Sales Leadership Podcast

Joe Gravino is Vice President of Go to Market Search of FALCON. Falcon is a Executive Search firm exclusively focused on recruiting C-Level executives for Private Equity backed companies. Joe recruits CROs and CMOs for high-growth companies of all industries, and as a result, not only has he learned what makes for an Elite Sales leader…he’s had to become one. Today, Joe shares the 5 lenses they look through as they identify ELITE sales leaders. These 5 lenses are what he refers to as the “Anatomy of an Elite Sales Leader.” This is an episode that will give you a blueprint of how to create more impact with just a few changes to your leadership DNA. You can connect with Joe on LinkedIn here (https://www.linkedin.com/in/joe-gravino-7b0b30a7/). You can check out Falcon’s CRO Digital Community here (http://www.privateequitycxo.com/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Andy Beitia is the Director of Commercial Banking for Washington Trust Bank. Washington Trust Bank is the largest and one of the most respected privately held banks in North America. And Andy leads the team responsible for more revenue than the rest of the organization combined. Andy leads a team of leaders who face stiff competition, are highly regulated, and face consistent change from all kinds of market forces. But he does it with incredible amounts of success. The team at Washington Trust has had head turning growth…year after year…regardless of the external circumstances, and his approach to leadership is a huge reason why. And Andy is joining us today to talk about something that every single leader needs to be intentional about in order to have intentional success. You can connect with Andy on LinkedIn here (https://www.linkedin.com/in/andy-beitia-7b007719/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Jordan Wissel has spent the last 10 years in high growth sales organizations. The last 5 years have been leading some of the fastest-growing SaaS teams…backed by some of the biggest names in the Venture Capital world. And through it all, he has navigated every economic condition possible…and he hasn’t just survived…he has thrived. Today, Jordan joins the show to discuss what is arguably the most important sales and leadership skill and how we can use it to reduce one of the most challenging risks every sales team faces. You can connect with Jordan on LinkedIn here (https://www.linkedin.com/in/jwissel-vfl/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Billy Stein is a 3 time Sales Leader with Great success at tech companies including ServiceTitan, First Resonance, and Seismic. He’s had a great run leading teams in every environment imaginable and today Billy joins the show to share a model he’s built that creates success regardless of the external circumstances. The host of his own successful podcast, the Sales RX Podcast, Billy is a fantastic resources and today shares a framework you can implement immediately to help you win…no matter what the external conditions are like. You can connect with Billy on LinkedIn here (https://www.linkedin.com/in/billy-stein-24814117/). You can subscribe to the SalesRX Podcast Here (https://open.spotify.com/show/0YiCUVH0L2oXnvyWfEUrlU). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Larry Long Jr. is a long time friend of the Sales Leadership Podcast. He joins the show today as the first 4-time guest in show history…and joins to share a very timely message as we launch 2024. Larry is one of the most sought-after keynote motivational speakers, an award-winning sales leader, a best-selling author and someone who always brings a JOLT of energy to any conversation. Today Larry shares insights on how leaders can lead their teams into an uncertain future with Confidence, Belief, and Connection. If leadership is the transfer of belief…you’ll find this episode one of the most important you’ll listen to this year. You can connect with Larry on LinkedIn here (https://www.linkedin.com/in/longjr7/). You can get Larry’s book, JOLT! here (https://amzn.to/3LbyABL). You can learn more about Larry and his offerings here (http://www.larrylongjr.com/). You can view Larry’s video content here (https://www.youtube.com/playlist?list=PLZlxPcTQ5uSOHZ5dLaX4grrTYOG6de_sY). You can follow Larry’s Livestreams on Instagram here (https://www.instagram.com/longjr7). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Bronson Terry is a District Manager for Sodexo’s Campus Division. Bronson is the first operations manager to ever join the show…and for good reason. Bronson has had remarkable success leading a large team of leaders who support universities in their facilities management services across the Southwest United States. In our conversation today, Bronson shares how his commitment to excellence has led him to creating an approach that generates more leadership capacity and as a result…head-turning growth. Bronson’s blueprint is one every leader will find interesting and can learn from. You can connect with Bronson on LinkedIn here (https://www.linkedin.com/in/bronson-terry-51162423/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Philipp Humm teaches salespeople and sales leaders worldwide how to perfect one of the most important skills in sales: Storytelling. Philipp is the founder of Power of Storytelling and has helped thousands of sellers, leaders, and business executives worldwide use stories to build trust, stand out, and inspire in Business. Philipp works with some of the most iconic organizations in the world. You can connect with Philipp on LinkedIn here (https://www.linkedin.com/in/philipphumm/). You can check out Power of Storytelling’s resources here (https://power-of-storytelling.com/). You can get Philipp’s book, the StorySelling Method here (https://www.amazon.com/dp/B0BZ3N7WBM?ref_=cm_sw_r_cp_ud_dp_4S7RJFB5DNT4JXNX1E7R). You can subscribe to Philipp’s newsletter here (https://www.linkedin.com/newsletters/power-of-storytelling-6924287349258395648/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Sarah Downs is the Co-Founder and CRO of Doquaru. Sarah and the Doqaru team help sales leaders worldwide add predictability to the performance process. And in a day where the pressure to perform has never been higher…they help teams step away from the “Grind, Cross Your Fingers and Hope” plan and start adding predictability that can only come through systems. Sarah is a former Trauma Nurse turned Sales Leader. She takes many of the lessons learned in the hospital that help humans recover and thrive and apply these principles to sales teams…so they can help their companies thrive. Today Sarah shares how leaders can create growth and consistency by looking inside first and why this matters so much. You can connect with Sarah on LinkedIn here (https://www.linkedin.com/in/sarahdowns-doqaru/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Hannah Huesman is the founder and CEO of Mental Sweat. Hannah is a mental performance coach who has made a huge impact with Sales Leaders, Professional Athletes, and First Responders. For the last 2 years Hannah has been the Mental Performance Coach for the Texas Rangers Baseball team and her work played an important part in their recent World Series Championship. Today Hannah joins the show in an encore performance. She shares how sales leaders can…and should…include mindset development as part of their 2024 strategic plan. Hannah’s first episode on the show was one of the top 3 most downloaded episodes of that year…and she does not disappoint as she shares insights to help every leader learn how they can make the development of bullet-proof, titanium-grade mindsets one of their key advantages in the 2024 year. You can connect with Hannah on LinkedIn here (https://www.linkedin.com/in/hannah-huesman-ms-cmpc-76658bb4/). You can listen to Hannah’s previous episode on the Sales Leadership Podcast here (http://salesleaderpodcast.fireside.fm/174). You can learn more about Hannah and her practice at www.hannahhuesman.com. You can see Hannah in action by following her hashtag: #MentalSweatMonday. For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Mike Hofmann is the CEO and founder of PastSight. Prior to founding PastSight he led revenue teams in 6 different organizations and helped close over 2,000 deals. And while he celebrated those wins…it was the 8,000 losses that he REALLY wanted to understand better. After learning that most resources don’t provide the clarity an elite sales leader needs…he founded PastSight to create tools and insights to help sales teams learn from wins AND losses. Today he joins the show and shares how sales leaders can tap into the almost immediate growth that comes when sales leaders help their teams STOP losing for the same reasons over and over again…and how to create systems in your company to make sure your team wins more…and loses less. You can connect with Mike on LinkedIn here (https://www.linkedin.com/in/mfhoffman/). You can learn more about PastSight here (https://www.pastsight.com/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

To kick off 2024, Rob Jeppsen shares some elements from SKO's he's delivering to sales teams around the world. His model, the Performance Pyramid features 5 areas leaders can be intentional about to create the greatest year of their career. Check out the Performance Pyramid and use it to help get off to a fast start. To see the video of this and access the deck, head to Sales Leadership United here (http://www.salesleadershipunited.com/). You can connect to Rob on LinkedIn here (https://www.linkedin.com/in/robjeppsen/). To gain access to the largest collection of Sales Leadership Assets, including video snippets from other guests of the show, subscribe to Sales Leadership United here (http://www.salesleadershipunited.com/).

In the final episode of 2023, Rob Jeppsen shares his favorite leadership system to fuel a reflective process that will create new energy and confidence, sharpen the focus on the year ahead, and identify the positive and limiting beliefs that can often be elusive for a sales leader. James Clear has told us that winners and losers have the same goals…winners just have better systems to help them accomplish their goals. This episode will give you a simple system to help engineer the greatest year for yourself and each member of your team.

Kim Ades is the co-founder and CEO of Frame of Mind Coaching. For over 20 years she has been leading the charge in teaching leaders about coaching and mindset with remarkable success. Kim helps people change how they think…so they can change how they perform. She’s helped create record performances worldwide and joins us today to share how leaders can help those they lead intentionally “trade up” their beliefs that fuel performance. You can connect with Kim on LinkedIn here (https://www.linkedin.com/in/kimades/). You can learn more about Frame of Mind Coaching here (https://www.frameofmindcoaching.com/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.salesleadershipunited.com).

Frank Dale is the SVP of Product Management for SalesLoft, where he helps shape how SalesLoft fuels growth for best-in-class sales teams worldwide. Frank has been helping sales leaders succeed for a long time and is also the founder and CEO of Costello, which was ultimately acquired by SalesLoft. Frank joins us today in an important conversation around myths associated with AI and sales and ways we can use modern tools to help teams accomplish more than they may have ever dreamed was possible. This is an important episode for every leader as they help each member of their team choose growth…not just the grind. You can connect with Frank on LinkedIn here (https://www.linkedin.com/in/frankdale/). You can learn more about SalesLoft here (https://www.salesloft.com/). Follow Salesloft on LinkedIn here (https://www.linkedin.com/company/salesloft/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.salesleadershipunited.com).

Ali is the Founder and CEO of Alignmint Growth Strategies. For over 9 years her team has fuel growth with external and internal customers by aligning companies for growth. Ali’s approach is about creating alignment to the Customer Experience. By aligning every part of an organization, she has helped all kinds of organizations achieve remarkable growth. The result isn’t just predictability in revenue. Ali helps teams get TRANSFORMATIONAL loyalty through an approach I am excited to discuss today. Ali the author of the #1 best seller, Keep Your Customers. She works with organizations in every key industry across 6 continents. Her work has been featured in major media from the TV networks to American Express, Top Sales World, Yahoo and many others.

Chet Lovegren is known by many as “The Sales Doctor.” He works with sales leaders and sales teams worldwide shaping a fresh, modern approach to every part of the sales ecosystem. His approach to engineering systems that fuel performance has made him a go-to resource for sales leaders, leading venture capital teams, and top organizations around the world. Today Chet joins the show to discuss how sales leaders everywhere can create intentional performance without turning to more of the grind. You can connect with Chet on LinkedIn here (https://www.linkedin.com/in/chetlovegren/). You can subscribe to Chet’s Newsletter here (https://thesalesdoctor.ck.page/salesrxnewsletter). You can follow Chet’s Podcast, the Founder’s Formula, here (https://www.linkedin.com/company/foundersformulapodcast/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United on Patreon Here (https://www.patreon.com/SalesLeadershipUnited).

Dr. Yekemi Otaru is the co-founder and Chief Growth Officer for Doqaru. Yekemi and her team help sales organizations create ecosystems that facilitate head-turning growth by using data to avoid unnecessary mistakes and to double down in areas of greatest impact. Yekemi is an award-winning business leader, an accomplished speaker, mentor to leaders worldwide and a published author. Today she joins us to share how the most impactful leaders create environments where motivated team members thrive…not just survive. You can connect with Yekemi on LinkedIn here (https://www.linkedin.com/in/yekemiotaru/). You can learn more about Doqaru here (https://doqaru.com/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Monica is the Founder and CEO of MSP Consulting. She’s helped sales teams worldwide as a VP Sales who led the companies to acquisitions, consulted with iconic revenue organizations create systems responsible for massive growth and today helps teams grow faster, more predictably, and more intentionally. Today she joins the show and shares the 2 things people fear most, why changing beliefs is the first step in changing trajectory, and tactics to help you shape your own beliefs and the beliefs of every member of your team. You can connect with Monica on LinkedIn here (https://www.linkedin.com/in/monica-stewart/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

Jason Santana is an elite Data Scientist – turned Award Winning Sales leader – turned AI for Sales Expert. Jason is a long-time friend of the Sales Leadership Podcast with all the credentials. He’s led iconic, large teams like Paychex and today is preparing the launch of a game-changing AI for Sales technology. Jason consults with organizations worldwide in how to use modern tools (including AI) to create predictable changes that result in massive results. In this episode he shares how sales leaders can create a different kind of experience using AI…and how sales leaders can get started with this important advancement. You can connect with Jason on LinkedIn here (https://www.linkedin.com/in/jason-a-santana-mba-8849bb/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United on Patreon Here (https://www.patreon.com/SalesLeadershipUnited).

Jane Hanson is a 9-Time Emmy-Award winning television journalist. As an anchor at NBC Jane reported on every major event from the tragedy of 9/11 to celebrations in the streets of New York when the Yankees celebrated World Series victories, to every twist and turn on Wall Street. Along the way, Jane became expert in the art and science of communication and connection. Today, Jane is an executive communications coach and helps leaders develop elite communication skills in order to fuel the growth of the organizations they lead. Today, Jane joins us to share insights about developing what is arguably the most important skill every leader must have: Becoming an elite communicator. You can connect with Jane on LinkedIn here (https://www.linkedin.com/in/janehansontv/). You can learn more about Jane’s tools and subscribe to her newsletter here (https://www.janehanson.com/). You can also follow Jane on Instagram at: @janehansonofficial Find Jane on Facebook here (https://www.facebook.com/JaneHansonTV) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United here (https://www.salesleadershipunited.com).