Sales Leadership Episodes
The best sales leaders don't just manage pipelines and inspect forecasts. They build teams that sell with purpose, coach with curiosity, and stay focused on helping customers achieve their strategic objectives — not just pushing product. These episodes are for CROs, VPs of sales, founders, and frontline managers who want to rethink how they hire, enable, and align their revenue teams. From sales enablement charters to the mindset that separates value selling from feature dumping, this is where we get into what it really takes to lead a sales organization that wins.
95
March 24, 2026
The Action Trap: Why More Activity Won't Save Your Quarter
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 buyers stop and pay attention, and why 12 executives in the same room will give you 12 different answers to "What are our top three objectives?"
This one's for anyone tired of inspecting pipeline and ready to start coaching belief.
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 buyers stop and pay attention, and why 12 executives in the same room will give you 12 different answers to "What are our top three objectives?"
This one's for anyone tired of inspecting pipeline and ready to start coaching belief.
Guest: Joe Terry
90
Feb. 17, 2026
The Future of Sales: Trust, AI, and Relationship Capital with Drew Sechrist
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, the loss of in-person mentorship and hallway conversations has made the profession harder for newcomers to master.
The conversation pivots to the future of selling in an AI-dominated world, where Drew asserts that "trust capital" is the only durable moat for sellers. As AI automates routine tasks, the human ability to build deep, high-stakes relationships becomes more valuable than ever. Drew explains how his company, Connect the Dots, is helping sellers leverage their "relationship capital" …
The conversation pivots to the future of selling in an AI-dominated world, where Drew asserts that "trust capital" is the only durable moat for sellers. As AI automates routine tasks, the human ability to build deep, high-stakes relationships becomes more valuable than ever. Drew explains how his company, Connect the Dots, is helping sellers leverage their "relationship capital" …
Guest: Drew Sechrist
89
Feb. 10, 2026
Alex Raymond on Why Your Existing Customers Are Your Biggest Growth Engine
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 revenue, and stop treating post-sales like the JV team.
Guest: Alex Raymond