Sales Management Episodes

Kris Rudeegraap—co-founder and co-CEO of Sendoso—joins me to talk about what happens when email stops working and you have to find another edge. Kris was a top seller who got 90% response rates in the early 2010s using mail merge. Then email sequencing tools flooded the market and response rates tanked. So he started sending handwritten notes, dog toys, and swag from the marketing closet—and booking more meetings than anyone else.

That curiosity—hearing a dog bark on a call and sending a dog toy—became the foundation of Sendoso, now the largest direct mail and gifting platform in the world. We cover the psychology of reciprocity, why the open rate of a FedEx box is 100%, and why dimensional mail is the channel that never stopped delivering.

The Kansas City ribs story is one you won't forget: a prospect broke a rib skiing, so the Sendoso team sent a rack of BBQ ribs to his office. He shared the story with his whole company, and they got the deal.
Kris's motto—"people buy from pe…

Sales and marketing alignment isn't a nice-to-have — it's the engine that drives predictable revenue. In this episode of the Thoughts on Selling podcast, I talk with Javier Lozano Jr., a fractional CMO and CRO who helps founder-led tech companies build the infrastructure where sales and marketing actually work together. Javier brings a rare perspective: he's lived on both sides of the revenue equation, and he's seen firsthand what happens when these teams are aligned on revenue goals versus when they're tossing leads over the fence and pointing fingers.

We get into some meaty territory — why customer success is really a marketing function (because those customer stories become your best sales enablement), how AI is already transforming the way smart teams analyze sales conversations and sharpen their messaging, and why the feedback loop between sales, marketing, and operations is a closed system that breaks when any piece gets out of sync. Javier shares a metric he calls HIRO pipel…

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.

Episode Summary In this episode of Thoughts on Selling , Lee Levitt sits down with Sean Gannon , founder of GTMPPL (GTM People) , to answer the "unanswerable" question: Who is Sean Gannon? We dive into a refreshing (and controversial) take on Sales Leadership : why the best managers strive to make themselves obsolete . If your team can't function without you, you aren't leading—you're hovering. From the trenches of EdTech to the nuances of Sandler Training , Sean shares candid stories about the ...

In this episode of Thoughts on Selling, Lee Levitt is joined by Stacy Bishop, a veteran of banking and fintech sales, to dismantle the "Sales Persona." We dig into the intersection of Midwest values and Improv comedy, exploring why trying to act like a salesperson is the fastest way to lose a deal. Stacy shares why every objection is actually an "offer," how to apply the "Yes, And..." principle to complex B2B negotiations, and why slowing down your brain is the only way to speed up your sales cycle.

Kevin Onarecker has been in sales and sales management for the past thirty years and brings many lessons learned to the conversation. In this episode Kevin and I talk about the most important attributes for a sales person and how to instill and develop those attributes. Curious about the attributes? Okay...curiosity is the first. Business acumen is the second. Can these be learned? Sure! Do they need to be practiced? Absolutely! ...and they need to be coached. The single most important activity ...