Shows
The Sales Leaders Operating System™Integrating Trust, Systems, and Alignment— Key Themes for Effective Sales LeadershipIn 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.
2025-06-0418 minThe Sales Leaders Operating System™Bruce Wedderburn on Embracing Tension in Sales LeadershipIn 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...
2025-05-2145 minThe Sales Leaders Operating System™Jillian Irizarry Discusses Sales Management in an AI WorldIn 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...
2025-05-0737 minThe Sales Leaders Operating System™Navigating Sales Systems with Chris JenningsToday, 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 figure...
2025-04-2340 minThe Sales Leaders Operating System™Nurturing A Trust-Driven Sales Culture with Charles GreenToday, 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. Tu...
2025-04-0940 minThe Sales Leaders Operating System™Building Cohesion In Revenue Teams with A. Lee JudgeIn 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 impr...
2025-03-2642 minThe Sales Leaders Operating System™Building a Recruitment Culture with Ben Gotkin to Optimize Sales Team PerformanceIn 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. ...
2025-03-1248 minThe Sales Leaders Operating System™Cultivating Trust and Motivation in Sales with Matt BuchalskiIn 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 tru...
2025-02-2638 min
Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.How is AI Transforming Sales Leadership and Performance? with Matthew McDarbyJoin John Golden in an enlightening discussion with Matt McDarby, a seasoned sales leader and AI expert, as they explore the significant impact of artificial intelligence on sales leadership. The episode delves into how AI can automate tasks to boost efficiency while highlighting the necessity of preserving human connections in sales. Matt offers actionable advice on adapting to new AI technologies, preparing sales teams for informed buyers, and managing change effectively. By focusing on continuous learning and personalized interactions, sales leaders can better navigate the evolving landscape. Tune in for strategies that will help you integrate AI into your...
2025-02-1323 minThe Sales Leaders Operating System™Insights On Revenue Leadership with Corey Schwitz and David LevyIn 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, th...
2025-02-1252 minThe Sales Leaders Operating System™How Focus and Alignment Saved An Iconic Brand In Sales with John GoldenIn 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...
2025-01-2947 minThe Sales Leaders Operating System™Driving Revenue Through Partnerships with Greg PlumIn 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...
2025-01-1540 minThe Sales Leaders Operating System™Encore: How to Assemble a Playbook That's Simple and Clear with Shaun PriestGet 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: Discove...
2025-01-0136 minThe Sales Leaders Operating System™Embracing Accountability in Sales with Gui CostinIn 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 fo...
2024-12-1842 minThe Sales Leaders Operating System™Jennifer Cart on Managing Change in SalesIn 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...
2024-12-0439 minThe Sales Leaders Operating System™Rich Bishop on Execution and Accountability in RevOpsIn 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...
2024-11-2034 minThe Sales Leaders Operating System™Building Effective Sales Teams with John SantosToday, 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...
2024-11-0642 minThe Sales Leaders Operating System™Developing Talent and Trust with Barry RidgwayIn 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 an...
2024-10-2338 minThe Sales Leaders Operating System™Building Winning Sales Teams with Practice, Accountability, and the Wisdom of Coach WoottenIn 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...
2024-10-0930 min
The Sales Leaders Operating System™How to Achieve Clarity and Accountability with Steve GieldaIn 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...
2024-09-2522 minThe Sales Leaders Operating System™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 m...
2024-09-1109 minThe Sales Leaders Operating System™The Role of Systems Thinking in Sales LeadershipIn 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...
2024-07-2414 minThe Sales Leaders Operating System™Key Lessons from Elite Sales Leaders with a Systems ApproachIn 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 lea...
2024-07-1015 minThe Sales Leaders Operating System™The Faster You Achieve Clarity, The Faster You Win with Patrick ZientaraIn 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 go...
2024-06-2642 min
The Sales Leaders Operating System™Sales Leadership, Empowerment and Innovation with Loree Lash-ValenciaIn 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 t...
2024-06-0535 minThe Sales Leaders Operating System™Nobody Knows Anything with Jeff MacomberIn 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] Wha...
2024-05-2238 min
The Sales Leaders Operating System™Sales Coaching Moments with Richard SmithIn 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...
2024-05-0839 min
The Sales Leaders Operating System™Building Trust and Goodwill with Jason Rozenblat's Sales Leadership InsightsIn 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...
2024-04-2438 minThe Sales Leaders Operating System™Your Managers and Your Network Are Your Best Investment with Chris DePatriaToday 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 st...
2024-04-1039 minThe Sales Leaders Operating System™Blending Art & Science In Sales with Matt GoffWelcome 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 ep...
2024-03-2733 minThe Sales Leaders Operating System™The Power of Serving with Chris TurnleySettle 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 gui...
2024-03-1337 minThe Sales Leaders Operating System™Building A Winning System with Laci BuzzelliIn today’s episode, we’re joined by Laci Buzzelli, who brings a wealth of experience from her impressive 19-year career in sales and leadership. Today, Laci shares the importance of clear directives and the impact of supportive leadership on both personal and team success. We'll discuss the realities of transitioning leaders and the challenge of aligning individuals with roles that fit. Join us as we share and discuss practical insights on accountability, mentorship, and navigating the often complex dynamics of sales teams. This conversation will change your perspective and help you refine your approach to sa...
2024-02-2833 minThe Sales Leaders Operating System™How to Assemble a Playbook That's Simple and Clear with Shaun PriestGet ready to revolutionize your sales leadership playbook with one of today’s best leaders in healthcare tech sales, Shaun Priest. 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 Shau...
2024-02-1437 minThe Sales Leaders Operating System™Great Systems Make Great LeadersIn this episode, Matt takes a deeper look at systems thinking and its impact on the performance of sales leaders and their organizations. Using the legendary college football coach Nick Saban as inspiration, Matt explores the significance of developing and refining a system over time. He shares valuable insights into how operating within a system can unleash creativity, enhance leadership, and boost confidence for sales leaders. Join us as we uncover the key elements of a successful system and gain practical strategies to drive outstanding sales results. Tune in now. Show highl...
2024-01-3117 minThe Sales Leaders Operating System™How Systems Thinking Transforms Average Leaders into PowerhousesIn this episode, Matt journeys into the world of systems thinking and how it separates the great sales leaders from the average. Learn how to move beyond simple cause-and-effect analysis, understand the interconnectedness of every aspect of your organization, and make smart, focused moves to drive real change. With practical examples and expert advice, you'll discover the power of systems thinking in solving common sales challenges and revolutionizing your approach to sales leadership. Tune in now. Show highlights: Find out the MIT definition of systems thinking [00:01:19] Systems thinking beyond simple caus...
2024-01-1717 minThe Sales Leaders Operating System™The Blueprint for Sales Leadership: The Sales Leader’s Operating System™In this episode, Matt takes a deep look into the concept of the Sales Leader's Operating System™ and systems thinking. Drawing from insightful interviews with real-world sales leaders, Matt uncovers crucial patterns and themes that emerge when you consider how great sales teams operate. He challenges sales leaders to think critically about their operating system and identifies key components of the system such as trust building, having the right people, communicating clear expectations, managing time and priorities, managing change, and leveraging data effectively. This episode serves as a thought-provoking guide for sales leaders to adopt syst...
2024-01-0322 minThe Sales Leaders Operating System™How to Approach Everything from the Client's Perspective with Jeff LautenbachToday's episode features Jeff Lautenbach, whose rich history with IBM, Salesforce, and other successful global sales organizations will change the way you think about engaging with your team and your clients. Jeff shares his perspective on the power of placing the client at the center of all that you do. You will discover how to tailor your sales playbook so it resonates deeply with your target customer's core needs. Are your team dynamics aligned with today’s fast-evolving markets and shifts in buying behavior? We will explore how to manage change in a fluid environment, inspire...
2023-12-1335 minThe Sales Leaders Operating System™How to Put the Best Person In Every Seat with Kevin KearnsIn today's episode, Kevin Kearns, Chief Revenue Officer at Hotel Engine, dives into a topic that is crucial for sales leaders who need to drive remarkable results. Kevin shares his views on talent density and why finding the right individuals for each position is vital in building successful sales organizations. He explores the importance of a rigorous interview process, utilizing case studies, and evaluating talent to ensure a perfect fit. Join us as we uncover the secrets to unlocking the potential of your team with Kevin's insights on coaching, diagnosing problems, and making strategic decisions th...
2023-11-2930 minThe Sales Leaders Operating System™Find A Way to Get Into Their Heart with Kevin O'KeefeIn this episode, Matt McDarby sits down with seasoned sales leader, Kevin O'Keefe, CEO at Profit Key ERP and Executive Chairman at Advanced Sales AI. They will discuss the art of inspiring and nurturing success within sales teams. Kevin shares his wealth of experience, from working with salespeople for five decades to his insights on leadership and motivation. Get ready to learn how to find your way into the hearts of your team and unlock their full potential. Stay tuned for an inspiring and informative conversation with Kevin O'Keefe. Listen Now! Sh...
2023-11-1529 minThe Sales Leaders Operating System™How to Harness Your Strengths for Sales Success with Michelle CarneyIn this episode of The Divine Comedy of Sales, host Matt McDarby sits down with Michelle Carney, Regional Vice President of Sales at Toast, to discuss the importance of leaning into your strengths as a leader. Michelle has had an impressive career trajectory, starting in a sales role for a home builder to now leading a successful sales team in the food tech industry. But what sets Michelle apart is her ability to leverage her strengths and continuously improve her capabilities as a leader. Michelle shares her invaluable insights on the importance of embracing your st...
2023-11-0126 minThe Sales Leaders Operating System™How to Build A System and Drive Consistent Performance with Giles GiddingsAs a sales leader, you face an important challenge: You have to balance being a coach and a manager. The difference? A coach develops your team effectively and a manager gets projects across the finish line. Elite sales leaders have effective systems in place so they can be world class at both. Today, Giles Giddings joins me. Giles has enjoyed success in a variety of roles, from leadership development to sales training and enablement. He’s here to talk about how you can condition yourself to be an elite sales...
2023-10-1831 minThe Sales Leaders Operating System™How to Keep Learning and Keep Rising with Ken NapolitanoExperience is a great teacher. But if you’re a sales leader, you don’t have time to learn everything based strictly on your own experiences. Even if you did, do you really want to go through all the failures, headaches, and discouragement that comes with learning the hard way? Why not learn from the experience of other successful people? Ken Napolitano is one of those people, and he’s with me to share insights he’s gained from more than 25 years in sales leadership roles with top-flight organizations including Bloomberg. From perfecting the balanc...
2023-10-0432 minThe Sales Leaders Operating System™How to Build Connection and Collaboration with John MaxwellYou already know collaboration is needed for your organization to get important things done. But the power of collaboration goes deeper! John Maxwell’s career has spanned many roles and taken him across the globe. In this episode he’s here to talk with Matt about what he has learned about collaboration, why it’s so important, and how to nurture it in your sales team to build trust and drive better performance. Get ready for a new appreciation of how vital collaboration is to your team’s success. Listen now! Hi...
2023-09-2029 minThe Sales Leaders Operating System™How To Build Your Dream Sales TeamEvery sales leader wants a team that consistently exceeds their goals. But why do so few leaders achieve this? The secret is understanding what motivates your team. When you help them grow and show that you're there to support them, you'll get the results you want without burning yourself out in the process In this episode,sales leader and coach Alyssa Kropp shares her insights on how to build a team that's ready to go the extra mile. Tune in now! Show Highlights Include: #1 underrated leadership less...
2023-09-0630 minThe Sales Leaders Operating System™How Clear Leader's Intent Plus Dialogue Leads to Success with Eddie GeiselOn paper you have everything you need: great products, great support, and great talent on your sales team… But for some reason, the sales aren’t pouring in like you believe they should. If you aren’t sure what to do about it, today’s episode with Eddie Geisel will help. Eddie has been there, and he learned the importance of clearly communicating a Leader’s Intent to fix the problem. He’ll share what Leader’s Intent is and how to apply it to drive your sales team’s results to the next level.....
2023-08-2331 minThe Sales Leaders Operating System™Why Clear Is Kind and Why Adversity Is A Gift with Scott MacGregorAs a sales leader you know how important it is to develop your team. But how do you help them understand their own potential and develop the skills and habits necessary for success? On today’s show, Scott MacGregor joins me to talk about this and much more. You’ll see why extreme clarity is good for everyone, why discipline is more important than motivation, and learn why the traits needed for sales success get overlooked, even by people hiring for them. Show highlights include: Why “clear is kind” and how to el...
2023-08-0928 min
Results Leader.FMHow To Use Faith To Supercharge Your Growth In BusinessDid you know that, despite there being countless guides online on how to succeed in business, the most powerful method is never talked about? In fact, it’s downright ignored…Even though it’s the secret behind the success of the top 0.001%! I’m talking about faith. … Hardly anyone uses faith outside of their personal life & in their business. Considering just how powerful it is, the elites keep these secrets guarded for a reason. The secrets are well-guarded and not spread widely by the elites. But not anymore. Join us in this...
2023-07-3133 minThe Sales Leaders Operating System™How to Connect With Every Member of Your Team with Brian DelmanAs a sales leader you know what motivates you, the approaches that have worked for you, and what makes you a great seller and leader. So it’s tempting to think if you turned your team into carbon copies of yourself, everybody would do great work and deliver great results! But not everybody is like you. They have different motivations, different backgrounds, and different learning styles. Ignoring these things will make it impossible to motivate your whole team and equip them to be effective. In this episode, Matt talks with Brian Delman about ho...
2023-07-2629 minThe Sales Leaders Operating System™Why Creating A Cadence Is The Most Important Thing We Can Do with Greg LanzSome sales leaders coach in “firefighting mode.” They offer coaching only when a performance problem arises and they expect better behavior and great results to follow. But the change doesn’t come and the results don’t improve. To drive real change and improve performance , establishing a consistent cadence with your team is a proven method that ensures coaching and effective follow through. In this episode, Greg Lanz explains why cadence is an investment worth making, how to develop the right cadence with your team, and why honoring your commitment to cadence strengthens your rep...
2023-07-1232 minThe Sales Leaders Operating System™How to Be A Conductor and Not A One Man Band with Rachel ProvanBeing a leader is tough.Especially if it’s a new leadership role. Impostor syndrome is real. You might think you have to know everything, even though you just started. And how do you handle the people you manage who think they could do your job better than you can? Rachel Provan is here to relieve the pressure you’re feeling and to explain why you don’t have to do everything or micromanage to lead your team effectively. This is an enlightening and encouraging episode whether you’re a tenured...
2023-07-0529 minThe Sales Leaders Operating System™How Trust and Diverse Perspectives Lead to A Winning Culture with Kenny KleinCommunication and culture are critical. Poor communication undermines trust in your organization. If you can’t keep your team on the same page, differences in demographics, backgrounds, and opinions can create friction that slams the brakes on sales growth. Kenny Klein knows these issues firsthand. In his time at Grubhub, he’s grown from individual contributor to sales manager to Senior Director of Sales and Operations. As the business has grown, so has the sales team–to a few hundred members. In this episode, Kenny shares lessons learned and insights that will help you comm...
2023-06-2831 minThe Sales Leaders Operating System™How to Learn and Grow By Teaching Others with Mark McCaryWhat truly drives growth in your team? Is it trust, exceptional leadership or incentives that encourage the right behavior? The real secret to growth is something different. Join us in this episode as Mark McCary, Partner at Serious Development, reveals the secret key to team growth. Discover how to motivate your sales reps to unlock their full potential and how you can grow alongside them. Listen now! Show Highlights Include: How to build efficiency and cut your development costs with ChatGPT (Note: This will help you save hundred of...
2023-06-2127 minThe Sales Leaders Operating System™How to Show Your People You Really Care with Mareo McCrackenBeing a sales leader means juggling numerous responsibilities all at once. Coaching, interpreting data, planning, selling with the team, reporting —the list goes on…. With so much on our plates, it can be challenging to demonstrate genuine care as leaders. Join us in this episode as Mareo McCracken, Chief Revenue Officer of MoveMedical, shares lessons he has learned about how to inspire and unleash the full potential of your team by demonstrating genuine care. Listen now! Show Highlights Include: The key trait you need to look for in your...
2023-06-1429 minThe Sales Leaders Operating System™How to Get Your Team's Absolute Best with Larry LetowDo you want to know the key factor that separates leaders who earn the respect and support of their team from those who don't? It's investment. As a leader, it is crucial to invest in your teammates and genuinely care about them. Why? Because when you demonstrate your investment in them, they are more likely to reciprocate and invest in you. If you fail to show that you care, they won't feel motivated to follow your lead, respect you, or provide support. In this captivating episode, we ar...
2023-06-0724 minThe Sales Leaders Operating System™How True Leaders Breed Other Leaders with Dana IsolaHave you ever wondered why some leaders are better than others at helping people reach their full potential? What can you learn from their example? What can you replicate that will strengthen your team? One of those great leaders you can learn from is Dana Isola. In this episode, Dana shares some important lessons he has learned about cultivating trust and drawing the best effort from his team. Learn how to gain your team’s unwavering trust, inspire them to reach their full potential, and much more. Listen now! Sho...
2023-05-3128 minThe Sales Leaders Operating System™How to Tap Into the 'Power of People' with Tony DiLeoA leader's relationship with their team depends on one crucial factor, which can either make or break it. Without this key element, your teammates are unlikely to willingly follow your lead, no matter what strategies or techniques you employ. That essential factor is trust. As a leader, your teammates simply want to know that you have their back. They rely on you to support them when they encounter challenges. In this episode, we are joined by Tony DiLeo, the Senior Director of Sales at Converge One. He shares valuable insights on...
2023-05-2427 minThe Sales Leaders Operating System™How Can I Strengthen My Executive Presence?Exceptional leaders shine above the rest in part because of their remarkable executive presence. They possess the power to captivate and motivate others. Investing in this skill will amplify the impact of your work and reputation significantly. Enhancing your executive presence earns you respect and followership and inspires those around you. Join me for this episode, where I unveil a straightforward framework to enhance your executive presence. Discover how to confidently engage large, nerve-wracking audiences and much more. Tune in now! Show Highlights Include: Unleash Your Leadership...
2023-05-1719 minThe Sales Leaders Operating System™Why Sales Teams Need Clear ExpectationsAs a sales leader, one of the absolute worst things you can have your team do is execute without clear expectations. Without clear expectations, your team members may be performing daily activities that have little or nothing to do with what you are trying to achieve. Amateur sales leaders leave expectations to chance. What do they get in return? Lack luster results and frustration from the team. Is this what you want from your team? Of course not! What do experienced sales leaders do instead? They train their team to focus on t...
2023-05-1021 minThe Sales Leaders Operating System™How to Build Trust With Your Sales TeamBuilding trust with your team may seem like something you should do subconsciously… without thinking about it. But great leaders build trust intentionally, and they know which habits build trust and which ones erode trust. Join me in this episode as I share the game plan for how to build successful teams, maximize trust, and establish the type of open, positive culture that great leaders build. Listen now! Show Highlights Include: Learn this overlooked behavior from great sales leaders to build trust in ANY interaction (2:13) Ask these questions before you int...
2023-05-0315 minThe Sales Leaders Operating System™How to Be A Better Sales LeaderEmpowering and enabling your team to think and act like leaders is very difficult. But it may be the key to your success as a leader. The secret is that top sales leaders intentionally demonstrate what great leadership looks like to empower their people, increase their team’s self-motivation, and raise the bar on their critical thinking and execution. Join me in this episode as I share how great sales leaders walk the walk and inspire their teammates by demonstrating what great leadership looks like… Listen now! Show Highlights Include...
2023-04-2618 minThe Sales Leaders Operating System™How to Diagnose Sales Performance ProblemsDo you know there’s ONE big thing that separates the truly great sales leaders from your average ones? Not only does cultivating this trait lead to huge gains in sales and revenue, but it also keeps your team from hitting a ceiling in their growth. Best part? Learning this skill doesn’t have to take years but it does take some practice. In this episode, I share the hidden skill that the top sales leaders on the planet apply every day to build and lead the most successful sales organizations in th...
2023-04-1915 minThe Sales Leaders Operating System™How to Influence My Sales Team's BehaviorDid you know that certain, natural biases are the main obstacle to getting your teammates to change their behavior? What do I mean? Well, biases are ingrained in human behavior going back to our earliest history as a species. These biases govern our decisions and behavior to this very day. Reasoning with us can be extremely challenging and no matter how logical our arguments may be, influencing others to take new or different action feels futile at times. The good news is that anyone can learn to influence people in the...
2023-04-1219 minThe Sales Leaders Operating System™How Do I Prioritize As a Sales Leader?What do you think is the highest priority for a great sales leader? Helping every member of the team hit their KPI’s? Investing into the development of people who are struggling the most? Or perhaps it’s focusing only on your top performers? The right answer is, “It depends!” There is one thing that is always true, however. Like it or not, as a leader you must learn to say “No” when asked to engage in low priority activities. Join me in this episode as I share the formula for success that...
2023-04-0518 minThe Sales Leaders Operating System™How Can I Develop A Great Sales TeamWhat do you think goes into developing a great sales team? Giving them space to figure out their problems on their own? Getting out of their way and letting them “do their job”? Or maybe incenting them every day to hit their targets? If you answered “yes” to these questions, then perhaps you’re looking at your role the wrong way…. Developing a great sales team involves a set of skills you can learn. It involves communicating with your team in a different way and helping them find the right path.. Join me in th...
2023-03-2918 minThe Sales Leaders Operating System™Do You Have What It Takes to Be A Great Sales Coach?Most salespeople believe they have what it takes to be a great sales coach. But is that really true? Truth be told, it takes a certain set of skills, characteristics, and mindset to make it to the top. And, unfortunately, not everyone is cut out for it. The good news is that you can cultivate these traits to become a great sales leader. Join me in this episode, as I share the blueprint for entering the top tier of sales coaches in your industry. You'll discover how to inspire your team...
2023-03-2224 minThe Sales Leaders Operating System™How Can Sales Leaders Manage Their Time Better?Sales leaders often feel that time is their biggest obstacle to achieving more growth in their business. But that’s not entirely true. In reality, it's not about how much time you have, but how effectively you manage your time. The good news is that anyone can learn from successful sales leaders to manage their time better and use it wisely. Join me in this episode as I'll share how great sales leaders effectively manage their time to complete their tasks faster, optimize their sales process, and ultimately grow their business....
2023-03-1520 minThe Sales Leaders Operating System™Why The Divine Comedy of Sales? Why Now?Most people think they need to be born with some special talent to become a great sales leader. But that’s absolutely not true. In fact, over the years of training & coaching sales leaders, I’ve learned that only a few key factors separate your run-of-the-mill sales leaders from the top 1%. And you know what? Anybody can learn the traits needed to become a great sales leader. Join me in this episode as I share jaw-dropping practical tips on how you can explode your career growth as a sales leade...
2023-03-0813 minThe Sales Leaders Operating System™The Divine Comedy Of Sales IntroYou've been hired to lead a sales team or an entire sales organization. Whether you've been a Sales Leader before or if this is your first time, you are going to face challenges as you develop your people, lead them to greatness, and achieve your sales goals. Sales Leaders have the pivotal role in business, and getting great sales results consistently is incredibly challenging. This show is dedicated to the Sales Leader who knows their team's success depends on effective leadership. If you want practical, real-world advice from Sales Leaders who have overcome the challenges you're experiencing, then this is...
2023-02-2300 min
Going North PodcastEp. 451 – “The Divine Comedy of Sales” with Matt McDarby (@mmcdarby)“Your most valuable asset as a leader, as a human is time. If you can be generous with it, that sends a really important message to people.” – Matt McDarby Today’s featured bestselling author is Sales Leadership Coach, advisor, and the founder and President of United Sales Resources LLC. Matt and I talk about his latest book, The Divine Comedy of Sales, being a virtuous sales leader, and more!! Key Thing’s You’ll Learn: Why he decided to write this book. What’s he’s learned since publishing h...
2022-01-0334 min
The AI for Sales PodcastAI for Sales "Best-of" ReelWelcome to The AI for Sales Podcast, featuring Chad Burmeister, The AI for Sales Expert on the Sales Experts Channel. Each week, Chad will interview new and unique sales & marketing leaders, AI for Sales & Marketing experts, data scientists and more to keep you informed of what's going on in AI for Sales (and Marketing)! In this compilation, Chad talks AI for Sales (and Marketing) with:
-Rob Wood, VP Sales, ClicData
-Ben Simms, VP Commercial Client Services, Market Source
-Chris Bennett, Consultative Selling Master
-Matthew McDarby, Head of Sales, Fidelus Technologies
-Pam Didner, Founder, Relentless...
2020-03-1606 min
Leading Matters with Joel Capperella#55 Matthew McDarbyMatt McDarby, a top notch sales leadership coach, is today's guest on Leading Matters. It is essential, he says, to trust the sales process. Marketing can and should help sales reps have more of the right conversations to uncover one key fact. Where is my prospect in their decision making.
2017-03-0600 min