter whether you are better or worse than your competition. You have to know why you are different and why that matters. Jamie says that in order to have sales success in a competitive market, she lists three things: 1-Specialize; 2- Process, 3-Problem. Although sometimes people get lucky, if you w...

This week's episode features Ben Simms, Vice President of Commercial Client Services at MarketSource. Ben is a believer in process. He believes that it is the blue print for what it takes to get into high growth mode and stay there. How does he build a team focused on process? MarketSource is good at making sure that they have their I.C.P. for recruiting and they hire for coachability. Ben believe...

This week's guest is Keith Rosen, is an undisputed expert in the realm of sales coaching. He believes that the biggest problem that managers have is that "Chief Problem Solver" is the role they adopt because they make assumptions that they need to be a fixer and a closer. He believes that managers are here to maximize human potential and that only 1 in 10 managers is qualified to manage - let alon...

In this week's episode, Max Altschuler, a consummate salesman and the founder of Sales Hacker, is now Vice President of Marketing at Outreach. He brings the rare perspective of a sales leader who now leads a marketing team. He explains how using your marketing team to send the right message to connect to problems that your customers are experiencing. Max shares many valuable insights and experienc...

This week's guest is Alyson Welch. Alyson is the VP of Sales for Twilio. Her number one priority is wearing her customer's shoes and understanding the customer's voice. She also believes that as a leader, you have to have performed as a salesperson. You have to have the cadence and operational discipline, but you also need the personality. empathy and energy for your team and your customers. By do...

This week's guest on the Sales Leadership Podcast is Kyle Morris, founder of SifData. Kyle is a former Special Forces Army Ranger who offers insights from his military experience that he has applied to his highly successful company. He believes that it's hard to stay in high-growth mode for a long period of time. The only chance you have is to have a bullet-proof sales process. According to Kyle,...

This week's guest is Jason Santana, Senior Director of Sales Strategy and Operations at Paychex. Jason believes that culture is either your greatest asset or your greatest challenge. Coming from a background of data science and sales leadership, Jason has a unique understanding of their relationship to culture. He answers the question: how do you use data and still maintain personal connections? H...