June 25, 2025

58. Sales Leadership with Bare Feet, Big Energy and an Open Heart

58. Sales Leadership with Bare Feet, Big Energy and an Open Heart
Apple Podcasts podcast player icon Spotify podcast player icon
Apple Podcasts podcast player icon Spotify podcast player icon
Season 58

In this episode of Thoughts on Selling, I sit down with Britt White—sales leader, edtech evangelist, former VP of Sales at SmartPass, and a force of nature when it comes to bringing passion to work.

This isn’t a scripted “how-to” chat. It’s a real conversation between two humans unpacking what it means to love what you do—and how that love shows up (or doesn’t) in sales, leadership, and culture.

🔥 Key Takeaways

  • Passion isn’t optional—it’s fuel. Passion doesn’t just live inside us—it’s contagious. Britt talks about how her energy draws people in, builds trust, and lifts her teams.

  • Process enables freedom. Passion without process? Chaos. But the right systems let us lead, coach, and innovate without falling into micromanagement.

  • Leadership and management are not the same. Britt puts it clearly: “If I have to manage you, I’m probably managing you out.” Leadership is about direction and inspiration, not control.

  • Curiosity keeps the work fresh. We talk about how early career environments often crush curiosity—but the best sellers never stop asking questions or challenging assumptions.

  • Break the routine. Britt runs cold call power hours with her team sitting on the floor, snacks in hand. It shifts the vibe, lowers pressure, and opens people up.

  • Comfort breeds confidence. Whether it’s taking my shoes off before a keynote or visualizing a client’s challenge like it’s my own—getting grounded helps me show up as my best self.

  • Question the sacred cows. From SKOs to quotas, we ask: do we do this because it works—or because it’s just always been done?

💭 One idea to try this week:

Take something routine—your next 1:1, your team huddle, your practice session—and flip it. Sit on the floor. Skip the slides. Shake it up. See what changes.

🎧 Listen in if you’re into:

  • Leading with heart, not control

  • Sales teams that actually care

  • Edtech sales and mission-driven work

  • Ditching the mask and doing work that matters

👋 You can find Britt on LinkedIn here—and if you’re thinking about working with her, get to know her in person before listening. Trust me—it’ll hit different.

Thanks for listening—and remember: get comfortable-er.

—Lee