Shows
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Founder-Led Sales to Systems that Scale with Ken GrossoWhat happens when a founder-led sales strategy hits its limits? In this episode of Coach to Scale, Ken Grasso, veteran CRO, advisor, and founder of Catalyst Peak Ventures, pulls back the curtain on the messy, mission-critical transition from instinct-driven selling to structured, scalable revenue operations. With experience leading global go-to-market teams and helping companies grow from zero to IPO, Ken shares unfiltered insights on why founders often struggle to let go of sales, the costly myth of the “natural-born” sales leader, and how process, not personality, is the real growth engine.Packed with real talk for CROs, reve...2025-07-0148 min
Coach2Scale: How Modern Leaders Build A Coaching CultureHow to Scale Without Losing Your Top Reps with Dan Freund | Coach2ScaleWhat happens when your top-performing rep becomes a struggling front-line manager? In this episode, Dan Freund, Chief Sales Officer at Invoice Cloud and former Oracle sales leader, unpacks the leadership gap plaguing high-growth sales orgs. From rethinking territory design to balancing equity with accountability, Dan shares how he transformed underperforming teams into consistent winners, without clinging to sales superstars or status quo assumptions.This episode offers a candid look at the hard decisions CROs and sales leaders must make to scale performance without sacrificing culture. You'll hear why conviction matters more than consensus, how to spot reps...2025-06-2440 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Anxiety to Accountability: How Empathy That Delivers Results with John WalstonWhen sales targets are missed, most leaders look at the pipeline, process, or personnel. But what if the real issue is a lack of psychological safety? In this episode of Coach to Scale, host Matt Benelli sits down with John Walston, author, entrepreneur, and founder of the Keep On Movement, to explore how vulnerability, empathy, and consistency in leadership can transform sales outcomes. Walston shares how personal adversity reshaped his leadership style, making him a more effective coach and culture builder.This episode is a must-listen for CROs, VPs of Sales, and frontline managers navigating burnout, underperformance...2025-06-1737 min
Coach2Scale: How Modern Leaders Build A Coaching CultureShould You Be Friends with Your Reps? | Coach2Scale Sales Leader DebateCan Sales Managers Be Friends with Their Reps? The Ultimate Sales Leadership DebateShould leaders be friendly or firm? In this epic live debate from CoachEm’s inaugural Closing Arguments series, two powerhouse sales veterans, Mark Kosoglow (Co-founder & CEO at Operator, former Outreach leader) and Kevin "KG" Gaither (CEO of InsideSalesExpert.com, former ZipRecruiter exec), go head-to-head on one of the most controversial questions in sales leadership:“Can, should, or would you be friends with your sales reps?”Moderated by Matt Benelli, host of the Coach to Scale podcast, this unscripted, no-holds-barred session dives...2025-06-1055 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWhy Good Reps Plateau and What Great Managers Do About It with Julie Fox | Coach2Scale Episode #95What happens when your strongest reps stop getting better? In this episode of Coach2Scale, Julie Fox, Global Director of Customer Success at Cin7, shares how she transformed "steady but stuck" team members into high-impact players. From busting the myth of one-size-fits-all sales training to implementing a radical feedback culture, Julie unpacks how coaching isn't just for underperformers. It’s a strategic growth engine for the whole team. She explains how her approach to structured, personalized coaching drives not just rep development but cross-functional alignment and executive trust.Julie also dives into the frontline manager dilemma: they’re o...2025-06-0350 min
Coach2Scale: How Modern Leaders Build A Coaching CultureSales-Led Growth Isn’t Dead, It’s Just Misunderstood with Jeff Keplar | Coach2Scale Episode #94Jeff Keplar, former sales executive at Oracle, MapR, and Google, joins Coach2Scale to challenge one of today’s loudest narratives in SaaS: that product-led growth has made traditional selling obsolete. In this candid, no-nonsense conversation with Matt Benelli, Jeff lays out why complex, high-stakes enterprise deals still demand skilled sellers, strong managers, and real leadership in the field, not just slick UX and freemium funnels. He explains why sales-led growth is often poorly executed, not outdated, and how the caricature of the “golf-playing rep” is holding companies back from serious revenue performance.This episode is a must-l...2025-05-2756 min
Coach2Scale: How Modern Leaders Build A Coaching CultureSell Like a Professional or Perish with Michael Muhlfelder | Coach2Scale Episode #93Matt Benelli sits down with sales veteran and Calm Ocean Sales founder Mike Muhlfelder for a no-BS conversation every CRO and sales leader needs to hear. With three decades of experience at companies like Oracle, IBM, and Jitterbit, Mike shares his unfiltered perspective on what’s gone wrong in modern B2B sales from bloated pipelines and broken qualification processes to tech stacks that mask, rather than solve, performance problems. If you’re relying on BANT and 4x pipeline math to hit your number, Mike says it’s time to wake up.Listeners will learn why great reps d...2025-05-2047 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Science of Sales Enablement with Pam Dake | Coach2Scale Episode #92Sales enablement isn’t just a support function anymore; it’s a measurable, strategic driver of revenue growth. In this episode of Coach2Scale, Pam Dake, Senior Director of Go-To-Market Enablement at Menlo Security, shares how enablement must evolve from ad hoc product training into a disciplined, data-driven engine that shrinks sales cycles, improves pipeline velocity, and makes forecast calls more predictable. Pam challenges outdated views of enablement as an "art" form and shows why top organizations are treating it as a science rooted in customer outcomes, operational consistency, and frontline manager empowerment.Listeners will walk away with...2025-05-1354 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching the Top, Not Just the Bottom with Neil Wood | Coach2Scale Episode #91In this episode of Coach to Scale, sales trainer and former Olympic trials athlete Neil Wood joins Matt Bonelli to challenge one of the most pervasive mistakes CROs and sales leaders make: reserving coaching only for the bottom performers. Drawing from decades of real-world experience and high-performance athletics, Neil makes the case for why top sales reps need consistent, skill-based coaching just as much as, if not more than, struggling reps.From tactical strategies to improve frontline manager execution to the psychological traps that stall rep development, Neil and Matt explore why most sales training fails to...2025-05-061h 00
Coach2Scale: How Modern Leaders Build A Coaching CultureRetention as a Leadership KPI with Tony Burnside | Coach2Scale Episode #90In this episode of Coach to Scale, we sit down with Tony Burnside, SVP of APJ at Netskope, to dismantle the outdated playbook on sales leadership. Tony challenges the myth that effective managers need to lead through pressure, fear, or control. Instead, he shares his approach to building high-performing, culturally aligned teams, starting with hiring good humans, creating space for accountability, and making coaching a non-negotiable part of the manager’s role. With over 200 reps across 15 countries under his leadership, Tony’s insights are battle-tested and globally relevant.We dig into what it takes to scale culture acro...2025-04-2950 min
Coach2Scale: How Modern Leaders Build A Coaching CultureUnderstanding the Sales Engagement Model with Tom Young | Coach2Scale Episode #88Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak adoption, and low rep confidence. The problem isn’t buyer intent. It’s a lack of structure, coaching, and guidance.This conversation gets tactical and strategic. Tom breaks down the myth that buyers know how to buy, why seller-led engagement models outp...2025-04-221h 03
Coach2Scale: How Modern Leaders Build A Coaching CultureThe CRO Aligning with Capital Strategy with Michael Janes | Coach2Scale Episode #87In this conversation of Coach the Scale, host Matt Benelli sits down with Michael Janes, CRO, investor, and co-founder of Rapid Commercialization Partners, to explore why top sales leaders are shifting their focus upstream. Janes unpacks his core philosophy: Sell to the strategy behind the capital, revealing how understanding a company’s ownership structure, whether private equity, venture-backed, or founder-led, can dramatically reshape how reps position value, influence internal champions, and align with executive priorities.From myth-busting the idea that activity volume alone drives results to challenging how most one-on-ones miss the mark, Janes offers a grounded ye...2025-04-1548 min
Coach2Scale: How Modern Leaders Build A Coaching CultureBlind Spots and Broken Systems with Kevin McCarthy | Coach2Scale Episode #86In this episode, bestselling author and CEO of Blind Spots, Kevin McCarthy, shares a deeply personal story of how unchecked blind spots, not bad intent, can quietly derail careers, culture, and company performance. After spending 33 months in federal prison for a white-collar crime he didn’t knowingly commit, Kevin emerged with a mission: help leaders see what they’re not seeing before it costs them everything.When top performers become first-line managers, most are handed the title without the tools. We explore why so many sales managers default to deal reviews instead of skill development, how perception gaps...2025-04-081h 06
Coach2Scale: How Modern Leaders Build A Coaching CultureStop Telling, Start Coaching with Mike Montague | Coach2Scale Episode #85Matt Benelli sits down with Mike Montague, sales and marketing expert at Avenue9 and host of the Human-First AI Marketing podcast, for a candid conversation about what sales managers are still getting wrong about coaching. From the myth that leaders need to have all the answers to the burnout caused by "super reps" turned managers, Mike breaks down why most 1:1s fail and how asking better questions can flip the script on team performance. If you're still equating pipeline reviews with coaching, this one’s for you.They also unpack the critical gap between coaching and exe...2025-04-0152 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWinning the Right Deals with Matt Carey | Coach2Scale Episode #83Every sales leader has heard the mantra: “Pipeline cures all.” But what if that’s only half the truth? In this episode, Matt Carey, SVP of Global Sales at FIS, breaks down why more pipeline isn’t always the answer—the right pipeline is. He shares hard-earned lessons from leading sales teams at Oracle, SAP, and FIS, explaining how top-performing organizations prioritize quality over quantity, measure pipeline health beyond raw coverage, and avoid common forecasting pitfalls.Matt also explores the real role of frontline managers, not as super reps, but as force multipliers who elevate their teams. He...2025-03-2548 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWhy Most Sales Leaders Fail with Eric Hachmer and Steve Frappier | Coach2Scale Episode #83Performance improvement plans (PIPs) are meant to help struggling reps, but more often than not, they’re just a step toward the exit. So why do they fail? And what should CROs and frontline sales managers do instead to truly develop their teams? Why does urgency hurt your coaching?In this episode of Coach2Scale, host Matt Benelli sits down with Eric Hachmer and Steve Frappier of High Five Advisory to uncover the biggest mistakes sales leaders make when it comes to coaching and accountability. They break down why rigid sales policies backfire, how “one-size-fits-all” coaching kills perfor...2025-03-1854 min
Coach2Scale: How Modern Leaders Build A Coaching CultureNo Wasted Sales Calls: Data-Driven Selling with Paul Fannon | Coach2Scale Episode #82Too many sales teams operate on instinct, hoping charisma and hustle will carry them to quota. However, Paul Fannon, Global CRO at Bottom Line, views sales as a science. In this Coach to Scale episode, Paul explains why a structured, data-driven approach is the key to predictable success. He shares how top reps aren’t necessarily the most talented—they’re the most disciplined. You’ll hear why work ethic can’t be taught but can be uncovered, how sales leaders should adapt their coaching style to each individual, and why frontline managers need continuous development to succeed.We a...2025-03-1146 min
Coach2Scale: How Modern Leaders Build A Coaching CultureAvoiding Sales Leadership Landmines with Kevin Gaither | Coach2Scale Episode #81Sales leadership is full of hidden pitfalls that can derail even the most experienced managers. In this episode, Kevin Gaither—former ZipRecruiter sales leader, CRO of Inside Sales Expert, and author of It Happened on the Sales Floor—pulls back the curtain on the most common mistakes sales managers make. He challenges the myth that you can be friends with your reps, shares the six must-have traits for every sales hire, and explains why most coaching efforts fall flat. If you’re a CRO or frontline sales leader, this conversation will change how you think about hiring, coaching, and managi...2025-03-041h 08
Coach2Scale: How Modern Leaders Build A Coaching CultureDiagnosing and Fixing Hidden Growth Barriers with Bob Tharp | Coach2Scale Episode #80Most sales leaders focus on hitting their numbers, but few take the time to diagnose why their teams struggle in the first place. In this episode, Bob Tharp, a seasoned sales leader with 35+ years in complex solution sales, reveals the hidden obstacles that stall revenue growth and how CROs can fix them. From controlling the controllables to holding reps accountable without micromanaging, Bob shares a practical, no-nonsense approach to building a high-performing sales organization.Join host Matt Benelli as he and Bob dive into the biggest coaching mistakes sales leaders make, why most 1:1s fail to drive...2025-02-2552 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWhy Coaching is Non-Negotiable with Thad Zylka | Coach2Scale Episode #79Thad Zilka, a veteran leader in sales and leadership, discusses the transformative power of coaching in sales performance. Drawing insightful parallels to the world of sports, Thad challenges the notion that star salespeople don't need guidance. Through sharing his own journey, he highlights the pivotal role of structured business plans and the consistent need for accountability to truly achieve greatness. His perspective provides a refreshing look at how even seasoned professionals can benefit from external coaching to elevate their skills from good to exceptional.We explore the intriguing role of AI in the field, balancing its impressive...2025-02-1841 min
Coach2Scale: How Modern Leaders Build A Coaching CultureUnlocking Potential through Effective One-on-Ones with Andy White | Coach2Scale Episode #78What if the secret to transforming your sales team lies within the art of the one-on-one meeting? Join me, Matt Benelli, and our special guest, Andy White, VP of Sales at Trivy, as we debunk myths and uncover these meetings' critical role in building trust and alignment in modern sales teams. We dive into the heart of creating coaching cultures and learn why remote and hybrid work environments make these interactions more indispensable than ever. Andy shares his expertise aligning team and company goals while fostering accountability and connection through structured, meaningful conversations.This enlightening discussion reveals...2025-02-1157 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCultivating a Winning Mindset with Josh Horstmann | Coach2Scale Episode #77Can senior executives really afford to skip coaching? Join us for a fascinating discussion with Josh Horstmann, Operating Partner at Francisco Partners Consulting, as we dismantle the myth that top leaders don't need coaching. We promise you'll learn how to harness coaching for all levels of performance, from struggling team members to high-flying stars like UFC champion Jon Jones. Josh shares unique insights on smarter hiring, building a "virtual bench," and creating a coaching-centric culture that enhances both individual and organizational growth.Experience the art of team building and leadership through a sports lens as we explore...2025-02-0444 min
Coach2Scale: How Modern Leaders Build A Coaching CultureScaling Smart with Brent Holloway | Coach2Scale Episode d#76Unlock the secrets to skyrocketing your sales growth with insights from Brent Holloway, the CRO and co-founder of SaaS Sales Advisors. Imagine doubling your company's revenue without expanding your sales force—Brent breaks down how understanding unit economics and refining customer profiles are key to achieving this. We navigate through the intricate layers of sales productivity and efficiency, uncovering how tailored strategies can lead to consistent, sustainable success.Brent introduces us to the powerful sales velocity formula, a game-changer in understanding unit economics within sales teams. By dissecting essential metrics like win rates, average deal size, an...2025-01-2845 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Journey to 1% Success in Sales Leadership with Lane Monson - Coach2Scale Episode #75Unlock the secrets of genuine connection in sales and leadership with our guest Lane Monson, an executive leader and coach who challenges the conventional wisdom of salesmanship. Do most salespeople really know how to connect deeply with others? Discover what Lane has to say as we unravel the five levels of connection, which many sales professionals only partially navigate. Through Lane's insightful anecdotes, including a transformative experience with a Navy chaplain, learn how asking the right questions can turn ordinary interactions into significant, life-changing connections.Explore the seven keys to achieving 1% success as a sales leader, starting...2025-01-2153 min
Coach2Scale: How Modern Leaders Build A Coaching CultureBuilding Cohesive Global Sales Teams with Jim Gannon - Coach2Scale Episode #74What if sales success wasn’t just about the money? Join us as we challenge this age-old myth with insights from Jim Gannon, SVP of Sales at Sysdig. Discover how autonomy, competition, and a genuine drive to impact the business play pivotal roles in achieving sales excellence. Jim reveals why curiosity and the willingness to learn from peers set top performers apart, shedding light on the motivations that propel seasoned pros and ambitious newcomers alike.The episode further unpacks the essence of team dynamics with a spotlight on recognition and accountability. By celebrating the collective efforts of ev...2025-01-1454 min
Coach2Scale: How Modern Leaders Build A Coaching CultureAuthenticity in Coaching: Insights from Chris Michelmore from Zoom - Coach2Scale Episode #73What if the secret to exceptional coaching lies not in having all the answers, but in embracing authenticity and vulnerability? Join us as we chat with Chris Michelmore, the head of mid-market acquisition at Zoom, who brings his unique perspective on coaching both athletes and salespeople. Chris challenges the notion that great coaches must be the best performers, instead highlighting the power of meeting individuals where they are and guiding them toward their goals. Through compelling anecdotes, Chris underscores the significance of building trust and genuine connections, paving the way for both personal and team success.Our...2025-01-0747 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTop 10 Lessons for Sales Leaders from 2024 Shared on the Coach2Scale PodcastAs we close the book on 2024, I want to take a moment to say THANK YOU. Whether you tuned in for one episode or all 52, you're part of a movement that believes coaching is the rocket fuel for performance. This year, Coach the Scale recorded over 65 episodes, reaching thousands of sales leaders. But this isn’t about vanity metrics—this is about impact. Each episode brought lessons that slapped us in the face and whispered, "Pay attention."So, let's hit rewind on the top 10 lessons from 2024 that every sales leader needs tattooed (metaphorically) on their brain:1...2024-12-2406 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeadership Lessons & Coaching Insights with Matt BenelliWhat if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, likening this misconception to expecting instant mastery in swimming. They advocate for feedback that strikes a balance, highlighting strengths while pinpointing areas for improvement, and the power of self-assessment that transforms coaching into a nurturing ground for growth.Navigating the murky waters of...2024-12-1752 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Numbers Are Speaking. Are You Listening? with JD SillionWhat if everything you thought you knew about leadership was turned on its head? Join us for an enlightening conversation with J.D. Sillion, a two-time CEO and three-time CRO, as he dissects the myths surrounding leadership and unveils a powerful framework for guiding teams through both high-growth and turnaround situations. Drawing inspiration from sports legends like Phil Jackson, J.D. emphasizes nurturing potential over wielding authority to foster an environment where teams can thrive. Our discussion traverses the challenges of sales accountability and the critical roles of strategy, structure, and culture in achieving team success.Imagine...2024-12-1053 min
Coach2Scale: How Modern Leaders Build A Coaching CultureEmbracing Change and Value Selling - Keith Rabkin - Coach2Scale - Episode #68Keith Rabkin, the Chief Revenue Officer at PandaDoc, takes us on a journey through his unconventional path to sales leadership, revealing a fresh perspective on motivating sales teams that challenges the age-old myth of money being the sole motivator. Keith unpacks the art of understanding individual aspirations and leveraging them to enhance performance through his innovative two-by-three matrix approach. With an emphasis on setting personal goals and addressing team development needs, Keith provides actionable strategies for leaders committed to cultivating a robust coaching environment that inspires.We rethink the sales process as a collective endeavor rather...2024-12-0344 min
Coach2Scale: How Modern Leaders Build A Coaching CultureGood to Great > Bad to Good - Ed Diller - Coach2Scale - Episode # 67In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communication, and the benefits of focusing on strengths. He also highlights the role of coaching in career progression and how leaders can foster engagement and avoid burnout in hybrid work environments. Takeaways:Ensure clear and concise communication, especially when wor...2024-11-2643 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching ↔️ Two Way Street - Derek Bates - Coach2Scale - Episode # 66Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek's college baseball coach's influence, the role of leadership in retaining talent, and strategies for effective time management.Takeaways:Recognize that money isn't the only...2024-11-1946 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 65In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales...2024-11-1225 min
Coach2Scale: How Modern Leaders Build A Coaching CultureConsistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 64In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influential experiences and favorite coaching philosophies from Vince Lombardi. Takeaways:Ensure that even your most experienced reps receive consistent coaching. Coaching should be part of the regular routine, helping them to continually evolve and improve.Implement a structured one-on-one meeting framework th...2024-11-0533 min
Coach2Scale: How Modern Leaders Build A Coaching CultureEmpathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 63In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sales leadership. Jill introduces her Sales Coaching Plan, which focuses on co-creating solutions and addresses the root causes of underperformance. The episode discusses fostering self-awareness and accountability among reps, navigating the risks of an excuse culture, and maintaining a growth mindset amidst change.2024-10-2941 min
Coach2Scale: How Modern Leaders Build A Coaching CultureDon’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 62Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organization, the episode provides practical advice on being solution-oriented and proactive. Steve emphasizes the vital role of authenticity, empathy, and individualized communication in leadership. The two also explore the transformative potential of AI in sales, illustrating how technology can enhance efficiency and effectiveness. Takeaways:Start t...2024-10-2237 min
Coach2Scale: How Modern Leaders Build A Coaching CulturePotential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 61In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for productivity, and fostering a supportive company culture. Aspiring leaders are encouraged to focus on impact, both quantitatively and qualitatively, and Michelle highlights her...2024-10-1546 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTransforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes. Takeaways:Prioritize i...2024-10-0851 min
Coach2Scale: How Modern Leaders Build A Coaching CultureQ3 Top 10 Takeaways - Coach2Scale - Episode # 059Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this! Episodes MentionedJustin Michael https://coach2scale.transistor.fm/episodes/combining-science-psychology-and-persistence-justin-michael-coach2scale-episode-048Lisa McLeod https://coach2scale.transistor.fm/episodes/selling-with-noble-purpose-lisa-mcleod-coach2scale-episode-048 Tony Rodoni https://coach2scale.transistor.fm/episodes/leader-playbooks-tony-rodoni-coach2scale-episode-049Bob Bennett https://coach2scale.transistor.fm/e...2024-10-0109 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Goldilocks Zone of Sales - Mark Kosoglow - Coach2Scale - Episode # 058For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching an...2024-09-2447 min
Coach2Scale: How Modern Leaders Build A Coaching CultureClimbing the Career Jungle Gym - Tanya Faddoul - Coach2Scale - Episode # 057In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing diverse skills and fostering an environment where everyone can thrive. Takeaways:Understand that career growth doesn't always follow a straight l...2024-09-1753 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching, Commitment, & Authenticity - Baron Baptiste - Coach2Scale - Episode # 056In this week’s episode of Coach to Scale, host Matt Benelli interviews Baron Baptiste, Founder of Baptiste Power Vinyasa Yoga and host of the Disrupt the Drift Podcast! Baron shares his journey from growing up with America's yoga pioneers to becoming a peak performance specialist for the Philadelphia Eagles and a successful author. He discusses the importance of authenticity, vulnerability, and commitment in leadership and coaching. Baron also provides insights on why leaders struggle with accountability and the importance of cleaning up messes to move forward! Takeaways:Early Start in Yoga: Baron began his...2024-09-101h 03
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching is a Two Way Street - Satya Bhandary - Coach2Scale - Episode # 055In this insightful episode of Coach2Scale, host Matt welcomes Satya Bhanday, SVP and Global Head of Modernization at MLogica. Satya shares his extensive experience in building and leading teams across the globe, including his time at Oracle and NIIT. The conversation delves into the myths of one-way coaching and the importance of a two-way learning process. Satya emphasizes the significance of accountability, trust, and transparency, summarizing his leadership framework as 'AT&T'. He also discusses personal branding, drawing from his experiences with influential leaders and mentors. Takeaways: Embrace Two-Way Learning: Encourage a cu...2024-09-0356 min
Coach2Scale: How Modern Leaders Build A Coaching CultureAI - Your Replacement or Your Edge? - Ben Rey - Coach2Scale - Episode # 054In this episode of Coach2Scale, Matt welcomes Ben Ray, the Chief Revenue Officer at TeikaMetrics. Ben explores and debunks the myth that only one personality type is successful in sales, emphasizing the value of diverse skill sets and approaches. The conversation moves to changes in the sales profession post-pandemic, touching on the hybrid and remote work models, and their implications for team dynamics and client interactions. Ben shares his beliefs on personalized training, leveraging tools like DISC and Real Colors for effective team development. Takeaways: Personalize Your Approach: Leaders sho...2024-08-2748 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWords Matter - Mike Sadler - Coach2Scale - Episode # 053In this episode of Coach2Scale, Matt interviews Mike Sadler, the Senior Vice President and General Manager of the Americas at SimilarWeb. They discuss common myths in sales leadership, such as the misconception that cold calling is dead and the importance of having a system and process in place. Mike emphasizes the significance of direct communication, gaining buy-in from the team, and spending time with high-potential team members. He also shares his experiences with mentorship, the impact of coaching, and lessons learned from both successful and challenging situations. Takeaways: Communication is Key: Ensure constant and cle...2024-08-2050 min
Coach2Scale: How Modern Leaders Build A Coaching CultureIf You Aren’t Falling Down You Aren’t Trying - Mark Niemiec - Coach2Scale - Episode # 052In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and...2024-08-1351 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTransparency In Action - Charlie Kennedy - Coach2Scale - Episode # 051In this episode, host Matt sit down with Charlie Kennedy, a renowned sales leader from the UK, to discuss his transparent and authentic approach to leadership. Charlie shares his insights on the three essential elements for thriving in a decentralized command structure: resourcefulness, resilience, and empowerment. He debunks the myth of the lone wolf salesperson, emphasizing that sales is a collaborative team effort. Charlie also dives into the challenges and opportunities of leading and selling in a post-COVID world, the importance of honest and transparent leadership, and the effectiveness of empowering team members. Takeaways: ...2024-08-0652 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLivin’ The Dream- Bob Bennett - Coach2Scale - Episode # 050In this episode, Bob Bennett, a seasoned entrepreneur, Founder and former CEO of Microfridge, Invoice Cloud, and EngageSmart, delves into the crucial role of luck in success and life. He shares insights on dispelling the myth that only extroverted individuals can excel in sales, emphasizing the power of building rapport. Bob articulates strategies for effective sales management, including the importance of embracing awkwardness and fostering trust. He discusses his leadership philosophy centered around an inverted pyramid, where leaders work for their team. Lastly, Bob provides actionable advice for new sales leaders, highlighting the significance of being a 'player-coach' and...2024-07-301h 01
Coach2Scale: How Modern Leaders Build A Coaching CultureLeader Playbooks - Tony Rodoni - Coach2Scale - Episode # 049In this insightful episode, Matt sits down with Tony Rodoni, a revered sales leader and operating partner at Bessemer Venture Partners, to discuss the nuances of successful sales leadership. Tony shares his thoughts on the importance of empowering teams, documenting guiding principles, and the pitfalls of micromanagement. They explore myths in sales coaching, the dynamics of talent magnets and coaching trees, essential leadership lessons, and the evolving role of AI in sales. Tony also delves into situational leadership, the significance of having a system or playbook, and how embracing new tools can be a game-changer for sales professionals. 2024-07-2356 min
Coach2Scale: How Modern Leaders Build A Coaching CultureSelling With Noble Purpose - Lisa McLeod - Coach2Scale - Episode # 048In this episode of 'Coach2Scale, host Matt interviews Lisa McLeod, an acclaimed author and founder of McLeod & More Inc. Known for her work on integrating purpose into sales strategies. Lisa discusses the myth that top salespeople are solely motivated by money. She emphasizes that high performers are driven by a desire to improve the lives of their customers. The conversation delves into distinguishing between reactive and assertive sales approaches, the concept of 'noble purpose,' and how organizations can align their goals with customer impact to drive better results. Takeaways: U...2024-07-1653 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCuriosity + Persistence = Success - Justin Michael - Coach2Scale - Episode # 047In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and sleep on sales performance, advocating for a holistic approach. With practical advice and real-life anecdotes, this episode is a treasure trove of insights...2024-07-0953 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Missing Ingredient in GTM Success - Colum Lundt - Coach2Scale - Episode # 046In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients. Takeaways: ~ Invest in Manager Training: Ensure managers are trained to pull through training to ensure it's applied an...2024-07-0242 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading in Uncertain Times - Alix Douglas - Coach2Scale - Episode # 045In this episode of Coach2Scale host Matt welcomes Alix Douglas, Group Vice President, Partner Solutions at ServiceNow. Alex shares her extensive leadership experience from tenures at Microsoft, Oracle, and Salesforce. Debunking the myth of fear-based leadership, Alex discusses why long-term performance requires inspiration and purpose rather than fear and pressure. Highlighting the psychological and physical effects of fear-driven environments, she emphasizes the importance of leading with conviction, mission, and accountability. Alex also explores the unique challenges in tech sales, the critical role of vulnerability, and how to maintain psychological safety among teams during uncertain times. Takeaways: ...2024-06-2549 min
Coach2Scale: How Modern Leaders Build A Coaching CultureModern Social Selling Tactics - Mandy McEwen - Coach2Scale - Episode # 044Host Matt Benelli and guest Mandy McEwen, a renowned expert in social selling and LinkedIn strategies, discuss the importance of building coaching cultures within organizations. Mandy shares her journey from digital marketing to becoming a thought leader in social selling, debunking common myths, and emphasizing the importance of consistency over quantity in content posting. She also offers actionable tips for optimizing LinkedIn profiles, engaging with prospects meaningfully, and leveraging video content. Takeaways: 1. Prioritize Personal Branding: Help your team understand and build their brand on LinkedIn. This includes optimizing their profiles to focus on ho...2024-06-1847 min
Coach2Scale: How Modern Leaders Build A Coaching CultureListening, Curiosity, and Leadership - Rob Merklinger - Coach2Scale - Episode # 043In this engaging episode, Matt sits down with Rob Merklinger, an experienced leader with a rich background from companies like Oracle and Barracuda. The conversation delves into the significance of listening and curiosity in leadership and sales. Rob shares valuable insights on hiring talent from non-traditional backgrounds and discusses the impact of organizations like the MOM Project. He emphasizes the importance of staying humble, asking for help, and continuous improvement—getting 1% better every day. They also explore the role of intent data and the evolving tech landscape in sales, while underscoring the need for data-driven decision-making. Rob’s advice for...2024-06-1143 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCuriosity Over Confidence - David Priemer - Coach2Scale - Episode # 042In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David’s latest book, 'The Sales Leader They Need': promoting transparency, pr...2024-06-041h 01
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching Winning Teams: The “IT” Factor - Matt Benelli - Coach2Scale - Episode # 041In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention. Takeaways:Incorporate personal and professional development goals alongside p...2024-05-2910 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading from the Field - Brendan Caleca - Coach2Scale - Episode #040Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career.2024-05-2157 min
Coach2Scale: How Modern Leaders Build A Coaching CultureImpossible is Nothing - Ollie Quittek - Coach2Scale - Episode # 039On this week’s episode of Coach2Scale, Host Matt Benelli sat down with senior leader Ollie Quittek, CRO and Founding Member at Viio.io. Ollie emphasizes how the notion of "impossible" is more of a mental barrier than an actual limit. He discusses his personal and professional growth, highlighting the importance of internalizing a mindset where challenges are viewed as opportunities. Matt and Ollie delve into the world of sales, discussing common myths and the realities of achieving goals against perceived limitations. They explore the concept of potential and the power of a uni...2024-05-1454 min
Coach2Scale: How Modern Leaders Build A Coaching CultureDon’t Sell It Alone - Doug May - Coach2Scale - Episode # 038Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.Takeaways:Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a mo...2024-05-071h 04
Coach2Scale: How Modern Leaders Build A Coaching CultureTraining Doesn’t Stop - JR Butler - Coach2Scale - Episode # 037Today’s guest has had an incredible journey over his career, going from playing college hockey to becoming the CRO of Pillir. JR Butler is the CEO and founder of Shift Group, which helps transition elite athletes and veterans to become dialed in as sales professionals. JR joins Host Matt Benelli for a deep dive into the continuous nature of training and development, why leaders need to really understand what motivates their team members, and the importance of authenticity in leadership.Takeaways:Far from being a one-time event, training and development in sales mu...2024-04-3049 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThinking Beyond The Numbers - Bill Ripol- Coach2Scale - Episode # 036Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams. Takeaways:True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial.Be open to learning and evolving through aha moments, recognizing the importance of mental preparation and ris...2024-04-2351 min
Coach2Scale: How Modern Leaders Build A Coaching CultureNo Silver Bullets - Dan Walsh - Coach2Scale - Episode # 035Today’s guest is a serially successful human being who has founded multiple successful organizations. Dan Walsh is a Partner at Oakwolf Group and a Co-Founder of Team IMPACT. Dan joins Host Matt Benelli to discuss the importance of using rubrics and frameworks, recruiting and selecting the right people for the right role, why sales leaders should always be recruiting, the impact of personal responsibility and goal setting, and making sure you have a culture that allows a sales manager to be successful. Takeaways:Sales professionals should embrace the entrepreneurial mindset, act...2024-04-1657 min
Coach2Scale: How Modern Leaders Build A Coaching CultureSettling The Sales & Marketing Divide - Casey Cheshire - Coach2Scale - Episode # 034Today’s guest is a marketing leader and podcaster with a long history of delivering results for B2B tech companies. Casey Cheshire is the Founder of Ringmaster Conversational Marketing, Host of The Hard Corps Marketing Show and Creating The Greatest Show, and Author of Marketing Automation Unleashed. Casey joins Host Matt Benelli to help sales and marketing leaders reconcile their differences, discuss what the future of marketing looks like, and understand how to approach your team’s use of AI. Takeaways:Understand the crucial importance of a synergistic relationship between sales and marketing. Team...2024-04-0948 minCoach2Scale: How Modern Leaders Build A Coaching CultureWhat We Learned From Sales Leaders In Q1 of 2024 - Coach2Scale - Episode # 033This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes MentionedBrent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Lori Harmon: https://coach2scale.transistor.fm/episodes/leading-from-the-front-lori-harmon-coach2scale-episode-026 Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 Channi...2024-04-0240 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTaking an Adaptive Approach to Sales - Mike D'Aloia - Coach2Scale - Episode # 032Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales. Takeaways:Adopting a one-size-fits-all approach in sales processes and metrics is a myth. It’s important to adapt processes based on situational needs, and h...2024-03-2642 min
Coach2Scale: How Modern Leaders Build A Coaching CultureUnderstanding What Makes Coaches Great - Kevin Martin - Coach2Scale - Episode # 031Today’s guest is a father of three wonderful children, a volunteer youth athletics coach, and has an accomplished career in sales leadership roles. Kevin Martin is the VP, Parchment Growth at Instructure. Kevin joins Host Matt Benelli to discuss the importance of being disciplined as a leader, trusting your team, and the power of reflection. Kevin also shares actionable frameworks for improving personal and team performance, including evaluating what went well, what didn't, and future focuses.Takeaways:Being a successful salesperson does not guarantee that someone will become a great sales leader. Th...2024-03-1953 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Power of Building Diverse Teams - Christina Smears - Coach2Scale - Episode # 030Today’s guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn’t try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization to innovate. Takeaways:Building diverse teams is not just about gender or race; it's about including peopl...2024-03-121h 09
Coach2Scale: How Modern Leaders Build A Coaching CultureFocus on The Fundamentals Over the Tech Stack - Justin Otley - Coach2Scale - Episode # 029Today’s guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team’s fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it’s imperative to show SDRs that there is a path forward.Takeaways:Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack...2024-03-051h 02
Coach2Scale: How Modern Leaders Build A Coaching CultureBecoming A Half-Monk, Half-Hitman Seller - Jon Hunter - Coach2Scale - Episode # 028Today’s guest is a go-to-market leader, advisor, coach, and dad. He’s been in the arena leading sales teams at major companies such as CA, BMC, and Micro Focus. Jon Hunter is the Founder of HunterX. Jon joins host Matt Benelli to dive into the value of instilling a long-term mentality in leaders, the role of empathy and resilience in building successful sales teams, and how to successfully navigate change management.Takeaways:The growth and development of people is the highest calling of leadership. Leaders should focus on inspiring, guiding, and developing thei...2024-02-271h 06
Coach2Scale: How Modern Leaders Build A Coaching CultureDecide on the D Players - Channing Ferrer - Coach2Scale - Episode # 027Today’s guest has extensive experience developing and growing international teams, and implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. Channing Ferrer is the Chief Sales Officer at Semrush and a Limited Partner at Stage2 Capital. Channing joins Host Matt Benelli to delve into coaching and leading salespeople, discuss the role of AI in sales, consider the utilization of tech stack tools, and learn about the functionalities of product-led business in sales. Takeaways:Sales managers should spend time with non-top performers. Instead of just focusing on...2024-02-2048 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading From The Front - Lori Harmon - Coach2Scale - Episode # 026Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team. Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability within an organization, and whether great salespeople are born or built.Takeaways:Good salespeople are not just bo...2024-02-131h 11
Coach2Scale: How Modern Leaders Build A Coaching CultureRe-Framing B2B Sales - Brent Adamson - Coach2Scale - Episode # 025Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer. Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric.Takeaways:Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for improved sales performance and higher engagement, especially among the core performers. The impact of coaching var...2024-02-061h 00
Coach2Scale: How Modern Leaders Build A Coaching CultureEmpowering The Modern Seller With AI - Ben Kennedy - Coach2Scale - Episode # 024Today’s guest has over 15 years of experience in strategic sales and leading sales teams focused on customer-first, long-term relationships. He has a passion for value-driven conversations and engagements, and a proven track record of driving SaaS growth and customer satisfaction. He brings s a global perspective from working and living in different countries and cultures, such as Argentina, Spain, Mexico and Costa Rica. Ben Kennedy is the Sales Director at Alation! Ben joins Host Matt Benelli to discuss how to maximize the productivity of a sales team, why more sellers does not equal more sales, and where generative AI...2024-01-3055 min
Coach2Scale: How Modern Leaders Build A Coaching CultureManaging With A Growth Mindset - Steve Goldberg - Coach2Scale - Episode # 023Today’s guest is a longtime sales leader who has led teams at companies like Yext, Fuze, and InsideSales.com. Steve Goldberg is the CRO of Salesloft and a Limited Partner at Stage 2 Capital. Steve joins Host Matt Benelli to discuss why having a growth mindset matters, the importance of getting bad news early, and the difference between “listening for” and “listening against.”Takeaways:For sales reps to be successful in the changing market of technology, it's crucial to adopt a growth mindset over a fixed mindset. Acknowledge changes, learn, and adapt to new sales p...2024-01-231h 01
Coach2Scale: How Modern Leaders Build A Coaching CultureCracking The Sales Innovation Paradox - Dr. Howard Dover - Coach2Scale - Episode # 022Today’s guest is a renowned sales thought leader, author, and professor. Dr. Howard Dover is the Founder of the Institute for Sales Knowledge and Innovation and Director of the Center for Professional Sales and Sales Coach at The University of Texas, Dallas. Dr. Dover is also the Clinical Professor of Marketing at The University of Texas, Dallas, and the Author of The Sales Innovation Paradox. Dr. Dover joins Host Matt Benelli to discuss why tactical best practices don’t scale, how to drive results as a sales leader, and the role technology plays in a changing sales environment.2024-01-161h 04
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading Lifelong Learners - Mark Aboud - Coach2Scale - Episode # 021Today’s guest is a visionary leader who knows how to focus and reinforce the right behaviors without looking at the scoreboard all the time. He’s spent 25-plus years leading and inspiring sales teams at industry titans like Oracle, SAP, and Ceridian. Mark Aboud is the Chief Experience Officer of the Middlefield Group. Mark joined Host Matt Benelli to discuss how to drive the adoption of new sales tools, how to lead digital transformations, and why it is critical to manage your team’s behavior along with their performance. Takeaways:Sales M...2024-01-0942 minCoach2Scale: How Modern Leaders Build A Coaching CultureWhat We Learned From Sales Leaders In 2023 - Coach2Scale - Episode #020This special episode is a compilation of what we’ve learned over the first 20 episodes in 2023. You'll hear from each of the guests who were featured on the show last year, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture.Episodes Mentioned: Sean Harvey: https://coach2scale.transistor.fm/episodes/empowering-your-team-s-professional-growth-sean-harvey-coach2scale-episode-001Brian Caulfield: https://coach2scale.transistor.fm/episodes/the-abc-s-of-developing-your-sales-team-brian-caulfield-coach2scale-episode-002John Boucher: https://coach2scale.transistor.fm/episodes/leading-the-right-way-john-boucher-coach2scale-episode-003Shahid Nizami: https://coach2sca...2024-01-0528 min
Coach2Scale: How Modern Leaders Build A Coaching CultureHelp Your Sales Team Find Meaning - Rachel Pacheco - Coach2Scale - Episode # 019Managing is hard, but today’s guest is here to help make it easy, even for new managers. Rachel Pacheco is the Author of Bringing up the Boss and is part of the Management Faculty at the Georgetown University McDonough School of Business. Rachel joins Host Matt Benelli for a great discussion of how managers can help their teams find meaning, the importance of sharing constructive feedback, and why it’s vital to consider how you structure and framework for your team.Takeaways:Leaders need to delve into what truly drives their team memb...2023-12-1956 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFour Characteristics To Hire For - Sean Harmon - Coach2Scale - Episode # 018Today’s guest brings a wealth of experience from both his time leading large sales organizations and building his own companies. Sean Harmon is the Chief Executive Officer of Rapid4Cloud, which makes it easier to implement and run Oracle Cloud Applications. Sean joins Host Matt Benelli for a discussion of nurturing robust work cultures, hiring great sales teams, and building successful organizations.Takeaways:Smart sales managers who are planning for long-term success will hire based on four characteristics: 1. Work Ethic, 2. Integrity, 3. Loyalty, and 4. Intelligence, which is really a person’s aptitude and willing...2023-12-1251 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLead By Listening & Laughing - Blair Tolbard - Coach2Scale - Episode # 017This special guest is a seasoned sales leader and mentor with over 40 years in the technology sector. Blair Tolbard is a now-retired sales executive with experience leading teams at companies such as IBM and Oracle. Blair joins Host Matt Benelli to share his insights on effective leadership and sales tactics. Blair emphasizes the power of listening, being accessible as a leader, and how leaders can use humor as a relief valve. Takeaways:It’s imperative to follow through on what you pledge to do. Your deeds speak much louder than your words. This is...2023-12-0549 min
Coach2Scale: How Modern Leaders Build A Coaching CultureUnderstanding Your Sales Team - Tom Schodorf - Coach2Scale - Episode # 016Today’s guest is an outstanding senior sales leader known for his ability to build, lead, and coach successful sales teams. He started his career in sales at IBM and now serves as a board member and advisor for multiple high-growth companies. Tom Schodorf joins Host Matt Benelli for a conversation about building a plan for your salespeople, how leadership shapes the conduct of the sales team, and how to set up new sales reps for success equitably.Takeaways:Salespeople are not “coin-operated” as so many mistakenly believe. Salespeople are motivated by many t...2023-11-281h 03
Coach2Scale: How Modern Leaders Build A Coaching CultureUnlocking Long-Term Sales Success - Ben Johnson - Coach2Scale - Episode # 015Today’s guest has worked in sales for over a decade at leading technology companies such as Workday and Oracle prior to landing his current role. Ben Johnson is the Area Vice President of Mid-Market and Public Sector at Zendesk and a Cross-Fit Coach. Ben joins Host Matt Benelli to share the role of managers in a Performance Improvement Plan, why leaders should value deeds over words, and how to develop employees for long-term success.Takeaways:While quarterly performance is important, it is not the only thing that matters when developing a sales re...2023-11-1456 min
Coach2Scale: How Modern Leaders Build A Coaching CultureMotivating Your Sales Team - Josh Allen - Coach2Scale - Episode # 014Today’s guest was recently named one of Pavilion's "40 CROs to Watch”. He is a long-time sales leader and CRO who has led teams at companies such as LogMeIn, CarGurus, and Drift. Josh Allen is a Founding Member of The Revenue Collective and a Limited Partner at Stage 2 Capital. Josh joins Host Matt Benelli on a dive into how to really motivate each member of your sales team, why you should hire based on characteristics rather than skills, and the danger of focusing too heavily on KPIs.Takeaways:New sales managers need to reco...2023-11-0754 min
Coach2Scale: How Modern Leaders Build A Coaching CultureNature Vs. Nurture in Sales - Dave Phillips - Coach2Scale - Episode # 013Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today.Takeaways:Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills can be taught and developed and th...2023-10-3148 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Right Cadence For Coaching - Victoria Abeling - Coach2Scale - Episode # 012Today’s guest is an accomplished sales leader with an extensive career in the cybersecurity industry. Victoria Abeling is the Head of Americas Sales Development, Commercial and International Sales at VMware Carbon Black. Victoria and Host Matt Benelli discuss why the cadence of coaching matters, why looking into losses is as important as looking into wins, and how to avoid giving bad feedback to your team.Takeaways:Both sales managers and sales reps should stop looking at coaching as something they receive as a punishment for failing at their job. It is the jo...2023-10-2450 min
Coach2Scale: How Modern Leaders Build A Coaching CultureManage For The Career, Not The Quarter - Patrick Galvin - Coach2Scale - Episode # 011Today’s guest has over twenty years of experience building and managing high-performance sales organizations in high growth, private and public companies. Pat Galvin is the Vice President of Employee Experience, Americas at ServiceNow. Pat and Host Matt Benelli dive into how to establish a coaching culture, whether leaders should focus on people or performance, and why you should be your authentic self in every part of your career. Takeaways:Your top-performing sales rep is not always your best option for your next sales manager. Selling and coaching are very different actions and require dif...2023-10-1740 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe 4 Pillars of Hiring Great Reps - Jon Feldman - Coach2Scale - Episode # 010Today’s guest is an extremely thoughtful and passionate sales leader who has grown huge companies such as SAP and Oracle. Jon Feldman is the Area Vice President of Sales for North America at Absolute Software. Jon is also the Founder and Host of The Rally Call, a podcast for sellers. Jon and Host Matt Benelli dive into the need for AEs to embrace continuous learning, the impact of outcome-based selling, and the four pillars of hiring great salespeople.Takeaways:Becoming an effective sales rep in the tech industry today requires a commitment to...2023-10-1045 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching The Whole Salesperson - Amy Appleyard - Coach2Scale - Episode # 009Today’s guest is a cybersecurity and sales veteran with over 15 years of experience in driving high-growth sales organizations. Amy Appleyard is the Chief Revenue Officer at LastPass and a Limited Partner at Stage 2 Capital. Through their conversation, Amy and Host Matt Benelli discuss why sales leaders need to coach the whole person (02:31), why one-on-one meetings are vital (18:58), and the personal nature of great coaching (22:57).Takeaways:Salespeople are not only motivated by money and sales coaching should not be thought of as just putting more into motivating salespeople.To get someone who puts ev...2023-10-0345 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeaning Into Who You Are - Jeff Perry - Coach2Scale - Episode # 008Today’s guest is a sales leader who has built high-performing teams at some of the largest and most well-known enterprise tech companies. Jeff Perry is the Chief Revenue Officer of Carta. Jeff and Host Matt Benelli discuss the importance of being yourself in interviews, why leaders can be both empathetic and results-driven, and the benefits of selling as a team. Takeaways:The success of a sales leader does not depend on the size of the company, it depends on the type of person they are. If they’re willing to learn, a sales leade...2023-09-2539 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFeeding Your Eagles - Sarah Milby - Coach2Scale - Episode # 007Today’s guest is an investor, advisor, and entrepreneur. Sarah Milby is the CEO and Founder of Valor Performance, Inc.. Sarah joins Host Matt Benelli to discuss how to retain your top performers, why so many sales leaders misunderstand how to coach their teams, and how to build feedback into the everyday culture of your organization.Takeaways:While many leaders believe that the majority of their coaching should be directed toward their problem reps who are underperforming, they should not forget about their high-performers. Your high-performing reps need attention and coaching in order to...2023-09-1950 min
Coach2Scale: How Modern Leaders Build A Coaching CultureServant Leadership in SaaS Sales - William Bagshaw - Coach2Scale - Episode # 006Today’s special guest walks the servant leadership walk and has driven organizational success through others at B2B SaaS industry titans such as Oracle and Salesforce. William Bagshaw is the VP of Sales at Palo Alto Networks and a Limited Partner at Stage 2 Capital. William joins Host Matt Benelli to discuss the impact of servant leadership in sales, how to create a psychologically safe environment, and ways to motivate salespeople beyond money. Takeaways:First-time managers often fall into the trap of focusing too heavily on the measurements and outcomes. They feel that the...2023-09-1246 min
Coach2Scale: How Modern Leaders Build A Coaching CultureCoaching Sales like Soccer - Sarah Kiley - Coach2Scale - Episode # 005This guest is an extremely hardworking, strategic, and thoughtful leader with a wealth of experience in the SaaS sales world to draw from. Sarah Kiley is the Senior Vice President of Sales at SchoolStatus. Sarah Joins Host Matt Benelli to discuss how to establish a coaching culture, the importance of practice, and when to give feedback to your sales team.Takeaways:Laying out a set of values for your sales organization to live by is only part of building a culture. The other, more important facet is for those in leadership to embody...2023-09-0545 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe Art & Science of Coaching - Shahid Nizami - Coach2Scale - Episode # 004Today’s guest is a senior sales leader with a passion for embracing and cultivating budding leaders. He has spent decades helping both SMBs and massive enterprises to grow. Shahid Nizami is a Thinkfluencer for Tigerhall, a Certified Coach, and a Member of the International Coaching Federation. Shahid and Host Matt Benelli discuss the importance of asking rather than telling, how to empower sales teams to grow, and the pivotal role effective feedback has in fostering continuous improvement.Takeaways:During the interview process, assess whether candidates are coachable by gauging their willingness to ad...2023-08-2939 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading The Right Way - John Boucher - Coach2Scale - Episode # 003Today’s guest loves growing early-stage B2B software companies. He’s helped multiple companies get acquired by partners like Salesforce and Concentrix. John Boucher is the Operating Partner at Stage 2 Capital and GTM Advisor for both Seismic Software and Virtualitics, Inc. John joins Host Matt Benelli to discuss the importance of investing in developing your team, doing the right things as a leader, and how to grow your sales coaching tree. Takeaways:Building a great team starts with finding the best people for the role and then helping them to become better at it...2023-08-2141 min
Coach2Scale: How Modern Leaders Build A Coaching CultureThe ABC’s of Developing Your Sales Team - Brian Caulfield - Coach2Scale - Episode # 002Today’s guest is an ardent supporter of investing in their team to help them master their craft and maximize results. He’s spent his entire career in the technology and B2B SaaS arena leading through numerous GTM roles. Brian Caulfield is the Chief Operating Officer at TeamSnap. Brian joins Host Matt Benelli to discuss how to avoid the debilitating impacts of attrition, how to identify the three types of employees on your team, and why having a leadership group that believes in coaching is so important.Takeaways:Attrition is one of the...2023-08-1449 min
Coach2Scale: How Modern Leaders Build A Coaching CultureEmpowering Your Team’s Professional Growth - Sean Harvey - Coach2Scale - Episode # 001Today’s guest is an extremely passionate leader and mentor that has built out amazing sales organizations while simultaneously closing large enterprise deals for high-growth startups. Sean Harvey is the Vice President of Sales at RocketRez. Sean joins Host Matt Benelli for a discussion on instilling cultural changes that stick, the importance of trust in coaching, and why sales leaders need to think long-term.Takeaways:Incorporating coaching into a company’s culture is simplest when implemented with a “top-down” approach. The buy-in of top leaders is critical to building this culture and it must be...2023-08-0743 min
Coach2Scale: How Modern Leaders Build A Coaching CultureWelcome to Coach2Scale - How Modern Leaders Build Coaching CulturesWelcome to Coach2Scale - How Modern Leaders Build Coaching CulturesJoin Host Matt Benelli for conversations with management professionals in B2B companies who share the belief that effective coaching improves the performance of every team member. Our mission is to help leaders become better coaches.Coach to Scale is sponsored by CoachEm, the world's first AI coaching execution platform that leverages evidence-based coaching to increase quota attainment.Connect with Matt:LinkedIn: https://www.linkedin.com/in/mattbenelli/Learn More About CoachEm:Website: https://coachem.io/2023-07-2900 min
The Revenue Architect PodcastHow to coach your frontline sales managers to get the best out of your salespeople - a convo with Matt Benelli, CRO of Coachem.Most frontline sales managers get promoted into the role on the back of being superstar salespeople. So why do so many struggle to succeed in a management role? Well, it turns out that being a top sales manager takes a completely different set of skills to being a top salesperson, not least the ability to be an effective coach.Common wisdom says that it takes years of experience to become a great coach, as you need to have seen a wide range of scenarios before you can start dishing out advice. However, frontline sales managers don’t ha...2023-05-1837 min
Elements of StilesEpisode 122 - Matt Benelli: KeepEm, GrowEm, CoachEmMark sits down with CoachEm co-founder Matt Benelli to hear how technology has helped managers navigate the new work ecosystem and to coach, grow, lead, and keep the talent they need!
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Unleashing the Power of Respect: The I-M Approach by Joseph Shrand, MD
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