24.7K
Downloads
130
Episodes
”Unless you are the lead dog, your view never changes.” On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology.
Episodes
Monday May 24, 2021
Monday May 24, 2021
Michael Gumiela has led the creation and standardization of the ATALIAN Global Services US sales platform. Building the sales platform has allowed Mike to get back to his roots of creating and developing effective sales teams through performance management.
In today’s episode Mike breaks down different aspects of his work at ATALIAN, whether it be hiring practices or sales processes- his 23+ years of facilities management experience has given him extensive familiarity with all things leadership related.
Tune into this week’s episode to learn from someone with an extensive background in sales and facility management.
Quotes
"I like to look for people that first and foremost have a great personality don't take themselves too seriously. Things I can find in their resume, show me that they've hustled throughout their career, you know, were they a waiter or a waitress? When they were in college? Right? What extracurriculars did they do in college?" (21:16-21:31)
"Sure, well, it, it starts with taking great notes, every time that you meet with the customer. Anytime that you are the prospect, anytime you meet with the prospect anytime you are on the phone with them, if you trade emails, I would hope that everybody listening to this is saving those transactions into your CRM, right." (30:16-30:39)
"You know, sales process has to be built by sales, by finance by operations. It's got to be a group effort to make sure everybody gets what they need." (26:18-26:24)
Links
ATALIAN Global Services: LinkedIn
Monday May 17, 2021
Monday May 17, 2021
Tiffani Misencik, Intelerad’s Senior Vice President of Sales in North America, is a results-oriented healthcare IT leader with over 20 years of experience. She attributes her hard earned success to 3 things: grit, a collaborative mindset, and her opinion.
In today’s episode, she brings us through her humble beginnings as a sales rep for a soap company all the way to now where she mentors sales industry professionals and the accountability she has learned along the way.
Tiffani leads a team of high-performing sales executives and manages all aspects of business development, forecasting, contracting and driving excellence by supporting her team to both meet and exceed sales goals. Tune in today’s episode to learn the difference between responsibility and accountability.
Quotes
"And let me tell you what I didn't know then that I do now the difference between responsibility and accountability. And it takes a while to get there." (17:25-17:34)
"You know, they, you know, I often say that I've really appreciated getting older, because the wisdom comes with it, right? So I don't mind as the numbers tick out." (16:47-16:55)
"You have to make a pivot from caring more about yourself to care and your own performance to caring more about your team's performance." (25:58-26:08)
"I think one of the things that has helped me so much is being able to reach across aisles and collaborate right to get everyone on the same page to move a strategy forward. Super important in a sales rep." (29:42-29:54)
Links
Intelerad Medical Systems: LinkedIn
Thursday May 13, 2021
Thursday May 13, 2021
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 outbounding, how inbound and outbound sales differ from each other, and the right ways to do outbound calls and messagings.
Most companies and businesses are hooked on inbound sales, relying more on inbound leads, and not taking risks or emphasis on doing outbound with the fear of losing potential customers. Tune in to this week's episode to learn why outbounding sales is so important to your business!
Quotes
"As a sales leader out bounding right, I've got a simple question. What's the size of the problem? It doesn't get easier than that. They've got to have a problem, because you want to be an aspirin, not a vitamin. And they've got to be able to quantify it." (21:19-21:39)
"I think…one of the natural curiosities, one of the, one of the great sales tools that salespeople can have is a natural curiosity. Right, and not fake, I mean just dive in." (22:12-22:24)
"…you could have all the cadences and sequences, and you can have all the sales enablement process tools like outreach sells, right. But you got to have good messaging." (26:27-26:37)
"You got to get through the noise and if you don't know your numbers, you're just hoping you win the game without a strategy and boy, that doesn't work too well." (35:42-35:50)
Links
Monday May 10, 2021
Monday May 10, 2021
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 has led large scale growth for a number of SaaS companies.
She has been named an Ignite Visibility’s Courageous Marketing Leaders in 2020, 2018 Women to Watch in the DMN Marketing Hall of Femme and one of the top 25 Mobile Women to Watch in 2014 by Mobile Marketer.
Tune in to learn how Rebecca pushed through the uncertainty of leading a company during such a tumultuous year!
Quotes
“I'm a big believer that you own it, you take accountability, even if it wasn't you, you fall on the sword, and you learn from it, and you create a path forward.” (24:16-24:25)
“When any new leader joins an organization, there is a wealth of knowledge in terms of what's working, what's not working, things that we need to be prioritizing.” (13:27-13:35)
“I think that is the acceptability of being vulnerable in front, especially now, like with everything that has happened over the last, you know, 14 months since the pandemic started leading with compassion and empathy and, and letting people have space and take a moment is, is something that is probably going to be expected.” (22:22-22:45)
“And we've worked very hard to create an environment where that is acceptable and expected that you are failing all the time.” (24:53-25:00)
Links
Thursday May 06, 2021
Thursday May 06, 2021
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 succeeding even without having safety nets or having millions, just pure momentum!
Mark W. Schaefer is a globally-recognized author, speaker, podcaster, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. Mark is Top 10 most re-tweeted marketing authorities in the world. He was also listed as one of the Top 10 authorities on Social Selling by Forbes.
Quotes
"And so that was my journey is to go down this rabbit hole of what is really the system of momentum, what is the pattern of momentum, and how do we apply this in our businesses." (15:17-15:30)
"It's not just about having an idea, momentum has to begin by pursuing that that idea by, by creating really a quest of this of this initial advantage." (20:37-20:50)
"And here was the light bulb that went off influence on the internet is determined by who can move content, who can move ideas. That's if you can move, ideas, you move influence if you can do it a lot you're more influential, and I realized, wait a minute. He can measure influence, and we are on the brink of an entirely new marketing opportunity." (24:53-25:22)
Links
Monday May 03, 2021
Monday May 03, 2021
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 business.
Tune into this week's episode to learn more about sales strategy and creating a culture of learning and evolving within your business!
Quotes
"You've got to work hard, and you've got to work smart. And I tell my team this all the time, when you're working hard, and you're working smart, that is the only time in life that greed is a good thing. Because it creates this world of abundance." (15:03-15:13)
"A piece of advice, I give every rookie leader don't think you're going to make a bunch of yous. Instead, plan on what's uniquely different about everyone your team, and help them to really highlight their strengths to find success." (18:23-18:36)
"I'm super proud of my two vice presidents, the one who leads upselling retention Jenny, and the one who leads acquisition. They have both been with me for nine years and they both started their journeys as insight sellers answering the hotline, taking those small office home office calls. Fast forward today. They're VPS of a company who jointly lead half of our revenue and it's amazing. I love to track progression progression is one of my favorite things as a leader." (24:14-24:44)
Links
Thursday Apr 29, 2021
Thursday Apr 29, 2021
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 continuous improvement, that allows for people to evolve and grow.
Tune into this week's episode to learn about coaching your sales team to success!
Quotes
“So the one thing that I have found is if I use the language of continuous improvement with anybody, it invites them into this conversation that doesn't talk about right and wrong, it's just about continuously evolving." (25:56-26:09)
"In order for any team to work effectively, it has to have a platform and a foundation of trust. So people withhold when they don't trust in the condition of the team, with more trust comes more transparency." (31:43-32:05)
"I run into all kinds of circumstances where I'll show up in a room with a leadership team. And like you can hear a pin drop. Right. And what that is an indication of like nobody here trusts the leader, right, because there's no conversation taking place, and everybody's sitting on their hands and they're biting their lips and they're hoping and praying that I don't call on them." (35:16-35:40)
Links
Monday Apr 26, 2021
Monday Apr 26, 2021
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 his coworkers and being open to feedback as a way to stay approachable and accessible.
Tune into this week's episode to learn attainable leadership tools that apply to anyone working in a collaborative environment.
Quotes
"Feedback should always start with asking for it. So someone always needs to be very proactive and asking for it. Ideally, the leader." (34:55-35:02)
"Everybody on that team has to have kind of I guess a growth mindset…people that get people that really devote themselves to trying to learn and understand their craft." (32:03-32:39)
"I really owned my own development, my own self development was my responsibility. It was not my employer's responsibility. And something happened to where I just got hooked on learning education, trying to, you know, understand my craft trying to understand my customers trying to create a knowledge base in business that would allow me to extend beyond the script." (15:50-16:13)
Links
Thursday Apr 22, 2021
Thursday Apr 22, 2021
“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 exactly what he does in this episode. He talks about adopting a “servant leader” mindset, and investing in both group and individual training for everyone on your team, even top performers. He talks about balancing business and personal goal setting, how to interview so you actually get to know someone before you hire them, and what CRM can do for your employees on an individual level--not just for the company.
This episode is jam packed with tips for everyone on your sales team, from the rookie seller to the CEO. You won’t want to miss it!
Quotes
- "...you need a sales leader who's been doing this, has interviewed hundreds of salespeople, to really figure it out because salespeople are salespeople they're going to be great on their interviews." (12:09-12:18)
- "When they see that you're investing your time in them and you care and you really want to see them succeed, it tends to create some pretty good loyalty." (24:14-24:22)
- "A sales leader should be in the servant leader mindset.”
- “I believe that a sales leader really should be putting themselves in a servant leader mindset. That almost in essence you work for the sales team.” (6:52-7:00)
Links
https://www.linkedin.com/in/greggrand/
Podcast production and show notes provided by FIRESIDE Marketing
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
“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: failure, and the need to be resilient.
When asked what he wished he had known about sales, Erik was frank. He wished he had known how much failure he’d have to face in those early days. So often, people want to get into sales because it seems glamorous, and lucrative. But to be successful in sales, you have to cope with a lot of rejection and failure. Erik talks with Chris about how he built up resilience, and how he learned to become “the president of Erik Norman Inc.” and take accountability for his own sales journey.
Tune in this week to hear about resilience, and how Erik feels about his own “lukewarm” feelings about CRM in this episode of Sales Lead Dog.
Quotes:
- “You need to learn resiliency and how to move forward against all sorts of obstacles.” (13:25-13:31)
- “I had a house, one time, where my wife and I wanted to re landscape and we had all these Juniper bushes these low growing Juniper bushes, you know, and the roots are literally everywhere. So you think I can just pull this little thing up you pull it up and what you realize is, you never get all the roots. So, and when you start tugging on something and it's got these long roots it's difficult to move. And so, you know, that then kind of describes some of the challenges you have to be then careful and methodical and respectful in how you're going to drive change, while also balancing the urgency that the organization wants…” (26:53-27:32)
Links
Bolger • Minnesota's Print and Digital Technology Company (bolgerinc.com)
Bolger Printing | LinkedIn
Erik Norman: LinkedIn
Empellor CRM Website
Empellor CRM LinkedIn
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/