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The Art and Science of Building Sales Teams    In this episode of Sales Lead Dog, Christopher Smith sits down with David Z. Jackson, Chief Revenue Officer at Genergy, to dig into how to build sales organizations that scale by balancing the science of a repeatable process with the art of the individual seller.    David has spent more than 20 years transforming struggling sales organizations, including growing one company from 2.5 million to over 21 million while expanding into 27 markets. He shares the core principles behind that track record, from time and territory management to disciplined goal setting.    If you are a sales leader or rep looking for a practical blueprint for structure, pipeline visibility, and getting real value out of your CRM, this conversation is worth your time.    What You'll Learn:  Why time and territory management is the foundation of sales success  How to take the best advice from others and still make it your own  Why personal and professional goal setting drives real achievement  Why sales reps thrive inside structure instead of in spite of it  The simple math behind a repeatable, sustainable sales process  Why a CRM can't fix a broken process, only support a good one  How to make your CRM the single source of truth without overloading reps    About David Z. Jackson  David Z. Jackson is an enterprise sales leader and the Chief Revenue Officer at Genergy, with more than 20 years spent at the sharp end of the spear, responsible for revenue and expected to deliver growth. He specializes in multi-site, contract services businesses, repeatedly stepping into environments with no structure, no pipeline visibility, and no consistency, and building revenue engines from the ground up that can actually scale.    He has sold into commercial real estate, industrial, healthcare, education, and institutional environments, working with property managers, operators, and senior decision-makers across large, multi-location portfolios. He grew one company from 2.5 million to over 21 million while expanding from a single market into 27 across the U.S. He stays close to the revenue, believes in leading from inside the work, and thrives on empowering his team and his clients to make decisions that move things forward.    Connect with David Z. Jackson  LinkedIn: https://www.linkedin.com/in/davidzjackson/  Genergy on LinkedIn: https://www.linkedin.com/company/genergy/    About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.    Unless you are the lead dog, the view never changes.    Connect and Learn More  All episodes and show notes: https://empellor.com/salesleaddog/    If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is one part of your sales process that structure completely changed for you?    #SalesLeadership #EnterpriseSales #CRM #SalesProcess #B2BSales #SalesTransformation #Leadership #SalesLeadDog

Trust Is the New Competitive Advantage in Sales    In this special episode of Sales Lead Dog, Christopher Smith sits down with Mark Slotnik and William Yeack to dig into how trust is changing in a remote, AI-driven world, and what it takes to build it, keep it, and rebuild it when it breaks.  They get into why in-person still wins, how a referral lets you inherit someone else's credibility, and the counterintuitive power of telling a prospect you are not the right fit.  If you are a sales leader or founder trying to stand out in a sea of automated outreach, this is a practical look at why trust has become the strongest moat you can build.    What You'll Learn:  The trust formula and what each part looks like in a remote world  Why trust has shifted from a nice-to-have to table stakes  How individual trust and organizational trust feed each other  Why a referral lets you inherit the trust someone else already built  Why turning down the wrong client builds more trust than closing them  How to rebuild trust in the exact area where you lost it  Why trust is the moat that keeps competitors away from your customers.    About Mark Slotnik    Mark Slotnik is the Managing Partner at McMahon Ransford, where his work spans go-to-market, growth strategy, and the operating models that support it. He is a B2B operator and strategist focused on measurable outcomes across the full revenue and client lifecycle, pairing strategic planning with hands-on execution.    About William Yeack    William Yeack is the Founder and CEO of YGI Solutions, a compliance and cybersecurity consulting firm that helps organizations build security programs aligned to demanding frameworks like CMMC, FedRAMP, and CJIS. He brings more than 15 years of experience across healthcare and financial services, and earlier founded a payments platform and a New York hedge fund. He holds degrees from the University of St Andrews and the London School of Economics.    Connect with the Guests  Mark Slotnik on LinkedIn: https://www.linkedin.com/in/markslotnik/   William Yeack on LinkedIn: https://www.linkedin.com/in/wyeack/     About Sales Lead Dog    Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.     Connect and Learn More    All episodes and show notes: https://empellor.com/salesleaddog/  If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is one thing that instantly builds or breaks your trust in a new vendor?  #SalesLeadership #Trust #RemoteSelling #AIinSales #B2BSales #SalesProcess #Leadership #SalesLeadDog

The Future of Selling Is Still Human    In this episode of Sales Lead Dog, Christopher Smith sits down with Joseph Little, Vice President of Sales and Marketing at CarboFix, to dig into what it takes to lead a sales team, simplify the work, and keep the human element alive as AI reshapes selling.   Joey gets into why most CRMs collapse under their own complexity, how to motivate a team of independent reps, and where AI genuinely helps a seller versus where it falls short.   If you are a sales leader, rep, or founder looking for practical takes on building trust, simplifying your process, and using technology without losing the human touch, this conversation is worth your time.    What You'll Learn:   Study both good and bad leaders and take notes on what to copy and what to avoid  The best resume is not always the best hire, so look for tenacity  Every person has a motivation matrix, and you have to learn it before you can lead them  Lead through collaboration, not from far away or with an iron fist  Slow down and ask questions instead of dumping everything you know  Strip out complexity to win back the most expensive resource you have, time  AI can prep and summarize, but it cannot read the room for you     About Joseph Little  Joseph "Joey" Little is the Vice President of U.S. Sales and Marketing for CarboFix Orthopedics, a company building carbon fiber surgical implants that are changing how surgeons treat trauma and oncology patients. He began his orthopedic career as a territory representative before moving into medical-device distribution, then returned to the corporate side with CarboFix and advanced through multiple leadership roles to his current position. His hands-on approach is shaped by years in the operating room, distribution, and orthopedic sales leadership, along with a passion for building strong teams and turning innovative technology into meaningful growth.     Connect with Joseph Little  LinkedIn: https://www.linkedin.com/in/josephlittle1/  Learn More About CarboFix: https://www.carbo-fix.com/     About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.     Connect and Learn More  All episodes and show notes: https://empellor.com/salesleaddog/  If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is one question that always changes how a sales call goes for you?     #SalesLeadership #MedicalDeviceSales #CRM #AIinSales #B2BSales #SalesProcess #Leadership #SalesLeadDog

Set a Goal Worth Failing At  In this episode of Sales Lead Dog, Christopher Smith sits down with David A. Miller, Chief Revenue Officer at Novus Global and executive coach to dig into why most people underestimate what they are capable of and how mindset, coaching, and audacious goals unlock elite performance.    We talk about the mindset behind elite performance, why the fear of failure keeps teams playing small, and how the best performers treat coaching and vulnerability as advantages instead of weaknesses.  If you are a sales leader, coach, or founder looking for practical ways to set bigger goals, build a growth culture, and get out of your own way, this conversation is worth your time.   What You'll Learn:   Most people and teams underestimate what they are truly capable of  Set goals so audacious that falling short still moves you further than you imagined  Selling only feels salesy when you do not believe in what you offer  The brain is wired to solve problems, so give it one worth solving  Elite performers treat coaching and feedback as an advantage, not a weakness  Telling on yourself first takes the fear out of failure  A CRM used well becomes the holder of truth for your team     About David A. Miller  David A. Miller is the Chief Revenue Officer at Novus Global, an executive coaching firm that works with Fortune 500 leaders, professional athletes, world-class artists, and nonprofit executives. With over 15 years of coaching experience, he helps clients expand their vision and unlock potential, from saving millions in a single quarter to driving 150 percent sales growth. He is the best-selling author of Improv Leadership: How to Lead Well in Every Moment and a sought-after keynote speaker who lives in Long Beach, California with his wife and three children.     Connect with David A. Miller  LinkedIn: https://www.linkedin.com/in/imdavidmiller/   Learn More About Novus Global: https://novus.global      About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.     Connect and Learn More  All episodes and show notes: https://empellor.com/salesleaddog/  If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is one goal you set that scared you and changed you?     #SalesLeadership #ExecutiveCoaching #Mindset #GrowthCulture #B2BSales #SalesProcess #Leadership #SalesLeadDog

What Makes a Buyer Trust a Seller They Just Met?     In this episode of Sales Lead Dog, Christopher Smith sits down with Jen Sells, Chief Revenue Officer at Moii AI, to talk about human behavior, servant leadership, and selling AI that buyers are still skeptical of.     They also get into something close to home for a lot of sales teams: why the discovery meeting is where deals are really won, and how a clean CRM uncovers the bottlenecks that quietly slow a team down.    If you are a sales leader, revenue leader, or business decision-maker looking for grounded, practical takes on leading a team and selling with integrity, this conversation is worth your time.    What You'll Learn:    - Curiosity about human behavior drives more sales than any script  - The discovery meeting is where the deal is really made  - How to sell AI by educating buyers instead of pressuring them  - Why sending a prospect to a competitor can win you a referral partner  - Leading with vulnerability builds teams that actually trust you  - Data beats guesswork when deciding where to spend your time  - A clean CRM uncovers bottlenecks without burning out the team      About Jen Sells  Jen Sells is the Chief Revenue Officer at Moii AI, a visual AI platform that turns the cameras a business already has into real-time operational intelligence teams can simply ask questions of. With more than a decade in PropTech, she started as a real-estate operator and buyer before moving into revenue leadership. Her approach is grounded in curiosity, servant leadership, and a genuine focus on helping both her customers and her team succeed.    Connect with Jen Sells  LinkedIn: https://www.linkedin.com/in/jen-sells-10a6bab3/    Learn More About Moii AI: https://moii.ai    About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.    Unless you are the lead dog, the view never changes.    Connect and Learn More  All episodes and show notes: https://empellor.com/salesleaddog/    If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is one discovery question that always changes the direction of your deals?    #SalesLeadership #AIinSales #VisualAI #PropTech #B2BSales #SalesProcess #SalesManagement #SalesLeadDog

In this episode of Sales Lead Dog, Christopher Smith sits down with Jeffrey David Harris, CEO and founder of AmbiMi, to talk fearless selling, coaching, and why the resume is finally breaking.  Jeff cold-called his way into his first job and built a career on the idea that sales is really about asking questions and gathering information.  He also shares why hiring is broken, how skills-based matching replaces the resume, and why CRM has to get easier for the people using it.  KEY HIGHLIGHTS  00:00–02:13 Meet Jeffrey Harris and the idea behind AmbiMi 02:14–08:35 The three things that drove Jeff's success in sales 08:36–12:20 The story behind the name AmbiMi 12:21–17:54 Leadership, coaching, and why the best sellers still get coached 17:55–23:09 Discipline and the power of incremental improvement 23:10–26:57 How recruitment technology and AI are changing hiring 26:58–32:11 Handling objections and resistance to change 32:12–35:58 The future of CRM and protecting your data 35:59–38:48 Advice for sales leaders and entrepreneurs ABOUT JEFFREY DAVID HARRIS  Jeffrey Harris is a Vancouver-based entrepreneur and recruitment leader. He founded Impact Recruitment in 2009 and, in 2020, launched AmbiMi, a skills-based job matching platform built to make hiring faster, fairer, and less reliant on resumes.  He has been named to Business in Vancouver's BC500 two years running and was a 2022 EY Entrepreneur Of The Year Pacific finalist. His focus is upward mobility for the masses through leadership and accessible hiring technology.  CONNECT WITH JEFFREY HARRIS  LinkedIn: https://www.linkedin.com/in/jeffdavidharris/   AmbiMi: https://www.ambimi.com/    ABOUT SALES LEAD DOG  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the pack, sharing how they succeed with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.  All episodes and show notes: https://empellor.com/salesleaddog/  #SalesLeadership #ColdCalling #Recruitment #HiringTech #B2BSales #SalesCoaching #CRM #SalesLeadDog

What separates a good salesperson from a great sales leader? According to Nicolas Gramstad, it starts with listening more than you sell.  In this episode of Sales Lead Dog, Christopher Smith sits down with Nicolas Gramstad, VP of Sales at Campspot, to talk about mentorship, humility, and building sales teams that actually perform. Nicolas shares how his path from a small family lumberyard to leading revenue at a high-growth SaaS company shaped a practical, people-first approach to sales leadership.  They also get into a topic close to home for a lot of sales teams: why so many CRMs end up working against the people using them, and how to strip a bloated system back down to what actually moves deals forward.  If you are a sales leader, CRM manager, or business decision-maker looking for grounded, practical takes on leading a team and running a cleaner sales process, this conversation is worth your time.  What You'll Learn:  Listening beats feature-dumping in every sales conversation  Mentorship and humility are what build lasting sales careers  The real shift that happens when a top rep becomes a leader  Hard, honest conversations are the toughest part of leading a team  Lead from the front to keep a sales team motivated  Bloated CRMs are common, and cleaning them up is simpler than it looks  A good CRM becomes the central hub across sales, implementation, and customer success    About Nicolas Gramstad  Nicolas Gramstad is a SaaS sales leader based in Minneapolis with a track record of scaling revenue teams at high-growth software companies. As VP of Sales at Campspot, he leads sales for the largest reservation and property management platform in outdoor hospitality, helping campgrounds, RV parks, and municipal parks adopt technology to run smarter operations. His approach to leadership is grounded in mentorship, humility, and a genuine focus on helping his people succeed.  Connect with Nicolas Gramstad  LinkedIn https://www.linkedin.com/in/nicolas-gramstad/  Learn More About Campspot https://software.campspot.com/book-more/  About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.  Connect and Learn More  All episodes and show notes: https://empellor.com/salesleaddog/  If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. What is the best piece of advice a mentor ever gave you in sales?  #SalesLeadership #SaaSSales #Mentorship #CRM #B2BSales #SalesProcess #SalesManagement #SalesLeadDog

What if trying to look perfect is the exact thing costing you the sale?  In this episode of Sales Lead Dog, Christopher Smith sits down with Todd Caponi, author, keynote speaker, and one of the most respected voices on transparency in sales, to discuss why honesty closes faster than perfection and how modern negotiation should actually work.  Drawing on behavioral science, decision science, and decades of sales history, Todd explains why buyers trust the negative, why we buy when we can predict rather than when we are convinced, and how leading with your flaws can speed up sales cycles and raise win rates.  If you are a founder, sales leader, revenue executive, or seller who wants to build trust faster and negotiate without the games, this conversation is full of ideas you can use right away.  What You'll Learn  Why a perfect five-star pitch actually slows down the sale  Why buyers seek out the negative before they say yes  The behavioral science behind why we buy when we can predict  How leading with what you are not great at builds instant trust  Why your first sale is the most expensive one you will ever make  How the Four Levers of Negotiating replace discounting with collaboration  Why transparency from leadership keeps teams engaged and loyal  How honest pricing kills sticker shock and shortens sales cycles  About Todd Caponi  Todd Caponi is an award-winning sales leader, keynote speaker, and author whose work has reshaped how organizations think about sales, leadership, and negotiation. After leading sales organizations through multiple high-growth exits, including serving as a worldwide Vice President of Sales of the Year, Todd founded Sales Melon, where he helps revenue teams apply behavioral science, decision science, and sales history to build trust, improve buyer confidence, and drive stronger outcomes.  He is the author of the acclaimed books The Transparency Sale, The Transparent Sales Leader, and Four Levers Negotiating, and is the host of The Sales History Podcast. Recognized as one of the industry's leading voices on transparency in selling, Todd works with revenue organizations around the world to transform the way they message, negotiate, lead, and grow.  Connect with Todd Caponi  LinkedIn  https://www.linkedin.com/in/toddcaponi/  Website  https://www.toddcaponi.com  Todd's Books  The Transparency Sale: https://a.co/d/0iBWFEai  The Transparent Sales Leader: https://a.co/d/0hOf1W4K  Four Levers Negotiating: https://a.co/d/0aaRnw4k  The Sales History Podcast  https://saleshistory.buzzsprout.com  About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.  Unless you are the lead dog, the view never changes.  Connect and Learn More  All episodes and show notes:  https://empellorcrm.com/salesleaddog/  If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.  💬 Drop your biggest takeaway in the comments. Where has being more transparent helped you win more trust and more deals?  #SalesLeadership #Transparency #Negotiation #SalesTraining #B2BSales #RevenueGrowth #SalesProcess #TrustInSales #SalesLeadDog

What if the biggest advantage in sales isn't your product, your pricing, or your tech stack... but simply being yourself?    In this episode of Sales Lead Dog, Christopher Smith sits down with Pete Auerbach, Sr. Vice President of National Sales at Ad.net, to discuss why authentic relationships, not transactions, are what actually close deals and build lasting business.    Drawing on nearly a decade leading the national sales team at Ad.net and a career built in digital advertising, Pete shares hard-won lessons on leading as a challenger brand, staying competitive at every stage of your career, balancing the player-coach role, and using AI and CRM to help sales teams work smarter.    If you're a founder, sales leader, revenue executive, or seller looking to build stronger customer relationships and a more resilient sales team, this conversation is packed with practical insight you can put to work today.    What You'll Learn  Why authenticity beats the "sales persona" every time • How to build relationships that turn into multi-year deals • The challenger-brand mindset: doing everything at an A level   • Why the best sellers work harder during a slump, not less   • How to escape "whack-a-mole" and actually execute your plan   • What servant leadership and empathy do for team culture   • Why CRM is a "necessary evil" and how AI is about to redefine it   • How to use AI as an enabler for your team, not a way to cut headcount    About Pete Auerbach  Pete Auerbach is a sales leader and digital advertising strategist with nearly a decade of experience at Ad.net, where he leads the national sales team while continuing to work directly with agencies and brands. He helps marketers uncover new opportunities for growth through innovative search, social, and creator media solutions, with a focus on driving measurable results and building lasting partnerships.    Pete got his start in advertising through internships on Madison Avenue before moving into the agency world and, eventually, sales leadership on the West Coast. A former two-sport college athlete, he brings a competitive, team-first mindset to how he builds and coaches his teams. Based in Los Angeles, Pete lives with his wife and two dogs, is the proud father of two adult children, and is an avid golfer and cyclist who carries a competitive edge into everything he does.    Connect with Pete Auerbach  LinkedIn https://www.linkedin.com/in/peteauerbach/  Learn More About Ad.net https://ad.net/    About Sales Lead Dog  Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.    Unless you are the lead dog, the view never changes.  Connect and Learn More  All episodes and show notes: https://empellorcrm.com/salesleaddog/    If this episode brought you value:  👍 Hit Like and help more sales professionals discover this conversation.  🔔 Subscribe so you never miss a Sales Lead Dog episode.    💬 Drop your biggest takeaway in the comments. What's helped you most in building lasting customer relationships: authenticity, grit, or something else?   #SalesLeadership #Authenticity #SalesStrategy #CRM #ArtificialIntelligence #B2BSales #SalesManagement #DigitalAdvertising #Ad_net #SalesLeadDog

Why do so many founder-led companies hit a growth ceiling... even when they have a great product? In this episode of Sales Lead Dog, Christopher Smith sits down with Adam Rojas, Founder and Managing Partner of Bellmoore Consulting, to discuss how growth-stage businesses can build scalable sales systems, improve revenue operations, and move beyond founder-dependent selling. Adam shares practical lessons from more than 25 years in enterprise sales leadership, explaining why predictable growth comes from building the right sales process, qualifying opportunities early, using CRM strategically, and leveraging AI to help teams work smarter instead of harder. If you're a founder, sales leader, revenue executive, or business owner looking to build a repeatable go-to-market strategy, this episode is packed with practical advice you can apply immediately. What You'll Learn • How to build a predictable revenue operating system • The biggest mistakes businesses make with CRM • Why most companies suffer from a "leaky sales bucket" • The KPIs every growing business should measure • Why sales is still built on human relationships About Adam Rojas Adam Rojas is the Founder and Managing Partner of Bellmoore Consulting, a fractional commercial and revenue leadership firm that helps founder-led technology and tech-enabled services companies build predictable, scalable revenue engines. Adam specializes in helping growth-stage businesses in the $2M to $15M revenue range create the commercial infrastructure needed to scale, including revenue strategy, sales process, pipeline management, leadership coaching, and go-to-market execution. Before founding Bellmoore Consulting, Adam spent more than 25 years leading enterprise sales organizations, beginning his career in telecommunications with BellSouth before moving into leadership roles at AT&T after its acquisition. Throughout his career, he has worked with organizations ranging from small businesses to Fortune 100 companies, helping teams modernize their sales strategies, improve CRM adoption, and build sustainable revenue growth. Today, Adam partners with founders who have outgrown founder-led selling and need experienced commercial leadership without making a premature Chief Revenue Officer hire. His work focuses on transforming inconsistent sales into repeatable systems that support long-term growth. Connect with Adam Rojas LinkedIn https://www.linkedin.com/in/adamrojas/ Bellmoore Consulting https://www.bellmooreconsulting.com/ About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value 👍 Hit Like and help more sales professionals discover this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What's the biggest challenge your business has faced when trying to build a scalable sales process?

What if the biggest reason sales teams lose trust has nothing to do with pricing, competition, or AI? In this episode of Sales Lead Dog, Christopher Smith sits down with Tim Deaver, Vice President of Federal Sales at Skyloom, to explore why the best sales leaders focus on one principle above everything else: deliver on your promises. Drawing from more than two decades of leadership in the U.S. Air Force and executive roles across the aerospace and satellite communications industry, Tim shares practical lessons on leadership, accountability, customer trust, CRM strategy, and building sales teams that consistently perform. If you're leading a sales organization, managing enterprise accounts, or looking to build stronger customer relationships, this conversation offers practical insights you can put to work immediately. What You'll Learn • Why trust is still the most valuable asset in sales • Leadership lessons from 22 years in the U.S. Air Force • The habits of high-performing sales leaders • Why accountability drives better sales performance • How to develop future sales leaders inside your organization • Why consistency beats quick wins in enterprise sales • Practical leadership principles that apply to every sales team About Tim Deaver Tim Deaver is the Vice President of Federal Sales at Skyloom, where he leads federal sales for the company's Free Space Optical Communication solutions. Before joining Skyloom, Tim served as VP of Global Sales and Solutions at Mynaric and previously led U.S. government satellite and space programs at Airbus U.S. Space & Defense and SES Government Solutions. Throughout his career, he has helped deliver major aerospace, satellite communications, and defense programs for organizations including the U.S. Air Force, NASA, FAA, and the U.S. Department of Defense. Prior to entering the private sector, Tim served 22 years in the United States Air Force, holding leadership positions across space operations, acquisition, and policy. He brings decades of experience leading complex organizations, building customer relationships, and developing high-performing teams. Connect with Tim Deaver LinkedIn https://www.linkedin.com/in/tim-deaver-76a6a97/ Learn More About Skyloom https://www.skyloom.co/ About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value: 👍 Hit Like and help more sales professionals discover this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What's the most important leadership lesson you've learned about building trust with customers?

Is AI replacing salespeople? Not according to Damian Wisniewski. In this episode of Sales Lead Dog, Christopher Smith sits down with Damian Wisniewski, Head of Sales at GitKraken, to discuss how AI is transforming sales leadership, CRM strategy, and revenue teams. Damian explains why the biggest opportunity isn't letting AI sell for you. It's using AI to become a smarter sales leader, coach teams more effectively, analyze customer conversations, and make better decisions faster. The conversation also explores the future of CRM, AI agents, Model Context Protocol (MCP), sales hiring, and why successful sales professionals must adapt instead of resisting change. These themes are reflected throughout the conversation transcript. What You'll Learn • Why AI won't replace great salespeople • How AI can coach sales teams at scale • The future of CRM in an AI-first world • Why sales leaders should rethink how they use data • How to build repeatable sales processes with AI About Damian Wisniewski Damian Wisniewski is the Head of Sales at GitKraken, a developer tools company helping software teams manage AI coding tools and enabling engineering leaders to measure the ROI of AI investments. He specializes in building and scaling high-performing sales organizations for startups and established technology companies launching new products. With a strong technical background, Damian combines sales leadership with deep product knowledge to help teams grow efficiently in an AI-driven world. Connect with Damian Wisniewski LinkedIn: https://www.linkedin.com/in/damianwisniewski/ Learn more about GitKraken: https://www.gitkraken.com/ About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value: 👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. How is AI changing the way you lead your sales team? #SalesLeadership #ArtificialIntelligence #AI #Sales #CRM #RevenueLeadership #B2BSales #SalesManagement #GitKraken #SalesLeadDog

Why do some sales professionals consistently earn trust while others struggle to close deals? In this episode of Sales Lead Dog, Christopher Smith sits down with Ryan Goldberg, Head of Sales at National Enrollment Partners, to discuss why trust, curiosity, empathy, and leadership remain the biggest competitive advantages in modern sales. Ryan shares lessons from nearly two decades in the employee benefits industry, including how he grew a wholesale business from $2 million to $35 million in sales, built and sold his own consulting company, and now leads national growth initiatives at National Enrollment Partners. The conversation explores customer relationships, sales leadership, CRM adoption, coaching, AI, and the mindset required to build high-performing sales organizations that create lasting results. What You'll Learn • Why trust is the foundation of every successful sales relationship • How curiosity creates stronger conversations and better outcomes • The leadership habits that build high-performing sales teams • Why coaching matters more than managing • Common reasons CRM initiatives fail • Lessons from building scalable sales organizations About Ryan Goldberg Ryan Goldberg is the Head of Sales at National Enrollment Partners, where he leads U.S. growth and strategy for one of the country's leading managed services companies in the employee benefits industry. With nearly two decades of experience in employee benefits, distribution, and sales leadership, Ryan has built a reputation for driving sustainable growth through strategic partnerships, customer relationships, and people-first leadership. Before joining National Enrollment Partners, he founded Worksite Wheelhouse, an employee engagement consulting firm that achieved four consecutive years of double-digit growth before being acquired by a private equity-backed portfolio and merged into National Enrollment Partners. Earlier in his career, Ryan helped build a wholesale distribution channel that grew from $2 million to $35 million in sales, demonstrating his ability to scale teams, develop markets, and deliver measurable business results. Today, he focuses on helping organizations grow through trust, collaboration, and operational excellence. Connect with Ryan Goldberg LinkedIn: https://www.linkedin.com/in/ryan-g-7161693/  National Enrollment Partners: https://www.nationalenrollmentpartners.com/  About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success through leadership, sales strategy, CRM, and customer relationships. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value: 👍 Hit Like and help more sales professionals discover this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Share your biggest takeaway in the comments. What role has trust played in your sales success?

Customers don't stay loyal to companies. They stay loyal to people they trust. In this episode of Sales Lead Dog, Christopher Smith welcomes Carl Bailey, Chief Marketing Officer at Elan Fuels, and Riley Vidock, Director of Sales at Elan Fuels, for an insightful conversation about leadership, operations, sales, and why lasting customer relationships are built through trust, not transactions. Drawing from decades of experience in transportation, logistics, operations, and sales, Carl and Riley share why understanding operations makes better sales professionals, how servant leadership creates stronger teams, and why honesty consistently outperforms traditional sales tactics. They also discuss mentoring future sales leaders, company culture, AI's impact on the transportation industry, and why customers continue to follow people they believe in. What You'll Learn • Why customers follow trusted people instead of companies • How operational experience creates stronger sales professionals • Why honesty builds long-term customer relationships • The connection between sales, marketing, and operations • How servant leadership transforms company culture • Why mentorship is essential for developing great salespeople   About Carl Bailey Carl Bailey is the Chief Marketing Officer at Elan Fuels, bringing more than 30 years of transportation leadership across operations, sales, engineering, pricing, and contract negotiations. His experience in the liquid bulk industry has helped organizations build long-lasting customer relationships through operational excellence and trusted partnerships. Connect with Carl Bailey LinkedIn: https://www.linkedin.com/in/carl-bailey-58983694/   About Riley Vidock Riley Vidock is the Director of Sales at Elan Fuels, with a strong background in transportation sales, business development, and customer relationships. She is also the author of Before I Disappeared and Captivating Chaos, co-host of the Dare to Diva Podcast, and a passionate advocate for resilience, personal growth, and authentic leadership. Connect with Riley Vidock LinkedIn: https://www.linkedin.com/in/riley-vidock-4492571b0/  Learn More About Elan Fuels Website: https://www.elanfuels.com/  About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/  If this episode brought you value: 👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What's the most important lesson you've learned about building lasting customer relationships?

What separates average sales leaders from the ones people actually want to follow? In this episode of Sales Lead Dog, Christopher Smith sits down with Joy Wilder Lybeer, Chief Revenue Officer at Source Advisors, for a conversation on sales leadership, team building, accountability, trust, and why servant leadership still wins in high-performance sales organizations. Joy shares the leadership lessons that shaped her career, from running retail banking teams to leading revenue organizations, and explains why the best leaders stay close to the work, stay honest with their teams, and never confuse authority with leadership. This episode also dives into CRM adoption, performance culture, identifying future leaders, and why helping people achieve their best is one of the most important jobs a sales leader can take on. What You’ll Learn Why great sales leaders are tough on numbers but generous with people How trust and vulnerability shape high-performing sales teams Why some top performers should never become managers What Joy looks for when building a winning sales culture How to identify future sales leaders inside your team Why women in sales often need encouragement to step into leadership roles What breaks CRM adoption and how leaders can fix it Why servant leadership is still one of the strongest growth advantages in sales About Joy Wilder Lybeer Joy Wilder Lybeer is the Chief Revenue Officer at Source Advisors, a specialty tax advisory firm that helps businesses unlock tax credits and incentives through expert guidance and CPA partnerships. She is an experienced revenue leader with a background across strategy, marketing, banking, and executive sales leadership. Throughout her career, Joy has built high-performing teams, led large revenue organizations, and developed a leadership style centered on accountability, trust, and helping people reach their full potential. Connect with Joy Wilder Lybeer LinkedIn: https://www.linkedin.com/in/joywilderlybeer/ Learn more about Source Advisors: https://sourceadvisors.com/ About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value: 👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What makes a sales leader worth following?