Tag: Podcast

The 1% Edge The sales profession is at a critical inflection point. AI agents are poised to replace entry-level SDR roles and transform entire GTM strategies. Sales leaders are going to have to develop new skill sets to thrive in a world where humans and AI agents work side by side. Carlos and I unpack a ton in this episode from why the traditional path to leadership is broken to ...

The Uncommon Leader Podcast John Gallagher and I had a most engaging conversation breaking down the most important principles of being a successful leader in today’s world – especially as AI becomes more prevalent in our day-to-day professional and personal lives. I share the primary situational interview question I ask of sales candidates to identify a true “hunter”. We cover the fact that flexibility is the key to surviving the ...

Coach’s Take Podcast Don’t miss this conversation with Evan Triggs as we delve into the comparisons of those “willow” individuals who make a great fit for the startup world due to their tolerance for chaos versus those who are more of an “oak” requiring defined structure.  We talk about how entrepreneurs need willow “intrapreneurs” who take the founder’s creative ideas and build the processes and systems that make them come ...

The Sales Evangelist with Donald C. Kelly & BJ Allen SDRs and BDRs are having to become more strategic and more technical to close deals. In the world of AI, one might assume their jobs would become easier.  However, buyers are interacting with SDRs/BDRs with more information than ever before, and they know when a seller is not putting much effort into personalization. This conversation covers how we can better prepare ...

Don’t Believe in No, Believe in Not Right Now This was a fun episode in which Matt and I discuss actionable frameworks for founders, sales leaders, and consultants — filled with honest insights, proven hiring processes, and practical advice from a trusted process that has enabled me to successfully help founders transition to sales-team hundreds of times. We highlighted why founder advantage becomes a disadvantage when scaling sales, the importance ...

Inventive Journey This discussion on The Inventive Journey with Devin Miller walks through my transition from retail to SaaS, the lessons I learned inside VC-backed companies, how I built my consultancy, and why AI is reshaping the future of sales processes. From racquetball to revenue leadership, we cover all the twists and turns in between. Thank you, Devin, for the engaging conversation and a chance to share my story! Listen ...

RevIntel Podcast This great conversation with Shane is packed with practical real world revenue wisdom you can apply today.  How can you turn revenue chaos into a predictable system?  The philosophy is simple:        Do the right things and the right things will happen Build the process before you build the team Panic creates bad decisions BUT discipline prevents them We cover why and how founders sabotage their own pipeline ...

The Future of Selling Podcast In this episode, Rick and I dig into my process of helping early-stage SaaS founders scale from founder-led selling to real revenue teams and why most reps fail not from lack of training, but from lack of discipline. I break down how to spot top 10% performers, why one’s circle matters more than their résumé, and what leaders get wrong when hiring for sales. Whether ...