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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 Mar 29, 2021
Monday Mar 29, 2021
“I’m still a work in progress,” says Kayleb Bowes, Vice President of Sales at Nationwide Laboratory Services. Throughout his career, Kayleb has been committed to learning and growing. And for him, that all comes down to knowing his why.
As a medical sales rep and leader, Kayleb can find part of his why in his company’s mission -- Nationwide is helping doctors diagnose patients and save lives every day. But for him, it goes deeper than that. Beyond the numbers, Kayleb measures his team’s success by company culture. He wants people to feel appreciated, cared for, and to have fun. And having that human-centered approach helps him stay connected to the importance of his work as a sales leader.
This week, hear Kayleb talk about how he motivates his team through wins and losses, and his transformation from CRM hater to CRM lover once he realized just how important CRM technology is to fulfilling your mission.
Quotes
- “So I would say that there's not one way to be successful in a sales career, right. I'm not to go off script, but to be genuine. I think that's something that you can't teach -- to be genuine and to kind of create your own style.” (8:50-9:05)
- “Be Genuine and Create Your Own Style.” (12:30-12:34)
- "I'd rather take somebody that doesn't have the knowledge, so you can train the knowledge but I don't. for me personally I don't think you can train someone to work hard..." (25:06-25-15)
- "I would go back to the three priorities that I told you earlier, right, I can't put the first one on them right because that's not everyone else's priority... again it goes back to, to the why, what is their why?" (26:55-27:06)
Links
Nationwide Laboratory Services (nationwidelabtesting.com)
Nationwide Laboratory Services: Overview | LinkedIn
Empellor CRM Website
Empellor CRM | Customer Relationship Management
Empellor CRM LinkedIn
Empellor CRM : Company Page Admin | LinkedIn
Podcast production and show notes provided by FIRESIDE Marketing
https://meetfireside.com/podcast-production-service/
Monday Mar 22, 2021
Monday Mar 22, 2021
“I’m looking for courage, character, and compassion,” says William Standifird of Access ESP. In this episode of Sales Lead Dog, host Chris Smith talks with William about how he hires, how he uses data, and how it all centers on the needs of his prospects.
Access ESP sells a green technology product to help extract gas and oil from wells -- which means their sales cycle can be a few years long. Because of this, having a balanced team that is using CRM technology in a smart way is pivotal. William talks about the importance of forecasting, how he holds his sales team responsible for their own data, and how he tries to keep his team balanced by focusing on selling personas when he’s hiring.
This week, tune in for a great conversation about building a team and a selling framework that supports the needs of your prospects.
Quotes:
- “Be careful not to have your hands on the steering wheel when you do not have to.”
- “I think that's the biggest thing that new managers and sales leaders, you know, need to avoid so trust your people, you know, ask them what they need, and give them what they need. Be careful not to have your hands on the steering wheel, when you don't need to.” (15:12-15:25)
Links
Company Website https://www.accessesp.com/home/
Company LN https://www.linkedin.com/company/accessesp
William LN www.linkedin.com/in/william-standifird-mba-69085021
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 Mar 15, 2021
Monday Mar 15, 2021
“When a client is asking something, what are they really asking for?” asks John Maczynski, CRO for CXperts. John is the master of cutting the fluff out of sales and focusing on the basics - real people talking to other people about what they need.
John’s start in sales came during a relocation. His wife started med school, and he found himself in a new part of the country, and in a new part of his company. But he thrived in a sales environment, because he had been a buyer in his previous role. He knew from the get-go what buyers want, which is authenticity, a solutions-based approach, and frank conversations about what the selling company can really provide -- and what they can’t. John doesn’t see himself as a sales person, he sees himself as a consultant, and a problem solver. “In that case,” John says, “you are going to be a trusted ally, not an adversary.”
In terms of CRM implementation, John’s focus is on actionable implementation of your data. You want your data to be able to solve your problems in the future, not just report on the past. Being able to use your data as a learning tool to identify the difference between your wins and your losses is a huge asset for any organization.
Quotes:
“The single most important driver to a great customer experience is being able to treat your employees well.” (5:41-5:49)
"And in our case, you know the the chief service that we provide is, you know, customer service and and dialogues with our customers customers. And so from that standpoint. The single most important driver to a great customer experience as being able to treat your employees well." (5:28-5:49)
Links
https://cxperts.us/
https://www.linkedin.com/company/cxpertsus
https://www.linkedin.com/in/johnmaczynski/
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 Mar 08, 2021
Monday Mar 08, 2021
“Passion is a skill,” says Dave Sandhoefner, CRO at Delaget. And so is sales. In this episode of Sales Lead Dog, Dave talks with host Chris Smith about how to bring value to both your customers and your staff by continually working to understand what they need, and what you can offer them.
Dave began his career in video production, and though he loved his job, the meager salary just wasn’t going to cut it long-term. He moved to the sales team at IBM, and though he wasn’t a “natural” at sales, he discovered that learning on the job and developing his passion transformed him into a top performer and leader. During that process, Dave solidified his idea that we can’t just develop relationships - we always need to bring value.
Now Dave is the CRO at Delaget, an analytics company that services the restaurant industry, including big names like Taco Bell and KFC. In his work as CRO, Dave focuses on bringing value to customers and employees alike, with a focus on lasting relationships that are mutually beneficial. Tune in this week to hear Dave’s perspective on how to maximize value for everyone, both on your team and in your CRM.
Quotes:
“Value, at its core, is where I try to start all relationships.” (8:20-8:25)
“Its customer value, understanding what's important to them and trying to match your solutions with that. If you don't have a matching value you can have the greatest relationship but it's not necessarily a valuable relationship or one that works for your customer.” (7:48-8:03)
Links
www.delaget.com
https://www.linkedin.com/in/davesandhoefner/
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 Mar 01, 2021
Monday Mar 01, 2021
For Tyler Carey, Chief Revenue Officer at Westchester Publishing Services, being a good sales leader means understanding other perspectives. On this episode of Sales Lead Dog, Tyler talks with host Chris Smith about the power of empathy and humility, and the reality that “There’s really no task that’s beneath you as a sales rep.”
Tyler has held jobs at a variety of companies, including early startups, and he implemented the CRM at Westchester Publishing Services, a leading provider of digital and print services for publishers around the world. But despite his head for data, Tyler is all about connection, and his biggest lesson as a sales rep and sales leader was learning how to let other people share their experience.
Tune in this week for thoughtful commentary on the power of listening, the surprising benefits of working the registration table at a conference, and the best way to track your failures -- so even when you lose, you are learning how to win.
Quotes
- “There’s really no task that’s beneath you as a sales rep.” (17:16-17:19)
- “Just because something works well for you, doesn't mean it’ll work well for everybody else.” (22:12-22:17)
Links
https://www.westchesterpublishingservices.com/
https://www.linkedin.com/company/westchester-publishing-services/
https://www.linkedin.com/in/tylercarey/
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 25, 2021
Thursday Feb 25, 2021
“I want to be able to text you,” says Joey Kercher of Unicorn Puff, a B2B services company that offers marketing and coaching support to companies looking to scale their business or get out of a sales rut. Joey talks with host Chris Smith about his human-centered approach to sales, which focuses on building lasting relationships with clients and thinking about who they are as people, not just prospects.
As one of three identical triplets, Joey knows what it takes to stand out. His life-long entrepreneurial spirit most recently brought him to Unicorn Puff, where his role is that of a sales and business coach for struggling and scaling companies. In that coaching role, Joey focuses on relationship building. For Joey, understanding the pain points of customers and being able to connect with them on a personal level is a game changer. Though sales people often don’t look beyond a closed deal, Joey sees sales as the initial phase of a lifelong relationship.
From intentionally including typos in your LinkedIn messages to networking tips from the point-of-view of an experiential marketer, Joey shares it all in this episode of Sales Lead Dog.
Quote
- “There’s not just one way of selling to someone, it’s the whole duration of that relationship” (23:14-23:23)
Links
www.unicornpuff.com
https://www.linkedin.com/company/unicornpuff/
https://www.linkedin.com/in/joeykercher/
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 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/