In this episode of Thoughts on Selling , I sit down with Britt White—sales leader, edtech evangelist, former VP of Sales at SmartPass, and a force of nature when it comes to bringing passion to work. This isn’t a scripted “how-to” chat. It’s a real conversation between two humans unpacking what it means to love what you do—and how that love shows up (or doesn’t) in sales, leadership, and culture. 🔥 Key Takeaways Passion isn’t optional—it’s fuel. Passion doesn’t just live inside us—it’s contagio...
Jun 25, 2025•36 min•Season 58Ep. 1
On this episode of Thoughts on Selling , I sit down with Jackie Retig, a passionate sales enablement leader and COO at EnableWorks. Jackie recently made the leap into entrepreneurship after years in the tech space, and she brings a grounded, practical perspective to what it really takes to build consistent, scalable sales teams. We get into why enablement is more than just onboarding and training—it's about creating the conditions for consistency, repeatability, and predictability in your sales ...
Jun 18, 2025•39 min•Season 1Ep. 57
In this episode of Thoughts on Selling , I sit down with Borja Cuan, co-founder of Four15 Digital, to talk all things demand gen, agency life, and what it takes to deliver results—not just leads. Borja's been in the digital marketing game since the late '90s, and his perspective on execution, transparency, and the importance of asking the right questions is both refreshing and, frankly, necessary in today’s B2B landscape. We dig into the realities of running a growth agency in a high-pressure en...
Jun 10, 2025•39 min•Season 1Ep. 56
In this episode, my good friend Alistair Corrie and I take a deep dive into toe topics of mindset, mastery, and how we get out of our own way—whether in selling, sports, leadership, or life. Alistair draws from a range of disciplines—The Inner game, Zen and the Art of Motorcycle Maintenance, martial arts concepts like Shu-Ha-Ri-Kokoro, Viktor Frankl’s logotherapy, and more—to explore what mastery really looks like and how we can create environments where people discover their own paths to skill ...
Jun 02, 2025•40 min•Season 1Ep. 55
For this episode, I had the pleasure of chatting with David Kirkdorffer — marketing veteran, recording artist, hat enthusiast, and self-proclaimed connective tissue between sales and marketing. We talked all about how sales and marketing can actually get along , the evolution of enablement, and what happens when buyers (and AI) start running the show. 🔑 Key Takeaways from Our Conversation: Sales and marketing should be allies David and I have both seen our fair share of friction between the two...
May 29, 2025•52 min•Season 1Ep. 54
In this episode, I had a great conversation with Tim Bradley, founder of Pennant—a video marketing firm that’s laser-focused on helping companies improve conversion rates in the middle of the funnel. Tim’s all about storytelling, yes—but with a clear eye on how that story supports sales performance . We talked a lot about the line between marketing and sales enablement , and how the best content—especially video—can serve both when it’s done right. Video as a Sales Tool : Tim broke down his “vid...
May 20, 2025•41 min•Season 1Ep. 53
In this episode of Thoughts on Selling , I sit down with sales coach and former VP of Sales, Shane Jamison, to talk about the real work behind sustainable sales—coaching to the numbers, managing pipeline pressure without compromising relationships, and becoming the guide your customer needs. We dive into what it means to stay authentic when management wants pull-ins, how to balance urgency with trust, and why pressuring a customer to act early can create more harm than good. Shane shares lessons...
May 15, 2025•51 min•Season 1Ep. 52
In this episode of the Thoughts on Selling podcast, I welcome Steven Ethridge, an accomplished sales trainer, coach, and expert in Neuro-Linguistic Programming (NLP). Our conversation dives into the pivotal roles that mindset and intentional communication play in driving meaningful sales outcomes. Steven shares his structured two-part methodology: Sales Mindset Self-Mastery and his NLP-based Five-Step Sales Process. He highlights how a salesperson's internal belief system shapes external perform...
May 08, 2025•43 min•Season 1Ep. 51
Welcome back to Thoughts on Selling . This one’s a little different — and a little deeper. I had the chance to sit down with fellow ultrarunner, entrepreneur, and coach Troy Meadows to talk about something foundational: your why — personally, professionally, and organizationally. Just like an ultramarathon, building something meaningful in sales (or life) demands more than tactics. You need a reason to keep going when it gets hard. And believe me, it will get hard. 🏃♂️ Key Takeaways Your “why”...
Apr 22, 2025•46 min•Season 1Ep. 50
Dustin Beaudoin joined the Thoughts on Selling podcast to discuss the intersection of AI and sales strategy, the critical importance of in-depth preparation, and how these elements are shaping the future of sales. Here’s a deeper dive into our conversation: Dustin's Background and Sales Philosophy Dustin Beaudoin, with his extensive background in enterprise SaaS sales, brings a unique perspective to the sales process, particularly through the lens of strategic enterprise sales. His journey throu...
Apr 07, 2025•41 min•Season 1Ep. 49
I sat down with my good friend and former Oracle teammate Jane Scott for a deep dive into customer success. Jane and I worked together for years on the key account team supporting Xerox, and she was the glue that held it all together — truly the most important person in the room. We covered a lot in this conversation: from the foundational elements of long-term account management, to the evolving role of customer success in today’s SaaS world. Jane brings a wealth of experience and a refreshingl...
Mar 25, 2025•36 min•Season 1Ep. 48
Welcome back to another episode of the "Thoughts on Selling" podcast. In this episode, we delve into the nuanced world of sales negotiations with Ron Hubsher, a seasoned expert in the field. Here’s a detailed breakdown of our conversation and the key insights we uncovered. Introduction to Sales Negotiations :Ron introduces himself as an engineer turned sales professional who applies engineering principles to sales, advocating for a systematic approach to sales akin to a manufacturing process. Th...
Mar 10, 2025•41 min•Season 1Ep. 47
In this episode, I sit down with Steven Werley , a sales expert, entrepreneur, and endurance athlete with a background in both marketing and military service. We dive into why pushing yourself to do hard things—whether in sports, business, or sales—builds resilience and long-term success. Steven shares his insights on the role of AI in sales , explaining that AI isn’t here to replace salespeople but to help them perform better . By automating follow-ups, streamlining call reviews, and taking ove...
Feb 24, 2025•48 min•Season 1Ep. 46
In this episode of Thoughts on Selling , host Lee Levitt is joined by Todd Busler, founder of Champify. Todd shares his journey from sales engineering to leading revenue organizations and launching a company designed to revolutionize outbound sales efficiency. Lee and Todd dive into the evolving nature of sales, the importance of coaching over managing, and why the best salespeople are often ex-athletes, musicians, or gamers. They also explore how reps can leverage relationships and first-party ...
Feb 10, 2025•36 min•Season 1Ep. 45
In this episode, I had an amazing conversation with Estefania ( Fani) Rodriguez Marino, a sales enablement pro joining in from Paris. We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motivation and context are crucial for sales success. One of the biggest takeaways from our conversation i...
Jan 27, 2025•36 min•Season 1Ep. 44
In this episode, I had the pleasure of speaking with Jeff Lipsius about his concept of the Inner Game of Selling. Drawing inspiration from his friend Timothy Gallwey, and Tim's renowned work, The Inner Game of Tennis , Jeff explains how understanding and mastering the inner game can dramatically improve sales performance. We explore how shifting focus from selling to buying, embracing the customer as the ultimate teacher, and cultivating self-trust in customers can lead to extraordinary sales ou...
Dec 26, 2024•48 min•Season 1Ep. 43
In this episode of the "Thoughts on Selling" podcast, hosted by Lee Levitt, we dive into a rich conversation with Judy Sunblade, a seasoned expert in sales enablement. The discussion centers around the evolution of sales enablement into what is now more fittingly called revenue enablement. This shift reflects a broader scope that includes all revenue streams, from direct sales to customer success and channel partner management. Key Messaging: Revenue Enablement: We're talking about moving from t...
Dec 02, 2024•37 min•Season 1Ep. 42
James McKay, a remarkable figure in revenue operations, former inside sales leader and I explore the power of RevOps (revenue operations) in supercharging sales effectiveness. Let's unpack some of the invaluable insights from our discussion. 1. Embrace Your Sales Identity: James kicked off by sharing his personal life—highlighting the importance of balancing professional and personal roles. He shifted his career focus from inside sales to revenue operations, influenced by his preferences and str...
Oct 11, 2024•43 min
Ryan Milligan from QuotaPath and I take a deep dive into how automating and optimizing sales compensation can drive the behaviors that are most beneficial for businesses. Key Points We Discussed: The Impact of Compensation on Sales Behavior: Ryan emphasized that your compensation plans need to motivate you directly. Often, compensation structures are too complex and fail to guide you on which deals to prioritize, leading to inefficiency and a lack of motivation. An effective compensation plan sh...
Oct 07, 2024•34 min
Alan Versteeg, a seasoned sales management expert, takes a deep dive into effective sales practices and the critical role of sales management in nurturing successful sales teams. Key Discussions: Sales as a Profession: Alan views sales as a professional career, prompted by a pivotal conversation on the dedication required in the field, similar to law or medicine. Sales Management as a Catalyst: Focusing on how excellent sales management is essential for sustainable sales performance, Alan highli...
Sep 30, 2024•45 min•Season 1Ep. 39
Join host Lee Levitt and Daniel Levine, an expert in sales management and leadership, to discuss building transformative sales cultures. This episode dives into the essentials of creating a strong sales culture that empowers teams and drives performance. Key Takeaways: Sales Culture Importance: Daniel emphasizes that sales culture is foundational to a team’s success, describing it as the backbone that supports team members to perform optimally even in the leader's absence. Building Sales Culture...
Sep 20, 2024•35 min•Season 1Ep. 38
Karen Clark Salinas, a good friend, fellow coach and Colgate graduate joins me to unpack how our mindsets can really make or break our professional and personal lives. Discussion Highlights: Meet Karen: Karen introduces herself as a work-life coach specializing in helping mid-career leaders manage their time and energy effectively, balancing career success with personal life. The Power of Inner Voices: We discuss how subconscious 'programming' and internal dialogues, or 'emotional saboteurs and ...
Sep 06, 2024•39 min•Season 1Ep. 37
Special guest Bethany Ibarra, a seasoned sales leader from notable technology companies including Motorola, Google, and Lenovo, shares experiences and recommendations for our fellow chief revenue officers. Key Takeaways: Sustainable Growth Strategies: Bethany shares her experience launching a new market in Colombia, emphasizing the importance of sustainable practices in business growth. She highlights the risks of non-sustainable growth as seen in her project, where success was initially achieve...
Aug 13, 2024•36 min•Season 1Ep. 36
Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification. As Mike says, "Sell with themes, not techniques!" The Value of Discovery in Sales : Mike emphasizes the importance of continuous discovery throughout the sales process, not just at the beginning. Discovery should focus on solving problems and hel...
Aug 07, 2024•45 min•Season 1Ep. 35
Bob Meindl, a seasoned field marketing expert and Lee explore how field sales and marketing can synergize to put the customer first and drive meaningful engagement. Key takeaways from this episode: Value-Driven Content Marketing : Bob emphasizes the importance of content marketing that truly addresses customer needs at various stages of their buying journey, particularly when they are not ready to make a purchase. Effective content marketing should educate and guide potential customers, paving t...
Jul 29, 2024•55 min•Season 1Ep. 34
This episode is based on Lee’s presentation at the Pavilion Palooza in June 2024, offering insights into navigating the complexities of modern sales environments. Key Discussion Points: Challenges in Contemporary Selling: Lee discusses the increasingly difficult landscape of sales, characterized by informed customers who often choose to stick with the status quo due to the perceived risks of change. He highlights how today’s buyers are overwhelmed with information, leading to decision paralysis....
Jun 26, 2024•19 min•Season 1Ep. 33
Reena Ambai and our host, Lee Levitt, discuss the ability of sales enablement to improve sales rep productivity and effectiveness through a focus on behavior change. Curiosity, empathy, and listening are the three key traits of successful salespeople . According to Reena, great sales enablement follows a five-step process : Gather key data points Prioritize focus Design program Deliver and analyze Reinforce Key takeaways: While data is important for decision-making, perfect data is not necessary...
Jun 25, 2024•36 min•Season 1Ep. 32
Leah Borges brings sales experience in hospitality, high-risk industry consulting, and most recently tech sales. discusses her journey and her mission through her consulting company, Sales Done Right, advocating for ethical sales practices. Discussion Overview: Leah starts by sharing her diverse background in sales, emphasizing how her start in the hospitality business laid the foundation for her customer-centric approach. She delves into her experiences in consulting sales within high-risk indu...
Jun 18, 2024•45 min•Season 1Ep. 31
Rob Durant, a social enablement expert and I explore the concept of social enablement, sharing insights on how sales teams can leverage social media to improve their long term sales performance. We share personal anecdotes, practical advice, and strategies to elevate your sales approach. Key takeaways Be Approachable: Establish a social presence that reflects your true self, making it easy for others to connect with you on a personal level. This is the foundation for building meaningful relation...
Jun 10, 2024•42 min•Season 1Ep. 30
Matt Stinson, a sales coach and former VP of Sales and podcast host (and fellow sales coach) Lee Levitt delve into the intricacies of sales leadership, coaching, and how to improve enterprise sales productivity. Our conversation covers personal experiences, practical advice, and strategies to elevate your sales team’s performance. Key takeaways: Effective Coaching: Great coaching is about asking the right questions and facilitating self-discovery, rather than simply providing answers. It's essen...
Jun 04, 2024•44 min•Season 1Ep. 29
