The Sales Consultant Podcast

May 03 2024
The Sales Consultant Podcast artwork

Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game. Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation. We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best. An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way. With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording. Join us on The Sales Consultant Podcast and let's level up together.

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Unlocking Inside Sales Success with Brooke LaFleur

May 03 2024 31 mins  
In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and outside sales teams, they explore

Optimizing Revenue Operations with Rosalyn Santa Elena #056

Apr 26 2024 47 mins  
In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. One of our favorite parts is when

Beyond Predictable Revenue with John Barrows

Apr 20 2024 53 mins  
John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show.In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled.  From there w

The Integrity Edge of Sales Leadership with Ralph Barsi #054

Apr 05 2024 45 mins  
This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks.Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also

Sales Consulting From Zero to Scale with Pete Mickartz

Mar 29 2024 57 mins  
This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data.Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty. We explore Pete's leap of faith f

Mastering the Art of Sales Consulting with James Rores #052

Mar 22 2024 47 mins  
James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps.James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year t

An Org-Wide Customer Success Mindset with Matthew Armstrong #051

Mar 15 2024 32 mins  
In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. We discuss the importance of cross-functional collaboration and gathering post-sale feedback for continuous impr

Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050

Mar 01 2024 49 mins  
Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts.In this riveting episo

The Enablement Advantage: Elevating Your Customer Journey with Paul Butterfield #049

Feb 23 2024 49 mins  
Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel.Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success.Paul shares insights on prioritizing enablement in building effective sales strategies and the dang

Coaching for Success: The Intersection of Sports and Sales Coaching with JR Butler

Feb 16 2024 47 mins  
JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous improvement. Throughout