Thoughts on Selling YouTube Video Library
Jan. 13, 2026
Escape the Sales Treadmill
I recently sat down with Pete Smith, a sales veteran and the founder of SpotLogic, to talk about a problem we are all feeling: The Treadmill.
Sales organizations are cranking up the speed, flooding reps with tools that demand data entry rather than providing data insight. Pete shares his journey f…
Jan. 12, 2026
Why New Leaders Fail
In this episode of Thoughts on Selling, I sit down with Ben Perreau, a recovering music journalist turned entrepreneur and leadership expert. Ben joins me from Los Angeles to discuss a problem that plagues almost every growing company: the "Accidental Manager."
We explore Ben’s fascinating journey…
Jan. 12, 2026
The Reticular Activator
For this episode of Thoughts on Selling, I sit down with my good friend and fellow sales enablement veteran, Tom Kiernan. Tom is a runner, a dad, and a practitioner who cut his teeth at powerhouses like American Power Conversion (APC) and Schneider Electric.
We dive deep into the real difference b…
Dec. 23, 2025
Mastering Human AI Collaboration
Stop scaling with headcount. Start scaling with intelligence.
I recently had a mind-bending conversation with Amos Bar-Joseph on the latest episode of Thoughts on Selling.
Amos calls himself an "anti-capitalist capitalist." After building and exiting two startups using the traditional "growth at …
Dec. 23, 2025
Mastering Human AI collaboration
Stop scaling with headcount. Start scaling with intelligence.
I recently had a mind-bending conversation with Amos Bar-Joseph on the latest episode of Thoughts on Selling.
Amos calls himself an "anti-capitalist capitalist." After building and exiting two startups using the traditional "growth at …
Dec. 23, 2025
Automation vs Augmentation
Stop scaling with headcount. Start scaling with intelligence.
I recently had a mind-bending conversation with Amos Bar-Joseph on the latest episode of Thoughts on Selling.
Amos calls himself an "anti-capitalist capitalist." After building and exiting two startups using the traditional "growth at …
Dec. 23, 2025
ce rather than Headcount, with Amos Bar-Jospeh
In this episode of Thoughts on Selling, I sit down with Amos Bar-Jospeh, a third-time entrepreneur connecting from Tel Aviv. Amos describes himself as an "anti-capitalist capitalist" -- someone who has rejected the old "growth at all costs" unicorn playbook in favor of a new model: the Autonomous B…
Dec. 16, 2025
Beyond the Chatbot: How Agentic AI is Revolutionizing Sales with Garth Fasano
For this episode of Thoughts on Selling, Garth Fasano joins me to discuss the massive shift happening in inside sales.
Garth Fasano is an ETA (Entrepreneurship Through Acquisition) entrepreneur and leader of a high-growth startup focused on autonomous sales.
From sailing mishaps in Long Island So…
Dec. 16, 2025
Beyond the Chatbot: How Agentic AI is Revolutionizing Sales with Garth Fasano
For this episode of Thoughts on Selling, Garth Fasano joins me to discuss the massive shift happening in inside sales. Garth Fasano is an ETA (Entrepreneurship Through Acquisition) entrepreneur and leader of a high-growth startup focused on autonomous sales.
We move past the buzzwords to explore "…
Dec. 9, 2025
The Future of Sales is Looking Bright: Meet NISC Finalist and Super Star Nina Iannuzzi!
What do selling gum in the 5th grade and playing defense in hockey have in common with enterprise sales? According to Nina Iannuzzi, everything.
In this episode, I sit down with Nina, a sophomore at the Isenberg School of Management (UMass Amherst) and a top-5 finalist at the recent National Inter…
Dec. 9, 2025
Sales and Enablement Summit 2025 - Building the Foundation for Sales Success for a Fabulous 2026
It is December 2025. We are standing at the edge of the track. If you look at your key accounts from the outside, they look like high-performance race cars—sleek, fast, and powerful.
If you climb over the pit wall and look under the hood, the reality is different. Smoke. Noise. The wheels are comi…
Dec. 5, 2025
The Invisible Manager: Scaling GTM & Knowing When to Stop Selling, with Sean Gannon
I sit down with Sean Gannon, founder of GTMPPL (GTM People), to answer the "unanswerable" question: Who is Sean Gannon?. We dive into a refreshing take on sales leadership—why the best managers strive to make themselves obsolete—and explore the often friction-filled relationship between sales and m…
Dec. 5, 2025
The Invisible Manager: Scaling GTM & Knowing When to Stop Selling, with Sean Gannon
I sit down with Sean Gannon, founder of GTMPPL (GTM People), to answer the "unanswerable" question: Who is Sean Gannon?
We dive into a refreshing take on sales leadership—why the best managers strive to make themselves obsolete—and explore the often friction-filled relationship between sales and …
Dec. 5, 2025
Gerhard Gschwandtner asks Who Are You? The most important question in sales!
Gerhard Gschwandtner is the founder of Selling Power Magazine and an enduring voice in the world of sales leadership, mindset, and authenticity.
Gerhard’s story is extraordinary — from growing up in Austria and stumbling into his first sales role (inventing sales enablement decades before it had a…
Dec. 5, 2025
Gerhard Gschwandtner asks Who Are You? The most important question in sales!
Gerhard Gschwandtner is the founder of Selling Power Magazine and an enduring voice in the world of sales leadership, mindset, and authenticity.
Gerhard’s story is extraordinary — from growing up in Austria and stumbling into his first sales role (inventing sales enablement decades before it had a…
Dec. 5, 2025
Ted McKenna, co-author of The Jolt Effect discusses the evolving dynamics of B2B sales
Highlights from our discussion with Ted McKenna — researcher, author, and co-creator of some of the most influential sales frameworks of the past two decades. Ted has been behind The Challenger Sale, The JOLT Effect, and most recently, The Activator Advantage.
We dive into the evolving dynamics o…
Dec. 5, 2025
Ted McKenna, co-author of The Jolt Effect discusses the evolving dynamics of B2B sales
Highlights from our discussion with Ted McKenna — researcher, author, and co-creator of some of the most influential sales frameworks of the past two decades. Ted has been behind The Challenger Sale, The JOLT Effect, and most recently, The Activator Advantage.
We dive into the evolving dynamics o…
Dec. 5, 2025
Ted McKenna, co-author of The Jolt Effect discusses the evolving dynamics of B2B sales
Highlights from our discussion with Ted McKenna — researcher, author, and co-creator of some of the most influential sales frameworks of the past two decades. Ted has been behind The Challenger Sale, The JOLT Effect, and most recently, The Activator Advantage.
We dive into the evolving dynamics o…
Nov. 20, 2025
Acelera Group Introduction
Leveraging our extensive background in sales leadership, enablement, facilitation and coaching, we help both sales teams and individuals to be more effective sellers.
We work with clients to improve their mindset, their sales preparation, account and call planning. Clients create high value conver…
Nov. 20, 2025
Introduction to the Acelera Group Sales Coaching and Consulting Practice
An introduction to the Acelera Group Sales Coaching and Consulting Practice
Nov. 19, 2025
Build the Engine Before You Step on the Gas: A Conversation with Torquil Thomson
In this episode of the Thoughts on Selling podcast, Torquil Thomson, joining me from Barcelona, explore something most revenue leaders know but rarely address head-on: your go-to-market engine is only as good as the data, systems, and human judgment beneath it.
Torquil brings 20+ years of experien…
Nov. 4, 2025
Who Are You? The Most Important Question in Selling!
Curiosity, Character, and the Bigger Why — A Conversation with Gerhard Gschwandtner
In this episode of Thoughts on Selling, I sit down with my friend and long-time sales industry pioneer Gerhard Gschwandtner — founder of Selling Power Magazine and an enduring voice in the world of sales leadership…
Oct. 28, 2025
Show Up and Say Yes — Leadership, Legacy, and Living Authentically
In this episode of Thoughts on Selling, I sit down with Lauren Bailey, one of the most dynamic voices in modern sales leadership. She’s the founder of Factor 8 (award-winning inside sales training), #GirlsClub (empowering women in revenue roles), and Legacy VIP (a community for seasoned executives …
Oct. 22, 2025
Listen, Don't Think — Improv Rules for Effective Selling
In this episode of Thoughts on Selling, I sit down with Kevin Hubschmann, a former enterprise software rep turned comedian and founder of Laugh.Events — a company literally delivering “Laughter as a Service.”
We dig into the parallels between improv, comedy, and enterprise sales, exploring how hum…