Sales Lead Dog Podcast Podcast By Christopher Smith cover art

Sales Lead Dog Podcast

Sales Lead Dog Podcast

By: Christopher Smith
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”Unless you are the lead dog, your view never changes.” On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology.Copyright 2021 All rights reserved. Career Success Economics Management Management & Leadership
Episodes
  • Rob Israel: How Modern Sales Leaders Win - Human Connection With Smart Tech

    Rob Israel: How Modern Sales Leaders Win - Human Connection With Smart Tech
    Dec 8 2025
    Rob Israel, a versatile leader whose journey spans from the Navy to healthcare leadership, joins us for a compelling discussion on Sales Lead Dog. Rob opens up about the essential principles that have bolstered his career, emphasizing the strength in empowering and supporting team members, surrounding oneself with intelligent peers, and championing employee growth. One notable story features a leader who successfully took a year off from her business, demonstrating the transformative power of trust and autonomy in leadership. Rob shares how these experiences have influenced his current path, transitioning from a Chief Information Officer to embracing the challenges of a sales role, inspired by his father's legacy and his own pursuit of new challenges. Trust and transparency form the bedrock of Rob's approach to sales leadership. Highlighting the importance of honesty, he advises against bluffing when faced with tough questions, advocating instead for a candid approach that builds lasting client relationships. Rob underscores the significance of nurturing these connections even after the sale is complete, ensuring client satisfaction and opening doors for future opportunities. For those stepping into leadership roles, Rob shares insights on leveraging networks for guidance, fostering a culture of learning, and the nuances of understanding team motivators. As we navigate through the evolving landscape of sales, Rob discusses the critical role of AI and CRM systems. While AI holds the promise of revolutionizing efficiency and decision-making, Rob stresses the importance of maintaining the human element and critical thinking in processes. He brings a balanced perspective on CRM systems, acknowledging their potential benefits when used correctly, but also pointing out common pitfalls such as inefficiencies and depersonalization. Rob concludes with optimism about integrating AI to streamline CRM tasks, ultimately enhancing communication and driving sales success. Don't miss the chance to connect with Rob Israel on LinkedIn and explore additional resources shared on our website. Rob Israel is an accomplished sales and cybersecurity leader with a unique blend of executive technology, healthcare, and strategic account expertise. With a career that includes serving as both CIO and CISO in the healthcare sector, Rob brings a deep understanding of clinical, operational, and regulatory realities that few sales leaders possess. This firsthand experience enables him to connect more meaningfully with executive stakeholders and translate complex security challenges into practical, outcome-driven strategies. As a Regional Sales Manager at DeepSeas, Rob partners with enterprise leaders to strengthen their security posture, drive measurable business outcomes, and align world-class threat intelligence and MDR capabilities with each organization’s mission. He is known for his customer-first philosophy, trusted-advisor approach, and ability to guide clients through high-stakes decisions with clarity and confidence. Prior to joining DeepSeas, Rob held senior sales leadership roles at industry-leading technology organizations, consistently ranking among top performers and elevating client engagement across complex environments. His earlier tenure as a healthcare CIO and CISO continues to shape his perspective, allowing him to bridge the gap between technology, cybersecurity, and business operations. Outside of work, Rob is an avid hiker, scuba diver, and skier who enjoys exploring the outdoors with his family. He brings the same curiosity, discipline, and sense of adventure to his work helping clients anticipate risk, embrace innovation, and advance their strategic objectives. Rob is an experienced international speaker on both CyberSecurity and Information Technology, and has routinely helped organizations both streamline processes and save money on critical infrastructure programs. Quotes: "Empowering your team means developing them to the point where you can step away, and the business not only survives but thrives." "In sales, honesty and transparency aren't just virtues; they're necessities for building lasting client relationships." "AI has the potential to revolutionize sales efficiency, but we mustn't lose sight of the human element and critical thinking it cannot replace." "To lead effectively, surround yourself with people smarter than you, and always champion their growth and success." "Don't be afraid to admit when you don't know something. It's a sign of strength, not weakness, and it builds trust with your clients." Links: Rob’s LinkedIn - https://www.linkedin.com/in/rob-israel-a410831/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/
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    39 mins
  • Mark Schaefer: How AI Changes Your Customers

    Mark Schaefer: How AI Changes Your Customers
    Nov 24 2025

    Mark Schaefer returns to our show, bringing with him a wealth of insights from his latest book about the sweeping changes AI is bringing to sales and marketing. As part of a global research initiative with 300 futurists, Mark shares his predictions for AI's impact by 2035, highlighting both the opportunities and challenges businesses face, especially those small to medium-sized. We explore how tech giants are seamlessly weaving AI into their strategies and why it's crucial for smaller enterprises to comprehend and act on AI's transformative power to stay relevant and competitive.

    Our conversation takes a closer look at AI's role in reshaping marketing strategies and customer engagement. Traditional metrics are giving way to data-driven insights, marking a shift in how businesses connect with consumers. While AI-generated content is becoming more prevalent, we emphasize the irreplaceable value of authentic, human-centric content. The discussion touches on the enduring importance of human creativity and expression, even as AI attempts to replicate empathy and innovation. Personal preferences, it seems, still hold weight against AI's recommendations, underscoring a unique space for human intuition and creativity.

    We also investigate the profound implications AI bears on human relationships and business operations. As AI continues to streamline processes, the human element remains vital in building meaningful connections and trust. Through exploring personal branding, community building, and the essence of vulnerability, we highlight the irreplaceable human touch in a world increasingly intertwined with AI technologies. Mark's insights serve as a reminder that while AI may reshape certain aspects of our interactions, the authentic essence of human experience and empathy remains at the core of genuine relationships and successful business endeavors.

    Mark W. Schaefer is a globally recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. He teaches graduate marketing classes at Rutgers University and has written 12 best-selling books. Mark’s new book Audacious: How Humans Win in an AI Marketing World describes an essential framework for businesses to stand out and be seen in a noisy world.

    His many global clients include Pfizer, Cisco, P&G, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events worldwide, including South by Southwest, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on various media channels, including CNN, The Wall Street Journal, The New York Times, and CBS News.

    Quotes:

    "AI is not just about technological advancements; it's about how it rewires our brains and influences consumer behavior."

    "In a world dominated by AI-generated content, the irreplaceable value of authentic, human-centric content remains."

    "The human element is vital in building meaningful connections and trust, even as AI continues to streamline processes."

    "While AI can mimic empathy and creativity, genuine human expression holds enduring value."

    Links:

    Mark’s LinkedIn - https://www.linkedin.com/in/markwschaefer/

    How AI Changes Your Customers - https://businessesgrow.com/how-ai-changes-your-customers/

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

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    50 mins
  • Andy Drummond: Sales Tactics for Private Equity-Backed Firms

    Andy Drummond: Sales Tactics for Private Equity-Backed Firms
    Nov 10 2025

    Unlock the secrets of business growth with Andy Drummond, the mastermind behind ShireGrowth Partners, as he shares his wealth of experience in nurturing mid-market and low-mid-market industrial companies. Discover how Andy's background as a "solopreneur" and his family's legacy in sales have shaped his approach to overcoming the challenges faced by companies pursuing growth strategies, particularly those under the umbrella of private equity firms. His story is a testament to the power of great leadership, constant learning, and the courage to seize opportunities and risks along the way.

    Explore the fascinating world of private equity-backed companies and the catalysts that drive them to challenge conventional norms. Andy reveals the transformative impact of transparency and engagement, emphasizing the necessity for leaders to articulate the rationale behind organizational changes. By fostering trust and involving teams in developing solutions, these companies can create a dynamic environment conducive to innovation and growth. This episode sheds light on the dynamic interplay between external pressures and internal resilience that fuels success in this unique business landscape.

    Dive into the complexities surrounding CRM system implementation and the hurdles companies must overcome to unlock their full potential. Andy offers insights into aligning CRM efforts with strategic business goals and the critical role of a robust data foundation. Recognizing the human factor as a barrier to adoption, he highlights the importance of identifying key performance indicators for effective data analysis and decision-making. As the conversation unfolds, listeners are encouraged to explore the vast collection of episodes available on Sales Lead Dog and connect with Andy Drummond for further insights into sales leadership and business growth.

    Andy Drummond is the Founder and Principal of ShireGrowth Partners, where he helps small and mid-sized industrial companies unlock sustainable top- and bottom-line growth. With a career spanning leadership roles at SC Johnson, Grainger, James Hardie, and more, Andy brings deep expertise in sales acceleration, commercial strategy, and operational execution.

    Known for his analytical, high-energy approach, Andy works with clients through interim leadership, fractional roles, and consulting engagements. His focus areas include pricing optimization, go-to-market strategy, and scaling for growth—always with an eye toward measurable impact and lasting value.

    Quotes:

    "Great leadership, continuous curiosity, and the courage to seize opportunities and risks are the pillars of success in any business growth strategy."

    "Private equity-backed firms are a hotbed for innovation, where challenging the status quo and embracing data-driven strategies create significant business transformations."

    "Transparency and engagement are key in driving growth; leaders must communicate the 'what' and 'why' behind changes to build trust and overcome resistance.”

    "CRM systems often promise more than they deliver, leaving companies to navigate the complexities of implementation and adoption. It's the human factor that poses the biggest challenge, not the technology itself."

    Links:

    Andy’s LinkedIn: https://www.linkedin.com/in/andydrummond4/

    ShireGrowth Partners: https://shiregrowthpartners.com

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

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    40 mins
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