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

Andrew Cohen, the Executive Vice President of Strategic Sales at Netsurit, steps into the spotlight to share his fascinating journey from a digital transformation company to a global managed service provider. With a wealth of experience and an entrepreneurial spirit, Andrew delves into the world of AI innovations at Netsurit, aiming to boost productivity and profitability for small to medium enterprises. He discusses how the challenges of the COVID-19 pandemic sharpened his resolve and highlights the crucial role of continuous learning in overcoming obstacles and achieving success.

Listeners get a front-row seat as Andrew recounts his unexpected career transitions, from an aspiring athlete and fine art major to a sales leader. Hear firsthand how he navigated the exhilarating shift from entrepreneurship to sales after an acquisition, discovering a natural affinity and passion for the latter. Despite initial hesitations, Andrew found joy and authenticity in connecting with clients and solving their business challenges, demonstrating that even introverts can thrive in sales with the right approach.

This episode also delves into the transformative aspects of Andrew's career, including the importance of strategic hiring and motivation in driving business growth. Andrew opens up about the complexities of transitioning sales roles, revealing the insights he's gained from managing both small businesses and being part of larger organizations. From balancing work and family life to engaging with customers, Andrew's story offers invaluable lessons on authenticity, personal growth, and the power of CRM systems in streamlining sales activities. Join us for an inspiring conversation with a sales leader whose journey is as compelling as his strategies are effective.

Andrew earned his BA in Studio Arts from the University of North Carolina, Chapel Hill where he also was a four-year varsity soccer player.

Since 1997, Andrew had been the CEO and Managing Partner at EVOKE, an award-winning Digital Transformation company that partners with our clients to build modern workplace solutions for nearly every common organizational and technological challenge imaginable. In 2019, Andrew launched the EVOKE Engage division that focuses on automation and streamlining of processes. This now allows Netsurit to provide our clients with guidance and solutions on using technology to maximize ROI.

Andrew also serves on the following boards: Red Cross (Hudson Valley): Board of Directors (Chair) People USA: Board of Directors (Chair) Pathfinder FC: Board of Advisors

An avid soccer fan and player, Andrew can be found watching or playing soccer when not in the office as well as spending time with his family.

Quotes:

"I never imagined my path would lead me to sales, but the transition from being an athlete and fine art major to a sales leader has been exhilarating and rewarding."

"The COVID-19 pandemic sharpened my resolve and taught me the invaluable lesson that continuous learning is key to overcoming obstacles and achieving success."

"Despite being an introvert, I've discovered a natural affinity for sales, finding joy in connecting with clients and solving their business challenges."

"Leveraging AI for business growth isn't just about technology; it's about understanding and enhancing the business processes for small to medium enterprises."

Links:

Andrew’s LinkedIn - https://www.linkedin.com/in/andrew-cohen-91945a4/

Netsurit - https://netsurit.com/en-us/

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

Evan Dumouchel, the visionary founder of Northstar Strategies, graces the Sales Lead Dog podcast with his transformative insights into bridging communication gaps between technical teams and business executives. Listeners will be captivated by Evan's compelling journey from the hustle of waiting tables to a thriving career in tech leadership. Not only does he reveal the pivotal moments that shaped his path, but Evan also delves into the importance of articulating the "why" behind organizational changes, crafting narratives that resonate across diverse team members.

Our conversation isn't just about Evan's career evolution; it's a masterclass in leadership communication and empowerment. By understanding the value of allowing team members to learn through their experiences, Evan emphasizes the significance of fostering a culture where people feel motivated and supported. His reflections on using OKRs to create alignment and encourage ownership among teams offer invaluable strategies for leaders aiming to cultivate accountability and commitment within their organizations. This episode is packed with actionable insights for anyone interested in harnessing the potential of their teams.

The final segment of our episode explores Evan's rich experience in sales leadership, offering a treasure trove of networking and promotion strategies. By sharing the key lessons and tools that have fueled his success, Evan provides a roadmap for listeners eager to elevate their careers in sales. The engaging dialogue throughout promises not only to inform but also to inspire, leaving listeners with fresh perspectives on achieving alignment and success in their professional journeys. Be sure to subscribe and follow us on social media to keep up with all our enlightening episodes.

Evan Dumouchel, founder of North Star Strategies, brings over 15 years of experience in managed services leadership, specializing in optimizing technology partnerships and navigating complex compliance requirements. As former VP of Operations at Interlaced, Evan managed 160+ client relationships and led a team of 70, mastering the art of turning technical capabilities into measurable business outcomes.

Evan excels at bridging the gap between technical teams and executive leadership, enhancing existing IT relationships to maximize technology value while meeting compliance standards like CMMC. With experience on both sides of technology partnerships, he helps organizations simplify complexity, make informed decisions, and transform technology into a strategic advantage.

At North Star Strategies, Evan is redefining technology partnerships, ensuring clients thrive by aligning compliance with optimized technology strategies.

Quotes:

"Bridging the gap between technical teams and business executives is not just about translation—it's about crafting narratives that resonate and align everyone toward a common goal."

"Understanding the 'why' behind organizational changes isn't optional; it's the foundation for effective communication and alignment at every level of the team."

"Empowerment in leadership means allowing your team to learn from their experiences, not just providing them with solutions. It's about creating a culture where accountability and motivation thrive."

Links:

Evan’s LinkedIn - https://www.linkedin.com/in/evandumouchel/

North Star Strategies - https://www.northstarstrategies.work

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

Unlock the secrets to a thriving sales career and effective leadership with Reed Perryman, Vice President of Sales at RCN Technologies. You'll gain insights into how the transformative power of wireless LAN solutions is revolutionizing connectivity for businesses and government sectors alike. Reed shares his journey from a sales rep to a sales leader, highlighting the critical role mentorship played in his success and the invaluable lessons learned from working closely with an entrepreneur. Discover how RCN Technologies is redefining operational continuity in an ever-connected world.

Explore the dynamic path from individual contributor to visionary leader and the importance of nurturing future leaders. Reed opens up about his experiences in government sales, the significance of hiring for potential, and the competitive spirit he values in new hires. His reflections provide a clear roadmap for achieving strategic business goals through resilience, continuous learning, and risk-taking. Reed's story is a testament to the power of embracing unexpected opportunities and fostering an environment of growth and innovation.

Get ready to enhance your sales team’s efficiency with Reed’s expert strategies on optimizing Customer Relationship Management (CRM) systems. He dives into the art of reducing complexities to boost workflow, ensuring CRM systems align seamlessly with business goals. Gain a deeper understanding of how CRM data can offer strategic insights for both sales teams and leadership, highlighting the dual benefits of staying organized and identifying market trends. Reed’s passion for personal growth and leadership development shines through, offering listeners valuable lessons on fostering innovation and achieving excellence.

Reed Perryman is the Vice President of Sales at RCN Technologies—a wireless WAN enablement company challenging traditional wireline norms with cutting-edge wireless solutions. Starting his career as an inside sales rep, Reed founded and scaled the government sales division into a bread-winning department and ultimately climbed the ranks to VP by combining relentless dedication, a compete-with-yourself spirit, an appetite for learning, and a passion for refining the sales process.

With a degree in broadcast journalism from the University of Tennessee, Knoxville, Reed brings a unique perspective to sales leadership, blending public speaking, EQ, and storytelling with data-driven tactics to drive results. He is a major advocate for starting your career at a small business.

Off the clock, he’s a devoted husband, amateur antique book collector, and an excited soon-to-be father to a baby girl.

Quotes:

“The key to effective leadership is understanding your team members' goals and motivations, building trust, and providing them with opportunities to grow and succeed."

"The transition from a sales rep to a leader is not just about climbing the corporate ladder—it's about embracing mentorship, resilience, and the courage to seize unexpected opportunities."

"In today's fast-paced world, operational continuity hinges on reliable wireless connectivity. At RCN Technologies, we're not just keeping businesses connected; we're empowering them to thrive."

Links:

Reed’s LinkedIn - https://www.linkedin.com/in/reedperryman/

RCN Technologies - https://rcntechnologies.com

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