The Sales Leaders Operating System™

In this special 65th episode, host Matt McDarby recaps the most impactful lessons that have emerged in recent months, reflecting on key recurring themes with a fresh focus: how trust, effective sales systems, and strategic alignment form three core pillars of effective sales leadership and high-performing sales teams. Drawing on insights from conversations with industry expert guests—namely Charle...

In today's episode, host Matt McDarby welcomes Bruce Wedderburn, an incredibly talented sales executive and leader whose career spans roles at Dale Carnegie, Huthwaite, Miller Heiman, Integrity Solutions, and now MindGym, where he serves as SVP of Sales. The conversation is about what it really takes to lead high-performing sales teams in today's  rapidly changing environment. From navigating the...

In this episode, host Matt McDarby welcomes Jillian Irizarry, head of specialist sales at Pegasystems. Jillian brings nearly 20 years of experience in software sales and leadership, sharing practical strategies that sales leaders can put to work immediately. Jillian explains how the "4 Ps" framework— Purpose, Picture, Plan, and People—helps teams achieve clarity and results in times of change. You...

Today, host Matt McDarby sits down with Chris Jennings, an author and seasoned sales trainer with a rich background that spans roles from field sales rep to independent practice owner. With his competitive spirit and experience, Chris shares his perspective on the importance of systems thinking in sales organizations. Sales leaders will appreciate Chris' discussion on key components of his sales s...

Today, host Matt McDarby welcomes Charles Green, renowned author of Trust-Based Selling and coauthor of The Trusted Advisor and The Trusted Advisor Fieldbook. Charles shares his wealth of expertise on trust-based selling, providing actionable insights for sales leaders aiming to enhance team performance through trust building.  Together with Matt, Charles breaks down the nuances of trust and how p...

In this episode, host Matt McDarby is joined by A. Lee Judge, an experienced executive in digital marketing and founder of Content Monsta. Lee brings a fresh perspective on aligning sales, marketing, and customer success teams to drive results. Lee introduces his CASH system—focusing on communication, alignment, systems, and honesty—as a way to strengthen collaboration and efficiency in revenue-ge...

In this episode, host Matt McDarby talks with seasoned recruiting expert Ben Gotkin, principal consultant at Recruiting Toolbox. Together, they explore the essential function of talent acquisition and its direct impact on building elite sales teams. Ben highlights the need for a strategic approach to recruiting, focusing on speed and quality in the hiring process. He offers practical advice on the...

In today's episode, host Matt McDarby is joined by Matt Buchalski, a seasoned sales leader who has developed a unique system called "Trust and Motivate," designed to drive success through building trust and inspiring teams. Matt Buchalski has over a decade of leadership experience at companies like HPE and RealPage. In this discussion, he shares his operating rhythm, the critical questions he asks...

In this week's episode, host Matt McDarby dives into the minds of two exceptional founders and leaders: Corey Schwitz, founder of Skydog Ops, and David Levy, co-founder and Chief Business Officer at Aircover. Corey and David bring a wealth of knowledge and experience in building effective revenue systems and leading high-performing teams and will share insights on the importance of building a soli...

In this episode, host Matt McDarby welcomes John Golden, an industry veteran with extensive experience in sales, strategy, and marketing. John shares practical insights from his time at notable companies like SmartForce, Skillsoft, and PipelinerCRM. The discussion focuses on the importance of clarity, focus, and alignment within sales teams, using real-world examples from John and Matt's tenure at...

In this episode, host Matt McDarby welcomes Greg Plum, a seasoned expert in building successful business partnerships. Greg emphasizes the importance of strategic thinking over tactical considerations in partnerships, sharing actionable insights on creating lasting, scalable partner ecosystems. He highlights the necessity of understanding your Ideal Customer Profile (ICP) and Ideal Partner Profile...

Get ready to revolutionize your sales leadership playbook with one of today's best leaders in healthcare tech sales, Shaun Priest. In this encore episode, Matt and Shaun discuss the core principles of sales leadership success, from the need for simplicity and clarity to the challenge of understanding and meeting boardroom expectations.  Discover how to create the winning blend of art and science a...

In this episode, host Matthew McDarby sits down with Gui Costin, author and the CEO of Dakota to discuss essential strategies for effective leadership in sales. Gui shares valuable insights on taking responsibility for business processes, the importance of daily check-ins, and the positive impact of kindness and vulnerability in leadership. He emphasizes the need for detailed process documentation...

In this episode, Matt McDarby welcomes Jennifer Cart, an accomplished leader with experience from sales management to the executive suite who brings a unique lens to understanding and optimizing sales organizations. Jennifer discusses the importance of understanding and engaging your team, particularly during times of change. She highlights the benefits of selecting the right team, maintaining a r...

In this episode, host Matthew McDarby is joined by Rich Bishop, CEO and managing partner at Midgame Consulting, to discuss common challenges in fast-growing companies. They address issues with standardizing processes across multiple locations and the crucial role of frontline managers in driving successful change. Rich emphasizes balancing data-driven approaches with the human element in revenue o...

Today, host Matt McDarby welcomes John Santos, an esteemed sales leader with an impressive background, ranging from his service in the Air Force to influential leadership roles at E. & J. Gallo and now at Candela Medical. John discusses the importance of conducting thorough annual sales reviews to identify areas for improvement and set goals for the future. He highlights the key elements of a succ...

In this episode, host Matt McDarby interviews Barry Ridgway, a former VP at Microsoft with a wealth of leadership experience. Barry shares insights on turning self-awareness into a leadership asset, understanding team dynamics, and honing soft skills to inspire and communicate effectively. He will also share practical strategies for managing change, building trust, and driving team success. Whethe...

In the second half of this insightful two-part episode, Matt continues the conversation with Steve Gielda of Ignite Selling, who shares key lessons from his high school basketball coach, the legendary Morgan Wootten. He talks about personal ownership, integrity, and the critical role of practice in developing sales skills. Listeners will also hear about "Sleep in Heavenly Peace," an impactful nonp...

In this first of a two-part episode, Matt chats with Steve Gielda, an industry veteran in sales performance and the president of Ignite Selling. With decades of experience, Steve shares his frontline insights on creating effective sales systems, driving revenue, and executing key initiatives successfully. Matt and Steve discuss how top sales leaders cultivate clarity and accountability in their te...

Welcome to The Sales Leaders Operating System, the premier podcast for actionable sales-leadership insights! Hosted by Matt McDarby—author of The Divine Comedy of Sales and a seasoned coach to leading sales professionals worldwide—the show promises practical advice and valuable perspectives. Recently rebranded to better align with its mission, today's episode dives into the essential role of syste...

In this episode, host Matt McDarby addresses a crucial issue for sales leaders: maintaining commitment and momentum within their teams.  He introduces the practical strategy of Plan–Do–Review to ensure that leadership systems consistently deliver results. By identifying common barriers that undermine even the best plans, Matt shares insights from top leaders on how to keep progress on track.  You...

In this episode, we revisit lessons from winning sales leaders like Shaun Priest, Lacy Buzzelli, and Chris Turnley, to name a few, focusing on key topics such as clarity in decision-making, leadership empowerment, and building trust within teams.  You'll also get a sneak peek into the exciting changes ahead for our podcast, including a new name, innovative guest formats, and video episodes.  Get r...

In this episode, host Matt McDarby speaks with Patrick Zientara, VP of strategic accounts at Hyland. Pat shares his expertise on how humility, curiosity, and authenticity lead to sales success.  You will gain practical advice on transitioning smoothly into new leadership roles, prioritizing tasks, and fostering a strong team culture. The discussion also covers the importance of aligning teams, man...

In this episode, host Matt McDarby and sales leader Loree Lash-Valencia share valuable strategies for driving sales team success. From the power of curiosity and resilience to the art of understanding individual motivations, they share practical insights to elevate your sales leadership game.  Tune in to discover how to adapt, inspire, and propel your sales team towards remarkable results. Show hi...

In this episode, Matt welcomes Jeff Macomber, the Global Sales Enablement Leader at Lumivero. Together, they challenge some of the conventional wisdom on selling and leadership.  Jeff introduces a smart approach to on-boarding that begins with a detailed understanding of buyer perspectives.  You can expect to take away some unconventional insights and practical lessons that could change your appro...