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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
  • Art Fromm: Making SEAMless Sales

    Art Fromm: Making SEAMless Sales
    Jun 30 2025
    Art Fromm, a mechanical engineer turned sales transformation maven, joins us for an enlightening conversation on Sales Lead Dog. Art shares remarkable insights from his journey and his book "Making Seamless Sales," revealing the magic of fusing customer-centric strategies with a robust collaboration between sales engineers and account managers. Discover how his innovative Sales Opportunity Snapshot aligns sales processes with buying behaviors to nurture enduring client relationships, especially within the SaaS and B2B landscapes. His approach illuminates the path from traditional sales techniques to cultivating long-term success by truly understanding and prioritizing customer needs. Unravel the synergy between pre-sales and sales functions as we explore the hidden potential that resides in their integration. Art explains how bridging this gap can dramatically enhance win rates, transforming sales from a linear progression to a dynamic, continuous cycle. This episode emphasizes the vital role of client success right from the beginning, and how aligning sales with marketing through effective CRM systems can solidify lasting customer relationships. By adopting a unified pre-sales and sales strategy, companies are not just selling a product but ensuring holistic solution enablement that meets and exceeds client expectations. Our conversation also ventures into the nuanced realm of sales compensation, particularly in the SaaS and consumption-based sectors. Art advocates for rewarding sales teams based on total contract value and client usage, rather than just initial sales. We tackle the challenges of CRM adoption, underscoring the importance of comprehensive training and impeccable data management. It's through effective communication, continuous process improvement, and a steadfast commitment to client success that businesses can achieve sustainable growth. Join us as we uncover how optimizing sales strategies and fostering collaboration leads to a thriving business environment. Art helps B2B sales teams boost revenue, win rates, margins, and client satisfaction through his SEAMless Sales® System—offered via speaking engagements, workshops, tools, and his new book Making SEAMless Sales. With 25 years in presales and sales enablement, and two decades in end-user, sales, and leadership roles, Art brings deep experience to every engagement. After starting in engineering, he shifted into enterprise software, rising through presales and sales leadership before launching his own sales enablement firm in 2004. Since 2009, Art has led global sales transformation initiatives, including a program that drove a 22% increase in bookings and a 16-point win rate jump for a major electronics manufacturer—who remains a client to this day. Based in Pittsburgh, PA, Art enjoys family time, travel, and hands-on projects when he's not helping sales teams achieve lasting results. Quotes: "The magic of sales success lies in truly understanding and prioritizing customer needs. It's not about pushing a product; it's about crafting solutions that lead to happy, successful clients." "Bridging the gap between pre-sales and sales functions can unlock untapped potential, transforming sales from a linear progression into a dynamic, continuous cycle." "Aligning sales with marketing through effective CRM systems ensures that companies aren't just selling a product, but enabling holistic solutions that exceed client expectations." "Sales teams should be rewarded based on total contract value and client usage over time, not just the initial sale. It's about commitment to consume, not just closing the deal." Links: Email: info@teamsalesdevelopment.com LinkedIn: https://www.linkedin.com/in/artfromm Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/ Articles and Events: https://teamsalesdevelopment.com/articles-and-events/ Website: https://www.teamsalesdevelopment.com Facebook: https://www.facebook.com/TeamSalesDev Instagram: https://www.instagram.com/teamsalesdevelopment/ YouTube: https://www.youtube.com/@TeamSalesDevelopment Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.
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    40 mins
  • Doug C. Brown: CEO Sales Strategies

    Doug C. Brown: CEO Sales Strategies
    Jun 23 2025

    Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer.

    Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes.

    Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales.

    Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients.

    His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams.

    Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity.

    For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.

    Quotes:

    "Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business."

    "Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product."

    "If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes."

    "The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."

    Links:

    Website (CEO Sales Strategies): https://ceosalesstrategies.com/

    Vibitno: https://vibitno.com/

    Facebook: https://www.facebook.com/Dougcbrown123/

    LinkedIn: https://www.linkedin.com/in/dougbrown123/

    Instagram: https://www.instagram.com/dougcbrown_/

    CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies

    Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak

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

    Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.
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    39 mins
  • Laura Kay Sheely: The 52 Mindset

    Laura Kay Sheely: The 52 Mindset
    Jun 16 2025
    Laura Kay Shealy, the dynamic Senior Vice President and National Sales Manager for Watermark TPO, shares her unique insights on the revolutionary shifts in the mortgage industry. From her humble beginnings in the Midwest, where 4-H honed her organizational and communication skills, to her strategic "52 mindset" approach, Laura's journey is a testament to resilience and goal-setting. Learn how a weekly focus on singular objectives not only enhances productivity but also garners national recognition, as Laura unveils her personal formula for success amidst industry changes fueled by technology and AI. Leadership and team culture take center stage as Laura candidly discusses the transformation of her leadership style from a directive approach to one of empowerment and collaboration. She recounts her path to understanding that true leadership involves nurturing a supportive, diverse team where individuals feel valued beyond financial rewards. This exploration of team dynamics underscores the profound impact of fostering a culture of connection, care, and diversity, highlighting how such an environment propels long-term success and unwavering commitment. Lastly, the episode unpacks the unexpected benefits of venturing beyond traditional career paths, emphasizing the transformative power of networking and CRM systems. Laura recounts the surprising rewards of starting a podcast and how her network catalyzed her professional growth. Despite initial resistance, her embrace of CRM systems demonstrates their vital role in organizing and enhancing sales activities. Through meaningful connections and an open mind to new experiences, Laura's journey reveals the profound impact of building relationships both personally and professionally. Laura Kay Sheely is one of the most dynamic and influential emerging leaders in the mortgage industry today. She is the Amazon Best-Selling Author of The 52 Mindset, a recipient of the prestigious 40 Under 40 award in finance, and was named a 2020 Woman with Vision for her trailblazing impact on the industry. Her highly anticipated second book, Career Quake, is set for release in September, promising to empower professionals navigating today’s rapidly evolving landscape. As CEO of The 52 Academy, Laura Kay mentors' business leaders and sales professionals nationwide through her innovative, week-by-week approach to personal transformation and strategic networking. In addition to leading at the academy, she continues to shape the mortgage industry in her role as Senior Vice President of National Sales at Watermark TPO. A gifted educator and powerful speaker, Laura Kay contributes to the future of the sales industry by teaching professionals across the country how to deepen connections to drive revenue growth. Her insights on sales, networking, and business development continue to inspire and elevate professionals at every stage of their careers. Quotes: "In the fast-evolving mortgage industry, resilience and goal-setting are your compass—my '52 mindset' approach ensures each week is a step toward national recognition." "True leadership isn't about wielding power; it's about empowering your team and fostering a culture of connection and diversity." "The most rewarding part of my journey has been venturing beyond traditional career paths—networking and CRM systems have transformed my professional growth." "Building a successful team is like creating a balanced ecosystem—it's not just about skills, but also about diverse personalities and shared values." Links: Buy the Book on Amazon or Audible: https://www.amazon.com/52-Mindset-Week-Week-Extraordinary/dp/1736521608/ref=sr_1_1?crid=TN7CPOZ9IWK&dib=eyJ2IjoiMSJ9.jfoKZgbQfblKMgJBEjDL6-4lHrqNLZs_5Lz2BJeDc4IS-2GpS0Dv11vXO1BROlEystZGC9kDNq7VkBz8I8cs0dz2MbMXjNfRXRPnterwm-7qUYRbr8WQVtS844zybcUU-pBGlqO88fnjUmNFNhq2nGcaY_RzzpResJP6P1ohHYqBmGQpEPkDU65y4PUXAplKWaS7Sz7R3hruc15fHPRnQLwGkWYYrowqSSimlHYlSIg.AJZ7hLw6MrAg6SrDKW8fBw-mP_NxvQYfFFDNQetE34k&dib_tag=se&keywords=The+52+Mindset&qid=1748461097&sprefix=the+52+mindse%2Caps%2C128&sr=8-1 LinkedIn: https://www.linkedin.com/in/laurakaysheely52/ Website: https://52academy.com/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.
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    38 mins
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