124: Andy Culligan – Aligning Sales & Marketing
Salesology® - Conversations with Sales Leaders
Release Date: 02/03/2025
148: Vaughn English – How to Build Out a Sales Team
Salesology® - Conversations with Sales Leaders
Guest: Vaughn English Guest Bio: Vaughn English is a growth-focused sales leader with over 10 years of experience driving revenue across industries including digital marketing, 3D visualization, tourism, and insurance. He has a proven track record of building high-performing outreach strategies, leading cross-functional teams, and closing complex B2B deals. Vaughn specializes in leveraging CRM platforms, marketing automation, and creative campaigns to engage prospects and accelerate the sales cycle. From launching national tourism campaigns to scaling 3D content solutions for enterprise...
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147: Melissa Palmer – Obsessed with Sales
Salesology® - Conversations with Sales Leaders
Guest: Melissa Palmer Guest Bio: Melissa started her sales career by accident, but quickly learned. She enjoyed connecting a customer with a solution and helping solve their problems and protect their interests. She is very good at building lasting relationships because her intention is always honest. She soon learned the best way to truly protect the customer is to also protect the company she represents; there has to be a win-win scenario, or no one wins in the long run. In management, she can do the greatest good as she works with the sales team to do just that, focusing on...
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146: Ben Filkouski – Finding Your ‘Why’
Salesology® - Conversations with Sales Leaders
Guest: Ben Filkouski Guest Bio: Ben graduated from the University of Wisconsin – Madison in 2018. Upon graduating, Ben worked for Goldleaf Development, a Multi-Family Developer in Dane County, where he obtained his Real Estate License. In September of 2019, Ben joined Madison Commercial Real Estate. Since joining Madison Commercial Real Estate, Ben has become a Partner with the firm, obtained his Real Estate Brokers License, and earned his CCIM (Certified Commercial Investment Member) designation. Ben currently serves on the board of Commercial Brokers Group Inc. (CBG) a...
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145: Matthew Freed – Simplifying the Complicated
Salesology® - Conversations with Sales Leaders
Guest: Matthew Freed Guest Bio: I’ve spent the last 20 years in sales and sales leadership, and I still find it incredibly rewarding. Most of that time has been in manufacturing and distribution, where I’ve had the opportunity to lead high-performing teams and work closely with customers. I currently lead a team across the Midwest and am passionate about building lasting culture, driving results, and simplifying the complicated. A big part of my leadership style is helping sellers achieve their goals while supporting them in becoming the best versions of themselves. I...
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144: Nick Sowards – Never Give Up
Salesology® - Conversations with Sales Leaders
Guest: Nick Sowards Guest Bio: Started cleaning machines in California at 18 years old at my grandfather’s company. Graduated into selling machines at 19, then left his company at 20 to sell new machines. Left California in 2004 and joined Absolute Machine Tools, selling their imported brands. In 2015, became GM for Absolute, running their Chicago facility. 2017 needed a change in my life and left Absolute with joining Ellison Technologies in December 17, and the ride has been great thus far! I'm a sales manager for NE Ohio and a territory manager for Lake and 1/2 of Cuyahoga...
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143: Erick Haas – Communicating with Transparency
Salesology® - Conversations with Sales Leaders
Guest: Erick Haas Guest Bio: Erick Haas is an experienced Ag Sales Manager with LandPro Equipment overseeing 17 Ag Salesmen while bringing 15 years of expertise in the John Deere dealer network. Erick’s AOR is primarily Western NY, Pennsylvania, and a portion of Ohio. His background includes Precision Agriculture, Training, Recruitment, and being a John Deere Certified Trainer. Erick is deeply committed to his Central NY community, serving as President of Cornell Cooperative Extension of Madison County, several program advisory boards, a 4-H Leader, and President of the...
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142: Mike Kochenderfer – Leading with Authenticity
Salesology® - Conversations with Sales Leaders
Guest: Mike Kochenderfer Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's...
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141: Tom Wardach – Building a Sales Team from Zero
Salesology® - Conversations with Sales Leaders
Guest: Tom Wardach Guest Bio: After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management. Key Points: Background and Career Path · Tom attended a military college in South Carolina and served...
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140: Karen Barbour – People Are People
Salesology® - Conversations with Sales Leaders
Guest: Karen Barbour Guest Bio: With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the...
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139: Josh Blackman – Everyone is a Salesperson
Salesology® - Conversations with Sales Leaders
Guest: Josh Blackman Guest Bio: Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative,...
info_outlineGuest: Andy Culligan
Guest Bio:
Andy is a marketing leader with a sales mindset. Andy excels in aligning marketing and sales teams to drive revenue growth. At AndyCulligan.com, he helps fast-growing SaaS startups achieve commercial success through strategic alignment. With nearly a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost. He is also the Founder & CEO of Purple Path, purplepath.io.
Key Points:
Sales Foundation:
Need to have a strong foundation in sales and cold calling. Andy shared insights from his experiences.
Career Journey:
Andy discusses his transition from sales to marketing, focusing on digital marketing and marketing automation, eventually working in the tech and SaaS space for over a decade. Gaining insights from working in European markets and the US.
Team Building:
Building a team of fractional experts to provide cost-effective marketing and sales support, addressing a gap in expertise, particularly in SaaS.
Sales and Marketing Alignment:
Open communication is key. It’s essential to define what a lead is and establish clear expectations for nurturing those leads to avoid disconnects.
Expectation Setting:
Key to aligning sales and marketing is defining what a lead means and establishing clear expectations on how to nurture those leads.
Success Stories:
Andy shared an example of integrating SDR and marketing teams to improve pipeline creation, aligning compensation structures to incentivize collaboration.
Scaling Strategies:
Starting with company-level targets, calculating backward to determine necessary actions, and documenting plans to guide progress.
Goal-Setting Importance:
Stressed the significance of having clear, written goals and strategies, particularly for small to medium-sized businesses.
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