Building a Recruitment Culture with Ben Gotkin to Optimize Sales Team Performance
The Sales Leaders Operating System™
Release Date: 03/12/2025
Navigating Sales Systems with Chris Jennings
The Sales Leaders Operating System™
Today, host Matt McDarby sits down with Chris Jennings, an author and seasoned sales trainer with a rich background that spans roles from field sales rep to independent practice owner. With his competitive spirit and experience, Chris shares his perspective on the importance of systems thinking in sales organizations. Sales leaders will appreciate Chris’ discussion on key components of his sales system such as “Go Live” dialogue and leveraging special teams to boost organizational performance. He also explores how clarity in activities and coordinated leadership can drive team success....
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Nurturing A Trust-Driven Sales Culture with Charles Green
The Sales Leaders Operating System™
Today, host Matt McDarby welcomes Charles Green, renowned author of Trust-Based Selling and coauthor of The Trusted Advisor and The Trusted Advisor Fieldbook. Charles shares his wealth of expertise on trust-based selling, providing actionable insights for sales leaders aiming to enhance team performance through trust building. Together with Matt, Charles breaks down the nuances of trust and how personal virtues and institutional values can create a framework for sustainable trust building in organizations. You will learn practical ways to foster strong, trust-filled relationships both...
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Building Cohesion In Revenue Teams with A. Lee Judge
The Sales Leaders Operating System™
In this episode, host Matt McDarby is joined by A. Lee Judge, an experienced executive in digital marketing and founder of Content Monsta. Lee brings a fresh perspective on aligning sales, marketing, and customer success teams to drive results. Lee introduces his CASH system—focusing on communication, alignment, systems, and honesty—as a way to strengthen collaboration and efficiency in revenue-generating teams. You will gain practical insights on the evolving role of sales in the buyer's journey and the importance of data-driven decision-making. With actionable strategies, this episode is...
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Building a Recruitment Culture with Ben Gotkin to Optimize Sales Team Performance
The Sales Leaders Operating System™
In this episode, host Matt McDarby talks with seasoned recruiting expert Ben Gotkin, principal consultant at Recruiting Toolbox. Together, they explore the essential function of talent acquisition and its direct impact on building elite sales teams. Ben highlights the need for a strategic approach to recruiting, focusing on speed and quality in the hiring process. He offers practical advice on the challenges of identifying the right talent and the significance of going beyond surface-level assessments to understand candidates' capabilities, with valuable lessons on avoiding biases, improving...
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Cultivating Trust and Motivation in Sales with Matt Buchalski
The Sales Leaders Operating System™
In today’s episode, host Matt McDarby is joined by Matt Buchalski, a seasoned sales leader who has developed a unique system called "Trust and Motivate," designed to drive success through building trust and inspiring teams. Matt Buchalski has over a decade of leadership experience at companies like HPE and RealPage. In this discussion, he shares his operating rhythm, the critical questions he asks his team and colleagues to ensure clarity and alignment, and the importance he places on training and coaching. You will learn how he manages common challenges such as selfish behavior and...
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Insights On Revenue Leadership with Corey Schwitz and David Levy
The Sales Leaders Operating System™
In this week’s episode, host Matt McDarby dives into the minds of two exceptional founders and leaders: Corey Schwitz, founder of Skydog Ops, and David Levy, co-founder and Chief Business Officer at Aircover. Corey and David bring a wealth of knowledge and experience in building effective revenue systems and leading high-performing teams and will share insights on the importance of building a solid foundation for any organization, hiring the right people, clear communication and prioritization. From early-career experiences rooted in venture capital and tech to running successful businesses...
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How Focus and Alignment Saved An Iconic Brand In Sales with John Golden
The Sales Leaders Operating System™
In this episode, host Matt McDarby welcomes John Golden, an industry veteran with extensive experience in sales, strategy, and marketing. John shares practical insights from his time at notable companies like SmartForce, Skillsoft, and PipelinerCRM. The discussion focuses on the importance of clarity, focus, and alignment within sales teams, using real-world examples from John and Matt’s tenure at Huthwaite, the home of SPIN Selling(™). You will gain actionable advice on effective communication, fostering team alignment, and managing through complexity. This episode offers straightforward...
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Driving Revenue Through Partnerships with Greg Plum
The Sales Leaders Operating System™
In this episode, host Matt McDarby welcomes Greg Plum, a seasoned expert in building successful business partnerships. Greg emphasizes the importance of strategic thinking over tactical considerations in partnerships, sharing actionable insights on creating lasting, scalable partner ecosystems. He highlights the necessity of understanding your Ideal Customer Profile (ICP) and Ideal Partner Profile (IPP) to drive sustainable growth. Greg also discusses the PARTNERNOMICS framework and underscores the roles of influence and alignment in partnership success. Sales leaders will gain valuable...
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Encore: How to Assemble a Playbook That's Simple and Clear with Shaun Priest
The Sales Leaders Operating System™
Get ready to revolutionize your sales leadership playbook with one of today’s best leaders in healthcare tech sales, Shaun Priest. In this encore episode, Matt and Shaun discuss the core principles of sales leadership success, from the need for simplicity and clarity to the challenge of understanding and meeting boardroom expectations. Discover how to create the winning blend of art and science as you lead and why celebrating even the small wins can lead to monumental triumphs. Tune in now and take a few pages from Shaun’s playbook. Show highlights: Discover the...
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Embracing Accountability in Sales with Gui Costin
The Sales Leaders Operating System™
In this episode, host Matthew McDarby sits down with Gui Costin, author and the CEO of Dakota to discuss essential strategies for effective leadership in sales. Gui shares valuable insights on taking responsibility for business processes, the importance of daily check-ins, and the positive impact of kindness and vulnerability in leadership. He emphasizes the need for detailed process documentation to keep teams accountable and reduce turnover. He also outlines how consistent sales processes can enhance product quality and foster long-term employee retention. Sales leaders will appreciate...
info_outlineIn this episode, host Matt McDarby talks with seasoned recruiting expert Ben Gotkin, principal consultant at Recruiting Toolbox. Together, they explore the essential function of talent acquisition and its direct impact on building elite sales teams.
Ben highlights the need for a strategic approach to recruiting, focusing on speed and quality in the hiring process. He offers practical advice on the challenges of identifying the right talent and the significance of going beyond surface-level assessments to understand candidates' capabilities, with valuable lessons on avoiding biases, improving interview techniques, and building a culture of continuous recruitment.
Tune in for actionable tips that can help you enhance your approach to finding and nurturing top-tier talent.
Show highlights:
- The importance of optimizing hiring with a strategic recruitment system. [03:34]
- What impacts the speed of hiring? [06:47]
- The art of behavioral interviewing and deep probing. [10:15]
- Insights on preventing assumption-driven hiring mistakes. [18:34]
- Do introverts make better sales reps? [24:41]
- Discover best practices for building a recruiting culture. [29:38]
- What great leaders do during hiring that average ones don’t. [33:58]
- How to create a positive, well-defined candidate experience. [39:26]
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