Episode Library

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...

Ryan Milligan from QuotaPath and I take a deep dive into how automating and optimizing sales compensation can drive the behaviors that are most beneficial for businesses. Key Points We Discussed: The Impact of Compensation on Sales Behavior: Ryan emphasized that your compensation plans need to motivate you directly. Often, compensation structures are too complex and fail to guide you on which deals to prioritize, leading to inefficiency and a lack of motivation. An effective compensation plan sh...

Alan Versteeg, a seasoned sales management expert, takes a deep dive into effective sales practices and the critical role of sales management in nurturing successful sales teams. Key Discussions: Sales as a Profession: Alan views sales as a professional career, prompted by a pivotal conversation on the dedication required in the field, similar to law or medicine. Sales Management as a Catalyst: Focusing on how excellent sales management is essential for sustainable sales performance, Alan highli...

Join host Lee Levitt and Daniel Levine, an expert in sales management and leadership, to discuss building transformative sales cultures. This episode dives into the essentials of creating a strong sales culture that empowers teams and drives performance. Key Takeaways: Sales Culture Importance: Daniel emphasizes that sales culture is foundational to a team’s success, describing it as the backbone that supports team members to perform optimally even in the leader's absence. Building Sales Culture...

Karen Clark Salinas, a good friend, fellow coach and Colgate graduate joins me to unpack how our mindsets can really make or break our professional and personal lives. Discussion Highlights: Meet Karen: Karen introduces herself as a work-life coach specializing in helping mid-career leaders manage their time and energy effectively, balancing career success with personal life. The Power of Inner Voices: We discuss how subconscious 'programming' and internal dialogues, or 'emotional saboteurs and ...

Special guest Bethany Ibarra, a seasoned sales leader from notable technology companies including Motorola, Google, and Lenovo, shares experiences and recommendations for our fellow chief revenue officers. Key Takeaways: Sustainable Growth Strategies: Bethany shares her experience launching a new market in Colombia, emphasizing the importance of sustainable practices in business growth. She highlights the risks of non-sustainable growth as seen in her project, where success was initially achieve...

Mike Pinkel, founder of PSI Selling and I take a deep dive into the strategic activities of successful selling. Discovery should focus on solving problems and helping people, which contrasts with the adversarial nature often seen in sales qualification. As Mike says, "Sell with themes, not techniques!" The Value of Discovery in Sales : Mike emphasizes the importance of continuous discovery throughout the sales process, not just at the beginning. Discovery should focus on solving problems and hel...

Bob Meindl, a seasoned field marketing expert and Lee explore how field sales and marketing can synergize to put the customer first and drive meaningful engagement. Key takeaways from this episode: Value-Driven Content Marketing : Bob emphasizes the importance of content marketing that truly addresses customer needs at various stages of their buying journey, particularly when they are not ready to make a purchase. Effective content marketing should educate and guide potential customers, paving t...