Thoughts on Selling - Value Selling, Sales Leadership, Sales Enablement Insights

Welcome back to Thoughts on Selling . This one’s a little different — and a little deeper. I had the chance to sit down with fellow ultrarunner, entrepreneur, and coach Troy Meadows to talk about something foundational: your why — personally, professionally, and organizationally. Just like an ultramarathon, building something meaningful in sales (or life) demands more than tactics. You need a reas...

Dustin Beaudoin joined the Thoughts on Selling podcast to discuss the intersection of AI and sales strategy, the critical importance of in-depth preparation, and how these elements are shaping the future of sales. Here’s a deeper dive into our conversation: Dustin's Background and Sales Philosophy Dustin Beaudoin, with his extensive background in enterprise SaaS sales, brings a unique perspective...

I sat down with my good friend and former Oracle teammate Jane Scott for a deep dive into customer success. Jane and I worked together for years on the key account team supporting Xerox, and she was the glue that held it all together — truly the most important person in the room. We covered a lot in this conversation: from the foundational elements of long-term account management, to the evolving...

Welcome back to another episode of the "Thoughts on Selling" podcast. In this episode, we delve into the nuanced world of sales negotiations with Ron Hubsher, a seasoned expert in the field. Here’s a detailed breakdown of our conversation and the key insights we uncovered. Introduction to Sales Negotiations :Ron introduces himself as an engineer turned sales professional who applies engineering pr...

In this episode, I sit down with Steven Werley , a sales expert, entrepreneur, and endurance athlete with a background in both marketing and military service. We dive into why pushing yourself to do hard things—whether in sports, business, or sales—builds resilience and long-term success. Steven shares his insights on the role of AI in sales , explaining that AI isn’t here to replace salespeople b...

In this episode of Thoughts on Selling , host Lee Levitt is joined by Todd Busler, founder of Champify. Todd shares his journey from sales engineering to leading revenue organizations and launching a company designed to revolutionize outbound sales efficiency. Lee and Todd dive into the evolving nature of sales, the importance of coaching over managing, and why the best salespeople are often ex-at...

In this episode, I had an amazing conversation with Estefania ( Fani) Rodriguez Marino, a sales enablement pro joining in from Paris. We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motiva...

In this episode, I had the pleasure of speaking with Jeff Lipsius about his concept of the Inner Game of Selling. Drawing inspiration from his friend Timothy Gallwey, and Tim's renowned work, The Inner Game of Tennis , Jeff explains how understanding and mastering the inner game can dramatically improve sales performance. We explore how shifting focus from selling to buying, embracing the customer...

In this episode of the "Thoughts on Selling" podcast, hosted by Lee Levitt, we dive into a rich conversation with Judy Sunblade, a seasoned expert in sales enablement. The discussion centers around the evolution of sales enablement into what is now more fittingly called revenue enablement. This shift reflects a broader scope that includes all revenue streams, from direct sales to customer success...

James McKay, a remarkable figure in revenue operations, former inside sales leader and I explore the power of RevOps (revenue operations) in supercharging sales effectiveness. Let's unpack some of the invaluable insights from our discussion. 1. Embrace Your Sales Identity: James kicked off by sharing his personal life—highlighting the importance of balancing professional and personal roles. He shi...

Ryan Milligan from QuotaPath and I take a deep dive into how automating and optimizing sales compensation can drive the behaviors that are most beneficial for businesses. Key Points We Discussed: The Impact of Compensation on Sales Behavior: Ryan emphasized that your compensation plans need to motivate you directly. Often, compensation structures are too complex and fail to guide you on which deal...

Alan Versteeg, a seasoned sales management expert, takes a deep dive into effective sales practices and the critical role of sales management in nurturing successful sales teams. Key Discussions: Sales as a Profession: Alan views sales as a professional career, prompted by a pivotal conversation on the dedication required in the field, similar to law or medicine. Sales Management as a Catalyst: Fo...

Join host Lee Levitt and Daniel Levine, an expert in sales management and leadership, to discuss building transformative sales cultures. This episode dives into the essentials of creating a strong sales culture that empowers teams and drives performance. Key Takeaways: Sales Culture Importance: Daniel emphasizes that sales culture is foundational to a team’s success, describing it as the backbone...

Karen Clark Salinas, a good friend, fellow coach and Colgate graduate joins me to unpack how our mindsets can really make or break our professional and personal lives. Discussion Highlights: Meet Karen: Karen introduces herself as a work-life coach specializing in helping mid-career leaders manage their time and energy effectively, balancing career success with personal life. The Power of Inner Vo...

Special guest Bethany Ibarra, a seasoned sales leader from notable technology companies including Motorola, Google, and Lenovo, shares experiences and recommendations for our fellow chief revenue officers. Key Takeaways: Sustainable Growth Strategies: Bethany shares her experience launching a new market in Colombia, emphasizing the importance of sustainable practices in business growth. She highli...

Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification. As Mike says, "Sell with themes, not techniques!" The Value of Discovery in Sales : Mike emphasizes the importance of continuous discovery through...

Bob Meindl, a seasoned field marketing expert and Lee explore how field sales and marketing can synergize to put the customer first and drive meaningful engagement. Key takeaways from this episode: Value-Driven Content Marketing : Bob emphasizes the importance of content marketing that truly addresses customer needs at various stages of their buying journey, particularly when they are not ready to...

This episode is based on Lee’s presentation at the Pavilion Palooza in June 2024, offering insights into navigating the complexities of modern sales environments. Key Discussion Points: Challenges in Contemporary Selling: Lee discusses the increasingly difficult landscape of sales, characterized by informed customers who often choose to stick with the status quo due to the perceived risks of chang...

Reena Ambai and our host, Lee Levitt, discuss the ability of sales enablement to improve sales rep productivity and effectiveness through a focus on behavior change. Curiosity, empathy, and listening are the three key traits of successful salespeople . According to Reena, great sales enablement follows a five-step process : Gather key data points Prioritize focus Design program Deliver and analyze...

Leah Borges brings sales experience in hospitality, high-risk industry consulting, and most recently tech sales. discusses her journey and her mission through her consulting company, Sales Done Right, advocating for ethical sales practices. Discussion Overview: Leah starts by sharing her diverse background in sales, emphasizing how her start in the hospitality business laid the foundation for her...

Rob Durant, a social enablement expert and I explore the concept of social enablement, sharing insights on how sales teams can leverage social media to improve their long term sales performance. We share personal anecdotes, practical advice, and strategies to elevate your sales approach. Key takeaways Be Approachable: Establish a social presence that reflects your true self, making it easy for oth...

Matt Stinson, a sales coach and former VP of Sales and podcast host (and fellow sales coach) Lee Levitt delve into the intricacies of sales leadership, coaching, and how to improve enterprise sales productivity. Our conversation covers personal experiences, practical advice, and strategies to elevate your sales team’s performance. Key takeaways: Effective Coaching: Great coaching is about asking t...

Emre Vatansever shares his unexpected journey into the world of sales. Together we discuss the importance of curiosity, learning from customers, and the significance of coaching in achieving sales success. Emre's insights are backed by his extensive background in international relations, international business, and his current role in improving commercial performance for technology-oriented, midsi...

Mike Conrad and I dive into the nuanced world of inside sales. Mike, a seasoned sales professional with extensive experience in inside sales management, shares his lessons learned. We explore the evolving landscape of inside sales and the importance of strategic leadership and development within inside sales teams. We discuss the transformative impact of thoughtful sales approaches, mentorship, ch...

Jim Schaffer and Lee discuss the role of mindfulness and awareness in sales. We explore the relevance of being present, the power of emotional intelligence (EQ) in sales interactions and the importance of understanding the context of who you're selling to. Jim shares his personal journey of discovering mindfulness and how it transformed his approach to sales. We discuss the benefits of being prese...