Salesology® - Conversations with Sales Leaders

Guest: Tom Dee   Guest Bio: Tom began his sales management career over eight years ago, and he is passionate about turning underperforming teams into high-performing, revenue-generating ones. Tom loves using tools like AI-driven sales insights to stay sharp and ahead of the game. His approach to leadership is all about mentorship, making smart decisions, and keeping the focus on the customer, building relationships that last.   Key Points: Career Journey Started in sales by accident. Studied TV and radio production at the University of Dayton, but couldn’t find work in that field. While waiting tables, he met the president of a copier company who was impressed by his “sales pitch” and hired him. Learned cold calling and sales fundamentals in copier sales. Connected through the Chamber of Commerce to Ryden, where he started as a sales account representative. After two successful years, he was promoted to sales manager despite having no prior management experience. His boss recognized his leadership potential and sales acumen. Has been with Ryden for nine years, discovering his true calling in leadership, mentorship, and sales management.   Music and Sales Tom is also a musician and band singer. Believes music and sales share core similarities: both require creativity, persistence, and appreciation of the process, not just the outcome. Says the best salespeople, like musicians, hone their craft over time — success isn’t innate; it’s developed through discipline and practice. Comparing recording music (“you don’t see how many takes it took”) to the sales process, the journey matters as much as the final result.   Sales Philosophy Rejects the myth of the “born salesperson.” Emphasizes that sales success comes from process, practice, and consistency, not innate talent. Says the best reps “get out what they put in”. Hard work and repetition pay off. Values creativity, resilience, and self-belief in sales performance.   Leadership & Coaching Approach Focuses on individualized coaching to help each rep become “the best version of themselves.” Builds on strengths and raises the floor on weaknesses, progress can mean moving from a D to a B, not perfection. Believes in incremental improvement - small, consistent gains lead to big results. Encourages trust-based coaching by explaining the “why” behind feedback. Promotes two team types: · Business Development Reps: Need direction, creativity, and fresh energy. · Account Reps: Need structure, process optimization, and focus on managing existing clients.   Overcoming Sales Call Fear Recognizes fear of cold calling as common, “there’s no magic wand.” The only real solution is repetition and desensitization: pick up the phone, make calls, and learn from experience. Sales managers often act like psychologists, helping reps shift their mindset from “I’m bothering people” to “I’m helping people.” Acknowledges that sales isn’t for everyone, and that’s okay.   The Power of Process Process brings structure and rhythm to an unpredictable job. Encourages reps to block time and eliminate distractions during call sessions. Teaches that routine builds confidence and consistency, helping overcome discomfort. Note the moment of breakthrough when reps see results from their effort; that’s when confidence clicks.   Use of Scripts Provides scripts to new reps, especially since Ryden is in the print industry with its own terminology. Scripts help reps learn the “language” of their customers. Encourages reps to act as if, use scripts as training wheels until they internalize the message and make it their own. “Fake it till you make it… But eventually, you have to make it.”   Management Philosophy Believes in meeting people where they are, not forcing everyone into one mold. Success comes from helping each rep develop in their own authentic way. Leadership is about guidance, empathy, and helping others grow, not control.   Guest Links: LinkedIn: https://www.linkedin.com/in/tom-deee/       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Matt Gregory   Guest Bio: Matt Gregory's story is one of quiet transformation, shaping the brokerage division from within while never losing the drive to help clients. A strategist and mentor, he co-founded the Office Brokerage Group, launched the firm's Fast Track training program, and has closed 1,200-plus deals worth more than $810 million. Clients value his mix of precision, urgency, and clear foresight; colleagues value his commitment to developing future leaders. Having recently earned his broker's license, Matt now serves NAI Ohio Equities in an official Management-Level Broker capacity, bringing even greater authority to the guidance he provides.   Education: BA Communication - The Ohio State University Professional Affiliations: SIOR, CCIM   Matt continues to pair strategic vision with hands-on coaching, ensuring both clients and the next generation of brokers achieve their full potential.   Key Points: Career Background & Path into Real Estate While studying at The Ohio State University, he interned at Ohio Equities, helping modernize their marketing and tech systems. After graduation, he became Director of Information Technology for the firm. Over time, he was drawn into sales after assisting agents with listing presentations and realizing he enjoyed the client-facing, persuasive side of the business. Encouraged by the company’s owner, Sandy Simpson, he got his real estate license and transitioned into brokerage.   View on Selling Matt prefers to think of sales as education, advising, and consulting rather than traditional selling. His philosophy: “Educate clients so they can make confident, informed decisions.” He defines selling as persuading someone of value, aligning with the dictionary meaning of “to sell.” He believes in consultative selling—building trust through information, not pressure.   Fast Track Program (Training for New Agents) Originally created in 2006, revived and redesigned in 2023 under his leadership. Matt discusses in depth the structure of the Fast Track Program he designed and uses to train new agents. The Goal: give three years of experience in one year to reduce new-agent failure and speed up success.   Hiring & Recruiting Philosophy Matt looks for candidates who are confident but not arrogant, emotionally intelligent and adaptable, self-motivated and resilient, and realistic about the long sales cycle in commercial real estate. The recruitment process he uses is multiple conversations (3–4 meetings), both formal and informal, emphasis on intuition and relationship-building, not just testing, considers diversity in career stages and backgrounds (new grads, mid-career switchers, experienced professionals), and avoids personality assessments; it relies on observation and cultural fit.   Leadership & Management Style Matt's biggest management challenge is balancing autonomy and oversight. He wants agents to feel empowered but not reckless. Some agents over-communicate; others under-communicate—he strives for a healthy middle ground. He focuses on mentorship, working directly on deals with new agents to model behaviors and decision-making. Matt encourages agents to become future leaders, not just team players.   Outcomes & Culture Strong retention and development culture—agents tend to stay long-term. Emphasis on learning, collaboration, and shared success. Fast Track alumni are performing well and contributing to the firm’s growth. The company’s local reputation attracts new candidates organically.   Guest Links: Website: https://www.ohioequities.com/brokers/mgregory.html LinkedIn: https://www.linkedin.com/in/mgregoryohioequities/ Facebook: https://www.facebook.com/mjgreg Twitter: http://www.x.com/officegrp Instagram: http://www.instagram.com/officegrp     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Jon Ostenson Guest Bio: Jon Ostenson is the Founder and CEO of FranBridge Consulting, a 2-time Inc. 5000 company, and he is a top 1% franchise consultant. Jon is also the author of the bestselling book, ‘Non-Food Franchising’. Jon draws on his experience as a former Inc. 500 Franchise President and Multi-Brand Franchisee in helping his clients select their franchise investments. Jon is a frequent contributor on franchising for publications such as Forbes, Inc., and Bloomberg. Do you have a free gift or landing page that you would like to share?   Key Points: Background and Experience Jon never planned to be in franchising, but transitioned from corporate sales leadership. He became president of Shelf Genie, a national non-food franchise (custom pull-out shelving for kitchens/pantries), managing support for all franchisees in North America. Jon fell in love with franchising due to the diversity of industries and supportive business model, and has personally invested in multiple franchises and now helps others identify opportunities.   Why Non-Food Franchising Many think “franchise = fast food,” but non-food franchises often offer easier paths to profitability: o   Fewer employees needed o   Lower operating hours o   Lower CapEx investment o   Higher margins, less waste, less susceptible to consumer whims   Jon focused industries: home/property services, health/wellness, kids, pets, seniors, B2B services, and takes a contrarian approach by cutting out food franchises to go deeper into other industries.   Why Choose a Franchise Over Starting Your Own Business Not all entrepreneurs thrive on full autonomy; some benefit from a proven system. Franchising is easier, not easy; it still requires work, but with structured support. Advantages of franchising: o   Training wheels and guidance o   Higher success rates than solo businesses o   Proven playbook and marketing already optimized o   Support from other franchisees – a built-in mastermind o   Step-by-step framework helps shortcut growth and profitability   How to Start in Franchising Doing independent research can be noisy and inefficient; many top 100 franchise lists are paid PR placements. FranBridge Consulting acts like a broker for franchises: o   Free to work with clients o   Access to over 600 non-food franchise opportunities o   Matches clients to opportunities in their market o   Helps narrow options from 10–12 down to 3–4 for deeper exploration o   Provides funding resources, franchise attorneys, and support through the process   Key Considerations Before Buying a Franchise Buying a franchise is like a business partnership or marriage. It’s important to “date around” – talk to multiple franchises before committing.  Success comes from following the system, not trying to reinvent it. Common mistakes: o   Not following the franchise system o   Thinking you can do everything your own way Territory exclusivity protects franchisees from competition within the same system. Franchises allow you to build your own team and avoid inheriting issues from an existing business.   Advice for Potential Entrepreneurs Explore all options: buying a franchise, an existing business, or starting your own. Franchises offer proven models and support, making them ideal for most would-be business owners. Understanding your own style: Some are too entrepreneurial to follow a system, which may make franchising a poor fit.   Guest Links: Sign up for a complimentary copy of our book, ‘Non-Food Franchising’ Schedule an intro call with Jon to discuss opportunities further (no cost)   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.   

Guest: Dia Bondi Guest Bio: Dia Bondi is a Communications Catalyst for high-impact people. In her private coaching and programs, she works with C-level leaders, VC-backed founders, and ambitious professionals, helping them find their voice and lead with it. Her workshops and talks are hosted by corporations including Quartz, Salesforce, Google’s X-team, and Dropbox. In global sport, she helped Rio de Janeiro secure the 2016 Summer Olympics. After attending auctioneering school for fun, she translated the techniques she learned into a program that prepares ambitious professionals, and especially women, to ask for more and leave nothing on the table, called Ask Like an Auctioneer. She’s been featured on CNBC Make It, Forbes, and Fast Company. Her book, Ask Like an Auctioneer: How to Ask for More and Get It, is available now.​   Key Points: Dia’s Backstory & Career Path Started her career in fitness, where she loved helping people feel powerful and embodied. Then, transitioned into training and development (professional development) after college. She discovered her passion for storytelling and communication while observing a workshop for finance leaders. Dia founded Dia Bondy Communications in 2009 to help leaders and VC-backed founders communicate effectively in high-stakes moments.   "Ask Like an Auctioneer" Concept Inspired by her side work as a fundraising auctioneer. The key principle: ask big enough to get a “no”, because a “no” signals you’ve reached the upper limit of what’s possible. In business, people often limit their asks based on what they think they can get, leaving money and opportunity on the table. Instead of selling to the first yes, push further to uncover maximum value.   Overcoming Fear of Asking Fear of rejection keeps people from asking boldly. Many assume rejection damages relationships, but often it doesn’t. Leaders should teach teams that discomfort (the Zofo—Zone of Freaking Out) is a signal of courage and potential growth. Reframe rejection: it’s information about value, not a judgment of personal worth.   Lessons from Auctioneering for Business & Sales · Price = a reflection of value, not worth. The same item can sell for vastly different amounts depending on the audience. · Know your “reserve.” Like an auctioneer’s minimum acceptable price, know your bottom line before asking. · People are irrational. Decisions are often emotional, even in data-driven environments—so storytelling is critical.   Four Types of Asks That Drive Growth 1.     Money – dollars, budgets, contracts. 2.     Influence – visibility, access to networks, platforming yourself. 3.     Authority – positioning yourself to make important decisions. 4.     Balance – aligning deals and clients with the kind of work you actually want.   Why People Struggle with Asking Fear of rejection. Lack of clarity on what to ask for and when to ask. Sometimes people make asks that are too small, too vague, or to the wrong audience.   Framework for a Strategic Ask (first 4 of 6 steps) Define your main concrete goal. Identify the next big move toward that goal. Determine the ask that advances that move. Ensure the ask is big enough to risk rejection. Storytelling Framework: “Blocker Buster” What your audience wants. What’s blocking them from achieving it? How do you remove the blockers? Your ask (to move them forward).   Big Takeaways Asking boldly is a skill that can be learned. The most powerful ask live in the Zofo—the zone of freaking out. Rejection is not failure; it’s valuable feedback about what the other side values. Asking strategically, with courage and clarity, maximizes opportunities for growth, influence, and alignment.   Guest Links: Connect on LinkedInCon Connect on Instagram https://www.diabondi.com/salesology Download The Powerful Ask Plan, a free tool to help you design a strategic ask.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Vaughn English   Guest Bio: Vaughn English is a growth-focused sales leader with over 10 years of experience driving revenue across industries including digital marketing, 3D visualization, tourism, and insurance. He has a proven track record of building high-performing outreach strategies, leading cross-functional teams, and closing complex B2B deals. Vaughn specializes in leveraging CRM platforms, marketing automation, and creative campaigns to engage prospects and accelerate the sales cycle. From launching national tourism campaigns to scaling 3D content solutions for enterprise clients, he brings a consultative approach that aligns client goals with actionable solutions. Vaughn thrives at the intersection of strategy, creativity, and execution, consistently turning opportunities into lasting partnerships. ​ Key Points: Background and Path to Sales Started in theater; transitioned to sales due to communication skills and confidence. First job: selling DirecTV inside Costco, a challenging experience that taught resilience. Gradually moved into more prestigious roles, now at Fracture.   Role at Fracture Tasked with building the B2B infrastructure from scratch, including identifying the ideal customer profile (ICP), creating case studies, lookbooks, product menus, and developing marketing and outreach processes.   Finding the Ideal Customer Profile (ICP) Initially targeted hospitality, but realized sales cycles are very long. Exploring design firms and higher education as more promising ICPs. Higher ed (e.g., Boston College) often needs ongoing art installations, recognition plaques, etc., making them strong repeat buyers.   CRM and Sales Technology Strong proponent of using CRMs despite challenges. Believes CRMs are essential for organizing contacts and outreach, launching automated email campaigns, and tracking sales activity.    Sales Outreach Strategy Focuses heavily on cold email campaigns. Personalized and well-researched. Uses intent data (from sources like ZoomInfo, Bombora) to identify companies showing buying signals. Example: campaign to Ben & Jerry’s using their "Flavor Graveyard" as a custom subject line. Warm leads via email before calling; cautious about cold calling personal cell phones (though interviewer disagrees).   Team Dynamics and Management Style Small team (essentially 2 people); the other focuses on account management. Balances trust with light micromanagement, uses CRM visibility (e.g., BCCs, task tracking) to monitor activity, steps in when new leads aren't followed up quickly enough. Believes in hiring people he can trust to reduce the need for hovering.   Challenges and Learnings Struggles with ensuring consistent follow-up on new leads while handling large ongoing projects. Building out processes and infrastructure in real-time while scaling the B2B arm. Emphasizes that real ICP identification comes through direct conversations and testing. Guest Links: vaughn.english@fractureme.com Connect on LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Melissa Palmer   Guest Bio: Melissa started her sales career by accident, but quickly learned. She enjoyed connecting a customer with a solution and helping solve their problems and protect their interests. She is very good at building lasting relationships because her intention is always honest. She soon learned the best way to truly protect the customer is to also protect the company she represents; there has to be a win-win scenario, or no one wins in the long run. In management, she can do the greatest good as she works with the sales team to do just that, focusing on creating winning solutions for all. Melissa is also very energetic about what she does, and that energy is contagious.   Key Points: Career Journey into Sales & Manufacturing Melissa began working in manufacturing while studying elementary education, after passing a tape measure test at a temp agency. She started on the shop floor, moved into office roles, then customer service, sales, management, and technical roles. Melissa wanted a fresh start in sales after over 20 years at her first company, where she was often the "fixer." Within six months, she was promoted to Sales Manager due to her proactive ideas and contributions.   Sales Team Development at LS Industries Melissa feels her biggest win is unified messaging—the entire sales team aligned in language, story, and mission. She took advantage of team turnover to rebuild with aligned, enthusiastic hires. There is strong support from leadership (including the owner) who models the company’s values. Focus on educating the team on purpose, customer-centric values, and collective goals.   Sales Philosophy & Leadership Set clear expectations for customers, build trust, and prevent miscommunication. As a sales manager, Melissa retrains and coaches. Leads by example (e.g., joining calls to demonstrate customer communication). Shows the real-time impact of proper communication. Success in sales depends on trust, not just rapport. Repeat business comes from being dependable.   Sales Challenges Pain points: Reps either say “no” too fast or say “yes” too easily without assessing feasibility and avoiding hard conversations with customers (especially around timelines or product complexity). Melissa’s coaching approach is to educate on the long-term impact of honesty and setting realistic expectations, and emphasize quality and ROI over speed when needed.   Team Composition & Structure Melissa’s current team consists of 12 people, including international, e-commerce, parts, and general sales. She describes her team as mostly “hunters” (actively seeking new business). The “Farmers” exist mainly on the parts team (inbound calls, upselling).   Talent Development Melissa has successfully transitioned shop floor workers into top-performing sales reps based on drive and hustle. People who are eager to grow and win tend to excel, even with little formal experience.   CRM Adoption & Usage The biggest challenge is getting reps to consistently use the CRM. Melissa was initially skeptical, but now sees it as essential for success, organization, and maintaining relationships.  Her approach is to minimize complexity—track only essential data, use automation (autosave communications, recurring tasks), regular reminders, training, and reinforcement, and “Trust but verify” through reporting and light oversight—not micromanagement.   Key Sales Leadership Insights Missing documentation in CRM can cost deals. Frequent retraining, reinforcement, and modeling behavior help build habits. Being transparent and reliable is more effective than always being agreeable.   Guest Links: (316) 670-6283 mpalmer@lsindustries.com www.lsindustries.com  www.winonavannorman.com  Connect on LinkedIn Connect on Facebook        About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Ben Filkouski   Guest Bio: ​Ben graduated from the University of Wisconsin – Madison in 2018. Upon graduating, Ben worked for Goldleaf Development, a Multi-Family Developer in Dane County, where he obtained his Real Estate License. In September of 2019, Ben joined Madison Commercial Real Estate. Since joining Madison Commercial Real Estate, Ben has become a Partner with the firm, obtained his Real Estate Brokers License, and earned his CCIM (Certified Commercial Investment Member) designation.  Ben currently serves on the board of Commercial Brokers Group Inc. (CBG) a CRE Organization based out of Madison, WI. CBG recognizes top deals completed annually, and Ben has won Land Deal of the Year in 2021 & Overall Deal of the Year in 2021, Industrial Deal of the Year in 2022, and Land Deal of the Year in 2024. Ben is also an active member in the Commercial Association of Realtors Wisconsin (CARW) where he was formerly on the NextGen Committee and was runner-up for Industrial Deal of the Year for the State of Wisconsin in 2022. Ben is also an active member with Smart Growth Greater Madison, a real estate development lobbying & networking organization.   Key Points: Entry into Real Estate: Ben initially resisted going into real estate despite a family background in it. He became interested after experiencing different aspects like construction, deal-making, and sales. Ben fell in love with real estate during a brokerage role, especially the dynamic nature of the work and helping clients grow.   Unexpected Career Path: Ben originally considered a career in the arts due to a love of creative thinking and writing. He found that creativity and communication are actually essential to being successful in real estate sales.   Natural Networker: Networking comes naturally due to a talkative personality and curiosity about people. Ben enjoys building relationships, whether or not they lead to direct business. He learned the value of strategic networking, focusing on a few meaningful conversations rather than quantity. He uses networking as a way to stay top of mind for real estate opportunities.   Team Growth & Hiring Philosophy: Ben recently grew the team by hiring two new associates. Hiring isn’t based solely on experience, personality, drive, and communication skills are more important. Ben looks for self-motivation, competitiveness, and professionalism. He emphasizes the long timeline before new brokers become profitable, so cultural and personal fit is essential.   Screening New Hires: Ben created a detailed training portal designed to take 50–60 hours. He doesn’t tell new hires how long it should take—completion speed reveals attention to detail and commitment. He uses early performance during training as a key indicator of long-term potential.   Managing Associates: One challenge is frequent interruptions that break focus. Ben implements short, scheduled check-ins (10–15 minutes) instead of ad hoc questions. This structure improves efficiency for both managers and associates. Ben believes some level of independence should be expected after the initial learning phase.   Culture and Success Metrics: Culture encourages brokers to “live the lifestyle”—be self-driven, schedule smartly, and network. The firm has seen improved success rates and retention since implementing more structured onboarding and evaluation systems.     Guest Links: Connect on LinkedIn Connect on Instagram https://madisoncommercialre       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Matthew Freed   Guest Bio: ​I’ve spent the last 20 years in sales and sales leadership, and I still find it incredibly rewarding. Most of that time has been in manufacturing and distribution, where I’ve had the opportunity to lead high-performing teams and work closely with customers. I currently lead a team across the Midwest and am passionate about building lasting culture, driving results, and simplifying the complicated. A big part of my leadership style is helping sellers achieve their goals while supporting them in becoming the best versions of themselves. I believe consistent habits lead to consistent outcomes, and I aim to lead with energy, clarity, and accountability. I enjoy helping people grow in their careers while building meaningful, long-term relationships with customers and colleagues. Outside of work, I still love to compete—whether it’s on the basketball court or just a backyard game with friends. Most importantly, I enjoy time with my wife and our two daughters.   Key Points: Career Journey & Sales Background His dad was in sales and eventually owned a business, which influenced him early. Matthew started with cold calling and door-to-door efforts, learning what real sales was versus the perception. Naturally gravitated toward leadership roles on teams; wanted to shift from individual sales to team success. Moved cities and took a risk to lead a sales team at a manufacturing company, eventually growing in responsibility and geography. He was introduced to Millcraft by a supplier contact and joined over 8 years ago; currently leads sales efforts after transitioning from operational responsibilities.   Sales Philosophy & Simplifying Complexity Believes the sales team is his "customers" and supports them by removing obstacles and improving processes. Matthew uses what he calls a "Simplify the Complicated" Approach: · Sales fundamentals (know, like, trust) are still the core, despite evolving technology. · Use data and analytics to validate feelings and drive decisions. · Focus on what matters: simplify systems/processes to let sellers focus on selling.   Challenges in Sales Leadership Reps often react emotionally, inventing stories about prospects. Ask clarifying questions, do a fact-finding mission, and use both data and instinct (e.g., the "sleep on it" approach). Helps reps stay grounded by focusing on facts and controllables rather than assumptions.   CRM/ERP Adoption Success Successfully implemented a new ERP system that includes a CRM. Tailored the system to serve salespeople and their customers. Positioned CRM is used as a way to better serve customers and make smarter decisions. Gained buy-in by connecting usage to outcomes (e.g., customer satisfaction). Has most of his team (12 people) consistently using the CRM.   Team Composition & Hiring A mix of new and long-tenured reps (some with 30–40+ years of experience). Has a team size of 12 sellers. What He Looks for in Hires is resourcefulness, values competitiveness, entrepreneurial spirit, and inquisitiveness. Matthew’s screening methods are assignments before interviews, looking for how much effort candidates put into research, a sports background is a strong signal (discipline, competition), and relying heavily on referrals.   Team Wins & New Business Growth - 150+ New Accounts Opened Focused efforts in specific industry segments (e.g., beverage, signage, apparel, nonprofits). Leverages repeatable success models: if one nonprofit buys certain items, others likely will too. Emphasizes selling similar things to similar customers vs. reinventing every sale. Segment-focused selling allows for scalable, repeatable growth strategies.   Leadership Style & Values Clearly outlines what reps should expect from him and vice versa. Believes in accountability, honesty, and mutual respect. Sees his role as equipping and clearing the path for his team’s success. Encourages feedback and builds relationships rooted in trust.     Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Nick Sowards   Guest Bio: ​Started cleaning machines in California at 18 years old at my grandfather’s company. Graduated into selling machines at 19, then left his company at 20 to sell new machines. Left California in 2004 and joined Absolute Machine Tools, selling their imported brands. In 2015, became GM for Absolute, running their Chicago facility. 2017 needed a change in my life and left Absolute with joining Ellison Technologies in December 17, and the ride has been great thus far! I'm a sales manager for NE Ohio and a territory manager for Lake and 1/2 of Cuyahoga County. I was honored to have been the #1 salesman in Ellison for GP and units for 2023, with also getting salesperson of the year awards. Been in the top 5-10 ever since I started with Ellison in 2017. We have a great team in Ohio, so that helps!   Key Points: Early Influences and Entry into Sales · Grandfather's machine shop played a formative role. He started by cleaning machines as a kid to earn money for things his family couldn't afford. · Originally planned to become an FBI agent, but his mother recognized his strong communication skills and encouraged sales. · A pivotal moment came when he accidentally made a $10,000 sale, earned $200 commission, and realized sales were more rewarding than cleaning machines.   Motivation and Personal Drive · Grew up poor, became a young father, and was driven by the desire to support his family, including allowing his wife to stay home. · Has seven daughters, now expecting three grandchildren, further reinforcing his motivation to succeed financially and professionally.   Leadership and Management Style · Leads a tight-knit sales team of three, focusing on trust, open communication, and family-like support. Believes success is shared: if his team does well, he does well. · Encourages open access; his team can call him anytime, for work or personal matters.   Hiring Philosophy · Looks for motivation (expensive hobbies, family responsibilities) and coachability. · Avoids hiring “negative” people; prioritizes positive, adaptable personalities. · Uses personality assessments and informal settings (like lunch) to gauge candidates more authentically. Watches for signs of intrinsic drive, not just skill.   Building Trust with New Hires · Leads by example: gave a full commission on a deal made the day before a new rep joined, demonstrating generosity and fairness. · Builds trust through action, not just words, follows through, supports his team, and solves problems directly or connects them with the right resources.   Sales Philosophy · Be honest and transparent: admit when you don’t know something, but always get the correct answers. · Never be a “yes man”, integrity builds long-term relationships. · Success is based on persistence, teamwork, and customer focus.   Guest Links: Cell: 216-347-9566 Email: nsowards@ellisontechnologies.com Connect on LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Erick Haas   Guest Bio: ​Erick Haas is an experienced Ag Sales Manager with LandPro Equipment overseeing 17 Ag Salesmen while bringing 15 years of expertise in the John Deere dealer network. Erick’s AOR is primarily Western NY, Pennsylvania, and a portion of Ohio. His background includes Precision Agriculture, Training, Recruitment, and being a John Deere Certified Trainer. Erick is deeply committed to his Central NY community, serving as President of Cornell Cooperative Extension of Madison County, several program advisory boards, a 4-H Leader, and President of the Chittenango Fire Department. He resides on a 65-acre hobby farm in Central NY with his wife and two young girls.   Key Points: Career Path to Ag Sales Manager at LandPro Equipment · Early Career: Started with a degree aimed at environmental conservation; initially worked with Soil and Water Conservation, supporting farms. · Transition to Ag: Joined a John Deere dealership (Chazy Equipment Company) in 2011 as a precision ag specialist. · Career Growth: Became training manager, certified John Deere instructor, and eventually territory manager for 20 dealerships in the Northeast. · LandPro Role: Though lacking formal sales management experience, his reputation, technical expertise, and broad network helped him land the role.   Management Philosophy & Style · People-Focused: Enjoys the human connection, coaching his team, and tailoring support to individuals' strengths and weaknesses. · Adaptability: Finds fulfillment in varied tasks—from farm visits to desk work. ·  Development-Oriented: Gets satisfaction from helping salespeople grow confident and independent.   Building Trust and Influence · Earning Respect: Gained trust from seasoned, high-performing salespeople by being transparent, consistent, and reliable. · Trusted Resource: Focuses on becoming a go-to advisor for his team, even when the question is outside his expertise.   Leading Through Change · Inherited Challenges: Took over a role that had seen high turnover; faced skepticism and had to prove his commitment. · Transparency: Earned buy-in by demystifying business goals (e.g., market share importance) and opening up about internal processes. · Best Practice Sharing: Emphasizes education and consistent communication.   CRM and Accountability · CRM Usage: Encourages CRM use not for micromanagement but for customer service, protection, and visibility. · Variable Expectations: Applies different levels of accountability based on experience and performance. · Case Example: A customer hadn’t been called on in 10 years; proper CRM use would have prevented the oversight.   Cross-Department Communication · Breaking Down Silos: Promotes overcommunication across sales, service, and parts to ensure customer needs are met. · Leadership Coordination: Has regular check-ins with store managers to stay in the loop and encourage collaboration.   Accountability Culture · Problem Solving: Encourages direct, timely discussions to resolve interdepartmental issues quickly. · Ownership: Stresses accountability across all roles, not just sales.   Foundational Wins vs. Sales Wins · Pyramid Model: Believes in building foundational skills—like customer handling, tech comfort, policy knowledge—as a prerequisite for sales success. · Progression: Describes coaching progression from handholding to independence, likening it to riding a bike.   Documentation & Process · Written Best Practices: Emphasizes the importance of written procedures to plug process gaps and support memory retention. · Training Tools: Uses documentation to streamline onboarding and reinforce standards.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Mike Kochenderfer   Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management.   Key Points: Backstory & Entry into Sales Michael didn’t originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success o Fish = Prospect o Location = Where you find them o Presentation = How you engage them   Career Growth Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan.   Leadership Style Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you’re not. Team integration: Prioritizes relationships and alignment rather than authority.   Hiring Philosophy Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from.   Managing Existing Teams Challenges of managing people already in place when you’re new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it.   Performance Management Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility.   Training & Onboarding Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Tom Wardach   Guest Bio: ​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management.   Key Points: Background and Career Path · Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career. · Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson. · Emphasizes the importance of connections, not burning bridges, and seizing opportunities.   Military Lessons Applied to Sales · Experience in leading teams in the military helped him lead sales teams. · Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings.   Egger Wood Products Role · Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan. · Tasked with building the U.S. sales team essentially from scratch.   Building a Sales Team · Before hiring, he and the company identified what traits they were looking for in candidates. · Uses a collaborative approach to hiring, incorporating feedback from other team members and HR. · Emphasizes collaboration, input from colleagues, and a structured onboarding process.   Hiring Philosophy · Candidates must have a proven sales background. · Prefers candidates with a short learning curve on the product side due to immediate business needs. · Ideal hires have both sales and some industry familiarity (e.g., OEM experience). · Doesn’t hesitate to make quick decisions when it’s clear a hire isn’t a good fit, unlike companies that wait too long. · Acknowledges the emotional difficulty of letting people go, even when necessary.   Sales Team Expectations · Key account managers are expected to both acquire new business and grow existing accounts. · Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes). · A key priority is expanding Egger’s brand presence in the U.S. since its local manufacturing started in 2020.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Karen Barbour   Guest Bio: ​With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the U.S. SBA’s National SBDC Advisory Board, MAA (BWI) Small & Minority Business Advisory Council, as Vice Chair for AMAC’s Government Affairs Committee, and on boards such as Women Construction Owners & Executives and Girl Scouts of Central MD for over 10 years. Karen co-founded the Alliance for Hispanic Commercial Contractors, Party For A Cure, and the National Small Business Party. She continues to manage an exclusive surety bond program with Hensel Phelps Construction Co. that to date has bonded over $170,000,000 in subcontracts with no losses.   Key Points: Early Career and Challenges as a Woman Started in the insurance and surety industry in the 1980s as one of the few women in a male-dominated field. She faced pay inequality and a lack of mentorship or grooming for leadership. Despite working 80-hour weeks, she wasn’t offered ownership opportunities.   Founding the Barbour Group After a successful career as a bond producer, she left to start her firm in 2002. Her motivation included economic independence, work-life flexibility, and family care (as a single mom and caretaker for her father with Alzheimer’s).   Passion for Cold Calling Loved the challenge and directness of cold calling. Used it to differentiate herself and prove her value in a field where women were not readily accepted. Emphasized understanding of construction and surety underwriting, which made her uniquely effective.   Advocacy for Minority and Women-Owned Businesses A pivotal moment came in her 20s when she unintentionally walked into a minority contractors’ meeting. Shocked by the industry's bias (her company directed underwriters to flat-out decline minority applicants), she left and began actively advocating for diversity. Worked to bond minority and women-owned firms, growing underwriting from $250,000 to $2.5 million in a year without losses.   Personal Motivation and Values Grew up in a polluted, working-class neighborhood in Maryland. Experienced loss and hardship early in life (lost her mother at 11). Driven by empathy, fairness, and a strong sense of justice. Discovered later in life that her biological father was a neurosurgeon, which helped her understand her innate compassion.   Diversity, Inclusion, and Economic Equity Emphasizes the importance of seeing and celebrating cultural differences, not ignoring them. Believes diversity brings better business outcomes and strengthens communities. Argues that systemic exclusion limits contributions from capable individuals and that access to capital and education are key.   Community and Social Impact Initiatives Founded the Alliance for Hispanic Commercial Contractors to support minority businesses with financial assistance, consulting, and sponsorships. Created Party for a Cure, a nonprofit supporting children with neurological diseases. Developed a political platform, the National Small Business Party, to give small businesses a stronger voice in policy.   Core Philosophy Step through fear—growth and purpose lie on the other side. Use business as a vehicle for empowerment, particularly for underrepresented groups. Diversity isn’t just a value—it’s a strategic imperative for societal and business success.     Guest Links: www.thebarbourgroup.com www.ahcc-midatlantic.org www.nsbpusa.org – National Small Business Party Home | Minority Business RoundTable | Washington, D.C. - Nonprofit for AHCC www.pfac-md.org Party For A Cure – Nonprofit that helps kids with Neuromuscular Diseases       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Josh Blackman   Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance.   Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees.   What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting.   Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction.   How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth.   Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity.   Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations.   CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily.   Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement.   Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Dr. Tony Vercillo   Guest Bio: ​Dr. Tony Vercillo is a 30-year veteran in the Product Marketing and Distribution industry. He has a Doctorate in Marketing Management, with special emphasis on Global Marketing Strategies (Summa Cum Laude). He also received his MBA in Leadership and Human Behavior. He is a highly sought-after public speaker known for his “infectious enthusiasm.”   Dr. Vercillo has been an Author for more than 30 years in the non-fiction arena. He always dreamt of dabbling in the fiction world, and this work is his first foray into the exciting world of novels.   Dr. Vercillo has served as a Senior-Level Manager and Vice President for PepsiCo and a third-party supply-chain firm. He is currently the CEO of a major kosher food service company in New Jersey. He also recently retired from teaching Global Marketing Strategy and Supply Chain Theory at California State University. His passion in life is teaching and coaching, and he has spent the last 20 years fulfilling that dream.   Key Points: Sales Strategy: · Cross-Training: Salespeople are trained across all segments (e.g., healthcare, schools, caterers) to improve adaptability and pricing knowledge. · Hunter-Farmer Hybrid: All reps are expected to both acquire new clients and manage existing relationships.   Change Management: · Data-Driven Approach: Used financials, industry benchmarks, and logic to explain changes. · Persistence: Faced resistance but stood firm while showing empathy. · Ongoing Communication: Holds regular sales meetings (e.g., upcoming board meeting) to address concerns.   Operational Improvements: · Customer Visit Push: Implemented Salesforce (embedded in new ERP) and assigned a champion to ensure usage. · ERP Integration: New system launching May 1 improves visibility and report generation. · Coaching Culture: Monthly check-ins, product-level reviews, and data-backed feedback by the sales VP.   Onboarding & Training: · Hands-On Process: All new hires must work in order entry, warehouse, and ride with drivers. · Holistic Understanding: Training ensures reps grasp the entire business, not just selling.   Financial Results: · Sustained Growth: Double-digit revenue growth and increasing profitability every year since he joined. · Cash Flow Focus: Reduced cash gap from 70+ days to ~37 days through disciplined collections and vendor management. · Customer Retention: 99% retention rate, even with stricter payment terms.   Guest Links: Connect on LinkedIn https://www.youtube.com/@s.bertram https://doclifelessons.com/episodes       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Courtney Stanford Guest Bio: ​Courtney Stanford, CCIM is a Managing Director at SVN Dunn Commercial where she facilitates the acquisition, disposition, and leasing of industrial properties in the Mid-Cities market of Dallas-Fort Worth. In addition to her role as a producer, Courtney also assists with the management and strategic direction of the firm as a whole.  Courtney graduated from Texas Christian University in 2012 and earned her CCIM designation in 2019. She currently serves on the Board of Directors of the North Texas CCIM (Certified Commercial Investment Member) Chapter as immediate Past President & is the Co-founder & Past President of IWIRE North Texas (Industrial Women in Real Estate). Courtney is also an active member of NTCAR (North Texas Commercial Association of Realtors), the Real Estate Council of Greater Fort Worth (TREC), a Member Associate of the SIOR North Texas Chapter & active volunteer with the Fort Worth Junior League.    When not driving around to explore a new industrial facility in the area, Courtney enjoys practicing yoga, playing golf, or engaging in a game of Mahjong. She also likes spending time with her husband, Adam Stanford, and their three dogs, Sophie, Henry, & Chance.   Key Points: Women in Commercial Real Estate · Co-founded iWire (Industrial Women in Real Estate) to support women in the field. · Advocates for strong mentors, self-confidence, and overcoming imposter syndrome. · Credits her Christian faith and personal growth for helping her through difficult times.   Leadership and Team Building · Initially faced resistance from male colleagues when joining her father’s company. · Transitioned into leadership and rebuilt the team post-COVID. · Now leads a diverse team she personally recruited and trained. · Emphasizes company culture, core covenants, and creating an inclusive environment.   Recruiting Strategy · Recruits both junior and senior talent, focusing on cultural fit. · Uses tools like CareerPlug to streamline the hiring process. · Looks for traits like discipline and financial preparedness.   Client Relationship Management · Maintains relationships with clients through quarterly touches. · Uses a CRM to automate and manage communication. · Recognizes the value of the human touch and still makes personal calls when appropriate.   Use of AI in the Business · Exploring AI tools like Jasper and Buildout for efficiency in marketing and communication. · Values AI for support but maintains that personal relationships and human interaction remain key.   Managing Pipeline and Team Consistency · Encourages agents to specialize in a product type and market area. · Treats junior brokers like entrepreneurs building their own businesses. · Uses weekly team meetings and accountability huddles to track progress and keep brokers focused.   Challenges as a Leader · Biggest frustrations: inconsistency among team members and maintaining a predictable pipeline. · Coaches and produces simultaneously, which adds pressure. · Leans on partnership with her father to balance responsibilities.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Jason Moss   Guest Bio: Jason Moss is a multi-six-figure business coach who helps online business owners generate more leads and clients. His journey began in 2016, earning just $4,728 his first year. After years of persistence and experimentation, he cracked the code to consistent lead generation and scaled his business to $500,000+ per year. Jason has since built a thriving community of 1,000+ clients and is passionate about helping others grow profitable, high-integrity businesses. His strategies focus on ethical marketing, long-term relationships, and sustainable success. Now, he’s sharing everything he’s learned to help online business owners attract more clients, make a bigger impact, and experience true freedom. Jason lives in Boulder, Colorado, with his partner Kimberly, dog Boomer, and cat Zola.   Key Points: Gratitude and Positivity: The message starts with a warm “Thank you!” and appreciation that the other person found the post helpful. This sets a positive tone and reinforces a friendly, supportive interaction. It also builds rapport and encourages continued engagement. Mindset Shift: The core message is about changing the way we think about writing, especially the beginning stages. Instead of diving straight into the content, the speaker encourages us to be intentional about how we start. It’s not just about writing more; it’s about thinking differently, which can improve the whole process. Importance of a Strong Introduction: The analogy of a strong introduction being like a “foundation before building the house” really drives the point home. A good intro isn’t just a formality — it sets the stage for everything that follows. By investing effort up front, you save time, prevent confusion, and create a more coherent final piece. Encouragement for Reflection and Action: The speaker ends with a thoughtful question: “Have you thought about any tweaks you might make to your own introductions?” This isn’t just rhetorical — it nudges the reader to actively think about how they can apply the idea to their own work. It turns a passive insight into a potential action step.   Guest Links: After signing 2000+ clients and generating well over $1M in sales online, Jason’s learned that the #1 key to attracting more of the clients you want is having the right messaging to call them in. The problem is, most online business owners are missing clarity on their messaging—and it’s costing them clients, income and impact every single month. Jason’s free messaging cheatsheet will help you solve that problem. Inside, you’ll discover proven messaging secrets and guidance to help you get clear on your messaging today—so you can show up in a more powerful, impactful way through your emails, content and posts and attract more qualified leads and clients ASAP. Get My $1M Messaging Cheatsheet       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Shannon Gregg   Guest Bio: Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Dr. Gregg is the President of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It’s About Time,” is available now and is being used by sales teams across the country to refocus on what’s really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. She also competes on a jazz dance team for moms.   Key Points: Career Transition to Sales Technology: Shannon started in sales almost by accident, selling software in the nuclear nonproliferation space. She discovered that sales is like choreography, focusing on improving sales processes to help salespeople focus on delighting prospects and customers. Shannon transitioned to sales management and eventually started her own Salesforce.com practice in 2018, which has been successful.   Sales Choreography: Sales is more complex than sports analogies like "at-bats"; it's about choreographed moments where various teams (marketing, sales, etc.) move prospects through the funnel in a coordinated manner. Having a dance background helped her think quickly on her feet, which is a crucial skill in sales, especially when unexpected challenges arise.   Sales Technology: Technology is a tool, not a solution in itself. It should help salespeople do what they do best without overcomplicating things. Sales technology can range from simple tools like phones and Zoom to complex CRMs integrated with other systems. The key to success with sales technology is choosing tools that are easy to use and integrate naturally into the sales process.   Adoption of Technology: Sales technology should be easy to adopt. Sales leaders should ensure the tools don’t overwhelm the team with complexity, which could lead to poor usage and frustration. Avoid forcing long training sessions. Instead, show how the tools benefit the individual salesperson by demonstrating their value through real-life examples and role-playing.   Process in Sales: Having a defined sales process is crucial before introducing technology. Sales leaders should first educate themselves on sales processes and how they fit their market. Sales leaders should focus on progress, not perfection, when creating a sales process. The process should evolve based on feedback and performance.   CRM (Client Relationship Management) Tools: A CRM helps sales leaders track where salespeople need coaching and support. CRMs help manage data more efficiently than spreadsheets, providing visibility into the sales pipeline and buyer’s journey. CRMs should be customizable to fit the organization’s process, but it’s important to start with an out-of-the-box version before making customizations.   Getting Salespeople to Use Technology: To encourage salespeople to use a CRM, leaders need to show what's in it for them. Demonstrate how using the system helps them perform better. Rather than pushing lengthy training sessions, involve reluctant salespeople in the design and testing phases of the process to ensure the tool works for them. Reluctant salespeople can be powerful allies in motivating others to adopt the tool once they see its value.   Challenges with Salespeople’s Reluctance: Salespeople often resist using CRMs because they see them as time-consuming or invasive. Leaders should address these concerns by focusing on the benefits of CRM usage, such as better organization and visibility of the sales pipeline, and ensuring the tool is user-friendly.   Behavioral Change and Buy-in: Getting salespeople to adopt new systems requires not only clear communication of benefits but also continuous feedback, training, and reinforcement. Real-world examples of success stories, like a salesperson improving their results, can help convince others to embrace the technology.     Guest Links: Salesforce User Adoption in the Age of AI eBook Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Justin Toomey   Guest Bio: Justin founded SVN | Toomey Property Advisors in 2019, bringing a national full-service commercial real estate firm to Mobile, Alabama. Since expanding into property management in 2022, the company now manages over 903 multifamily units and 30,000 square feet of retail space. Under Justin’s leadership, the company achieved 268% revenue growth by the end of 2024, a testament to his strategic vision and innovative approach. As a licensed real estate broker in five states, he has earned national recognition, including the SVN Achievers Award (2021–2024), Costar Power Broker Award (2019), and being named one of The Bay Magazine's 40 Under 40 (2025).   Key Points: Journey into Commercial Real Estate: Despite his father's warnings about the industry's difficulties, the Justin pursued a career in commercial real estate, earning a license at 19 and a broker’s license after college in 2011. He worked with his father until 2014, then moved to Sterling Properties to expand his knowledge in other areas of real estate, like retail and markets outside Mobile.   Founding SVN Toomey Property Advisors: Justin founded his own company after learning valuable lessons at Sterling Properties, despite knowing the risks and challenges. He faced significant losses in 2020 but continued working hard during the pandemic, learning from mistakes, and adapting to growth.   Challenges and Rewards in Commercial Real Estate: The commercial real estate industry is challenging, with long sales cycles and constant rejection. Success requires perseverance, working hard despite setbacks, and managing expectations. Justin values the autonomy and flexibility in the industry but emphasizes that it requires working far beyond a typical 40-hour week to achieve success.   Advice for Aspiring Entrepreneurs: Be resilient in the face of setbacks, working harder than others, and build discipline in everyday tasks. Don’t try to do everything yourself, especially when starting out, and fearing failure. Delegating tasks and understanding the limits of your role is crucial.   Business Growth and Success: Despite a rough start in 2020, the company grew by 268% in 2021 and continued to see around 100% growth annually since then. Growth was driven by learning from mistakes, expanding services, and adding new market segments, including multifamily and retail management.   Managing a Team: Justin faces challenges with managing independent contractors (1099s) who don’t have the same level of control as employees. He emphasizes the importance of communication, drive, dedication, and consistency within the team, often relying on shared calendars and teamwork to keep things running smoothly. Struggles with ensuring consistency in sales meetings but recognizes the value of collaboration among team members on deals.   Hiring Strategy: Justin tends to hire individuals with no prior experience in the industry, believing they are more coachable and aligned with the company’s values, especially cold calling. He avoids hiring senior brokers with established businesses as they can be harder to integrate into the company culture and may resist change.     Guest Links: www.svntpa.com Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Nancy Wilhite   Guest Bio: Nancy Wilhite is the owner of Grow Consulting, a professional consulting business that helps to develop leaders in terms of their executive presence, communication, presentation, and strategic planning. She has a strong focus on CRE professionals and market leaders, working on their business development processes and running high-performing teams.   Key Points: Background and Experience: Nancy has 40 years of experience, with a focus on people, operations, and leadership development. She entered the commercial real estate field serendipitously after being recruited to CB (Coldwell Banker) for operations management. Over her career, she worked with brokers and teams to develop high-performing individuals and businesses, and also managed teams on a national level, focusing on business development and efficient processes.   Transition to Consulting: Nancy started her consulting company, Grow Consulting, after the COVID-19 pandemic led to downsizing in her previous role. She now helps clients with leadership, executive presence, communication, and strategic planning.   Philosophy on Leadership: Nancy believes in working with and through people, understanding that each person’s unique qualities are key to success in any team or business. She emphasizes that leaders should inspire and guide people in a way that helps them grow, particularly by recognizing their strengths and encouraging their development. Leadership, according to Nancy, is about being able to communicate effectively, guide others through challenges, and maintain a vision that motivates people to work toward a common goal.   Team Development and Motivation: Maintaining momentum and excitement in teams is essential, especially when facing challenges like resource shortages or high expectations. Nancy advocates for creating quick wins and clear, manageable plans to sustain energy. She also encourages structured processes for onboarding new employees, highlighting the importance of clear roles and responsibilities, especially in high-energy industries like commercial real estate.   Hiring and Role Clarity: Hiring the right people for specific roles is crucial. Nancy stresses the importance of being intentional about what you are hiring for and ensuring that the new hire fits the culture and the role. She advises that teams should have a clear understanding of what they need and the impact the new hire will have on the organization.   Leadership Development: Nancy believes leaders are both born and made. Natural instincts for leadership can be honed with experience and training. Effective leaders are those who can influence others, communicate difficult messages clearly, and help their teams succeed together.   Final Thoughts: Mistakes are part of the learning process. Nancy encourages embracing failures, learning from them, and moving forward with improved strategies. She reiterates the core belief that "we do things with and through people," highlighting the importance of collaboration, leadership, and team growth in any organization.     Guest Links: nancy@growconsulting.today Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.