Sales Leadership Podcast

Haley Katsman is Vice President of Account Development, Enablement, and Growth and HighSpot. Her job is to more than just drive sales. She is building a growth organization. Her team fuels the Sales Pipeline of HighSpot as well as the People Pipeline. In this week's episode, Haley discusses the how she's developed a growth organization. She's traded "force-feeding" management strategies and instead has developed a team built on self-awareness and collaboration. Haley's perspective is unique to our show as she shares her journey of joining HighSpot as the first SDR and now leads the growth engine of one of the fastest growing software companies in North America.

Commercial Banking is a complex B2B sales motion. Like any complex sales team, these bankers have turned to process and technology to create better customer experiences and to create measurable value. One of the complexities comes in the sheer number of products these bankers have to offer their clients. Jake Heugly of Zions Bancorporation leads one of the most successful fee income teams in the United States. They are growing at an industry-beating rate and are averaging 15 products per customer…double the industry average…without having product-related goals. In this insightful episode, Jake shares how his team uses process in a unique way to create experiences their customers aren’t used to having and how this not only creates successful customer relationships, the process creates powerful coaching opportunities that inspire and engage the members of his teams.

The Sales Development role is an important one…but a challenging one. So challenging, the turnover rate is consistently between 35-40% annually. Just not at Workfront. Justin Hiatt is VP of Sales Development at Workfront. He’s built a team that not only is crushing their quotas, they’ve built a culture that has resulted in 90% retention rates. In this episode, Justin shares the non-negotiables that has led to a high-performing team that is growing fast, how he’s been able to create clear career paths for every rep on his team, why coaching is a leaders’ primary role…and why a rep should quit if they aren’t getting meaningful coaching from their leaders.

Scott Leese, SVP of Sales at Qualia, is an anti-establishment sales leader who finds ways to maximize his time and impact with each member of the sales team. In this episode, Scott explains how he views his team differently and how he ensures that each rep is set up for success. He believes in doing what you are passionate about and what you are best at. Connecting with each rep and helping them in their personal journey along with getting the right operational help and building a reliable network is his formula for success. Scott is a best-selling author and producer of the first non-conference sales conference ever conducted from a surfboard (www.surfandsales.com). Scott shares the first two things he does with every company he works with....and why it is a difference maker in this week's episode.

John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth leaders do that elevates their results above other leaders. Look for the “John Barrows Top 10 things High Growth Sales Leaders Do Different” in the So-What portion of this extended interview.

Kevin Dorsey from ServiceTitan shares insights on building a culture of coaching and development for high growth, emphasizing foundational behaviors and talent retention. He discusses the importance of clear communication, customer knowledge, and effective feedback sessions for sales team alignment. Kevin underlines the significance of structured coaching and training for sales leadership development, highlighting the power of practice, repetition, and feedback. He advocates for a culture of intentional growth and collaboration in sales leadership.

Tonni Bennett is VP of Sales for Terminus and joined the company as employee #9. A brand-new company with a brand-new way of creating value in a brand-new market was not going to achieve high-growth with conventional thinking. Tonni shares her approach to building a sales team that not only surpassed their growth goals, they helped fuel the ABM movement. This episode highlights how to encourage big thinking and the how immersing the team in the entire process of building a sales org led to complete commitment from her team. Her impact can be seen in more than just the numbers. She has a team of evangelists that are finding new believers in the Terminus story around the world. Sometimes too much experience can put professional blinders on a sales leader. Learn how Tonni built a system that matched their mission in this insightful episode.

Robert Cornell is VP of Sales for Steelhouse. There’s a reason Steelhouse is the fastest-growing company in advertising today. His approach to leading his team is centered in his commitment to removing “Sink” from “Sink or Swim.” He does it by exhausting all efforts to helping each rep succeed. In this episode Robert shares how this impacts how they onboard, coach, use metrics, and work as a team. The impact is a team with authentic passion and the result is beating aggressive goals by 50% or more every month. You’ll love Robert’s approach for building authentic enthusiasm across the enterprise.

Ralph Barsi is the Global Sales Development Leader for ServiceNow. He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World. In the nearly 3 years Ralph has led the global SDR team ServiceNow has seen 380% growth. He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion. He shares how he creates the next generation of “Jedi-level salespeople.” He has 2 missions: Develop pipeline and Develop people. In this episode Ralph shares a 5-step approach to creating Jedis that includes lighting the Bat Signal and finding the Boysenberries. Don’t miss this one.

Mark Smith is VP of Sales for Womply. Womply has not only entered high-growth mode….they’ve been there for awhile now. His secret to ongoing growth? It isn’t a sales methodology, technology, or process…though they certainly use all of those things well. The fuel that has helped Mark’s team succeed has been developing trust. Mark shares why trust is the currency of every relationship and how they’ve built a team where trust helps them execute, adapt, and smash all of their sales goals. Mark believes the biggest challenge each leader has is to get every team member to believe in themselves. And here’s an interesting twist: If you have to ask for their trust, you’re doing it wrong. Mark lays down a blueprint on how to create a team fueled by mutual trust. The results speak for themselves.