413 episodes

Welcome to The Sales Leadership Show, where we explore the intersection of sales and leadership, and how they work together to drive success in business. Hosted by renowned sales expert Phil Gerbyshak, this podcast offers a unique blend of practical insights, expert tips, and real-world strategies to help you master the art of sales leadership and transform your business.

If you're looking to improve your sales skills, gain a deeper understanding of effective leadership, and learn how to apply modern sales tactics in a rapidly changing business landscape, this is the podcast for you. Our mission is to provide you with the latest and most effective sales and leadership strategies, and equip you with the tools you need to succeed in your career and business.

In each episode of The Sales and Leadership Show, Phil Gerbyshak sits down with a wide range of experts, thought leaders, and successful business owners to explore the key issues facing sales and leadership professionals today. From mastering the art of selling to developing transformational leadership skills, our guests share their insights, experiences, and strategies for success.

Whether you're a seasoned sales veteran or a rising star in the world of leadership, you'll find something valuable in every episode of The Sales and Leadership Show. From the latest trends in modern sales tactics to the most effective strategies for building high-performance teams, our guests offer practical insights and actionable advice that you can put into practice today.

Some of the topics we cover on the show include:

The fundamentals of sales leadership, and how to develop the skills you need to succeed.
Modern sales tactics and strategies for closing deals in a competitive market.
The importance of building a strong personal brand, and how it can help you win more business.
How to develop transformational leadership skills, and build a culture of success within your organization.
The key ingredients of effective team management, and how to build a high-performance team that delivers results.
The role of technology in sales and leadership, and how to leverage the latest tools and platforms to drive success.
The importance of continuous learning and development, and how to stay on the cutting edge of sales and leadership best practices.

At The Sales Leadership Show, we believe that sales and leadership are two sides of the same coin. By mastering both, you can unlock the full potential of your career and business, and achieve your goals faster and more effectively than ever before. Join us for insightful conversations, expert tips, and actionable strategies that will help you become a better sales and leadership professional.

So whether you're a sales rep looking to close more deals, a sales manager seeking to build a high-performance team, or a business leader looking to transform your organization, The Sales Leadership Show has something for you. Tune in today to start your journey towards sales and leadership success!

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The Sales Leadership Show Phil Gerbyshak (he/him)

    • Business
    • 4.8 • 23 Ratings

Welcome to The Sales Leadership Show, where we explore the intersection of sales and leadership, and how they work together to drive success in business. Hosted by renowned sales expert Phil Gerbyshak, this podcast offers a unique blend of practical insights, expert tips, and real-world strategies to help you master the art of sales leadership and transform your business.

If you're looking to improve your sales skills, gain a deeper understanding of effective leadership, and learn how to apply modern sales tactics in a rapidly changing business landscape, this is the podcast for you. Our mission is to provide you with the latest and most effective sales and leadership strategies, and equip you with the tools you need to succeed in your career and business.

In each episode of The Sales and Leadership Show, Phil Gerbyshak sits down with a wide range of experts, thought leaders, and successful business owners to explore the key issues facing sales and leadership professionals today. From mastering the art of selling to developing transformational leadership skills, our guests share their insights, experiences, and strategies for success.

Whether you're a seasoned sales veteran or a rising star in the world of leadership, you'll find something valuable in every episode of The Sales and Leadership Show. From the latest trends in modern sales tactics to the most effective strategies for building high-performance teams, our guests offer practical insights and actionable advice that you can put into practice today.

Some of the topics we cover on the show include:

The fundamentals of sales leadership, and how to develop the skills you need to succeed.
Modern sales tactics and strategies for closing deals in a competitive market.
The importance of building a strong personal brand, and how it can help you win more business.
How to develop transformational leadership skills, and build a culture of success within your organization.
The key ingredients of effective team management, and how to build a high-performance team that delivers results.
The role of technology in sales and leadership, and how to leverage the latest tools and platforms to drive success.
The importance of continuous learning and development, and how to stay on the cutting edge of sales and leadership best practices.

At The Sales Leadership Show, we believe that sales and leadership are two sides of the same coin. By mastering both, you can unlock the full potential of your career and business, and achieve your goals faster and more effectively than ever before. Join us for insightful conversations, expert tips, and actionable strategies that will help you become a better sales and leadership professional.

So whether you're a sales rep looking to close more deals, a sales manager seeking to build a high-performance team, or a business leader looking to transform your organization, The Sales Leadership Show has something for you. Tune in today to start your journey towards sales and leadership success!

happyaf.substack.com

    Happiness is Organization and More!

    Happiness is Organization and More!

    In this engaging episode of "The Happiness Practices” host Phil Gerbyshak delves into the world of decluttering and organization with expert Andrew Mellen. Andrew, known for his Wall Street Journal bestselling book on organization, shares invaluable insights on how simplifying your surroundings can lead to a happier, more stress-free life in a conversation called. “Happiness is Organization.”
    Here are some of the highlights and pull quotes from the conversation, crafted to give you a taste of this enlightening discussion.
    Show Notes:
    Introduction to Organization: Andrew begins by emphasizing the profound simplicity and happiness found in knowing the exact locations of everyday items like keys, phones, and bags. This foundational step prevents the all-too-common scramble that wastes time and energy.
    The Organizational Triangle: Andrew introduces listeners to his organizational philosophy: one home for everything, like with like, and something in, something out. This approach not only simplifies finding items but also maintains order by ensuring everything has its designated place.
    The Psychology of Organization: Delving deeper, Andrew explains why organization goes beyond physical spaces. It's about making life easier and reducing mental clutter, allowing for more focused, meaningful engagement with our daily lives.
    External Motivation, Accountability, and Objectivity: Andrew stresses the importance of these three elements in achieving any form of success, including organization. Whether it's through hiring a coach or seeking external feedback, these factors are crucial for improvement and growth.
    The Spring Refresh Playbook: Highlighting his innovative approach to decluttering, Andrew introduces the Spring Refresh Playbook, part of his broader De-Stress Your Mess Challenge. This initiative encourages participants to tackle clutter with guided actions, aiming for a rejuvenated living space. (Note: This is an affiliate link. I get about a dollar if you use it and sign up).
    Getting Started with Decluttering: For many, the hardest part is beginning. Andrew advises starting small or tackling a significant area for immediate impact. The key is progress, not perfection, and even small steps can lead to significant changes.
    The Impact of Clutter on Happiness: Andrew and Phil discuss how clutter represents more than just physical items; it often holds emotional baggage or procrastination. Addressing clutter can lead to a clearer mind and a more joyous existence.
    Final Thoughts from Andrew:
    Organization isn't just about a tidy home; it's about creating a life that allows for happiness and fulfillment. Andrew's parting advice is to embrace organization not as a chore but as a pathway to a better life.
    Pull Quotes from Andrew Mellen:
    1. "Happiness is knowing where your keys, your phone, and your bag always are. It's that simple."
    2. "The organizational triangle—'one home for everything, like with like, something in, something out'—is how we stay organized and reclaim our time and peace of mind."
    3. "Why spend any time remembering something you can easily assign a home for? Simplify your life; simplify your mind."
    Final Thoughts from Phil:
    Andrew Mellen's insights into "Happiness is Organization" serve as a powerful reminder of the deep connection between our physical spaces and our mental well-being. By adopting even a few of Andrew's strategies, listeners can embark on a transformative journey toward a more organized, peaceful, and happy life.
    Happiness Practices with Phil Gerbyshak is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.




    This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

    • 29 min
    Unlocking Sales Excellence: Mastering the Art of Call Reviews with Chet Lovegren

    Unlocking Sales Excellence: Mastering the Art of Call Reviews with Chet Lovegren

    Welcome to a dynamic episode of the Sales Leadership Show, where we dive into the intricacies of mastering call reviews with the founder of The Sales Doctor, Chet Lovegren. In this episode, Chet shares his insights on improving sales teams' performance through effective call analysis and coaching.
    Episode Highlights
    - Introduction to Chet Lovegren: Chet introduces himself and his mission at The Sales Doctor, emphasizing a diagnostic and prescriptive approach to enhancing revenue health for sales teams.
    - The Importance of Stretching... and Preparation: A unique start, Chet shares the worst advice he ever received – not needing to stretch before a workout. This anecdote cleverly transitions into the importance of preparation, not just physically, but in sales practices too.
    - Mastering Call Reviews: Phil and Chet pivot to the core topic, emphasizing the critical role call reviews play in a salesperson's development. Chet strongly advocates for sales professionals to listen to their own calls, drawing parallels with the meticulous preparation seen in professional athletes like Peyton Manning.
    - The Role of Sales Leaders: The conversation takes a deeper look at the responsibilities of sales leaders in facilitating call reviews. Chet stresses that effective leadership involves not just assigning tasks but actively coaching and providing strategic direction.
    - Practical Advice for Sales Reps and Leaders: Listeners get a treasure trove of actionable insights on how sales reps can self-review and improve from their calls, and how leaders can structure their coaching efforts to foster a culture of continuous improvement.
    - Leveraging Technology for Call Reviews: Chet highlights modern tools that can assist in call reviews, such as call transcription and analysis software, and how these can be utilized to gain deeper insights into call performance.
    - Time Management and Efficiency: Both Phil and Chet discuss strategies for making efficient use of time when reviewing calls, suggesting even listening at increased speeds or focusing on specific segments of calls for review.
    - The Impact of Coaching on Sales Teams: Chet shares impressive outcomes from teams that adopt a structured approach to call reviews and coaching, noting significant improvements in team performance and individual development.
    - Staying Sharp and Continuous Learning: Near the end, Chet shares his sources of inspiration and learning, including leveraging social media platforms for educational content and the importance of having a personal advisory board.
    About Chet Lovegren
    Chet Lovegren is the founder of The Sales Doctor, a consultancy dedicated to diagnosing and treating revenue health issues for sales teams. With a background in sales leadership and a passion for coaching, Chet brings a wealth of knowledge and experience to the table.
    Connect with Chet
    To learn more about Chet Lovegren and The Sales Doctor, visit The Sales Doctor or connect with Chet on LinkedIn.
    Powerful Quotes from Chet Lovegren
    * "One of the big differences I think between a Hall of Fame quarterback like Peyton Manning and someone who just floats around the league is film review. The best sellers are the same way."
    * "You need to take time to make time. If you're not reviewing your own calls, you're missing a huge opportunity to improve."
    * "Are you someone who waits until your boss wants to walk through a discovery call or a cold call review with you, or are you an individual that wants to go see what you did and you're okay with listening to your own voice and seeing the parts where you messed up and figuring out how can I better that part?"
    * "Being a head coach is so stressful because you work 80 hours a week, probably spend 30 hours a week just watching film. It’s maniacal to think that there are sales leaders who actually think call review is always like the last thing on someone's list."
    * "Good people that inherently want to do good want to be coached. They want to know how to do t

    • 33 min
    How to Turn Around an Underperforming Sales Team with Morgan Rabas

    How to Turn Around an Underperforming Sales Team with Morgan Rabas

    Turning around an underperforming sales team is a crucial challenge many sales leaders face. In a recent conversation with Morgan Rabas, an experienced sales leader with nearly a decade of expertise, valuable insights were shared on navigating this daunting task. This article distills the essence of that conversation into actionable advice and highlights some of Morgan's most impactful quotes, offering a roadmap for sales leaders looking to elevate their teams.
    Embrace Empathy and Perspective
    One of the most resonant pieces of advice Morgan shared was about the importance of empathy and perspective. "No one cares as much as you," Rabas reflected, emphasizing the need for sales leaders to never take things personally and to always strive to understand the other person's viewpoint. This principle isn't just about navigating personal challenges; it's about influencing and aligning with others' priorities to drive engagement and care.
    "Let me put myself in the other person's shoes and understand where they're coming from, and then how can I influence their perspective or even how can I get them to care a little bit more?" - Morgan Rabas
    Aligning Priorities for Mutual Benefit
    Aligning what's important to you with what's crucial for your customers or team members is key to making them care more. Rabas highlights the effectiveness of solving or easing one of the top three issues for someone else, thereby fostering a mutual caring relationship. This approach is pivotal both in dealing with customers and in motivating sales teams.
    "By aligning what's important to you with what's important to them, they're going to care a lot more." - Morgan Rabas
    Identify and Leverage Strengths
    A significant part of turning around an underperforming team involves identifying not just the weaknesses but also the strengths within the team. "Even in some of the most underperforming teams I've seen, there's always something good," Rabas notes, emphasizing the importance of capitalizing on these positive aspects to foster quick wins and boost morale.
    "Being able to capitalize on that early on and get a quick win... helps." - Morgan Rabas
    Communication and Clarity
    Clarity and communication are the bedrock of effectively managing and turning around sales teams. Setting clear expectations, according to Rabas, involves bridging the gap between the team's needs and the business objectives. A transparent approach ensures that everyone is on the same page, thereby aligning efforts towards common goals.
    "Making sure that it's clear for every different communication style on how to get there." - Morgan Rabas
    Addressing Underperformance
    Identifying the root causes of underperformance and taking actionable steps towards remediation is critical. Rabas advises focusing on one issue at a time and seeking solutions that align with both team and business goals. Whether it's through adjusting targets, enhancing training, or reallocating resources, the goal is to make incremental changes that yield significant impacts over time.
    "Pick one thing that you're going to do today...to take a step in the right direction and turn that progress into reality." - Morgan Rabas
    Wrap Up
    Turning around an underperforming sales team is no small feat. However, through empathy, alignment of priorities, leveraging strengths, clear communication, and focused action on underperformance, sales leaders can drive their teams towards success. Morgan Rabas's insights provide a valuable framework for tackling this challenge, emphasizing the power of understanding, patience, and strategic action in fostering a high-performing sales environment. As sales leaders, focusing on these key areas can make a substantial difference in not only reversing underperformance but also in building a resilient, motivated, and successful sales team.


    This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

    • 23 min
    No Douchebag Selling with Coach Dan Gordon

    No Douchebag Selling with Coach Dan Gordon

    In the world of sales and personal development, few voices carry as much authentic wisdom and practical advice as Coach Dan Gordon. Phil Gerbyshak, a renowned speaker, trainer, and consultant, recently sat down with Gordon for a conversation that spanned the gamut of sales techniques, personal growth, and the transformative power of embracing discomfort. This article delves into the core tenets of Gordon's philosophy, punctuated by insightful pull quotes that encapsulate his approach to sales and life.
    Embracing Effectiveness in Sales
    Gordon begins with a powerful statement that redefines the goal of a salesperson. "It doesn't matter if you're a good salesperson or a bad salesperson. Be an effective salesperson," he advises. This means leaving a lasting impact on your prospects, ensuring they continue to reflect on your conversation long after it's ended. It's not merely about closing a deal but about significantly affecting the people you interact with.
    The Human Condition and Sales
    A critical insight Gordon shares is derived from his extensive experience teaching personal development courses, "I learned about the human condition, how human beings make choices, and the reasons that we do the things that we do." This understanding of human psychology is not just applicable to personal development but is intrinsically linked to sales. Viewing humans as systems, Gordon emphasizes the importance of effectiveness over impressiveness, whether in teaching or selling.
    The Journey to "No Douchebag Selling"
    Gordon's journey from a shy, overweight teenager to a leading figure in sales and personal development is nothing short of inspiring. "I thought I gotta do something that's gonna radically shift my world," Gordon recounts, highlighting the pivotal moment that set him on his path. This journey led to his philosophy of "no douchebag selling," an approach that emphasizes service over pushiness, and authenticity over manipulation.
    Personal Development and Sales: Two Sides of the Same Coin
    For Gordon, personal development and sales are fundamentally interconnected. "Anything that you struggle with...shows up in a sales interaction," he notes, suggesting that the skills developed in one area are directly applicable to the other. This holistic approach challenges the conventional separation of personal and professional growth, arguing that improvement in one inevitably benefits the other.
    The Power of Discomfort
    Perhaps the most poignant aspect of Gordon's philosophy is his embrace of discomfort. "Seek discomfort," he advises, suggesting that it's in these moments of unease that true growth and breakthroughs occur. This principle applies equally to sales, personal development, and life at large. Gordon's practice of actively seeking out challenging situations has not only shaped his approach to sales but has also provided a roadmap for others to follow in their quest for personal and professional development.
    Final Thoughts
    Coach Dan Gordon's conversation with Phil Gerbyshak offers a treasure trove of insights for anyone looking to improve their sales skills or embark on a journey of personal growth. His emphasis on effectiveness, understanding the human condition, embracing discomfort, and the inseparable link between personal development and sales provides a comprehensive framework for success. In a world often skeptical of sales motives, Gordon's "no douchebag selling" philosophy stands out as a beacon of integrity, authenticity, and genuine service.


    This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit happyaf.substack.com/subscribe

    • 33 min
    Cultivating Success: The Journey of an Entrepreneurial Mind

    Cultivating Success: The Journey of an Entrepreneurial Mind

    In the dynamic world of entrepreneurship and marketing, the journey from self-made beginnings to cultivating thriving businesses offers a wealth of insights and strategies. In a compelling conversation between Phil Gerbyshak and Jason Kramer, founder of Cultivize, several key themes emerge, resonating with anyone looking to navigate the complex landscape of sales, leadership, and business growth. This article delves into their discussion, highlighting the pivotal advice and experiences shared by Jason Kramer, underlining the essence of listening, learning, and leading in the business domain.
    Surround Yourself with People Smarter Than You
    One of the first and most impactful pieces of advice Jason Kramer embraced in his entrepreneurial journey was the importance of surrounding himself with individuals smarter than himself. This principle, although commonly advised, proved to be a cornerstone of success for Kramer. "Surrounding myself with people smarter than me has proved to be ultimately successful for my business and my life," Kramer reflects, underscoring the value of diverse insights and expertise in fostering personal and professional growth.
    The Art of Communication and Learning from Others
    Kramer's background in communication and design laid the foundation for his venture into marketing, highlighting the natural progression from visual to broader communication strategies. He emphasizes the continuous learning curve as an entrepreneur, where understanding the intricacies of running a business, from profit margins to overhead costs, becomes crucial. Kramer's journey underscores the pivotal role of mentors and coaches in bridging knowledge gaps, especially in the early stages of business ownership.
    Self-Discovery and Seeking Mentorship
    The path to finding mentorship and guidance, according to Kramer, begins with self-discovery and the acknowledgment of one's need for help. "It was really listening to these other people and meeting them...that's how it started, just meeting people and recognizing they can provide something to me that can be useful," Kramer shares. This proactive approach to networking and openness to learning from others' experiences and mistakes has been instrumental in shaping his business philosophy.
    Email Marketing and Beyond: A Focus on Nurturing Leads
    As the conversation delves into strategies for sales success and scaling, Kramer brings to light the critical aspect of what happens after capturing a lead. The focus shifts to nurturing these leads, understanding the buyer's journey, and effectively communicating the value proposition. Kramer emphasizes the importance of looking beyond the initial contact, "It's learning from other people's mistakes but also saying, 'Hey, what are the top brands doing really exceptionally well?'...It's about taking it from what happens after the lead, nurturing that lead, educating that lead through the buyer's journey."
    The Unique Brand Identity of Cultivize
    Kramer's decision to create a unique brand name like Cultivize reflects his desire for distinctiveness and memorability in the marketplace. The name Cultivize, a blend of 'cultivate' and 'seize', encapsulates the dual focus of cultivating client relationships and seizing opportunities to convert leads into customers. This branding strategy highlights the innovative approach Kramer employs in standing out in a crowded market.
    A Holistic Approach to Sales and Marketing
    Throughout the conversation, Kramer advocates for a holistic and integrated approach to sales and marketing. He stresses the importance of understanding the sales process, employing the right tools, and automating where possible to enhance efficiency and effectiveness. The emphasis on a data-driven approach and leveraging technology to optimize the sales cycle is a recurring theme, showcasing Kramer's forward-thinking mindset.
    You can get more of Jason’s mindset and download some of that insight at
    https://afterthelead.com/
    Wrapping it up
    In conclu

    • 26 min
    Embracing the Unknown: Navigating Impostor Syndrome with Kris Kelso

    Embracing the Unknown: Navigating Impostor Syndrome with Kris Kelso

    In the world of professional speaking and entrepreneurship, the journey is often fraught with self-doubt and the daunting shadow of impostor syndrome. Kris Kelso, a professional keynote speaker, entrepreneur, and the author of "Overcoming the Impostor: Silence Your Inner Critic and Lead with Confidence," sheds light on this pervasive issue in a compelling conversation with Phil Gerbyshak. Here’s a detailed dive into their discussion, focusing on the concept of humble confidence and extracting insights from Kris’s expertise.
    The Joy of Simple Pleasures: Dark Chocolate Peanut M&M’s
    At the heart of Kris’s message is the appreciation for simple joys, like his fondness for dark chocolate peanut M&M’s, not just as a treat but as a necessity due to a milk allergy that affects his speaking voice. This preference underscores a deeper theme in his life and work: the importance of understanding and accommodating one’s unique needs and circumstances to perform optimally in professional arenas.
    Confronting the Impostor Within
    Kris eloquently describes impostor syndrome as the internal battle with a voice that undermines one's achievements and capabilities. He emphasizes, "That voice itself isn't real. There's nobody there; it is a fake. I'm not the fake; that voice is the fake." This perspective is empowering, suggesting that acknowledging and naming the impostor within is the first step towards reclaiming one’s confidence and authority.
    From Proud Insecurity to Humble Confidence
    One of the most striking insights from Kris revolves around the transition from proud insecurity to humble confidence. He articulates, "Humility and confidence are not opposites; they actually can go well together." This notion challenges the common misconception that humility equates to self-deprecation. Instead, Kris argues that true confidence is grounded in a realistic appraisal of one’s abilities and a focus on continual learning and growth.
    The Power of Accepting Compliments
    A practical takeaway from Kris is the importance of accepting compliments gracefully. He points out how deflecting praise can not only diminish one’s sense of self-worth but also disrespect the giver of the compliment. He advises, "Plant your feet, look them in the eye, smile, and just say thank you." This simple act can reinforce one’s self-belief and encourage a more positive internal dialogue.
    **Embracing the Explorer Mindset**
    Kris introduces the concept of the "Explorer" mindset as opposed to the "Tour Guide" mentality. Explorers, he explains, are those who "are very comfortable with the unknown...they welcome people on the journey to say who can add value as we go out and learn and explore." This mindset is crucial for overcoming impostor syndrome, as it embraces uncertainty and values the learning process over the need for constant expertise.
    A Call to Action
    In his conversation with Phil, Kris Kelso not only illuminates the contours of impostor syndrome but also offers a roadmap for overcoming it. His emphasis on humble confidence, the value of simple joys, and the power of a positive internal narrative provides a beacon for entrepreneurs, speakers, and professionals navigating the complexities of their careers.
    In conclusion, Kris’s dialogue with Phil Gerbyshak offers profound insights into the nature of self-doubt and the pathway to genuine confidence. His perspective invites us to reflect on our own internal critics and to approach our professional and personal challenges with an explorer’s curiosity and a learner’s openness.
    Some quotes from Kris Kelso
    1. Kris Kelso on Inner Critic: "That voice itself isn't real. There's nobody there; it is a fake. I'm not the fake; that voice is the fake."
    2. Kris Kelso on Humble Confidence: "Humility and confidence are not opposites; they actually can go well together. Humility is not thinking less of yourself, it's thinking of yourself less."
    3. Kris Kelso on Accepting Compliments: "Plant your feet, look them i

    • 29 min

Customer Reviews

4.8 out of 5
23 Ratings

23 Ratings

Admirer of Poop ,

Fun, positive

Paul's conversations are inspiring, interesting and always upbeat. It's like a shot of adrenaline!

Jonathan Mahan ,

Infectious energy and stellar guests

Phil is one of the most experienced podcast hosts in the sales podcast space and it shows. He has amazing energy and has a real gift for bringing out the best in his guests!

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Interesting topics and great energy

Phil is fun, curious and brings great energy and questions to his conversations with guests!

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