Unlock the secrets to successful sales leadership as we sit down with Lee Weech, Vice President of Sales for Executech. Learn from Lee's vast experience as he discusses how Executech has thrived over the past 25 years in managed services, IT infrastructure, cybersecurity, and cloud solutions. Discover why cloud migration and robust cybersecurity measures are more critical now than ever and get tips on how to protect your corporate data in the age of AI technologies like ChatGPT.

Gain priceless insights from Lee’s early sales experiences, where transparency and confidence played a pivotal role in closing deals. Hear his candid stories about failures and the lessons they imparted, illustrating how accountability and resilience can turn professional hardships into stepping stones for success. Lee's personal philosophy on sales will inspire you, whether you're starting your career or looking to overcome your own professional challenges.

Peek behind the curtain of sales leadership with Lee as he shares the ups and downs of steering a team in the managed service provider industry. Learn the art of balancing responsibilities, the importance of self-care, and the role of delegation in fostering a cohesive and successful team. Lee’s approach to hiring, transparency, and leadership will offer you practical strategies to build a supportive, honest, and high-energy work environment. Tune in for invaluable lessons and inspiring stories that can transform your approach to sales and leadership. Lee Weech is the Vice President of Sales for Executech having helped clients find solutions for Managed IT, Security and Cloud-based solutions to improve their efficiencies for 8 years within 8 locations in 6 states.

Lee is originally from San Diego moving to Utah is 2005. Along with his two kids, Jackson 18 and Kara 16, they enjoy a very active life together including ATV riding, skiing, golf, hiking, paddle boarding, traveling and proud to carry the National Park annual pass. Lee enjoys giving back to the community as the former chair of the Salt Lake City President Ambassadors and volunteers within the Daybreak community in South Jordan, UT.

Quotes:

"Honesty, showing up, and transparency are the core values I hold true. Whether it's telling a client they don't need an expensive solution or showing up in a snowstorm, these principles build trust and long-term relationships."

"The hardest thing for me in leadership is delegation. By doing everything myself, I'm not helping my team grow. It's important to give them opportunities to handle challenging situations, knowing I've got their back."

"Reflecting on past failures, I've learned that lack of effort and attention to detail can lead to job losses, but these experiences also serve as critical learning opportunities. Accountability and resilience are key to transforming professional hardships into stepping stones for success."

Links:

Lee’s LinkedIn - https://www.linkedin.com/in/leeweech/

Executech - https://www.executech.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Kevin Kostiner, Chief Commercial Officer of ClimaFi, joins us to discuss their revolutionary microgrid technologies and strategic energy solutions. As grid instability grows, Kevin emphasizes the crucial need for businesses to secure reliable energy sources to avoid disruptions. Drawing from his own career, he shares invaluable advice on the importance of focus, passion, and perseverance. We also explore the shifting landscape of career trends in the tech industry, from long-term employment to frequent job changes.

In a heartfelt segment, we tackle the transformative power of vulnerability and genuine confidence. Behind the polished exteriors often seen at business events, many rely on artificial confidence to hide insecurities. By sharing personal anecdotes from my entrepreneurial journey and my daughter's post-college challenges, we highlight how embracing discomfort and being open about struggles can lead to meaningful connections and personal growth.

Lastly, we delve into authenticity in leadership and the evolving virtual work culture. The shift to remote work has allowed for greater authenticity and a healthier work-life balance. We discuss the importance of supporting employees' passions, the benefits of casual attire, and how personal touches in virtual settings can foster deeper connections. We also emphasize the significance of effective CRM systems in enhancing productivity and avoiding manual inefficiencies. Tune in for a comprehensive look at achieving success in sales leadership and creating a thriving, authentic work environment.

Kevin Kostiner is the Chief Commercial Officer at ClimaFi, an innovative startup backed by Google Ventures, focused on revolutionizing microgrid solutions through advanced software and funding. Prior to recently joining ClimaFi, Kevin spent 5 years as Head of Business Development & Partnerships at a leading electric vehicle charging manufacturer. As a recognized leader in the EV charging and renewable energy sectors, Kevin is focused on driving growth and forging impactful partnerships that expand sustainable solutions to deliver a greener present and future.

Quotes:

"In today's world of grid instability, businesses must proactively secure their energy needs to avoid operational disruptions. It's about building resilience and reliability into their infrastructure."

"The ability to focus, find interest in your work, and persevere through challenges are key drivers of success. It's not about a perfectly curated life plan but about being adaptable and seizing opportunities as they come."

"True confidence comes from embracing vulnerability and being genuine. The façade of artificial confidence at business events hides insecurities that many people have."

Links:

Kevin’s LinkedIn - https://www.linkedin.com/in/kevinkostiner/

ClimaFi - https://www.climafi.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

What does it take to transition from engineering to leading a high-performing sales team? Join us on Sales Lead Dog as Cody George, Co-founder and Chief Sales Officer of RavenVolt, reveals his inspiring journey. Listen in as Cody discusses how his engineering roots and family background shaped his rise in sales leadership, and how he played a pivotal role in Ravenvolt's growth as a turnkey microgrid EPC since its inception in 2020. From maintaining integrity to fostering teamwork, Cody shares the core principles that have driven his success and fueled the company's rapid expansion.

Discover the nuances of building trust in sales leadership as Cody dives deep into his experience of moving from an engineering manager to VP of Sales, and ultimately, gaining a firsthand understanding of a salesperson's challenges. He emphasizes the importance of a team-centric approach, asking the right questions, and enabling star performers. Cody also underscores the significance of early wins, cross-departmental collaboration, and personal goal planning in creating a thriving work environment. The episode sheds light on overcoming trust deficits and building strong, lasting relationships with team members and customers alike.

Effective communication can make or break a sales team, and Cody brings this point home with compelling personal anecdotes. By highlighting the 7-38-55 rule and the power of face-to-face interactions, he illustrates how authentic listening and open dialogue are key to resolving trust issues. The episode also delves into the traits that matter most in building a successful sales team—competitiveness, discipline, and reliability. Wrapping up, we encourage you to connect with Cody on LinkedIn and subscribe to Sales Lead Dog for more engaging conversations. Don't miss out on this insightful episode packed with actionable takeaways for sales professionals!

Cody George, P.E. is one of the co-founders and President of Sales for RavenVolt Inc., An ABM Company providing commercial microgrid and utility battery solutions throughout the country operating as a turnkey EPC (Engineering, Procurement and Construction). An degreed Mechanical and licensed Electrical engineer at heart, Cody loves working with people and teams to find reliable long-term solutions to challenging, multifaceted energy problems as our country continues to electrify and work toward modernizing our electricity grid with renewable resources. He and his family enjoy a very active life including sports of any kind, exploring the outdoors, travel and early morning exercise.

Quotes:

"Passion for what you do is a huge strategic advantage in sales."

"Maintaining integrity, passion, and teamwork are the cornerstones of my success."

"Trust is foundational. If you're going to ask someone to do something, be willing to do it yourself."

"Sales might look like an individual sport, but it's truly a team sport."

Links:

Cody’s LinkedIn - https://www.linkedin.com/in/codytgeorge/

RavenVolt - https://ravenvolt.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Join us for an enlightening episode of the Sales Lead Dog Podcast, where we sit down with Ray Ruemmele, the Vice President of Americas Sales at Kudelski Security. Ray takes us through the fascinating history of Kudelski Group, from Stefan Kudelski's groundbreaking invention of the first commercially viable portable tape recorder to the company's pivotal role in the evolution of digital content protection. Learn about Kudelski Security's comprehensive offerings in cybersecurity, physical security, and IoT solutions, and discover how the company's relentless innovation and dedication to client outcomes have solidified its leadership in the industry.

Ray also shares his insights on the power of mentorship and networking in professional growth. Find out how a simple 15-minute meeting can open doors and how offering help in return fosters balanced and mutually beneficial relationships. Ray emphasizes the importance of stepping out of your comfort zone, taking on new responsibilities, and the critical role of effective communication, especially in the virtual landscape brought on by COVID-19. These strategies are key to building a cohesive and adaptable team in today’s fast-paced business environment.

In addition, Ray delves into the nuances of strategic sales leadership, discussing essential sales methodologies like MedPick and Sandler. He highlights the significance of hiring for tenure, relevant experience, and matrix sales structure compatibility, and underscores the value of learning from both successes and failures. We explore the vital role of CRM alignment in accurate sales forecasting and team performance, and how a disciplined approach to CRM can drive significant business outcomes. Tune in for Ray's invaluable advice on maximizing your CRM capabilities and ensuring your sales team is set up for success.

Ray Ruemmele Vice President Americas for Kudelski Security. Ray is responsible for leading the go-to-market strategy in the US, with a special focus on driving continued growth of the company’s key offerings, services portfolio, and expanding client relationships.

This includes strategies to increase the adoption of the company’s rapidly growing Managed Detection & Response Security (MDR) Services, Advisory and Consulting practices, as well as scaling indirect sales channels through new strategic alliances.

Ray joined Kudelski Security in 2017 and was responsible for launching the West Region and was promoted to Americas VP of sales in 2021. His prior experience includes sales and leadership roles at Okta, Juniper, Lenovo, and IBM. Ray graduated from of the University of Illinois with a major in Business Administration and Marketing.

Quotes:

"A simple, well-prepared 15-minute meeting can open doors you never imagined. The power of mentorship and networking is truly transformative in professional development."

"Effective communication and stepping out of your comfort zone are crucial, especially in today's virtual business environment. It's all about adapting and maintaining cohesion within the team."

"Understanding different sales frameworks like MedPick and Sandler can significantly enhance your hiring process and team alignment. It’s about finding the right fit and learning from both successes and failures."

Links:

Ray’s LinkedIn - https://www.linkedin.com/in/rayruemmele/

Kudelski Security - https://kudelskisecurity.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

What if you could transform your mid-sized business's IT capabilities and leap ahead of your competitors? Tune in as we chat with Erik Carlsen from Meriplex, who sheds light on how his company fills a crucial gap for mid-market companies struggling with IT management. Erik reveals the forces behind the rising demand for Meriplex's services, including private equity-fueled acquisitions and the difficulties businesses encounter when scaling without adequate IT infrastructure. Hear Erik's invaluable career advice on taking initiative, embracing continuous learning, and keeping a long-term perspective.

Erik takes us on an intriguing journey by applying the hero's journey to sales, where your client is the hero, and you are the guide. Discover how this narrative framework, inspired by movies, helps build a common language and clearer communication within sales teams. Learn strategies for empowering clients to champion solutions within their companies, aligning with their goals, and fostering sustainable, long-term relationships. This approach transcends traditional sales pitches, focusing instead on the client's ultimate success and satisfaction.

Leadership and empathy form the heart of this episode as Erik discusses building a unique workplace culture that balances hard work with fun. He shares insights on hiring empathetic, proactive leaders and emphasizes the importance of mentoring teams and encouraging innovation through initiatives like "King for a Day." Additionally, we tackle CRM challenges, offering solutions for overcoming poor-quality data and departmental silos. Finally, Erik shares his passion for learning from industry peers, inviting listeners to join the Sales Lead Dog Pack and stay connected through various social media platforms. Don't miss this episode packed with actionable insights and inspiring leadership philosophies.

With a dynamic career trajectory spanning diverse roles, Erik dedicated to driving rapid organizational excellence and sustainable growth. His expertise lies in aligning sales, marketing, and customer success functions to steer companies towards enduring revenue expansion. Leveraging data analytics with traditional people skills, Erik has crafted targeted strategies for customer segmentation, pricing optimization, and scalable process implementation, delivering tangible bottom-line results. Renowned for transforming culture, executing go-to-market strategies, and securing multi-million-dollar contracts, Erik has propelled revenue growth for high-tech enterprises ranging from $250 million to $10 billion in sales. As a growth specialist, Erik excels in building and leading go-to-market engines aligned with corporate goals. Over his career he has developed a skill for revitalizing underperforming businesses, PE investments and influencing executive teams and investors with strategic foresight to turn known challenges into opportunities for innovation. With a commitment to continuous learning, Erik dedicated to sharing his experience, providing innovative solutions, and driving success in collaboration with peers and stakeholders alike.

Quotes:

"Meriplex's business is really to take on the responsibility of running IT, applications, managed services, and professional services for those mid-market clients who have outgrown their own capabilities but are too small for giants like IBM."

"Private equity-fueled acquisitions are making companies two, three times as big overnight, and scaling with that growth is impossible without robust IT support."

"Positioning the client as the hero and the seller as the guide can revolutionize sales strategies. It's about aligning with the client's desired outcomes and emphasizing the benefits of your solutions."

"In a rapidly growing organization, humor can foster honest communication and make tough conversations easier. It's all about having a balance between hard work and having fun."

Links:

Erik’s LinkedIn - https://www.linkedin.com/in/erikcarlsen/

Meriplex’s Website - https://meriplex.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Join us on this engaging episode of Sales Lead Dog as we explore the keys to empowering sales leaders for success with our special guest, Barbara Eadie, Vice President of Sales and Marketing for BTS. Listen in as Barbara shares her unique journey from an engineering background to a leadership role in sales, and how BTS uses immersive experiences and simulations to help clients align their teams around strategic goals. We emphasize the critical importance of execution and effective communication in understanding and addressing customer needs, demonstrating how a diverse skill set can pave the way for a successful career in sales.

Our conversation also uncovers the career paths and CRM challenges faced by professionals who navigate various roles within an organization. We discuss the benefits of gaining cross-functional knowledge versus staying in a specialized role and highlight the importance of building alliances within teams. Discover how technology plays a pivotal role in executing business strategies, especially in a consulting environment, and learn about the dynamics of client relationships, including the advantages of repeat business and inbound interest from long-standing clients.

In the final segment, we explore the role of CRM in sales success, focusing on accurate forecasting and the potential of AI to enhance data processing and drive revenue. Barbara and I discuss the importance of creating a positive culture around CRM usage and how effective communication can increase engagement among frontline employees. We also address common industry challenges, such as the need for accurate data to support marketing segmentation and targeted execution. Don't miss these valuable insights that bridge the gap between strategy and execution, underscoring the essential human element in sales technology.

Barbara Adey is Vice President of Sales and Marketing for BTS. She specializes in commercial transformation, bringing her experience in the end-to-end sales process from marketing to customer success. While at BTS, Barbara has led the assessment of sales strategy and operations of a $10B+ SaaS company, providing a plan for a two-year transformation. Her team was retained by a leading cloud service provider to transform go-to-market through dynamic business acumen and industry vertical fluency for their Enterprise account teams. She has also worked with two $1B+ software companies to embed new customer success frameworks across their sales process.

Prior to joining BTS, Barbara held executive roles in Silicon Valley at Cisco and at Hewlett Packard Enterprise in sales, strategy, and product management. She has successfully entered new markets and has three times scaled a product from zero to hundreds of millions in revenues. She also kept a multi-$B product line at #1 share for three years in an intensely competitive market. Barbara is a systems design engineer with digital transformation expertise in cloud, security, software, and SaaS. Over the course of her career, she has worked in every part of the value chain.

Quotes:

"At BTS, we immerse people in the change, literally authoring how it's going to happen and collaborating to understand how we're all going to be successful."

“In sales, you really need to have a thick skin. You're going to be not successful more than you're successful, and so you have to have that ability to just not let it get to you."

"I’ve been in sales, regulatory affairs, consulting, and product management. While it’s made me effective in my current role, I would advise people, if you're good at sales, keep doing it."

"We get a lot of inbound interest from clients we've worked with before. Sometimes they've moved to a new company and want to work with us again, which speaks volumes about the importance of building strong client relationships."

Links:

Barbara’s LinkedIn - https://www.linkedin.com/in/barbaraadey/

BTS - https://bts.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Unlock the secrets to elevating your sales leadership and team alignment in our latest episode with Jonathan Shapiro, Chief Revenue Officer of Abacus Group. Gain exclusive insights into how Abacus Group has evolved since its founding in 2008, transforming from an organically growing IT managed service and cybersecurity consulting firm into an organization with an institutional caliber go-to-market strategy. Jonathan imparts wisdom on the critical aspects of active listening, being a self-starter, and fostering collaboration as key drivers of personal and professional success.

Explore the often-overlooked challenges that come with transitioning from a capital markets background to software sales, and how Jonathan navigated these waters to become a sales leader. Learn from his experiences about the distinct roles of a quota-carrying salesperson versus a sales leader, and the strategies he employed to bring about team alignment and trust. This episode dives deep into the satisfaction of mentoring team members, empowering them to drive growth, and the invaluable lessons learned from past mistakes.

Understand the finer points of leadership and management as Jonathan discusses the importance of recognizing individual motivations and capabilities within a team. Discover his methods for setting performance and personal development goals, helping underperforming team members break out of their comfort zones, and leading by example. Lastly, we underscore the importance of mental health and CRM success, offering practical advice on how taking a step back can lead to better performance and decision-making. This episode is a masterclass in leadership for anyone aiming to inspire their sales team to new heights.

Jonathan Shapiro is the Chief Revenue Officer at Abacus Group, focusing on driving new client revenue growth and reaching global clients across emerging markets. Shapiro is a globally recognized sales leader in the financial services space with over 20 years of strategic leadership experience across the asset management, mutual funds, banking, and software sectors. Prior to joining Abacus, Shapiro’s roles included Head of North America Alternative Sales at Broadridge Financial Solutions and Head of Sales at SS&C Technologies.

Quotes:

"Too often, people are just waiting for their turn to speak. Active listening is about truly understanding and responding to the needs of the person across from you."

"Nobody pushed me into sales leadership; I pushed myself. It's that inner drive, that motor, which has always propelled me forward."

"Collaboration isn't just a nice-to-have; it's essential. The most successful teams thrive on sharing ideas and working together towards a common goal."

Links:

Jonathan’s LinkedIn - https://www.linkedin.com/in/jonathan-shapiro-b44b786/

Abacus Group - https://www.abacusgroupllc.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/

How do you navigate the complexities of the modern housing market? Join us as we sit down with Brian Vieaux, the President and COO of FinLocker, who shares his remarkable journey from the mortgage industry to leading a cutting-edge SaaS platform designed to simplify the home buying process. Brian reveals how FinLocker seamlessly integrates tools like Mint.com, Credit Karma, Rocket Money, and Zillow, offering a cohesive and branded experience for lenders while making homeownership more accessible and less daunting for consumers. Discover the innovative ways this technology is paving the path for first-time homebuyers.

Have you ever wondered what fuels a career pivot from human resources to a thriving sales role in the mortgage industry? Uncover the story of a mortgage professional whose journey was shaped by supportive mentors, a fear of failure, and a passion for homeownership. From their academic background at Michigan State University to the transformative moment that turned a job into a calling, this episode highlights the profound impact of believing in the economic benefits of homeownership and how it shifts sales from mere transactions to delivering substantial consumer value.

What does it take to adapt and thrive in the ever-changing mortgage industry? Learn how trust, referrals, and proactive engagement through financial education and social media are becoming pivotal for sales professionals. Brian shares his insights on leveraging LinkedIn for thought leadership, building a personal brand, and maximizing CRM tools to foster meaningful consumer connections. Whether you're a mortgage industry veteran or simply curious about innovative sales strategies, this episode offers invaluable lessons on navigating market fluctuations and enhancing your approach to consumer engagement.

Brian is passionate about financial literacy and empowering lenders with digital financial tools to attract, engage and retain customers. His 30+ years executive career in mortgage banking has positioned him to help lenders execute an embedded finance strategy, transitioning from a transaction focus to one of continuous consumer engagement. Brian began his mortgage banking career with Source One Mortgage, which was acquired by CitiMortgage. He went on to hold executive leadership roles at prominent lending institutions, most recently leading the TPO business at Flagstar Bank. In 2005, Brian attained the Mortgage Bankers Association industry designation of Certified Mortgage Banker (CMB). Brian is an alumnus of Michigan State University. Brian is a former RESBOG member and was co-chair of the MBA Wholesale Executive Forum. Currently, Brian is a board member of the Downtown Boxing Gym Youth Program. This non-profit organization has been teaching kids in Detroit's toughest neighborhoods valuable life lessons inside and outside the classroom and boxing ring since 2007.

Quotes:

"I'm a huge proponent and fan of the LinkedIn platform. It's worked for me and if you're out there and you're building a sales business as a leader or your job is the frontline sales and especially if you're B2B, I think you need to be on LinkedIn and you need to be, you need to make that part of your job."

"Now, as a loan officer, you have to be really skilled at relationship management, be compassionate and patient and be willing to play a long game of 18 or longer months to earn the right to win the business."

"I don't think there's such thing as a bad CRM. Most of the time when I hear about a bad CRM, it's a bad user of the CRM."

Links:

Brian’s LinkedIn - https://www.linkedin.com/in/brianvieauxcmb/

FinLocker - https://finlocker.com

Rethink Everything: You "Know" About Being a Next Gen Loan Officer - https://a.co/d/0bMomXF

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/