The Learn-It-All Podcast

What happens when your lifelong career ends overnight? Most people panic. Steve Delsohn got to work. After 16 years at ESPN, multiple journalism awards, and a career-defining body of investigative work, Steve found himself laid off, just one day after winning two prestigious honors. In this episode, Steve opens up about the emotional and professional toll of being let go, how he transitioned into the world of PR without sacrificing his values, and why saying “no” to big opportunities is sometimes the most powerful move you can make. Whether you're facing a layoff, rethinking your next move, or trying to lead with more integrity, this conversation is a masterclass in reinvention, resilience, and doing meaningful work. In this episode, you’ll learn: How Steve went from journalism to building a purpose-driven PR firm The secret to pitching powerful stories that get noticed How to ask better questions (for interviews or leadership) What sports journalism taught him about truth, ethics, and standing firm Why networking is your greatest career asset His best advice for anyone transitioning careers Timestamps: 00:20 – Winning two awards… then getting laid off the next day  03:40 – The identity crisis after leaving ESPN  05:04 – Grieving the loss of a career you loved  07:45 – Ageism, niche jobs, and what really blocked new opportunities  09:39 – The almost-job at a PR firm repping Harvey Weinstein  11:42 – Launching Delsohn Strategies  12:19 – The ethical line Steve refuses to cross in business  14:22 – Why he turned down work with Daniel Snyder  16:01 – Where Steve’s values came from—and why he won’t compromise  18:06 – The biggest transferable skill from journalism to PR  20:55 – How Steve builds trust with high-profile clients  22:43 – The art of asking the right question  24:11 – What interviewers and leaders can learn from Joe Paterno  27:42 – Steve’s first book deal with John Matuszak  28:50 – The wild inside stories of Emmitt Smith and Jerry Jones  31:15 – Co-authoring a book about Sam Kinison  32:34 – How Steve prepared for investigative stories on giants like Penn State and UNC  36:18 – Stories of institutional betrayal and survivor justice  39:18 – Social media, journalism, and the danger of speed over truth  41:07 – Did he ever regret a published story?  42:05 – The Joe Paterno text message Steve caught on camera  47:14 – Advice for having difficult conversations  48:51 – Who Steve will and won’t work with at his PR firm  50:43 – Purpose, values, and building a client roster you’re proud of  51:02 – The underestimated power of networking  54:02 – Is he happier now than at ESPN?  About Steve: During his 30-plus years in journalism and communications, Steve Delsohn has built a national reputation as a network television reporter, nonfiction author, documentary producer, and strategic communications consultant.  Steve worked 16 years as an investigative reporter for ESPN TV’s Outside the Lines, the news magazine show which examines substantial issues in the sports world.  In 2013 he won a Peabody Award for a story on the concussion crisis in the NFL.  In 2009 he earned an EMMY nomination for a story on Joe Paterno’s morally-decaying Penn State football program.  He did other high-profile investigations of improper medical care in high school football; the dangers of 15-seat passenger vans which transport small-college athletes;  the academic fraud scandal at the University of North Carolina; corruption in the youth football helmet industry;  a college football coach who sold meth on the side;  and a female teenage athlete sexually assaulted while competing against boys during a high school water polo game. Steve has written 12 nonfiction books, including The Fire Inside, an oral history of American firefighters which inspired a History Channel documentary (Into the Fire) and was used as source material for the fictional film Ladder 49.   He has also written or co-written books on John Wayne, Bobby Knight, Sam Kinison, Emmitt Smith, Jim Brown, Notre Dame football, the 1985 Chicago Bears, the Los Angeles Dodgers and USC football.  He has co-produced one documentary on college basketball (Guru of Go) for ESPN’s esteemed 30 for 30 series, and the aforementioned documentary on firefighters for History Channel. Steve is a native of Chicago now living just outside Los Angeles.  His passions are reading, fitness, movies, politics...and above all his wife and three children. Resources & Mentions: Steve Delsohn’s PR Firm: https://www.delsohn.com/  Follow Steve on LinkedIn: https://www.linkedin.com/in/delsohnstrategies/  Cruisin’ with the Tooz by Steve Delsohn and John Matuszak: https://a.co/d/iBShV4M Jim Brown: Out of Bounds by Steve Delsohn: https://a.co/d/80SiLlu  Connect with Us: Uplevel yourself and your team with our trainings: www.learnit.com Email us: podcast@learnit.com Follow Damon on LinkedIn: https://www.linkedin.com/in/damonlembi/ Follow Damon on Instagram: https://www.instagram.com/damonlembi/ 

When host Damon Lembi quit drinking, it had nothing to do with hitting rock bottom. Instead, it had everything to do with the future he wanted to create. In this episode, you’ll learn:Why Damon gave up alcohol (without hitting a dramatic low)The moment he realized he wasn’t showing up as the person he wanted to beA 5-step framework for making lasting change in your lifeHow to handle discomfort in social situations after a big changeWhat life felt like two weeks, two months, and nine years after quittingHow letting go of one habit helped Damon become a sharper leader, father, and authorTimestamps:00:00 – Damon’s personal story: why he quit drinking without a rock-bottom moment01:00 – The role alcohol played in his personal, professional, and social life02:00 – The turning point: noticing the impact on his health, energy, and finances03:00 – Reflecting on family: longevity, legacy, and leadership04:00 – Step 1: Get curious—books, conversations, and quiet exploration04:50 – Step 2: Journal—getting fears and hopes onto the page05:30 – Step 3: Tell someone—why accountability changed everything06:00 – Step 4: Commit—picking a date and making it real06:45 – Early challenges: awkward parties, AA meetings, and finding his own path07:50 – Step 5: Lean into discomfort—navigating social pressure and anxiety08:45 – What changed: sleep, clarity, confidence, and sharper decision-making09:30 – Why alcohol used to be a coping mechanism—and how Damon replaced it10:00 – The long-term impact on his career, health, and creativity10:45 – A final challenge for listeners: what’s holding you back?Connect With Us:Uplevel yourself and your team with our trainings: www.learnit.com Email us: podcast@learnit.com Follow Damon on LinkedIn and Instagram 

Business-to-business commerce is broken. Today’s customers find themselves overwhelmed by too many options, too much information, and too many obstacles. The result is often an inability to execute any but the safest of purchase decisions, frequently resulting in no decision at all.  Today’s guest is Brent Adamson, he’s a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. He’s here to argue that the real key to B2B sales success is to focus on boosting customers’ confidence in themselves and their ability to make large-scale, collective decisions on behalf of their company rather than sticking with how traditional sales have worked. In this episode, you will learn: Why sales success hinges on buyer self-confidence, not seller expertise How “frame making” helps reduce decision friction in complex buying groups What to do when content marketing becomes part of the customer’s confusion How emotional calibration can humanize your pitch and build trust faster How to coach customers through their own internal process using a simple audit Timestamps: 00:16 – The surprising origins of The Challenger Sale  01:30 – Why segmentation research gave way to selling insights  02:51 – The seller crushing quota in the middle of a recession  05:07 – How Neil Rackham predicted Challenger’s longevity  06:21 – Pushback: “Relationships still matter!”  08:12 – From product to solution to insight as the competitive edge  10:18 – Why leading with “you’re selling wrong” fails  11:20 – Framing the shift: Selling must evolve because buying has  12:46 – The rise of buyer indecision in a world drowning in content  15:06 – “Smartness arms race” and the downfall of content overload  16:05 – 20-person buying groups that don’t know how to decide  17:38 – Why decision fatigue is killing commerce  20:30 – The real opportunity: Making buyers confident in themselves  21:55 – Coach vs. expert: The power of preserving buyer agency  24:35 – How younger or newer sellers can still bring massive value  25:58 – Use this phrase to add instant credibility as a new seller  26:09 – Playing the role of connector, not expert  29:08 – Personalizing outreach through social proof and curation  30:05 – Adding subtle emotional language to increase engagement  33:41 – The Frame Making model: Establish, Engage, Execute  36:11 – “It turns out that…” audit: Avoiding surprise buyer stalls  38:26 – Build a customer-facing “sequence of events” map  40:15 – Expedient’s frame making mindset: Win by helping customers decide faster  42:26 – “If we’re going to lose, let’s lose early”  44:00 – The most powerful thing a customer can feel after a sales call  45:56 – Teaching empathy through language and emotional calibration  49:45 – Hypothesis-led empathy: How to learn what customers feel  51:18 – The overlooked ROI of solving for what customers feel Resources Mentioned: Buy The Frame Making Sale: https://www.amazon.com/Framemaking-Sale-Boosting-Customer-Confidence/dp/1541705823/ HBR article on the Sense Making for Sales: https://hbr.org/2022/01/sensemaking-for-salesFollow Brent on LinkedIn: https://www.linkedin.com/in/brentadamson/ Watch Brent’s Frame Making Sale YouTube series: https://www.youtube.com/watch?v=9HKcZiOSrso  Connect with Us: Uplevel yourself and your team with our trainings: www.learnit.com Email us: podcast@learnit.com Follow Damon on LinkedIn: https://www.linkedin.com/in/damonlembi/ Follow Damon on Instagram: https://www.instagram.com/damonlembi/ 

“73% of customers say experience is a key factor in their purchasing decisions just behind price and product quality,” according to a report from PwC. Customer experience is no longer just a support function of your business... it’s a leadership strategy. In this episode, we’re joined by Van Battle, a seasoned customer experience leader who has first hand experience on how it can improve a company’s success based on his career working with brands like Jamba Juice, Urban Remedy, and The Sharper Image.  In this episode you will learn: The real difference between customer service and customer experience How to turn your support team into your company’s most strategic asset Why empathy is a leadership skill How “minor league” development programs can retain top talent What most companies get wrong when using AI in customer experience How to empower reps to resolve issues without escalating every time What leaders must do to instill a culture of ownership Timestamps: 00:16 – Leading through stewardship: what it looks like  01:09 – Lessons from the restaurant world: empathy starts on the frontlines  03:26 – The invisible value of busboys and call center reps  05:18 – Why Van sends reps into stores and orders their own products  06:58 – Customer service vs. customer experience  08:46 – Anticipating issues before they happen  10:23 – Turning reps into “insight engines”  12:32 – Avoiding burnout: how to distribute workload fairly  13:40 – Baseball, development, and team balance  14:57 – The “minor league program” for career growth  17:11 – Upskilling with Learnit: real examples that worked  19:03 – Creating a culture of learning and mobility  20:04 – Training teams to own the resolution  22:45 – Building confidence through empowerment  23:39 – When the customer isn’t right—and how to respond  25:22 – Tracking patterns to prevent abuse  26:52 – Balancing trust between customer and employee  29:36 – How to turn customer data into internal action  32:01 – Getting specific: “friendly” means what exactly?  33:18 – How customer expectations have evolved  35:52 – Humanizing digital experiences in a tech-first world  37:49 – What Southwest’s shift says about customer loyalty  39:14 – What AI should never replace  41:04 – Will AI replace frontline workers?  42:47 – Van’s biggest leadership lesson about customer experience  Resources & Mentions: Follow Van on LinkedIn: https://www.linkedin.com/in/vancbattlejr/  Urban Remedy: https://urbanremedy.com/  Jamba Juice: https://www.jamba.com/  Connect With Us: Website: www.learnit.com Email: podcast@learnit.com Follow us on LinkedIn and Instagram for show updates 

We’ve all paid the price of believing in someone who let us down. But what if that “cost” isn’t a failure, but it’s a necessary for greater connection, creativity, and leadership? It's a mindset shift for leaders who want to build stronger teams, healthier relationships, and resilient organizations.  If you’ve ever been burned by someone at work or in life, this one’s for you. In this episode, you’ll learn: What the “Trust Tax” is and why you should choose to pay it The four-part framework to lead with trust (without getting walked on) How trust impacts culture, growth, and emotional energy Simple mindset shifts to reframe betrayal into progress Real-world ways to lead with belief in work, parenting, and friendship Timestamps: 00:00 – Why trust gets broken—and why Damon still believes in it  01:10 – The story of betrayal that inspired the Trust Tax concept  02:40 – “I just paid for my own betrayal” — the personal and professional fallout  03:20 – What is the Trust Tax?  03:56 – Why leading from control doesn’t work  04:30 – Trust builds stronger teams, belonging, and creativity  05:05 – The 4-step Trust Tax Playbook begins  05:10 – Step 1: Trust First – Why Damon chooses to lead with trust by default  05:48 – Step 2: Trust Smart – Awareness without cynicism  06:28 – Step 3: Reframe the Cost – Learning from letdowns without shutting down  07:10 – Step 4: Lead by Identity – Becoming someone who trusts and grows  08:00 – Real-life ways to apply this in parenting, leadership, and friendship  08:50 – Emotional regulation: labeling feelings to reduce their intensity  09:30 – Reframing betrayal as a leadership learning moment  10:15 – Final Challenge: Choose to trust someone this week, even if it’s risky About Damon Lembi:    Damon Lembi is a 2x bestselling author, the host of The Learn-It-All Podcast, and CEO of Learnit – a live learning platform that has upskilled over 2 million people. Drawing from his prior baseball career, Damon brings an athlete’s perspective to leadership. Through his journey, he has gained invaluable insights into what helps organizations grow, how great leaders learn, and why learn-it-all companies outpace their competitors every time.     Connect With Us: Upskill yourself or your team: www.learnit.com Email us: podcast@learnit.com Follow Damon on LinkedIn for more leadership insights 

Sales is not just about closing deals. Leadership and sales are, at their core, both about helping people achieve what they didn’t think was possible. But in order to effectively help people, you need to master the skill of sales. In this episode, we’re joined by Mark Hunter, renowned sales strategist, speaker and author known as The Sales Hunter, to explore the timeless overlap between selling and leading.  In this episode you will learn: Why trust is the foundation of every sale (and how to build it) How discovery calls are being misused (and what to do instead) The connection between value, risk, and decision-making Tips for prospecting in the AI era The three most important assets every sales professional should protect How great leaders show up for their people  Timestamps: 00:16 – Sales and leadership: Eisenhower's D-Day message 01:50 – The real purpose of the discovery call 03:57 – Authenticity over slide decks 04:52 – Will AI replace salespeople? 06:28 – Risk, value, and the importance of trust 07:38 – How trust combats indecision 09:15 – Mapping customer problems upstream and downstream 10:41 – Selling with insight into your customer’s customer 11:33 – Using AI to personalize sales outreach 13:41 – Tips for expanding access to stakeholders 16:10 – Happy talkers vs. true decision makers 18:04 – The role of social media and personal brand equity in sales 19:24 – Why every rep needs a personal brand 21:24 – How to build content discipline in B2B sales 22:24 – Great leadership traits in sales managers 24:44 – Leading with integrity and taking ownership 28:06 – The leadership lesson that shaped Mark’s career 31:56 – Supporting reps during tough quarters 33:00 – Time: your most valuable asset 33:46 – Mark’s 3 most important career assets: time, mind, and network 35:16 – Diversifying your network like an investment portfolio 37:29 – Can virtual onboarding work for sales reps? 39:44 – Simple KPIs: Mark’s “5 conversations” rule 41:10 – Why sales is a lifestyle, not a job 42:47 – The importance of continuous learning 44:25 – Charlie Munger’s mindset on lifelong learning 44:37 – Final takeaway: why you owe it to prospects to reach out Resources & Mentions: The Sales Hunter Website: https://www.thesaleshunter.com/  The Sales Hunter Podcast: https://thesaleshunter.com/podcast/  Sales Logic Podcast: https://www.saleslogicpodcast.com/  Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter  Connect With Us: Uplevel yourself and your team with our trainings: www.learnit.com    Email us: podcast@learnit.com   Follow Damon on LinkedIn and Instagram for more updates! 

Success is an extremely misunderstood word. If you lack the self-awareness of why you do what you do, it won’t matter how much money you are making on paper. This lack of awareness can prevent you from performing at your best, but that’s what we’re here to solve today. Today’s guest is JM Ryerson. He’s a serial entrepreneur, performance coach, author and the founder of Let’s Go Win, a company dedicated to helping high performers live their best lives both personally and professionally. In This Episode, You’ll Learn: How to reshape your view on success and failure When to let go of a goal without seeing it as quitting What every first-time leader needs to hear about imposter syndrome How to define and embed powerful core values at work and at home And so much more Timestamps:  00:26 – JM’s limiting belief around money and how he rewrote it  03:16 – Costly mistakes and the power of self-awareness  05:05 – Learning from failures and helping others avoid “dummy tax”  06:06 – Letting go of expectations and five-year plans  07:34 – When it’s okay to pivot or quit a goal  09:16 – Losing sports identity and discovering personal growth  11:18 – JM’s journey from Enterprise to entrepreneurship  12:58 – Writing Let’s Go Win inspired by his kids  14:25 – The true philosophy behind “winning”  16:32 – Sports, parenting, and teaching kids resilience  20:51 – Parallels between parenting and leading teams  22:56 – Defining and living your company’s core values  27:18 – The three essential leadership traits JM lives by  29:15 – Radical transparency and where JM draws the line  31:09 – Vulnerability vs. weakness in leadership  33:26 – Advice for first-time leaders on being authentic  35:20 – Overcoming imposter syndrome by shifting focus  37:16 – Why putting people first drives business growth  38:45 – JM’s “Perfect Morning Routine” (33 minutes to change your day)  40:17 – How to build consistency with daily habits  42:13 – Creating your own luck through mindset and awareness  44:37 – JM’s legacy: presence, love, and showing up for his family  46:17 – Final advice: “Take care of YOU first” Resources Mentioned: JM’s book “Let’s Go Win”  JM’s Website: https://www.letsgowin.com JM on Instagram: https://www.instagram.com/letsgowin365  JM on LinkedIn: https://www.linkedin.com/in/jm-ryerson/ Let’s Go Win Podcast - https://podcasts.apple.com/us/podcast/lets-go-win-podcast/id1517669567  Wim Hof (Breathwork Guide) - https://www.wimhofmethod.com/  https://www.youtube.com/watch?v=tybOi4hjZFQ Atomic Habits by James Clear - https://www.amazon.com/dp/0735211299  The Power of Habit by Charles Duhigg - https://www.amazon.com/dp/081298160X  How to Win Friends and Influence People by Dale Carnegie - https://www.amazon.com/dp/0671027034  Principles by Ray Dalio - https://www.amazon.com/dp/1501124021  Contact Us: Uplevel yourself and your team with our trainings: www.learnit.com    Email us: podcast@learnit.com   Follow Damon on LinkedIn and Instagram for more updates! 

The secret to making your team more engaged, more productive and far less likely to leave? Intentional and focused 1 on 1 meetings. Today’s guest learned this lesson the hard way.  Brendan Rogers is a leadership coach who used to believe that great teams were built through occasional team meetings and annual performance reviews. But when the world went remote during the pandemic? He was surprised to realize that without consistent, structured one-on-one conversations, leaders lose control, performance drops, and teams fall apart. If you’re a leader who wants to elevate your team’s performance without micromanaging, this episode is packed with actionable insights.In This Episode, You’ll Learn:Why one-on-one meetings are the foundation of high-performing teamsThe three essential questions every leader should ask in weekly check-insHow canceling one-on-ones destroys trust and moraleThe right way to give and receive feedback to foster growthHow to run effective team meetings that drive action instead of wasting timeTimestamps:00:01 – Introduction to Brendan Rogers 00:25 – Why leaders must invest deliberate time in their employees 02:40 – The moment Brendan realized one-on-one meetings change everything 05:48 – How COVID forced leaders to rethink employee engagement 06:22 – The myth that structure kills creativity (it actually fuels it) 09:06 – Brendan’s three-step framework for effective one-on-ones 12:30 – Should feedback happen in one-on-one meetings or separately? 16:13 – The damaging effect of constantly canceling one-on-one meetings 19:21 – How leaders can get better at giving and receiving feedback 22:14 – Why modeling how you receive feedback matters as a leader 26:44 – The simple act of following up on feedback to build trust 31:33 – A small but powerful piece of feedback that changed Brendan’s career 34:05 – The number one roadblock stopping leaders from scaling their teams 36:39 – How to get better at saying no as a leader 39:51 – How to increase performance in a team setting beyond one-on-ones 43:45 – Why great leaders aren’t born—they’re designed 46:57 – Final advice: There’s always a better way to leadResources Mentioned in This Episode:Brendan Rogers’ website: LeaderByDesign.auLeader by Design Podcast: https://podcast.leaderbydesign.au/ Follow Brendan on LinkedIn: https://www.linkedin.com/in/bjrogers01/ Cultural Leadership Podcast: https://podcast.thecultureofleadership.com/ Gallup Study on One-on-One Meetings: https://news.gallup.com/businessjournal/174197/managers-focus-performance-engagement.aspxThe Five Dysfunctions of a Team by Patrick Lencioni: https://a.co/d/5a5Q8UG Podcast Contact Information:Uplevel yourself and your team with our trainings: www.learnit.com    Email us: podcast@learnit.com   Follow Damon on LinkedIn and Instagram for more updates! 

In a world that’s accelerating towards AI & automation, what sets us apart isn’t speed or scale, it’s creativity.  The biggest myth we’re here to dispel is that creativity is only for artists. That’s a lie. In today’s episode, we’re joined by MaryLou Kayser, who has spent the last 30 years as a coach, speaker and thought leader around the power of creativity. What You’ll Learn in This Episode Why creativity is not just “artists” How to build up your creativity through daily practices How to practically step out of your comfort zone How to use AI ethically and powerfully as a creative partner The “playing your position” framework that helps you improve your life Timestamps & Topics 00:01 – Introduction to MaryLou Kayser  00:24 – Debunking the myth “I’m not creative”  02:03 – Why creativity is what makes us human  05:24 – MaryLou’s “Holy Hour” morning practice  07:47 – Building trust in yourself through routine  09:09 – The evolution of self-trust over time  11:03 – Owning your mistakes as a form of authenticity  12:26 – Comfort zones, courage, and small experiments  14:56 – 30-day writing exercise to rewire your brain  19:06 – AI as fire: dangerous if misused, transformative if harnessed  22:55 – Addressing writer fear around AI  25:09 – How to compare AI-generated work to your own  27:16 – Using AI as a co-writer, not a ghostwriter  30:18 – Story: Helping her nephew write with his own voice using AI  32:13 – Learning to ask AI better questions  33:43 – Is AI a tool or a thought partner?  36:18 – What is personal agency and why it’s eroding  38:50 – A personal story: what MaryLou gave away  41:15 – The meaning behind “Play Your Position”  44:23 – 11 years of podcasting: how it shaped her growth  47:44 – Defining legacy and what truly matters  50:45 – Final thoughts: Believe in yourself, you matter Resources Mentioned Website: maryloukayser.com Play Your Position Podcast – Listen Here MaryLou on LinkedIn: https://www.linkedin.com/in/mlkayser/ ChatGPT by OpenAI – https://chat.openai.com Claude by Anthropic – https://claude.ai Gemini by Google – https://deepmind.google/technologies/gemini  Podcast Contact Information: Website: www.learnit.com    Email: podcast@learnit.com   Follow Damon on LinkedIn and Instagram for more updates. 

Research shows that high-performing sales teams drive up to 80% of a company’s revenue (Harvard Business Review). Yet most teams are flying blind and relying on outdated sales plans, inconsistent outreach, and a lack of new leads for their business. pipelines. In this episode, we’re joined by author and leading expert in B2B sales coaching, Mark Cox. Whether you're new to sales or a seasoned sales leader, Mark offers invaluable insights and practical tools to help you master the art of selling in today's world.  In this episode, you’ll learn: Why great salespeople are made, not born The four (plus one) elements of a high-impact sales playbook Why discovery is the most underrated stage in sales How to avoid the “cycle of doom” in demand gen When to reassess your value prop and how to find your competitive edge Why promoting your top seller might kill your team if you’re not careful Timestamps: 00:01 – Intro to Mark Cox  00:15 – Are salespeople born or made? (Hint: It’s a skill)  01:21 – Reigniting a love for learning through an Executive MBA  03:35 – Why senior leaders often stop learning  05:29 – What inspired Learn to Love Selling  06:58 – Who the book is for  07:34 – Why most sales plans gather dust  08:55 – The 4 Core Elements of a Sales Playbook  12:23 – The “fifth” element: Awareness campaigns  13:44 – What makes a value prop terrible (and how to fix it)  15:29 – How often should you reassess your value prop?  18:09 – What makes In the Funnel different?  20:02 – Ask your clients for your differentiation  22:48 – Client interviews as a learning tool  24:58 – Demand Gen: The “X-Factor” skill in B2B sales  27:58 – Ranking modern demand gen tools: phone, email, LinkedIn  31:54 – The “hat trick” approach to outreach  34:12 – Working conferences like a pro  38:26 – Discovery meetings: the most important sales phase  43:36 – Why discovery never ends  45:44 – Helping sales reps kill zombie deals  49:23 – The 3 key stakeholders of a sales leader  51:49 – Coaching vs. Telling: What great leaders do differently  54:54 – Avoiding the “hero” trap as a new manager  58:49 – Should you promote your top rep to sales manager?  01:01:59 – What makes a great sales leader  01:04:20 – Closing thoughts & where to find Mark Resources Mentioned: Book: Learn to Love Selling by Mark Cox Website: In the Funnel LinkedIn: Connect with Mark Cox Book: Mindset by Carol Dweck Book: Social Selling by Tim Hughes Book: Multipliers by Liz Wiseman Book: The Speed of Trust by Stephen M.R. Covey  Connect with the Show: Email: podcast@learnit.com Website: learnit.com Follow Us: LinkedIn & Instagram