Claim OwnershipThe Sell Like A Leader Podcast
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Welcome to the essential podcast for revenue leaders who are on a mission to cultivate a high-performing sales team within their organization. Each episode is packed with invaluable insights and strategies designed to help you lead your organization to sales success.
What sets the Sell Like A Leader Podcast apart is our commitment to bringing you diverse perspectives from the front lines of sales leadership. Each episode features seasoned sales leaders, innovative strategists, and top performers – who share their real-world experiences and tactics. These are the leaders who are shaping the future of sales, and they're here to offer you direct insights into how they're building successful, winning teams in their organizations.
Whether you're a seasoned sales leader, a newly appointed VP, or aspiring to step into a leadership role, the Sell Like A Leader Podcast is your mentor in podcast form. Tune in to transform your approach, inspire your team, and achieve new heights in your sales career. Join us on this journey to redefine sales leadership and empower your team towards unparalleled success.
What sets the Sell Like A Leader Podcast apart is our commitment to bringing you diverse perspectives from the front lines of sales leadership. Each episode features seasoned sales leaders, innovative strategists, and top performers – who share their real-world experiences and tactics. These are the leaders who are shaping the future of sales, and they're here to offer you direct insights into how they're building successful, winning teams in their organizations.
Whether you're a seasoned sales leader, a newly appointed VP, or aspiring to step into a leadership role, the Sell Like A Leader Podcast is your mentor in podcast form. Tune in to transform your approach, inspire your team, and achieve new heights in your sales career. Join us on this journey to redefine sales leadership and empower your team towards unparalleled success.
33 Episodes
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David Krieger sits down with Justin Shriber, CEO and co-founder of Terret, to explore the dividing line between sales organizations that thrive with AI and those that don't. With three decades of leading teams through major technology transformations at Oracle, LinkedIn, and high-growth startups, Justin has a front-row seat to how AI is reshaping sales. In this episode, Justin breaks down: Which sales roles are most vulnerable How AI should act as a thought partner for sales reps Why most AI initiatives fail and how leaders can set the right scope to win early How AI is shifting sales from volume-driven lead generation to quality-driven engagement What "closed-loop revenue" looks like and why it's the future of forecasting, execution, and decision-making You'll also hear how great sales leaders are using AI to transform rep behavior, improve deal quality, and expand margins without adding headcount. This episode will challenge how you think about talent, tools, and what sales really looks like going forward. Connect with Justin Shriber: https://www.linkedin.com/in/justinshriber/ https://terret.ai/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger sits down with Thomas R. Leidigh, CEO and founder of Infinity, to unpack one of the most overlooked growth levers in sales: the buyer data hiding in your existing customer base. After 30 years of building high-performing inside sales teams, Tom has seen the same pattern repeat itself—companies chase new logos while leaving millions in untapped revenue sitting inside their own accounts. In this episode, Tom breaks down how analyzing your buyer data can reveal: Which customers are primed for upsell and cross-sell What unmet needs exist that your customers haven't voiced yet Where your true revenue potential is (and how much of it you're missing) How to build the sales talent and structure to actually capture that opportunity You'll also hear how Tom's Buyerlytics® framework helps teams turn these insights into actionable, measurable growth. If you want a clearer path to ROI-driven, sustainable revenue—starting with the customers you already have—this episode is your roadmap. Connect with Thomas R. Leidigh: https://www.linkedin.com/in/thomasleidigh/ https://www.infinitydelivers.com/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger sits down with Lee Salz, bestselling author of 7 business books and ranked #6 in the world on Global Gurus' Top 30 Sales Thought Leaders for 2025. In this episode, David and Lee challenge the traditional discovery meeting approach that most salespeople rely on. Here are the questions they tackle: Why do traditional discovery meetings fail? How can salespeople provide value in first meetings? How to create "consultation cliffhangers" that make prospects eager for the next meeting? Sales leaders and revenue teams will leave with fresh ideas to rethink their approach, engage prospects more effectively, and ultimately drive higher results. Connect with Lee Salz: https://www.linkedin.com/in/leesalz/ https://salesarchitects.com/white_paper/top-10-ways-to-offer-meaningful-value/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with John Barrows, the founder and lead trainer of JBarrows Consulting, working with teams at Salesforce, LinkedIn, Google, and more. He's the author of I Want to Be in Sales When I Grow Up!. In this episode, David and John tackle the anxiety many parents and sales leaders feel about the future of work. Here are the questions they try to answer during their conversation: What skills will remain uniquely human and valuable? What are the fundamentals for success in an AI world? What does adding value mean when AI can generate insights? Have we over-systematized everything to the point where people are easily replaceable? This episode is a must-listen not just for parents, but also for sales leaders who want to help their teams thrive in this AI-driven world. Connect with John Barrows: https://www.linkedin.com/in/johnbarrows/ JB Sales Elite Program: https://drive.google.com/file/d/1KzlX0ByV4Cp8LBfCz50vYde2KyaMlcHL/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Jake Dunlap, CEO of Skaled and author of "The Innovative Seller." Jake brings 12 years of experience helping CEOs, CROs, and CMOs transform their businesses with AI-driven revenue strategies. In this episode, we dive into: Outdated sales methodologies: The Challenger Sales, Predictable Revenue, MEDDIC, and BANT. The four C's framework: Commitment to technology and AI proficiency, current go-to-market strategy, customized sales journeys, consistent performance optimization, and generative AI deployment. Rapid-fire Q&A Connect with Jake Dunlap: https://www.linkedin.com/in/jakedunlap/ https://skaled.com/ https://meetjourney.ai/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Frank Sondors, the co-founder and CEO of Salesforge. He helps B2B companies generate more sales pipeline and reduce costs by blending humans and AI agents. He scaled to $3M ARR in 12 months and is looking to get to $10M ARR next. In this episode, we dive into: AI agents and human SDRs: Sales integration, blending human and AI, market testing with AI, pipeline efficiency, guardrails and safety in AI, SDR role evolution, AI-driven outreach, cross-customer learnings, autonomous and copilot modes, and the future of sales teams. Rapid-fire Q&A Connect with Frank Sondors: https://www.linkedin.com/in/franksondors/ https://www.salesforge.ai/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Roee Hartuv, who heads the Revenue Architecture practice at Winning by Design. He's a B2B startup executive with more than 20 years of experience working at high-growth SaaS companies. In this episode, we dive into: AI integration in sales: Technology landscape, AI's emerging role, changing buyer-seller dynamics, AI in customer interaction, future sales funnel impacts, human element in sales, competitive edge, and AI-driven GTM. Rapid fire Q&A Connect with Roee Hartuv: https://www.linkedin.com/in/roeehartuv/ https://winningbydesign.com/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Jessica Klek, the CRO at User Interviews. For +20 years, Jess Klek has worked and led teams in B2B SAAS organizations like LinkedIn, SalesLoft, and 6sense. She has also been a fierce advocate for women in technology often speaking on panels, and was voted the Best Female Executive in tech by Women In Sales America. In this episode, we dive into: Building high-performing sales teams: Hiring the right talent, skills to look for when hiring, tailored training and development programs, measuring the impact of sales training, effective sales incentives, cross-functional collaboration, quarterly realignments, transparent compensation. Rapid fire Q&A Connect with Jessica Klek: https://www.linkedin.com/in/jessicaklek/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Valerie Schlitt, the Founder of VSA Prospecting which she launched in 2001. She has recently sold VSA and entered a new life stage, managing the one customer service client she retained. In this episode, we dive into: Collaborating with competitors: Competitors becoming mentors and thought leaders for each other, the concept of "frienemies," shared learning, building relationships, common challenges, mutual help, and overcoming hesitation. Rapid fire Q&A Connect with Valerie Schlitt: https://www.linkedin.com/in/valerieschlitt/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Mitchell Kasprzyk, the VP of Sales at Compyl. He has driven growth across SaaS startups and enterprise organizations by shifting from traditional selling to a consultative approach that helps buyers make meaningful progress. In this episode, we dive into: Transitioning to management role: Mentorship and learning from thought leaders, focusing on team development, development of coaching and leadership mindset, reducing micromanagement, understanding your team's current capabilities, developing a performance framework, creating a transparent motivational environment, implementing data-driven decision-making, and fostering a continuous learning culture. Rapid fire Q&A Connect with Mitchell Kasprzyk: https://www.linkedin.com/in/mitchell-kasprzyk-3296b898/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Maxwell Nee, the CRO of Scoreapp, a Quiz Marketing Platform with 7,000 paying clients. He's also a multi-award winning entrepreneur, bodybuilder & dancer and has been featured in TV, Radio, Forbes, Singapore's The Business Times & The Australian Business Review. In this episode, we dive into: Innovation and trust in sale teams: focusing on picking mature impactful ideas for execution, building a successful team by having the right people in the right seats, the importance of two-way trust in team settings, the value of transparent feedback in a team setting and its impact on team dynamics, creating feedback loops for continuous improvement, how to maintain consistent accountability, using customized quizzes and tailored conversations for more effective lead engagement, deeply understanding client pain points with standardized assessments and the importance of prospecting opportunities to help others beyond just making a sale. Rapid Fire Q&A Connect with Maxwell Nee: https://www.linkedin.com/in/maxwellnee/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Rich DeGuzman, an experienced revenue-focused GTM executive and VP at Vensure Employer Solutions, where he leads national HCM West strategy. Rich's expertise in GTM strategy, M&A, and B2B partnerships has earned him consistent recognition, including Chairman's Club and Board of Directors distinctions. In this episode, we dive into: Leadership Coaching and Training in Sales: building a robust leadership bench within sales organizations, how to have conversations about career aspirations and leadership roles within your team, coaching reps to think strategically like leaders, avoiding common missteps in promotions, repurposing talent within your team, bridging the gap between theoretical training and real-world sales scenarios, active leadership exercises you can use, encouraging self-evaluation and continuous learning, leveraging internal champions to guide AI adoption, maximizing productivity with quick disqualification of opportunities, and the power of connectivity at in-person events. Rapid Fire Q&A Connect with Rich DeGuzman: https://www.linkedin.com/in/richdeguzman/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes: https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Mike Kavanagh, VP of Commercial Sales N. America for OneTrust, a leader in data privacy and consent management. He has been in B2B sales for 16+ years, and transitioned into sales management about 10 years ago. During that time, he led Enterprise sales teams, partner teams, and cross functional teams including marketing, customer success, and operations. In this episode, we dive into: B2B Sales Fundamentals - The challenges for sales leaders and their teams in 2024 and what's going to look like for 2025, how to structure the prospecting function, the concept of propensity data, getting the entire org to collaborate, talking about the product vs. learning about the buyer business' problems, how to instill business acumen in your sales reps so they can better understand the business context, presenting pricing as a story, modeling the sales behaviors you want to see as a leader, questions for team reviews, the metrics you can't miss in your dashboard, time management in sales, skill adjustments to help SDRs, how sales managers should be supporting AEs, hiring BDRs from your SDRs, the dark side of tools being used these days by SDRs, the best uses for AI and making the case for call recording. Rapid Fire Q&A Connect with Mike Kavanagh: https://www.linkedin.com/in/mikejkavanagh Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Danny Wasserman, a former restaurateur turned Enterprise SaaS seller and currently a leader at Databricks. He has researched, architected, and delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Whether in front of the room facilitating, in the studio hosting a podcast, or in the back office ghostwriting communications for executives, Danny remains equally committed to always playing for the team and never losing sight of humility. In this episode, we dive into: Conversation Intelligence (CI) and Revenue Intelligence (RI): the origin story of business intelligence, Gong and CI, the market pivot that made CI a necessity, the different adoption phases, how to assess basic adoption vs. applying a higher level of analysis, evaluating sales behaviors objectively, forecasting with a lot more science than humans could, transforming pipeline reviews meetings, making coaching good for the seller and the manager, lifting win rates, internal and external obstacles to using CI tools, aligning the implementation of CI and RI tools with your organization's cultural values to facilitate acceptance and utilization, and effective dashboard design. Rapid Fire Q&A Connect with Danny Wasserman: https://www.linkedin.com/in/dannybwasserman/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Erin Dues, a seasoned sales leader with 13+ years of experience in technology and SaaS, incl. 9 years specializing in HR tech. As VP of Sales for Assessment and Succession within Korn Ferry's Digital business unit, Erin is focused on expanding Korn Ferry's talent technology solutions to a broader market. She has built high-performing sales teams at WorkTango, Asana, LinkedIn, and HubSpot. In this episode, we dive into: The Listening Tour Strategy: The importance of doing a listening tour when joining a new organization, how to implement a listening tour step by step, why you should follow it with a vision mission session, running in-person and virtual interactive planning sessions, gaining buy-in before implementing change, how to create ongoing feedback loops within a sales team to maintain alignment and motivation, and radical candor as a leadership principle. Rapid Fire Q&A Connect with Erin Dues: https://www.linkedin.com/in/erindues/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Bob Spina, who is developing a Sales Advisory practice and has just departed from ON24, where he led Enterprise Sales. Previously, Bob led the Strategic sales team to record growth at Gong. He has a proven track record of unlocking seller performance and building high-performing teams across various organizations, from startups to mid-sized firms, and even a half-billion-dollar business at Cisco. In this episode, we dive into: Strategies for high-performing enterprise sales teams: behind the scenes of Gong's growth, the need for a different playbook when transitioning from SMB to enterprise sales, tackling enterprise-level challenges, the right time to hire frontline managers when building enterprise sales teams, coaching your team on account planning, the "Groundswell Outbound Approach", why extended enablement programs are key, the role of customer success when going upmarket and building trust between sales leaders and their teams. Rapid Fire Q&A Connect with Bob Spina: https://www.linkedin.com/in/bobspina/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with Michael Maximoff, the owner of Belkins, a top-ranked B2B Lead Generation Agency. Michael specializes in creating budget-smart strategies that deliver impactful growth solutions for clients and is also the driving force behind the newsletter "From Zero to Agency Hero" and the voice of the popular Growth Podcast. In this episode, we dive into: Cold Email Playbooks for Sales Teams: the most important thing in the outreach approach (is not personalization!), how to start building a cold outreach playbook for your team, defining a strategy to engage and nurture your leads, how to generate appointments with higher buying intent, deciding when to do cold calling and when to do cold emailing, omnichannel vs. multichannel outreach approach, the hidden cost of AI in SDR teams and how your team can improve email deliverability. Rapid Fire Q&A Connect with Michael Maximoff: https://www.linkedin.com/in/michael-maximoff/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
In this episode, David Kreiger chats with Terence Lee, Protecht's VP of Risk for North America. His deep understanding of the market has been key to rapidly facilitating Protecht's growth across NA. Before Protecht, he held sales leadership roles at companies like Origami Risk and SAI Global, where he helped build successful sales departments. In this episode, we dive into: Market entry to expansion: Initial steps in market entry, tackling challenges, balancing short-term and long-term strategies, lead generation tactics, the importance of parallel outreach efforts, outsourcing vs. internal team management, conversation value, complementary strategies, critical sales skills, and building trust and credibility. Rapid Fire Q&A Connect with Terence Lee: https://www.linkedin.com/in/terenceplee/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
In this episode, David Kreiger talks with Brian Signorelli, the advisor at Tome. Brian began his tech sales career at HubSpot in 2012 as one of the first 50 AEs. Over nine years, he helped grow the company from $30M to $1B in revenue and later held senior sales leadership roles at Vendr and Lattice before joining Tome. In this episode, we dive into: Stepping into a new team: Understanding the company context, evaluating key differences in early-stage vs. later-stage company needs, skill adaptation by stage, aligning vectors for scalable growth, adjusting managerial skills over time, putting the right team in place, and navigating the intersection of AI and sales Rapid Fire Q&A Connect with Brian Signorelli: https://www.linkedin.com/in/brian-signorelli/ www.quotarelief.co Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
David Kreiger chats with David Rubinstein, a seasoned sales leader with 15+ years of experience. He started building sales teams at Gen Video before scaling operations at Salesforce for 6 years. He grew the team from 5 to 50 while boosting revenue from $75M to $250M at Outreach and oversaw a team of 50+ driving sales, solutions, operations, and enablement at Kustomer. Now, he is the SVP of Sales at Spark. In this episode, we dive into: Measuring Enterprise Sales Performance: Managing different levels of performance, understanding the plan and filling gaps, weekly activity sharing for reflection and self-assessment, and monitoring through the right metrics. Scaling Enterprise Sales Teams: Focusing on relationship mapping and structuring territory, standardizing decisions to streamline the process, identifying parallels with competitors, and maintaining a good culture. Rapid Fire Q&A Connect with David Rubinstein: https://www.linkedin.com/in/daverubinstein/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/ https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don't miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/
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