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”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 Feb 22, 2021
Monday Feb 22, 2021
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 implemented when he started at Bluewater, was designed to help him make sustainable, smart changes with greater employee buy-in. His tips for success? Listen, ask great questions, and don’t be afraid to get in the weeds sometimes and really connect with direct sellers -- just because you have a fancy title, doesn’t mean you have to keep your distance.
Join us this week as Bob shares his unique philosophy on what it truly means to be a leader.
Quotes
- “People love to talk, so help them talk.” (7:25-7:29)
- “Understand that the purpose of your role is to make other people better” (18:42-18:46)
Links
https://bluewatertech.com/
https://www.linkedin.com/company/bluewater-technologies/
https://www.linkedin.com/in/bobmarsh5/
Podcast production and show notes provided by FIRESIDE Marketing
Thursday Feb 18, 2021
Thursday Feb 18, 2021
"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 thought he had in the bag -- after all, the CEO was also from Spain! But a few cut corners lost him the sale, and it took 5 years to finally snag that major client. Angel admits that as shameful as it is to admit to the mistakes made along the way, it’s the only way to move forward. In his work both as a sales leader and a guide for major companies looking to scale up, doing something is always better than doing nothing. Everything is a learning experience. As long as you are authentic to yourself, you’ll find a way to stay afloat.
You’ll want to check out this energizing talk with Angel RIBO about making mistakes, imposter syndrome, caring for your customer, and so much more.
Quotes:
- “There is no perfect path to where you want to go but the reality is the sooner you make certain mistakes the sooner you are going to get there.” (10:59-11:10)
Links
LinkedIn - https://www.linkedin.com/in/angelribo/
(99+) The CEO Confidant (TM) powered by Divine Human Ventures: Overview | LinkedIn - https://www.linkedin.com/company/the-ceo-confidant-tm-powered-by-divine-human-ventures-creating-profitability-custodians/
Angel RIBO - The CEO Confidant | SpeakerHub - https://speakerhub.com/speaker/angel-ribo-ceo-confidant
Empellor CRM Website
https://www.empellorcrm.com
Empellor CRM LinkedIn
https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/
Monday Feb 15, 2021
Monday Feb 15, 2021
“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 from fixing air conditioners on the roof of his family’s factory to running the company with his father and two sisters, and all the lessons he’s learned along the way.
When it comes to sales leadership, Alex has a lot to say about how to be “followable,” which is the ultimate goal of any leader. For Alex, being a leader is about being willing and able to do what others won’t -- to run into the fire, instead of away from it. But he also realized early on in his career that if he kept running into fires without caring for his emotional health, he was going to run himself and his team into the ground.
Tune in this week for thoughtful advice on leadership and self-care, a great analogy about CRM technology, and even a few good jokes.
Quotes
- “You are unfollowable when you are not healthy yourself” (11:09-11:13)
- “Leadership comes down to a very simple thing: are you someone people want to follow?” (17:48-17:54)
Links
https://hofferplastics.com
https://www.linkedin.com/company/hoffer-plastics/
https://www.linkedin.com/in/alexhoffer
Empellor CRM Website
https://www.empellorcrm.com
Empellor CRM LinkedIn
https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/
Thursday Feb 11, 2021
Thursday Feb 11, 2021
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 technique where you train the mind through practice and repetition to overcome uncomfortable feelings. It’s often used to treat addiction -- but Jeff uses it to treat our collective addiction to discomfort. As Jeff says, “The destination called mastery is on a road called repetition, and there are no shortcuts to that.” As painful as it can be to spend time practicing and working through discomfort before you ever hit the sales floor, when you build that mind and muscle memory, you are setting yourself up for success.
From looking at CRM like an airplane pilot to trying to make everything just a little bit easier, this episode is chock full of practical, easy to implement techniques that will transform your sales experience, whether you are a sales leader, entrepreneur, or just starting out in the industry.
Quotes
- “If you fail in a coaching environment, you get better. If you fail on the field, that’s costing you money.” (13:35-13:39)
- “The destination called mastery is on a road called repetition, and there are no shortcuts to that.” (14:53-15:01)
Links:
https://jeffshore.com/
https://jeffshore.com/blog
https://www.linkedin.com/company/shore-consulting-inc/ https://www.linkedin.com/in/jeffshore/
https://www.amazon.com/Follow-Close-Sale-Effective-Follow-Up/dp/1260462668/ref=sr_1_1?dchild=1&keywords=jeff+shore&qid=1610578949&s=books&sr=1-1 (Follow Up and Close the Sale)
Empellor CRM Website
https://www.empellorcrm.com
Empellor CRM LinkedIn
https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/
Monday Feb 08, 2021
Monday Feb 08, 2021
“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 wasn’t really on the radar. In fact, he got into sales when his boss called him into his office one day and offered him a sales role in San Francisco. Bob had never considered sales before -- and despite his wife’s skepticism, he eventually persuaded her that life in San Francisco would be a nice change. That moment, where he took a leap into sales, has defined his life.
What has Bob learned as he moved from sales to sales leadership and beyond? First and foremost, he highlights the power of listening, and solving problems. If you can really solve their problem, he says, the customer will always find value in your business. He also discovered that sales leadership is about more than just customers. It’s about striking the balance between customer needs and company needs -- and finding creative solutions so everyone leaves the meeting satisfied.
For more on transitioning into sales leadership, creative problem solving, and the power of getting to know not just your customer but also your team, tune in this week to Sales Lead Dog.
Quotes:
- We are a nation of terrible listeners. We don't listen enough. We are always too concerned about what we want to say … we talk first, and we don't even listen to the reply. (22:28-22:54)
Links:
www.linkedin.com/company/duraseinsolidsurface
www.duraseinusa.com
Podcast production and show notes provided by FIRESIDE Marketing
Thursday Feb 04, 2021
Thursday Feb 04, 2021
“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 to best represent your brand on Zoom (hint: consider using a ladder) to working toward confidence by becoming more courageous. With a series of memorable acronyms and tons of energy, Ryan shares the fundamentals of strong leadership, using anecdotes that can inspire people at all stages of their career.
If you’re ready to move from “a” to “the,” tune into this podcast today.
Quotes:
- “Do you want to be a CEO or do you want to be the CEO.” (5:57-5:59)
- “Expand your comfort zone” (11:32-11:34)
- “Our job as a leader isn’t to have the answer, it’s to find the answer.” (26:12-26:19)
Links:
Podcast production and show notes provided by FIRESIDE Marketing
Monday Feb 01, 2021
Monday Feb 01, 2021
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 his career as a mechanical engineer, never imagined that one day he would be the CRO of a rapidly expanding business like IIA. But he does credit his engineering background to his methodical sales process, and his ability to continually grow and learn from his mistakes. At this point in his career, he admits that what set him apart was his commitment to discipline -- to getting up everyday ready to “practice his craft.”
As for his relationship to CRM? Doug says he can’t imagine running a company of any size without it.
Tune in this week to learn about private equity, unexpected career journeys, and more!
Quote:
- “Private equity is always about: ‘how quickly can you get me to the next level?’” (19:50-19:54)
Links:
https://www.linkedin.com/in/dougvail1/
https://www.linkedin.com/company/industrial-ia/
Empellor CRM Website
https://www.empellorcrm.com
Empellor CRM LinkedIn
https://www.linkedin.com/company/empellorcrm
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/
Thursday Jan 28, 2021
Thursday Jan 28, 2021
Can a dentist have a fanbase? What about an insurance company? Yes, says David Meerman Scott, marketing & business growth speaker and author of the WSJ bestseller FANOCRACY. In this episode of Sales Lead Dog, host Chris Smith talks to David about his new book, and the idea that really meaningful marketing and selling happens when we turn our customers into our biggest fans.
David has written over twelve books, four of which have been international best-sellers. In FANOCRACY, David explains how growing a fanbase is contrary to many of our widely held beliefs about selling -- it’s about being a community builder, not the stereotypical “hunter.” But though it takes a leap of faith, it really works. “We found examples in all kinds of different marketplaces of people who have been able to build fans,” David explains -- from the success of a skateboarding dentist to Duracell’s 10-million battery giveaway.
At the end of the day, it’s hard to argue with this compelling strategy, which flips selling and marketing on its head. But it’s actually pretty simple; as David says: “If you bring passion to what you do, that passion is infectious.”
Quotes:
- “All humans, you and me and everybody who’s watching and listening to this, is hard-wired in our brains to be part of a tribe of like-minded people.” (11:11-11:26)
- “If you bring passion to what you do, that passion is infectious, and people are more likely to want to do business with you.” (29:33-29:41)
Links:
https://www.fanocracy.com
https://www.davidmeermanscott.com/
https://www.linkedin.com/in/davidmeermanscott/
https://www.linkedin.com/company/freshspot-marketing/about/
Podcast production and show notes provided by FIRESIDE Marketing
Monday Jan 25, 2021
Monday Jan 25, 2021
What role should marketing play the sales cycle? “Every role,” says David "Rev" Ciancio, Head of Revenue Marketing at Branded Strategic Marketing. Rev and host Chris Smith take a new approach this week and look at sales leadership from a marketing perspective, exploring how marketing and sales can work together to acquire and retain customers.
Rev realized sales wasn’t his calling early in his career. He wasn’t a bad salesman, but much preferred coaching other members of his team and looking at the big picture. He used his experience in sales to jump into marketing strategy, and has been working to integrate the marketing and sales departments in every company he’s worked for since.
Rev offers actionable steps to build a strong relationship between marketing and sales teams, with a focus on every step in the process from lead generation to customer retention. From co-writing sales sequences to encouraging sales teams to guide marketing content, Rev has solutions that you can implement tomorrow to get great results.
Quotes:
- “I’m a believer in understanding the customer journey and aligning all of your efforts towards that” (11:06-11:18)
- “Any department that touches revenue... should have a dotted or even a direct line to marketing” (18:27-18:35)
Links:
https://www.brandedstrategic.com/
https://www.linkedin.com/company/branded-strategic/
https://www.linkedin.com/in/revciancio/
Podcast production and show notes provided by FIRESIDE Marketing
Thursday Jan 21, 2021
Thursday Jan 21, 2021
“Yeses are great. Nos are great. Maybes will kill you,” says Skip Miller, Founder and President of M3 Learning, a sales management training and coaching program that helps start-ups build their sales process to meet sales goals. Skip shares his philosophy on sales training -- which revolves around data, forecasting, and good use of CRM. His number one takeaway? If you want to optimize your time, you need to know how engaged your customer is -- and the best way to do that is to stay in control, and ask them to give as much as they get.
Skip and Chris talk about common CRM pitfalls, the tools you can use to measure customer engagement, and all the reasons your sales managers should be jumping in long before your deals are ready to close. If you’re looking for an inspiring and unique sales philosophy to shake up your team, tune into this episode!
Quotes:
- “I am on a mission to destroy the term ‘decision-maker.’” (6:02-6:05)
- “Yeses are great. Nos are great. Maybes will kill you.” (12:06-12:10)
Links:
www.m3learning.com
https://www.linkedin.com/company/m3-learning/
https://www.linkedin.com/in/skip-miller-a7243/
Podcast production and show notes provided by FIRESIDE Marketing