Sales Lead Dog Podcast Christopher Smith

Join us on this engaging episode of Sales Lead Dog as we explore the keys to empowering sales leaders for success with our special guest, Barbara Eadie, Vice President of Sales and Marketing for BTS. Listen in as Barbara shares her unique journey from an engineering background to a leadership role in sales, and how BTS uses immersive experiences and simulations to help clients align their teams around strategic goals. We emphasize the critical importance of execution and effective communication in understanding and addressing customer needs, demonstrating how a diverse skill set can pave the way for a successful career in sales. 
Our conversation also uncovers the career paths and CRM challenges faced by professionals who navigate various roles within an organization. We discuss the benefits of gaining cross-functional knowledge versus staying in a specialized role and highlight the importance of building alliances within teams. Discover how technology plays a pivotal role in executing business strategies, especially in a consulting environment, and learn about the dynamics of client relationships, including the advantages of repeat business and inbound interest from long-standing clients. 
In the final segment, we explore the role of CRM in sales success, focusing on accurate forecasting and the potential of AI to enhance data processing and drive revenue. Barbara and I discuss the importance of creating a positive culture around CRM usage and how effective communication can increase engagement among frontline employees. We also address common industry challenges, such as the need for accurate data to support marketing segmentation and targeted execution. Don't miss these valuable insights that bridge the gap between strategy and execution, underscoring the essential human element in sales technology. 
Barbara Adey is Vice President of Sales and Marketing for BTS.  She specializes in commercial transformation, bringing her experience in the end-to-end sales process from marketing to customer success. While at BTS, Barbara has led the assessment of sales strategy and operations of a $10B+ SaaS company, providing a plan for a two-year transformation.  Her team was retained by a leading cloud service provider to transform go-to-market through dynamic business acumen and industry vertical fluency for their Enterprise account teams. She has also worked with two $1B+ software companies to embed new customer success frameworks across their sales process.   
Prior to joining BTS, Barbara held executive roles in Silicon Valley at Cisco and at Hewlett Packard Enterprise in sales, strategy, and product management.  She has successfully entered new markets and has three times scaled a product from zero to hundreds of millions in revenues. She also kept a multi-$B product line at #1 share for three years in an intensely competitive market. Barbara is a systems design engineer with digital transformation expertise in cloud, security, software, and SaaS. Over the course of her career, she has worked in every part of the value chain. 
 
Quotes:
"At BTS, we immerse people in the change, literally authoring how it's going to happen and collaborating to understand how we're all going to be successful."  
“In sales, you really need to have a thick skin. You're going to be not successful more than you're successful, and so you have to have that ability to just not let it get to you."  
"I’ve been in sales, regulatory affairs, consulting, and product management. While it’s made me effective in my current role, I would advise people, if you're good at sales, keep doing it."  
"We get a lot of inbound interest from clients we've worked with before. Sometimes they've moved to a new company and want to work with us again, which speaks volumes about the importance of building strong client relationships." 
 
Links: 
Barbara’s LinkedIn - https://www.linkedin.com/in/barbaraadey/
BTS - https://bts.com
 
Get this episode and a

Unlock the secrets to elevating your sales leadership and team alignment in our latest episode with Jonathan Shapiro, Chief Revenue Officer of Abacus Group. Gain exclusive insights into how Abacus Group has evolved since its founding in 2008, transforming from an organically growing IT managed service and cybersecurity consulting firm into an organization with an institutional caliber go-to-market strategy. Jonathan imparts wisdom on the critical aspects of active listening, being a self-starter, and fostering collaboration as key drivers of personal and professional success. 
 
Explore the often-overlooked challenges that come with transitioning from a capital markets background to software sales, and how Jonathan navigated these waters to become a sales leader. Learn from his experiences about the distinct roles of a quota-carrying salesperson versus a sales leader, and the strategies he employed to bring about team alignment and trust. This episode dives deep into the satisfaction of mentoring team members, empowering them to drive growth, and the invaluable lessons learned from past mistakes. 
 
Understand the finer points of leadership and management as Jonathan discusses the importance of recognizing individual motivations and capabilities within a team. Discover his methods for setting performance and personal development goals, helping underperforming team members break out of their comfort zones, and leading by example. Lastly, we underscore the importance of mental health and CRM success, offering practical advice on how taking a step back can lead to better performance and decision-making. This episode is a masterclass in leadership for anyone aiming to inspire their sales team to new heights. 
 
Jonathan Shapiro is the Chief Revenue Officer at Abacus Group, focusing on driving new client revenue growth and reaching global clients across emerging markets. Shapiro is a globally recognized sales leader in the financial services space with over 20 years of strategic leadership experience across the asset management, mutual funds, banking, and software sectors. Prior to joining Abacus, Shapiro’s roles included Head of North America Alternative Sales at Broadridge Financial Solutions and Head of Sales at SS&C Technologies. 
 
Quotes:
"Too often, people are just waiting for their turn to speak. Active listening is about truly understanding and responding to the needs of the person across from you."
"Nobody pushed me into sales leadership; I pushed myself. It's that inner drive, that motor, which has always propelled me forward."
"Collaboration isn't just a nice-to-have; it's essential. The most successful teams thrive on sharing ideas and working together towards a common goal."
 
Links:
Jonathan’s LinkedIn - https://www.linkedin.com/in/jonathan-shapiro-b44b786/
Abacus Group - https://www.abacusgroupllc.com
 
Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

How do you navigate the complexities of the modern housing market? Join us as we sit down with Brian Vieaux, the President and COO of FinLocker, who shares his remarkable journey from the mortgage industry to leading a cutting-edge SaaS platform designed to simplify the home buying process. Brian reveals how FinLocker seamlessly integrates tools like Mint.com, Credit Karma, Rocket Money, and Zillow, offering a cohesive and branded experience for lenders while making homeownership more accessible and less daunting for consumers. Discover the innovative ways this technology is paving the path for first-time homebuyers. 
Have you ever wondered what fuels a career pivot from human resources to a thriving sales role in the mortgage industry? Uncover the story of a mortgage professional whose journey was shaped by supportive mentors, a fear of failure, and a passion for homeownership. From their academic background at Michigan State University to the transformative moment that turned a job into a calling, this episode highlights the profound impact of believing in the economic benefits of homeownership and how it shifts sales from mere transactions to delivering substantial consumer value.
What does it take to adapt and thrive in the ever-changing mortgage industry? Learn how trust, referrals, and proactive engagement through financial education and social media are becoming pivotal for sales professionals. Brian shares his insights on leveraging LinkedIn for thought leadership, building a personal brand, and maximizing CRM tools to foster meaningful consumer connections. Whether you're a mortgage industry veteran or simply curious about innovative sales strategies, this episode offers invaluable lessons on navigating market fluctuations and enhancing your approach to consumer engagement. 
Brian is passionate about financial literacy and empowering lenders with digital financial tools to attract, engage and retain customers. His 30+ years executive career in mortgage banking has positioned him to help lenders execute an embedded finance strategy, transitioning from a transaction focus to one of continuous consumer engagement. Brian began his mortgage banking career with Source One Mortgage, which was acquired by CitiMortgage.  He went on to hold executive leadership roles at prominent lending institutions, most recently leading the TPO business at Flagstar Bank. In 2005, Brian attained the Mortgage Bankers Association industry designation of Certified Mortgage Banker (CMB). Brian is an alumnus of Michigan State University.  Brian is a former RESBOG member and was co-chair of the MBA Wholesale Executive Forum. Currently, Brian is a board member of the Downtown Boxing Gym Youth Program. This non-profit organization has been teaching kids in Detroit's toughest neighborhoods valuable life lessons inside and outside the classroom and boxing ring since 2007.    
 
Quotes:
"I'm a huge proponent and fan of the LinkedIn platform. It's worked for me and if you're out there and you're building a sales business as a leader or your job is the frontline sales and especially if you're B2B, I think you need to be on LinkedIn and you need to be, you need to make that part of your job." 
"Now, as a loan officer, you have to be really skilled at relationship management, be compassionate and patient and be willing to play a long game of 18 or longer months to earn the right to win the business." 
"I don't think there's such thing as a bad CRM. Most of the time when I hear about a bad CRM, it's a bad user of the CRM." 
 
Links:
Brian’s LinkedIn - https://www.linkedin.com/in/brianvieauxcmb/
FinLocker - https://finlocker.com
Rethink Everything: You "Know" About Being a Next Gen Loan Officer - https://a.co/d/0bMomXF
 
Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Unlock the secrets to transforming your sales approach and fostering a winning organizational culture with my latest guest, Joshua Hoffman from CH Consulting, on Sales Lead Dog. Our conversation is a treasure trove of insights, drawing from Joshua's extensive experience in sales consulting to pinpoint the vital elements that contribute to a thriving business environment. We dissect the importance of inclusivity, how to align with your company's vision, and the power of a relentless focus on outcomes, ensuring that this episode is more than just a discussion—it's a blueprint for personal and professional growth in the competitive world of sales.
As your host Christopher Smith, I share my own metamorphosis from a budding salesperson to a veteran sales leader, complete with the hard-earned wisdom from my 14-year journey at Dell. My personal narrative not only highlights the significance of humility and coaching but also the strategic impact of empathy and effective communication. Our in-depth analysis offers a fresh perspective on leading with compassion, fostering a team spirit that emphasizes collaborative learning, and ensuring that every member contributes to the collective success. This episode serves as a masterclass for both up-and-coming and seasoned sales professionals who aim to elevate their leadership skills.
Strap in for an exploration of strategic planning, the nuanced use of CRM systems, and the art of understanding your customers through the Bant strategy. We dissect the creation of strategic plans that prioritize solutions with tangible ROI, emphasize the need for comprehensive analytics, and the careful implementation of technology to support your goals. With Joshua's expert insights and my reflections on the transformational role of CRM systems, this episode is your guide to developing strategies that not only enhance sales success but also cultivate continuous improvement and alignment within your team. Don't forget to subscribe to Sales Lead Dog for more episodes that promise to keep you at the forefront of the sales industry.
Joshua is a visionary and outcome focused global sales executive with expertise in strategy and operations and a track record of exceeding targets while rapidly scaling and building high performance teams.  He is an agile executive that delivers change, growth, and operational efficacy while delivering innovative thinking in GTM, RTM, demand-generation, and customer-facing sales programs. He synthesizes complex problems, developing creative solutions that consistently exceed short-term targets while driving long-term success.  He is a trusted team member, board member, and advisor with excellence in developing, mentoring, and guiding cross-functional teams. Josh’s career includes leading multiple domestic and global business units at Dell, significant global executive experiences with Avaya, Palo Alto Networks and Poly, leading the Americas business at Datto, Chief Revenue Officer at Netrix Global and now as a partner at CH Consulting. 
 
Quotes:
"An absolutely ruthless focus on outcomes is what separates a good sales team from a great one."
"Culture is the bedrock of a thriving sales environment; it's about creating a space where people are aligned with the mission and see beyond just a job."
"Inclusivity and diversity in a sales team are not just buzzwords; they are vital elements that drive innovation and problem-solving."
 
Links:
Joshua’s LinkedIn - https://www.linkedin.com/in/joshuaphoffman/
Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Embarking on a career pivot from insurance to the intricate world of legal tech, Jason Grimes, VP of Sales at Stretto, brings a compelling blend of legal expertise and sales acumen to the table. In our latest Sales Lead Dog episode, Jason shares his fascinating journey through the labyrinth of bankruptcy and corporate restructuring, showing how leveraging his legal background has been a game-changer in his sales strategy. As the VP of Software Sales, he reveals how understanding the exacting needs of legal professionals has not only honed Stretto's offerings but has also reinforced his credibility and effectiveness in a market where precision is paramount.
Building an authentic and resilient sales team culture is an art, and Jason paints us a vivid picture of how he does it. With a player-coach approach and a strong emphasis on vulnerability, he creates an atmosphere that encourages genuine interaction and confidence. He also throws in a unique meeting tip to help his teams segue into discussions with ease and authenticity. Jason's insights are a masterclass in nurturing a sales environment that aligns with company values while also fostering individual growth and collaboration. 
Technology isn't just a buzzword for Jason; it's the backbone of operational success. Through anecdotes and expertise, he unwraps the importance of a robust CRM system, the art of conducting nuanced job interviews, and the intricate dance of integrating sales and marketing tech. This episode doesn't just scratch the surface; it's a deep exploration into creating a synchronized ecosystem where sales and marketing technologies work in concert, offering a glimpse into the future of strategic business growth. Tune in to discover how Jason Grimes orchestrates the symphony of sales, legal tech, and leadership. 
Jason is a seasoned leader with over 20 years of revenue-generating experience in the legal technology industry and a proven track record of success. With a long history of building and leading high-performing teams, he brings practical expertise to his role at Stretto where he leads the organization’s business-development efforts for its Best Case by Stretto business unit. Jason understands the importance of serving as a trusted partner to clients and is passionate about helping law firms achieve their business goals by leveraging technology resources to maximize productivity. As a licensed Attorney, he is a recognized legal-technology expert and has been featured in publications such as The American Lawyer, The National Law Journal, and Law360, and is a frequent speaker at industry events. Prior to joining Stretto, Jason held various senior positions with LeanLaw, AbacusNext (CARET), and Aderant.
 
Quotes:
"Unlocking the secrets to a high-performing sales team starts with a culture that embraces vulnerability and authenticity."
"The leap from insurance to legal tech sales wasn't just a career shift; it was an integration of my legal expertise into a winning sales strategy."
"The internal sale is just as crucial as the external one. Gaining stakeholder buy-in at all levels is key to a thriving sales environment."
 
Links:
Jason’s LinkedIn - https://www.linkedin.com/in/jasondgrimes/
Stretto - https://www.stretto.com
 
Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Join us on Sales Lead Dog where we're joined by Larry Gordon, Managing Director of Emtec Inc., for an enlightening conversation on what it takes to be successful in the world of sales and leadership. Listen in as Larry breaks down his three essential drivers for success: capitalizing on technology inflection points, collaborating with exceptional CEOs, and prioritizing leadership actions over titles. His unique insights on fostering relationships with top-tier CEOs, alongside reflections on his own journey through sales and business development, offer a wealth of knowledge for anyone looking to thrive in the tech industry. 
  
In our chat with Larry, we unpack the transition into sales leadership and the invaluable lessons that come with it. Discover the traits Larry values in potential leaders, including integrity and a deep understanding of the intricacies of relationship-driven business. He shares his strategies for assembling a balanced team, with a mix of personalities to lead effectively. This episode is brimming with Larry's advice on keeping the focus on customer engagement and sales results, offering listeners a blueprint for fostering strong, accountable leadership within their own teams. 
  
We also tackle the sometimes challenging world of customer relationship management (CRM) systems. Larry and I explore the delicate balance between the advantages of centralized customer information and the potential drawbacks of CRMs becoming overly complex or disconnected from sales team needs. Learn about the philosophy of "walking the Gemba" to truly understand front-line requirements, and the pursuit of a streamlined CRM that empowers rather than encumbers sales professionals. If you've ever felt weighed down by your CRM, this episode will guide you towards reassessing and reinvigorating your approach to drive your business forward. 
Larry Gordon is Managing Director at Emtec and has been co-founder and Chief Revenue Officer and CEO of several successful start-ups in the IT services and digital engineering and AI spaces. Larry has held senior leadership positions at Cognizant and Capgemini.  He has had successful exits and built enduring customer relationships in the AI, security, devops and digital transformation segments. He has also been a successful angel investor in the energy and cloud spaces. 
 
Quotes: 
"I love identifying good opportunities at an inflection point in the technology industry. It makes things a lot easier to market, easier to recruit salespeople, and it's exciting." 
"Leadership comes down to doing leadership things as opposed to being a leader. That's one of my themes."  
"Offering [CEOs] things that are really useful, in my case, it's about driving revenue... I say I can do this and be accountable for it and spend the money the right way."  
 
Links: 
Larry Gordon’s LinkedIn - https://www.linkedin.com/in/laurencemgordon/  
Emtec, Inc. - https://www.emtecinc.com  
Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/