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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 Oct 24, 2022
Monday Oct 24, 2022
In a career that has now spanned more than 20 years, Marty Yaskowich, Principal for 3ONE Strategic Consulting, has discovered that the greatest predictor of growth for most organizations is the alignment of corporate, brand and sales (GTM) strategies.
A planner and communicator at his core, Marty has worked directly and consulted with many Fortune 500 brands that struggle to get all internal and external audiences (employees, Boards, agencies and consumers) to the same place strategically – at the same time.
On today’s episode, we sit down with Marty to discuss his transition into consulting and helping businesses tell a concise story in order to keep growing and expanding. With a background in journalism Marty has learned how to ask the right follow up questions and capture the interest of his audience with the right story.
Tune into this week’s episode, to hear from Marty Yaskowich, Principal for 3ONE Strategic Consulting, on the art of telling your story, keeping your audience engaged, and always asking the right follow up questions.
Quotes:
- “For somebody who never thought they were in sales to begin with, I've made a pretty solid career out of helping people tell their story in sales.” (3:46-3:54)
- “The reality is people want and they remember stories, and they want to hear your story.” (5:50-5:56)
- “As a former journalist, I can tell you, lots of lots of great stories never get told, because the person doesn't ask the right follow up. You mentioned something there. Tell me a little bit more about that. It's the best sales tool in the world is just the follow up question.” (9:10-9:27)
Links:
Monday Oct 10, 2022
Monday Oct 10, 2022
On today’s episode we have Bryan Vogus, Sales and Business Development Executivefor Carbon3D joining us to discuss his role as a leader. Carbon3D is a 3D printing technology company, they not only do functional prototyping for clients, but they also do production. Carbon3D supplies some of the biggest companies with components for their cars, helmets, and even shoes.
Bryan has had a wide variety of backgrounds in leadership roles and has learned a lot from the humbling process of leading a team. He’s reminded everyday that while he might be managing a team, he works for them, and their success is his outmost importance.
Tune into today’s episode to hear from Bryan Vogus, Sales and Business Development Executive for Carbon3D, on why being a leader is about lifting up the team and working for their success.
Quotes:
- “So, my role here is really driving sales driving pipeline and closing that pipeline. I'm a senior sales director, I cover a region for carbon. It's kind of a little bit different role for me and my past where I had more sales leadership roles.” (1:31-1:45)
- “There are parts on a Ford Mustang right now in production, there's parts on a Lamborghini, every single NFL professional football player has a carbon part in their helmet.” (2:18-2:29)
- “You're managing people- but honestly you work for them. You got to make them successful.” (9:03-9:11)
- “Sales is simply a series of agreements that lead to a transaction.” (14:40-14:46)
Links:
Monday Oct 03, 2022
Monday Oct 03, 2022
On Today’s episode we have Ellis Lowe joining us, Vice President of Revenue and Growth for Stack Sports. Stack Sports is a global technology leader in SaaS platform offerings for the sports industry. The company provides world-class software and services to support national governing bodies, youth sports associations, leagues, clubs, parents, coaches, and athletes.
Ellis originally had plans to play professional baseball after his time as a collegial athlete, however he saw an opportunity to continue his work in athletics helping young athletes aspire to their dreams. He’s found his calling as a sales leader in his field of expertise and his words to anyone aspiring to a leadership role is this, “you don't get performance and you don't get results without the desire to win and having a clear path and having an expectation of yourself every day that's going to allow you to get there.”
Tune into today’s episode to hear from Ellis Lowe, Vice President of Revenue & Growth for Stack Sports; Understand why having clearing expectations and a desire to win will get you the results you’re looking for to accomplish the goals you set out for yourself.
Quotes:
- “Our whole mission is to increase participation and transform that sport experience for the athlete, for the parent, for the organization, whether that, athlete journey is one year long, or whether that athlete journey is 25 years long, and they go on to play professional sports.” (2:15-2:35)
- “The first one is Captain u, which is a free to use recruiting software tool that connects high school aged athletes with college level coaches and we marry the two so you can really think about it like a LinkedIn style product.” (4:05-4:17)
- “You don't get performance and you don't get results without the desire to win and having a clear path and having an expectation of yourself every day that's going to allow you to get there.” (8:32-8:41)
- “I think the more that you can get in front of, pick the brain of senior leadership, people that have done what you're looking to do, the better off, you're going to be long term.” (15:08-15:19)
Links:
Monday Sep 26, 2022
Monday Sep 26, 2022
On today’s episode we have Jason Marc Campbell, who is the author of Selling with Love: Earn with Integrity and Expand your Impact. He is on a mission to inspire small business owners with sales reluctance to embrace it as a beautiful activity that transforms lives. He also interviews thought leaders from around the world on topics of Leadership, Team building, Communication, Productivity and so much more.
He is a public speaker who’s spoken at events by Hubspot, Inc Magazine and A-Fest. He has worked for Mindvalley, a personal growth ed-tech company, for 7 years. Jason still is an author and a host on the platform.
His mission is all about teaching companies to care more. As businesses have so much power in the capitalist world, if we can educate businesses to take on more responsibility on how they sell, how they market, how they treat their employees and even how they invest their money, we start shifting the very planet into a better place for all.
Tune into today’s episode to hear from Jason Marc Campbell, author of Selling with Love on why sales doesn’t have to be the shady business it’s at times made out to be, but to see it as an act of love that has an impact on the world.
Quotes:
- “If I can teach ethical salespeople and ethical businesses the power and beauty that comes along with sales, they can be empowered to really get attention, earn trust, so the world doesn't need to be manipulated into these shady practices.” (4:12-4:25)
- “In the book, I really get people to fall in love with doing sales, because when you do so you realize it opens doors in your career as a sales individual, it helps open doors in your personal life.” (6:36-6:47)
- “Pretty much everything that you want in your life is at the other end of a sales exchange.” (6:47-6:51)
- “When you genuinely care for the person that you're going to be serving and the impact of what your sales is going to make on the world- that's an act of love.” (9:27-9:34)
Links:
Monday Sep 19, 2022
Monday Sep 19, 2022
This week’s guest is Ruby Raley, VP of Sales for Axway working in their Healthcare and Life Sciences division. Axway gives heritage IT infrastructure new life, helping more than 11,000 customers worldwide build on what they already have to digitally transform, add new business capabilities, and drive growth.
Ruby is a healthcare sales leader creating value for customers and building long-term relationships. Her work in API and digital transformation allows companies to meet their goals year after year. Now that she is running a sales team her insight on getting to her position has shown her that not everything that brought her to that seat will help take her to the next level.
Tune into this week’s episode with Ruby Raley, VP of Sales for Axway, and hear why with every seat you move in your career, you must be prepared to leave behind the things that won’t take you to that next level.
Quotes:
- “I like to say if you think about it in history, when it was sailing around the world and trading, people would take letters with them and the letters would say, hey, I'm a real person, I have a real account at a bank, I am good for this amount of money.” (3:21-3:34)
- “I think all technologists have to adopt a lifelong learning mantra. But to me, I read constantly, I try to absorb as much as I can, and I read about a variety of things.” (5:22-5:35)
- “Be careful not to oversell- I like to create and envision and you can get too far ahead of your product team and too far ahead of your organization.” (8:43-8:56)
- “Every time you move to a new seat in your professional career, you always have to remember that what brought you to that seat might not take you to the next level.” (14:10-14:18)
Links:
Monday Sep 12, 2022
Monday Sep 12, 2022
This week’s episode is with Dan Gizzi, VP of Sales, Global Accounts for Magic EdTech, a company dedicated to helping educators and corporations make learning more accessible, immersive, analytic-driven, and device-agnostic.
Today’s episode, we’re asking Dan how he builds successful sales teams and what career lessons, and character building led him to a position as a sales leader. His biggest takeaway as sales leader is don’t be afraid to make mistakes but always learn from everything going forward.
Tune into today’s episode, to learn from Dan Gizzi, VP of Sales for Magic EdTech, to hear his expertise on successful sales leadership and the growth that comes from making mistakes.
Quotes:
- “What's kind of interesting and unique is actually at a point in my career, where I'm now working for companies that I used to work with previously, so, it's come full circle for me.” (1:05-1:15)
- “I think it was, you know, we had poured a lot of effort, a lot of money and a lot of time into a very politically charged sale and it did not go our way.” (6:48-6:56)
- “Sometimes you're working even harder for the sales that don't happen. But applying that knowledge going forward, ultimately, actually ended up being very successful.” (7:55-8:04)
- “I think, if you're not making mistakes, you're not doing it right.” (24:03-24:06)
Links:
Monday Aug 29, 2022
Monday Aug 29, 2022
On Today’s episode we have Matt Paige, VP of Marketing & Strategy for HatchWorks. HatchWorks is award-winning firm specializing in software development and cloud application services.
This week’s episode is a little different from what we’ve normally done. Matt talks about the importance of sales and marketing teams working together and why simplifying your customer’s experience and becoming one with your customer can only be done when you utilize both your sales team’s input and your marketing team’s expertise.
Tune into this week’s episode to hear from Matt Paige, VP of Marketing & Strategy for HatchWorks to hear about the marketing side of things and why collaboration and teamwork is so vital to a company’s success.
Quotes:
- “Take it from somebody that gets ‘pitch-slapped’ a lot, you know, where you just get the cold pitch, don't do it, build the relationship first, offer up some value.” (5:00-5:10)
- “There's a lot of cues, customers will give you that you may not pick up at first. But if you start to have a keen ear for things, there's opportunity that are there for the taking, if you just listen.” (11:47-12:02)
- “I like the 80:20 rule, like give me 80% of value, content, your perspective, the pain you've experienced, and maybe sprinkle in about 20% of patchworks.” (23:30-23:40)
Links:
Monday Aug 22, 2022
Monday Aug 22, 2022
This week’s guest is Christopher Croner, Principal for SalesDrive, LLC, a company dedicated to helping businesses perfect their salesperson hiring process by offering a variety of tools. One of the tools being, Never Hire a Bad Salesperson Again, a book co-authored by Christopher.
His passion for trying to understand the psyche of the highest performer started in college as a PhD student studying psychology and specifically when he created his own internship tailored to delivering psychological consultations to business management. Fast forward to present day and SalesDrive is helping businesses find the best sales hunters based on 3 non-teachable personality traits: Need for achievement, competitiveness, and optimism.
Tune in to today’s episode to hear from Christopher Croner, Principal for SalesDrive, about why you might be hiring the wrong salesperson for your team and why it’s important to look for these 3 non-teachable traits.
Quotes:
- “We set out to understand well, what is it then that truly differentiates the highest performing hunters, and we found there really these three non-teachable characteristics.” (1:24-1:32)
- “…Number one, the need for achievement, the person who wants to do well, simply for the sake of doing well. The second trait is competitiveness. Then the third piece we look at is optimism and that's of course the person who is certain that they will succeed.” (1:33-2:19)
- “He allowed me to develop my own internship or my own rotation on an internship in delivering psychological consultation to business management.” (3:32-3:39)
- “You have to adjust and you have to find out so much more about the person and what's going on underneath the surface for that individual.” (9:33-9:39)
Links:
Dr. Christopher Croner LinkedIn
Monday Aug 15, 2022
Monday Aug 15, 2022
David Schlosberg is a business advisor for Ferguson Alliance and an independent sales & business consultant for farming and horticulture industries. He has demonstrated excellent leadership in selecting, training, building, directing and retaining effective sales teams and technical teams that meet or exceeded company goals.
David’s passion is helping smaller businesses grow to their fullest potential by getting them to step back, look at their business strategically and understand when they’re just too deep in it. In today’s episode David breaks down his unlikely transition into his sales career and how he’s made a vocation out of solving companies pain points in order for them to keep scaling at the rate they want to.
Tune into today’s episode to hear from David Schlosberg, business and sales advisor for Ferguson Alliance and learn how he’s solving small businesses’ problems.
Quotes:
- “The owner of the company said, I need you to actually sell and I was mortified. I had no aspirations to be in sales.” (2:57-3:07)
- "Do more listening, stop talking, and ask questions and find areas where you have a common interest or common ground where you can actually connect with that person on a personal level” (4:56-5:12)
- “It's usually pain and realization or recognition that they've got too much on their plate, and they're not able to step back and look at the business strategically- they're just too deep in it.” (7:30-7:40)
Links:
Monday Aug 08, 2022
Monday Aug 08, 2022
Kay Miller graduated from college with a degree in marketing only to find herself more prepared for a career in sales. Fast forward and she’s landed in a sales job as the first women ever hired by Amerock. She ends up excelling in her field as one of the top salespeople in a male dominated career.
On today’s episode, Kay walks us through her career journey and how she inevitably ended up writing one of the top selling sales books on Amazon, Uncopyable Sales Secrets. Her inspiring story of tenacity and hard work is worth a listen for anyone wondering what it takes to write a book and be the best in their field.
Tune into today’s episode, to learn from Kay Miller, author of Uncopyable Sales Secrets and walk away with a knowledge of how to make more sales and build an advantage over your competition.
Quotes:
- “I ended up landing a sales job as the first woman ever hired for a company called Amerok.” (1:16-1:24)
- “I think that one of my answers, probably the biggest answer is that I've heard it said that this is the most fun sales book you'll ever read.” (6:09-6:19)
- “They said, if a client or customer of yours or prospect would describe you, what three words would they say about you that they couldn't say about anyone else? And I have those three words: moose, uncopyable and orange.” (14:23-14:40)
- “Especially when you're negotiating when you're giving someone time to think about it- don't be afraid of silence.” (29:09-29:15)
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