In this episode, Lee Levitt talks with Carole Mahoney, author of Buyer First, about her mission to change the negative perception of sales. They discuss the power of "cognitive behavioral" sales training, why improv is a crucial skill for modern sellers, and how a manager's mindset can statistically predict a team's success or failure.
In this episode of Thoughts on Selling, Lee Levitt sits down with Amos Balongo—a leadership expert who is in the business of "manufacturing leaders" to be exceptional communicators. We dig into the critical gap where strategy fails: when leaders rely on "Positional Authority" ("I told you to do this") rather than "Influential Leadership" that invites collaboration. Amos breaks down his framework for moving teams from simple motivation (an "outside job") to genuine inspiration (an "inside job") …
Episode Summary Are your enterprise sales reps drowning in tools but starving for insight? In this episode of Thoughts on Selling , Lee Levitt sits down with Pete Smith , founder of SpotLogic and veteran sales leader, to disc...
In this episode of Thoughts on Selling, Lee Levitt sits down with veteran enablement leader Tom Kiernan to debate the forbidden "T-Word"—Training. Tom argues that effective enablement isn't a one-time event but a continuous process akin to the "Toyota Way," and challenges the industry's "Practice Deficit" where sales reps, unlike professional athletes, often treat live calls as their practice fields. We dive into the neuroscience of the Reticular Activating System (RAS) to explain how buyers fi…