Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer.

Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes.

Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales.

Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients.

His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams.

Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity.

For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.

Quotes:

"Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business."

"Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product."

"If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes."

"The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."

Links:

Website (CEO Sales Strategies): https://ceosalesstrategies.com/

Vibitno: https://vibitno.com/

Facebook: https://www.facebook.com/Dougcbrown123/

LinkedIn: https://www.linkedin.com/in/dougbrown123/

Instagram: https://www.instagram.com/dougcbrown_/

CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies

Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak

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

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Naomi Brezi, a trailblazing leader in sales, brings her pioneering spirit and profound insights to the Sales Lead Dog Podcast. Known for her remarkable ability to transform underperforming territories into global leaders, Naomi's journey is one of ambition, resilience, and the relentless pursuit of excellence. Her story is both inspiring and instructive, especially as she recounts her courageous decision to step back from a high-profile role to achieve work-life balance, ultimately setting a powerful example for her daughter. Listeners will be captivated by her narrative of overcoming industry challenges and emerging as a top salesperson, as she shares the valuable lessons she's learned along the way.

The podcast further explores the nuanced landscape of career expectations versus reality, particularly for women in male-dominated sectors. Naomi offers an eye-opening account of her early career in New York City's finance industry, where she transitioned from a transactional role to a leadership position without formal training. She candidly discusses the obstacles she faced managing more seasoned teams and navigating a culture of prevalent misogyny. Her insightful reflections on these formative experiences reveal how they shaped her leadership style and fueled her passion for empowering women in sales leadership roles.

Naomi also delves into the evolving dynamics of workplace culture and the critical role of transparent leadership in talent development. Her anecdotes underscore the importance of nurturing environments where team members can thrive, and she emphasizes the need for diversity, representation, and mentorship to support women in sales and leadership positions. The conversation touches on the transformative power of CRM systems and AI in modern sales processes, offering a glimpse into the future of the industry. Packed with meaningful insights on leadership, personal growth, and the human side of sales, this episode is a must-listen for anyone aiming to excel in the world of sales.

Naomi Brezi is a confident and innovative executive leader with over 15 years of C-suite experience delivering exponential growth, operational efficiency, and commercial transformation across Learning & Development, Higher Education, EdTech, and B2B sectors. Known as a transformational catalyst, Naomi has led high-impact turnarounds and market expansions, driving multi-million-dollar revenue gains and spearheading go-to-market strategies from the ground up.

A hands-on, people-first leader, Naomi has managed teams of over 120 and holds a track record of unlocking hidden talent to build high-performing, results-driven organizations. Her strategic and operational execution has led to exceptional YoY revenue and operational efficiency. Naomi is equally adept at board engagement and investor communication, often securing buy-in for bold initiatives that generate lasting value.

Her strengths lie in cross-functional alignment, client-centric innovation, and data-driven decision-making, consistently improving sales conversion rates, client retention, and profitability. Naomi is also an active board member, committed to advancing women in leadership and mentoring the next generation of revenue leaders.

Quotes:

"I've always believed in the power of grit and determination. It's about getting back up every time you fall and pushing forward with a positive mindset."

"Navigating a male-dominated industry taught me invaluable lessons in leadership and resilience, which have shaped who I am today."

"It's crucial to foster an environment where everyone on the team feels they can thrive and grow. Transparent leadership plays a key role in talent development."

"The journey to the C-suite as a woman is filled with unique challenges, but it's also a path of immense opportunity and growth."

Links:

Naomi’s LinkedIn: https://www.linkedin.com/in/naomibrezi/

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

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Unlock the secrets of AI integration and elevate your business processes with our enlightening discussion featuring Art Pugach, CTO, and Mairead O'Donovan, project coordinator at Queue Associates. Discover how Microsoft Copilot is revolutionizing the workplace by seamlessly integrating into familiar tools like Word, Outlook, and Teams, streamlining tasks, and enhancing productivity. With a focus on data security, Art and Mairead reveal essential strategies for ensuring clean, secure data is at the heart of successful AI adoption, setting the stage for maximum efficiency and transformative business operations.

Witness the rapid evolution of AI tools as we explore how Copilot has outpaced other personal assistants and challenged traditional technological principles like Moore's Law. Hear first-hand how seeking feedback from AI can provide unbiased, constructive criticism that fosters professional development without the ego clashes. Continuous learning becomes a cornerstone of staying ahead of AI advancements, as our guests share how organizations can adapt to these changes and leverage AI for innovative problem-solving.

Prepare to be inspired by real-world success stories and actionable strategies for maximizing Microsoft Copilot adoption in sales and corporate environments. Art and Mairead offer practical tips on fostering a culture of AI enthusiasm while ensuring robust data governance. The conversation underscores AI's potential to revolutionize customer engagement and highlights the importance of end-user training to harness Copilot's full potential. This episode is a must-listen for sales leaders and business professionals eager to stay informed and adaptable in an AI-driven world.

Art Pugach is the Global Chief Technology Officer at Queue Associates. With over three decades of experience, Art leads the company's technology strategy and innovation initiatives. He plays a pivotal role in driving digital transformation for clients worldwide, ensuring the delivery of cutting-edge solutions that align with business objectives. Mairead is a Project Coordinator at Queue Associates, leveraging her background in Public Relations, Advertising, and Applied Communications. She oversees project procurement management, while ensuring that client needs are met throughout the project lifecycle.​

Together, Art and Mairead host When in Doubt, Reboot, a podcast where they sit down to discuss all things technology. From retro games to AI, this dynamic duo covers it all! Tune in to listen, follow us on socials, and always remember: When In Doubt, Reboot!

Quotes:

"Microsoft Copilot isn't just a tool—it's a transformative partner in productivity, seamlessly integrating into the tools we use daily like Word, Outlook, and Teams." – Art Pugach

"Adopting AI requires more than just technology; it demands a culture of continuous learning and data security to truly revolutionize business processes." – Mairead O'Donovan

"The rapid evolution of AI tools like Copilot challenges traditional principles, moving faster than we've ever seen, even outpacing Moore's Law." – Art Pugach

"Feedback from AI offers unbiased, constructive criticism that can propel professional development without the typical ego clashes." – Mairead O'Donovan

Links:

Art’s LinkedIn - https://www.linkedin.com/in/art-pugach-8144b236/

Mairead’s LinkedIn - https://www.linkedin.com/in/mairead-o-donovan-2024b717b/

Queue Associates - https://queueassoc.com

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

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Jason Rincker, the dynamic Chief Revenue Officer of Stronghold Data, joins us for an insightful conversation about the shifting landscapes of the IT world. From the modest roots of Stronghold Data in Joplin, Missouri, to its significant evolution under New Charter Technologies, Jason shares the compelling story of growth and adaptation. With a keen eye on the future, he discusses the mounting importance of automation, artificial intelligence, and the ever-critical roles of compliance and cybersecurity in shaping business strategies today.

Reflecting on his career journey, Jason reveals how his early days selling newspaper subscriptions laid the groundwork for his problem-solving prowess and eventual rise in leadership. His personal stories provide a vivid picture of the joy in building connections and the instinctive shift from sales to leadership. Navigating the challenges of communication and continuous learning, he underscores the importance of clear dialogue and draws inspiration from influential reads like "The Go-Giver" and "Fans First", which have shaped his approach to adding value and fostering authentic leadership.

In the realm of sales and technology, we explore the intricate relationship with CRM systems and the transformative potential of AI. Jason and I ponder how user-centric designs can revolutionize sales efficiency and eliminate data silos. The conversation rounds out with practical ways to connect with Stronghold Data, encouraging our listeners to tap into the wealth of knowledge shared by Jason. Don't miss out on this opportunity to learn how embracing AI and strategic CRM integrations can redefine the sales landscape, all while staying connected with the vibrant Sales Lead Dog community.

Jason Rincker is the Chief Revenue Officer at Stronghold Data, where he drives innovation in cybersecurity and artificial intelligence to help businesses stay secure and competitive. With nearly three decades of experience and a knack for relationship-building, Jason has helped position Stronghold Data as a recognized industry leader, earning accolades like ChannelFutures MSP 501, MSP of the Year, and inclusion on the CRN MSP 500 list.

A trusted voice in tech, Jason has collaborated with the Department of Homeland Security, the FBI, and other major institutions to share insights on AI, digital transformation, and cybersecurity. Outside of work, he’s a committed community member—coaching baseball, volunteering, and squeezing in time for running or cycling when he can.

Quotes:

"Embracing AI isn't just about technology—it's about future-proofing leadership and redefining business strategies for a dynamic world."

"From selling newspapers to leading with purpose, every step of my journey has been about building connections and solving problems."

"The essence of successful selling lies in understanding and addressing customer needs. It's about being a go-giver, not just a go-getter.”

"Clear communication isn't just a leadership skill—it's the foundation of trust and effectiveness in any team."

Links:

Jason’s LinkedIn - https://www.linkedin.com/in/jason-rincker-2a068956/

Stronghold Data - https://strongholddata.com

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

Tired of your CRM sucking the life out of your team? Visit CRMShouldntSuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Greg Banning, VP of Sales and Channels for North America at Service Express, offers his expertise on navigating the unpredictable economic landscape, providing listeners with valuable insights into third-party maintenance within the data center sector. As an IBM Platinum partner, Service Express is helping businesses extend equipment life and manage costs. Greg shares his unexpected journey into sales, fueled by grit and perseverance, offering an authentic take on career success and the power of self-belief in overcoming personal challenges.

Mentorship and creativity take center stage as Greg reflects on the profound influence of mentors like Barb Johnson and Pete Peterson in shaping his career. Barb's contribution to building his confidence and Pete's wisdom in fostering self-awareness highlight the irreplaceable human elements in personal growth. Greg also sheds light on the role of AI in sales, emphasizing how creativity and human ingenuity remain unmatched by technology, and how these traits drive sales processes forward in an AI-driven world.

Listeners will gain insights into developing leadership through authenticity and balancing technology with human relationships. The discussion covers AI's potential to enhance sales processes and the traits required for identifying future leaders, like empathy and a growth mindset. Greg underscores the importance of storytelling in leadership and the long-lasting impact it can have on careers. The conversation wraps up by celebrating CRM systems as essential tools for driving sales success and supporting both personal and professional growth through understanding and aligning with team members' aspirations.

Greg is a seasoned sales executive with over 20 years of leadership experience across Fortune 500 companies and private equity-backed startups, spanning industries like SaaS, technology, finance, and manufacturing. He currently serves as Vice President of Sales & Channels for North America at Service Express and has held senior roles at Adobe, Capital One, Amazon, SAP Concur, TD SYNNEX, and HNI. Greg began his sales journey cold-calling from the Yellow Pages and has since built a career defined by growth, strategy, and performance. Originally from Oakland, California, he now lives in Tampa, Florida, with his wife Laura, their three children, and their Australian Shepherd, Bailey. Outside of work, he enjoys working out, meditating, MMA, golf, beach days, cooking, and fine wine.

Quotes:

"In the world of sales, grit and perseverance are the cornerstones of success. It's not just about hard work, but also about believing in yourself and being a lifelong learner."

"While AI is a powerful tool in sales, it will never replace the human touch. Creativity and ingenuity are irreplaceable elements that drive the sales process forward."

"Leadership is about authenticity and understanding your team. It's not just about positional authority; it's about having a positive impact on people's careers and lives."

"Storytelling is a powerful tool in leadership. It allows you to connect with your team on a deeper level, helping them to see the bigger picture and motivating them towards success."

Links:

Gregory’s LinkedIn - https://www.linkedin.com/in/gregbanning/

Service Express - https://serviceexpress.com

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

Charlene Thompson, a powerhouse in sales operations, joins us on the Sales Lead Dog podcast to share her unique perspective on transforming sales teams. With over 15 years of experience, Charlene brings a fresh, dynamic approach to how businesses can rethink efficiency and performance. She treats business challenges like a sport, using her creativity and strategic mindset to drive innovative problem-solving. Her approach sheds light on the importance of deeply understanding the interplay of people, processes, and technology to truly elevate sales operations.

Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success.

In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success.

Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She’s worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth.

Quotes:

"I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost."

"The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues."

"Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."

Links:

Charlene’s LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/

The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg

The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured

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

Jeffrey Goldstein, Managing Director of Queue Associates, unveils exciting insights on how Microsoft Dynamics and AI tools like Microsoft Copilot are reshaping ERP systems. He shares his vision for a future where AI advancements redefine CRM and ERP terminologies, and underscores the importance of partnering with innovators like Microsoft. Jeffrey’s journey through the early adoption of cloud technology gives a compelling perspective on maintaining a competitive edge in today's fast-paced industry landscape.

Equip your sales team with powerful methodologies as we explore the essentials of establishing credibility through comprehensive product knowledge. By leveraging the Microsoft suite, we empower our team to offer authentic client recommendations, weighing the benefits of cohesive integrated systems over a best-of-breed approach. The conversation unfolds the value of minimizing operational risks by choosing systems that communicate seamlessly, ultimately offering more value than disparate top-tier solutions.

Leadership shines under the spotlight as we focus on the power of positivity and leading by example. Discover how happiness and joy can motivate teams, and why transparency and decision-making are crucial components of effective leadership. The episode wraps up with an exploration of personal goal setting in sales, showcasing how visualizing aspirations and celebrating team achievements can drive success. Balancing CRM strategies to align with business goals emerges as a theme, illustrating the challenges and freedoms within these systems.

Jeffrey Goldstein is Co-Founder and Global Managing Director of Queue Associates. Jeffrey has and continues to play a pivotal role in driving the growth and success of the company through his strategic insights and leadership. Since originating Queue Associates in July of 1992, Jeffrey has developed a deep understanding of information systems, driven innovation, and ensured client satisfaction.

Jeffrey holds a Bachelor of Business Administration (BBA) in Management Information Systems from PACE University (1980-1984), as well as a Master of Business Administration (MBA) in Management Science from Ioana University (1986-1989). Jeffrey’s talents extend beyond his professional commitments, actively participating in industry associations, events, and sponsorships. He served as a past President of the IAMCP Americas, further dedicating his time towards promoting excellence and collaboration within the technology industry.  Among his proudest achievements with Queue Associates was the company’s recognition as worldwide Microsoft Dynamics SL Partner of the Year. The company’s accolades continue to increase as Queue expands operations across the globe.

Quotes:

"In the evolving world of ERP, AI tools like Microsoft Copilot are not just enhancements; they're game changers that redefine the way businesses operate."

"Success in today's fast-paced industry isn't just about having the right technology; it's about having the right people and partnerships."

"Choosing happiness and leading by example aren't just personal philosophies; they're essential leadership strategies that motivate and inspire teams."

"In sales, establishing credibility starts with comprehensive product knowledge and the ability to offer genuine, informed recommendations."

Links:

Jeffrey’s LinkedIn - https://www.linkedin.com/in/jeffreylgoldstein/

Queue Associates - https://queueassoc.com

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