The Sales Leaders Operating System™
The Sales Leaders Operating System™ podcast addresses the challenges faced by sales leaders at all levels. With three decades of experience selling, coaching, and leading, Matt McDarby offers practical strategies to improve sales leadership effectiveness. Each episode focuses on key aspects of the role, from time management and coaching to team development and leading and motivating. Whether you're new to sales leadership or looking to advance your career, this podcast provides actionable insights to enhance your skills, drive better results, and maximize your organization's investments. Join us to learn, grow, and become a more effective sales leader.
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Integrating Trust, Systems, and Alignment— Key Themes for Effective Sales Leadership
06/04/2025
Integrating Trust, Systems, and Alignment— Key Themes for Effective Sales Leadership
In this special 65th episode, host Matt McDarby recaps the most impactful lessons that have emerged in recent months, reflecting on key recurring themes with a fresh focus: how trust, effective sales systems, and strategic alignment form three core pillars of effective sales leadership and high-performing sales teams. Drawing on insights from conversations with industry expert guests—namely Charles Green, Matt Buchalski, Bruce Wedderburn, Chris Jennings, Jillian Irizarry, John Golden, Corey Schwitz and Dave Levy—Matt outlines how to intentionally build a trust-driven culture, implement clear and adaptable sales systems, and create organization-wide alignment, especially amidst change. As the show heads into a brief summer break, Matt offers clear takeaways and useful questions to help sales leaders level up their approach. It’s a fitting pause and a roadmap for anyone looking to sharpen their leadership edge. Show highlights: Overview of the trio of central themes from recent episodes. [00:46] Connecting insights on trust-building from the “trust equation” to embracing tension. [02:00] How to implement effective sales systems with clarity at the helm and the “Four Ps.” [04:54] What is strategic alignment, and what are its drivers? [08:26] The critical role of leadership in integrating trust, systems and alignment. [12:34] Where can you strengthen trust, systems or alignment in your organization? [15:01] Next season’s focus and invitation for listener feedback. [16:31] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Bruce Wedderburn on Embracing Tension in Sales Leadership
05/21/2025
Bruce Wedderburn on Embracing Tension in Sales Leadership
In today’s episode, host Matt McDarby welcomes Bruce Wedderburn, an incredibly talented sales executive and leader whose career spans roles at Dale Carnegie, Huthwaite, Miller Heiman, Integrity Solutions, and now MindGym, where he serves as SVP of Sales. The conversation is about what it really takes to lead high-performing sales teams in today’s rapidly changing environment. From navigating the daily tensions between accountability and autonomy to the crucial importance of coaching—not just on metrics, but on true value creation—Bruce shares practical advice, real-world stories and hard-earned lessons. Whether you’re stepping into your first sales management role or are a veteran looking to sharpen your edge, you will gain actionable insights on embracing the tough realities of leadership, building trust within your team, and helping your people and your customers win. Tune in for a thought-provoking discussion that will challenge you to think differently about how you lead, motivate, and realize the potential of your sales organization. Show highlights: Explore the concept of embracing the “kaleidoscope” of natural tensions in sales leadership. [04:14] Why sales leaders must spend 50% of their time with direct reports. [08:20] Ask this core question regularly to instill a customer-focused mindset. [14:00] Discover the real value differentiator in the sales experience. [15:00] Insights from Neil Rackham and McKinsey on the true drivers of value selling. [17:02] The critical importance of sales coaching and barriers to it. [21:02] How to make the mindset leap from sales rep to first-time manager. [29:15] Learn about the three conversations of sales leadership. [34:43] What to do about negative self-talk as a sales leader. [36:49] Lessons from Bruce Wedderburn’s mentors and influences. [38:58] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Jillian Irizarry Discusses Sales Management in an AI World
05/07/2025
Jillian Irizarry Discusses Sales Management in an AI World
In this episode, host Matt McDarby welcomes Jillian Irizarry, head of specialist sales at Pegasystems. Jillian brings nearly 20 years of experience in software sales and leadership, sharing practical strategies that sales leaders can put to work immediately. Jillian explains how the “4 Ps” framework— Purpose, Picture, Plan, and People—helps teams achieve clarity and results in times of change. You will learn how to adapt your leadership style to fit individual team members, embrace new technologies, and create a culture where teams feel empowered to innovate. Jillian also offers insights on breaking the good habits that may be limiting growth. This episode is a must for sales leaders focused on driving real impact and developing high-performing teams. Show highlights: Listen to Jillian Irizarry’s reflections on the 4 Ps of change management. [03:46] How to drive team adoption of leadership frameworks. [05:51] How Pega implements new tools using experiential learning. [08:59] Tips to encourage innovation to empower the growth of team members. [11:09] The power of breaking good habits for reimagined systems and new realities. [13:33] What are your personal drivers that can make you a better leader? [19:48] Jillian Irizarry’s key mentorship lessons – success leaves clues. [23:34] Bonus tip on what to do when you forget someone’s name. [26:47] Wisdom to rearchitect your purpose in an AI sales world. [29:03] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Navigating Sales Systems with Chris Jennings
04/23/2025
Navigating Sales Systems with Chris Jennings
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. Tune in to hear how influential figures and personal mentors have shaped his approach, offering inspiration for leaders eager to refine their strategies and support their teams effectively. Show highlights: The importance and key elements of a sales system. [02:25] Harness the power of “Go Live” dialogue for interactions with clients and prospects. [05:58] How a lack of trust hinders coordination for sales system execution. [10:56] Top five activities and other tips to ensure clarity of priorities to maximize productivity. [15:17] Do sales leaders who find joy in others’ success perform better? [20:24] Discover lessons in Chris Jennings’ philosophy on mentors. [24:45] Why being a perpetual student of the sales game will enhance your system. [29:06] How to reestablish your personal sales story to capitalize on the multiplier effect. [29:35] Is your company culture a truthful and open one? [32:55] Where the listeners of this podcast can get a special deal on Chris Jennings’ books. [35:59] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Nurturing A Trust-Driven Sales Culture with Charles Green
04/09/2025
Nurturing A Trust-Driven Sales Culture with Charles Green
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 within your team and with clients, essential for achieving long-term success. Tune in for an insightful discussion that explores the essence of trust in selling and leadership. Show highlights: What is the complete definition of trust? [02:24] Discover variables to measure trustworthiness using the Trust Equation. [04:06] Should emotional trust factors matter less in business? [05:39] Explore the two key methods to systematize trust in sales. [11:24] Trust factors crucial that lead to customer faith. [14:45] Is it possible to build trust rapidly? [18:09] Dos and don’ts for fostering interpersonal skills in sales teams. [22:35] How sales leaders can trust with EQ, and a helpful self-assessment tool. [26:02] The power of a leader’s honest “I don’t know.” [29:08] Unlock the “long-term selfish” concept for an effective sales mindset. [32:31] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Building Cohesion In Revenue Teams with A. Lee Judge
03/26/2025
Building Cohesion In Revenue Teams with A. Lee Judge
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 tailored for sales leaders looking to improve alignment within the revenue team and achieve critical revenue goals. Whether you're new to leading a team or a seasoned professional, this conversation will offer valuable tips to enhance your leadership approach. Show highlights: Discover the CASH framework to bridge sales–marketing misalignment. [04:09] How sales must change with information-empowered buyer behavior. [07:19] Have you tried leveraging unstructured data in sales with AI? [13:04] When to ditch marketing speak and call a screwdriver a screwdriver. [15:10] Why marketing should be in all sales meetings. [17:00] Vanity metrics vs. marketing equations that matter to sales. [19:10] Tips to turn customer objections into valuable content. [21:36] Leadership transformations needed for a unitive sales–marketing revenue organization. [23:48] Does your company culture foster information honesty? [28:58] How to revamp sales engagement with Salesforce. [32:54] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Building a Recruitment Culture with Ben Gotkin to Optimize Sales Team Performance
03/12/2025
Building a Recruitment Culture with Ben Gotkin to Optimize Sales Team Performance
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 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] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Cultivating Trust and Motivation in Sales with Matt Buchalski
02/26/2025
Cultivating Trust and Motivation in Sales with Matt Buchalski
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 lack of trust, and he'll share the journey that led him to craft his distinctive approach. Tune in to uncover the systems thinking behind Matt’s successful sales leadership career. Show highlights: How to establish your operating rhythm as a leader. [02:25] The crucial importance of coaching skills for managers. [07:51] The art of developing self-reflective, critical thinking in teams. [10:43] How effective leadership creates meaningful change in others’ lives. [14:04] Why ego-driven leadership is the No. 1 enemy of trust. [17:32] Explore the antithesis of leadership in a sales environment. [19:24] Tips to train bad behavior out of egotistical team members. [22:51] The power of therapy and third-party leadership perspectives. [28:52] How do you implement and adapt a system in a new role? [30:18] Do you accept your own humanity as a leader? [32:53] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Insights On Revenue Leadership with Corey Schwitz and David Levy
02/12/2025
Insights On Revenue Leadership with Corey Schwitz and David Levy
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 that serve sales and revenue leaders, their stories offer practical solutions to challenges and strategies that are not to be missed. Tune in to this episode for actionable insights perfect for both new and seasoned sales leaders. Show highlights: The crucial importance of a strong foundation in CRM implementation. [04:48] Ben Horowitz’s wisdom on hiring for immediate needs. [07:27] Learn the tactical SWAT team approach to processes. [10:14] Why overcommunication boosts alignment and outcomes. [13:17] The power of leadership strength in employee agency. [17:00] Discover the chief repetition officer concept. [21:58] How to hire better, including for jobs outside your expertise. [26:54] Have you refined your hiring process to counter evolving complexities? [32:30] Central lessons from two hard working dads. [35:23] When should a sales manager guide vs. allow autonomy? [43:01] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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How Focus and Alignment Saved An Iconic Brand In Sales with John Golden
01/29/2025
How Focus and Alignment Saved An Iconic Brand In Sales with John Golden
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 strategies to enhance team performance and drive consistent results. Don't miss the opportunity to learn from John's wealth of experience. Show highlights: Discover the cornerstone of sales strategy and organizational alignment. [03:01] Is your business over-consultative at the cost of basic standardization? [10:31] Reality vs. perception of practices that deter customers. [12:01] Lessons for redesigning a buyer-centric approach. [17:37] Harness the concept of “strategy on a page” for organizational alignment. [21:32] How to manage disagreements in collaborative strategy development. [25:21] A detailed look at leadership challenges for future managers. [30:00] Advice to aim higher in your sales management career. [40:20] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Driving Revenue Through Partnerships with Greg Plum
01/15/2025
Driving Revenue Through Partnerships with Greg Plum
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 insight on effectively managing partnerships through a methodical approach. This episode is a must-listen for those looking to strengthen their partnership strategies and achieve long-term growth. Show highlights: Discover key strategies for developing a successful partner program. [00:03:47] Why faulty identification of ICPs occurs in organizations. [00:10:11] Should channel partners contribute to determining your ICP? [00:11:54] How MSPs help align complementary solutions for resilient partnerships. [00:13:35] Understand partner sales vs. direct sales before building a channel team. [00:18:20] Learn best practices for revenue-sharing with partners. [00:20:35] The power of strategic vs. tactical thinking in partner sales. [00:23:25] The art of effectively leading partnerships with processes. [00:25:05] Why sales leaders should think like VCs in partner selling. [00:32:13] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Encore: How to Assemble a Playbook That's Simple and Clear with Shaun Priest
01/01/2025
Encore: How to Assemble a Playbook That's Simple and Clear with Shaun Priest
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 essential elements in Shaun’s playbook. [00:03:11] Why you should fight for clarity over complexity. [00:09:34] How to turn natural friction between departments into a positive force. [00:13:33] Tips to create the winning blend of art and science as you lead. [00:16:39] Discover the critical virtue driving leadership success. [00:20:13] The power of engaging your board and stakeholders. [00:28:52] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Embracing Accountability in Sales with Gui Costin
12/18/2024
Embracing Accountability in Sales with Gui Costin
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 Gui’s practical advice on managing team expectations and fostering a respectful workplace. Tune in for actionable tips that can elevate your leadership approach and drive your team’s success. Show highlights: Discover Gui Costin’s two essentials for sales leadership. [00:02:01] How to foster productivity through thoughtful communication. [00:05:18] Gain an in-depth understanding of developing detailed processes. [00:08:06] Whose responsibility is it to set up sales processes? [00:15:28] The key to reducing turnover and retaining top talent. [00:16:58] Explore the role of vulnerability in effective leadership. [00:21:23] The importance of daily check-ins over monthly meetings. [00:24:40] What does establishing leadership with kindness look like? [00:28:45] Learn how to lead past a “Bobby Knight” moment. [00:35:40] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Jennifer Cart on Managing Change in Sales
12/04/2024
Jennifer Cart on Managing Change in Sales
In this episode, Matt McDarby welcomes Jennifer Cart, an accomplished leader with experience from sales management to the executive suite who brings a unique lens to understanding and optimizing sales organizations. Jennifer discusses the importance of understanding and engaging your team, particularly during times of change. She highlights the benefits of selecting the right team, maintaining a regular review process, and simplifying communication to keep everyone focused. Jennifer also offers practical advice on managing difficult conversations and creating a positive work culture. Sales leaders will find valuable, actionable insights to improve team leadership and effectiveness in this episode. Tune in to gain expert perspectives that can enhance your approach to sales leadership. Show highlights: The key factors behind Jennifer Cart’s leadership success. [00:02:09] The power of simplification to make complex goals achievable. [00:05:16] How to apply “fail fast” iteration in safe, small-scale steps. [00:08:31] Tips to unlock employee potential with people-focused leadership. [00:12:24] Are you creating stability and predictability for your team? [00:19:03] Discover how to assemble a winning sales team. [00:28:13] Why passion for work matters. [00:32:29] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Rich Bishop on Execution and Accountability in RevOps
11/20/2024
Rich Bishop on Execution and Accountability in RevOps
In this episode, host Matthew McDarby is joined by Rich Bishop, CEO and managing partner at Midgame Consulting, to discuss common challenges in fast-growing companies. They address issues with standardizing processes across multiple locations and the crucial role of frontline managers in driving successful change. Rich emphasizes balancing data-driven approaches with the human element in revenue operations, sharing practical insights from his broad experience in finance and sales operations. The conversation also covers aligning sales and marketing teams to ensure a smooth customer journey, and the importance of stakeholder buy-in and accountability. Tune in for a thought-provoking session filled with practical insights and strategies to help sales leaders at all levels thrive in the ever-evolving landscape of revenue operations. Show highlights: Discover the pitfalls of incomplete and disjointed sales systems. [00:02:43] Do big acquisition-based companies suffer from siloed goals? [00:07:03] Explore the human side of leading a RevOps team. [00:10:28] How strategy execution differs from strategy formulation. [00:15:46] How to create an accountability–discipline virtuous cycle in new initiatives. [00:19:52] The power of passion-driven frontline sales leadership. [00:25:30] Unlock a quick list of Rich Bishop’s unique insights. [00:31:16] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Building Effective Sales Teams with John Santos
11/06/2024
Building Effective Sales Teams with John Santos
Today, host Matt McDarby welcomes John Santos, an esteemed sales leader with an impressive background, ranging from his service in the Air Force to influential leadership roles at E. & J. Gallo and now at Candela Medical. John discusses the importance of conducting thorough annual sales reviews to identify areas for improvement and set goals for the future. He highlights the key elements of a successful sales system, including structure, cadence, and meaningful interactions between leaders and sales reps. The conversation covers the challenges of maintaining momentum in sales, the value of balancing prospecting with closing deals, and practical strategies for effective leadership. This episode offers sales leaders actionable advice on enhancing their leadership approach and maintaining a steady pipeline for continued success. Show highlights: Three strategic partnerships sales leaders must develop for ultimate impact. [00:03:09] Discover the value of conducting annual sales reviews. [00:07:59] How to lead weekly meetings your reps look forward to. [00:09:47] The unlimited power of passion for sales as a lifestyle. [00:15:12] Actionable steps for consistent pipeline development. [00:19:31] Explore the science of knowing yourself to be able to sell. [00:27:50] Catch this itemized look at John Santos’ systems-thinking playbook. [00:37:18] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: Follow Matt on social media:
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Developing Talent and Trust with Barry Ridgway
10/23/2024
Developing Talent and Trust with Barry Ridgway
In this episode, host Matt McDarby interviews Barry Ridgway, a former VP at Microsoft with a wealth of leadership experience. Barry shares insights on turning self-awareness into a leadership asset, understanding team dynamics, and honing soft skills to inspire and communicate effectively. He will also share practical strategies for managing change, building trust, and driving team success. Whether you're looking to improve talent management, succession planning, or simply lead with authenticity, Barry’s insights are essential for any sales leader aiming for excellence. Tune in to elevate your leadership game and ensure your team's growth and success. Show highlights: Explore the power of strategic self-awareness in leadership. [00:02:42] How well do you provide clarity on goals to your team? [00:07:49] Understand how and why any change is personal. [00:11:04] Learn core steps in succession planning and talent retention. [00:15:08] The art of recruitment efficiency with actionable tips. [00:19:08] Ways to ensure personnel development as a manager. [00:23:08] Why expanding your capacity as a leader is an inside job. [00:30:16] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Building Winning Sales Teams with Practice, Accountability, and the Wisdom of Coach Wootten
10/09/2024
Building Winning Sales Teams with Practice, Accountability, and the Wisdom of Coach Wootten
In the second half of this insightful two-part episode, Matt continues the conversation with Steve Gielda of Ignite Selling, who shares key lessons from his high school basketball coach, the legendary Morgan Wootten. He talks about personal ownership, integrity, and the critical role of practice in developing sales skills. Listeners will also hear about "Sleep in Heavenly Peace," an impactful nonprofit ensuring no child sleeps on the floor. The conversation focuses on practical strategies for fostering team development, effective time management, and understanding the "why" behind business objectives. This episode offers actionable advice to enhance your approach to leadership and drive sales success. Show highlights: The importance of the “why” in organizational alignment. [00:00:56] How the “why” guides profit-goal specificity in your QBRs. [00:04:30] Two transformational skills Morgan Wootten teaches you. [00:08:02] Actionable tips to train reps to practice selling. [00:13:25] How to be a practice-centric leader. [00:16:32] Do you foster your team daily to succeed independently? [00:20:02] Special spotlight on a way to support a noble cause. [00:21:48] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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How to Achieve Clarity and Accountability with Steve Gielda
09/25/2024
How to Achieve Clarity and Accountability with Steve Gielda
In this first of a two-part episode, Matt chats with Steve Gielda, an industry veteran in sales performance and the president of Ignite Selling. With decades of experience, Steve shares his frontline insights on creating effective sales systems, driving revenue, and executing key initiatives successfully. Matt and Steve discuss how top sales leaders cultivate clarity and accountability in their teams and navigate the challenges of securing executive level support. Whether you're managing a sales team or steering an entire organization, you won't want to miss Steve's expert advice for elevating your sales leadership. Tune in to learn from one of the best in the industry! Show highlights: The key strategic roles that strong sales leaders play. [00:03:24] Why you should always have clear, quantifiable metrics for your team. [00:06:31] The importance of accountability in sales culture. [00:08:47] Tips to drive team accountability without micromanaging. [00:18:49] The no. 1 bottleneck in sales transformation initiatives. [00:13:04] How to “coach up” senior leaders to commit to action. [00:18:49] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Why The Sales Leaders Operating System, Why Now?
09/11/2024
Why The Sales Leaders Operating System, Why Now?
Welcome to The Sales Leaders Operating System, the premier podcast for actionable sales-leadership insights! Hosted by Matt McDarby—author of The Divine Comedy of Sales and a seasoned coach to leading sales professionals worldwide—the show promises practical advice and valuable perspectives. Recently rebranded to better align with its mission, today's episode dives into the essential role of systematic thinking for sales leaders. Matt previews an exciting lineup of upcoming guests who will share their proven strategies for success. Subscribe and elevate your leadership with tips and tools from industry experts that you won't want to miss! Show highlights: Podcast rebranding news with name-change rationale. [00:00:43] Discover the exciting new show formats coming up. [00:01:37] Tips to leverage a constructive leadership challenge. [00:02:54] Are you ready to grow with a dynamic sales community? [00:03:29] Why sales leaders need systems thinking. [00:04:25] The power of systems in Kevin Kearns’ example. [00:06:56] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: Follow Matt on social media:
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The Role of Systems Thinking in Sales Leadership
07/24/2024
The Role of Systems Thinking in Sales Leadership
In this episode, host Matt McDarby addresses a crucial issue for sales leaders: maintaining commitment and momentum within their teams. He introduces the practical strategy of Plan–Do–Review to ensure that leadership systems consistently deliver results. By identifying common barriers that undermine even the best plans, Matt shares insights from top leaders on how to keep progress on track. You will gain actionable advice for improving your leadership effectiveness, and you will get a preview of some upcoming changes to the show. Join the conversation to learn how to achieve the sales success your organization needs. Show highlights: Uncover the barriers to change execution by sales leaders. [00:01:27] Learn about how a failing system impacts team goals. [00:04:04] Dive into the benefits of the Plan–Do–Review loop. [00:06:55] Key questions to evaluate your system’s consistency. [00:11:42] Discover how we are changing the podcast to maximize your growth. [00:12:36] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Key Lessons from Elite Sales Leaders with a Systems Approach
07/10/2024
Key Lessons from Elite Sales Leaders with a Systems Approach
In this episode, we revisit lessons from winning sales leaders like Shaun Priest, Lacy Buzzelli, and Chris Turnley, to name a few, focusing on key topics such as clarity in decision-making, leadership empowerment, and building trust within teams. You'll also get a sneak peek into the exciting changes ahead for our podcast, including a new name, innovative guest formats, and video episodes. Get ready to sharpen your leadership skills and assemble your own sales leadership system. Join us now! Show highlights: The foremost power themes in sales leadership outlined. [00:02:41] Key questions effective leaders ask themselves. [00:05:10] Lessons in trust-building, up, down and across your organization. [00:05:52] Uncover two important areas to systematize in leadership. [00:08:26] Service defined in the context of people development. [00:10:26] Dive into all the exciting changes ahead for this podcast. [00:12:25] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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The Faster You Achieve Clarity, The Faster You Win with Patrick Zientara
06/26/2024
The Faster You Achieve Clarity, The Faster You Win with Patrick Zientara
In this episode, host Matt McDarby speaks with Patrick Zientara, VP of strategic accounts at Hyland. Pat shares his expertise on how humility, curiosity, and authenticity lead to sales success. You will gain practical advice on transitioning smoothly into new leadership roles, prioritizing tasks, and fostering a strong team culture. The discussion also covers the importance of aligning teams, managing expectations, and acknowledging small victories to strengthen morale. You will find actionable insights to enhance your effectiveness and drive excellent results. Show highlights: Peak process for new leaders to discover and align goals. [00:03:50] How to build trust and hit the ground running on priorities. [00:09:11] Uncover the secrets of intentional leadership. [00:12:03] Powerful tips to create a winning team culture. [00:14:50] Why kindness is not the kryptonite of great leadership. [00:18:30] Habits to combat team burnout in elongated sales cycles. [00:22:07] Managing expectations up and down when forecasts fail. [00:27:18] Understand what your only three jobs are as a manager. [00:30:42] The power of humility, curiosity and authenticity in sales. [00:31:49] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Sales Leadership, Empowerment and Innovation with Loree Lash-Valencia
06/05/2024
Sales Leadership, Empowerment and Innovation with Loree Lash-Valencia
In this episode, host Matt McDarby and sales leader Loree Lash-Valencia share valuable strategies for driving sales team success. From the power of curiosity and resilience to the art of understanding individual motivations, they share practical insights to elevate your sales leadership game. Tune in to discover how to adapt, inspire, and propel your sales team towards remarkable results. Show highlights: Find out how surgical systems thinking optimizes sales. [00:04:05] How to use adaptability to spur sales agility. [00:09:25] The importance of gauging individual motivators in teams. [00:11:46] Why strive for radical candor for team alignment? [00:13:47] Explore the inner and outer game of leading salespeople. [00:17:30] Powerful points of cohesion to master team dynamics. [00:22:48] Discover the biggest insights in sales leadership. [00:26:48] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Nobody Knows Anything with Jeff Macomber
05/22/2024
Nobody Knows Anything with Jeff Macomber
In this episode, Matt welcomes Jeff Macomber, the Global Sales Enablement Leader at Lumivero. Together, they challenge some of the conventional wisdom on selling and leadership. Jeff introduces a smart approach to on-boarding that begins with a detailed understanding of buyer perspectives. You can expect to take away some unconventional insights and practical lessons that could change your approach to sales and enablement leadership. This episode is a must-listen if you are looking for a fresh perspective and a few good laughs along the way. Show highlights: Gain insights into buyer-perspective understanding. [00:05:09] What does “nobody knows anything” mean in sales? [00:08:09] Lessons in managing difficult employee dynamics. [00:10:47] Why a leader must have motivator awareness. [00:22:50] How to proactively draw teachings from brilliant mentors. [00:26:49] The power of purposefully evolving leadership strategies. [00:31:34] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Sales Coaching Moments with Richard Smith
05/08/2024
Sales Coaching Moments with Richard Smith
In this week’s episode, Matt welcomes Richard Smith, a successful sales leader and conversation intelligence software company co-founder who has devoted most of his professional life to sales coaching. They’ll discuss the role of continuous coaching in enhancing team performance, the importance of careful hiring, and how recognition impacts your sales environment. Rich will also share effective strategies that have helped him optimize his time and effectiveness as a leader. Tune in for straightforward, practical advice that could help improve your sales team’s dynamics and results. This episode is ideal for anyone looking to elevate their sales leadership skills and foster a more productive team. Show highlights: Discover the top two components in Rich’s sales management system. [00:03:23] Do sales leaders neglect ongoing team development? [00:08:29] The one crucial trait to prioritize at hiring. [00:11:27] The power of recognition for ongoing efficiency. [00:16:13] Why multi-pronged practice makes perfect. [00:18:52] Tips for team engagement in problem-solving. [00:24:57] Explore conversation-rich coaching moments. [00:30:19] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Building Trust and Goodwill with Jason Rozenblat's Sales Leadership Insights
04/24/2024
Building Trust and Goodwill with Jason Rozenblat's Sales Leadership Insights
In this episode, Matt welcomes Jason Rozenblat, a seasoned sales leader with a knack for systematizing the core processes that underpin successful sales teams. The discussion centers on building trust, the significance of impacting others through mentorship, and the benefits of a data-driven hiring process. You will learn how Jason prioritizes actions that align with his business’s most important business objectives. Tune into this episode for practical strategies and insights from an expert sales leader. Show highlights: Explore this objective data-driven, codified hiring method. [00:03:44] Uncover the power of prioritization with OKRs. [00:08:16] The 30–60–90 framework for new challenges explained. [00:12:52] How to reorient losses with a “win-or-learn” outlook. [00:16:07] Dive into legacy building with caring leadership. [00:26:15] Why successful founders have sales backgrounds. [00:30:13] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Your Managers and Your Network Are Your Best Investment with Chris DePatria
04/10/2024
Your Managers and Your Network Are Your Best Investment with Chris DePatria
Today Matt is joined by Chris DePatria, SVP of Revenue at Setpoint, who shares insights on the impact of strong frontline managers and networking in sales success. They cover the fine points of hiring, coaching, and when necessary, parting ways with employees. Join us for an episode with valuable guidance for nurturing a high-performing sales team and the significance of a strategic approach to sales leadership. Show highlights: A sales leader’s role in tech-stack and sales-ops synergy. [00:03:09] Deep dive into sales council development and having a strong feedback loop with the field. [00:05:54] Why a staggering 57% of sales reps quit. [00:13:29] The right way and the wrong way to handle exiting sales people.. [00:17:22] The power of imaginative hiring and a passion for people. [00:19:51] Promotion prudence with a “jobs are given, not taken” rule. [00:24:28] How to establish a learning culture to supercharge growth. [00:31:00] Discover ways to network effectively in a sales career. [00:32:50] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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Blending Art & Science In Sales with Matt Goff
03/27/2024
Blending Art & Science In Sales with Matt Goff
Welcome to The Divine Comedy of Sales, where in today's episode, host Matt McDarby and our esteemed guest Matt Goff engage in a thought-provoking discussion on craft and the science of assembling a powerhouse sales team. Hear from Matt Goff, a sports and industrial psychologist, as he shares his approach to talent assessment, the wisdom of the 90-day evaluation window, and the reward of leading sales teams through ever-changing landscapes. We'll explore the relationship between behavioral expectations and job performance and discuss the emotional intelligence required to manage tough personnel decisions. Join us for an episode brimming with candid insights and approaches that will help you master the balance between art and science in sales. . Let's get started! Show highlights: Learn the key elements of a successful system. [00:03:40] Discover the art of strategic talent diagnosis. [00:08:35] Manage the success profile vs. expectations gap. [00:11:00] How long is too long to evaluate employees? [00:15:36] How to derive joy as a sales leader. [00:19:11] Tips for preparedness with leadership challenges. [00:22:58] Grab this indispensable leadership concept. [00:28:09] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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The Power of Serving with Chris Turnley
03/13/2024
The Power of Serving with Chris Turnley
Settle in and listen to our latest episode of The Divine Comedy of Sales. Today, host Matt McDarby talks with Chris Turnley about what drives sales teams to succeed. Listen in as Chris shares his pragmatic approach to aligning sales strategies across functions, and learn how to balance boldness and humility in your leadership style. Discover how your own career in sales can flourish through continuous learning and adaptation without losing sight of your core values. This episode will give you helpful tips for succeeding in the changing world of sales. This conversation could help guide your career in a new direction. Let's get started! Show highlights: How to align behavior for repeatable sales success. [00:03:15] Sage advice on sales as a skill ladder vs. a job sequence. [00:11:35] Dos and don’ts of talent development as a leader. [00:16:02] The power of formative influences in success. [00:23:14] Learn about work–life alignment. [00:26:20] Why sales leaders must evolve with the industry. [00:28:33] Is success too early in sales a career hindrance? [00:29:46] Book a call with Matt using this link: To know more about United Sales Resources, head on over to our website , and follow us on Facebook: Follow Matt on social media:
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