138: Dr. Tony Vercillo – Life Lessons & Profitability
Salesology® - Conversations with Sales Leaders
Release Date: 05/12/2025
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: Dr. Tony Vercillo
Guest Bio:
Dr. Tony Vercillo is a 30-year veteran in the Product Marketing and Distribution industry. He has a Doctorate in Marketing Management, with special emphasis on Global Marketing Strategies (Summa Cum Laude). He also received his MBA in Leadership and Human Behavior. He is a highly sought-after public speaker known for his “infectious enthusiasm.”
Dr. Vercillo has been an Author for more than 30 years in the non-fiction arena. He always dreamt of dabbling in the fiction world, and this work is his first foray into the exciting world of novels.
Dr. Vercillo has served as a Senior-Level Manager and Vice President for PepsiCo and a third-party supply-chain firm. He is currently the CEO of a major kosher food service company in New Jersey. He also recently retired from teaching Global Marketing Strategy and Supply Chain Theory at California State University. His passion in life is teaching and coaching, and he has spent the last 20 years fulfilling that dream.
Key Points:
Sales Strategy:
· Cross-Training: Salespeople are trained across all segments (e.g., healthcare, schools, caterers) to improve adaptability and pricing knowledge.
· Hunter-Farmer Hybrid: All reps are expected to both acquire new clients and manage existing relationships.
Change Management:
· Data-Driven Approach: Used financials, industry benchmarks, and logic to explain changes.
· Persistence: Faced resistance but stood firm while showing empathy.
· Ongoing Communication: Holds regular sales meetings (e.g., upcoming board meeting) to address concerns.
Operational Improvements:
· Customer Visit Push: Implemented Salesforce (embedded in new ERP) and assigned a champion to ensure usage.
· ERP Integration: New system launching May 1 improves visibility and report generation.
· Coaching Culture: Monthly check-ins, product-level reviews, and data-backed feedback by the sales VP.
Onboarding & Training:
· Hands-On Process: All new hires must work in order entry, warehouse, and ride with drivers.
· Holistic Understanding: Training ensures reps grasp the entire business, not just selling.
Financial Results:
· Sustained Growth: Double-digit revenue growth and increasing profitability every year since he joined.
· Cash Flow Focus: Reduced cash gap from 70+ days to ~37 days through disciplined collections and vendor management.
· Customer Retention: 99% retention rate, even with stricter payment terms.
Guest Links:
https://www.youtube.com/@s.bertram
https://doclifelessons.com/episodes
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