The Sell Like A Leader Podcast
Welcome to the essential podcast for revenue leaders who are on a mission to cultivate a high-performing sales team within their organization. Each episode is packed with invaluable insights and strategies designed to help you lead your organization to sales success. What sets the Sell Like A Leader Podcast apart is our commitment to bringing you diverse perspectives from the front lines of sales leadership. Each episode features seasoned sales leaders, innovative strategists, and top performers – who share their real-world experiences and tactics. These are the leaders who are shaping the future of sales, and they're here to offer you direct insights into how they're building successful, winning teams in their organizations. Whether you're a seasoned sales leader, a newly appointed VP, or aspiring to step into a leadership role, the Sell Like A Leader Podcast is your mentor in podcast form. Tune in to transform your approach, inspire your team, and achieve new heights in your sales career. Join us on this journey to redefine sales leadership and empower your team towards unparalleled success.
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Integrating AI Agents with Human SDRs for Pipeline Growth with Frank Sondors - Ep 28
04/16/2025
Integrating AI Agents with Human SDRs for Pipeline Growth with Frank Sondors - Ep 28
David Kreiger chats with Frank Sondors, the co-founder and CEO of Salesforge. He helps B2B companies generate more sales pipeline and reduce costs by blending humans and AI agents. He scaled to $3M ARR in 12 months and is looking to get to $10M ARR next. In this episode, we dive into: AI agents and human SDRs: Sales integration, blending human and AI, market testing with AI, pipeline efficiency, guardrails and safety in AI, SDR role evolution, AI-driven outreach, cross-customer learnings, autonomous and copilot modes, and the future of sales teams. Rapid-fire Q&A Connect with Frank Sondors: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Why AI-Driven GTM Will Define Market Leaders by 2026 with Roee Hartuv - Ep 27
04/02/2025
Why AI-Driven GTM Will Define Market Leaders by 2026 with Roee Hartuv - Ep 27
David Kreiger chats with Roee Hartuv, who heads the Revenue Architecture practice at Winning by Design. He’s a B2B startup executive with more than 20 years of experience working at high-growth SaaS companies. In this episode, we dive into: AI integration in sales: Technology landscape, AI's emerging role, changing buyer-seller dynamics, AI in customer interaction, future sales funnel impacts, human element in sales, competitive edge, and AI-driven GTM. Rapid fire Q&A Connect with Roee Hartuv: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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3 Pillars to Cultivating A High-Performing Sales Team with Jessica Klek - Ep 26
03/19/2025
3 Pillars to Cultivating A High-Performing Sales Team with Jessica Klek - Ep 26
David Kreiger chats with Jessica Klek, the CRO at User Interviews. For +20 years, Jess Klek has worked and led teams in B2B SAAS organizations like LinkedIn, SalesLoft, and 6sense. She has also been a fierce advocate for women in technology often speaking on panels, and was voted the Best Female Executive in tech by Women In Sales America. In this episode, we dive into: Building high-performing sales teams: Hiring the right talent, skills to look for when hiring, tailored training and development programs, measuring the impact of sales training, effective sales incentives, cross-functional collaboration, quarterly realignments, transparent compensation. Rapid fire Q&A Connect with Jessica Klek: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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From Competitors to Collaborators: The “Frienemy” Edge with Valerie Schlitt - Ep 25
03/05/2025
From Competitors to Collaborators: The “Frienemy” Edge with Valerie Schlitt - Ep 25
David Kreiger chats with Valerie Schlitt, the Founder of VSA Prospecting which she launched in 2001. She has recently sold VSA and entered a new life stage, managing the one customer service client she retained. In this episode, we dive into: Collaborating with competitors: Competitors becoming mentors and thought leaders for each other, the concept of "frienemies," shared learning, building relationships, common challenges, mutual help, and overcoming hesitation. Rapid fire Q&A Connect with Valerie Schlitt: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Transitioning Roles From Top Sales Rep to VP of Sales with Mitchell Kasprzyk - Ep 24
02/19/2025
Transitioning Roles From Top Sales Rep to VP of Sales with Mitchell Kasprzyk - Ep 24
David Kreiger chats with Mitchell Kasprzyk, the VP of Sales at Compyl. He has driven growth across SaaS startups and enterprise organizations by shifting from traditional selling to a consultative approach that helps buyers make meaningful progress. In this episode, we dive into: Transitioning to management role: Mentorship and learning from thought leaders, focusing on team development, development of coaching and leadership mindset, reducing micromanagement, understanding your team’s current capabilities, developing a performance framework, creating a transparent motivational environment, implementing data-driven decision-making, and fostering a continuous learning culture. Rapid fire Q&A Connect with Mitchell Kasprzyk: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Fostering Trust and Innovation In Your Sales Team With Maxwell Nee - Ep 23
02/05/2025
Fostering Trust and Innovation In Your Sales Team With Maxwell Nee - Ep 23
David Kreiger chats with Maxwell Nee, the CRO of Scoreapp, a Quiz Marketing Platform with 7,000 paying clients. He's also a multi-award winning entrepreneur, bodybuilder & dancer and has been featured in TV, Radio, Forbes, Singapore’s The Business Times & The Australian Business Review. In this episode, we dive into: Innovation and trust in sale teams: focusing on picking mature impactful ideas for execution, building a successful team by having the right people in the right seats, the importance of two-way trust in team settings, the value of transparent feedback in a team setting and its impact on team dynamics, creating feedback loops for continuous improvement, how to maintain consistent accountability, using customized quizzes and tailored conversations for more effective lead engagement, deeply understanding client pain points with standardized assessments and the importance of prospecting opportunities to help others beyond just making a sale. Rapid Fire Q&A Connect with Maxwell Nee: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Building A Leadership Bench Within Sales Organizations With Rich DeGuzman - Ep 22
01/22/2025
Building A Leadership Bench Within Sales Organizations With Rich DeGuzman - Ep 22
David Kreiger chats with Rich DeGuzman, an experienced revenue-focused GTM executive and VP at Vensure Employer Solutions, where he leads national HCM West strategy. Rich's expertise in GTM strategy, M&A, and B2B partnerships has earned him consistent recognition, including Chairman's Club and Board of Directors distinctions. In this episode, we dive into: Leadership Coaching and Training in Sales: building a robust leadership bench within sales organizations, how to have conversations about career aspirations and leadership roles within your team, coaching reps to think strategically like leaders, avoiding common missteps in promotions, repurposing talent within your team, bridging the gap between theoretical training and real-world sales scenarios, active leadership exercises you can use, encouraging self-evaluation and continuous learning, leveraging internal champions to guide AI adoption, maximizing productivity with quick disqualification of opportunities, and the power of connectivity at in-person events. Rapid Fire Q&A Connect with Rich DeGuzman: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes:
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Driving Sales Success Through Strong Fundamentals With Mike Kavanagh - Ep 21
01/08/2025
Driving Sales Success Through Strong Fundamentals With Mike Kavanagh - Ep 21
David Kreiger chats with Mike Kavanagh, VP of Commercial Sales N. America for OneTrust, a leader in data privacy and consent management. He has been in B2B sales for 16+ years, and transitioned into sales management about 10 years ago. During that time, he led Enterprise sales teams, partner teams, and cross functional teams including marketing, customer success, and operations. In this episode, we dive into: B2B Sales Fundamentals - The challenges for sales leaders and their teams in 2024 and what's going to look like for 2025, how to structure the prospecting function, the concept of propensity data, getting the entire org to collaborate, talking about the product vs. learning about the buyer business' problems, how to instill business acumen in your sales reps so they can better understand the business context, presenting pricing as a story, modeling the sales behaviors you want to see as a leader, questions for team reviews, the metrics you can't miss in your dashboard, time management in sales, skill adjustments to help SDRs, how sales managers should be supporting AEs, hiring BDRs from your SDRs, the dark side of tools being used these days by SDRs, the best uses for AI and making the case for call recording. Rapid Fire Q&A Connect with Mike Kavanagh: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Evolving Sales Strategies w/ Conversation Intelligence & Revenue Intelligence w/ Danny Wasserman - Ep 20
12/18/2024
Evolving Sales Strategies w/ Conversation Intelligence & Revenue Intelligence w/ Danny Wasserman - Ep 20
David Kreiger chats with Danny Wasserman, a former restaurateur turned Enterprise SaaS seller and currently a leader at Databricks. He has researched, architected, and delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Whether in front of the room facilitating, in the studio hosting a podcast, or in the back office ghostwriting communications for executives, Danny remains equally committed to always playing for the team and never losing sight of humility. In this episode, we dive into: Conversation Intelligence (CI) and Revenue Intelligence (RI): the origin story of business intelligence, Gong and CI, the market pivot that made CI a necessity, the different adoption phases, how to assess basic adoption vs. applying a higher level of analysis, evaluating sales behaviors objectively, forecasting with a lot more science than humans could, transforming pipeline reviews meetings, making coaching good for the seller and the manager, lifting win rates, internal and external obstacles to using CI tools, aligning the implementation of CI and RI tools with your organization’s cultural values to facilitate acceptance and utilization, and effective dashboard design. Rapid Fire Q&A Connect with Danny Wasserman: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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How Listening Tours Can Transform Sales Leadership with Erin Dues - Ep 19
11/13/2024
How Listening Tours Can Transform Sales Leadership with Erin Dues - Ep 19
David Kreiger chats with Erin Dues, a seasoned sales leader with 13+ years of experience in technology and SaaS, incl. 9 years specializing in HR tech. As VP of Sales for Assessment and Succession within Korn Ferry’s Digital business unit, Erin is focused on expanding Korn Ferry’s talent technology solutions to a broader market. She has built high-performing sales teams at WorkTango, Asana, LinkedIn, and HubSpot. In this episode, we dive into: The Listening Tour Strategy: The importance of doing a listening tour when joining a new organization, how to implement a listening tour step by step, why you should follow it with a vision mission session, running in-person and virtual interactive planning sessions, gaining buy-in before implementing change, how to create ongoing feedback loops within a sales team to maintain alignment and motivation, and radical candor as a leadership principle. Rapid Fire Q&A Connect with Erin Dues: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Scaling GTM At Gong with Bob Spina - Ep 18
10/30/2024
Scaling GTM At Gong with Bob Spina - Ep 18
David Kreiger chats with Bob Spina, who is developing a Sales Advisory practice and has just departed from ON24, where he led Enterprise Sales. Previously, Bob led the Strategic sales team to record growth at Gong. He has a proven track record of unlocking seller performance and building high-performing teams across various organizations, from startups to mid-sized firms, and even a half-billion-dollar business at Cisco. In this episode, we dive into: Strategies for high-performing enterprise sales teams: behind the scenes of Gong's growth, the need for a different playbook when transitioning from SMB to enterprise sales, tackling enterprise-level challenges, the right time to hire frontline managers when building enterprise sales teams, coaching your team on account planning, the "Groundswell Outbound Approach", why extended enablement programs are key, the role of customer success when going upmarket and building trust between sales leaders and their teams. Rapid Fire Q&A Connect with Bob Spina: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Crafting Cold Email Playbooks That Drive Success with Michael Maximoff - Ep 17
10/16/2024
Crafting Cold Email Playbooks That Drive Success with Michael Maximoff - Ep 17
David Kreiger chats with Michael Maximoff, the owner of Belkins, a top-ranked B2B Lead Generation Agency. Michael specializes in creating budget-smart strategies that deliver impactful growth solutions for clients and is also the driving force behind the newsletter "From Zero to Agency Hero" and the voice of the popular Growth Podcast. In this episode, we dive into: Cold Email Playbooks for Sales Teams: the most important thing in the outreach approach (is not personalization!), how to start building a cold outreach playbook for your team, defining a strategy to engage and nurture your leads, how to generate appointments with higher buying intent, deciding when to do cold calling and when to do cold emailing, omnichannel vs. multichannel outreach approach, the hidden cost of AI in SDR teams and how your team can improve email deliverability. Rapid Fire Q&A Connect with Michael Maximoff: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Driving Growth from Entry to Expansion in New Territory with Terence Lee - Ep 16
09/25/2024
Driving Growth from Entry to Expansion in New Territory with Terence Lee - Ep 16
In this episode, David Kreiger chats with Terence Lee, Protecht's VP of Risk for North America. His deep understanding of the market has been key to rapidly facilitating Protecht’s growth across NA. Before Protecht, he held sales leadership roles at companies like Origami Risk and SAI Global, where he helped build successful sales departments. In this episode, we dive into: Market entry to expansion: Initial steps in market entry, tackling challenges, balancing short-term and long-term strategies, lead generation tactics, the importance of parallel outreach efforts, outsourcing vs. internal team management, conversation value, complementary strategies, critical sales skills, and building trust and credibility. Rapid Fire Q&A Connect with Terence Lee: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Ensuring Long-Term Team Success in a New Company With Brian Signorelli - Ep 15
09/18/2024
Ensuring Long-Term Team Success in a New Company With Brian Signorelli - Ep 15
In this episode, David Kreiger talks with Brian Signorelli, the advisor at Tome. Brian began his tech sales career at HubSpot in 2012 as one of the first 50 AEs. Over nine years, he helped grow the company from $30M to $1B in revenue and later held senior sales leadership roles at Vendr and Lattice before joining Tome. In this episode, we dive into: Stepping into a new team: Understanding the company context, evaluating key differences in early-stage vs. later-stage company needs, skill adaptation by stage, aligning vectors for scalable growth, adjusting managerial skills over time, putting the right team in place, and navigating the intersection of AI and sales Rapid Fire Q&A Connect with Brian Signorelli: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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The Metrics That Matter For Scaling Enterprise Sales with David Rubinstein - Ep 14
08/14/2024
The Metrics That Matter For Scaling Enterprise Sales with David Rubinstein - Ep 14
David Kreiger chats with David Rubinstein, a seasoned sales leader with 15+ years of experience. He started building sales teams at Gen Video before scaling operations at Salesforce for 6 years. He grew the team from 5 to 50 while boosting revenue from $75M to $250M at Outreach and oversaw a team of 50+ driving sales, solutions, operations, and enablement at Kustomer. Now, he is the SVP of Sales at Spark. In this episode, we dive into: Measuring Enterprise Sales Performance: Managing different levels of performance, understanding the plan and filling gaps, weekly activity sharing for reflection and self-assessment, and monitoring through the right metrics. Scaling Enterprise Sales Teams: Focusing on relationship mapping and structuring territory, standardizing decisions to streamline the process, identifying parallels with competitors, and maintaining a good culture. Rapid Fire Q&A Connect with David Rubinstein: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Enter New Markets on the Right Foot with Craig Herman’s Ecosystem Strategy - Ep 13
07/24/2024
Enter New Markets on the Right Foot with Craig Herman’s Ecosystem Strategy - Ep 13
David Kreiger chats with Craig Herman, CRO at Aware where he is responsible for all GTM functions - Sales, CS, Marketing & Partnerships. Craig has more than 20 years of success in driving revenue in several areas, including enterprise software, SaaS, and partner sales, to name a few. In this episode, we dive into: Ecosystem Strategy: Three key pillars for entering new markets, the importance of technology partnerships in ecosystems, the role of resellers, using AI and technology to find industry-specific communities, and the power of networking and building contacts. Effective Sales Tactics for New Markets: Structuring partnerships and consultant agreements, the role of BDRs in building networks and tapping into communities, leveraging internal and partner networks for warm introductions, and adding value and mutual benefit in sales outreach. Rapid Fire Q&A Connect with Craig Herman: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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How Focusing On User Adoption Expedites The Sales Process with Andy Hershey - Ep 12
07/10/2024
How Focusing On User Adoption Expedites The Sales Process with Andy Hershey - Ep 12
David Kreiger chats with Andy Hershey, CRO at Sovos where he leverages his expertise to drive growth as a leader in global tax compliance solutions. Andy has over 23 years of experience in sales and leadership roles across three companies, including Splunk and NS1. At Splunk, he spearheaded the transition from on-premises to SaaS, scaling a $2 million SaaS business to over $1 billion as Global VP. In this episode, we dive into: Adoption in the sales cycle: Selling with an adoption mindset, bringing customer success expertise, the new metric of success for salespeople, non-transactional sales processes, preventing wrong expectations, and reducing customer churn. Rapid Fire Q&A Connect with Andy Hershey: Check open sales roles at Sovos: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Scaling Global Remote-First Teams with Stevie Case - Ep 11
06/19/2024
Scaling Global Remote-First Teams with Stevie Case - Ep 11
David Kreiger chats with Stevie "KillCreek" Case, who started her 20+ year tech career accidentally as the world's first female pro gamer; she has led sales teams and revenue organizations at 0 to 1 startups and big brands, including Visa and Twilio. Currently, she is the CRO of Vanta, an extremely fast-growing company helping SaaS automate their compliance, where she leads all go-to-market efforts. Stevie is also a Founding Partner in a new $5M fund called 20SALES with seven other female GTM leaders from leading SaaS standouts. In this episode, we dive into: Scaling global remote sales teams: the challenge of maintaining a consistent experience for both customers and employees across a large international remote-first team, diversifying the team to reflect a growing diverse customer base and create a balanced and inclusive organizational culture, how to foster idea generation and feedback at all levels, gathering and acting on "wacky ideas," building strong interpersonal bonds within a remote-first team, implementing regular QBR meetings for team alignment and performance monitoring, and why training and development should be priorities for rapidly growing organizations. Rapid Fire Q&A Connect with Stevie Case: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Building a Strong Culture In Remote Sales Teams With Ethan Satterfield - Ep 10
06/05/2024
Building a Strong Culture In Remote Sales Teams With Ethan Satterfield - Ep 10
David Kreiger chats with Ethan Satterfield, who has been in sales for ten years. Ethan has been in SDR Leadership for over four years at companies like SalesLoft, 6Sense, and now DataGrail. He is a people leader who looks to make a positive impact on people's lives both as a human and a professional. In this episode, we dive into: Building Culture in Remote Sales Teams: how a leader's authenticity impacts the team culture, real examples of how a positive culture directly impacts sales victories, how to foster an environment where team members feel comfortable sharing and learning, strategies to ensure new team members integrate into the existing culture swiftly, the benefits of pairing up reps and doing consistent check-ins, how to create an inclusive workplace, examples of team exercises to build confidence and camaraderie, boosting morale and motivation through events like BDR Appreciation Week and leveraging one of the most underutilized resources at a company. Rapid Fire Q&A Connect with Ethan Satterfield: Connect with David Kreiger: Subscribe to the podcast and follow the Podcast LinkedIn page:
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Three Frameworks For Stronger Sales Strategy With Ralph Barsi - Ep 9
05/22/2024
Three Frameworks For Stronger Sales Strategy With Ralph Barsi - Ep 9
David Kreiger chats with Ralph Barsi, VP of Sales at Kahua, a leading construction management platform. Prior, Ralph held executive roles at Tray.io and then ServiceNow, where he built and led a team of 230 people across the globe during the company’s growth from $1 billion to over $4 billion in revenue. He is also an advisor at Scale Venture Partners. In this episode, we dive into: Developing Strategy: the real purpose behind a framework and a strategy, strategy vs. tactics, using answer-first thinking, SMART goals and initiatives, the importance of chronicling your work, and why you should track your own metrics in addition to the corporate dashboards. Framework #1: The Strategy Slide Framework #2: Plan On A Page Framework #3: The 6-Pager Rapid Fire Q&A Episode Resource: Get Ralph’s Sample Strategy Slides for AEs and SDR leaders: Connect with Ralph Barsi: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Mastering Sales Experimentation with Andy Paul (Part II) - Ep 8
05/15/2024
Mastering Sales Experimentation with Andy Paul (Part II) - Ep 8
In this episode (Part II of II), David Kreiger continues chatting with Andy Paul, a renowned sales expert, author of three best-selling books (including Sell Without Selling Out), and the host of The Win Rate Podcast, and they dive into: Mastering Experimentation in Sales: why a sales process can be stifling, the importance of tolerance for ambiguity, and how managers should encourage their sellers' individuality within a sales framework; how to structure your experiments to draw valuable conclusions, know if an experiment was successful, and the danger of small sample sizes; why sellers should embrace financial conversations with prospects, and the need for genuine interest and assistance beyond the sales paradigm. Experiment #3: it's all about business acumen! Rapid Fire Q&A Note: Part I of this interview was released as Episode #7. Connect with Andy Paul: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
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Andy Paul’s Three Experiments For Sales Leaders (Part I) - Ep 7
05/08/2024
Andy Paul’s Three Experiments For Sales Leaders (Part I) - Ep 7
In this episode (Part I of II), David Kreiger chats with Andy Paul, a renowned sales expert known for his innovative B2B selling strategies. With a career spanning decades, Andy is a trusted advisor to CEOs, entrepreneurs, and sales leaders around the world. He is also the host of The Win Rate Podcast and the author of three best-selling books, including Sell Without Selling Out. In this episode, we dive into: Experimenting in Sales: how over-reliance on technology and rigid sales processes can reduce effectiveness, the systemic issue with sales that doesn't create a culture of experimentation, how sales leaders can cultivate a culture of creativity and experimentation within their teams, narrowing down your ICP through experimentation, and the two questions managers should be able to get answers from their sellers regarding every single opportunity in their pipeline. Experiment #1: the old-school way is new again and the thing you should invest in if you have a six-figure ACV. Experiment #2: the one where you can not pitch a product. Note: Part II of this interview will be released soon as Episode #8. Connect with Andy Paul: Connect with David Kreiger: Subscribe to the podcast and follow us on the LinkedIn page so you don’t miss any episodes!
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Integrating Co-Selling into Your Sales Motion with Autum Grimm - Ep 6
04/17/2024
Integrating Co-Selling into Your Sales Motion with Autum Grimm - Ep 6
In this episode, David Kreiger chats with Autum Grimm, the CRO and co-founder of PartnerTap, where she empowers channel and sales leaders to maximize revenue alongside their partners. Autum is an active member of the Latinx tech community, passionately supporting diverse founders and advocating for gender and racial equity at all levels. In her personal time, she extends her impact by championing organizations dedicated to serving youth in Clark County. In this episode, we dive into: Embracing Co-Selling: partner leveraging benefits, shifting away from the "Lone Ranger" mindset, the role of data and what types of data sales leaders should prioritize for successful co-selling, and how co-selling benefits not just lead generation but also strengthens existing client partnerships. Co-Selling Teams: the need for robust training and change management, how to foster a sales culture that thrives on collaboration and inclusivity, designing compensation structures to incentivize both sales professionals and partners, establishing the appropriate protocol for your co-sell program, pitfalls of not having a clear execution strategy, and measuring co-selling outcomes using KPIs. Rapid Fire Q&A Connect with Autum Grimm: Connect with David Kreiger: Subscribe to the podcast and follow the Podcast LinkedIn page so you don’t miss any episodes!
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The Future of Sales Training with Victoria McGlone - Ep 5
04/03/2024
The Future of Sales Training with Victoria McGlone - Ep 5
David Kreiger chats with Victoria McGlone, founder & CEO of Three Cliffs - Home of The AE Playbook ™. With 20 years in tech sales, she is passionate about helping salespeople make more money and learn skills they don't get taught at business school or in traditional sales training courses. She's also a breast cancer survivor who made it her mission to help other families with young children navigate their cancer journeys. In this episode, we dive into subjects like: - Evolved Sales Skills: how salespeople now need a deep understanding of their buyers' problems and how digital literacy can help, how emotional intelligence (EQ) now outperforms traditional schmoozing, cultivating social intelligence (SQ) in sales, and the higher standards for success in today's sales landscape. - Data and AI in Sales Training and Decision-Making: how sales leaders can overcome reservations in adopting AI, the relevance of a single source of truth for data, best practices for ensuring the data fed into AI systems is accurate and useful, the impact of data-informed AI on the development of sales training programs, and how AI can enhance listening capabilities and provide actionable feedback. Connect with Victoria McGlone: Victoria’s children book: Connect with David Kreiger: Subscribe to the podcast and follow our Podcast page so you don’t miss any episodes!
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Implementing Rules of Engagement with Joe Venuti - Ep 4
03/20/2024
Implementing Rules of Engagement with Joe Venuti - Ep 4
In episode #4, David Kreiger chats with Joe Venuti, the VP of Sales at Global Market Innovators. This is the 4th company he's held a VP title at. Joe has a strong background building and scaling high performing sales and sales dev team at companies like Cube Software, UpKeep, and Sendoso. In this episode, we discuss: - Rock-Solid Processes for Sales Leaders - why sales leaders under pressure to achieve more with limited resources need a structured and organized approach to sales. - Rules of Engagement in Sales - the concept of ROEs, their role in aligning sales teams, avoiding internal conflict, and improving prospect and customer experience, and the consequences of not having clear ROEs. - Pitfalls and Best Practices for Implementation: steps to identify the most pressing issues to solve for, how to secure buy-in across the entire executive team, and how to deal with resistance from top sellers. - Post-Implementation Challenges: managing adherence, handling exceptions and deviations, and the importance of continued focus on processes and efficiency. - Rapid Fire Q&A Connect with Joe Venuti: https://www.linkedin.com/in/joe-venuti-04b34b49/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
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Sales Mentorship and Empowerment with Thomas Parbs - Ep 3
02/28/2024
Sales Mentorship and Empowerment with Thomas Parbs - Ep 3
In episode #3, David Kreiger chats with Thomas Parbs, VP of Sales at HAAS Alert. Thomas has an impressive 21+ year career in Sales and Sales Leadership, is a three-time AA-ISP Top 25 Most Influential Sales Leader award recipient, and the current President of the Chicago Chapter of Emblaze (formerly AA-ISP). He is also a US Marine Veteran and holds over 30 certifications. In this episode with Tom Parbs we discuss: - Mentorship In Sales: why empowering others, including advocating for women in sales with organizations like #GirlsClub, is at the core of Tom's leadership philosophy. - The Difference Between Managing and Mentoring: why it's crucial for sales leaders to understand this distinction, how mentorship is critical in sales, and the reciprocal benefits of mentorship for mentors and mentees. - Remote Work and Mentorship Opportunities: how a flexible-work model can impact the dynamics of mentorship and leadership within an organization, and how tech tools can help. - Cultivating a Culture Of Mentorship and Learning: how to to nurture a learning mindset within your sales teams, how to instill resilience in mentees, and the benefits of structured mentorship programs. - Rapid Fire Q&A Connect with Thomas Parbs: https://www.linkedin.com/in/thomas-parbs/ https://www.haasalert.com/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes! https://www.linkedin.com/showcase/sell-like-a-leader-podcast/
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Selling As a Team Sport With Mark Hunter - Ep 2
02/14/2024
Selling As a Team Sport With Mark Hunter - Ep 2
In episode #2, David Kreiger chats with Mark Hunter, CSP, “The Sales Hunter,” a recognized top influential sales and marketing leader who is also the author of A Mind for Sales, High-Profit Prospecting, and High-Profit Selling. Mark helps companies identify better prospects, close more sales, and profitably build long-term customer relationships. In this episode with Mark Hunter we discuss: - Sales as a Collaborative Effort: the concept of viewing sales as a team activity involving both colleagues and customers and how Mark's experience shaped his views on team-based sales strategies. - Support Systems for Sales Leaders: the importance of support systems like mastermind groups and how tools like LinkedIn can enhance networking and support for sales leaders. - Carpool Selling, Multithreading, and Relationship-Building: strategies for sales teams to create value through internal and external relationships, and why building multiple relationships with large accounts is critical. - Mindset Over Product Knowledge in Sales Training: focusing on mindset training over product knowledge for sales excellence and actionable activities that sales leaders can implement with their teams. - Challenges in Transitioning to Sales Leadership: potential pitfalls when top salespeople move into leadership positions, the qualities necessary for effective sales leadership, and how to do a self-assessment. - Sales Planning for Long-Term Opportunities: the strategic decisions that sales leaders need to make and the importance of creating incremental relationships for your people to build on over the quarter and the year. - Rapid Fire Q&A Connect with Mark Hunter: https://www.linkedin.com/in/markhunter https://thesaleshunter.com/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes! https://www.linkedin.com/showcase/sell-like-a-leader-podcast/
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Best Sales and Leadership Strategies for 2024 - Ep 1
01/29/2024
Best Sales and Leadership Strategies for 2024 - Ep 1
In this first episode host David Kreiger, with 20+ years in sales, dives into key sales and leadership strategies for 2024. He reflects on evolving sales trends, especially with AI, and stresses the importance of personal growth, resilience, and consistency. This episode provides practical advice for both new and experienced sales professionals to excel in today's sales environment: 1. How can technology help you sell better without losing the human touch? David reveals how he uses AI at SalesRoads to understand his clients better but not to do the selling for him. Find out why he thinks AI is a great tool but not a substitute for human salespeople. 2. What does it take to have a positive mindset in sales? David shares his secret weapon and how a simple habit helps him cope with the challenges and stay resilient in sales. Learn how to use this technique to overcome the highs and lows in sales. 3. Why is consistency the key to success in sales? David talks about the importance of having a daily routine and sticking to it. He also discusses how managers can support their sales teams with regular coaching and feedback. Discover how to improve your performance and achieve your goals with consistent practices. 4. How can you grow and learn as a salesperson? David shares his favorite resources for gaining new knowledge and insights on sales strategies. He also emphasizes the importance of self-investment and personal development. Follow David Krieger on LinkedIn for top-notch sales tips and insights and subscribe to the podcast to learn from other sales leaders. See you in the next episode with our first guest!
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