The Exceptional Sales Leader Podcast

In this episode of the Exceptional Sales Leader Podcast, I am joined by Rebecca Grimes, the Chief Revenue Officer of SheerID, discussing her unique journey from a career in journalism to becoming a sales leader. Rebecca elaborates on her experiences as a crime reporter, which taught her valuable lessons in empathy, curiosity, and relationship-building, skills that seamlessly translated into her sales career. She emphasises the importance of aligning sales, marketing, and customer success teams around a unified goal of creating healthy revenue, advocating for a customer-obsessed approach. Rebecca also delves into the challenges and strategies involved in leading a global sales organisation, highlighting her focus on radical candor and transparency to foster trust and long-term connections with customers. She points out the necessity of discerning between good and bad revenue and explains how she navigates organisational dynamics to promote sustainable growth. Additionally, the conversation touches on AI’s role in sales, the importance of diversity in leadership, and the impact of personal values in shaping a leader’s approach. To connect with Rebecca and to learn more about what she does, go to: LinkedIn – https://www.linkedin.com/in/rebeccalgrimes/ Website – http://www.sheerid.com/

In this episode of the Exceptional Sales Leader Podcast, I sit down with Carlos Garrido, a sales expert and founder of Sandler Training Miami. With a backdrop of rich professional history and international experiences, Carlos shares his journey from investment banking in the UK to founding a successful sales training business in Miami. Despite the challenges and a rocky start in the entrepreneurial world, Carlos’s perseverance and dedication to mastering the art of selling become a central theme of this episode. Diving deeper into sales methodologies, Carlos offers profound insights into the common pitfalls faced by founders and sales teams. He discusses the transformational journey required to shift from founder-led selling to scalable processes that enable teams to thrive independently. Key themes centered around building robust sales processes, consistent pipeline management, and the perpetual importance of recruiting underscore the conversation. Carlos emphasises the role of effective leadership in driving sustainable sales success, making this episode a must-listen for anyone looking to refine their sales strategy and leadership approach. To connect with Carlos and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/carlosgarrido2024/ Website – https://go.sandler.com/absolute/

In this episode of the Exceptional Sales Leader Podcast, I am joined by Russ Hawkins, the dynamic CEO of Agilence. We navigate through Hawkins’ storied career, discussing his rise from humble beginnings in a family of Boston firefighters to spearhead successful technology ventures. The conversation traverses the transformation of Agilence from a hardware-centric operation into a leading software and data analytics firm in the loss prevention sector. Russ shares his foundational belief in listening deeply to customers and using data-driven insights to pivot business strategies for optimal growth. This episode is ripe with insights into organisational transformation and the pivotal role of sales leadership in fostering business evolution. With a focus on building strong relational networks within Agilence, he expands on his challenges of transitioning to a fully virtual organisation and maintaining corporate culture and communication. Listen as Russ provides a fresh perspective on modern leadership, emphasising the importance of possessing an entrepreneurial mindset within a growth-oriented company. To connect with russ, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/russhawkins/ Website – http://www.agilenceinc.com