Sales Momentum

Howard Wolpoff
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Sales Momentum is a podcast that explores the art and science of sales, featuring insights from top sales leaders across diverse industries. Each episode dives into sales strategies, leadership principles, and real-world experiences to help you drive results and stay ahead in a competitive market.

Episodes

  1. Aug 10

    Beyond the Bottle: How Diane Karle Creates High-Value Sports and Alcohol Partnerships

    What does it take to transform a branded bottle, venue sponsorship, or cocktail program into a meaningful—and profitable—customer experience? In this episode of Sales Momentum, Howard Wolpoff speaks with Diane Karle, CEO and Co-Founder of theFACTOR Agency, about the strategy behind alcohol partnerships in sports, entertainment, hospitality, and live events. Diane explains how she recognized an underserved opportunity in licensed wine and helped create programs connecting major sports organizations with alcohol brands. What began with projects such as the New York Jets’ “Jets Uncorked” wine evolved into a broader business focused on licensing, sponsorship strategy, venue partnerships, staff training, and customer engagement. The conversation explores how teams, venues, suppliers, concessionaires, and alcohol brands can work together to generate revenue and create memorable experiences. Diane also shares examples involving Del Mar, the Breeders’ Cup, USA Today’s wine club, hospitality programs, and premium tasting experiences. Howard and Diane ultimately bring the discussion back to the fundamentals of successful selling: research, preparation, prioritization, creativity, and a clearly defined value proposition. IN THIS EPISODE How Diane identified an overlooked opportunity in sports and alcohol licensingThe story behind the New York Jets’ “Jets Uncorked” wineThe difference between licensing, sponsorships, and broader business partnershipsHow teams and venues can generate more revenue from alcohol programsWhy compliance and licensing expertise matterHow theFACTOR Agency connects venues, suppliers, sponsors, and concessionairesCreating experiences that extend beyond the stadiumTraining event staff to represent sponsors more effectivelyThe importance of research and preparation in salesHow AI can help sales professionals enter conversations better informedWhy a strong value proposition opens the door to better opportunitiesHow to stay focused when several attractive business opportunities emergeKEY TAKEAWAYS Find the unmonetized opportunity. Diane built her business by recognizing a category that sports organizations had not fully developed. Strong salespeople look for gaps where value exists but a clear solution has not yet been offered. Sell the complete business outcome. The opportunity is larger than placing a logo on a product. The most effective partnerships connect licensing, distribution, customer engagement, venue operations, sponsorship objectives, and revenue generation. Lead with research. Research allows sales professionals to enter conversations with informed ideas. Even when the initial idea is not exactly right, it can uncover the prospect’s actual priorities and lead to a stronger proposal. Create value for every participant. Successful partnerships need to benefit the team or venue, the brand, the supplier, the concessionaire, and ultimately the customer or fan. Extend the experience beyond the venue. Retail promotions, homegating programs, tastings, wine clubs, and other experiences help fans feel connected—even when they are not attending the event. Stay focused on the best opportunities. Creativity can generate many exciting possibilities, but sustainable growth requires prioritization. Diane emphasizes pursuing the opportunities most likely to advance the company’s immediate goals. CHAPTERS 00:00 – Sales Momentum introduction 01:03 – Introducing Diane Karle and theFACTOR Agency 01:58 – Why alcohol partnerships are an exciting sales category 02:40 – Discovering the opportunity in licensed sports wine 05:40 – The story behind Jets Uncorked 08:00 – Moving beyond licensing into broader partnerships 10:54 – How theFACTOR Agency structures its relationships 12:24 – Developing the USA Today wine club 13:45 – Compliance, licensing, and the value of category expertise 15:57 – The Del Mar and Breeders’ Cup experience 18:31 – Training venue staff and sponsor representatives 20:31 – The future of experiential partnerships 23:09 – Engaging fans outside the stadium 25:17 – Prioritization and sustainable business growth 27:22 – Using research and AI to prepare for sales conversations 29:38 – Final lessons and closing thoughts ABOUT THE GUEST Diane Karle is the CEO and Co-Founder of theFACTOR Agency. She specializes in developing strategic partnerships involving alcohol brands, sports organizations, entertainment properties, venues, hospitality companies, and media organizations. Her work encompasses licensing, sponsorship strategy, partnership development, experiential marketing, staff education, revenue generation, and the operational complexities of bringing alcohol programs to market. Connect with Diane Karle and theFACTOR Agency: https://www.thefactoragency.com/ ABOUT THE HOST Howard Wolpoff is a sales and leadership coach who helps professionals strengthen their selling skills, develop better strategies, and build lasting momentum. Learn more about Howard’s coaching and resources: www.HowardWolpoff.com CALL TO ACTION If you enjoyed this conversation, subscribe to Sales Momentum, share the episode with someone in your network, and leave a comment or review with your biggest takeaway. What overlooked opportunity could you help one of your prospects turn into new revenue? HASHTAGS #SalesMomentum #SalesStrategy #BusinessDevelopment #PartnershipMarketing #SportsMarketing #ExperientialMarketing #Sponsorship #Leadership #RevenueGrowth #SalesLeadership #Podcast We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Beyond the Bottle: How Diane Karle Creates High-Value Sports and Alcohol Partnerships

  2. 11/03/2025

    Building Trust in a Digital World featuring Marcia Dempster

    In this episode of Sales Momentum, host Howard Wolpoff sits down with Marcia Dempster, Vice President of Channel Sales at Securonix, for a conversation that connects cybersecurity, sales leadership, and the human side of success. Marcia shares how teamwork, curiosity, and trust drive results in an industry where relationships are just as critical as technology. 🎯 Key Takeaways 1. Cybersecurity is a team sport. Marcia reveals that protecting clients and data isn’t a one-person job—it’s built on collaboration between vendors, partners, and customers. Success comes from communication and shared goals, not silos and competition. 2. Sales never stops teaching. From her early days in sales to leading global teams, Marcia talks about the lessons that keep repeating themselves: listen more, stay curious, and never stop learning. Every deal and every challenge adds a new skill to your playbook. 3. Relationships drive everything. At the heart of every sale is trust. Marcia explains how investing in authentic relationships leads to loyalty and long-term success, especially when the stakes are high and solutions are complex. 4. Leading with empathy builds results. As a mentor and leader, Marcia discusses how empathy fuels accountability, resilience, and stronger teams. Her approach blends compassion with clear expectations—a formula that gets results without burning people out. 👤 About Marcia Dempster Marcia Dempster serves as Vice President of Channel Sales at Securonix, a leader in next-generation cybersecurity analytics. With decades of experience in sales leadership and partner development, she brings a unique perspective on how curiosity, collaboration, and adaptability can elevate both people and performance. ✨ Memorable Moments How Marcia’s “learn-it-all” mindset shaped her growth from individual contributor to executive.Her take on how AI is changing the sales process—and why human connection still wins every time.The story of a client partnership that turned into a long-term friendship because of transparency and trust.💬 Why This Episode Matters Whether you’re in sales, leadership, or tech, this conversation is a reminder that success isn’t about the perfect pitch—it’s about people. The best teams learn together, grow together, and protect each other’s blind spots. Tune in for a masterclass in resilience, curiosity, and what it really means to sell in a world built on trust. We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Building Trust in a Digital World featuring Marcia Dempster

  3. 05/18/2025

    Uncovering the Hidden Gaps: How to Spot What’s Really Holding Back Your Sales Team

    Too many sales teams are stuck—grinding through call blocks, sitting in trainings, and attending meetings—yet still falling short of their potential. Why? Because the real issues holding them back aren’t always visible on the surface. In this episode of Sales Momentum, host Howard Wolpoff speaks with Karla Saladino, Managing Partner of Mirador Real Estate.  Karla takes you beyond the numbers and surface-level metrics. Drawing from real coaching scenarios, he reveals how to identify the hidden performance gaps that limit results—and how to address them with strategy, structure, and accountability. From salespeople who can't break through performance ceilings to leaders unsure where to focus their coaching energy, this episode is packed with takeaways that will reshape how you view your team’s growth path. Whether you're leading a small team or running a national sales force, this episode will help you sharpen your coaching lens, refocus your leadership energy, and start driving the kind of momentum that leads to consistent, measurable wins. 🔑 In This Episode, You’ll Learn: Why some sales teams plateau—even when they’re showing up and working hardHow to spot invisible obstacles that are sabotaging sales successThe real reason performance improvement plans often failA framework for identifying and filling the right sales gapsWhy coaching without accountability is just cheerleadingHow to shift from reactive leadership to strategic, data-informed coachingThe surprising role mindset plays in sales stagnation—and how to turn it around📌 Ideal for: Sales leaders • Sales coaches • Small business owners • Sales managers • Revenue operations professionals • Anyone responsible for team performance 🔗 Stay Connected: 💼 Connect with Howard Wolpoff on LinkedIn 🌐 Learn more at HowardWolpoffSWC.com 📩 For coaching inquiries: hwolpoff@southwesternconsulting.com 💼 Connect with Karla Saladino on LinkedIn 🌐 Learn more at MiradorRealEstate.com We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Uncovering the Hidden Gaps: How to Spot What’s Really Holding Back Your Sales Team

  4. 04/28/2025

    From 500 Calls a Day to Sales Leadership: Mastering Relationships, Resilience & AI Innovation

    What does it take to go from making 500 cold calls a day to leading high-performing sales teams in an AI-driven world? In this episode of Sales Momentum, host Howard Wolpoff sits down with Kevin McLenithan, VP of Sales at RevScale AI, to uncover the hard-earned lessons from his journey—spanning from military discipline to mastering relationship-based sales. 🔹 How AI is transforming franchise sales & lead generation 🔹 Why scripts aren’t the enemy—but sounding robotic is 🔹 The real key to client loyalty (hint: it’s not just closing deals) 🔹 Learning from mistakes & “negative aha moments” in sales 🔹 Transitioning from an individual contributor to a leader—what really changes This episode is packed with insights on resilience, adaptation, and how technology is shaping the future of sales. Whether you’re on the front lines of cold calling or leading a sales team, Kevin’s journey and leadership philosophy will leave you with valuable takeaways. Learn more about Kevin at https://www.linkedin.com/in/kevinmclenithan12/ and RevScale AI at https://www.revscale.com/ 🎧 Listen now and discover how to sell smarter, lead better, and build relationships that last. We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    From 500 Calls a Day to Sales Leadership: Mastering Relationships, Resilience & AI Innovation

  5. 04/18/2025

    Navigating Sales Evolution: From Discovery Calls to Strategic Partnerships featuring Remy Piazza

    In this episode of Sales Momentum, host Howard Wolpoff welcomes Remy Piazza, a seasoned Chief Revenue Officer with 20+ years of experience leading growth in both private and public companies. Remy is also the founder of Powerhouse Consulting, where he helps organizations sharpen their vision and optimize sales strategies. Remy brings a wealth of insight into what makes a sales organization succeed—not just from the individual contributor level, but at the leadership level as well. He and Howard explore what it takes to evolve from salesperson to sales leader, why leadership development often falls short in sales organizations, and how belief, strategy, and the rise of AI are changing the game. Key Topics Discussed: From Salesperson to Sales Leader Remy shares his own journey, highlighting the major mindset shift required.While individual sales success is about personal performance, leadership is measured by the team's success.The transition from self-focused to team-focused is often underestimated—and critical.Why Sales Leadership Is Undervalued Many companies underinvest in developing their frontline and middle-management sales leaders.Sales managers are often promoted based on selling skills, yet receive little to no leadership training.Without support, micromanagement and burnout follow. Investing in leadership boosts retention and results.The Power of Belief in Sales Top performers often start with an unshakeable belief that they can win.Leaders must cultivate this belief across their teams—confidence drives consistency.Sharing customer use cases and real-world success stories reinforces belief and product value.Strategy + Execution = Results Great leaders zoom out to see the big picture: setting goals, clarifying ICPs, and aligning sales activities with company goals.Strategy means little without focused execution by a trained, motivated team.AI’s Growing Role in Sales AI is automating time-consuming tasks like data entry and account research.This frees reps to focus on meaningful conversations and allows managers to better track performance.Smart use of AI leads to smarter selling, not just faster processes.Essential Tools for Sales Leaders A reliable CRM is non-negotiable.Salespeople also need access to case studies, social proof, and most importantly, a genuine belief in what they’re selling.Leaders must equip their teams with both tools and conviction.Top Takeaways: Leadership Requires a Mindset Shift: It’s about your team’s success, not just your own.Invest in Your Sales Leaders: Especially at the middle-management level, where real leverage lies.Belief Drives Performance: Confidence fuels sales. Leaders should nurture it intentionally.AI is a Game-Changer: Embrace it to work smarter, not just faster.Strategy Needs Execution: A plan is only as good as the team bringing it to life.🎧 Listen in for a powerful, practical conversation that offers both inspiration and action steps for today’s sales leaders. Connect with Howard Wolpoff: linkedin.com/in/howardwolpoff Connect with Remy Piazza: linkedin.com/in/rpiazza We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Navigating Sales Evolution: From Discovery Calls to Strategic Partnerships featuring Remy Piazza

  6. 04/08/2025

    From the Court to the C-Suite: A Sales Career Built on Relationships and Learning featuring Michael Jones

    🎙️ Episode Title: “From the Court to the C-Suite: A Sales Career Built on Relationships and Learning” 🔹 Host: Howard Wolpoff, Sales Momentum Host🔹 Guest: Michael Jones, VP of Sales & Marketing at Synoptix SoftwareBackground in large tech companies, consulting, executive leadership, entrepreneurshipCurrently focused on serving higher education and manufacturing sectors with FP&A software🔑 Key Topics Covered: 💼 Sales Journey and Career Growth: Started at Oracle—a chance opportunity through a basketball game (accidentally broke Larry Ellison’s nose!)Learned the value of structured training and technical understanding early in his careerGrew from individual contributor to sales leader, EVP, CEO, and business ownerAttributes growth to seizing opportunity, mentorship, and constant learning🧠 First Sales Role & Learning Curve: Entered tech sales with little product knowledge ("couldn’t spell 'relational' at the time")Underwent intense training at Oracle and was drawn to the analytical and problem-solving aspects of salesLearned the importance of adaptability and continuous development🏀 Sales & Sports – Parallels in Competitiveness: Shared stories illustrating how sports competitiveness translates into sales driveOracle valued his competitive nature—added to his job offer as the guy who "broke the CEO’s nose"📈 Leadership & Sales Management: 🧩 Transitioning to Management: Described moving from individual contributor to manager as a shift from “math to calculus”Management = combining strengths of the team rather than relying solely on personal performanceCompared leadership levels to coaching roles in sports—some are best suited to be position coaches, others head coaches📚 Developing Sales Teams: Emphasized mentorship, reading, ongoing training, and A/B testingEncouraged failing fast and learning quickly from mistakesBelieves everyone in sales, from the rep to the CEO, should be responsible for training and growthToday’s “university” is online (YouTube, LinkedIn, etc.)—learning resources are everywhere🧭 Sales Philosophy: 🗣️ Customer-Centric Selling: If the salesperson is talking more than 20% of the time, they’re doing it wrongFocus on deep client research before the meeting—understand the business, role, market, and personal backgroundBuild value through targeted questions and solution alignment🧠 Sales Preparation: Today’s tools (e.g., LinkedIn, Apollo, ZoomInfo) offer a huge advantage—but everyone has access to themThe real differentiator: who prepares better and uses the tools more effectively💡 Takeaways: Sales careers can begin in unexpected ways—always be ready to pivot and learnTraining matters—intense learning early in a career builds a solid foundationManaging is not just doing—it’s coordinating, developing, and evolving a teamMentorship and constant education are crucial to long-term successSales success lies in preparation and listening—not in flashy talk or outdated tacticsHoward Wolpoff - https://www.linkedin.com/in/howardwolpoff/ Michael Jones - https://www.linkedin.com/in/mzj11/ We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    From the Court to the C-Suite: A Sales Career Built on Relationships and Learning featuring Michael Jones

  7. 04/04/2025

    Building from Scratch: A CIO’s Candid Take on Becoming the Sole Salesperson featuring Kathleen Hurley

    In this compelling episode of Sales Momentum, Howard Wolpoff sits down with Kate Hurley, an accomplished CIO-turned-entrepreneur who’s stepping into the world of sales for the first time in her impressive career. After years of leading tech strategy and operations for major real estate firms like CBRE and Madison International Realty, Kate is now the founder of Sage Inc., helping companies save time and money through smart technology solutions. But there’s a twist—Kate now finds herself as the sole salesperson for her growing business. Together, Howard and Kate dive deep into the mindset shift, the unexpected lessons, and the challenges that come with transitioning from internal operations to external sales. From building relationships to learning the art of patience in the sales cycle, Kate offers a raw and insightful look at what it means to start from scratch in sales—even when you’re already a seasoned executive. What You’ll Learn in This Episode: Why technical expertise doesn’t always translate to sales successThe emotional and practical hurdles of becoming your own sales teamHow relationship-building differs before and after the dealThe hidden challenges in learning sales “on the fly” as a founderWhy a clear “no” in sales can be just as valuable as a “yes”How understanding your client’s decision-making timeline is crucialThe power of connecting through shared networks and inbound leadsKey Quote: “You’re stacking a job you don’t know—sales—on top of the two or three jobs you’re already doing as a founder. That’s a challenge I didn’t fully prepare for.” – Kate HurleyAbout Kate Hurley: Kate is the founder of Sage Inc., a New York-based technology advisory firm. With decades of experience as a Chief Information Officer, Kate brings her operational excellence and client-facing insight to help organizations become more efficient, secure, and scalable. Tune In To Learn: ✅ Why sales isn’t just pitching—it’s strategy, patience, and service ✅ How being “tech fluent” can both help and hinder your sales growth ✅ What every founder should consider about sales before they launch Let’s Build Your Sales Momentum: 👉 If you’re a founder, executive, or transitioning pro navigating your first real sales journey—this episode is for you. 🎧 Available now on Spotify, Apple Podcasts, and all major platforms. Connect with Howard: LinkedIn: Howard Wolpoff Website: www.HowardWolpoffSWC.com Connect with Kate: LinkedIn: Kate Hurley Sage Inc.: www.sage.inc We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Building from Scratch: A CIO’s Candid Take on Becoming the Sole Salesperson featuring Kathleen Hurley

  8. 04/01/2025

    Crafting Vision and Sales Success featuring Chris Isley

    Sales Momentum Podcast - Episode: Crafting Vision and Sales Success Host: Howard Wolpoff Guest: Chris Isley, Vice President of Sales, The Temeka Group Episode Summary: In this episode of Sales Momentum, host Howard Wolpoff sits down with Chris Isley, Vice President of Sales at The Temeka Group, to discuss how strategic store build-outs impact customer experience, branding, and ultimately, sales success. Chris shares insights into The Tameka Group’s journey from residential signage to building retail spaces for major brands and evolving industries like cannabis, sports, and museums. Key Takeaways: 🔹 The Evolution of The Temeka Group – Started in 1991 with directional signage for new home developments, later expanding into retail stores and beyond. 🔹 Retail Design & Customer Experience – How the right store layout impacts product presentation, customer flow, and compliance (especially in regulated industries like cannabis). 🔹 Business Development Strategies – Exploring new markets, including museums, sports stadiums, and medical offices, to adapt to the evolving retail landscape. 🔹 The Power of Storytelling in Sales – How sharing past project experiences (like the George Jones Museum) builds trust and helps clients envision their ideal store. 🔹 Sales Team Development – Strategies for turning route salespeople into top performers by encouraging deeper client engagement and understanding customer needs. Notable Stories & Insights: ✨ The George Jones Museum build-out: How broken Grammys and a legendary country singer’s lawnmower told a compelling brand story.  ✨ Cannabis retail design: From compliance to customer experience, how The Tameka Group has built 800 dispensaries in 24 states.  ✨ Sports stadium retail: The importance of blending history and storytelling into merchandise spaces. Actionable Sales Advice: ✔️ Understand your client’s vision and industry requirements.  ✔️ Use storytelling to create emotional connections and build trust.  ✔️ Adapt sales strategies based on customer priorities—efficiency vs. experience-driven retail.  ✔️ Encourage sales teams to go beyond surface-level interactions to uncover new opportunities.   💡 Key Quote: "You never know where the next opportunity will come from. The key is to stay persistent, tell the right story, and build relationships that turn into long-term success." – Chris Isley 🔗 Follow Howard Wolpoff: LinkedIn | Website 🔗 Connect with Chris Isley: LinkedIn | The Temeka Group 📢 Join the Conversation: Share your thoughts on LinkedIn or tag us on social media! 📩 Subscribe for More Sales Insights!   We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Crafting Vision and Sales Success featuring Chris Isley

  9. 03/26/2025

    Mastering Sales Across Industries featuring Greg Sharp

    Sales Momentum Podcast – Episode Notes Title: Mastering Sales Across Industries featuring Greg Sharp Host: Howard Wolpoff Guest: Greg Sharp, President of The Retaja Group Episode Overview: In this episode of Sales Momentum, we dive into the fascinating career of Greg Sharp, a sales leader with experience spanning technical sales, real estate, and capital raising. We explore his journey from engineering to sales, his bold career shifts, and the lessons he's learned in building businesses and closing deals across different markets. Key Discussion Points: Transition from Engineering to SalesWhy Greg left engineering for sales and the mindset shift required.His early success selling computer-generated holograms, building a $2M business.Taking the Leap into Real Estate SalesThe pivotal moment Greg decided to quit his job and jump into real estate.The challenges and rewards of transitioning into a completely new sales field.The importance of commitment—burning the ships and pushing forward.Selling in Different MarketsComparing technical sales to real estate—finding pain points vs. selling opportunity.How Greg raised capital and built trust with investors.Lessons from writing his first $1M check to an investor.The Power of Mentorship in SalesHow a mentor helped Greg accelerate his real estate success.The value of learning from experienced professionals in any sales field.Overcoming Sales Challenges & Staying MotivatedThe grind of cold calling and follow-ups—why persistence is key.The role of discipline and structure in high-performance sales teams.How sales professionals can manage emotions and make data-driven decisions.The Role of Coaching in Sales SuccessWhy top performers seek out coaches for honest feedback and growth.Developing resilience and emotional discipline in high-stakes situations.Final Takeaways: Sales is a skill that applies across industries, but each field has its nuances.Commitment and perseverance are crucial—sometimes, the only way is forward.A strong mentor or coach can make all the difference in sales success.Sales is a process, and consistent effort is key to winning big deals.Learn more at https://retajagroup.com/ 🔹 Subscribe to Sales Momentum for more insights and strategies from top sales professionals. We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Mastering Sales Across Industries featuring Greg Sharp

  10. 03/17/2025

    Thriving in Sales Through Resilience and Adaptability featuring Professor Pete Alexander

    In this episode of Sales Momentum, Howard Wolpoff sits down with Professor Pete Alexander, a seasoned entrepreneur and sales leader, to discuss his journey in turning around a failing business, navigating through the challenges of COVID-19, and growing a company that specializes in designing and maintaining lush office environments. They explore the sales strategies that have helped his business not only survive but thrive in a competitive market. Key Takeaways: 1. The Journey to Entrepreneurship Professor Pete transitioned from corporate roles to business ownership in 2004.He acquired Office Plants by Everything Grows, despite some overlooked initial challenges.The company was struggling at the time of purchase, but he successfully turned it around.2. Overcoming the Impact of COVID-19 March 2020 saw a 60% loss of business in just 30 days due to office closures.Customized solutions helped retain essential clients, such as hospitals and businesses requiring in-person operations.Employee retention strategies included safety protocols and COVID bonuses for field workers.The company fully recovered by the end of 2023 and even acquired competitors who couldn’t sustain operations.3. Sales Strategies for Sustainable Growth Referral-Based Growth: The primary lead source is client referrals, a testament to high service satisfaction.Strategic Partnerships: Networking with complementary businesses, particularly those involved in office relocations, generates valuable leads.Visual Sales Proposals: Unique design previews allow clients to visualize plant installations before purchasing.Digital Marketing: Google Ads and online inquiries contribute to acquiring new customers.4. The Long-Term Value of Client Relationships Maintaining strong client relationships is key to ongoing business success.Providing excellent service leads to repeat business and referrals.Growth opportunities arise from evolving office designs and customer needs.Final Thoughts: Professor Pete’s journey highlights the power of resilience, adaptability, and strategic sales initiatives in business success. His ability to navigate challenges, particularly during the pandemic, serves as a blueprint for entrepreneurs looking to create sustainable and growing businesses. Connect with Us: 🔹 Host: Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/                                 https://southwesternconsulting.com/coaches/howard-wolpoff/ 🔹 Guest: Professor Pete Alexander - https://officeplants.com/ 🎙️ Subscribe to Sales Momentum for more insights on sales strategies, business growth, and leadership. We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Thriving in Sales Through Resilience and Adaptability featuring Professor Pete Alexander

  11. 03/12/2025

    Setting Roots and Driving Sales Success featuring Sandra Antoun

    Episode Notes: Sales Momentum Podcast Episode Title: Setting Roots and Driving Sales Success Host: Howard Wolpoff Guest: Sandra Antoun, Director of Sales & Marketing, Vintage IT Services Overview: Welcome back to Sales Momentum! In this episode, we explore what it means to truly set roots at a company, developing not just personal sales success but also playing a pivotal role in shaping the sales and marketing strategy of the entire organization. Our guest, Sandra Antoon, has been with Vintage IT Services since 2009 and has played a key role in its growth. She has been recognized as the 2023 CRN Sales Executive of the Year, a 2024 CRN Exclusive Leader, and a Power 100 Honoree. Sandra shares insights into building long-term sales success, integrating sales and marketing, and leveraging technology to enhance client engagement and retention. Key Topics Discussed: 1. The Power of Longevity in Sales Sandra’s journey from sales executive to Director of Sales & Marketing at Vintage IT Services. Why staying at one company can provide stability, deeper industry knowledge, and opportunities for leadership growth. The value of strong company culture and leadership in retaining top sales talent. 2. The Evolution of Sales & Marketing at Vintage IT Services How Sandra helped shape the company’s sales processes and marketing strategies. The importance of sales and marketing alignment to ensure consistent messaging and customer engagement. Leveraging data to understand client needs and adjust outreach accordingly. 3. Leveraging Newsletters as a Sales Tool How Vintage IT’s weekly newsletter has been running for over 20 years and reaches 29,000+ recipients. The importance of mixing industry content with engaging, value-driven topics (e.g., music, local recommendations, nonprofit spotlights). How tracking newsletter interactions helps identify sales opportunities. 4. Utilizing LinkedIn Newsletters & SEO for Growth The advantages of LinkedIn newsletters in expanding reach and engagement. How Sandra optimizes SEO and digital presence to drive inbound leads. The impact of third-party recognition and industry accolades in boosting credibility. 5. Client Engagement & Retention Strategies The ‘Warm 250’ strategy: maintaining relationships with former prospects and past clients. Understanding pain points and tailoring follow-ups based on client interactions with marketing content. Why world-class service is key to long-term client retention and growth. Key Takeaways: Longevity in sales roles can lead to deep industry expertise and leadership opportunities. Sales and marketing must work together to create a seamless customer journey. Consistent, value-driven content fosters engagement and uncovers sales opportunities. Tracking digital engagement can provide valuable insights for targeted outreach. Leveraging industry recognition enhances credibility and attracts high-value clients. Resources & Links: Connect with Sandra Antoon on LinkedIn: https://www.linkedin.com/in/sandra-antoun-082b1b14/ Learn more about Vintage IT Services: https://www.vintageits.com Follow Sales Momentum for more episodes: https://www.youtube.com/@SalesMomentumPodcast Final Thoughts: Sandra’s experience proves that setting roots at a company, staying adaptable, and using data-driven sales strategies can lead to long-term success. Whether you’re looking to refine your sales approach or build stronger marketing integration, her insights offer valuable lessons for sales professionals at all levels. Tune in next time for more sales insights and strategies on Sales Momentum! Don’t forget to subscribe, leave a review, and share this episode with your network. We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    Setting Roots and Driving Sales Success featuring Sandra Antoun

  12. 03/04/2025

    The Power of Radio Sales: Creativity, Connection, and Lasting Impact featuring Tim Dodd

    Sales Momentum Podcast - Episode One The Power of Radio Sales: Creativity, Connection, and Lasting Impact Host: Howard Wolpoff Guest: Tim Dodd, General Sales Manager at Vox AM/FM Digital Topic: The Power of Radio Sales and the Longevity of Radio as a Medium   Tim Dodd’s Background in Radio • Guest introduction: Tim Dodd, General Sales Manager of a radio cluster in Upstate New York, covering stations that reach Vermont and Montreal, Canada. • Syracuse University graduate with a degree in Broadcast Journalism. • Experience in news directing and reporting in Upstate New York. • Transitioned into community relations and marketing before returning to radio sales. • Managed and launched award-winning newsroom operations in Burlington, VT. • Left and returned to the radio industry—expresses deep passion for the medium. The Unique Power of Radio Advertising • Many underestimate the impact of radio advertising. • Unlike tangible products, radio sells air—messages that reach audiences through sound. • Radio’s immediacy and locality create a deep emotional connection with listeners. • A compelling test: Tim’s challenge to skeptics—offering a scenario where a DJ mentions a business on-air and rewards the next 15 visitors to prove radio’s effectiveness. Radio’s Longevity in the Media Landscape • Despite the rise of streaming services (Spotify, Pandora, etc.), 75% of people still listen to radio for hours daily. • Traditional broadcast TV and newspapers have seen sharper declines in engagement. • Radio maintains a strong local presence and community engagement. • Listeners retain audio messages more effectively than visual ones—radio jingles and commercials stay embedded in memory. The Evolution of Advertising and Radio’s Role • Early advertising strategies originated from radio and evolved into modern digital formats. • QR codes in digital ads, streaming service ads, and even television ads stem from radio’s original advertising concepts. • Humans are highly auditory; sound-based advertising remains effective due to long-term memory retention. The Power of Audio Branding: Jingles & Creativity • Jingles create brand recall and are still widely used. • Local radio stations offer creative services to develop effective campaigns. • Even small businesses can leverage radio’s creativity for impactful advertising. • Examples of unique radio ad campaigns, including humorous and engaging storytelling ads. Closing Thoughts • Radio continues to be a powerful advertising tool despite changes in media consumption. • Businesses should consider radio for its reach, engagement, and emotional connection with audiences. • Encouragement for advertisers to work closely with local radio stations to maximize creativity and impact. www.HowardWolpoffSWC.com We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game. Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership. Click https://www.HowardWolpoffSWC.com to address sales coaching. 👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better! Keep pushing forward, keep evolving, and keep making those sales! 💥

    The Power of Radio Sales: Creativity, Connection, and Lasting Impact featuring Tim Dodd
  • 12 Episodes

About

Sales Momentum is a podcast that explores the art and science of sales, featuring insights from top sales leaders across diverse industries. Each episode dives into sales strategies, leadership principles, and real-world experiences to help you drive results and stay ahead in a competitive market.

Information

  • Creator
    Howard Wolpoff
  • Years Active
    2025 - 2026
  • Episodes
    12
  • Rating
    Clean
  • Copyright
    © 2026 Sales Momentum
  • Show Website
    Sales Momentum