From Struggling Sales Teams to Sustained Growth Ep #528
Sales Reinvented
This week on the podcast, revenue leader Santino Pasutto joins me to discuss the core elements that drive high-performing sales organizations. Drawing on his experience leading growth across startups and billion-dollar portfolios, Santino shares his strategies for building accountable, engaged, and results-oriented sales teams. Outline of This Episode [04:51] Building team engagement remotely [10:08] Importance of mastering sales basics [12:00] Balancing AI with human work [14:58] Leadership and spans of control [20:33] Standardizing Conversations and KPIs [21:27]...
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From Managing Numbers to Leading People, Ep #527
Sales Reinvented
Understanding what sets remarkable sales leaders apart can be the key to consistent, breakthrough results. Industry expert Jamie Crosbie joins me to share her experience on building successful sales teams and harnessing new technology without losing the human touch. We discuss habits that set elite sales leaders apart, and how mindset outshines skill set in driving success. Packed with practical dos and don'ts, and a powerful real-world story of leadership in action, this episode is a must-listen for anyone looking to elevate their sales team’s performance. Outline of This Episode ...
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Skills and Mindset for Future-Proofing Results, Ep #526
Sales Reinvented
Kristie Jones, sales leader and author of Selling Your Way In, joins me to explore the recent changes in sales leadership methodology. With over 20 years of experience transforming B2B SaaS startups, Kristie shares her perspective on the distinctions between leadership and management, the strategic role of AI in coaching, and the leadership skills modern organizations must develop to thrive. We discuss practical strategies for building high-performance sales teams, and Kristie gives her actionable advice for hiring, coaching, and leading sales teams effectively. Outline of This...
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How to Protect Leadership Priorities in Sales, Ep #525
Sales Reinvented
Today, I’m joined by Steven Rosen, founder of STAR Results, sales leadership coach, consultant, and author of Focused: A Sales Leadership Discipline for Sales Managers Under Pressure. We discuss the differences between sales management and sales leadership, reveal how top sales leaders create environments where teams thrive, and explore some strategies for coaching, engagement, and accountability. Steven also shares his views on the impact of technology and AI on modern sales leadership and the importance of leading indicators over lagging ones. Outline of This Episode [00:00]...
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Aligning Teams and Coaching for Client-Centered Success, Ep #524
Sales Reinvented
With over 45 years in engineering, enterprise software, sales leadership, and global sales enablement, Art Fromm joins us to share his thoughs on what sets exceptional sales leaders apart from sales managers, how to build high-performing, collaborative sales teams, and the importance of aligning around the client’s buying journey rather than just the sales process. We discuss what makes coaching effective, how to leverage technology without losing the human touch, and which leading indicators really predict sales success. Outline of This Episode [00:00] Traits of effective...
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Building High-Performance Teams with Humanity, Humor, and High Expectations, Ep #523
Sales Reinvented
On the show this week, I’m joined by John Klymshyn—multi-instrumentalist, composer, acclaimed author of The Ultimate Sales Manager’s Guide and Open the Valve, and a seasoned leader in enterprise sales. We discuss the nuances of sales leadership versus sales management, exploring how culture, vision, and practical coaching distinguish the most successful teams. John shares his strategies for building high-performance sales teams, the critical traits of effective sales leaders, and why humanity, humor, and high expectations are the pillars of sustainable sales excellence. Outline...
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Essential Tools and Tactics for Successful Key Account Managers, Ep #522
Sales Reinvented
Key account management (KAM) is one of the most impactful strategies for driving sustainable business growth, particularly in professional services and technology sectors. In this episode of the show, I welcome bestselling author and LinkedIn Top Sales Voice, Amy Franko, to discuss best practices and common pitfalls in key account management. We explore how sales professionals can strategically differentiate key accounts, build robust relationships, and design actionable plans that propel long-term organizational success. Outline of This Episode 00:00 Building mutual value with...
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Network Your Way to Sales Success, Ep #521
Sales Reinvented
This week’s conversation focuses on the enduring necessity of a generous, relationship-first approach to sales. We discuss the power of "giving first," which means genuinely contributing to a prospect’s or client’s success before expecting anything in return. Another key factor that emerged was consistency. Mediocre actions done regularly outperform sporadic brilliance. Building a steady, visible presence in your digital community will create more long-term opportunities than hoping for a viral hit. Outline of This Episode 00:00 Networking by giving first 05:55 Social selling...
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Practical Do’s and Don’ts for Lead Generation, Ep #520
Sales Reinvented
This week I’m joined by three inspiring industry experts, Mark Hunter, Sonia Dumas, and Diane Helbig, who unravel the secrets behind effective prospecting and lead generation. We discuss best practices and attitude shifts, and each guest shares their story sharing their experience of the transformative power of the right prospecting process. You’ll be inspired by my guests' essential prospecting and lead generation do’s and don’ts that have shaped successful outreach strategies. As well as tactical advice, we also dig into the mindset changes necessary for long-term...
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How to Win at Prospecting, Ep #519
Sales Reinvented
Sales prospecting and lead generation are the lifeblood of any thriving sales career—but they’re also some of the most misunderstood and mismanaged aspects of the job. Carole Mahoney, Darryl Praill, and Tim Hughes share insights that challenge traditional mindsets and equip listeners to approach prospecting with precision, empathy, and creativity. We explore the necessity of ongoing learning, time-blocking for prospecting, and seeking support from peers. My experts also discuss the risks of overvaluing a single champion in the sales cycle and the power of humanized content to...
info_outlineUnderstanding what sets remarkable sales leaders apart can be the key to consistent, breakthrough results. Industry expert Jamie Crosbie joins me to share her experience on building successful sales teams and harnessing new technology without losing the human touch. We discuss habits that set elite sales leaders apart, and how mindset outshines skill set in driving success. Packed with practical dos and don'ts, and a powerful real-world story of leadership in action, this episode is a must-listen for anyone looking to elevate their sales team’s performance.
Outline of This Episode
- [00:00] Traits of effective sales leaders
- [03:28] Building a strong team culture
- [06:29] Technology should augment, not replace, human connection and leadership
- [08:22] Focusing on leading indicators
- [10:35] Managers micromanage, leaders lead by influence
- [11:39] Addressing salesperson confidence issues
The Habits and Traits of High-Performing Sales Leaders
The best leaders don’t simply track metrics—they get in the grit with their people. They balance accountability with inspiration, getting to know each team member’s underlying motivations and connecting company goals to individual aspirations. While sales skills are important, mindset is what separates average performers from the elite. Leaders who develop both can elevate their teams beyond technical proficiency to genuine confidence and sustained results.
Building High-Performance Culture
High-performing sales teams are created by design, not accident. It starts with intentionally creating an organizational culture and hiring people who align with those core values. After assembling the right team, leaders should establish clear expectations, provide ongoing coaching, celebrate wins, and foster trust through consistent support.
Accountability doesn’t mean micromanagement; it means being there to support team members, telling the truth, coaching with empathy, and understanding each person’s unique motivation. This approach boosts engagement and accelerates overall performance.
Far too often, sales coaching is reduced to reviewing numbers, which can miss the root causes of performance issues. Effective coaching is about consistency—weekly, not just monthly check-ins—and a focus on coaching the person, not just their pipeline. Numbers reflect what happened, and coaching uncovers why. When you change how someone thinks, then you can change how they perform. Behavior follows belief. This mindset-driven approach delivers breakthroughs, not just incremental gains.
Embracing Technology Without Losing Human Connection
With tools such as AI, analytics, and sales enablement platforms rapidly gaining ground, it’s tempting to lean heavily on technology. However, technology should enhance—not replace—the leadership relationship. Productivity, assessment, and decision-making can be amplified with digital tools, but excellence still demands human connection, empathy, and influence. Leaders should prioritize continuous learning and look for ways to combine technology’s efficiency with the irreplaceable value of authentic interactions.
Choosing the Right Metrics: Leading vs. Lagging Indicators
Not all metrics are created equal. While revenue is a crucial metric, it’s a lagging indicator. World-class leaders focus on leading indicators such as pipeline quality, conversion rates, sales cycle velocity, win rates by stage, and customer engagement. These metrics predict future success and allow for course correction before it’s too late. Elite leaders focus on the behaviors that generate results rather than dwelling on post-mortem revenue analysis.
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