Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams. Takeaways: True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial. Be open to learning a...
Apr 23, 2024•51 min•Ep. 36
Today’s guest is a serially successful human being who has founded multiple successful organizations. Dan Walsh is a Partner at Oakwolf Group and a Co-Founder of Team IMPACT. Dan joins Host Matt Benelli to discuss the importance of using rubrics and frameworks, recruiting and selecting the right people for the right role, why sales leaders should always be recruiting, the impact of personal responsibility and goal setting, and making sure you have a culture that allows a sales manager to be succ...
Apr 16, 2024•58 min•Ep. 35
Today’s guest is a marketing leader and podcaster with a long history of delivering results for B2B tech companies. Casey Cheshire is the Founder of Ringmaster Conversational Marketing, Host of The Hard Corps Marketing Show and Creating The Greatest Show , and Author of Marketing Automation Unleashed . Casey joins Host Matt Benelli to help sales and marketing leaders reconcile their differences, discuss what the future of marketing looks like, and understand how to approach your team’s use of AI...
Apr 09, 2024•49 min•Ep. 34
This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes Mentioned Brent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Lori Harmon: h...
Apr 02, 2024•40 min•Ep. 33
Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales. Takeaways: Adopting a one-size-fits-all ap...
Mar 26, 2024•43 min•Ep. 32
Today’s guest is a father of three wonderful children, a volunteer youth athletics coach, and has an accomplished career in sales leadership roles. Kevin Martin is the VP, Parchment Growth at Instructure. Kevin joins Host Matt Benelli to discuss the importance of being disciplined as a leader, trusting your team, and the power of reflection. Kevin also shares actionable frameworks for improving personal and team performance, including evaluating what went well, what didn't, and future focuses. T...
Mar 19, 2024•54 min•Ep. 31
Today’s guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn’t try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization ...
Mar 12, 2024•1 hr 9 min•Ep. 30
Today’s guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team’s fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it’s imperative to show SDRs that there is a path forward. Takeaways: Spending time on mastering the fundamentals of the sales process can yield b...
Mar 05, 2024•1 hr 2 min•Ep. 29
Today’s guest is a go-to-market leader, advisor, coach, and dad. He’s been in the arena leading sales teams at major companies such as CA, BMC, and Micro Focus. Jon Hunter is the Founder of HunterX. Jon joins host Matt Benelli to dive into the value of instilling a long-term mentality in leaders, the role of empathy and resilience in building successful sales teams, and how to successfully navigate change management. Takeaways: The growth and development of people is the highest calling of leade...
Feb 27, 2024•1 hr 6 min•Ep. 28
Today’s guest has extensive experience developing and growing international teams, and implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. Channing Ferrer is the Chief Sales Officer at Semrush and a Limited Partner at Stage2 Capital. Channing joins Host Matt Benelli to delve into coaching and leading salespeople, discuss the role of AI in sales, consider the utilization of tech stack tools, and learn about the fu...
Feb 20, 2024•49 min•Ep. 27
Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team . Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability wit...
Feb 13, 2024•1 hr 12 min•Ep. 26
Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer . Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric. Takeaways: Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for...
Feb 06, 2024•1 hr 1 min•Ep. 25
Today’s guest has over 15 years of experience in strategic sales and leading sales teams focused on customer-first, long-term relationships. He has a passion for value-driven conversations and engagements, and a proven track record of driving SaaS growth and customer satisfaction. He brings s a global perspective from working and living in different countries and cultures, such as Argentina, Spain, Mexico and Costa Rica. Ben Kennedy is the Sales Director at Alation! Ben joins Host Matt Benelli t...
Jan 30, 2024•56 min•Ep. 24
Today’s guest is a longtime sales leader who has led teams at companies like Yext, Fuze, and InsideSales.com. Steve Goldberg is the CRO of Salesloft and a Limited Partner at Stage 2 Capital. Steve joins Host Matt Benelli to discuss why having a growth mindset matters, the importance of getting bad news early, and the difference between “listening for” and “listening against.” Takeaways: For sales reps to be successful in the changing market of technology, it's crucial to adopt a growth mindset o...
Jan 23, 2024•1 hr 1 min•Ep. 23
Today’s guest is a renowned sales thought leader, author, and professor. Dr. Howard Dover is the Founder of the Institute for Sales Knowledge and Innovation and Director of the Center for Professional Sales and Sales Coach at The University of Texas, Dallas. Dr. Dover is also the Clinical Professor of Marketing at The University of Texas, Dallas, and the Author of The Sales Innovation Paradox . Dr. Dover joins Host Matt Benelli to discuss why tactical best practices don’t scale, how to drive res...
Jan 16, 2024•1 hr 5 min•Ep. 22
Today’s guest is a visionary leader who knows how to focus and reinforce the right behaviors without looking at the scoreboard all the time. He’s spent 25-plus years leading and inspiring sales teams at industry titans like Oracle, SAP, and Ceridian. Mark Aboud is the Chief Experience Officer of the Middlefield Group. Mark joined Host Matt Benelli to discuss how to drive the adoption of new sales tools, how to lead digital transformations, and why it is critical to manage your team’s behavior al...
Jan 09, 2024•43 min•Ep. 21
This special episode is a compilation of what we’ve learned over the first 20 episodes in 2023. You'll hear from each of the guests who were featured on the show last year, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes Mentioned: Sean Harvey: https://coach2scale.transistor.fm/episodes/empowering-your-team-s-professional-growth-sean-harvey-coach2scale-episode-001 Brian Caulfie...
Jan 05, 2024•29 min•Ep. 20
Managing is hard, but today’s guest is here to help make it easy, even for new managers. Rachel Pacheco is the Author of Bringing up the Boss and is part of the Management Faculty at the Georgetown University McDonough School of Business. Rachel joins Host Matt Benelli for a great discussion of how managers can help their teams find meaning, the importance of sharing constructive feedback, and why it’s vital to consider how you structure and framework for your team. Takeaways: Leaders need to de...
Dec 19, 2023•57 min•Ep. 19
Today’s guest brings a wealth of experience from both his time leading large sales organizations and building his own companies. Sean Harmon is the Chief Executive Officer of Rapid4Cloud, which makes it easier to implement and run Oracle Cloud Applications. Sean joins Host Matt Benelli for a discussion of nurturing robust work cultures, hiring great sales teams, and building successful organizations. Takeaways: Smart sales managers who are planning for long-term success will hire based on four ...
Dec 12, 2023•52 min•Ep. 18
This special guest is a seasoned sales leader and mentor with over 40 years in the technology sector. Blair Tolbard is a now-retired sales executive with experience leading teams at companies such as IBM and Oracle. Blair joins Host Matt Benelli to share his insights on effective leadership and sales tactics. Blair emphasizes the power of listening, being accessible as a leader, and how leaders can use humor as a relief valve. Takeaways: It’s imperative to follow through on what you pledge to do...
Dec 05, 2023•49 min•Ep. 17
Today’s guest is an outstanding senior sales leader known for his ability to build, lead, and coach successful sales teams. He started his career in sales at IBM and now serves as a board member and advisor for multiple high-growth companies. Tom Schodorf joins Host Matt Benelli for a conversation about building a plan for your salespeople, how leadership shapes the conduct of the sales team, and how to set up new sales reps for success equitably. Takeaways: Salespeople are not “coin-operated” a...
Nov 28, 2023•1 hr 3 min•Ep. 16
Today’s guest has worked in sales for over a decade at leading technology companies such as Workday and Oracle prior to landing his current role. Ben Johnson is the Area Vice President of Mid-Market and Public Sector at Zendesk and a Cross-Fit Coach. Ben joins Host Matt Benelli to share the role of managers in a Performance Improvement Plan, why leaders should value deeds over words, and how to develop employees for long-term success. Takeaways: While quarterly performance is important, it is no...
Nov 14, 2023•57 min•Ep. 15
Today’s guest was recently named one of Pavilion's "40 CROs to Watch”. He is a long-time sales leader and CRO who has led teams at companies such as LogMeIn, CarGurus, and Drift. Josh Allen is a Founding Member of The Revenue Collective and a Limited Partner at Stage 2 Capital. Josh joins Host Matt Benelli on a dive into how to really motivate each member of your sales team, why you should hire based on characteristics rather than skills, and the danger of focusing too heavily on KPIs. Takeaways...
Nov 07, 2023•55 min•Ep. 14
Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today. Takeaways: Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills ca...
Oct 31, 2023•48 min•Ep. 13
Today’s guest is an accomplished sales leader with an extensive career in the cybersecurity industry. Victoria Abeling is the Head of Americas Sales Development, Commercial and International Sales at VMware Carbon Black. Victoria and Host Matt Benelli discuss why the cadence of coaching matters, why looking into losses is as important as looking into wins, and how to avoid giving bad feedback to your team. Takeaways: Both sales managers and sales reps should stop looking at coaching as something...
Oct 23, 2023•51 min•Ep. 12
Today’s guest has over twenty years of experience building and managing high-performance sales organizations in high growth, private and public companies. Pat Galvin is the Vice President of Employee Experience, Americas at ServiceNow. Pat and Host Matt Benelli dive into how to establish a coaching culture, whether leaders should focus on people or performance, and why you should be your authentic self in every part of your career. Takeaways: Your top-performing sales rep is not always your best...
Oct 17, 2023•40 min•Ep. 11
Today’s guest is an extremely thoughtful and passionate sales leader who has grown huge companies such as SAP and Oracle. Jon Feldman is the Area Vice President of Sales for North America at Absolute Software. Jon is also the Founder and Host of The Rally Call , a podcast for sellers. Jon and Host Matt Benelli dive into the need for AEs to embrace continuous learning, the impact of outcome-based selling, and the four pillars of hiring great salespeople. Takeaways: Becoming an effective sales rep...
Oct 10, 2023•46 min•Ep. 10
Today’s guest is a cybersecurity and sales veteran with over 15 years of experience in driving high-growth sales organizations. Amy Appleyard is the Chief Revenue Officer at LastPass and a Limited Partner at Stage 2 Capital. Through their conversation, Amy and Host Matt Benelli discuss why sales leaders need to coach the whole person (02:31), why one-on-one meetings are vital (18:58), and the personal nature of great coaching (22:57). Takeaways: Salespeople are not only motivated by money and sa...
Oct 03, 2023•46 min•Ep. 9
Today’s guest is a sales leader who has built high-performing teams at some of the largest and most well-known enterprise tech companies. Jeff Perry is the Chief Revenue Officer of Carta. Jeff and Host Matt Benelli discuss the importance of being yourself in interviews, why leaders can be both empathetic and results-driven, and the benefits of selling as a team. Takeaways: The success of a sales leader does not depend on the size of the company, it depends on the type of person they are. If they...
Sep 25, 2023•39 min•Ep. 8
Today’s guest is an investor, advisor, and entrepreneur. Sarah Milby is the CEO and Founder of Valor Performance, Inc.. Sarah joins Host Matt Benelli to discuss how to retain your top performers, why so many sales leaders misunderstand how to coach their teams, and how to build feedback into the everyday culture of your organization. Takeaways: While many leaders believe that the majority of their coaching should be directed toward their problem reps who are underperforming, they should not forg...
Sep 19, 2023•50 min•Ep. 7
