CEO Sales Insights

Season Five Episode TenGuest: Tom Tonkin, CEO at The Conservatory GroupAbout Tom:Dr. Tom Tonkin PhD is an executive in Professional Services and Software Sales arena and has over 30 years of business and technology experience. He is currently serving as the CEO of the Conservatory Group as well as the Co-Founder and Dean of Students that the Sales Conservatory.  In addition, he is also the Head of Strategic Accounts at SAMI Games, the first crowd-sourced global solution for soft skills and the CRO at the Liderança Group offering consultative services that identify areas for sustainable growth with actionable strategies to ignite change.Dr. Tonkin holds a Ph.D. in Organizational Leadership from Regent University (Virginia Beach, VA) as well as a Master of Science in Organizational Leadership, with a focus on Leadership and Management from Regis University (Denver, CO). Dr. Tonkin holds multiple business certifications and is a leadership expert.  In addition, Dr. Tonkin was an Adjunct Professor at the Forbes School of Business at Ashford University where he taught Leadership in Organizations, Organizational Behavior and various other leadership and management courses.  Dr. Tonkin is an award-winning researcher and author with several blogs, articles, and interviews to his name focusing on Leadership, DE&I, Learning and Development, and Sales Acumen. You can learn more about Tom and reach out to him on LinkedIn here:https://www.linkedin.com/in/drtomtonkin/About The Conservatory Group:The Conservatory Group is an umbrella organization for The Executive Conservatory, The Business Conservatory, and the Sales Conservatory. The word conservatory comes from the meaning of preservation or a place to preserve. The world of business has become complex and requires greater levels of skill to navigate. The Conservatory Group and their partner organizations are here to help by converting the continuum of services from high-touch needs to daily interactions by subscription-based memberships.

Season Five Episode NineGuest: Sam Ovett, Co-Founder at Mobile Pocket OfficeAbout Sam:Sam Ovett was a professional whitewater guide who turned his passion for exploration into an obsession with business automation. He Co-Founded Mobile Pocket Office with his father. They help rapidly growing and established businesses grow by leveraging human resources in the form of automated business process in the five ares of business systems Attract, Convert, Fulfill, Delight and Refer to streamline productivity and increase revenue. Sam has translated his experience as a whitewater kayaker navigating Class V rapids to business ventures where he leads businesses towards profitability at scale while staying focused on risks that could jeopardize their bottom line - making him one cool dude!You can learn more about Sam and reach out to him on LinkedIn here:https://www.linkedin.com/in/samovett/About Mobile Pocket Office:Are you leveraging automation to enable your people? Or, are you leveraging people to learn automation? Mobile Pocket Office is leading the way in helping new and established businesses augment their human and technological resources to leverage growth and streamline productivity.Learn more about Mobile Pocket Office here:https://mobilepocketoffice.com/

Season Five Episode EightGuest: Ryan Estes, Co-Founder at KitcasterAbout Ryan:I am Ryan Estes, I’m the co-founder of Kitcaster. I validate and scale Kitcaster products.I have owned a media and marketing agency for the last 10 years. For eight of those years I hosted the founders podcast Talklaunch. Consistently ranked in the iTunes "Top 100" podcasts, I have recorded 300+ interviews with more than a quarter million downloads. I attribute $1M+ in revenue as a direct result from podcasts. I love podcasting. I believe the medium possesses a giant opportunity for entrepreneurs and I'm more than happy to discuss your prospects.I am married with two kiddos here in Denver. I enjoy training Brazilian jiu jitsu and capoeira, volunteering as a finance mentor, and I am an avid sportsman. Our mission is to put the world’s top startup founders on the world’s top podcasts and let them share their stories with a wider audience. If you have an amazing story to tell, we’d love to help you share it with the world.You can learn more about Ryan and reach out to him on LinkedIn here:https://www.linkedin.com/in/estesryan/About Kitcaster:Hire Kitcaster to manage your podcast appearances. Get on-demand podcast placements scheduled for you by professionals, for a flat monthly rate.Learn more about Kitcaster here:https://kitcaster.com/

Season Five Episode SevenGuest: Richard Smith, Co-Founder at RefractAbout Richard:Richard Smith is the Co-Founder and Head of Sales at Refract, software which enables sales leaders to rewind their conversations, and see how, and where their deals are won and lost. Refract now champions companies including Zoopla and Three Ie.Richard continues to further scale Refract, developing new SDRs and BDMs, and is responsible for the hiring, on-boarding and coaching of future sales leaders, in addition to overseeing revenue goals.You can learn more about Richard and reach out to him on LinkedIn here:https://www.linkedin.com/in/richard-smith-refract/About Refract:Refract empowers Sales Management to identify and immediately improve, costly mistakes, errors and missed opportunities their sales teams make every day.Learn more about Refract here:https://www.refract.ai/

Season Five Episode SixGuest: Paul Ross, CEO at Subtle Words that SellAbout Paul:Paul Ross is an author, speaker, trainer, Master Hypnotist, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks intostepping stones, and pain into passion.Paul’s speeches and trainings have motivated audiences around the world to discover their power to design their own results. You can learn more about Paul and reach out to him on LinkedIn here:https://www.linkedin.com/in/speakerpaulross/About Subtle Words that Sell:If you and your team are tired of the same, worn out sales scripts, assumed closes, tag questions and other stale nonsense that no longer works and insults your prospect's intelligence, we might want to have a conversation. Learn more about Subtle Words that Sell here:https://www.speakerpaulross.com/

Season Five Episode FiveGuest: Maya Koss, Co-Founder at Coora MediaAbout Maya:I was born and raised in NYC. I lived in Europe for 8 years and traveled to almost 40 different countries. I’ve been told in business that I’m really good at starting new conversations. And finding the right solutions for my clients. I'm continuously searching and looking for the gap to fill. My personal goal in 2021 is to improve my networking skills. And build more meaningful relationships both professionally and personally.Currently, alongside my husband we run a consultancy firm. And our company is a Certified HubSpot Solutions Partner.You can learn more about Maya and reach out to him on LinkedIn here:https://www.linkedin.com/in/violettamayakoss/About Coora Media:Our goal is to help AdTech platforms, MarTech Saas companies, and Programmatic Agencies generate demand so that they could acquire more advertisers and publishers. What can a 40% increase in demand do for your business? With an increase in revenue, your AdTech business can focus on what matters most.Building brand authority, ensuring your customers are happy, and investing in product or service innovation. Coora Media is an AdTech focused full-service Certified HubSpot Partner specializing in HubSpot CRM implementation and business growth strategies.Learn more about Coora Media here:https://www.cooramedia.com/

Season Five Episode FourGuest: Johnathan Grzybowski, Co-Founder of PenjiAbout JohnathanJohnathan Grzybowski, is the Chief Marketing Officer and co-founder of Penji, an on-demand graphic design service that is fast, simple, and affordable.After experiencing first hand how difficult it was to find talented graphic designers for his business, Johnathan and his co-founder Khai launched Penji in 2017. Their goal was to provide an innovative solution by making essential tools and resources more accessible and affordable for entrepreneurs, business owners, and leaders.You can learn more about Johnathan and reach out to him on LinkedIn here:https://www.linkedin.com/in/grzybowskij/About PenjiPenji is an effective on-demand design service that provides unlimited selections of custom designs at a flat monthly cost. Clients are given unlimited design hours and revisions that undergo each project. With dedication to client interaction, Penji is dependable and responsive to all forms of work. Once a project is submitted, we are quick to deliver the design in 24-48 hours. Penji is uniquely rewarded for their social impact, in providing internships and opportunities to low income areas. Penji leverages on talent by collaborating with experts in Camden.Learn more about Penji here:https://penji.co/

Season Five Episode ThreeGuest: James Trezona, Founder at Rooster PunkAbout James:I started out working in tech for Hewitt's (now AON), Deutsche and then CSC, because tech was changing the world. I helped build systems that changed the way we engaged with our employers, changed people's jobs and shaped lives. On that journey it struck me that technology brands were awful at telling their stories, so I moved into tech marketing. Initially this was the marketing of technology, but then became the technology of marketing as well. I spent time at Saatchi & Saatchi and the Times fast-track 100 agency Tidalwave before becoming MD of top tech agency Mason Zimbler.You can learn more about James and reach out to him on LinkedIn here:https://www.linkedin.com/in/james-trezona/About Rooster Punk:Award-winning B2B Storytelling agency with a focus on transformational growth. We take a story-first approach to branding projects, content creation, campaigns, ABM and sales enablement. Learn more about Rooster Punk here:https://roosterpunk.com/

Season Five Episode TwoGuest: Dan Englander, CEO at Sales SchemaAbout Dan:Dan founded Sales Schema in 2014 to help marketing service companies reach new heights by aggressively focusing on new business.  Previously he was the first employee business development lead at IdeaRocket, and before that, Account Coordinator at DXagency.  He's the author of Mastering Account Management and The B2B Sales Blueprint.You can learn more about Dan and reach out to him on LinkedIn here:https://www.linkedin.com/in/danenglander/About Sales Schema:Sales Schema is a New York-based consultancy that helps mid-to-large marketing agencies drive new business. We execute done-for-you programs to generate consistent dealflow opportunities for our clientsLearn more about Sales Schema here:https://www.salesschema.com/

Hi, thanks for checking this out, and welcome to the fifth season of the CEO Sales Insights podcast.I’m your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about sales training.What’s so interesting about sales training?Well, reps often hate it (unless they are bad reps and would rather do anything other than call on prospects and clients), most of it doesn’t fit and/or doesn’t stick, and company leaders often feel like it’s something they have to do in spite of all of that.So this season is dedicated to the questions- Does sales training work? Have any of my guests seen results? And is there any one kind of sales training that seems better than others?We have some great guests this season to address that question, and a wide range of answers that I think you’ll find interesting.So let’s get to it and hear what the nine business leaders we interviewed about sales training have to say about the topic.As always the episodes in this podcast are short - one question per episode, same question to all of the guests for the whole season and just a few minutes each - so you can snack on a few or binge on the whole season for a wide range of perspectives on the question from the top of the org chart in less than an hour.So enjoy, and thanks for being here. I hope you enjoy listening to these even half as much as I enjoying making them!

Season Four Episode TenGuest: Ross Rich, Founder & CEO at AccordCurrently building inAccord.com to move B2B sales from Vendorship -> Partnership 🤗SF based, Canada raised 🇨🇦Outside of work, I love to:- Ski Tahoe, hike Marin, & play/coach soccer- Explore meditation, yoga & mindfulness- Adventure through new countries & culturesYou can learn more about Ross and reach out to him on LinkedIn here:https://www.linkedin.com/in/rossrich/About AccordAccord is a customer collaboration platform built for high-growth sales leaders who need to hit scaling rev targets & build a repeatable process. Think: 'Mutual Action Plans' that customers actually engage with and reps love to use. Moving B2B sales from Vendorship → Partnership.Learn more about Accord here:https://inaccord.com/

Season Four Episode NineGuest: Robert Nickell, Founder & CEO of Rocket StationRobert Nickell is an accomplished real estate investor and serial entrepreneur in the business process outsourcing industry. He is CEO of Dallas-based Rocket Station, which he founded in 2018. Rocket Station recruits and trains college-educated Filipino professionals to fulfill a variety of remote roles at small to midsized American companies. Under Nickell’s leadership, Rocket Station has become a multimillion-dollar company with 10% month-over-month growth since early 2020 and more than 700 Filipino team members.Rocket Station is the second BPO company Nickell has founded. For four years, he co-owned Dallas-based Investor Virtual Assistant Services, which provided outsourcing services specifically to the real estate vertical. Previously, he owned Dallas realty investment firm Greenro Homes.Nickell earned his BA in business and communications from the Austin College in 2009. You can learn more about Robert and reach out to him on LinkedIn here:https://www.linkedin.com/in/robert-nickell/About Rocket StationRocket Station is a leading business process-outsourcing provider. ​The secret weapon utilized by large companies is now accessible to small and medium sized businesses. Become more efficient and more effective while skyrocketing your margins! Learn how the best of the best utilize outsourcing as their way to stay ahead of the competition.Learn more about Rocket Station here:https://rocketstation.com/

Season Four Episode EightGuest: Neil Andersen, President & Co-Founder at A5 AdvisoryNeil describes himself as having a unique ability to identify opportunities and bridge various perspectives and viewpoints into collaborative and meaningful engagements. Over 20 years of experience in the implementation and execution of brand introduction, strategic business development, marketing strategy, sales education, relationship selling and channel development.You can learn more about Neil and reach out to him on LinkedIn here:https://www.linkedin.com/in/neilandersen/About A5 AdvisoryWe have helped executives deliver results by refining their strategy, clarifying their messaging and enabling their teams to succeed. We would love to see your team achieve these same results.Our approach focuses on turning strategy into action, helping the businesses we serve at every stage of growth, translating their ideas to operational success.We are passionate about results, but still practical about what is attainable. We are direct, straightforward and honest in our delivery and believe in collaboration across all levels of your organization.Learn more about A5 Advisory here:https://a5advisory.com/

Season Four Episode SevenGuest: Nastran Andersen, CEO at A5 AdvisoryNastran is an executive leader with over 23 years of experience in advisory services, a proven track record of collaborating across organizational boundaries, with a focus on building teams, gaining trust and driving results.You can learn more about Nastran and reach out to him on LinkedIn here:https://www.linkedin.com/in/nastran-andersen/About A5 AdvisoryWe have helped executives deliver results by refining their strategy, clarifying their messaging and enabling their teams to succeed. We would love to see your team achieve these same results.Our approach focuses on turning strategy into action, helping the businesses we serve at every stage of growth, translating their ideas to operational success.We are passionate about results, but still practical about what is attainable. We are direct, straightforward and honest in our delivery and believe in collaboration across all levels of your organization.Learn more about A5 Advisory here:https://a5advisory.com/

Season Four Episode SixGuest: Laura DiBenedetto, CEO of Vision AdvertisingLaura DiBenedetto is a TEDx speaker, success coach, podcaster, educator, and researcher. She started her first company at nineteen years old and went on to retire at thirty-seven, only to discover happiness wasn't what she thought it was.Her awakening and subsequent journey into true success, passion, pleasure, joy, and profound love of life inspired the book, The Six Habits. She has helped countless people to transform their lives through her public appearances, newsletters, books, and products.Laura grew up in a small town in Massachusetts, USA, and now lives on the Island of Maui in Hawaii, USA. You can find out more about her and sign up for her newsletter at lauradibenedetto.com You can learn more about Laura and reach out to her on LinkedIn here:https://www.linkedin.com/in/lldibenedetto/About Vision AdvertisingVision Advertising is a Massachusetts marketing company that specializes in social media, search engine marketing, video production, web site development, photography, email marketing, public relations, reputation management and much more. We cater to business-to-business, and business to consumer brandsLearn more about Vision Advertising here:https://www.vision-advertising.com/

Season Four Episode FiveGuest: Jeroen Corthout, Co-Founder & CEO at SalesflareAbout Jeroen and SalesflareJeroen is co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and fast-growing startup companies.Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to follow up on the leads for their software company in an easier way. They didn’t like to keep track of their leads manually and built Salesflare, which pulls customer data together automatically and then actively helps you to follow up.It’s now the most popular CRM on Product Hunt and top-rated on review platforms like G2 for its ease of use and automation features.You can learn more about Jeroen and reach out to him on LinkedIn here:https://www.linkedin.com/in/jeroencorthout/Learn more about Salesflare here:https://salesflare.com/

Season Four Episode FourGuest: David Dulany, Founder & CEO at TenboundFrom the Tenbound Website“Hi, I'm David Dulany.  I am a Sales Development program building specialist with deep experience building highly successful Sales Development (SDR) programs from scratch for technology companies.  I'm also the host of the Sales Development Podcast, the only audio forum dedicated to helping the Sales Dev Community get better, and Founder/CEO of Tenbound.”You can learn more about David and reach out to him on LinkedIn here:https://www.linkedin.com/in/davidkdulany/About Tenbound:Tenbound is a Research, Advisory & Events firm focused 100% on Sales Development. SDR/BDR/LDR/ADRLearn more about Tenbound here:https://tenbound.com/

Season Four Episode ThreeGuest: Amedeo Tarzia, President/CEO at Corum DigitalFrom Amedeo’s LinkedIn Profile:“I am a 30 year entrepreneur in the vast and dynamic Information Technology sector. I founded my first technology company in 1985, a company which still thrives today and has seeded several spin-off technology ventures. I am known as a “value investor” and I have a keen eye for driving inorganic growth through the acquisition of underfunded and sometimes poorly managed, yet intensely innovative technology companies. As such, I have successfully completed numerous technology acquisitions, resulting in several technology spin-offs of my parent companies. I have also been on the other side of the fence in leading the acquisition of two of my own R&D companies, one to a major UK based software giant and the other to a US based Capital Investment Company.”You can learn more about Amedeo and reach out to him on LinkedIn here:https://www.linkedin.com/in/amedeotarzia/About Corum Digital:Corum Digital Corporation is an industry leader in the development of SaaS-Based Digital Signage Software, with a history of innovation that dates back to 2003 across two Digital Signage Platforms firmChannel and MediaTile.Learn more about Corum Digital Corporation here:https://corumdigital.com/

Season Four Episode TwoGuest: Adam Rubenstein, Founder & CEO at Traq365Adam Rubenstein is a serial entrepreneur who has built 3 successful companies. In his current role as CEO and Co-Founder of Traq365, he oversees Sales, Operations, and Legal. He most recently served as the Co-Founder & COO of MotionPoint Corporation. Mr. Rubenstein ran the sales organization, building MotionPoint from $0 to $40+ million annual revenue, with ARR of more than $18 million from 1,200 top-tier customers. Adam holds 19 patents for technologies associated with proxy-based website translation.Prior to MotionPoint, Mr. Rubenstein co-founded Convenience Products Corporation (“CPC”) to create a market for new technology-based products — prepaid calling cards and prepaid wireless. He conceived and implemented many of the merchandising, marketing, and technical innovations brought to retailers by the prepaid card industry. Convenience Products was purchased by ConQuest Telecommunications.Mr. Rubenstein’s broad expertise includes conceptualizing and building cost-effective, scalable, rapid production and delivery processes for data management. He holds a bachelor’s degree from The Colorado College and an MBA from The Wharton School of Business.You can learn more about Adam and reach out to him on LinkedIn here:https://www.linkedin.com/in/adamrubensteinceo/About Traq365:Traq365 is a new kind of sales tool, designed to help sales professionals master the human narrative in the sales process.Traq365’s artificial intelligence helps analyze your conversations to point out opportunities, risks, tasks, and other highlights, and guides users to do what works best for them and close more deals. It provides the much-needed objective visibility into every sale that's been missing until now so sales leaders have a clear and accurate picture into each sale as well as the entire sales pipeline.Learn more about Traq365 here:https://www.traq365.com/

Hi, thanks for checking this out, and welcome to the fourth season of the CEO Sales Insights podcast.I’m your host and the creator of the podcast David Masover, and I wanted to do a really quick intro to the season where the question is about a topic that a lot of people talk about, but one that is rarely defined in a really clear way.And that’s Corporate Culture.And more specifically, what is the impact of corporate culture on a high-performance sales team.We have some great guests this season to answer that question, and the answers range from sales culture to company culture to perspectives on culture that are not always the most common - but that can be hugely impactful.So let’s get to it and hear what the nine business leaders we interviewed about culture and sales have to say about the topic.As always the episodes in this podcast are short - one question per episode, same question to all of the guests for the whole season and just a few minutes each - so you can snack on a few or binge on the whole season for a wide range of perspectives on the question from the top of the org chart in less than an hour.So enjoy! Next season we’ll be talking about sales training - so keep an eye out for that, and thanks for being here. I hope you are enjoying listening to these even half as much as I enjoying making them!