Episode #116 Never Follow A Sales Leader Who Doesn’t Sell (Here’s Why)

Would You Follow A Sales Leader Who Doesn’t Sell? 

In this episode of Bridge the Gap, we sit down with Dan Lake, Head of Global Sales at ARInsights, to unpack what modern sales leadership actually looks like when the boss still picks up the phone. 

With 20+ years in the trenches, Dan lives the mantra: “If you lead sellers, you should sell too.”

🔑 Key Highlights

• How Dan splits time across prospecting demos and enterprise renewals
• Simple rituals that make remote teams feel connected
• Turning “tell” into “ask” so reps learn to think
• Longer cycles, procurement hurdles, and AI review boards
•  Why In-person is still Inbox for Enterprise Sales Cycles Every Time
• Balance family and quota with intentional time and clear tradeoffs

If you are a founder, GTM leader, or operator who wants practical playbooks that drive revenue without chasing shiny objects.

Connect with Dan Lake: https://www.linkedin.com/in/danlake1/

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today.
ZoomInfo is another proud sponsor.

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