Mike Hadley of Nexus IT Consultants joins us on the Sales Lead Dog podcast to share his expertise on IT services and the pressing issue of cybersecurity. With Utah's new legislation holding companies accountable for data breaches, Mike's insights are more relevant than ever. Discover how Nexus IT provides full-spectrum IT management and co-managed solutions, effectively addressing business needs from cybersecurity assessments to help desk support. Mike's journey from aspiring soccer player to successful IT consultant is filled with lessons on adaptation, family motivation, and the continuous pursuit of improvement.

Reflecting on the transformation of sales tactics, we discuss the transition from pushy sales methods to the art of building genuine, long-lasting client relationships. My own evolution in sales mirrors this trend, emphasizing the importance of trust and understanding client needs, especially in tight-knit communities. At Nexus IT, the challenge lies in aligning sales strategies with the technical expertise required to sell intangible services like IT support. This alignment ensures that our team is always prepared for innovative projects and new client engagements.

The conversation moves beyond the initial sales process to focus on the essentials of long-term customer relationship management. I talk about empowering sales teams by fostering autonomy and providing the right tools for success. Navigating sales challenges with CRM systems, I share personal stories of risk-taking that led to unexpected yet rewarding professional experiences. We explore the potential of AI to enhance CRM systems, while recognizing the unpredictability of sales and the art of managing expectations in complex environments. Join us for an episode filled with insights and strategies for thriving in the world of IT sales.

With over 20 years of experience in sales, sales management, and team leadership, Mike Hadley is a seasoned professional known for driving revenue growth and fostering high-performing teams. His expertise spans strategic planning, customer relationship management, and mentoring sales professionals to achieve and exceed targets. Mike’s proven leadership skills and results-oriented approach have consistently delivered success across diverse industries.

Quotes:

"In IT sales, building trust is not just a strategy; it's a necessity for long-lasting client relationships."

"Navigating the ever-evolving landscape of cybersecurity requires both vigilance and innovation, especially with new legislation holding companies accountable for data breaches."

"The shift from pushy sales tactics to fostering genuine relationships is crucial, particularly in tight-knit communities where reputation is everything."

Links:

Mike’s Linkedin - https://www.linkedin.com/in/mike-r-hadley/

Nexus IT Consultants - https://www.nexusitc.net

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

Kerry Siggins, the dynamic CEO of StoneAge and author of "The Ownership Mindset," joins us for an insightful conversation about transforming organizations through an ownership mindset. Kerry’s journey from a mindset of victimhood to one of accountability, as well as her success in building a thriving employee-owned company, serves as a powerful testament to the impact of leadership rooted in trust and empowerment. Our discussion unpacks the strategies and challenges of fostering a culture where risk-taking is encouraged, and team members feel genuinely invested in their work.

Hear firsthand how embracing vulnerability and storytelling can strengthen leadership by fostering trust and inspiring teams. We share experiences of how leaders can use personal failures to create a safe, open space for others, promoting human connection through relatable stories. At StoneAge, the "own it" culture nurtures a palpable sense of pride and trust, making it a coveted workplace. We explore practical advice on recognizing disengagement, cultivating accountability, and empowering employees to feel responsible for the organization's success.

For those eager to integrate an ownership mindset within their organizations, this episode is packed with actionable insights. Kerry shares wisdom on aligning new hires with core company beliefs and the complexities of incorporating this philosophy during the hiring process. Additionally, listeners are encouraged to visit Kerry's website and connect on LinkedIn for further guidance. Join us as we welcome Kerry Siggins to the Sales Lead Dog Pack, and explore the transformative power of an ownership mindset in both personal and professional realms.

Kerry Siggins is the CEO of StoneAge, a fast growing, employee-owned manufacturing and technology company based in Colorado. In 2023, Kerry was named EY Entrepreneur Of The Year and Colorado’s CEO of the Year. StoneAge is recognized as a top company to work for by Outside Magazine and Inc. Magazine. She is a dynamic, sought after speaker who presents worldwide at corporations, universities, and conferences. Kerry hosts Reflect Forward, a popular leadership podcast and is an author, blogger, and contributor to Forbes, Entrepreneur, Authority Magazine, and BIC Magazine. Her blog is visited by thousands of readers each month and she recently released her first book, The Ownership Mindset: A Handbook for Transforming Your Life and Leadership.

Quotes:

"Leadership is not just about steering the ship; it's about creating a culture where everyone feels like they have a stake in the journey."

"An ownership mindset isn't about titles or positions; it's about taking responsibility for everything that happens in your life and your organization."

"When you empower your team to take risks without the fear of failure, you open the door to creativity and innovation."

"Vulnerability is a powerful tool in leadership. Sharing our failures helps build trust and connects us on a human level."

Links:

Kerry’s LinkedIn - https://www.linkedin.com/in/kerry-siggins/

StoneAge - https://www.stoneagetools.com

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

Wendy Herbst, a distinguished figure in sales and marketing, joins us on Sales Lead Dog to share the secrets behind her impressive career journey. Wendy delves into the significance of people in her success, from customers to mentors, and how emotional intelligence has been pivotal in leadership roles. Her wisdom on focusing on strengths and delegating weaknesses offers a practical framework for anyone looking to advance their career, making this episode a must-listen for aspiring leaders in the field.

As we explore pivotal career moments, Wendy reveals how a mentor's insight shifted her path from marketing to sales and business management. Her story resonates with the thrill and trepidation of career leaps, providing valuable lessons on embracing change and pursuing passion. She discusses the strategic alignment of one's career with long-term goals, especially within the dynamic environment of private equity, emphasizing the importance of finding where you can make a significant impact.

Our conversation takes a strategic turn as we dissect career transitions and team building. Wendy shares her approach to choosing the right company and team, highlighting the necessity of cultural fit and goal alignment. We also examine the essential role of CRM systems in business strategy, where Wendy underscores their importance in maintaining data integrity and operational excellence. Her insights into team dynamics and technology's role in success are packed with practical advice, inspiring listeners to approach new opportunities with enthusiasm and intention.

Wendy is a dynamic executive with a proven track record in private equity, specializing in driving rapid, high-value transactions and organizational transformation. Known for her people-first leadership, Wendy excels in aligning talent with business goals while delivering exceptional financial results. With extensive global experience as a Chief Commercial Officer and General Manager, she has led multi-million dollar businesses in the chemical and ingredients industry, driving growth and innovation. Wendy's strategic insight, passion for people, and competitive spirit, shaped by her upbringing on a Wisconsin dairy farm, continue to fuel her professional success and personal endeavors.

Quotes:

"Emotional intelligence is crucial in leadership. Staying calm not only helps you make better decisions but also sets the tone for your team, keeping everyone focused and productive."

"Career transitions can be both thrilling and daunting. It's important to run towards new opportunities with enthusiasm and a clear understanding of where you can make a meaningful impact."

"When building a winning team, understanding what makes each member tick is vital. Aligning personal goals with team objectives fosters a strong culture and drives success."

"CRM systems are more than just a tool; they are essential for maintaining data integrity and ensuring operational excellence. It's about turning technology into a strategic asset for the business."

Links:

Wendy’s LinkedIn - https://www.linkedin.com/in/wendy-herbst-56ba10b/

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

Marketing visionary David Meerman Scott returns to share his cutting-edge insights into the evolving digital marketing landscape. From being dismissed for his innovative ideas to becoming a global thought leader, David recounts his journey and the immense growth in online engagement that has shaped today’s marketing world. With AI, social media, and video now at the forefront, David stresses the importance of keeping human connection alive in our digital interactions.

Storytelling emerges as a powerful tool in marketing, and we discuss how businesses can form genuine bonds with their audiences through impactful content. Drawing on examples like Hagerty Insurance’s success with classic car enthusiasts, we highlight the struggle many companies face as they cling to outdated strategies. AI's role in content creation is explored, showcasing how it has transformed tasks like transcription and editing, allowing for efficient production of diverse content without compromising on quality.

We dive into modern tools that streamline content creation, eradicating the "no time" excuse. Leveraging AI models and transcription services, creating high-quality content for web and social media is now faster than ever. We emphasize establishing authority through consistent content production, as AI-based search tools gain traction. The episode wraps up with niche content strategies, revealing how specific themes can capture media interest and unlock unique opportunities amidst rapid technological advancements.

David Meerman Scott spotted the real-time marketing revolution in its infancy and wrote five books about it including The New Rules of Marketing and PR, now in an 8th edition, with more than 425,000 copies sold in English and available in 29 languages from Albanian to Vietnamese. Now David says the pendulum has swung too far in the direction of superficial online communications. Tech-weary and bot-wary people are hungry for true human connection. Organizations have learned to win by developing what David calls a “Fanocracy” - (the subject of his Wall Street Journal bestseller) - tapping into the mindset that relationships with customers are more important than the products they sell to them. He is a massive live music fan, having been to 984 live shows since he was 15 years old, is passionate about the Apollo lunar program, and he loves to surf but isn't very good at it.

Quotes:

"In an AI-driven world, maintaining humanity in digital interactions is more crucial than ever."

"Storytelling isn't just about telling tales; it's about forging genuine connections with your audience."

"The excuse of 'no time' for content creation is obsolete with the modern tools we have today."

Links:

David’s LinkedIn - https://www.linkedin.com/in/davidmeermanscott/

Fanocracy - https://www.davidmeermanscott.com/books/fanocracy

The New Rules of Marketing & PR (9th Edition) - https://www.davidmeermanscott.com/books/the-new-rules-of-marketing-and-pr

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

Unlock the secrets to thriving as a sales leader with Jean-Sebastien Guy, Chief Commercial Officer at Micro Logic. You'll gain invaluable insights into the concept of digital sovereignty, its rising significance in Europe, and the compliance hurdles faced by international companies. Jean-Sebastien's success story is built on three pivotal elements: exceptional coaching, striking the perfect balance between data-driven decisions and intuition, and embodying humility in leadership. We'll also uncover the vital role of teamwork and the power of acknowledging contributions. As a special treat, hear the heartfelt story behind a hockey stick signed by Mario Lemieux that continues to inspire Jean-Sebastien.

Transitioning from a sales role to a leadership position is no small feat, and Jean-Sebastien shares his wisdom on the importance of timing, gut instincts, and being a team player. Discover what sets standout salespeople apart, including personality, drive, and that elusive "eye of the tiger." We also explore the evolving hiring process, emphasizing the shared responsibility between individuals and companies for ensuring success. Tough interview questions and a solid onboarding program are crucial, as is the role of CRM systems in maintaining transparency and organization. Learn how to align with C-suite executives and deliver measurable results in your second year of sales leadership. This episode is packed with essential strategies for any sales leader aiming to elevate their game!

Jean-Sebastien is a high-velocity, forward-thinking executive with 20 years of experience in achieving targets and delivering sustainable recurring-revenue growth, with both large tech companies as well as scale-up and value-added reseller. With an in-depth understanding of market positioning and a passion for leveraging talent, he’s driven by excellence, while keeping in mind the people behind it. He’s currently leading the go-to-market strategy and teams that owns the customer journey, from initial brand awareness all the way through value-realization, and every step along the way. This includes Digital Marketing, Business Development, Sales, Pre-Sales, Renewals, and Customer Success. He considers himself an enthusiastic yet humble leader, who fosters collaborative culture built on transparency, empathy, frequent communications, and fun!

Quotes:

"Digital sovereignty is not just a concept; it's a crucial aspect of data management and compliance, especially in Europe. It's about having control over your data, ensuring it's stored, processed, and protected within the country's borders...Countries and legislation around the world need to build their own digital sovereignty to fuel the next wave of AI innovation."

"Great coaching is the foundation of success. It's about having mentors who know your potential and push you to go the extra mile."

"While data-driven decisions are important, never underestimate the power of your gut feeling. Your intuition is based on countless data points and observations, making it a powerful tool in decision-making."

Links:

Jean-Sebastien's LinkedIn - https://www.linkedin.com/in/jstheguy/

Micro Logic - https://micrologic.ca/en/

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

Unlock the secrets of sales leadership and discover the power of tenacity with Sylvain Jacob, Vice President of Sales at MicroServe. Listen as Sylvain takes us on his inspiring journey from a paperboy to leading a dynamic sales team in the competitive IT services industry. You'll learn invaluable lessons on understanding customer needs, building partnerships with OEMs, and the sheer joy of acquiring new customers, as well as navigating the challenges of payment collections.

Sylvain shares his conscious transition from a high-performing individual contributor to a leadership role, underscoring the pivotal role of mentorship. Gain insight into how coaching and guidance helped him overcome initial setbacks and develop his leadership skills. This episode emphasizes the importance of mentoring within organizations and through external programs, demonstrating the rewarding experience of guiding new graduates and the broader cultural impact of giving back to the community.

We'll also explore the entrepreneurial culture at MicroServe, where autonomy and long-term relationships are key. Sylvain explains how the company avoids micromanagement and embraces a performance-driven yet flexible environment. Learn about the benefits of being privately owned, promoting from within, and the strategic importance of engaging early in the sales cycle. Don't miss Sylvain's insights on CRM management and the exciting future plans for optimizing sales processes at MicroServe.

Sylvain Jacob is a dynamic sales and management executive with a strong foundation in IT solutions and strategic partnerships across Canadian enterprise and public sectors. With a Bachelor of Business Administration in Operational Research from Université du Québec à Trois-Rivières, he began his career at Hewlett Packard and advanced to VP of Sales at Microserve. Known for his communication, business analysis, and strategic thinking skills, Sylvain consistently exceeds sales goals by fostering long-term relationships and uncovering new opportunities. He is bilingual, fluent in English and French.

Quotes:

"Sales starts with a 'no.' It's about finding the customer's pain point and having the tenacity to keep the conversation going until you can help them."

"Leadership skills are honed over time, not innate. My journey from an individual contributor to a leadership role was guided by valuable mentorship."

"It's not all about you; it's about the value you provide to the organization. Shift your perspective and think about how you can deliver value."

Links:

Sylvain’s LinkedIn - https://www.linkedin.com/in/sylvainjacob1/

Microserve - https://www.microserve.ca

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

What does it take to transform a military upbringing into a thriving IT services business? Mike Wickham, a West Point graduate and the force behind the successful SD Tech, joins us to share his incredible journey. Through insightful anecdotes, Mike reveals how his curiosity, meticulous preparation, and unwavering integrity have been fundamental to his career. He also discusses the profound impact his international business experiences have had on his approach to sales and business development, emphasizing the joy he finds in meeting new people and understanding their motivations. Leadership is not just about directing but also about enabling others to succeed. Mike delves into his leadership philosophy, underscoring the importance of collaboration and open communication within a team. He advocates for a culture where team members bring solutions to the table, not just problems, fostering ownership and responsibility. We also discuss the critical role of data-driven performance monitoring, clear organizational goals, and the mentorship of future leaders. Mike's practical advice for young leaders highlights the necessity of respecting experienced colleagues and balancing confidence with humility.

Shifting gears, we reflect on the true essence of career fulfillment versus the often misleading pursuit of money and status. Mike shares personal stories about the importance of gratitude and the serendipitous turns that can lead to the most rewarding experiences. We also navigate the often complex world of CRM systems, discussing how proper data management and addressing underlying sales processes are crucial before implementation. Tune in to hear Mike's candid thoughts on maintaining CRM effectiveness and the exciting future of AI in streamlining data entry. This episode is packed with rich insights and practical advice that you won't want to miss.

Mike Wickham, born in San Antonio into an Air Force family, spent his early years between Texas and various locations across Asia. After high school, he was appointed to the US Military Academy at West Point, where he later graduated and served as an artillery officer in the US Army. His final military assignment was as commander of a nuclear-capable field artillery unit in Europe. Following his military service, Mike launched a 20+ year career in international business, working for prominent telecom and technology companies like AT&T, MCI International, IDT, and V-Band. Based in the New York City area, he helped develop markets across Europe, Asia, and Latin America through strategic partnerships and joint ventures. Now residing in Texas, Mike continues to provide technology solutions to the Central Texas market.

Quotes:

"Frankness is crucial. If there's a problem, put it right in people's faces and say, 'We all own this.' It fosters a culture of ownership and responsibility."

"I've always been curious about what people do, why they do it, and how they do it. Integrity sets the tone for everything you do in sales. If people can't trust you, they won't buy from you."

"Chasing money and status can be a pitfall. True fulfillment comes from doing work that brings joy and satisfaction."

Links:

Mike’s LinkedIn - https://www.linkedin.com/in/mvwickham/

SD Tech - https://www.sd-tech.net

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

Unlock the secrets to successful wealth management with Kevin Corbett, Managing Director of Corporate Development and Strategy at Mariner Wealth Advisors. Gain valuable insights into Mariner's rapid growth strategy aimed at affluent and high-net-worth individuals, and discover how Kevin's expertise in M&A opportunities has propelled the firm to operate across 41 states with over 800 advisors. Learn the three keystones of Kevin's success: meticulous attention to detail, unwavering honesty and integrity, and the power of teamwork. Kevin also delves into the emotional journey of entrepreneurs transitioning from owners to employees, offering a unique perspective on the psychological elements of selling.

Trace Kevin's professional journey from working directly with individual clients to liaising with institutions and advisors. Explore his career-defining move to North Texas in 2003 to join Fidelity Institutional, where he played a pivotal role in helping advisors establish their own RIA firms. Uncover the story of Kevin's relationship with Marty Bicknell, the founder and CEO of Mariner Wealth, and how their shared values and trust shape Mariner's client-first mindset. This episode underscores the cultural considerations in business acquisitions and the importance of maintaining strong personal connections for long-term success.

In our conversation, we emphasize the significance of fostering a culture of success within a team, where putting the customer first and delivering exceptional value are paramount. We discuss the challenges of evaluating cultural fit remotely and the benefits of viewing partnerships over mere vendor relationships. Reputation and integrity take center stage as Kevin shares how high standards and nurturing long-term relationships can unlock growth opportunities. Finally, we highlight the indispensable role of CRM systems in managing deals, fostering accountability, and driving strategic decision-making through meticulous data tracking. Join us for an episode brimming with actionable strategies and insights into the dynamic world of wealth management.

Kevin helps lead the corporate development function at Mariner Wealth Advisors. His work includes the strategic lift-out of advisors and teams, assessing and identifying key talent for recruiting, as well as RIA firm acquisitions across the U.S. Kevin works closely with a wide range of industry participants (investment banks, RIA custodians, COIs, etc.) across the industry in pursuit of our goals. He is also a member of the Mariner Trust Company Board of Managers.

Prior to joining the firm, Kevin was a senior relationship manager at Fidelity Investments, where he worked closely with Mariner Wealth Advisors. Through his 17-year tenure at Fidelity, Kevin held various roles throughout the retail and institutional brokerage businesses, including positions in national financial services, capital markets and institutional wealth services. Kevin’s past experience also includes working as a head trader with Bainco International Investors. Kevin has a bachelor’s degree in marketing from the Isenberg School of Management at the University of Massachusetts in Amherst.

Quotes:

"I think attention to detail is paramount. Understanding every facet of a potential acquisition ensures our conversations are in-depth and truly beneficial."

"Honesty and integrity have been hallmarks of my career. In financial services, where trust is everything, being upfront and truthful builds lasting relationships."

"You can't achieve success in isolation. It's about leveraging the strengths of your team and knowing that it takes a village to close a deal."

Links:

Kevin’s LinkedIn - https://www.linkedin.com/in/kevin-w-corbett/

Mariner - https://www.marinerwealthadvisors.com

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