In this episode of Sales Lead Dog, host Christopher Smith engages in a dynamic conversation with guest Randy Johnston, exploring key strategies for sales success and leadership in the industry. Randy emphasizes the importance of balancing customer support with realistic expectations, showcasing the give-and-take nature of effective sales relationships. He also highlights the significance of providing value-added solutions to customers, whether through cost-saving insights or personalized services tailored to different organizational levels.

Moreover, Randy delves into the critical role of delivering tangible ROI to clients, stressing the impact of well-spent time and valuable interactions on maintaining strong business relationships. By sharing personal anecdotes and professional insights, Randy underscores the necessity of equipping oneself with valuable resources and strategic approaches before engaging with high-level executives or key decision-makers. This emphasis on enhancing customer experiences and ensuring meaningful interactions serves as a cornerstone for long-term sales success.

Throughout the episode, Christopher and Randy reflect on the evolution of sales careers and the essential components that drive professional growth. From discussing the unexpected reliance on technology in customer interactions to the profound impact of system failures on business operations, the conversation sheds light on the intrinsic link between customer satisfaction, technological support, and successful sales strategies. By uncovering the secrets to sustaining prosperous client relationships and navigating the ever-changing sales landscape, this episode offers valuable insights for sales professionals seeking to elevate their performance and achieve lasting success in the industry.

Randy Johnston has been in the area of security software sales for the better part of 30 years. He has worked in start ups, enterprise class global companies, and some companies in between. Randy has excelled in the direct sales model calling on end user customers, and channel sales. He has led established sales teams, as well as companies where channel sales did not exist. He is passionate about leading with a mentoring approach and understanding that a sales team is made up of individual members with each team member being motivated differently but with one common goal.

Randy lives in the Tampa, Florida area and has a strong propensity for outdoor activities. He also believes in giving back to the community and sits on the Board of Directors for a large non-profit company.

Quotes:

"I think the first and foremost is you are always looking at ways that you can promote the people that work for you ahead of you, if that makes sense, to make sure that they have a ladder."

"You have to manage each individual team differently, understanding what motivates people to keep them moving in the same direction."

"Talking to everybody, making that effort to connect, is a skill that can be developed and learned."

Links:

Randy’s LinkedIn - https://www.linkedin.com/in/randytjohnston/

Nuspire - https://www.nuspire.com

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

Steve Scherer, the vibrant VP of Sales and Marketing at CCB Technology, joins us for an enlightening conversation about his journey and the transformation of CCB Technology from a nonprofit software provider to a leading player in outsourced IT services. Steve provides an in-depth look at how CCB is dedicated to helping nonprofit organizations tackle budgetary challenges while offering robust cybersecurity solutions. His insights into the evolving tech landscape reveal CCB's commitment to data protection and employee training, ensuring nonprofits can focus on their missions without compromising security.

Through Steve's narrative, we uncover an unexpected path to leadership that emerged from a desire for meaningful work rather than traditional ambition. With authenticity and curiosity as guiding principles, he shares personal stories of financial struggles during college, emphasizing perseverance's critical role. Trust emerges as a cornerstone in leadership, with Steve illustrating how building and maintaining it is essential in forming lasting relationships and achieving professional success.

Steve also delves into the core of his leadership identity, sharing how mentorship and personal values have shaped his approach. With a focus on balancing work and life, he discusses practical strategies to improve leadership effectiveness, including candid conversations and embracing vulnerability. His guiding principle, the "top five for 10," underscores the importance of aligning work with personal values. Through these reflections, Steve provides a roadmap for personal and professional growth, highlighting the profound impact mentors can have at any stage of life.

Steve Scherer is a husband, father of four, the VP of Sales & Marketing at CCB Technology and not a top LinkedIn voice. Steve leads a Sales team responsible for $37mm in production and was promoted to take over the Marketing team in 2024. In 2024 his Sales team broke the company record for profit production and his Marketing team increased qualified lead production by over 70%.

The top 5 things he wants to be defined by in 10 years are God, Family, Church, Outdoors and Work.

He owns a purple bunny suit, was the commencement speaker at his alma mater UW Parkside in 2024 and has a poster in his office that tracks how many weeks he has left to live.

Quotes:

"Our heartbeat has remained the same over the decades: serving those who serve others. That's the foundation of CCB Technology."

"In the ever-evolving tech landscape, security isn't just a service; it's a necessity. We ensure nonprofits can focus on their missions without compromising data protection."

"Leadership isn't about a title; it's about influence. Sometimes, it takes someone else to tap you on the shoulder and help you see your potential."

"Authenticity and curiosity are key components of success. They drive us to ask the right questions and build trust in our relationships."

Links:

Steve’s LinkedIn - https://www.linkedin.com/in/stevelscherer/

CCB Technology - https://ccbtechnology.com

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

Tommy Panissidi from Techworks Consulting steps into the spotlight to share the heartwarming story of how a local Long Island IT company is making a difference in their community. With a focus on genuine partnership and sustainability, Techworks stands out in the crowded field of managed service providers. Discover how proactive communication and strategic vision planning are not just buzzwords, but integral parts of their DNA, setting them apart from the rest. Plus, hear about CEO Chris Coluccio's commitment to local businesses through the MacArthur Business Alliance, reinforcing Techworks' dedication to community growth.

Positivity isn't just a mindset; it's a strategic tool for success in sales, as we explore in this episode. We tackle the energizing impact of optimism on team dynamics and company culture, drawing fascinating parallels between sales strategies and personal relationships. Sales may be an unexpected career path for someone with an IT background, but Tommy's journey shows how this unique blend of skills can lead to a newfound passion for client interaction and problem-solving. Building trust and strong relationships becomes more than an aim; it’s a way of life, likening IT professionals to business surgeons essential for success.

Leadership isn't just about titles—it's about influence, action, and learning from setbacks. This episode takes you through the journey from sales to leadership, highlighting the trials and triumphs along the way. Drawing lessons from basketball legends like Michael Jordan and Kobe Bryant, we explore the importance of aligning passion with the right opportunities. At Techworks, the pursuit of excellence is mirrored in their recruitment process, ensuring cultural fit and long-term success. Whether it's selecting the right CRM or nurturing genuine client partnerships, the focus remains on building a team that is motivated, determined, and perfectly aligned with company values.

With over 20 years of experience in the technology industry, Tommy Panissidi is a seasoned leader known for his exceptional client engagement and a deep commitment to delivering personalized, high-impact solutions. A dynamic professional with a keen sense of urgency, he brings a unique combination of leadership and a passion for staying ahead of the curve. Tommy's ability to provide white-glove treatment ensures that clients not only feel valued but are empowered with tailored strategies that keep them ahead of the competition. Whether navigating complex challenges or driving innovative solutions, Tommy’s approach is always results-driven and client-focused.

Quotes:

"At TechWorks, we believe that positivity isn't just a mindset; it's a strategic tool for business success."

"Our mission is to build true partnerships with our clients, fostering growth and sustainability within the Long Island community."

"Leadership is more about influence and action than titles. It's about learning from setbacks and helping others succeed."

"We see ourselves as more than just IT professionals; we're like business surgeons, vital for the health and success of our clients' operations."

Links:

Tommy’s LinkedIn: https://www.linkedin.com/in/tommy-panissidi/

Techworks Consulting: https://www.maketechwork.com

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

Holly B. Hunt, the Vice President of Channel Sales for Cipher, shares her compelling journey in building an indirect sales channel for a leading cybersecurity firm. Her story weaves through the essential themes of resilience, persistence, and the critical role of networking in advancing one's career. Holly discusses the burgeoning demand for managed security services amidst rising cybersecurity threats and how Cipher's roots in Brazil and expansion to the U.S. are influencing their strategic growth. Her insights resonate deeply with sales professionals navigating the rapidly changing cybersecurity landscape.

Listeners are treated to an inspiring narrative that follows the evolution of sales careers and leadership roles. We explore the transformation of an individual who progressed from managing a clothing store sales team during college to leading a podcast business. This segment spotlights the power of embracing new opportunities and special projects, which capture leadership attention and facilitate career advancement. The episode further highlights the shift from a numbers-focused mindset to a leadership approach that thrives on empathy and effective communication, encouraging team growth and productivity.

The conversation continues by addressing work-life balance and the importance of mentorship, particularly for women in male-dominated fields like cybersecurity. Holly emphasizes the necessity of taking time off for mental health and how leaders can foster a supportive environment for their teams. She shares personal experiences of overcoming gender biases with the help of a dedicated mentor, underscoring the transformative impact of guidance and honest feedback. The discussion wraps up with insights on the effective utilization of CRM systems in sales organizations, highlighting their potential pitfalls and benefits when used correctly.

Holly B. Hunt is a seasoned sales leader with nearly two decades of experience in telecommunications sales, sales leadership, enablement, and channel development. She is currently the VP of Channel Sales at Cipher, a global Managed Security Services Provider, and has previously held leadership roles at Comcast Business, AT&T, Windstream, and others. Holly has been widely recognized in the IT channel, earning multiple accolades, including the Women of the Channel list (2022-2024), Sandler Partners’ National Channel Manager of the Year (2022, 2023), and the LEAD award for exceptional female leaders (2023). She actively contributes to industry organizations, serving on the board of the Alliance of Channel Women and OAPB Fishing Foundation, and as Communications Chair for the Alliance of Channel Women. Holly was recently inducted into Cloud Girls and is a sustaining member of the Junior League of Fort Lauderdale. A double-degree graduate from the University of Georgia, she is also an entrepreneur and has moderated the John Maxwell Live 2 Lead Leadership Conference.

Quotes:

"Resilience isn't just about bouncing back; it's about growing through the challenges and emerging stronger in your career journey."

"In the rapidly evolving world of cybersecurity, the power of networking cannot be underestimated. Your network truly is your net worth."

"Effective leadership isn't just about numbers; it's about fostering a team environment where empathy and communication drive success."

"Embracing vulnerability as a leader can transform not only your team dynamics but also your personal relationships.”

Links:

Holly’s LinkedIn - https://www.linkedin.com/in/hollybhunt/

Cipher - https://www.cipher.com

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

Join us on the Sales Lead Dog podcast as we sit down with Joel Robnett, the dynamic Director of Sales and Marketing for Tech Heads, Inc. Joel opens up about his unexpected journey from aspiring lawyer to tech industry leader, sharing how Tech Heads blossomed from a mid-90s consulting firm into a powerhouse of managed services and cloud solutions. With a focus on problem-solving and empowerment, Joel reveals the foundational values of attitude, effort, and partnerships that have been pivotal to his success.

Communication and trust are the lifeblood of successful sales teams, and Joel offers profound insights into fostering these essential elements. He shares how leaders can create a transparent environment where vulnerability is seen as strength, encouraging team members to openly share challenges and victories alike. In a world leaning heavily towards virtual work, Joel emphasizes the irreplaceable value of in-person interactions for maintaining team spirit and transforming setbacks into springboards for future growth.

Our conversation takes a closer look at the synergy between sales and marketing teams, highlighting the importance of open dialogue and mutual understanding. Joel discusses the strategic role of CRM systems as more than just a tool, but a strategy that aligns operations and enhances workflows. Creating a culture of trust around CRM usage ensures that sales and delivery teams communicate seamlessly, providing an exceptional customer experience. This episode is a treasure trove of practical strategies and industry wisdom you won't want to miss.

Joel Robnett brings extensive sales and marketing leadership experience in the technology sector. He is currently the Director of Sales & Marketing at Tech Heads, Inc., where he’s been fostering growth and innovation since September 2022. His career spans prominent roles from startups to global enterprises, focusing on driving sales excellence and market impact.

Joel holds a Bachelor of Arts in Speech Communications with a Minor in Leadership Studies from Whitworth University. Beyond his professional achievements, he is a dedicated volunteer, serving on the Board of Directors for Choice Adoptions, coaching youth sports for his three kiddos and teaching children’s church. His passion for leadership, both in business and the community, makes him a compelling voice in today’s landscape.

Quotes:

"In sales, your input drives your output. It's all about attitude, effort, and the partnerships you build along the way."

"Creating a transparent environment where vulnerability is seen as a strength can transform setbacks into springboards for future growth."

"In-person interactions are irreplaceable for maintaining team spirit, especially in a world leaning heavily towards virtual work."

"CRM systems should not just be seen as tools, but as strategic elements that align operations and enhance workflows."

Links:

Joel’s LinkedIn: https://www.linkedin.com/in/joelrobnett/

Tech Heads, Inc. - https://www.techheads.com

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

Sandra Antoun, a remarkable force in the world of IT sales, graces our show today with her inspiring story of transition from teaching children with autism to conquering the tech sales arena. Her journey emphasizes the importance of organization, consistency, and resilience—a trifecta for anyone aiming to climb the career ladder. Sandra shares her insights on the rapidly evolving landscape of AI and compliance in IT services, shedding light on how to communicate technical solutions in an accessible manner. Her experiences underscore the value of adaptability and genuine relationship-building across industries.

Our discussion takes a deeper dive into the realm of sales leadership, where Sandra shares her strategies for managing a sales team and navigating the pressures of being the lone salesperson in a company. We explore the significance of personality assessments in hiring decisions and the unique strengths women bring to sales roles, particularly in a male-dominated tech environment. Sandra's narrative is a testament to the entrepreneurial spirit and the critical need for diversity in hiring practices. Her insights aim to inspire future generations of women eager to make their mark in sales.

In our final segment, Sandra delves into the art of empathy and strategic goal setting, key elements for thriving in sales and marketing. We discuss the power of relationships and networking in discovering hidden talents, along with the strategy of setting ambitious, long-term goals. Emphasizing the necessity of focus and flexibility, Sandra offers practical advice on avoiding distractions and making incremental changes to stay aligned with core objectives. As we wrap up, the conversation highlights the importance of leveraging CRM tools for business success, and we encourage listeners to connect with Sandra for more of her expert guidance.

Sandra Antoun, Chief Marketing Officer at Vintage IT Services in Austin, Texas, has driven the company’s growth for over 15 years through strategic leadership and a commitment to delivering innovative IT solutions. Her expertise in managed IT services, cloud solutions, and customer relationship management has helped foster enduring partnerships and improve customer retention. Recognized as a leader in the IT channel, Sandra has earned accolades such as CRN's Women of the Channel (2023), Sales Executive of the Year, and the Power 100 Award (2024). Passionate about leveraging technology to solve complex business challenges, Sandra remains dedicated to empowering businesses with tailored, secure, and efficient IT solutions.

Quotes:

"If you can sell one thing, you can probably sell another. It's about nurturing relationships and being human through the process."

"AI has been non-stop, but compliance is a part of that. As AI grows, we need to determine how to adopt it internally and set policy use cases around it."

"The three things that have driven my success are being organized, consistent, and not taking things personally. It's about effort and moving on."

"The unique strengths women bring to sales roles are invaluable, especially in male-dominated industries like tech. We need to inspire future generations."

Links:

Sandra’s LinkedIn - https://www.linkedin.com/in/sandra-antoun-082b1b14/

Vintage IT Services - https://vintageits.com

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

Join me as I welcome the prolific Rick Jordan, a serial entrepreneur and the CEO of ReachOut Technology, to the Sales Lead Dog podcast. Rick shares his fascinating journey of creating the "All In with Rick Jordan" podcast, which now boasts over 500 episodes. We explore the motivating factors that drove him to start, including the importance of building a strong online presence and how podcasting can sharpen communication skills. Our conversation touches on the balance of managing a podcast alongside demanding professional responsibilities and the personal growth that comes from being an adaptable speaker.

From humble beginnings at McDonald's to becoming a leading sales expert, I share insights from my early career days and how those foundational skills of upselling translated into success across various retail environments. We discuss the art of identifying customer needs and simplifying sales metrics to keep teams focused and driven. We also delve into the intricate balance of leadership, likening it to coaching a sports team where praise and constructive feedback create an environment conducive to growth and excellence.

The episode concludes with a thoughtful discussion on the glamorization of failure and the importance of learning and adaptation. Drawing sports analogies, we reflect on the adjustment process that follows setbacks and the significance of trying new strategies, akin to the lessons from "Moneyball." We wrap up with a look at the love-hate relationship with CRMs in sales, highlighting their necessity in managing complex sales processes while acknowledging the challenges they present. This episode offers valuable insights into leadership, sales, and the art of communication, making it a must-listen for anyone in the sales realm.

Rick Jordan is a nationally recognized entrepreneur, cybersecurity expert, and motivational speaker who has built an impressive career through hard work and a relentless drive to solve problems. From building his first computer at age 10 to writing Best Buy's B2B sales playbook and launching the Geek Squad rollout, Rick’s journey has been defined by a passion for innovation and connecting with people on a human level. As the founder of two award-winning Managed Service Providers (MSPs), including ReachOut, he’s dedicated to protecting businesses from cyber threats and driving industry excellence. A sought-after speaker at venues like NASDAQ, Harvard, and Coca-Cola, and a media guest on ABC, NBC, CBS, and FOX, Rick also hosts the hit podcast ALL IN With Rick Jordan. Whether acquiring MSPs or inspiring audiences, Rick embodies the spirit of resilience and leadership.

Quotes:

"In sales, it's not about the failure itself, but the learning and adjustment process that follows. Always be ready to pivot and adapt."

"A great leader balances praise and constructive feedback, creating an environment where team members can grow and excel."

"To be successful in sales, you must be findable online. Building a strong personal brand is key in today's digital world."

"A CRM is a tool, not a crutch. Use it to track activities and stay organized, but never let it replace genuine human connection."

Links:

Rick’s LinkedIn - https://www.linkedin.com/in/mrrickjordan/

ReachOut Technology LinkedIn - https://www.linkedin.com/company/reachoutit

Rick’s Instagram - https://www.instagram.com/mrrickjordan/

Rick’s Website - https://www.rickjordan.tv/

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

Kirk Fackre from iCorps Technologies brings his unique journey from an English degree to the tech world, where he has become a leading figure in cybersecurity, to the Sales Lead Dog podcast. His story is an inspiring tale of adaptability and learning, influenced by his wife's computer science background. Kirk's narrative highlights how skills honed in writing and communication have translated into excellence in sales leadership. He shares essential insights into the evolving dynamics of business communication, emphasizing humility and the power of learning from one’s mistakes as keys to success.

Our conversation takes a deeper look at the art of sales communication, particularly in today's text-heavy world, and how writing effectively is more vital than ever. Kirk and I discuss the nuances of crafting proposals that speak directly to client needs and the importance of authentic engagement in sales. My personal experience transitioning from customer service to sales adds another layer, challenging common stereotypes about the sales profession and highlighting the dedication required to excel. Together, we unpack the misconceptions and reveal the true labor and passion behind successful sales careers.

Leadership and mentorship are pivotal themes throughout our episode, where we explore the mentorship dynamic and how mentees must take initiative to truly benefit. We also reflect on the culture of startups and the significance of hiring individuals who resonate with company values. Kirk provides insights into aligning sales and marketing operations, discussing the invaluable role of CRM systems in boosting productivity across teams. As technology reshapes the landscape, we touch upon the exciting potential of AI in CRM, enhancing decision-making and capturing insights that drive success in the sales cycle. Be sure to join us for an enlightening discussion filled with practical wisdom from Kirk’s impressive career.

Throughout much of his career, Kirk has concentrated on how technology helps organizations become more productive by managing, organizing and sharing critical knowledge, information and expertise. Kirk is currently Vice President of Sales at iCorps Technologies, a boutique IT Strategy and Cyber Security consultancy just north of Boston. Earlier in his career, Kirk founded or cofounded a series of technology startups, where he developed the to go to market strategies and acted as Chief Revenue Officer.

In his spare time, Kirk enjoys mentoring first time entrepreneurs through MIT’s Sandbox accelerator and various other programs.

Quotes:

"The transition from an English major to a leader in cybersecurity taught me the invaluable lesson of adaptability—embracing humility and learning from every mistake."

"In today's text-heavy business world, mastering the art of effective writing is not just a skill but a necessity for impactful sales communication."

"The journey from skepticism to respect for the sales profession taught me that true sales success lies in passion, authenticity, and relentless dedication."

"Mentorship is a dynamic process—it's not just about offering guidance, but also about mentees taking the initiative to drive their growth."

Links:

Kirk’s LinkedIn: https://www.linkedin.com/in/fackre/

iCorps Technologies: https://www.icorps.com

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