Tag: Podcast

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 ...

Career Coaching Secrets Podcast In this episode of Career Coaching Secrets, host Kevin and I discuss the pending death of traditional selling and what replaces it. Our conversation covers how AI, digital research, and buyer autonomy are reshaping the sales role — and why the future belongs to leaders who position themselves as strategic advisors, not persuaders. Whether you’re a career coach, consultant, or executive, this episode will equip you ...

Sales Reinvented Podcast with Paul Watts I was honored to rejoin Paul Watts for a 2nd appearance on Sales Reinvented recently.  We had a fun conversation with a different spin from the traditional sales discussion. However, for those who follow me, they know I whole-heartedly believe that the topic of fitness and exercise is a key component of putting oneself in the position to achieve Top Ten Percent success in ...

Founders Future Podcast with Olivia Sammons On this episode, Olivia and I delve into the critical transition founders face when it’s time to build their first formal sales team. It is imperative that leaders document processes to create a company culture of accountability with concise and measurable expectations for themselves and their newly hired, first sales rep. We discuss my best advice for founders beginning this journey around gaining the ...