Sales Lead Dog Podcast

Ray Ruemmele: Building High-Performing Teams in a Virtual World

Join us for an enlightening episode of the Sales Lead Dog Podcast, where we sit down with Ray Ruemmele, the Vice President of Americas Sales at Kudelski Security. Ray takes us through the fascinating history of Kudelski Group, from Stefan Kudelski's groundbreaking invention of the first commercially viable portable tape recorder to the company's pivotal role in the evolution of digital content protection. Learn about Kudelski Security's comprehensive offerings in cybersecurity, physical security, and IoT solutions, and discover how the company's relentless innovation and dedication to client outcomes have solidified its leadership in the industry. 

Ray also shares his insights on the power of mentorship and networking in professional growth. Find out how a simple 15-minute meeting can open doors and how offering help in return fosters balanced and mutually beneficial relationships. Ray emphasizes the importance of stepping out of your comfort zone, taking on new responsibilities, and the critical role of effective communication, especially in the virtual landscape brought on by COVID-19. These strategies are key to building a cohesive and adaptable team in today’s fast-paced business environment. 

In addition, Ray delves into the nuances of strategic sales leadership, discussing essential sales methodologies like MedPick and Sandler. He highlights the significance of hiring for tenure, relevant experience, and matrix sales structure compatibility, and underscores the value of learning from both successes and failures. We explore the vital role of CRM alignment in accurate sales forecasting and team performance, and how a disciplined approach to CRM can drive significant business outcomes. Tune in for Ray's invaluable advice on maximizing your CRM capabilities and ensuring your sales team is set up for success. 

Ray Ruemmele Vice President Americas for Kudelski Security. Ray is responsible for leading the go-to-market strategy in the US, with a special focus on driving continued growth of the company’s key offerings, services portfolio, and expanding client relationships. 

This includes strategies to increase the adoption of the company’s rapidly growing Managed Detection & Response Security (MDR) Services, Advisory and Consulting practices, as well as scaling indirect sales channels through new strategic alliances. 

Ray joined Kudelski Security in 2017 and was responsible for launching the West Region and was promoted to Americas VP of sales in 2021. His prior experience includes sales and leadership roles at Okta, Juniper, Lenovo, and IBM. Ray graduated from of the University of Illinois with a major in Business Administration and Marketing. 

 

Quotes:

"A simple, well-prepared 15-minute meeting can open doors you never imagined. The power of mentorship and networking is truly transformative in professional development."

"Effective communication and stepping out of your comfort zone are crucial, especially in today's virtual business environment. It's all about adapting and maintaining cohesion within the team."

"Understanding different sales frameworks like MedPick and Sandler can significantly enhance your hiring process and team alignment. It’s about finding the right fit and learning from both successes and failures."

 

Links:

Ray’s LinkedIn - https://www.linkedin.com/in/rayruemmele/

Kudelski Security - https://kudelskisecurity.com

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Erik Carlsen: The Hero's Journey

What if you could transform your mid-sized business's IT capabilities and leap ahead of your competitors? Tune in as we chat with Erik Carlsen from Meriplex, who sheds light on how his company fills a crucial gap for mid-market companies struggling with IT management. Erik reveals the forces behind the rising demand for Meriplex's services, including private equity-fueled acquisitions and the difficulties businesses encounter when scaling without adequate IT infrastructure. Hear Erik's invaluable career advice on taking initiative, embracing continuous learning, and keeping a long-term perspective.   

Erik takes us on an intriguing journey by applying the hero's journey to sales, where your client is the hero, and you are the guide. Discover how this narrative framework, inspired by movies, helps build a common language and clearer communication within sales teams. Learn strategies for empowering clients to champion solutions within their companies, aligning with their goals, and fostering sustainable, long-term relationships. This approach transcends traditional sales pitches, focusing instead on the client's ultimate success and satisfaction. 

 

Leadership and empathy form the heart of this episode as Erik discusses building a unique workplace culture that balances hard work with fun. He shares insights on hiring empathetic, proactive leaders and emphasizes the importance of mentoring teams and encouraging innovation through initiatives like "King for a Day." Additionally, we tackle CRM challenges, offering solutions for overcoming poor-quality data and departmental silos. Finally, Erik shares his passion for learning from industry peers, inviting listeners to join the Sales Lead Dog Pack and stay connected through various social media platforms. Don't miss this episode packed with actionable insights and inspiring leadership philosophies. 

 

With a dynamic career trajectory spanning diverse roles, Erik dedicated to driving rapid organizational excellence and sustainable growth. His expertise lies in aligning sales, marketing, and customer success functions to steer companies towards enduring revenue expansion. Leveraging data analytics with traditional people skills, Erik has crafted targeted strategies for customer segmentation, pricing optimization, and scalable process implementation, delivering tangible bottom-line results. Renowned for transforming culture, executing go-to-market strategies, and securing multi-million-dollar contracts, Erik has propelled revenue growth for high-tech enterprises ranging from $250 million to $10 billion in sales. As a growth specialist, Erik excels in building and leading go-to-market engines aligned with corporate goals. Over his career he has developed a skill for revitalizing underperforming businesses, PE investments and influencing executive teams and investors with strategic foresight to turn known challenges into opportunities for innovation. With a commitment to continuous learning, Erik dedicated to sharing his experience, providing innovative solutions, and driving success in collaboration with peers and stakeholders alike. 

 

Quotes:

"Meriplex's business is really to take on the responsibility of running IT, applications, managed services, and professional services for those mid-market clients who have outgrown their own capabilities but are too small for giants like IBM." 

"Private equity-fueled acquisitions are making companies two, three times as big overnight, and scaling with that growth is impossible without robust IT support." 

"Positioning the client as the hero and the seller as the guide can revolutionize sales strategies. It's about aligning with the client's desired outcomes and emphasizing the benefits of your solutions."  

"In a rapidly growing organization, humor can foster honest communication and make tough conversations easier. It's all about having a balance between hard work and having fun." 

 

Links:

 

Erik’s LinkedIn - https://www.linkedin.com/in/erikcarlsen/

Meriplex’s Website - https://meriplex.com

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Barbara Adey: Cross-Functional Skills for Sales Success

Join us on this engaging episode of Sales Lead Dog as we explore the keys to empowering sales leaders for success with our special guest, Barbara Eadie, Vice President of Sales and Marketing for BTS. Listen in as Barbara shares her unique journey from an engineering background to a leadership role in sales, and how BTS uses immersive experiences and simulations to help clients align their teams around strategic goals. We emphasize the critical importance of execution and effective communication in understanding and addressing customer needs, demonstrating how a diverse skill set can pave the way for a successful career in sales. 

Our conversation also uncovers the career paths and CRM challenges faced by professionals who navigate various roles within an organization. We discuss the benefits of gaining cross-functional knowledge versus staying in a specialized role and highlight the importance of building alliances within teams. Discover how technology plays a pivotal role in executing business strategies, especially in a consulting environment, and learn about the dynamics of client relationships, including the advantages of repeat business and inbound interest from long-standing clients. 

In the final segment, we explore the role of CRM in sales success, focusing on accurate forecasting and the potential of AI to enhance data processing and drive revenue. Barbara and I discuss the importance of creating a positive culture around CRM usage and how effective communication can increase engagement among frontline employees. We also address common industry challenges, such as the need for accurate data to support marketing segmentation and targeted execution. Don't miss these valuable insights that bridge the gap between strategy and execution, underscoring the essential human element in sales technology. 

Barbara Adey is Vice President of Sales and Marketing for BTS.  She specializes in commercial transformation, bringing her experience in the end-to-end sales process from marketing to customer success. While at BTS, Barbara has led the assessment of sales strategy and operations of a $10B+ SaaS company, providing a plan for a two-year transformation.  Her team was retained by a leading cloud service provider to transform go-to-market through dynamic business acumen and industry vertical fluency for their Enterprise account teams. She has also worked with two $1B+ software companies to embed new customer success frameworks across their sales process.   

Prior to joining BTS, Barbara held executive roles in Silicon Valley at Cisco and at Hewlett Packard Enterprise in sales, strategy, and product management.  She has successfully entered new markets and has three times scaled a product from zero to hundreds of millions in revenues. She also kept a multi-$B product line at #1 share for three years in an intensely competitive market. Barbara is a systems design engineer with digital transformation expertise in cloud, security, software, and SaaS. Over the course of her career, she has worked in every part of the value chain. 

 

Quotes:

"At BTS, we immerse people in the change, literally authoring how it's going to happen and collaborating to understand how we're all going to be successful."  

“In sales, you really need to have a thick skin. You're going to be not successful more than you're successful, and so you have to have that ability to just not let it get to you."  

"I’ve been in sales, regulatory affairs, consulting, and product management. While it’s made me effective in my current role, I would advise people, if you're good at sales, keep doing it."  

"We get a lot of inbound interest from clients we've worked with before. Sometimes they've moved to a new company and want to work with us again, which speaks volumes about the importance of building strong client relationships." 

 

Links: 

Barbara’s LinkedIn - https://www.linkedin.com/in/barbaraadey/

BTS - https://bts.com

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

Jonathan Shapiro: Secrets to Successful Team Alignment

Unlock the secrets to elevating your sales leadership and team alignment in our latest episode with Jonathan Shapiro, Chief Revenue Officer of Abacus Group. Gain exclusive insights into how Abacus Group has evolved since its founding in 2008, transforming from an organically growing IT managed service and cybersecurity consulting firm into an organization with an institutional caliber go-to-market strategy. Jonathan imparts wisdom on the critical aspects of active listening, being a self-starter, and fostering collaboration as key drivers of personal and professional success. 

 

Explore the often-overlooked challenges that come with transitioning from a capital markets background to software sales, and how Jonathan navigated these waters to become a sales leader. Learn from his experiences about the distinct roles of a quota-carrying salesperson versus a sales leader, and the strategies he employed to bring about team alignment and trust. This episode dives deep into the satisfaction of mentoring team members, empowering them to drive growth, and the invaluable lessons learned from past mistakes. 

 

Understand the finer points of leadership and management as Jonathan discusses the importance of recognizing individual motivations and capabilities within a team. Discover his methods for setting performance and personal development goals, helping underperforming team members break out of their comfort zones, and leading by example. Lastly, we underscore the importance of mental health and CRM success, offering practical advice on how taking a step back can lead to better performance and decision-making. This episode is a masterclass in leadership for anyone aiming to inspire their sales team to new heights. 

 

Jonathan Shapiro is the Chief Revenue Officer at Abacus Group, focusing on driving new client revenue growth and reaching global clients across emerging markets. Shapiro is a globally recognized sales leader in the financial services space with over 20 years of strategic leadership experience across the asset management, mutual funds, banking, and software sectors. Prior to joining Abacus, Shapiro’s roles included Head of North America Alternative Sales at Broadridge Financial Solutions and Head of Sales at SS&C Technologies. 

 

Quotes:

"Too often, people are just waiting for their turn to speak. Active listening is about truly understanding and responding to the needs of the person across from you."

"Nobody pushed me into sales leadership; I pushed myself. It's that inner drive, that motor, which has always propelled me forward."

"Collaboration isn't just a nice-to-have; it's essential. The most successful teams thrive on sharing ideas and working together towards a common goal."

 

Links:

Jonathan’s LinkedIn - https://www.linkedin.com/in/jonathan-shapiro-b44b786/

Abacus Group - https://www.abacusgroupllc.com

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Brian Vieaux: Building Trust and Personal Brand in the Mortgage Industry

How do you navigate the complexities of the modern housing market? Join us as we sit down with Brian Vieaux, the President and COO of FinLocker, who shares his remarkable journey from the mortgage industry to leading a cutting-edge SaaS platform designed to simplify the home buying process. Brian reveals how FinLocker seamlessly integrates tools like Mint.com, Credit Karma, Rocket Money, and Zillow, offering a cohesive and branded experience for lenders while making homeownership more accessible and less daunting for consumers. Discover the innovative ways this technology is paving the path for first-time homebuyers. 

Have you ever wondered what fuels a career pivot from human resources to a thriving sales role in the mortgage industry? Uncover the story of a mortgage professional whose journey was shaped by supportive mentors, a fear of failure, and a passion for homeownership. From their academic background at Michigan State University to the transformative moment that turned a job into a calling, this episode highlights the profound impact of believing in the economic benefits of homeownership and how it shifts sales from mere transactions to delivering substantial consumer value.

What does it take to adapt and thrive in the ever-changing mortgage industry? Learn how trust, referrals, and proactive engagement through financial education and social media are becoming pivotal for sales professionals. Brian shares his insights on leveraging LinkedIn for thought leadership, building a personal brand, and maximizing CRM tools to foster meaningful consumer connections. Whether you're a mortgage industry veteran or simply curious about innovative sales strategies, this episode offers invaluable lessons on navigating market fluctuations and enhancing your approach to consumer engagement. 

Brian is passionate about financial literacy and empowering lenders with digital financial tools to attract, engage and retain customers. His 30+ years executive career in mortgage banking has positioned him to help lenders execute an embedded finance strategy, transitioning from a transaction focus to one of continuous consumer engagement. Brian began his mortgage banking career with Source One Mortgage, which was acquired by CitiMortgage.  He went on to hold executive leadership roles at prominent lending institutions, most recently leading the TPO business at Flagstar Bank. In 2005, Brian attained the Mortgage Bankers Association industry designation of Certified Mortgage Banker (CMB). Brian is an alumnus of Michigan State University.  Brian is a former RESBOG member and was co-chair of the MBA Wholesale Executive Forum. Currently, Brian is a board member of the Downtown Boxing Gym Youth Program. This non-profit organization has been teaching kids in Detroit's toughest neighborhoods valuable life lessons inside and outside the classroom and boxing ring since 2007.    

 

Quotes:

"I'm a huge proponent and fan of the LinkedIn platform. It's worked for me and if you're out there and you're building a sales business as a leader or your job is the frontline sales and especially if you're B2B, I think you need to be on LinkedIn and you need to be, you need to make that part of your job." 

"Now, as a loan officer, you have to be really skilled at relationship management, be compassionate and patient and be willing to play a long game of 18 or longer months to earn the right to win the business." 

"I don't think there's such thing as a bad CRM. Most of the time when I hear about a bad CRM, it's a bad user of the CRM." 

 

Links:

Brian’s LinkedIn - https://www.linkedin.com/in/brianvieauxcmb/

FinLocker - https://finlocker.com

Rethink Everything: You "Know" About Being a Next Gen Loan Officer - https://a.co/d/0bMomXF

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Joshua Hoffman: Transformative Strategies for Sales Leaders and Teams

Unlock the secrets to transforming your sales approach and fostering a winning organizational culture with my latest guest, Joshua Hoffman from CH Consulting, on Sales Lead Dog. Our conversation is a treasure trove of insights, drawing from Joshua's extensive experience in sales consulting to pinpoint the vital elements that contribute to a thriving business environment. We dissect the importance of inclusivity, how to align with your company's vision, and the power of a relentless focus on outcomes, ensuring that this episode is more than just a discussion—it's a blueprint for personal and professional growth in the competitive world of sales.

As your host Christopher Smith, I share my own metamorphosis from a budding salesperson to a veteran sales leader, complete with the hard-earned wisdom from my 14-year journey at Dell. My personal narrative not only highlights the significance of humility and coaching but also the strategic impact of empathy and effective communication. Our in-depth analysis offers a fresh perspective on leading with compassion, fostering a team spirit that emphasizes collaborative learning, and ensuring that every member contributes to the collective success. This episode serves as a masterclass for both up-and-coming and seasoned sales professionals who aim to elevate their leadership skills.

Strap in for an exploration of strategic planning, the nuanced use of CRM systems, and the art of understanding your customers through the Bant strategy. We dissect the creation of strategic plans that prioritize solutions with tangible ROI, emphasize the need for comprehensive analytics, and the careful implementation of technology to support your goals. With Joshua's expert insights and my reflections on the transformational role of CRM systems, this episode is your guide to developing strategies that not only enhance sales success but also cultivate continuous improvement and alignment within your team. Don't forget to subscribe to Sales Lead Dog for more episodes that promise to keep you at the forefront of the sales industry.

Joshua is a visionary and outcome focused global sales executive with expertise in strategy and operations and a track record of exceeding targets while rapidly scaling and building high performance teams.  He is an agile executive that delivers change, growth, and operational efficacy while delivering innovative thinking in GTM, RTM, demand-generation, and customer-facing sales programs. He synthesizes complex problems, developing creative solutions that consistently exceed short-term targets while driving long-term success.  He is a trusted team member, board member, and advisor with excellence in developing, mentoring, and guiding cross-functional teams. Josh’s career includes leading multiple domestic and global business units at Dell, significant global executive experiences with Avaya, Palo Alto Networks and Poly, leading the Americas business at Datto, Chief Revenue Officer at Netrix Global and now as a partner at CH Consulting. 

 

Quotes:

"An absolutely ruthless focus on outcomes is what separates a good sales team from a great one."

"Culture is the bedrock of a thriving sales environment; it's about creating a space where people are aligned with the mission and see beyond just a job."

"Inclusivity and diversity in a sales team are not just buzzwords; they are vital elements that drive innovation and problem-solving."

 

Links:

Joshua’s LinkedIn - https://www.linkedin.com/in/joshuaphoffman/

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Jason Grimes: Leading Sales Success Through Culture and Tech Innovation

Embarking on a career pivot from insurance to the intricate world of legal tech, Jason Grimes, VP of Sales at Stretto, brings a compelling blend of legal expertise and sales acumen to the table. In our latest Sales Lead Dog episode, Jason shares his fascinating journey through the labyrinth of bankruptcy and corporate restructuring, showing how leveraging his legal background has been a game-changer in his sales strategy. As the VP of Software Sales, he reveals how understanding the exacting needs of legal professionals has not only honed Stretto's offerings but has also reinforced his credibility and effectiveness in a market where precision is paramount.

Building an authentic and resilient sales team culture is an art, and Jason paints us a vivid picture of how he does it. With a player-coach approach and a strong emphasis on vulnerability, he creates an atmosphere that encourages genuine interaction and confidence. He also throws in a unique meeting tip to help his teams segue into discussions with ease and authenticity. Jason's insights are a masterclass in nurturing a sales environment that aligns with company values while also fostering individual growth and collaboration. 

Technology isn't just a buzzword for Jason; it's the backbone of operational success. Through anecdotes and expertise, he unwraps the importance of a robust CRM system, the art of conducting nuanced job interviews, and the intricate dance of integrating sales and marketing tech. This episode doesn't just scratch the surface; it's a deep exploration into creating a synchronized ecosystem where sales and marketing technologies work in concert, offering a glimpse into the future of strategic business growth. Tune in to discover how Jason Grimes orchestrates the symphony of sales, legal tech, and leadership. 

Jason is a seasoned leader with over 20 years of revenue-generating experience in the legal technology industry and a proven track record of success. With a long history of building and leading high-performing teams, he brings practical expertise to his role at Stretto where he leads the organization’s business-development efforts for its Best Case by Stretto business unit. Jason understands the importance of serving as a trusted partner to clients and is passionate about helping law firms achieve their business goals by leveraging technology resources to maximize productivity. As a licensed Attorney, he is a recognized legal-technology expert and has been featured in publications such as The American Lawyer, The National Law Journal, and Law360, and is a frequent speaker at industry events. Prior to joining Stretto, Jason held various senior positions with LeanLaw, AbacusNext (CARET), and Aderant.

 

Quotes:

"Unlocking the secrets to a high-performing sales team starts with a culture that embraces vulnerability and authenticity."

"The leap from insurance to legal tech sales wasn't just a career shift; it was an integration of my legal expertise into a winning sales strategy."

"The internal sale is just as crucial as the external one. Gaining stakeholder buy-in at all levels is key to a thriving sales environment."

 

Links:

Jason’s LinkedIn - https://www.linkedin.com/in/jasondgrimes/

Stretto - https://www.stretto.com

 

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Larry Gordon: Insights from a Sales Leadership Journey

Join us on Sales Lead Dog where we're joined by Larry Gordon, Managing Director of Emtec Inc., for an enlightening conversation on what it takes to be successful in the world of sales and leadership. Listen in as Larry breaks down his three essential drivers for success: capitalizing on technology inflection points, collaborating with exceptional CEOs, and prioritizing leadership actions over titles. His unique insights on fostering relationships with top-tier CEOs, alongside reflections on his own journey through sales and business development, offer a wealth of knowledge for anyone looking to thrive in the tech industry. 

  

In our chat with Larry, we unpack the transition into sales leadership and the invaluable lessons that come with it. Discover the traits Larry values in potential leaders, including integrity and a deep understanding of the intricacies of relationship-driven business. He shares his strategies for assembling a balanced team, with a mix of personalities to lead effectively. This episode is brimming with Larry's advice on keeping the focus on customer engagement and sales results, offering listeners a blueprint for fostering strong, accountable leadership within their own teams. 

  

We also tackle the sometimes challenging world of customer relationship management (CRM) systems. Larry and I explore the delicate balance between the advantages of centralized customer information and the potential drawbacks of CRMs becoming overly complex or disconnected from sales team needs. Learn about the philosophy of "walking the Gemba" to truly understand front-line requirements, and the pursuit of a streamlined CRM that empowers rather than encumbers sales professionals. If you've ever felt weighed down by your CRM, this episode will guide you towards reassessing and reinvigorating your approach to drive your business forward. 

Larry Gordon is Managing Director at Emtec and has been co-founder and Chief Revenue Officer and CEO of several successful start-ups in the IT services and digital engineering and AI spaces. Larry has held senior leadership positions at Cognizant and Capgemini.  He has had successful exits and built enduring customer relationships in the AI, security, devops and digital transformation segments. He has also been a successful angel investor in the energy and cloud spaces. 

 

Quotes: 

"I love identifying good opportunities at an inflection point in the technology industry. It makes things a lot easier to market, easier to recruit salespeople, and it's exciting." 

"Leadership comes down to doing leadership things as opposed to being a leader. That's one of my themes."  

"Offering [CEOs] things that are really useful, in my case, it's about driving revenue... I say I can do this and be accountable for it and spend the money the right way."  

 

Links: 

Larry Gordon’s LinkedIn - https://www.linkedin.com/in/laurencemgordon/  

Emtec, Inc. - https://www.emtecinc.com  

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

 

 

Jeffrey Fallis: Blending Athletic Grit with Corporate Strategy

Discover the keys to becoming a sales and leadership powerhouse as Jeff Fallis of GoFormz joins us for a riveting journey through his career, from humble beginnings to the pinnacle of sales success. Learn how mentorship, a strong work ethic, and the wisdom to carve your unique career path can accelerate your ascent in any industry. Jeff's remarkable story starts with selling hockey tickets in Arizona and evolves into spearheading the digital transformation for companies across construction and field service sectors, embodying the universal applicability of sales skills.   

Step into the arena where sports and business strategies converge, offering a masterclass in leadership. In this episode, Jeff and I unpack the nuances of guiding a team through the highs and lows, setting the stage for a winning mentality. We tackle the tough aspects of leadership, from the personal growth that comes with transitioning from individual contributor to a leader, to handling the complexities of delivering difficult news during a crisis like the COVID-19 pandemic. Drawing inspiration from sports legends, we delve into the importance of resilience, role definition, and learning from failure to create a successful business playbook.   

Cementing customer relationships and achieving lasting success hinges on the synergy between sales and customer success – a theme we explore with depth and insight. Jeff shares his philosophy that the sales relationship doesn't end at closing; it's only the beginning of an ongoing partnership that can make or break client retention. We reveal the strategies for setting clear expectations, the crucial first three months post-sale, and the benefit of a cohesive team-selling approach. New team members have embraced this philosophy, which keeps salespeople actively involved and supportive, solidifying the foundations of customer relations long after the initial handshake. 

Jeff Fallis is the currently the Sr. Director, Head of Sales and Customer Success at GoFormz, a San Diego based company focused on enterprise software for digital forms and data capture. His career spans over 17 years in sales and technology, having held positions as an individual contributor all the way to Executive leadership. As the Vice President of Sales at Blast Motion for 5 years, another San Diego based startup, he helped lead the company's transition from early-stage sales to multi-millions in business. As the VP of Digital Media Sales at Pointstreak Sports Technologies, he was a member of the Executive team which successfully executed the sale of the company in early 2016. Prior to joining Pointstreak, he held the position of Director, Digital Media Sales at The Active Network, which filed an IPO in May of 2011 and was a 4x Presidents Club award winner. Throughout his career, Fallis has consistently built strong sales teams and effective strategic GTM plans in the technology sector. Fallis holds a degree from the University of Dayton (Dayton, Ohio), where he was an NCAA Student Athlete, Honorable Mention All-American and 3 year starter on the Football team. He also holds a Master’s degree in Sports Business Management from The University of Tennessee, where he was a graduate assistant in the Athletic Department for 2 years before moving on to start his career in business. Mr. Fallis was born in Akron, Ohio and resides in Carlsbad, California with his wife Breana and their two children, Stella 3, and Clay 2. 

 

Quotes:

"In sales, the game never pauses. The ability to stay focused and disciplined underpins success in any competitive field." 

"Mentorship has played a critical role in my journey. I've been fortunate to have strong mentors who have helped shape my career and leadership style." 

"Sales is not just about closing a deal; it's about initiating a relationship that you continually nurture for long-term success." 

"Adaptability and learning that you don't know everything are key lessons that I've carried from my early career roles to today." 

 

Links: 

Jeff’s Linkedin - https://www.linkedin.com/in/jeffrey-fallis-a8441512/  GoFormz Website - https://www.goformz.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Christopher Tomesko: Engineering a Path to Sales Excellence

Christopher Tomesko, the COO of Albert Weiss Air Conditioning Products, steps into the Sales Lead Dog spotlight, bringing with him a trail of successes and insights from the fiercely competitive world of sales. His story isn't just about climbing the corporate ladder; it's a testament to the tenacity and inquisitive nature that transformed an engineer into a sales virtuoso. Throughout our engaging conversation, Christopher delves into the attributes that have marked his journey—passion for the job, a competitive streak, and an extroverted personality—showing us the power of embracing one's natural talents to carve out a fulfilling career in sales and operations. 

  

In the heart of our discussion, the value of mentorship and the art of asking the right questions come to the forefront. Christopher pays homage to the mentors who sculpted his professional ethos, from Neil Eccles' foundational influence to the collective wisdom of industry peers like Grant Neve and Ron Posner. He opens up about his own transition into a leadership role that leverages his engineering mindset, sharing his philosophy of empowering his team to independently navigate challenges. The conversation is a treasure trove for anyone looking to foster a culture of autonomy and success within their own teams. 

  

Finally, we tackle the tactical intricacies of managing customer relationships and the construction value chain, especially within the demanding New York market. Christopher provides a behind-the-scenes look at the strategic balance of advocating for multiple manufacturers while maintaining strong partnerships and responsive service. As we conclude, his passion for genuine connection and transparency in sales shines through, offering a fresh perspective for those eager to enhance their skills in sales leadership. Join us as we uncover the strategies that have propelled Christopher Tomesko to the forefront of sales excellence. 

Christopher Tomesko, a seasoned executive with over two decades of experience in engineering, sales, and leadership, currently serves as the Chief Operating Officer at Albert Weiss Air Conditioning Products. Holding both Bachelor's and Master's Degrees in Engineering from Stevens Institute of Technology, he brings a strong technical foundation to his role. 

Throughout his career at companies like Schneider Electric, Johnson Controls, Mechanical Technologies, and HVAC Enterprises, Christopher has consistently delivered exceptional results and contributed to organizational growth. 

Since joining Albert Weiss two years ago, Christopher has tripled the company's size through strategic initiatives. He fosters a collaborative and mentoring culture, empowering colleagues to reach their potential. 

Christopher's leadership drives transformative change and sets new industry standards, positioning Albert Weiss for continued success and innovation. 

 

Quotes:

"In sales, it's not just about making transactions; it's about making connections. The stronger your relationships, the stronger your results." 

"Embracing your natural talents can lead to unexpected career paths. For me, my competitive spirit, curiosity, and extroverted nature opened doors to sales leadership I never anticipated." 

"Mentorship is about sculpting the professional ethos of the next generation. I owe my success to the wisdom of mentors and strive to pay it forward every day." 

"The art of asking the right questions isn't just a sales technique; it's a leadership strategy that empowers teams to become autonomous problem-solvers." 

 

Links:

Chris’s LinkedIn 

Albert Weiss A/C Products Inc. 

 

Get this episode and all other episodes of Sales Lead Dog at empellorcrm.com/salesleaddog