Sales Lead Dog Podcast

Christopher Tomesko, the COO of Albert Weiss Air Conditioning Products, steps into the Sales Lead Dog spotlight, bringing with him a trail of successes and insights from the fiercely competitive world of sales. His story isn't just about climbing the corporate ladder; it's a testament to the tenacity and inquisitive nature that transformed an engineer into a sales virtuoso. Throughout our engaging conversation, Christopher delves into the attributes that have marked his journey—passion for the job, a competitive streak, and an extroverted personality—showing us the power of embracing one's natural talents to carve out a fulfilling career in sales and operations.

In the heart of our discussion, the value of mentorship and the art of asking the right questions come to the forefront. Christopher pays homage to the mentors who sculpted his professional ethos, from Neil Eccles' foundational influence to the collective wisdom of industry peers like Grant Neve and Ron Posner. He opens up about his own transition into a leadership role that leverages his engineering mindset, sharing his philosophy of empowering his team to independently navigate challenges. The conversation is a treasure trove for anyone looking to foster a culture of autonomy and success within their own teams.

Finally, we tackle the tactical intricacies of managing customer relationships and the construction value chain, especially within the demanding New York market. Christopher provides a behind-the-scenes look at the strategic balance of advocating for multiple manufacturers while maintaining strong partnerships and responsive service. As we conclude, his passion for genuine connection and transparency in sales shines through, offering a fresh perspective for those eager to enhance their skills in sales leadership. Join us as we uncover the strategies that have propelled Christopher Tomesko to the forefront of sales excellence.

Christopher Tomesko, a seasoned executive with over two decades of experience in engineering, sales, and leadership, currently serves as the Chief Operating Officer at Albert Weiss Air Conditioning Products. Holding both Bachelor's and Master's Degrees in Engineering from Stevens Institute of Technology, he brings a strong technical foundation to his role.

Throughout his career at companies like Schneider Electric, Johnson Controls, Mechanical Technologies, and HVAC Enterprises, Christopher has consistently delivered exceptional results and contributed to organizational growth.

Since joining Albert Weiss two years ago, Christopher has tripled the company's size through strategic initiatives. He fosters a collaborative and mentoring culture, empowering colleagues to reach their potential.

Christopher's leadership drives transformative change and sets new industry standards, positioning Albert Weiss for continued success and innovation.

Quotes:

"In sales, it's not just about making transactions; it's about making connections. The stronger your relationships, the stronger your results."

"Embracing your natural talents can lead to unexpected career paths. For me, my competitive spirit, curiosity, and extroverted nature opened doors to sales leadership I never anticipated."

"Mentorship is about sculpting the professional ethos of the next generation. I owe my success to the wisdom of mentors and strive to pay it forward every day."

"The art of asking the right questions isn't just a sales technique; it's a leadership strategy that empowers teams to become autonomous problem-solvers."

Links:

Chris’s LinkedIn

Albert Weiss A/C Products Inc.

Get this episode and all other episodes of Sales Lead Dog at empellorcrm.com/salesleaddog

Join us as we explore the intriguing journey of Joshua Hall, Managing Director of Hilscher North America, from his roots as an engineering student to a visionary in sales leadership. Listen in as Joshua unravels the significance of curiosity in both personal growth and team development. His belief in sales as a structured process and his commitment to coaching and mentoring shine through in our candid conversation. It's a tale that begins humorously with a simple laptop purchase at Circuit City and evolves into a career of technological sales expertise and leadership.

Our dialogue with Joshua takes an insightful turn as we reflect on the nuances of reading customers beyond the visual cues, especially when body language is out of the equation. He shares valuable lessons learned from his days at Honeywell, emphasizing the art of questioning and listening intently—skills paramount in both sales and leadership. The discussion takes a personal angle, highlighting Joshua's decision to step into management, driven by his pursuit of an MBA and a crucial conversation about career advancement. Discover how Joshua navigated the challenges of overseeing a diverse team at a young age, crafting a narrative that's as inspiring as it is educational.

Wrapping up, we delve into the philosophies that have shaped Joshua's approach to leadership. His story about coaching youth baseball serves as a powerful metaphor for his management style, emphasizing the importance of engagement and understanding the 'why' behind actions. Joshua also imparts his views on handling failures constructively, embracing a stoic mindset, and drawing inspiration from historical figures like Ulysses S. Grant. Tune in for an episode filled with anecdotes, wisdom, and strategies that can help any sales professional or leader become a top dog in their field.

Joshua Hall is recognized for his dynamic leadership and proven ability to foster transformative change, drive sales excellence, and ensure organizational success. Currently leading as the Managing Director for Hilscher North America, he continues to leverage his extensive expertise and strategic acumen across the industry.

His career journey spans from an initial role as an Inside Sales Engineer at Honeywell to his recent impactful tenure as the Vice President of Sales at HARTING Inc. In every position, Joshua has seamlessly integrated deep technical knowledge with robust strategic growth initiatives. He is especially committed to talent development, employing active coaching and service leadership to enhance team capabilities and achieve substantial organizational growth.

Quotes:

"Curiosity has been the compass guiding my personal growth and my investment in nurturing my team's development."

"Preparation over improvisation has always been a cornerstone of my approach to sales and leadership."

"Embracing failures as stepping stones and adopting a stoic mindset have been key strategies for excelling in sales leadership."

Links:

Joshua’s Linkedin - https://www.linkedin.com/in/joshua-hall-b270767/Hilscher North America - https://www.hilscher.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/

Ever wondered how a technical mindset could revolutionize your sales approach? Mark Rooney, Strategy Director at Bry-Air, joins us on Sales Lead Dog, to share his journey from engineering to sales leadership and the pivotal strategies that have fueled his success. With tales of his transformation and the lessons learned along the way, Mark unravels the art of structured problem-solving and the undeniable influence of continuous learning and networking to not only meet targets but exceed them.

Navigating through the labyrinth of sales, we probe the importance of understanding the customer's decision-making process and the role of engaging with all relevant stakeholders. As we stroll down memory lane, we reflect on our early career blunders, shedding light on the finesse required to know when to persevere with a potential deal and when to gracefully bow out. As we pivot to the nuances of leadership, Mark and I dissect the challenges of team management and the delicate balancing act of internal responsibilities with customer interactions, ensuring the internal gears are as well-oiled as the external ones to enhance customer satisfaction.

In our final act, we delve into the architecture of constructing a robust sales team tailored for the technical realm. Mark stresses the significance of communication and problem-solving skills, often overshadowing specific educational pedigrees. We dissect the transformative power of learning from lost deals, leveraging these experiences as a catalyst for team mentoring and sales strategy optimization. Moreover, we explore the strategic role of CRM systems in prioritizing opportunities and streamlining processes, underscoring the criticality of data and analytics in sales triumph. For those ready to join the pack leaders in sales, connect with Mark and discover more episodes of Sales Lead Dog where we uncover the tactics of sales mastery.

Mark is a results-driven executive with 14 years of experience in strategy and sales in the manufacturing sector. He has a proven track record of driving revenue growth and market expansion through strategic initiatives and effective sales execution. He is skilled in identifying marketopportunities, developing innovative strategies, and building strong relationships to achieve business objectives.

Quotes:

"So I love a diverse group. I'll say that, when it comes to the highly technical, I would say you know, it's pretty standardto. You know, look for an engineering background just because it makes more sense. But with that being said, if there were, you know, other candidates that didn't have the engineering degree but we're still a great fit, then absolutely I would love to talk to them."

"So the top three, I would say is really the sales funnel and how you use that to manage your short-term activities, but also long-term. And so I think, when I talk to my salespeople, is making sure that we're devoting enough time to those opportunities that are closing in the next 30, 60, 90 days, but also looking out towards the end of the year or into next year and making sure that we have, you know, a good backlog of upcoming opportunities that will support."

"Challenges are a part of any career journey. It's important to keep pushing forward and use those challenges as learning experiences. They help you grow and get better."

Links:

Mark’s LinkedIn

Bry-Air, Inc.

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Adam Kustin, the Senior Vice President of Sales and Marketing at Health Network One, joins us with a wealth of wisdom on merging the might of sales and marketing into a formidable alliance. His unique journey from marketer to sales maestro showcases not just the value of curiosity and determination but also the collaborative force that is unleashed when these two worlds unite. As we chat, Adam unpacks the nuances of strategy and the personal touch required to navigate the competitive landscape of healthcare sales, offering an enlightening perspective on the power of face-to-face interaction and understanding client needs from the ground up.

Within the bustling managed care marketplace, capturing attention can feel like finding a needle in a haystack. Yet, Adam's experience proves that on-site engagements and a compelling value proposition can cut through the noise. Our dialogue reveals how showing up and engaging personally at industry events can trump digital efforts, and how retention and physical presence can turn the tide in your sales pipeline. Adam's insights are a testament to the persuasive influence of in-person networking and solving client problems where they live.

Leadership is an art, and Adam illustrates this through his own crescendo from coordinating recruitment efforts to spearheading a successful marketing squad, all without an official sales department to start with. He stresses the importance of mentorship and the courage to ask for help, along with the necessity of continuous learning and maintaining robust professional relationships. Moreover, Adam's reflection on the pivotal role of communication skills in sales and marketing, along with strategic moves like hiring a sales operations director, can light the way for anyone aiming to climb the career ladder. Join us for a session that's as rich in knowledge as it is in practical takeaways for those eager to refine their sales acumen.

AdamKustin leads sales and marketing for Health Network One, a leader in managing full-risk specialty provider networks for Medicaid and Medicare health plans. He and his team are accountable for brand positioning, corporate communications, demand generation, and new customer acquisition. Prior to HN1,Adamled business development and strategy for several advertising agencies. He’s also held senior marketing roles in consumer packaged goods, professional services, and commercial electronics. A proud Florida Gator, he earned his MBA in Marketing and Finance from Tulane University.

Quotes:

"Sales and marketing are not just departments that need to collaborate; they are integral parts of a unified strategy that must work seamlessly together for optimal results."

"Curiosity, perseverance, and the willingness to embrace new challenges are key drivers of success in any career, especially in healthcare leadership."

"Relationship capital and mentorship are invaluable resources in the journey of career advancement. Seek out mentorship early, and build those connections that last a lifetime."

Links:

LinkedIn

Health Network One

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Join us on a journey with Karine LeBlanc, a sales visionary, as we discuss the human touch in the tech-dominated world. Karine, VP of Sales for IAIRE, LLC., brings a breath of fresh air to the conversation by merging the high-stakes world of sales with the irreplaceable value of human connection. Her insights into IAIRE’s cutting-edge solar air conditioning systems demonstrate how innovation fuels compelling sales narratives. Furthermore, she delves into the creation of her book "How to be Human in a Technical World," offering a beacon for those in technical fields to remain grounded in their humanity. Karine's candid revelations about the hurdles she faced while writing and the pivotal role of mentorship in shaping her path provide a masterclass in personal and professional growth.

This episode is a treasure trove of wisdom for both neophyte leaders in sales and seasoned veterans seeking to enrich their approach. We unveil the trials and triumphs of transitioning to a sales leadership role with a leader who recently made the leap, focusing on the power of authenticity and vulnerability in fostering a credible relationship with both team members and clients. The conversation shifts to the bedrock habits that underpin success, from the maintenance of customer relationships to the philosophy of being a beacon of assistance rather than just a salesperson. Discover the strategies and personal routines that have helped forge successful careers, and learn how simple acts like daily exercise and mental stimulation can pave the way to professional victory.

Meet Karine Leblanc, the dynamo who wears many hats—engineer, bestselling author, and international professional speaker. As the VP of Sales at iAIRE, she's not just crunching numbers; she's crafting winning sales teams with her unique blend of engineering prowess, coaching finesse, and relationship-building wizardry.

Armed with a mechanical engineering degree from Montreal's Ecole de Technologie Superieure and a slew of certifications, she's a powerhouse. Karine is a John Maxwell coach, trainer, and speaker, a certified behavioral analysis consultant, a Genos certified practitioner and an eSpeakers certified virtual presenter. Oh, and did we mention she's a Heroic Public Speaking graduate Alumni?

But wait, there's more! Karine's not your typical engineer™.

She's shattered ceilings by serving on ASHRAE's board of directors, and her accolades include the ASHRAE Distinguished Service Award and John F James International Award. Plus, she's the Past-President of the National Speaker Association Los Angeles Chapter, and her contributions to her alumni earned her the title of Leadership Ambassador. To top it off, she's also an Amazon-published author!

Get ready to be inspired by this engineering maverick who's anything but conventional. Karine Leblanc is here to transform your perspective and make learning a blast!

Quotes:

"How to be Human in a Technical World was born out of the realization that in our focus on technology, we often forget the human aspect that's so crucial in our field."

"Mentorship has been the driving force behind my success. It's about finding the right person to guide you and being open to learning and growing continuously."

"Authenticity in leadership is not just about being yourself, it's about being honest about what you know and what you don't. That vulnerability fosters credibility and long-term respect."

"When I took the VP of Sales role, I emphasized the importance of restraint in making immediate changes and the value of observing before acting."

Links:

LinkedIn

KarineLeBlanc.com

IAIRE, LLC.

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Step into the future of healthcare with our latest episode featuring Jordan Sternberg from Signature MD, where we uncover the paradigm shift to concierge medicine. Unlock the secrets to a more personalized patient care experience as Jordan discusses the multitude of benefits this model offers to both practitioners and their patients. By fostering independence and improving financial stability, doctors are finding a renewed joy in their practice, ensuring that quality care goes hand-in-hand with a satisfying work-life balance.

As we journey through Jordan's own evolution from salesperson to sales leader, absorb the transformative lessons of mentorship and servant leadership that have shaped his career. Our conversation is a treasure trove for current and aspiring leaders, highlighting the art of learning from setbacks and fostering an ethos of cautious optimism. Standing testament to the resilience required in the world of sales, Jordan's experiences with Care Club offer a powerful narrative on the importance of evolving personal and team strategies for success.

Bringing the episode home, we cast a spotlight on the critical traits of sales leadership and how CRM technology can greatly augment a sales team's performance. Discover through Jordan's insight how empathy and transparency become the linchpins of effective leadership. When it comes to driving a team towards excellence, we find that empowering rather than micromanaging is the key. As we bid farewell to Jordan, our gratitude extends to you, our listeners, for your commitment to growing alongside us in the journey of sales leadership mastery.

Jordan Sternberg is the SignatureMD Executive team as the Senior Vice President of Sales with 14 years of Healthcare sales leadership and sales operations experience. With his varied tenure spanning from his early days at ZocDoc to the recently Amazon-acquired Google Venture company One Medical, then at CareCloud managing representatives based in the USA and internationally in Pakistan, Jordan has consistently led the effective restructuring of membership sales and retention teams to achieve record sales growth and expansion. Prior to joining SignatureMD, Jordan worked with Dental Whale in Sunrise, Florida as the Head of Sales where he led a sales and customer experience team covering over 19,000 dentists across the country. Jordan resides in Palm Beach Gardens, FL with his wife, Amanda, and their two sons, Grady and Maddox. When he’s not working, Jordan enjoys spending time with his family outdoors and spending time in the gym.

Quotes:

"It's about communication. If you are a good communicator... you can be a strong leader and it works out well for everyone and I think your team respects you more for being honest."

"I believe that there's always a good to everything... I am always happy... it's how we get up and how we motivate each other to do better."

"As a leader, you don't take the wins, your team takes the wins, you take the losses."

Links:

Linkedin: Jordan Sternberg

Company: SignatureMD

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Unlock the secrets to scaling the heights of sales and leadership with our esteemed guest, Dustin Ruge. His trailblazing approach emphasizes adaptability, precision in goal-setting, and the kind of persistence that turns obstacles into stepping stones. We dissect the intricate dance of salesmanship that has propelled industry heavyweights to their zenith, and distill the essence of goal setting—a relentless pursuit that shapes the trajectory of careers and corporations alike.

Transitioning from ace salesperson to a visionary sales leader is an art form in itself, one that Dustin and I explore with candid insights from the trenches. We unravel why the best sellers aren't always the best leaders and share strategies from my book for spotting those with the potential to inspire and drive teams. The chapter on sales training further deepens the conversation, as we debate its real-world efficacy and underscore the importance of tailoring training methods and ensuring accountability for lasting mastery.

But what's skill without strategy? The later part of our discussion pivots to the art of assembling an unstoppable sales force, taking cues from sports legends. I reveal the critical edge that comes with strategic networking and an acute understanding of an organization's heartbeat within the first three months. And as the talk rounds off, we spotlight the indispensable role of CRM systems in sales success, stressing the seamless synergy needed between sales and customer success to avoid the pitfalls that can derail the handoff process. Tune in for these transformative insights that might just redefine your sales playbook.

Dustin W Ruge is known as one of the most respected and trusted sales, marketing, and business growth coaches in the nation. In addition to his numerous books and publications, Dustin frequently appears and is referenced in major news and trade publications, business shows, and trains and keynotes at conferences across the nation. Dustin’s career includes over 27 years’ experience ranging from technology startups to Fortune 500 companies where he has received numerous awards and recognition for his work.

Quotes:

"Adaptability is not just a trait; it's the lifeblood of successful sales and leadership."

"Sales skills are the undercurrent of success across industries; even the tech giants were once great salespeople."

"In the dance of salesmanship, it's not just about the steps you take but also about the rhythm of your persistence that turns obstacles into stepping stones."

Links:

DustinRuge.com

Email:[email protected]

Link to Dustin's Book Catalog

LinkedIn

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Unlock the secrets to a customer journey that will set your sales apart from the competition, as Paul Butterfield of Revenue Flywheel Group reveals the synergy of marketing and sales. Journey with us through Paul's rich history in sales, from his encyclopedia-selling days to spearheading enablement on a global scale. Discover how the right methodology can transform your understanding of the customer and why aligning sales stages with the customer's buying process isn't just a nice-to-have, it's a necessity for success.

Embrace the "Three I's" of personal growth—integrity, intelligence, and intensity—and learn how to sift through the noise to find sales strategies that truly elevate your game. Paul and I dissect the common pitfalls that hinder sales teams, such as ineffective prospect qualification and the misalignment between marketing and sales. By implementing structured approaches like Rev-ops assessments and SWOT analyses, we illuminate the path to improving sales effectiveness and setting realistic growth expectations.

The conversation crescendos as we discuss the art of balancing efficiency with a customer-focused approach, offering practical tips to streamline account planning and CRM documentation. Paul imparts wisdom on developing a sales process that mirrors the customer's journey, a strategy that not only speeds up sales but deepens customer relationships. As we welcome Paul into the Sales Lead Dog pack, you're invited to explore the innovative solutions at Revenue Flywheel Group, promising to propel your sales team's efficiency and effectiveness to new heights.

Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. He’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Prior to his career as a revenue enablement leader he led channel and direct sales organizations for world-class companies including Intuit, Microsoft, and Hewlett Packard. Paul was the Executive Board President of the Revenue Enablement Society from 2022-2024. He produces and hosts the podcast “Stories From the Trenches” and is a regular keynote speaker on revenue enablement strategies and sales methodologies.

Links:

Linkedin: https://www.linkedin.com/in/paulrbutterfield/

Company: https://www.revenueflywheelgroup.com

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Unlock the secrets to thriving in the competitive world of sales leadership with Parker Bentham, the strategic mastermind behind Brondell's revolutionary home products. As Chief Revenue Officer, Parker recounts the exhilarating rise of the company, from revolutionizing the North American bathroom experience with electronic bidet toilet seats to embracing environmental stewardship with water filtration and air purification advancements. This episode journeys through the intersection of innovation and customer-focused product development, illustrating how Brondell's dedication to the planet's health and consumer happiness propels their market success.

Embark on a deep exploration of collaborative problem-solving and its profound impact on fostering a vibrant work culture. Parker and I dissect the essence of an idea meritocracy, where contributions are weighed on merit, not hierarchy, allowing for the best ideas to flourish. We navigate the delicate art of balancing individual accountability with a synergistic team environment, tackling the nuances of managing egos and championing shared victories. The episode also contrasts the 'hunter' mentality in sales with a supportive team framework, mapping out pathways to sustainable growth.

Step into the Sales Lead Dog pack, where we dissect the critical role of CRM systems in fine-tuning the sales process for maximal impact. Parker imparts invaluable wisdom on enhancing lead management, while we underscore the power of a unified vision and the intricate dance between consensus and decisive leadership. This episode is not just a conversation; it's a masterclass for those eager to sculpt a resilient sales team poised for long-term success. Join us, and empower your sales leadership journey with strategies that set the best apart.

Links:

[email protected]

Parker Benthin - https://www.linkedin.com/in/parkerbenthin/

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog

Join us for an engaging conversation with Christopher Amrod, the fractional VP of Sales for InnovateMap. Christopher has a fascinating journey that took him from an accounting executive to a frontline manager for a Series C company. We'll unravel the secrets behind his disciplined, people-focused approach to sales and how his love for sports and appreciation for hard work have shaped his successful career. Christopher also gives us a peek behind the curtains of his time at Reebok and his unique experience with product fit testing.

Navigating from the nuances of frontline management to the broader picture of executive leadership, we delve into the challenges of leading a team and the importance of empathy. Christopher shares invaluable insights from his own experiences as a frontline manager and offers advice for those seeking a mentor. He also emphasizes the importance of striking the right balance between work and life, underscoring the need to disconnect from work and focus on other aspects of life.

Finally, we turn our discussion to the critical role of CRM in business growth. Christopher shares his hands-on experience with CRM rescues and highlights the need for setting up a CRM with the right business purpose in mind. We explore the common challenges that can arise in the absence of subject matter expertise and how to ensure alignment within departments. Whether you're a sales leader or an interested professional, this episode is packed with practical advice and insights. Don't miss out on this enlightening conversation with one of the industry's best!

Chris has 14 years of sales experience in B2B SaaS, starting as an individual contributor and methodically climbing the ranks from front-line manager to senior leadership. He hasbeen part of the $2M to $10M ARR journey with a startup that was acquired for $100M. He has led sales teams for Series C and Series D companies that grew revenues from $20M to $40M ARR (in 2 years) and $17M to $23M ARR (in 6 months) respectively, and are currently valued at $1B and $1.5B. Most recently, as the CRO of a bootstrapped company, Chris grew topline revenue 78% by selling to Fortune 1000 companies. He is currently supporting early-stage companies as a Fractional VP of Sales, and he serves as an expert advisor for Primary Venture Partners' portfolio companies.

Chris has a compelling track record of success building and leading high-performing revenue teams can be attributed to my disciplined approach to coaching and developing sales professionals, fostering team selling dynamics, and my knack for designing and implementing customer-centric sales processes reinforced by world-class sales methodologies.

Quotes:

"I think you were alluding to perspective, right? And my background is really in B2B SaaS. So I've spent the better part of 14 years with growingStage B, two B software companies, and I've been part of several different journeys." "And you don't necessarily need to operate in the B two B SaaS space to still build kind of like a healthy, sustainable business and to learn from other operators who have done it outside of your industry sector. So it's been really rewarding, taking some of the best practices in terms of how to build and scale A team with a software company, refine it a little bit so it reflects the nuance of either like a services based company or maybe a marketplace type environment, and then implement that there because they're all suffering from very similar self inflicted wounds, so to speak." "Discipline will always trump motivation. I think motivation is a feeling, and feelings come and go. One day you could be motivated, and the next day you might not be, but discipline is like a way of operating." "Leaders don't always have to make the best decision. They just need to make sure the best decision is made."

Links: Christopher.Amrod@gmailcom LinkedIn: Christopher Amrod

Get this episode and all other episodes of Sales Lead Dog at https://www.empellorcrm.com/salesleaddog