Sales Lead Dog Podcast

Christopher Smith
  • 5.0 (23)
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  • UPDATED WEEKLY

”Unless you are the lead dog, your view never changes.” On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology.

  1. 5D AGO

    The Hidden Psychology of Sales | How to Reduce Uncertainty and Increase Conversions

    Why do customers say no even when your offer looks great? In this episode of Sales Lead Dog, Chris sits down with Matt Sucha, CEO of Mindworx and author of The Hidden Yes, to break down the real reason offers fail and how behavioral economics changes the way we sell. Matt explains why most sales teams ask the wrong question. Instead of asking “How do we motivate customers?”, the better question is “What is holding them back?” From psychological reactance to uncertainty, from perceived effort to what Matt calls the “zone of acceptance,” this episode dives into the hidden barriers that prevent customers from saying yes. You’ll hear real case studies including: • A 167 percent increase in conversions by simply reducing uncertainty • A telecom team expanding customer conversations using zone of acceptance • A salesperson increasing conversion from 16 percent to 28 percent using choice architecture • How small wording changes can dramatically change buying behavior Matt also introduces the SURF Method, a practical framework for designing customer interactions by defining what customers should think, feel, and do at each stage of the sales process. If you work in sales, marketing, CRM strategy, digital sales, or customer experience, this episode will change how you think about persuasion and influence. 🔍 What You’ll Learn in This Episode • Why motivation is not the real problem in sales • The four psychological barriers that stop customers from buying • How to expand a customer’s zone of acceptance • How to reduce uncertainty in your funnel • Why giving customers choice reduces resistance • How psychological reactance silently kills deals • How to design sales conversations more intentionally • Where AI fits into behavioral science and where it can backfire 📘 About Matt Sucha Matt Sucha is the CEO of Mindworx and author of The Hidden Yes. He helps organizations apply behavioral economics and consumer psychology to improve sales, marketing, and customer experience. His SURF Method is used globally to design more effective customer interactions. Get a signed copy of the book and free resources here: https://thehiddenyes.com/dog 🎧 About Sales Lead Dog Sales Lead Dog features leaders, founders, and sales experts sharing practical insights on leadership, growth, and building stronger sales organizations. Find all episodes here: https://empellorcrm.com/salesleaddog/ 👍 Like this video if you found it valuable 📩 Subscribe for more leadership and sales insights 💬 Comment below: What psychological barrier do you see most in your sales process?

    41 min

  2. FEB 9

    Why Most First Sales Meetings Fail (And How to Fix Them) | Lee Salz

    Most sales opportunities aren’t lost at the end; they’re lost in the very first meeting. In this episode of Sales Lead Dog, Chris sits down with sales strategist and bestselling author Lee Salz, creator of The First Meeting Differentiator, to unpack why traditional “discovery calls” are broken and what top-performing sales professionals do instead. Lee explains why salespeople rely too heavily on logic, features, and self-focused questions… while buyers leave meetings feeling like they got no value. The result? Ghosting, stalled deals, poor qualification, and wasted pipeline time. You’ll learn how to turn your first meeting into a consultative, value-driven conversation that builds emotional engagement, qualifies opportunities early, and creates clear next steps. If you’re in B2B sales, sales leadership, or building a structured sales process, this episode is a masterclass in modern selling, qualification, and sales psychology. 🔍 What You’ll Learn in This Episode Why “discovery meetings” actually hurt your sales How to provide meaningful value in the first conversation The emotional side of selling (and why logic doesn’t close deals) How to qualify opportunities early and stop wasting time The difference between an Ideal Client Profile and a Target Client Profile How to eliminate ghosting with one simple process change Why most sales problems start at the first meeting, not the close 🎧 About Lee Salz Lee Salz is a sales strategist, consultant, keynote speaker, and bestselling author of The First Meeting Differentiator. He helps sales organizations improve first conversations, onboarding, qualification, and buyer engagement. 🔹 Lee Salz on LinkedIn: https://www.linkedin.com/in/leesalz/ 🌐 Book Website: THE FIRST MEETING DIFFERENTIATOR - Download First Chapter! 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes Sales Podcast - Sales Lead Dog - Empellor CRM 🚀 CRM Shouldn’t Suck CRM Self-Assessment Tool | Fix Your CRM with Empellor 💼 Empellor CRM Empellor CRM: 19 Years of CRM Consulting & Implementation 👍 Like this video if you found it valuable 📩 Subscribe for weekly sales leadership & founder insights 💬 Comment below: What’s the biggest mistake you see in first sales meetings?

    47 min

  3. FEB 2

    How Jeff Fleischer Scales and Exits Tech Companies | Growth, Capital & Leadership.

    Scaling companies is hard. Exiting them successfully is even harder. Doing it repeatedly takes a different mindset. In this episode of Sales Lead Dog, host Chris sits down with Jeff Fleischer, a senior operating executive, capital advisor, and entrepreneur with more than 25 years of experience scaling technology and cybersecurity companies through hypergrowth, acquisitions, and strategic exits. Jeff has held CRO, SVP, and CEO roles across public and private markets, helping build and sell multiple businesses to acquirers, including McAfee, JPMorgan Chase, Raytheon, BlackRock/Pamplona, and Audax. Today, he is the Founder of ProScale Partners and is launching Grainview Capital, advising founders, private equity firms, family offices, and strategic investors during critical inflection points. This conversation dives deep into growth strategy, leadership alignment, go-to-market execution, capital formation, and what truly breaks companies during scale. Jeff shares real-world lessons from operating inside fast-moving environments where clarity, speed, and execution matter most. Whether you’re a founder, operator, executive, or investor navigating growth or preparing for an exit, this episode delivers practical insight from someone who has done it repeatedly. 🔍 What You’ll Learn in This Episode: - How operators scale companies through hypergrowth - Why leadership alignment is critical to execution - What founders misunderstand about scaling and exits - The role of capital strategy in growth and M&A - Lessons from cybersecurity, AI, and infrastructure platforms 🎧 About Sales Lead Dog Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern go-to-market strategy. 🔗 Connect & Learn More Guest Links 🔹 Jeff Fleischer on LinkedIn: https://www.linkedin.com/in/jeffreylfleischer/ 🔹 ProScale Partners: https://proscale.ai/ Sales Lead Dog & Resources 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/  CRM Shouldn’t Suck: https://www.crmshouldntsuck.com  Empellor CRM: https://www.Empellorcrm.com 👍 Like the video if you found value 📩 Subscribe for weekly founder & operator conversations 💬 Comment below: What stage of growth are you navigating right now?

    37 min

  4. JAN 19

    He Wanted to Be a Jazz Musician. He Ended Up Building a Healthcare Tech Company.

    What starts as a dream of becoming a jazz musician turns into an unexpected journey of building a healthcare technology company impacting millions of lives. In this episode of Sales Lead Dog, host Chris sits down with Gerry Miller, Founder & CEO of Cloudticity, to explore a career shaped by passion, courage, and the ability to say yes to unexpected opportunities. Gerry shares how early curiosity for technology, combined with tenacity and bold decision-making, led him from music to cloud computing, healthcare innovation, and AI-driven transformation. The conversation dives deep into leadership, entrepreneurship, culture-building, and how technology is reshaping the future of healthcare. This episode isn’t just about business it’s about mindset, resilience, mentorship, and creating meaningful impact while building something that lasts. In this episode, you’ll learn: - How unexpected career pivots can lead to long-term success - What it really takes to build and scale a healthcare tech company - Why passion and courage matter more than fearlessness - How AI and cloud technology are transforming healthcare - The importance of culture, enablement, and work-life integration Whether you’re a founder, executive, entrepreneur, or someone navigating change, this conversation offers practical insights and real-world leadership lessons. 🎧 About Sales Lead Dog Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern business strategy. Each episode features real conversations with experienced operators who’ve built and scaled successful companies. 🔗 Connect with Our Guest Gerry Miller on LinkedIn: https://www.linkedin.com/in/gerrymiller Cloudticity: https://www.cloudticity.com 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/ CRM Shouldn’t Suck: https://www.crmshouldntsuck.com Empellor CRM: https://www.empellorcrm.com 👍 Like this video to support the show 📩 Subscribe for weekly founder & leadership conversations 💬 Comment below: What part of Gerry’s journey stood out to you?

    34 min

  5. JAN 5

    Sarah Rahall-Lunsford: Unlocking the Power of AI and Data in Sales

    Sarah Rahall-Lunsford, the visionary behind Centered Strategies Consulting, joins us to share her unexpected leap from marketing to sales and business development. Her journey began with a simple piece of advice that transformed her approach, leading her to success in helping companies translate their expertise into effective sales strategies, particularly in professional services. Sarah's insights into understanding client needs and matching them with the right solutions frame sales as a service, emphasizing continuous improvement and the power of clear communication to truly stand out.  Our conversation with Sarah explores the fundamentals of effective marketing strategies that enable businesses to differentiate themselves in a saturated market. By honing in on what clients truly want and employing storytelling to highlight the unique benefits of their offerings, businesses can create a memorable impression. We focus on the vital role of data analysis for businesses navigating growth, as understanding trends and improving hit rates can significantly enhance competitiveness and better manage constraints.  Lastly, we dive into optimizing CRM systems and the transformative role of AI. Sarah articulates the challenges businesses face with data management and CRM implementation, advocating for streamlined processes that make data actionable. We discuss the integration of AI tools like Google Gemini and Copilot for Sales, which act as virtual assistants to improve productivity and engagement. Sarah shares her experiences using AI for efficient note-taking and data analysis, offering valuable insights for those looking to leverage AI in their business strategies.  Sarah Rahall-Lunsford brings over 20 years of experience driving business growth through pragmatic, consensus-driven strategies in business development and marketing. She has held senior leadership roles, including Director of Sales and Marketing for an international home furnishings brand and SVP of Business Development for a $450M ENR Top 15 transportation firm.  Sarah has led successful capture planning programs with win rates over 50%, generating $1.5B in contracts over the past decade. She managed a 20-person BD coordinator team, developed training programs, and helped build a national M&A strategy—from research and reporting to strategic intent presentations.  She holds a master’s degree in organizational communication from Pepperdine University, where she led the Speech Laboratory, and a bachelor’s in communication with a journalism minor from Butler University, where she also directed the Speaker’s Lab.    Quotes:  On the Role of Marketing: "In a saturated market, standing out means truly connecting with decision-makers and focusing on what clients want to buy, not just what we want to sell."  On Data Management: "Companies often get trapped in a cycle of maintaining the status quo with CRM systems. It's essential to streamline processes and focus on making data actionable."  Integrating AI Tools: "AI tools like Google Gemini and Copilot for Sales are transforming CRM by acting as virtual assistants, improving productivity and engagement."  Navigating Growth Constraints: "Understanding trends and improving hit rates can significantly enhance competitiveness, helping businesses manage growth constraints more effectively."  On CRM Systems: "A CRM should work for the user, not against them. It's about stripping systems down to essential functions to avoid overwhelming users."    Links:   Sarah’s LinkedIn - https://www.linkedin.com/in/sarah-rahall-lunsford-25883216/ Centered Strategies Consulting - https://www.centeredstrategiesconsulting.com Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Get your free copy of CRM Shouldn’t Suck at https://crmshouldntsuck.com

    46 min

  6. 12/08/2025

    Rob Israel: How Modern Sales Leaders Win - Human Connection With Smart Tech

    Rob Israel, a versatile leader whose journey spans from the Navy to healthcare leadership, joins us for a compelling discussion on Sales Lead Dog. Rob opens up about the essential principles that have bolstered his career, emphasizing the strength in empowering and supporting team members, surrounding oneself with intelligent peers, and championing employee growth. One notable story features a leader who successfully took a year off from her business, demonstrating the transformative power of trust and autonomy in leadership. Rob shares how these experiences have influenced his current path, transitioning from a Chief Information Officer to embracing the challenges of a sales role, inspired by his father's legacy and his own pursuit of new challenges. Trust and transparency form the bedrock of Rob's approach to sales leadership. Highlighting the importance of honesty, he advises against bluffing when faced with tough questions, advocating instead for a candid approach that builds lasting client relationships. Rob underscores the significance of nurturing these connections even after the sale is complete, ensuring client satisfaction and opening doors for future opportunities. For those stepping into leadership roles, Rob shares insights on leveraging networks for guidance, fostering a culture of learning, and the nuances of understanding team motivators. As we navigate through the evolving landscape of sales, Rob discusses the critical role of AI and CRM systems. While AI holds the promise of revolutionizing efficiency and decision-making, Rob stresses the importance of maintaining the human element and critical thinking in processes. He brings a balanced perspective on CRM systems, acknowledging their potential benefits when used correctly, but also pointing out common pitfalls such as inefficiencies and depersonalization. Rob concludes with optimism about integrating AI to streamline CRM tasks, ultimately enhancing communication and driving sales success. Don't miss the chance to connect with Rob Israel on LinkedIn and explore additional resources shared on our website. Rob Israel is an accomplished sales and cybersecurity leader with a unique blend of executive technology, healthcare, and strategic account expertise. With a career that includes serving as both CIO and CISO in the healthcare sector, Rob brings a deep understanding of clinical, operational, and regulatory realities that few sales leaders possess. This firsthand experience enables him to connect more meaningfully with executive stakeholders and translate complex security challenges into practical, outcome-driven strategies. As a Regional Sales Manager at DeepSeas, Rob partners with enterprise leaders to strengthen their security posture, drive measurable business outcomes, and align world-class threat intelligence and MDR capabilities with each organization’s mission. He is known for his customer-first philosophy, trusted-advisor approach, and ability to guide clients through high-stakes decisions with clarity and confidence. Prior to joining DeepSeas, Rob held senior sales leadership roles at industry-leading technology organizations, consistently ranking among top performers and elevating client engagement across complex environments. His earlier tenure as a healthcare CIO and CISO continues to shape his perspective, allowing him to bridge the gap between technology, cybersecurity, and business operations. Outside of work, Rob is an avid hiker, scuba diver, and skier who enjoys exploring the outdoors with his family. He brings the same curiosity, discipline, and sense of adventure to his work helping clients anticipate risk, embrace innovation, and advance their strategic objectives. Rob is an experienced international speaker on both CyberSecurity and Information Technology, and has routinely helped organizations both streamline processes and save money on critical infrastructure programs.     Quotes:  "Empowering your team means developing them to the point where you can step away, and the business not only survives but thrives."   "In sales, honesty and transparency aren't just virtues; they're necessities for building lasting client relationships."   "AI has the potential to revolutionize sales efficiency, but we mustn't lose sight of the human element and critical thinking it cannot replace."   "To lead effectively, surround yourself with people smarter than you, and always champion their growth and success."  "Don't be afraid to admit when you don't know something. It's a sign of strength, not weakness, and it builds trust with your clients."     Links:  Rob’s LinkedIn - https://www.linkedin.com/in/rob-israel-a410831/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

    39 min

  7. 11/24/2025

    Mark Schaefer: How AI Changes Your Customers

    Mark Schaefer returns to our show, bringing with him a wealth of insights from his latest book about the sweeping changes AI is bringing to sales and marketing. As part of a global research initiative with 300 futurists, Mark shares his predictions for AI's impact by 2035, highlighting both the opportunities and challenges businesses face, especially those small to medium-sized. We explore how tech giants are seamlessly weaving AI into their strategies and why it's crucial for smaller enterprises to comprehend and act on AI's transformative power to stay relevant and competitive.  Our conversation takes a closer look at AI's role in reshaping marketing strategies and customer engagement. Traditional metrics are giving way to data-driven insights, marking a shift in how businesses connect with consumers. While AI-generated content is becoming more prevalent, we emphasize the irreplaceable value of authentic, human-centric content. The discussion touches on the enduring importance of human creativity and expression, even as AI attempts to replicate empathy and innovation. Personal preferences, it seems, still hold weight against AI's recommendations, underscoring a unique space for human intuition and creativity.  We also investigate the profound implications AI bears on human relationships and business operations. As AI continues to streamline processes, the human element remains vital in building meaningful connections and trust. Through exploring personal branding, community building, and the essence of vulnerability, we highlight the irreplaceable human touch in a world increasingly intertwined with AI technologies. Mark's insights serve as a reminder that while AI may reshape certain aspects of our interactions, the authentic essence of human experience and empathy remains at the core of genuine relationships and successful business endeavors.  Mark W. Schaefer is a globally recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. He teaches graduate marketing classes at Rutgers University and has written 12 best-selling books. Mark’s new book Audacious: How Humans Win in an AI Marketing World describes an essential framework for businesses to stand out and be seen in a noisy world. His many global clients include Pfizer, Cisco, P&G, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events worldwide, including South by Southwest, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on various media channels, including CNN, The Wall Street Journal, The New York Times, and CBS News.   Quotes:  "AI is not just about technological advancements; it's about how it rewires our brains and influences consumer behavior."   "In a world dominated by AI-generated content, the irreplaceable value of authentic, human-centric content remains."   "The human element is vital in building meaningful connections and trust, even as AI continues to streamline processes."  "While AI can mimic empathy and creativity, genuine human expression holds enduring value."    Links:  Mark’s LinkedIn - https://www.linkedin.com/in/markwschaefer/ How AI Changes Your Customers - https://businessesgrow.com/how-ai-changes-your-customers/ Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

    50 min

  8. 11/10/2025

    Andy Drummond: Sales Tactics for Private Equity-Backed Firms

    Unlock the secrets of business growth with Andy Drummond, the mastermind behind ShireGrowth Partners, as he shares his wealth of experience in nurturing mid-market and low-mid-market industrial companies. Discover how Andy's background as a "solopreneur" and his family's legacy in sales have shaped his approach to overcoming the challenges faced by companies pursuing growth strategies, particularly those under the umbrella of private equity firms. His story is a testament to the power of great leadership, constant learning, and the courage to seize opportunities and risks along the way. Explore the fascinating world of private equity-backed companies and the catalysts that drive them to challenge conventional norms. Andy reveals the transformative impact of transparency and engagement, emphasizing the necessity for leaders to articulate the rationale behind organizational changes. By fostering trust and involving teams in developing solutions, these companies can create a dynamic environment conducive to innovation and growth. This episode sheds light on the dynamic interplay between external pressures and internal resilience that fuels success in this unique business landscape. Dive into the complexities surrounding CRM system implementation and the hurdles companies must overcome to unlock their full potential. Andy offers insights into aligning CRM efforts with strategic business goals and the critical role of a robust data foundation. Recognizing the human factor as a barrier to adoption, he highlights the importance of identifying key performance indicators for effective data analysis and decision-making. As the conversation unfolds, listeners are encouraged to explore the vast collection of episodes available on Sales Lead Dog and connect with Andy Drummond for further insights into sales leadership and business growth. Andy Drummond is the Founder and Principal of ShireGrowth Partners, where he helps small and mid-sized industrial companies unlock sustainable top- and bottom-line growth. With a career spanning leadership roles at SC Johnson, Grainger, James Hardie, and more, Andy brings deep expertise in sales acceleration, commercial strategy, and operational execution. Known for his analytical, high-energy approach, Andy works with clients through interim leadership, fractional roles, and consulting engagements. His focus areas include pricing optimization, go-to-market strategy, and scaling for growth—always with an eye toward measurable impact and lasting value.   Quotes: "Great leadership, continuous curiosity, and the courage to seize opportunities and risks are the pillars of success in any business growth strategy." "Private equity-backed firms are a hotbed for innovation, where challenging the status quo and embracing data-driven strategies create significant business transformations." "Transparency and engagement are key in driving growth; leaders must communicate the 'what' and 'why' behind changes to build trust and overcome resistance.” "CRM systems often promise more than they deliver, leaving companies to navigate the complexities of implementation and adoption. It's the human factor that poses the biggest challenge, not the technology itself."   Links: Andy’s LinkedIn: https://www.linkedin.com/in/andydrummond4/ ShireGrowth Partners: https://shiregrowthpartners.com Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

    40 min
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5
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About

”Unless you are the lead dog, your view never changes.” On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology.

Information

  • Creator
    Christopher Smith
  • Years Active
    2020 - 2026
  • Episodes
    172
  • Rating
    Clean
  • Copyright
    © Copyright 2021 All rights reserved.
  • Show Website
    Sales Lead Dog Podcast