Episode Library

Welcome back to Thoughts on Selling . This one’s a little different — and a little deeper. I had the chance to sit down with fellow ultrarunner, entrepreneur, and coach Troy Meadows to talk about something foundational: your why — personally, professionally, and organizationally. Just like an ultramarathon, building something meaningful in sales (or life) demands more than tactics. You need a reason to keep going when it gets hard. And believe me, it will get hard. 🏃‍♂️ Key Takeaways Your “why” ...

Dustin Beaudoin joined the Thoughts on Selling podcast to discuss the intersection of AI and sales strategy, the critical importance of in-depth preparation, and how these elements are shaping the future of sales. Here’s a deeper dive into our conversation: Dustin's Background and Sales Philosophy Dustin Beaudoin, with his extensive background in enterprise SaaS sales, brings a unique perspective to the sales process, particularly through the lens of strategic enterprise sales. His journey throu...

I sat down with my good friend and former Oracle teammate Jane Scott for a deep dive into customer success. Jane and I worked together for years on the key account team supporting Xerox, and she was the glue that held it all together — truly the most important person in the room. We covered a lot in this conversation: from the foundational elements of long-term account management, to the evolving role of customer success in today’s SaaS world. Jane brings a wealth of experience and a refreshingl...

Welcome back to another episode of the "Thoughts on Selling" podcast. In this episode, we delve into the nuanced world of sales negotiations with Ron Hubsher, a seasoned expert in the field. Here’s a detailed breakdown of our conversation and the key insights we uncovered. Introduction to Sales Negotiations :Ron introduces himself as an engineer turned sales professional who applies engineering principles to sales, advocating for a systematic approach to sales akin to a manufacturing process. Th...

In this episode, I sit down with Steven Werley , a sales expert, entrepreneur, and endurance athlete with a background in both marketing and military service. We dive into why pushing yourself to do hard things—whether in sports, business, or sales—builds resilience and long-term success. Steven shares his insights on the role of AI in sales , explaining that AI isn’t here to replace salespeople but to help them perform better . By automating follow-ups, streamlining call reviews, and taking ove...

In this episode of Thoughts on Selling , host Lee Levitt is joined by Todd Busler, founder of Champify. Todd shares his journey from sales engineering to leading revenue organizations and launching a company designed to revolutionize outbound sales efficiency. Lee and Todd dive into the evolving nature of sales, the importance of coaching over managing, and why the best salespeople are often ex-athletes, musicians, or gamers. They also explore how reps can leverage relationships and first-party ...

In this episode, I had an amazing conversation with Estefania ( Fani) Rodriguez Marino, a sales enablement pro joining in from Paris. We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motivation and context are crucial for sales success. One of the biggest takeaways from our conversation i...

In this episode, I had the pleasure of speaking with Jeff Lipsius about his concept of the Inner Game of Selling.Drawing inspiration from his friend Timothy Gallwey, and Tim's renowned work, The Inner Game of Tennis , Jeff explains how understanding and mastering the inner game can dramatically improve sales performance. We explore how shifting focus from selling to buying, embracing the customer as the ultimate teacher, and cultivating self-trust in customers can lead to extraordinary sales out...

In this episode of the "Thoughts on Selling" podcast, hosted by Lee Levitt, we dive into a rich conversation with Judy Sunblade, a seasoned expert in sales enablement. The discussion centers around the evolution of sales enablement into what is now more fittingly called revenue enablement. This shift reflects a broader scope that includes all revenue streams, from direct sales to customer success and channel partner management. Key Messaging: Revenue Enablement: We're talking about moving from t...

James McKay, a remarkable figure in revenue operations, former inside sales leader and I explore the power of RevOps (revenue operations) in supercharging sales effectiveness. Let's unpack some of the invaluable insights from our discussion. 1. Embrace Your Sales Identity: James kicked off by sharing his personal life—highlighting the importance of balancing professional and personal roles. He shifted his career focus from inside sales to revenue operations, influenced by his preferences and str...