Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-wesley

Episode Summary:

In this episode, Ben Reed sits down with Wesley Hoang, founder of Cymate, to break down why operations, not sales, are the real bottleneck in agency growth. Wesley shares how he transitioned from FAANG software engineer to building a multimillion-dollar outbound agency, and why systems, delegation, and team culture are the true drivers of scale.

What you'll learn:

• Why operations are the real bottleneck in agency growth
• How Wesley pivoted from QA automation to lead generation
• The 10-80-10 delegation rule for scaling without losing quality
• Why most agencies fail when they hire too early
• How to build systems before bringing on a GTM engineer
• Why copying viral LinkedIn content doesn't create differentiation
• The hidden risks of co-founders and equity mistakes
• How strong team culture compounds performance
• Why focusing on serving others reduces stress and increases long-term success

Featured Guest:

Wesley Hoang, Founder, Cymate

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:02:00] From FAANG engineer to agency founder

[00:08:07] Why startups didn't value QA automation

[00:16:07] 10-80-10 rule explained for delegation

[00:29:34] The "guru trap" in GTM and LinkedIn content

[00:37:11] Co-founder risks and equity structuring lessons

[00:51:36] viral LinkedIn content doesn't create differentiation

[00:53:08] Building a team-first culture that drives retention

[01:09:00] Final reflections: helping others as a life strategy

Connect with Wesley:

LinkedIn: https://www.linkedin.com/in/heywesley/

Cymate: https://cymate.io/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community:

https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-wesley

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-steve-radford

Episode Summary:

In this episode of the Next Gen Sales Leader Podcast, Ben Reed sits down with Steve Radford, Founder of The Greater Sales Company and author of How to Sell. Together, they explore what truly drives effective sales conversations in a world overly focused on AI, tools, and tech stacks. Steve breaks down his principles-based approach to selling, centered on mindset, trust, win-win outcomes, and subject-matter expertise, and explains why great sales performance comes from understanding why things work, not just following a process. This episode dives deep into negotiation, credibility, discounting, and the human psychology behind high-stakes B2B deals.

What you’ll learn:

- Why sales fundamentals still matter more than AI and tech stacks

- The core idea behind How to Sell and its focus on mindset, knowledge, and skills

- Why win-win thinking is essential for sustainable sales success

- How trust must scale with deal size in complex B2B sales

- Why discounting often destroys credibility and leverage

- How subject-matter expertise builds authority and status with buyers

- The difference between being liked and being trusted in sales

- Why elite sales performance is tied to personal growth and self-awareness

Featured Guest:

Steve Radford – Founder, The Greater Sales Company; Author of How to Sell

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:00:26] Why “How to Sell” focuses on the human side of selling

[00:01:25] Steve’s 20-year journey from field sales to sales education

[00:03:46] Why foundational sales principles apply across B2B and B2C

[00:05:58] Treating every conversation as a sale, even discovery calls

[00:16:08] Win-win as a non-negotiable sales principle

[00:30:30] Trust, gut instinct, and emotional decision-making in enterprise deals

[00:38:49] Why discounting weakens positioning and credibility

[00:54:06] Subject-matter expertise vs. scripts, tactics, and rapport tricks

[01:00:59] Why personal development creates elite salespeople

Connect with Steve:

LinkedIn: https://www.linkedin.com/in/realsteveradford/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-steve-radford

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market.

What You’ll Learn:

- How Josh entered sales through a non-traditional career path

- What enterprise sales actually looks like behind the scenes

- Why most RFPs should be disqualified early

- How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales

- Why AI has saturated outbound channels and reduced effectiveness

- How top sellers gather insight humans, not bots, can uncover

- Why close-lost deals are critical to long-term growth

Episode Highlights:

[00:01:32] From philosophy major to first sales role at Yelp

[00:03:58] Building PandaDoc from $0 in revenue

[00:13:07] Equity vs. cash tradeoffs in venture-backed startups

[00:17:10] Why unqualified RFPs are usually a trap

[00:21:00] Enterprise sales as detective work, not pitching

[00:40:53] How AI has hurt email, phone, and LinkedIn outreach

[01:02:00] Learning more from lost deals than won deals

Featured Guest:

Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDoc

Connect with Josh:

LinkedIn: https://www.linkedin.com/in/ogsalesjosh/

Host:

Ben Reed - Host of the Next Gen Sales Leaders Podcast

Follow Ben on Social: LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh-og-sales