Erik Braden, managing partner at Braden Business Systems, uncovers the secrets behind transforming a family business into a nationwide managed technology powerhouse. From his early days on Wall Street to navigating the intricate balance of preserving a strong business legacy while fostering growth, Erik's journey is a testament to the power of persistence, accountability, and adhering to core values. This episode unpacks the challenges of working with AI and cybersecurity, highlighting the imperative of a secure infrastructure to prevent data leaks and ensure seamless technology integration.

Our conversation with Erik also takes a fascinating turn as we explore innovative sales strategies and the critical role of CRM technology in modern business operations. Collaborating with Dale Dupree of the Sales Rebellion, Erik shares insights on how to break away from traditional sales methods and embrace a more community-driven, impactful approach. Through strategic roadmapping, compliance with cyber insurance policies, and the art of pattern interrupt marketing, Erik reveals how businesses can not only survive but thrive in a competitive environment.

Leadership with a genuine touch is the cornerstone of Erik's philosophy, as he emphasizes vulnerability and authenticity in managing successful teams. By sharing personal growth stories and illustrating the power of leading by example, Erik underscores the importance of empowering team members to devise solutions and innovate. As businesses gear up for the AI revolution, he stresses on fostering a culture of collaboration and emotional intelligence, paving the way for a future where technology and humanity coalesce for unprecedented success.

Erik Braden is the CEO and Managing Partner of Braden Business Systems, where he has led the company’s evolution from a regional office equipment dealer to a nationally recognized technology leader. With a background in investment banking and private equity across New York, Los Angeles, and Zurich, Erik brought strategic discipline and a global outlook to the family business. Under his leadership, Braden has quadrupled in size, expanded into managed IT, cybersecurity, and document management, and earned top rankings on the MSP 501 list.

Known for his people-first approach and culture of transparency, Erik has driven record growth while maintaining exceptional client satisfaction and employee retention. His leadership has earned him accolades including the MSP 501 Executive of the Year and the Fortress Cybersecurity Leadership Award. Outside of work, he supports over 100 nonprofits annually and serves on several industry boards.

Quotes:

"Persistence opens doors, but accountability keeps them open."

"Leadership with a genuine touch is the cornerstone of my philosophy. Vulnerability and authenticity in managing teams lead to success."

"As businesses gear up for the AI revolution, it's crucial to foster a culture of collaboration and emotional intelligence."

"You can't just bolt AI onto your operations without a secure infrastructure; the risks of data leaks are too great."

Links:

Erik’s LinkedIn - https://www.linkedin.com/in/erik-braden-1930904/

Braden Business Systems - https://bradenonline.com

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

Disa Pratt, the Chief Sales Officer for Vetnique, joins us to share her remarkable journey in sales leadership. From her early days at Procter & Gamble to leading a thriving pet wellness brand, Disa unveils the strategies that have driven her success. With Vetnique's unique veterinarian-formulated solutions, founded by Dr. James Bascharon, standing out in the competitive pet wellness market, Disa explains how delivering results and being part of supportive company cultures have been pivotal in her career. Her passion for sales and her dedication to building teams resonate throughout the conversation, offering inspiration and practical insights for aspiring leaders.

The art of building successful sales teams comes alive as Disa reflects on her foundational training and mentorship at Procter & Gamble. Her experiences underscore the importance of product knowledge, understanding merchandising dynamics, and cultivating strong buyer relationships. She passionately describes how mentorship has not only shaped her leadership style but also helped her nurture future leaders. Disa reveals the key attributes she seeks when assembling her sales teams—proven track records, cultural fit, and the adaptability necessary for high-growth environments—all while fostering a positive and supportive culture that encourages growth and innovation.

Leadership and accountability in sales take center stage, with Disa discussing the power of vulnerability and feedback in developing as a leader. The Entrepreneurial Operating System (EOS) comes into play as a tool for maintaining accountability and enhancing organizational clarity. Additionally, we explore the critical role of CRM systems, not just as a tool for efficiency but as a catalyst for strategic decision-making through data analytics. Disa emphasizes the need for skilled analysts who can convert raw data into actionable insights, ensuring that sales teams are empowered to achieve excellence. Join us for this engaging episode that offers a wealth of experience and strategies from one of the leading voices in sales leadership.

Disa Pratt is a seasoned sales and business development executive with over 30 years of experience driving revenue growth for both start-ups and global CPG brands. She currently serves as Chief Sales Officer at Vetnique, where she leads sales strategy and retail expansion across major outlets like Chewy, Petco, Walmart, and Target.

Her background spans sales, strategy, eCommerce, marketing, and omnichannel execution, with leadership roles at Zesty Paws, Solid Gold, HALO, and New Chapter (P&G). Disa is known for her data-driven, collaborative approach and proven success in building strong retail partnerships.

She lives on a 40-acre farm in western Massachusetts with her two rescue dogs, Olive and Odie, and is passionate about pet wellness and fostering animals.

Quotes:

"In sales, it's all about results. Promise made, promise kept. Deliver on your numbers and the rest will follow."

"Mentorship has been a cornerstone of my career. Strong mentors believed in me, thrust me into roles I wasn't ready for, and stood by me as I grew."

"Vulnerability isn't a weakness in leadership; it's a strength. Embracing imperfections and learning from them fosters a culture of growth and innovation."

"CRM systems are more than just efficiency tools; they're catalysts for strategic decision-making when aligned with organizational goals."

Links:

Disa’s LinkedIn - https://www.linkedin.com/in/disa-pratt-2baa2653/

Vetnique - https://vetnique.com

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

Global Vice President of Commercial Excellence Yujing Liu is here to share her compelling journey, insights, and strategies that have led to a distinguished career at Solmax. We engage in a lively discussion about how geosynthetics are revolutionizing sustainable construction, reducing reliance on traditional materials like concrete. Yujing's story is one of resilience and growth, as she conquered language barriers and self-doubt to excel in her global role. Her experiences provide a roadmap for anyone eager to cultivate confidence and curiosity to achieve professional success.

Our conversation takes us through the adventurous landscapes of early career transitions, highlighting the unexpected growth that comes from embracing challenges. From moving from Shanghai to France without knowing the language, Yujing exemplifies how viewing mistakes as opportunities can foster personal development. We underline the significance of building trust and human connections in unfamiliar environments, and how blending analytical skills with relationship-building can create a vibrant and cooperative team dynamic. These lessons are crucial for anyone navigating career changes and seeking effective ways to connect with new teams.

Leadership and CRM systems take center stage as we explore the art of motivating sales teams and transforming perceptions of technology. Balancing ambition with realism, we discuss how empowering team members can unlock their full potential and achieve collective goals. We also address the evolution of CRM systems — once seen as a burden, now a valuable tool for uncovering opportunities and enhancing customer relationships. With insights into improving CRM's analytical capabilities, this episode offers a comprehensive look at the essential elements driving success in today’s dynamic business environment. Connect with Solmax and tap into additional resources through their website or LinkedIn.

Yujing Liu is the Global Vice President of Commercial Excellence at Solmax, where she leads strategy, processes, and tools to drive profitable growth across the company’s worldwide operations. She partners with regional and functional leaders to strengthen sales effectiveness, optimize pricing, and enhance customer experience, ensuring commercial teams are equipped to win in competitive markets.

Quotes:

"Curiosity is my secret weapon; by constantly asking 'why,' I've found better ways to do things and unlock new opportunities."

"Embracing challenges and viewing mistakes as gifts have been pivotal in my career journey. It's through setbacks that we often learn the most."

"Confidence can be nurtured over time. Even if you weren't born with it, you can cultivate it through practice and self-reflection."

"Building trust in unfamiliar environments is crucial. It's not just about presenting data but about forming human connections."

Links:

Yujing’s LinkedIn - https://www.linkedin.com/in/yujing-liu-66a32b10/

Solmax - https://www.solmax.com/us/en

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