25K
Downloads
136
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 Feb 26, 2024
Monday Feb 26, 2024
Step into the future of healthcare with our latest episode featuring Jordan Sternberg from Signature MD, where we uncover the paradigm shift to concierge medicine. Unlock the secrets to a more personalized patient care experience as Jordan discusses the multitude of benefits this model offers to both practitioners and their patients. By fostering independence and improving financial stability, doctors are finding a renewed joy in their practice, ensuring that quality care goes hand-in-hand with a satisfying work-life balance.
As we journey through Jordan's own evolution from salesperson to sales leader, absorb the transformative lessons of mentorship and servant leadership that have shaped his career. Our conversation is a treasure trove for current and aspiring leaders, highlighting the art of learning from setbacks and fostering an ethos of cautious optimism. Standing testament to the resilience required in the world of sales, Jordan's experiences with Care Club offer a powerful narrative on the importance of evolving personal and team strategies for success.
Bringing the episode home, we cast a spotlight on the critical traits of sales leadership and how CRM technology can greatly augment a sales team's performance. Discover through Jordan's insight how empathy and transparency become the linchpins of effective leadership. When it comes to driving a team towards excellence, we find that empowering rather than micromanaging is the key. As we bid farewell to Jordan, our gratitude extends to you, our listeners, for your commitment to growing alongside us in the journey of sales leadership mastery.
Jordan Sternberg is the SignatureMD Executive team as the Senior Vice President of Sales with 14 years of Healthcare sales leadership and sales operations experience. With his varied tenure spanning from his early days at ZocDoc to the recently Amazon-acquired Google Venture company One Medical, then at CareCloud managing representatives based in the USA and internationally in Pakistan, Jordan has consistently led the effective restructuring of membership sales and retention teams to achieve record sales growth and expansion. Prior to joining SignatureMD, Jordan worked with Dental Whale in Sunrise, Florida as the Head of Sales where he led a sales and customer experience team covering over 19,000 dentists across the country. Jordan resides in Palm Beach Gardens, FL with his wife, Amanda, and their two sons, Grady and Maddox. When he’s not working, Jordan enjoys spending time with his family outdoors and spending time in the gym.
Quotes:
"It's about communication. If you are a good communicator... you can be a strong leader and it works out well for everyone and I think your team respects you more for being honest."
"I believe that there's always a good to everything... I am always happy... it's how we get up and how we motivate each other to do better."
"As a leader, you don't take the wins, your team takes the wins, you take the losses."
Links:
Linkedin: Jordan Sternberg
Company: SignatureMD
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Feb 19, 2024
Monday Feb 19, 2024
Unlock the secrets to scaling the heights of sales and leadership with our esteemed guest, Dustin Ruge. His trailblazing approach emphasizes adaptability, precision in goal-setting, and the kind of persistence that turns obstacles into stepping stones. We dissect the intricate dance of salesmanship that has propelled industry heavyweights to their zenith, and distill the essence of goal setting—a relentless pursuit that shapes the trajectory of careers and corporations alike.
Transitioning from ace salesperson to a visionary sales leader is an art form in itself, one that Dustin and I explore with candid insights from the trenches. We unravel why the best sellers aren't always the best leaders and share strategies from my book for spotting those with the potential to inspire and drive teams. The chapter on sales training further deepens the conversation, as we debate its real-world efficacy and underscore the importance of tailoring training methods and ensuring accountability for lasting mastery.
But what's skill without strategy? The later part of our discussion pivots to the art of assembling an unstoppable sales force, taking cues from sports legends. I reveal the critical edge that comes with strategic networking and an acute understanding of an organization's heartbeat within the first three months. And as the talk rounds off, we spotlight the indispensable role of CRM systems in sales success, stressing the seamless synergy needed between sales and customer success to avoid the pitfalls that can derail the handoff process. Tune in for these transformative insights that might just redefine your sales playbook.
Dustin W Ruge is known as one of the most respected and trusted sales, marketing, and business growth coaches in the nation. In addition to his numerous books and publications, Dustin frequently appears and is referenced in major news and trade publications, business shows, and trains and keynotes at conferences across the nation. Dustin’s career includes over 27 years’ experience ranging from technology startups to Fortune 500 companies where he has received numerous awards and recognition for his work.
Quotes:
"Adaptability is not just a trait; it's the lifeblood of successful sales and leadership."
"Sales skills are the undercurrent of success across industries; even the tech giants were once great salespeople."
"In the dance of salesmanship, it's not just about the steps you take but also about the rhythm of your persistence that turns obstacles into stepping stones."
Links:
Email: Dustin.Ruge@gmail.com
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Feb 12, 2024
Monday Feb 12, 2024
Unlock the secrets to a customer journey that will set your sales apart from the competition, as Paul Butterfield of Revenue Flywheel Group reveals the synergy of marketing and sales. Journey with us through Paul's rich history in sales, from his encyclopedia-selling days to spearheading enablement on a global scale. Discover how the right methodology can transform your understanding of the customer and why aligning sales stages with the customer's buying process isn't just a nice-to-have, it's a necessity for success.
Embrace the "Three I's" of personal growth—integrity, intelligence, and intensity—and learn how to sift through the noise to find sales strategies that truly elevate your game. Paul and I dissect the common pitfalls that hinder sales teams, such as ineffective prospect qualification and the misalignment between marketing and sales. By implementing structured approaches like Rev-ops assessments and SWOT analyses, we illuminate the path to improving sales effectiveness and setting realistic growth expectations.
The conversation crescendos as we discuss the art of balancing efficiency with a customer-focused approach, offering practical tips to streamline account planning and CRM documentation. Paul imparts wisdom on developing a sales process that mirrors the customer's journey, a strategy that not only speeds up sales but deepens customer relationships. As we welcome Paul into the Sales Lead Dog pack, you're invited to explore the innovative solutions at Revenue Flywheel Group, promising to propel your sales team's efficiency and effectiveness to new heights.
Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. He’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Prior to his career as a revenue enablement leader he led channel and direct sales organizations for world-class companies including Intuit, Microsoft, and Hewlett Packard. Paul was the Executive Board President of the Revenue Enablement Society from 2022-2024. He produces and hosts the podcast “Stories From the Trenches” and is a regular keynote speaker on revenue enablement strategies and sales methodologies.
Links:
Linkedin: https://www.linkedin.com/in/paulrbutterfield/
Company: https://www.revenueflywheelgroup.com
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Feb 05, 2024
Monday Feb 05, 2024
Unlock the secrets to thriving in the competitive world of sales leadership with Parker Bentham, the strategic mastermind behind Brondell's revolutionary home products. As Chief Revenue Officer, Parker recounts the exhilarating rise of the company, from revolutionizing the North American bathroom experience with electronic bidet toilet seats to embracing environmental stewardship with water filtration and air purification advancements. This episode journeys through the intersection of innovation and customer-focused product development, illustrating how Brondell's dedication to the planet's health and consumer happiness propels their market success.
Embark on a deep exploration of collaborative problem-solving and its profound impact on fostering a vibrant work culture. Parker and I dissect the essence of an idea meritocracy, where contributions are weighed on merit, not hierarchy, allowing for the best ideas to flourish. We navigate the delicate art of balancing individual accountability with a synergistic team environment, tackling the nuances of managing egos and championing shared victories. The episode also contrasts the 'hunter' mentality in sales with a supportive team framework, mapping out pathways to sustainable growth.
Step into the Sales Lead Dog pack, where we dissect the critical role of CRM systems in fine-tuning the sales process for maximal impact. Parker imparts invaluable wisdom on enhancing lead management, while we underscore the power of a unified vision and the intricate dance between consensus and decisive leadership. This episode is not just a conversation; it's a masterclass for those eager to sculpt a resilient sales team poised for long-term success. Join us, and empower your sales leadership journey with strategies that set the best apart.
Links:
Parker Benthin - https://www.linkedin.com/in/parkerbenthin/
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Nov 13, 2023
Monday Nov 13, 2023
Join us for an engaging conversation with Christopher Amrod, the fractional VP of Sales for InnovateMap. Christopher has a fascinating journey that took him from an accounting executive to a frontline manager for a Series C company. We'll unravel the secrets behind his disciplined, people-focused approach to sales and how his love for sports and appreciation for hard work have shaped his successful career. Christopher also gives us a peek behind the curtains of his time at Reebok and his unique experience with product fit testing.
Navigating from the nuances of frontline management to the broader picture of executive leadership, we delve into the challenges of leading a team and the importance of empathy. Christopher shares invaluable insights from his own experiences as a frontline manager and offers advice for those seeking a mentor. He also emphasizes the importance of striking the right balance between work and life, underscoring the need to disconnect from work and focus on other aspects of life.
Finally, we turn our discussion to the critical role of CRM in business growth. Christopher shares his hands-on experience with CRM rescues and highlights the need for setting up a CRM with the right business purpose in mind. We explore the common challenges that can arise in the absence of subject matter expertise and how to ensure alignment within departments. Whether you're a sales leader or an interested professional, this episode is packed with practical advice and insights. Don't miss out on this enlightening conversation with one of the industry's best!
Chris has 14 years of sales experience in B2B SaaS, starting as an individual contributor and methodically climbing the ranks from front-line manager to senior leadership. He has been part of the $2M to $10M ARR journey with a startup that was acquired for $100M. He has led sales teams for Series C and Series D companies that grew revenues from $20M to $40M ARR (in 2 years) and $17M to $23M ARR (in 6 months) respectively, and are currently valued at $1B and $1.5B. Most recently, as the CRO of a bootstrapped company, Chris grew topline revenue 78% by selling to Fortune 1000 companies. He is currently supporting early-stage companies as a Fractional VP of Sales, and he serves as an expert advisor for Primary Venture Partners' portfolio companies.
Chris has a compelling track record of success building and leading high-performing revenue teams can be attributed to my disciplined approach to coaching and developing sales professionals, fostering team selling dynamics, and my knack for designing and implementing customer-centric sales processes reinforced by world-class sales methodologies.
Quotes:
"I think you were alluding to perspective, right? And my background is really in B2B SaaS. So I've spent the better part of 14 years with growing Stage B, two B software companies, and I've been part of several different journeys."
"And you don't necessarily need to operate in the B two B SaaS space to still build kind of like a healthy, sustainable business and to learn from other operators who have done it outside of your industry sector. So it's been really rewarding, taking some of the best practices in terms of how to build and scale A team with a software company, refine it a little bit so it reflects the nuance of either like a services based company or maybe a marketplace type environment, and then implement that there because they're all suffering from very similar self inflicted wounds, so to speak."
"Discipline will always trump motivation. I think motivation is a feeling, and feelings come and go. One day you could be motivated, and the next day you might not be, but discipline is like a way of operating."
"Leaders don't always have to make the best decision. They just need to make sure the best decision is made."
Links:
Christopher.Amrod@gmailcom
LinkedIn: Christopher Amrod
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Oct 30, 2023
Monday Oct 30, 2023
When David Cady, Chief Revenue Officer of Virtuous, made a career jump from teaching high school English to sales, he carried with him a perspective that sales is a teaching role. He's discovered that stepping back and really understanding customers' needs, especially when introducing transformative CRM technology, is what creates successful sales. It's a lesson that he, a former teacher, is keen to impart.
But David's wisdom doesn't stop at the sales strategy. He also has a unique viewpoint on leadership, one that emphasizes self-accountability, motivation, and continuous growth. He shares how he managed to find the right balance between his roles as a teacher and a results-driver, and how these experiences have shaped his approach to nurturing future leaders. Interestingly, David has developed a healthy detachment from results, choosing to concentrate more on the process with a goal to improve by 1% each day.
In our conversation, David opens up about the challenges he's faced in his leadership journey, including a heavily personal experience of a sales role loss. This sobering experience reshaped his perspective on the importance of staying committed to the process, not just chasing outcomes. Shifting gears, we delve into the nonprofit sector to discuss the significance of building strong donor relationships, the struggles of donor retention, and the role of understanding donors’ motivations. David's insights, particularly on how technology like a good CRM can help enhance generosity, is bound to be of value to anyone interested in the nonprofit sector, leadership, or sales strategy.
David is the CRO at Virtuous, a CRM, Marketing and Online Giving platform designed to reimagine generosity in the nonprofit space. David has spent the last 17 years leading teams at some of the best tech companies in the world and the last 7 years building the GTM motion at Virtuous including Sales, Marketing, Partnerships and Revenue Operations. David’s all about building, creating, and helping others along the way. You’ll generally find him kicking back in sunny Arizona with his wife and trio of awesome kids, hunting down the next great foodie spot, or soaking up some outdoor time in every spare moment he gets.
Quotes:
"I think there's this idea of opportunistic, risk taking and calculated risk. I think that is number one. It's sort of born out of this maybe opportunistic or altruistic belief that you can continue to do more and believe that more is possible with effort and input and sort of you always have more to learn."
"Sales and deals are generally not closed in one day, especially CRM sales. We're many times selling transformation, right? This is a large transformation. I always joke it's open heart surgery that we sell and you have to deeply understand their why."
"The biggest thing that I love is helping people see things in themselves they didn't see possible. That's the biggest joy for me in leadership.”
"My success will always be defined by how I work and what I do, and not necessarily the scoreboard, which is hard, right, because that's not always what you're taught in a go to market or sales environment."
"Sales is sometimes looked at as a four letter word. It requires people to believe that we're playing the game on hard mode. Doing sales the easy way is cutting corners as shortcuts as things that doesn't serve customers. So not everyone can actually do it, but done the right way, all we're doing is bringing customers close to a solution or outcome that they're already expressing they need."
Links:
David Cady LinkedIn
Virtuous LinkedIn
Virtuous Website
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Oct 23, 2023
Monday Oct 23, 2023
What if you had a roadmap to guide you through the intricate maze of sales, leadership, and business growth? How about if you could get that advice straight from a top industry expert? That's exactly what you'll get from our conversation with Bob Poznanovich, Chief Business Growth Officer at the Hazelden Betty Ford Foundation. Bob reveals the secrets of his success, blending ambition and sales acumen with a deep understanding of customer psychology. It's a compelling story of metamorphosis, from his role as Vice President of Marketing and Business Development to a leader who shapes organic growth and sees challenges as entrepreneurial opportunities.
Transitioning from salesperson to sales manager and eventually, a leader, isn't a stroll in the park. This week, we unlock the strategies that helped Bob successfully navigate this journey. Sharing his experience in anticipating market trends and implementing creative go-to-market strategies, Bob gives listeners invaluable insights on maximizing current capacity, while also exploring new revenue opportunities. He also candidly discusses the challenges of aligning an organization and cultivating a growth mindset, with plenty of practical tips on how to transform strategic goals into actionable successes.
The final segment brings a riveting discussion on healthcare innovation. Bob delves into his experience of product development from the PC era to the launch of a virtual care product in 2020. He gives a glimpse into the future as he talks about his collaboration with Apple, the potential of AI and wearables in healthcare, and how patient feedback can shape better outcomes. With his deep understanding of customer needs and strategies to overcome their resistance to change, it's a goldmine of knowledge for anyone interested in sales, business growth, and healthcare innovation. Join us this week for an episode packed with professional insights, personal experiences, and inspiring leadership lessons.
As the Hazelden Betty Ford Foundation's chief business growth officer, Bob Poznanovich is responsible for bridging the gap between product development, marketing and sales to help the nonprofit reach more people with its lifesaving substance use and mental health care and resources. Prior to joining Hazelden Betty Ford, Poznanovich co-founded and served as the CEO of AiR Healthcare—a behavioral health organization that provides solutions to individuals, families and employers dealing with behavioral health issues. Before that, he spent over 20 years as a senior business development executive in the technology industry. He is co-author of the Hazelden Publishing title, It Is Not Okay to be a Cannibal: How to Stop Addiction from Eating Your Family Alive.
Quotes:
"I've done a lot of work not only perfecting the sales perspective, but also the buying perspective"
"Not many people talk about selling as a buyer, as opposed to selling as a salesman… there is there is a psychological buying process that people go through when they're making a decision."
"I think if you look at that way to being innovative in the area of growth, of selling to more, which is looking at products and services that we don't have. So part of this vision was that we've got to create x number of millions of dollars in growth over the next year for products and services that don't exist while we're also selling and maximizing the capacity of what we currently have and then looking for ways to get more value so we could sell for more."
"And when you go to customer one, he goes, I got this problem. Go to customer two, I say, I got this problem. I could say to customer two, what about customer one's example, right? Do you have that problem, too, right? Now, when I go to see a third guy, I got three problems tee up, right, his plus the previous two. And I could start this dialogue where I get smarter in every sales call I get to see that the patterns and opportunities exist."
"I think in any sales job, no matter what you're selling, your biggest competitor is always willingness to change."
"We need to invest in more personalization of healthcare. So the tools that allow us to personalize care, to personalize the initiative, to deliver care personalized, to use real feedback from wearables, I think, is the next area, I think, to get past some of this denial."
Links:
LinkedIn
Hazelden Betty Ford Foundation’s LinkedIn
Hazelden Betty Ford Foundation
Monday Oct 16, 2023
Monday Oct 16, 2023
One of Chris’ favorite things about hosting the Sales Lead Dog Podcast is the opportunity to listen to guests like Gale Crosley. Gale is a very experienced sales leader, and in this episode we focus on driving strategic growth and the many of the aspects of leadership that are required.
Gale Crosley, CPA, CGMA is a strategic revenue growth consultant, who has helped almost 500 accounting firms worldwide over the past 20+ years to achieve profitable, sustainable organic growth. Early in her career she spent several years in technology at IBM and tech start-ups, after beginning her journey as an auditor at Arthur Andersen and PwC.
She has been selected one of the Most Recommended Consultants in Inside Public Accounting’s Best of the Best for 16 years, and one of the Top 100 Most Influential People in Accounting by Accounting Today for 16 years.
She brings all her experiences to the current transformation facing the accounting profession.
Links:
LinkedIn: Gale (Gunderson) Crosley, CPA, CGMA
LinkedIn: Crosley+Company
Website: Crosley and Company (crosleycompany.com
Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog
Monday Oct 09, 2023
Monday Oct 09, 2023
On this episode, marketing expert Russell Lundstom joins Sales Lead Dog to discuss the necessity of fully integrating the marketing and sales processes inside your business. Russell shares advice on first, tracking your company’s data, then second, diagnosing where issues within your sales process might lie. After that, Russell provides insight on fine tuning your business’ strategies, wherever the problem lies, to better fit the needs of your clientele.
Russell Lundstrom is a born and bred entrepreneur. Having started multiple 7-figure businesses, and helping hundreds of other businesses repeat that success, he is now on a mission to simplify the world of marketing. Passionate that entrepreneurs are the mind, heart, and engine of the world, he is driven to improve the world through better business.
After 35+ years on the front lines of marketing, Russell created the step-by-step marketing framework called the Marketing Plan Formula. This simple 5 step process reveals the most profitable marketing strategies through reverse engineering the unique keys to success already contained within your business.
Russell is now on a mission to teach this process to every entrepreneur on the planet.
Quotes:
“99% of your marketing problems have nothing to do with marketing. It's really you don't know your numbers.”
“That's one of the biggest problems I don't see is the integration of the marketing people all the way through to the sale.”
“If I'm tightly integrated with my salespeople, they can make my job 1000 times easier just by asking those two questions. What's the problem, and where do you go to solve it?”
Links:
Marketing Plan Formula Website
Marketing Plan Formula Free Sales Lead Dog Marketing Workshop
#salesleaddog #marketing #sales #leads #conversion #engagement
Monday Aug 21, 2023
Monday Aug 21, 2023
In this episode of Sales Lead Dog, Jeremy Painkin joins Chris to talk about being a people-centric sales leader, the power of grit in a salesperson, and how Jeremy builds his sales team around diversity and a few core attributes. Jeremy also discusses leveraging CRM as a tool to help the sales team achieve their “why” of why they do what they do.
Jeremy Painkin is an accomplished professional with a versatile skill set and a proven track record of success in the corporate world. With a background in business strategy, Jeremy has consistently demonstrated his expertise in driving growth, optimizing operations, and achieving business objectives.
Throughout his career, Jeremy has held key leadership roles in prestigious organizations, where he has leveraged his exceptional analytical abilities to identify and seize opportunities for improvement. Through his strategic vision, he has guided teams towards setting and surpassing ambitious goals, resulting in significant revenue growth and increased market share.
Jeremy's strong leadership skills and collaborative approach have made him a trusted advisor among his peers and colleagues. Recognized for his ability to motivate and inspire others, he has successfully fostered a culture of innovation and excellence within the teams he has managed. His natural talent for building and maintaining relationships, both within and outside of the organization, has been instrumental in creating long-lasting partnerships and driving business success.
As a passionate advocate for social impact, Jeremy also lends his expertise to various philanthropic initiatives, where he actively contributes to creating positive change in his community. He strongly believes in the power of business to drive positive social and environmental outcomes and actively seeks opportunities to align his work with his principles.
With his diverse skill set, leadership acumen, and commitment to excellence, Jeremy Painkin is a valued professional who consistently delivers results and adds value to any organization of which he's a part.
Quotes:
“I learned really early on that you got to be people focused, because you can't do it yourself.”
“Be willing to have those tough conversations and tell people you know the good and the bad, and I think you want that in return. I want that just as much as they want to receive that.”
“Selling to me is just people. It's understanding people that have problems with pain, and helping them solve it.”
On being a sales leader, “We should get behind that and support people in whatever it takes to get them what they want. Because ultimately, it's not your why it's their why. Why are they doing it? No one cares why I'm doing it. They care why they're doing it. But looking for those leaders, I definitely learned to probably be more people centric, and less, less stick.”
“The more diverse of a team you have, the more difference of opinions that you have and the more differing viewpoints that you have, which only help make you more successful because it diversifies your entire team.”
“What people are looking for is a team”
Links:
Jeremy Painkin’s LinkedIn: https://www.linkedin.com/in/jeremypainkin/
Community Brands: https://www.communitybrands.com/
#sales #podcast #salesleaddog #leadership #salesleaddog #teambuilding