In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communication, and the benefits of focusing on strengths. He also highlights the role of coaching in career...

Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek's college baseball coach's...

In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the...

In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influential experiences and favorite coaching philosophies from Vince Lombardi.    Takeaways: Ensure that even your most experienced reps receive...

In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sales leadership. Jill introduces her Sales Coaching Plan, which focuses on co-creating solutions and addresses the root causes of underperformance....

Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organization, the episode provides practical advice on being solution-oriented and proactive. Steve emphasizes the vital role of authenticity, empathy,...

In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for...

In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior...

Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this!   Episodes Mentioned Justin Michael https://coach2scale.transistor.fm/episodes/combining-science-psychology-and-persistence-justin-michael-coach2scale-episode-048Lisa...

For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth,...

In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing...

In this week’s episode of Coach to Scale, host Matt Benelli interviews Baron Baptiste, Founder of Baptiste Power Vinyasa Yoga and host of the Disrupt the Drift Podcast! Baron shares his journey from growing up with America's yoga pioneers to becoming a peak performance specialist for the Philadelphia Eagles and a successful author. He discusses the importance of authenticity, vulnerability, and commitment in leadership and coaching. Baron also provides insights on why leaders struggle with...

In this insightful episode of Coach2Scale, host Matt welcomes Satya Bhanday, SVP and Global Head of Modernization at MLogica. Satya shares his extensive experience in building and leading teams across the globe, including his time at Oracle and NIIT. The conversation delves into the myths of one-way coaching and the importance of a two-way learning process. Satya emphasizes the significance of accountability, trust, and transparency, summarizing his leadership framework as 'AT&T'. He also...

In this episode of Coach2Scale, Matt welcomes Ben Ray, the Chief Revenue Officer at TeikaMetrics. Ben explores and debunks the myth that only one personality type is successful in sales, emphasizing the value of diverse skill sets and approaches. The conversation moves to changes in the sales profession post-pandemic, touching on the hybrid and remote work models, and their implications for team dynamics and client interactions. Ben shares his beliefs on personalized training, leveraging...

In this episode of Coach2Scale, Matt interviews Mike Sadler, the Senior Vice President and General Manager of the Americas at SimilarWeb. They discuss common myths in sales leadership, such as the misconception that cold calling is dead and the importance of having a system and process in place. Mike emphasizes the significance of direct communication, gaining buy-in from the team, and spending time with high-potential team members. He also shares his experiences with mentorship, the impact...

In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's...

In this episode, host Matt sit down with Charlie Kennedy, a renowned sales leader from the UK, to discuss his transparent and authentic approach to leadership. Charlie shares his insights on the three essential elements for thriving in a decentralized command structure: resourcefulness, resilience, and empowerment. He debunks the myth of the lone wolf salesperson, emphasizing that sales is a collaborative team effort. Charlie also dives into the challenges and opportunities of leading and...

In this episode, Bob Bennett, a seasoned entrepreneur, Founder and former CEO of Microfridge, Invoice Cloud, and EngageSmart, delves into the crucial role of luck in success and life. He shares insights on dispelling the myth that only extroverted individuals can excel in sales, emphasizing the power of building rapport. Bob articulates strategies for effective sales management, including the importance of embracing awkwardness and fostering trust. He discusses his leadership philosophy...

In this insightful episode, Matt sits down with Tony Rodoni, a revered sales leader and operating partner at Bessemer Venture Partners, to discuss the nuances of successful sales leadership. Tony shares his thoughts on the importance of empowering teams, documenting guiding principles, and the pitfalls of micromanagement. They explore myths in sales coaching, the dynamics of talent magnets and coaching trees, essential leadership lessons, and the evolving role of AI in sales. Tony also delves...

In this episode of 'Coach2Scale, host Matt interviews Lisa McLeod, an acclaimed author and founder of McLeod & More Inc. Known for her work on integrating purpose into sales strategies. Lisa discusses the myth that top salespeople are solely motivated by money. She emphasizes that high performers are driven by a desire to improve the lives of their customers. The conversation delves into distinguishing between reactive and assertive sales approaches, the concept of 'noble purpose,' and...

In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and...

In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients.   Takeaways:  ~ Invest in...

In this episode of Coach2Scale host Matt welcomes Alix Douglas, Group Vice President, Partner Solutions at ServiceNow. Alex shares her extensive leadership experience from tenures at Microsoft, Oracle, and Salesforce. Debunking the myth of fear-based leadership, Alex discusses why long-term performance requires inspiration and purpose rather than fear and pressure. Highlighting the psychological and physical effects of fear-driven environments, she emphasizes the importance of leading with...

Host Matt Benelli and guest Mandy McEwen, a renowned expert in social selling and LinkedIn strategies, discuss the importance of building coaching cultures within organizations. Mandy shares her journey from digital marketing to becoming a thought leader in social selling, debunking common myths, and emphasizing the importance of consistency over quantity in content posting. She also offers actionable tips for optimizing LinkedIn profiles, engaging with prospects meaningfully, and leveraging...