Joe Terry—former CEO of Corporate Visions and co-author of the USA Today bestseller Surrender to Lead—joins me for a conversation about what actually drives results.We dig into the action trap (why hitting every activity metric still misses the number), the results pyramid (experiences → beliefs → actions → results), and the mindset shift that changes everything: showing up to give, not to get.Joe shares the SHIFT framework for getting out of your own way, the four questions that make b…
In this episode of Thoughts on Selling, Lee Levitt sits down with Drew Sechrist, CEO of Connect the Dots and an early Salesforce employee, to discuss the evolution of sales from the "No Software" era to the age of AI. Drew shares insights from his time working alongside Marc Benioff, emphasizing the critical role of "osmosis" in learning sales skills—a benefit he fears is being lost in today's remote-first work environment. He argues that while technology has made many aspects of sales easier, …
Most companies pour their resources into new business while ignoring the account management strategy that actually drives profit. In this episode, Alex Raymond — founder of AMplify and author of The Growth Department — shares why 73% of revenue and nearly all profit come from existing customers, and what a winning account management strategy looks like in practice. His Keep, Grow, No Surprises framework gives sales leaders, CSMs, and CROs a clear path to retain more customers, drive expansion r…