Sales Culture Unfiltered with Dr. Nadia Y. Brown

Dr. Nadia Y. Brown
  • 5.0 (4)
  • Business
  • Updated Biweekly

Sales Culture Unfiltered was created to have honest, behind-the-scenes conversations about what it really takes to lead, scale, and sustain high-performing sales teams. Hosted by Dr. Nadia Y. Brown, this podcast explores the leadership challenges, people dynamics, and strategic decisions that shape sales success—beyond just hitting quotas. Through candid conversations with sales leaders, enablement experts, and revenue influencers, the show dives into the cultural and operational realities that impact performance, retention, and growth. Whether you're navigating team burnout, misalignment, or scaling pains, you'll walk away with insights, frameworks, and the encouragement to lead with clarity, courage, and intention.

  1. 065: Season One Wrap Up: A Special Announcement

    Jun 9

    065: Season One Wrap Up: A Special Announcement

    Season one is a wrap. Before the podcast goes on break for the summer (or winter, depending on where you are in the world), I want to take a moment to recap our season together. We covered a lot of ground this season, from balancing motherhood in an always-on sales culture to exploring revenue resilience as a strategy. This season had many gems. Which was your favorite? While the podcast may be on break, I am not going anywhere! I will continue to write on Substack. There, I share insights on the intersection of business, life, and the ongoing adventure of relocating from the United States to Mauritius (five months in and still discovering things). If you are not subscribed yet, head over to follow along: iamdrnadia.substack.com Season two will return in August with new guests, fresh conversations, and the same commitment to having real conversations about sales culture. Signing off, Dr. Nadia If you have a topic you want us to cover, I want to hear it. Email us at hello@thedoyenneagency.com Links: Dear Doyenne... on Substack: iamdrnadia.substack.com LinkedIn: @‌drnadia Instagram: @‌iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com

    6 min
  2. 064: The Misdiagnosis: Why Your Churn Problem Is Actually a Culture Problem Pt3

    May 27

    064: The Misdiagnosis: Why Your Churn Problem Is Actually a Culture Problem Pt3

    This is the final episode of the Revenue Resilience series, and we're closing it out with the two areas that often receive the least attention when organizations assess their revenue health: the client journey and the culture that supports it. I often refer to marketing and sales as peanut butter & jelly. The same goes for client delivery. Your client journey doesn't start at the proposal and end at the contract. It starts before your potential client even knows you exist, and it runs all the way through off-boarding and beyond. The handoff from sales to client delivery? Still sales. Off-boarding a client who's moving on? Still sales. The relationships that generate referrals three years after the work is done? Absolutely still sales. When the culture doesn't reflect that, trust can quietly erode. A client senses that the moment the person who understood them leaves, and is replaced with someone new who starts from scratch. That subtle shift can make clients feel uncertain, leading to non-renewals or fewer referrals over time.  That's the misdiagnosis. Churn gets labeled a service problem when it's actually a culture problem, specifically, a culture that never decided sales was everyone's job. In this episode, I am breaking down where those gaps actually live, what it takes to close them, and why documentation and culture have to work together for any of it to hold. -Dr. Nadia   If you've been quietly wondering whether your revenue is more fragile than it appears, trust that instinct. The Revenue Resilience Diagnostic offers a clear, proactive way to assess and strengthen your revenue stability, with a tailored plan delivered within 72 hours to support your business's growth. Start Your Diagnostic >

    27 min
  3. 063: Strong Relationships Won't Save a Fragile Revenue Stream Pt2

    May 20

    063: Strong Relationships Won't Save a Fragile Revenue Stream Pt2

    "Relationships can open doors that no amount of money can open for you, but you can't be referred if people don't know what you do." -Dr. Nadia Have you ever received a call from someone you knew that completely changed your business? Opened a door you didn't even know you wanted opened, until it opened? That's the power of relationships, and I'm not talking about being well-connected. I'm talking about whether your business has the infrastructure to make those relationships work for you, consistently and predictably. I was recently finalizing a revenue resilience plan for one of our diagnostic clients. Strong relationships across the board, but what I noticed is a disconnect between having strong connections and being strategic with her network. This scenario is more common than you think. Most founders are genuinely good at relationships. The care is there. The intention is there. What's often missing is the system underneath it that makes those relationships something you can count on, plan around, and build from. That's what we're going to talk about. In this episode, I'm walking you through the five relationship categories I audit in every revenue resilience diagnostic, where the gaps tend to hide, and what it looks like to close them. So, let's dive in! -Dr. Nadia Missed how a client went from $50 sessions to $500k in revenue? Watch it here or Listen here   Exciting News!! We are launching the Global Sales Culture Pulse Survey. This is a research study designed to understand what's really happening inside organizations around the world. It takes less than 10 minutes, and I'd love for you to be part of it. Take The Survey >

    33 min
  4. 062: From $50 a Session to $500K: What the Structure Made Possible Pt1

    May 13

    062: From $50 a Session to $500K: What the Structure Made Possible Pt1

    Today, we're dissecting pricing and positioning. Two of the six indicators I use when working with clients to assess whether their revenue is truly resilient or a reflection of a good season. And before you skip past this one thinking you've got it handled, stay with me, because this conversation goes a lot deeper than having a high-ticket offer. Most founders don't discover their revenue is fragile until something shifts. Whether that be a market shift, the need to step away for personal reasons, or something that is simply out of your control, the gaps that have gone quiet for some time, like declining client engagement or reduced profit margins, are now impossible to ignore. Exploring pricing and positioning can reveal opportunities you might be missing. Not because they're the most obvious, but because they quietly affect everything else. In this episode, I share the story of a client, we'll call her Andrea, who came to me charging $50 a session with a goal of hitting six figures. We sat down, did the math together, and the picture became clear pretty quickly. Something had to give. Within two and a half years of adjusting her pricing and repositioning her offer, she was well on her way to half a million in revenue. Not because she worked harder, but because we built the right structure for her. That's what this conversation is really about. Wherever you are right now, this is your invitation to take an honest look. Are your offers still profitable? Are they still necessary? And is your positioning aligned with who you actually want to serve now? -Dr. Nadia If you're a woman founder who has built your business primarily through referrals, relationships, and trust, but you know it's no longer sustainable, here's how we can work together. Revenue Resilience Diagnostic: You've been sensing potential revenue exposure for a while. You just haven't had language for it or a clear picture of exactly where the risk lives. The Revenue Resilience Diagnostic gives you both. Through a pre-work assessment, a focused 60-minute session, and a written Revenue Resilience Plan delivered within 72 hours, we identify your specific gaps and give you a clear place to start. This is not a generic plan, but one built for your business specifically. This is where most founders start. Revenue Resilience Advisory: You know what needs to change. Now you want a strategic partner in your corner while you build it. Advisory is 90 days of focused support for founders who are ready to stop being the bottleneck in their own business and start building something that doesn't require them to be present for everything. The Launchpad: This is the full build. If you're ready to stop being the only one who knows how things work, the Launchpad is where that changes. You'll leave with your methodology out of your head and built into the business, documented, systematized, and operable by your team, so your revenue is no longer dependent on you being present for all of it. Not sure where to start? Click here and let's have a conversation.

    22 min
  5. 061: Beyond The Referrals: Building the Infrastructure Beneath What's Already Working

    May 6

    061: Beyond The Referrals: Building the Infrastructure Beneath What's Already Working

    I've been in enough organizations over the past decade to know the referral trap well, and I'll be honest, I've fallen into it myself a time or two. Referrals are powerful. The research backs it up: 65% of new B2B business opportunities come through referrals. This episode is not about abandoning what's working, but about empowering you to create a scalable system that amplifies your success. When your pipeline lives primarily in relationships and introductions with no structure underneath them, three things become critical challenges: #1 You are unable to forecast. #2 Your ability to influence referrals is limited. #3 Planning this is nearly impossible. In a season of genuine global economic uncertainty, where sales cycles are stretching longer and clients are being more cautious, those limiting factors become very real, very fast. In this episode, I'm talking about the referral trap, what it looks like, and how to identify when your referral system is scalable, so you can measure its effectiveness and know when it's ready to grow. We'll also dive into the 3-step action plan you can start doing now to build the infrastructure beneath what you've already built, so your referral strategy becomes a real engine you can measure, forecast, and influence, without stripping out the relationship-first essence that made it work in the first place. Signing off, Dr. Nadia   Exciting News!! We are launching the Global Sales Culture Pulse Survey. This is a research study designed to understand what's really happening inside organizations around the world. It takes less than 10 minutes, and I'd love for you to be part of it. Take The Survey >   Ready to take the next steps in building your foundation with the mini diagnostic? Visit www.thedoyenneagency.com to book your call.

    32 min
  6. 060: The Servant Sales Leader: Influence, Relationships, and Real Results with Glenn Sandifer

    Apr 29

    060: The Servant Sales Leader: Influence, Relationships, and Real Results with Glenn Sandifer

    In this episode, I sit down with Glenn Sandifer, a seasoned executive who has directly scaled programs generating $500 million in net revenue across industries, including QSR, consumer electronics, automotive, telecom, and integrated security. Glenn's philosophy is simple: sales is a service profession, not a quota machine. We dive into what it really looks like when a sales culture shifts from quota-chasing to servant leadership, why collapsing SDR, BDR, and AE roles into one is creating a bandwidth crisis, and how grace and loyalty are the most underrated tools in a leader's toolkit. In addition, Glenn opens up about the personal cost he paid before connecting the dots, and how his journey through divorce, therapy, and rebuilding led him to write How To Get Great Dating Outcomes in a Modern World. The parallels between leading a great sales team and building a healthy relationship might surprise you.   Connect with Glenn Sandifer: Book & Resources: www.tmgbookseries.com Business Inquiries: www.glennsandifer.com LinkedIn: @glennsandifer Instagram: @glenn_sandifer2 X: @glennsandifer   Connect with Dr. Nadia: LinkedIn: @‌drnadia Instagram: @‌iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com   Interested in being a guest on the podcast? Apply here >

    44 min
  7. 059: Untangling Founder Dependency: The 90-Day Framework for Finally Letting Go Pt 3

    Apr 22

    059: Untangling Founder Dependency: The 90-Day Framework for Finally Letting Go Pt 3

    A few weeks after we settled into life in Mauritius, I noticed something unexpected: I was sleeping through the night. For the first time in quite a while, I wasn't waking up at 2 a.m. with my mind running through client projects, team decisions, or the mental burden of being the person everyone waited on for answers. I didn't move abroad to fix my sleep issues, but I discovered that when I stopped being the only point of contact in my business, my body had a literal physical response to the decrease in stress. This final episode in the "moving abroad" series focuses on the process I walked through to identify areas where I was still too involved, how to start documenting knowledge that existed only in my head, and the 90-day framework for delegating tasks without needing it all to be perfect from day one. Whether you're planning a major life transition or you simply want to build a business that doesn't demand your constant presence, I hope this episode provides you with a practical starting point. Signing off, Dr. Nadia   Interested in being a guest on the podcast? Apply Here   Let's Connect: LinkedIn: @‌drnadia Instagram: @‌iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com

    30 min
  8. 058: Rebuilding with Intentionality: Prioritizing My Values of Family, Time, and Sustainability Pt 2

    Apr 15

    058: Rebuilding with Intentionality: Prioritizing My Values of Family, Time, and Sustainability Pt 2

    When we decided to relocate from Arizona to Mauritius, I did what any seasoned founder would do: I planned. My team and I prepped, queued up projects, and delegated tasks I had previously held onto. I thought I checked all the necessary boxes. And then we landed, and I realized: I had no idea what I didn't know. In part two of this series, I want to be honest about the gaps I never anticipated. The ones that revealed themselves when I was 11 time zones away, jet-lagged, and crumbling in real-time. Despite my expertise in helping clients build operationally independent businesses, it wasn't until I was physically removed from daily operations that I could see my own blind spots. Now, 90 days into us settling into our new home, I'm focused on deliberately rebuilding a resilient business that not only thrives but prioritizes my values of family, time, and sustainability. Whether you're planning a significant life change or want to create a business that doesn't require your constant involvement, join me to discover a roadmap that will help you identify and address the dependencies you might be too close to see. Signing off, Dr. Nadia   Dr. Nadia, am I ready to hire a sales team? Take the quiz!   Interested in being a guest on the podcast? Apply Here   Let's Connect: LinkedIn: @‌drnadia Instagram: @‌iamdrnadia Website: www.thedoyenneagency.com Email: hello@thedoyenneagency.com

    29 min
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Sales Culture Unfiltered was created to have honest, behind-the-scenes conversations about what it really takes to lead, scale, and sustain high-performing sales teams. Hosted by Dr. Nadia Y. Brown, this podcast explores the leadership challenges, people dynamics, and strategic decisions that shape sales success—beyond just hitting quotas. Through candid conversations with sales leaders, enablement experts, and revenue influencers, the show dives into the cultural and operational realities that impact performance, retention, and growth. Whether you're navigating team burnout, misalignment, or scaling pains, you'll walk away with insights, frameworks, and the encouragement to lead with clarity, courage, and intention.

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