Most sales opportunities aren’t lost at the end; they’re lost in the very first meeting.

In this episode of Sales Lead Dog, Chris sits down with sales strategist and bestselling author Lee Salz, creator of The First Meeting Differentiator, to unpack why traditional “discovery calls” are broken and what top-performing sales professionals do instead.

Lee explains why salespeople rely too heavily on logic, features, and self-focused questions… while buyers leave meetings feeling like they got no value. The result? Ghosting, stalled deals, poor qualification, and wasted pipeline time.

You’ll learn how to turn your first meeting into a consultative, value-driven conversation that builds emotional engagement, qualifies opportunities early, and creates clear next steps.

If you’re in B2B sales, sales leadership, or building a structured sales process, this episode is a masterclass in modern selling, qualification, and sales psychology.

• Why “discovery meetings” actually hurt your sales

• How to provide meaningful value in the first conversation

• The emotional side of selling (and why logic doesn’t close deals)

• How to qualify opportunities early and stop wasting time

• The difference between an Ideal Client Profile and a Target Client Profile

• How to eliminate ghosting with one simple process change

• Why most sales problems start at the first meeting, not the close

Lee Salz is a sales strategist, consultant, keynote speaker, and bestselling author of The First Meeting Differentiator. He helps sales organizations improve first conversations, onboarding, qualification, and buyer engagement.

🔹 Lee Salz on LinkedIn: https://www.linkedin.com/in/leesalz/ 🌐 Book Website: THE FIRST MEETING DIFFERENTIATOR - Download First Chapter!

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Scaling companies is hard. Exiting them successfully is even harder. Doing it repeatedly takes a different mindset.

In this episode of Sales Lead Dog, host Chris sits down with Jeff Fleischer, a senior operating executive, capital advisor, and entrepreneur with more than 25 years of experience scaling technology and cybersecurity companies through hypergrowth, acquisitions, and strategic exits.

Jeff has held CRO, SVP, and CEO roles across public and private markets, helping build and sell multiple businesses to acquirers, including McAfee, JPMorgan Chase, Raytheon, BlackRock/Pamplona, and Audax. Today, he is the Founder of ProScale Partners and is launching Grainview Capital, advising founders, private equity firms, family offices, and strategic investors during critical inflection points.

This conversation dives deep into growth strategy, leadership alignment, go-to-market execution, capital formation, and what truly breaks companies during scale. Jeff shares real-world lessons from operating inside fast-moving environments where clarity, speed, and execution matter most.

Whether you’re a founder, operator, executive, or investor navigating growth or preparing for an exit, this episode delivers practical insight from someone who has done it repeatedly.

🔍 What You’ll Learn in This Episode:

- How operators scale companies through hypergrowth - Why leadership alignment is critical to execution - What founders misunderstand about scaling and exits - The role of capital strategy in growth and M&A - Lessons from cybersecurity, AI, and infrastructure platforms

🎧 About Sales Lead Dog

Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern go-to-market strategy.

🔗 Connect & Learn More

Guest Links 🔹 Jeff Fleischer on LinkedIn: https://www.linkedin.com/in/jeffreylfleischer/ 🔹 ProScale Partners: https://proscale.ai/

Sales Lead Dog & Resources 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/ CRM Shouldn’t Suck: https://www.crmshouldntsuck.com Empellor CRM: https://www.Empellorcrm.com

👍 Like the video if you found value 📩 Subscribe for weekly founder & operator conversations 💬 Comment below: What stage of growth are you navigating right now?

What starts as a dream of becoming a jazz musician turns into an unexpected journey of building a healthcare technology company impacting millions of lives.

In this episode of Sales Lead Dog, host Chris sits down with Gerry Miller, Founder & CEO of Cloudticity, to explore a career shaped by passion, courage, and the ability to say yes to unexpected opportunities.

Gerry shares how early curiosity for technology, combined with tenacity and bold decision-making, led him from music to cloud computing, healthcare innovation, and AI-driven transformation. The conversation dives deep into leadership, entrepreneurship, culture-building, and how technology is reshaping the future of healthcare.

This episode isn’t just about business it’s about mindset, resilience, mentorship, and creating meaningful impact while building something that lasts.

In this episode, you’ll learn:

- How unexpected career pivots can lead to long-term success - What it really takes to build and scale a healthcare tech company - Why passion and courage matter more than fearlessness - How AI and cloud technology are transforming healthcare - The importance of culture, enablement, and work-life integration

Whether you’re a founder, executive, entrepreneur, or someone navigating change, this conversation offers practical insights and real-world leadership lessons.

🎧 About Sales Lead Dog

Sales Lead Dog is a podcast for founders, executives, and revenue leaders focused on leadership, growth, culture, and modern business strategy. Each episode features real conversations with experienced operators who’ve built and scaled successful companies.

🔗 Connect with Our Guest Gerry Miller on LinkedIn: https://www.linkedin.com/in/gerrymiller Cloudticity: https://www.cloudticity.com

🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes: https://empellorcrm.com/salesleaddog/ CRM Shouldn’t Suck: https://www.crmshouldntsuck.com Empellor CRM: https://www.empellorcrm.com

👍 Like this video to support the show 📩 Subscribe for weekly founder & leadership conversations 💬 Comment below: What part of Gerry’s journey stood out to you?

Sarah Rahall-Lunsford, the visionary behind Centered Strategies Consulting, joins us to share her unexpected leap from marketing to sales and business development. Her journey began with a simple piece of advice that transformed her approach, leading her to success in helping companies translate their expertise into effective sales strategies, particularly in professional services. Sarah's insights into understanding client needs and matching them with the right solutions frame sales as a service, emphasizing continuous improvement and the power of clear communication to truly stand out.

Our conversation with Sarah explores the fundamentals of effective marketing strategies that enable businesses to differentiate themselves in a saturated market. By honing in on what clients truly want and employing storytelling to highlight the unique benefits of their offerings, businesses can create a memorable impression. We focus on the vital role of data analysis for businesses navigating growth, as understanding trends and improving hit rates can significantly enhance competitiveness and better manage constraints.

Lastly, we dive into optimizing CRM systems and the transformative role of AI. Sarah articulates the challenges businesses face with data management and CRM implementation, advocating for streamlined processes that make data actionable. We discuss the integration of AI tools like Google Gemini and Copilot for Sales, which act as virtual assistants to improve productivity and engagement. Sarah shares her experiences using AI for efficient note-taking and data analysis, offering valuable insights for those looking to leverage AI in their business strategies.

Sarah Rahall-Lunsford brings over 20 years of experience driving business growth through pragmatic, consensus-driven strategies in business development and marketing. She has held senior leadership roles, including Director of Sales and Marketing for an international home furnishings brand and SVP of Business Development for a $450M ENR Top 15 transportation firm.

Sarah has led successful capture planning programs with win rates over 50%, generating $1.5B in contracts over the past decade. She managed a 20-person BD coordinator team, developed training programs, and helped build a national M&A strategy—from research and reporting to strategic intent presentations.

She holds a master’s degree in organizational communication from Pepperdine University, where she led the Speech Laboratory, and a bachelor’s in communication with a journalism minor from Butler University, where she also directed the Speaker’s Lab.

Quotes:

On the Role of Marketing: "In a saturated market, standing out means truly connecting with decision-makers and focusing on what clients want to buy, not just what we want to sell."

On Data Management: "Companies often get trapped in a cycle of maintaining the status quo with CRM systems. It's essential to streamline processes and focus on making data actionable."

Integrating AI Tools: "AI tools like Google Gemini and Copilot for Sales are transforming CRM by acting as virtual assistants, improving productivity and engagement."

Navigating Growth Constraints: "Understanding trends and improving hit rates can significantly enhance competitiveness, helping businesses manage growth constraints more effectively."

On CRM Systems: "A CRM should work for the user, not against them. It's about stripping systems down to essential functions to avoid overwhelming users."

Links:

Sarah’s LinkedIn - https://www.linkedin.com/in/sarah-rahall-lunsford-25883216/

Centered Strategies Consulting - https://www.centeredstrategiesconsulting.com Find this episode and all other

Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Get your free copy of CRM Shouldn’t Suck at https://crmshouldntsuck.com

Mark Schaefer returns to our show, bringing with him a wealth of insights from his latest book about the sweeping changes AI is bringing to sales and marketing. As part of a global research initiative with 300 futurists, Mark shares his predictions for AI's impact by 2035, highlighting both the opportunities and challenges businesses face, especially those small to medium-sized. We explore how tech giants are seamlessly weaving AI into their strategies and why it's crucial for smaller enterprises to comprehend and act on AI's transformative power to stay relevant and competitive.

Our conversation takes a closer look at AI's role in reshaping marketing strategies and customer engagement. Traditional metrics are giving way to data-driven insights, marking a shift in how businesses connect with consumers. While AI-generated content is becoming more prevalent, we emphasize the irreplaceable value of authentic, human-centric content. The discussion touches on the enduring importance of human creativity and expression, even as AI attempts to replicate empathy and innovation. Personal preferences, it seems, still hold weight against AI's recommendations, underscoring a unique space for human intuition and creativity.

We also investigate the profound implications AI bears on human relationships and business operations. As AI continues to streamline processes, the human element remains vital in building meaningful connections and trust. Through exploring personal branding, community building, and the essence of vulnerability, we highlight the irreplaceable human touch in a world increasingly intertwined with AI technologies. Mark's insights serve as a reminder that while AI may reshape certain aspects of our interactions, the authentic essence of human experience and empathy remains at the core of genuine relationships and successful business endeavors.

Mark W. Schaefer is a globally recognized author, keynote speaker, futurist, and business consultant who blogs at {grow} — one of the top five marketing blogs in the world. He teaches graduate marketing classes at Rutgers University and has written 12 best-selling books. Mark’s new book Audacious: How Humans Win in an AI Marketing World describes an essential framework for businesses to stand out and be seen in a noisy world.

His many global clients include Pfizer, Cisco, P&G, Dell, Adidas, and the US Air Force. He has been a keynote speaker at prestigious events worldwide, including South by Southwest, Marketing Summit Tokyo, and the Institute for International and European Affairs. Mark has appeared as a guest on various media channels, including CNN, The Wall Street Journal, The New York Times, and CBS News.

Quotes:

"AI is not just about technological advancements; it's about how it rewires our brains and influences consumer behavior."

"In a world dominated by AI-generated content, the irreplaceable value of authentic, human-centric content remains."

"The human element is vital in building meaningful connections and trust, even as AI continues to streamline processes."

"While AI can mimic empathy and creativity, genuine human expression holds enduring value."

Links:

Mark’s LinkedIn - https://www.linkedin.com/in/markwschaefer/

How AI Changes Your Customers - https://businessesgrow.com/how-ai-changes-your-customers/

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Unlock the secrets of business growth with Andy Drummond, the mastermind behind ShireGrowth Partners, as he shares his wealth of experience in nurturing mid-market and low-mid-market industrial companies. Discover how Andy's background as a "solopreneur" and his family's legacy in sales have shaped his approach to overcoming the challenges faced by companies pursuing growth strategies, particularly those under the umbrella of private equity firms. His story is a testament to the power of great leadership, constant learning, and the courage to seize opportunities and risks along the way.

Explore the fascinating world of private equity-backed companies and the catalysts that drive them to challenge conventional norms. Andy reveals the transformative impact of transparency and engagement, emphasizing the necessity for leaders to articulate the rationale behind organizational changes. By fostering trust and involving teams in developing solutions, these companies can create a dynamic environment conducive to innovation and growth. This episode sheds light on the dynamic interplay between external pressures and internal resilience that fuels success in this unique business landscape.

Dive into the complexities surrounding CRM system implementation and the hurdles companies must overcome to unlock their full potential. Andy offers insights into aligning CRM efforts with strategic business goals and the critical role of a robust data foundation. Recognizing the human factor as a barrier to adoption, he highlights the importance of identifying key performance indicators for effective data analysis and decision-making. As the conversation unfolds, listeners are encouraged to explore the vast collection of episodes available on Sales Lead Dog and connect with Andy Drummond for further insights into sales leadership and business growth.

Andy Drummond is the Founder and Principal of ShireGrowth Partners, where he helps small and mid-sized industrial companies unlock sustainable top- and bottom-line growth. With a career spanning leadership roles at SC Johnson, Grainger, James Hardie, and more, Andy brings deep expertise in sales acceleration, commercial strategy, and operational execution.

Known for his analytical, high-energy approach, Andy works with clients through interim leadership, fractional roles, and consulting engagements. His focus areas include pricing optimization, go-to-market strategy, and scaling for growth—always with an eye toward measurable impact and lasting value.

Quotes:

"Great leadership, continuous curiosity, and the courage to seize opportunities and risks are the pillars of success in any business growth strategy."

"Private equity-backed firms are a hotbed for innovation, where challenging the status quo and embracing data-driven strategies create significant business transformations."

"Transparency and engagement are key in driving growth; leaders must communicate the 'what' and 'why' behind changes to build trust and overcome resistance.”

"CRM systems often promise more than they deliver, leaving companies to navigate the complexities of implementation and adoption. It's the human factor that poses the biggest challenge, not the technology itself."

Links:

Andy’s LinkedIn: https://www.linkedin.com/in/andydrummond4/

ShireGrowth Partners: https://shiregrowthpartners.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Kami Thompson, our vibrant Key Account Manager at Vervint, is ready to share her insights on building a career driven by curiosity and resilience. Her journey is a testament to the power of embracing challenges and the importance of nurturing strong partnerships. Together, we explore Vervint’s evolution from OST and how the company is at the forefront of digital transformation. Kami’s story is a beacon for those eager to seize new opportunities and leverage feedback effectively, painting a vivid picture of success in a rapidly transforming tech landscape.

An ultra runner at heart, Kami brings the same endurance and tenacity from her running experiences to her professional life. She has completed ultra-marathons and even supported friends in ultra races, embodying the mindset of pushing past limits and breaking through mental blocks. This ultra runner's mindset seamlessly translates into her sales leadership journey, proving that transitioning into leadership roles without prior experience can be done with grace and efficacy.

Reflecting on her experiences at tech giants like Oracle and Coherent, Kami shares how focusing on client relationships and team collaboration paved her path to leadership success. Hear firsthand accounts of how fostering a shared sense of purpose can transform team dynamics, creating an environment where individuals are inspired to contribute and thrive. This episode is packed with real-world anecdotes, emphasizing the power of listening and understanding diverse perspectives.

We also touch on the mental fortitude required to overcome personal and professional obstacles. Drawing parallels from sports, Kami recounts inspiring tales of conquering mental blocks and how these lessons translate into effective leadership strategies. From scaling metaphorical mountains to discussing the nuanced integration of AI and CRM systems, this episode offers a compelling narrative on navigating the complexities of modern business environments. As we wrap up, a delightful appearance by Bentley, the first ever dog of Sales Lead Dog, reminds us to appreciate the small joys in life. Join us for this heartening conversation and subscribe for more thought-provoking content and charming stories.

With over 20 years in technology and 15+ years in sales and customer leadership, Kami Thompson has built a career at the intersection of business performance and human connection. Currently a Key Account Manager at Vervint, she brings deep experience in operations, delivery, and strategic account management—always grounded in a people-first mindset.

Known for leading with authenticity and care, Kami believes true success comes from aligning purpose, culture, and customer needs. Outside of work, she’s a passionate runner, outdoor enthusiast, and proud human to two golden retrievers. Inspired by her father’s integrity, Kami is driven to help others reach their goals—on the trail and in business.

Quotes:

"I never let what I don't know stop me from achieving my goals. With determination, focus, and drive, I believe I can figure it out."

"Embracing vulnerability has been crucial in my leadership journey. It's okay not to know everything—what matters is the willingness to learn and grow."

"The secret to overcoming mental blocks is persistence. Whether it's running a marathon or leading a team, pushing past those limits leads to extraordinary achievements."

"Success in technology isn't just about the tools; it's about solving business problems and building strong partnerships that last."

Links:

Kami’s LinkedIn - https://www.linkedin.com/in/kami-holtz/

Vervint - https://vervint.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/