https://www.spreaker.com/podcast/sales-code-leadership-podcast--4837956
We invite revenue leaders and experts in sales marketing and leadership to discuss what talent, attitude, skills, knowledge and style is required to get to the top and stay there – with a particular focus on the specific demands of the ever-changing technology sector.]]>enManagementCopyright Kevin Thielehttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/ddf0941468b0f9b6947f0c2b3ddf15b5.jpghttps://www.spreaker.com/podcast/sales-code-leadership-podcast--4837956Fri, 17 May 2024 10:47:52 +0000Kevin ThieleKevin Thielekevin.thiele@salescode.co.ukWelcome to engaging technology sales leaders We invite revenue leaders and experts in sales marketing and leadership to discuss what talent, attitude, skills, knowledge and style is required to get to the top and stay there – with a particular focus...
We invite revenue leaders and experts in sales marketing and leadership to discuss what talent, attitude, skills, knowledge and style is required to get to the top and stay there – with a particular focus on the specific demands of the ever-changing technology sector.]]>falseepisodichttps://www.spreaker.com/episode/111-creative-chaos-with-meshach-amuah-fuster--60043559
Meshach has spent the last 20 years helping SaaS companies grow. He specializes in working with VC/PE Principals, helping them execute on their growth strategies. 

With a focus on ARR, EBITDA, net margin and IRR, this can be based on a Buy and Hold model, or based on a defined exit strategy. Meshach acts as either the bridge between ownership and senior leadership within the acquisition, or directly manages the acquisition himself. 

He has held positions as Portfolio CEO at ESW Capital running their Aurea and CopperTree divisions, the Managing Director for Allbound, Inc, and Director, Sales for Vimeo, Inc.]]>https://api.spreaker.com/episode/60043559Wed, 15 May 2024 08:46:06 +0000Kevin ThieleJoin us for another exciting edition of the Sales Code Leadership Podcast as we welcome Meshach Amuah-Fuster to our 111th episode!  Meshach has spent the last 20 years helping SaaS companies grow. He specializes in working with VC/PE Principals,...
Meshach has spent the last 20 years helping SaaS companies grow. He specializes in working with VC/PE Principals, helping them execute on their growth strategies. 

With a focus on ARR, EBITDA, net margin and IRR, this can be based on a Buy and Hold model, or based on a defined exit strategy. Meshach acts as either the bridge between ownership and senior leadership within the acquisition, or directly manages the acquisition himself. 

He has held positions as Portfolio CEO at ESW Capital running their Aurea and CopperTree divisions, the Managing Director for Allbound, Inc, and Director, Sales for Vimeo, Inc.]]>2342code,leadership,sales,salescodefalse111fullhttps://www.spreaker.com/episode/110-self-awareness-for-sales-leaders-with-hitesh-kapadia--59902353
Hitesh is the Chief Revenue Officer and co-founder at Jointflows and is an experienced sales leader - a top performer who has a wealth of knowledge about the industry.

Hitesh’s experience comes from working in a range of different companies including Yieldify, Profitero, IRI and Procter and Gamble. In his last role at Yieldify he led the new business sales team over a period of five years.

Hitesh also has recent insights of working through acquisitions and how to navigate that landscape as an employee. Tune in to learn more about Hitesh, his thoughts on self-awareness for sales leaders and tips for making it in the sales industry! 

]]>https://api.spreaker.com/episode/59902353Wed, 08 May 2024 06:00:04 +0000Kevin ThieleJoin us for a landmark episode 110 of the Sales Code Leadership Podcast, as we welcome Hitesh Kapadia to the show! Hitesh is the Chief Revenue Officer and co-founder at Jointflows and is an experienced sales leader - a top performer who has a wealth...
Hitesh is the Chief Revenue Officer and co-founder at Jointflows and is an experienced sales leader - a top performer who has a wealth of knowledge about the industry.

Hitesh’s experience comes from working in a range of different companies including Yieldify, Profitero, IRI and Procter and Gamble. In his last role at Yieldify he led the new business sales team over a period of five years.

Hitesh also has recent insights of working through acquisitions and how to navigate that landscape as an employee. Tune in to learn more about Hitesh, his thoughts on self-awareness for sales leaders and tips for making it in the sales industry! 

]]>1986code,leadership,meddic,meddicc,meddpicc,sales,salescode,sclp,sellers,selling,trainingfalse1110fullhttps://www.spreaker.com/episode/109-working-smart-and-hard-with-adam-kay--59632618
Adam is CRO at Playroll.com a business offering Employer of Record solutions. Prior to this, Adam successfully led and scaled several revenue organisations such as Shoutlet, Conversocial and Paddle, the latter achieving unicorn status and exceptionally rapid growth. 

Adam has progressed in his career from a trainee sales rep to CRO and has learnt and developed a people-centric playbook for scaling startups into successful businesses. 

In his spare time, Adam enjoys spending time with his 3 kids, he also has a passion for sports such as snowboarding as well as an avid reader and chess player.

Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/ 

]]>https://api.spreaker.com/episode/59632618Thu, 25 Apr 2024 07:56:07 +0000Kevin ThieleJoin us for one of our most insightful edits to date, as we welcome a stellar guest in Adam Kay to the Sales Code Leadership Podcast!  Adam is CRO at http://playroll.com/ a business offering Employer of Record solutions. Prior to this, Adam...
Adam is CRO at Playroll.com a business offering Employer of Record solutions. Prior to this, Adam successfully led and scaled several revenue organisations such as Shoutlet, Conversocial and Paddle, the latter achieving unicorn status and exceptionally rapid growth. 

Adam has progressed in his career from a trainee sales rep to CRO and has learnt and developed a people-centric playbook for scaling startups into successful businesses. 

In his spare time, Adam enjoys spending time with his 3 kids, he also has a passion for sports such as snowboarding as well as an avid reader and chess player.

Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/ 

]]>2156coaching,code,kevin,leaders,leadership,meddic,meddicc,meddpicc,podcast,sales,salescoaching,salescode,sellers,selling,thiele,tipsfalse1109fullhttps://www.spreaker.com/episode/108-how-to-elevate-people-in-sales-with-john-barrows--59372670
This week, we welcome John Barrows - John is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He has trained and consulted with some of the world’s fastest growing sales teams like Salesforce.com, Zoom, Amazon, LinkedIn and many others.

He’s an active seller who still does his own prospecting and manages all his own deals because he believes that you can’t teach Sales unless you live it, especially with how fast everything is evolving in the space right now.

Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/59372670Wed, 10 Apr 2024 07:30:02 +0000Kevin ThieleJoin us for the latest edition of the Sales Code Leadership Podcast! This week, we welcome John Barrows - John is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He has trained and consulted with...
This week, we welcome John Barrows - John is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He has trained and consulted with some of the world’s fastest growing sales teams like Salesforce.com, Zoom, Amazon, LinkedIn and many others.

He’s an active seller who still does his own prospecting and manages all his own deals because he believes that you can’t teach Sales unless you live it, especially with how fast everything is evolving in the space right now.

Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>2898leadership,podcast,sales,salescode,salespeople,sellingfalse1108fullhttps://www.spreaker.com/episode/107-secrets-of-my-journey-from-cro-to-ceo--59192481
Delve into Michael's captivating story as he navigates the path from CRO to CEO, revealing invaluable insights and top tips along the way. Discover how you can make this pivotal transition into your first CEO role and embark on your own journey to leadership success. Tune in now for inspiration and actionable advice!

Michael joined Megaport from Cisco, where he led the pure SaaS Network Visibility Business, ThousandEyes, as Chief Revenue Officer. In that time, he transformed the go-to-market, scaling the team from 150 to nearly 400, expanding into many new countries, and growing the ARR by 2.4 times, making it the largest Cloud, SaaS, and Internet Visibility platform in the world.

Michael has spearheaded multiple acquisitions as the WW Head of Sales residing in California, US. He is known for his passionate and transformative Sales and Global go-to-market leadership focusing on Culture, People, and Execution. 

He previously led the Northern Region of Australia for Cisco and, prior to that, led Cisco Sales in Australia’s largest Financial Services customers. He brings over 19 years of industry expertise and experience to Megaport.

Michael holds a Degree in Aerospace Engineering from QUT and was CEO Magazine Sales Executive of the Year 2019.]]>https://api.spreaker.com/episode/59192481Wed, 27 Mar 2024 09:00:04 +0000Kevin ThieleUnlock the secrets of transitioning from a Chief Revenue Officer (CRO) to a Chief Executive Officer (CEO) with Michael Reid's incredible journey as our spotlight in the newest installment of the Sales Code Leadership Podcast! Delve into Michael's...
Delve into Michael's captivating story as he navigates the path from CRO to CEO, revealing invaluable insights and top tips along the way. Discover how you can make this pivotal transition into your first CEO role and embark on your own journey to leadership success. Tune in now for inspiration and actionable advice!

Michael joined Megaport from Cisco, where he led the pure SaaS Network Visibility Business, ThousandEyes, as Chief Revenue Officer. In that time, he transformed the go-to-market, scaling the team from 150 to nearly 400, expanding into many new countries, and growing the ARR by 2.4 times, making it the largest Cloud, SaaS, and Internet Visibility platform in the world.

Michael has spearheaded multiple acquisitions as the WW Head of Sales residing in California, US. He is known for his passionate and transformative Sales and Global go-to-market leadership focusing on Culture, People, and Execution. 

He previously led the Northern Region of Australia for Cisco and, prior to that, led Cisco Sales in Australia’s largest Financial Services customers. He brings over 19 years of industry expertise and experience to Megaport.

Michael holds a Degree in Aerospace Engineering from QUT and was CEO Magazine Sales Executive of the Year 2019.]]>2295ceo,coaching,corporate,cro,enterprise,job,jobs,ladder,leader,leaders,leadership,megaport,promotion,sale,sales,salescode,sellers,selling,trainingfalse1107fullhttps://www.spreaker.com/episode/106-the-power-of-expectation-with-nick-holbrook--59030835
Nick has 14 years’ experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law & Toshiba TEC. His most recent position as Sales Enablement Manager with Matterport has allowed him to keep up to date with all the challenges of selling in the fast-moving technology sector.

Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we’re "Creatures of Habit". His challenge to salespeople & their leaders is to encourage them to consider bravely how they think & then address whatever behaviours need changing.

Nick is fluent in Spanish & French and is an amateur actor, public speaker & published author of 6 books including “The Power of Expectation” which is available from Amazon now.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Connect with Nick: https://www.linkedin.com/in/nickbholbrook/


#coaching, #leaders, #leaderships, #marketing, #sales, #salescoaching, #salespeople,
#salesteam, #salesteams, #sellers, #tech]]>https://api.spreaker.com/episode/59030835Wed, 13 Mar 2024 14:46:24 +0000Kevin ThieleOur guest this week, Nick Holbrook, is returning to the podcast to talk about his new book “The Power of Expectation: and how it impacts us all”. Nick has 14 years’ experience of selling enterprise software in the technology, life sciences &...
Nick has 14 years’ experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law & Toshiba TEC. His most recent position as Sales Enablement Manager with Matterport has allowed him to keep up to date with all the challenges of selling in the fast-moving technology sector.

Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we’re "Creatures of Habit". His challenge to salespeople & their leaders is to encourage them to consider bravely how they think & then address whatever behaviours need changing.

Nick is fluent in Spanish & French and is an amateur actor, public speaker & published author of 6 books including “The Power of Expectation” which is available from Amazon now.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Connect with Nick: https://www.linkedin.com/in/nickbholbrook/


#coaching, #leaders, #leaderships, #marketing, #sales, #salescoaching, #salespeople,
#salesteam, #salesteams, #sellers, #tech]]>2209coaching,leader,leadership,sales,salescoaching,salespeople,salesteam,salesteams,sellers,tech,techsalesfalse106fullhttps://www.spreaker.com/episode/105-hiring-world-class-sales-leaders-with-keith-bird--58856208
With 39 years of global tech experience, Keith Bird is a three-time CEO who founded and sold two tech startups and held senior roles at global software and tech firms including Proofpoint, F5, Symantec, Checkpoint, SonicWALL, Extreme Networks and EDS, an HP company.

Keith worked in the Tech Vendor world for 28 years until June 2023, where in his last role for one of the world’s leading Cyber Security Saas vendors, he was running a $220m, 450 person business across the UK, Europe, Middle East and Africa.

He has now moved into the world of Private Equity as Operating Partner at Banyan Software, where he heads up Banyan’s Portfolio and Acquisitions in UK and Europe. Keith is a Director on multiple companies including being Chairman of DASON Group, a boutique Search and Selection recruitment firm specialising in the Cyber Security, Networking, Storage and the Social space.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/58856208Wed, 28 Feb 2024 06:00:03 +0000Kevin ThieleJoin us for another fascinating conversation in Episode 105 of the Sales Code Leadership Podcast. With 39 years of global tech experience, Keith Bird is a three-time CEO who founded and sold two tech startups and held senior roles at global software...
With 39 years of global tech experience, Keith Bird is a three-time CEO who founded and sold two tech startups and held senior roles at global software and tech firms including Proofpoint, F5, Symantec, Checkpoint, SonicWALL, Extreme Networks and EDS, an HP company.

Keith worked in the Tech Vendor world for 28 years until June 2023, where in his last role for one of the world’s leading Cyber Security Saas vendors, he was running a $220m, 450 person business across the UK, Europe, Middle East and Africa.

He has now moved into the world of Private Equity as Operating Partner at Banyan Software, where he heads up Banyan’s Portfolio and Acquisitions in UK and Europe. Keith is a Director on multiple companies including being Chairman of DASON Group, a boutique Search and Selection recruitment firm specialising in the Cyber Security, Networking, Storage and the Social space.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2712coaching,leaders,leaderships,marketing,sales,salescoaching,salespeople,salesteam,salesteams,sellers,techfalse1105fullhttps://www.spreaker.com/episode/104-building-sales-confidence-with-james-ski--58672128
James Ski, Sales Confidence’s Founder and CEO, recognised the lack of support for the sales community at large and set about changing the professional sales space in the UK.

First launched as a blog and a series of intimate B2B sales networking events in London, James founded Sales Confidence as a way of connecting the top 10% of sales professionals who had ambition to accelerate, grow and develop their careers.

James has been very open and honest about his challenges relating to his mental health - and is on a mission to inspire others to prioritze this aspect whilst also still giving them the tools to succeed in the sales space. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/58672128Wed, 14 Feb 2024 06:00:03 +0000Kevin ThieleJoin us for one of our most raw and open episodes yet, as we welcome James Ski to the Sales Code Leadership Podcast. James Ski, Sales Confidence’s Founder and CEO, recognised the lack of support for the sales community at large and set about...
James Ski, Sales Confidence’s Founder and CEO, recognised the lack of support for the sales community at large and set about changing the professional sales space in the UK.

First launched as a blog and a series of intimate B2B sales networking events in London, James founded Sales Confidence as a way of connecting the top 10% of sales professionals who had ambition to accelerate, grow and develop their careers.

James has been very open and honest about his challenges relating to his mental health - and is on a mission to inspire others to prioritze this aspect whilst also still giving them the tools to succeed in the sales space. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2371coaching,leadership,meddic,meddicc,meddpicc,sales,salescoaching,salespeople,salesperson,salesteam,salesteams,techfalse1104fullhttps://www.spreaker.com/episode/103-sensemaking-in-sales-with-brent-adamson--58504727
Brent is a globally recognized researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide, is celebrated for possessing the "biggest crystal ball in B2B sales."Co-author of the groundbreaking The Challenger Sale and The Challenger Customer, Brent is a frequent contributor to reputable business publications like the Harvard Business Review. His recent articles, "Sensemaking for Sales" and "Traditional B2B Sales and Marketing Are Becoming Obsolete," showcase his expertise.

Over the past 19 years, Brent has had the honor of collaborating with leading thought leaders in both B2B and B2C sales and marketing. He has adeptly built and led exclusive communities of highly progressive commercial executives.

Recognized as a world-class facilitator and speaker, Brent has addressed tens of thousands of commercial leaders globally, presenting to diverse audiences, from executive leadership teams to large keynote gatherings, both in-person and virtually.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/58504727Wed, 31 Jan 2024 06:00:03 +0000Kevin ThieleJoin us for one of our most exciting episodes yet, as we welcome Brent Adamson to the Sales Code Leadership Podcast. Brent is a globally recognized researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide, is...
Brent is a globally recognized researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide, is celebrated for possessing the "biggest crystal ball in B2B sales."Co-author of the groundbreaking The Challenger Sale and The Challenger Customer, Brent is a frequent contributor to reputable business publications like the Harvard Business Review. His recent articles, "Sensemaking for Sales" and "Traditional B2B Sales and Marketing Are Becoming Obsolete," showcase his expertise.

Over the past 19 years, Brent has had the honor of collaborating with leading thought leaders in both B2B and B2C sales and marketing. He has adeptly built and led exclusive communities of highly progressive commercial executives.

Recognized as a world-class facilitator and speaker, Brent has addressed tens of thousands of commercial leaders globally, presenting to diverse audiences, from executive leadership teams to large keynote gatherings, both in-person and virtually.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2993coaching,leaders,leadership,meddic,meddicc,meddpicc,sales,salescoaching,salescode,salesteam,salesteams,techfalse1103fullhttps://www.spreaker.com/episode/102-selling-is-a-team-sport-with-kevin-kirksey--58327369
As a sales team, you can all win together, or all lose together. The two Kevins discuss what you as a leader can do to instill this mindset in your team - including a story about firing the company’s best performing contributor!

This episode is gold – to hear how you can improve your team’s forecast accuracy and learn the elements that are essential to the modern seller, make sure to tune in!

Kevin Kirksey brings over 35 years of experience building and leading high-performance technology sales organizations. He has achieved success at all levels, from individual contributor to running regional direct and channel teams, including senior sales leadership roles as VP of Americas and SVP Global sales for several companies. Kevin has produced some of the best technology sales talent in the world.

Kevin led the top sales team at Securonix, a cyber security company acquired in 2022 for approximately $1.6B. Kevin holds a bachelor's degree in Computer Science from the University of Houston, Texas. He resides with his family in Dallas, Texas

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/58327369Wed, 17 Jan 2024 08:59:58 +0000Kevin ThieleThis episode of the Sales Code Leadership Podcast is a Kevin double feature, as our host, Kevin Thiele, sits down with Kevin Kirksey, VP of Sales at Gurucul. As a sales team, you can all win together, or all lose together. The two Kevins discuss what...
As a sales team, you can all win together, or all lose together. The two Kevins discuss what you as a leader can do to instill this mindset in your team - including a story about firing the company’s best performing contributor!

This episode is gold – to hear how you can improve your team’s forecast accuracy and learn the elements that are essential to the modern seller, make sure to tune in!

Kevin Kirksey brings over 35 years of experience building and leading high-performance technology sales organizations. He has achieved success at all levels, from individual contributor to running regional direct and channel teams, including senior sales leadership roles as VP of Americas and SVP Global sales for several companies. Kevin has produced some of the best technology sales talent in the world.

Kevin led the top sales team at Securonix, a cyber security company acquired in 2022 for approximately $1.6B. Kevin holds a bachelor's degree in Computer Science from the University of Houston, Texas. He resides with his family in Dallas, Texas

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2352coaching,leaders,leadership,meddic,meddicc,meddpicc,sales,salescoaching,salescode,salesteamsfalse198fullhttps://www.spreaker.com/episode/101-celebrating-101-episodes-with-kevin-thiele--58078692
For this edition, we look back at some memorable moments with our previous guests as we uncover what they wish they knew at the start of their career - and what advice they would pass on to their younger selves.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/58078692Thu, 21 Dec 2023 07:00:03 +0000Kevin ThieleJoin us as we celebrate 101 epiodes of the Sales Code Leadership Podcast! For this edition, we look back at some memorable moments with our previous guests as we uncover what they wish they knew at the start of their career - and what advice they...
For this edition, we look back at some memorable moments with our previous guests as we uncover what they wish they knew at the start of their career - and what advice they would pass on to their younger selves.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>1196coaching,leaders,leadership,meddic,meddicc,sales,salescoaching,salescode,teamsfalse1101fullhttps://www.spreaker.com/episode/100-a-conversation-with-jacqueline-de-rojas--57978341
Jacqueline is President at Digital Leaders, board member at techUK, and Co-Chair of the Institute of Coding. The first in her family to attend university, she has had a 30 year career in tech and risen to executive leadership roles across global software businesses. She currently sits on the boards of techUK, Rightmove and global software vendor IFS AB. She is also a founding member and Co-Chair at the Institute of Coding.

Over the last 15 years, Jacqueline has collaborated with government to shape policy and create conditions for the tech industry to thrive by using her platform as president of techUK until July 22 and in parallel as President of Digital Leaders, a global initiative to bring together 180,000 tech leaders across all professional sectors.

Jacqueline is a passionate advocate for diversity and inclusion and was awarded a CBE in 2018 for her services to International Trade in Technology. She has been acknowledged with a plethora of awards and accolades during her professional career, including being voted the Most Influential Woman in IT in 2015; recognised the World’s 100 Most Influential People in Digital Government in 2019, and winning Global Positive Impact Leader of the Year 2021 at the Stroeous Awards.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57978341Tue, 12 Dec 2023 06:00:03 +0000Kevin ThieleJoin us for a very special 100th edition of the Sales Code Leadership Podcast as we speak to Jacqueline de Rojas about variety of interesting topics. Jacqueline is President at Digital Leaders, board member at techUK, and Co-Chair of the Institute...
Jacqueline is President at Digital Leaders, board member at techUK, and Co-Chair of the Institute of Coding. The first in her family to attend university, she has had a 30 year career in tech and risen to executive leadership roles across global software businesses. She currently sits on the boards of techUK, Rightmove and global software vendor IFS AB. She is also a founding member and Co-Chair at the Institute of Coding.

Over the last 15 years, Jacqueline has collaborated with government to shape policy and create conditions for the tech industry to thrive by using her platform as president of techUK until July 22 and in parallel as President of Digital Leaders, a global initiative to bring together 180,000 tech leaders across all professional sectors.

Jacqueline is a passionate advocate for diversity and inclusion and was awarded a CBE in 2018 for her services to International Trade in Technology. She has been acknowledged with a plethora of awards and accolades during her professional career, including being voted the Most Influential Woman in IT in 2015; recognised the World’s 100 Most Influential People in Digital Government in 2019, and winning Global Positive Impact Leader of the Year 2021 at the Stroeous Awards.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2795leaders,leadership,meddicc,sales,salescode,teamsfalse110fullhttps://www.spreaker.com/episode/99-the-marketer-s-perspective-with-andrea-kayal--57952152
The fundamental purpose of marketing is revenue, so while Andrea has never held a sales role, she is uniquely positioned to shed light on how the two functions can help one another. She has empathy for both!

The challenge for sales people now, as Andrea sees it, is continuing to differentiate their solution in real ways that communicates the value. Tune in to hear just how they can accomplish that, and to hear Andrea’s top tips for CMOs!

Andrea Kayal is currently the Chief Revenue Officer at Help Scout where she serves the Marketing, Sales Development, Business Development, and Partnerships teams. She has over two decades of experience overseeing GTM strategy, demand generation, brand message and design, product, content and customer marketing, customer retention and more. Prior to Help Scout, Andrea served as CRO at Teampay and CMO at Electric, Upserve, Signpost, and Sailthru. She is an active advocate for the advancement of women in tech and LGBTQ rights.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57952152Fri, 08 Dec 2023 15:08:11 +0000Kevin ThieleIn this episode of the Sales Code Leadership Podcast as Kevin is joined by Andrea Kayal to talk about the marketing perspective of revenue. The fundamental purpose of marketing is revenue, so while Andrea has never held a sales role, she is uniquely...
The fundamental purpose of marketing is revenue, so while Andrea has never held a sales role, she is uniquely positioned to shed light on how the two functions can help one another. She has empathy for both!

The challenge for sales people now, as Andrea sees it, is continuing to differentiate their solution in real ways that communicates the value. Tune in to hear just how they can accomplish that, and to hear Andrea’s top tips for CMOs!

Andrea Kayal is currently the Chief Revenue Officer at Help Scout where she serves the Marketing, Sales Development, Business Development, and Partnerships teams. She has over two decades of experience overseeing GTM strategy, demand generation, brand message and design, product, content and customer marketing, customer retention and more. Prior to Help Scout, Andrea served as CRO at Teampay and CMO at Electric, Upserve, Signpost, and Sailthru. She is an active advocate for the advancement of women in tech and LGBTQ rights.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>1259leadership,sales,salescode,salespeople,selling,trainingfalse199fullhttps://www.spreaker.com/episode/98-leading-with-your-head-and-heart-with-gareth-morris--57841511
Ambitious from a young age, Gareth walks Kevin through his journey to sales leadership – including the struggles that came with selling SaaS when no-one knew what it was.

For Gareth, leadership is about creating a compelling vision and convincing people to align with it, but also about being in service of others. Sales is about using your head and your heart, and so is leadership. A big part of this involves in-person interactions, which can truly make a difference in this increasingly virtual world. Covering the various complexities of leadership, this episode is a must-listen, as Gareth even teaches Kevin about Brazilian jiu jitsu!

With over 20 years of sales and commercial leadership experience in software and SaaS, Gareth Morris is a seasoned sales leader who thrives in fast-paced and high-growth environments. He has successfully led teams across different stages, from bootstrapping to VC stages B-E, across EMEA & APAC.

As the SVP International at Own,Gareth is responsible for expanding and scaling the company's global presence and customer success, serving over 2,000 customers in more than 50 countries.
He is passionate about building and empowering high-performance teams, delivering value and innovation to our customers, and driving revenue and market share growth.

His constant challenge is to drive for results with a sense of fun, humour, and humanity.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57841511Wed, 29 Nov 2023 09:01:54 +0000Kevin ThieleIn this episode of the Sales Code Leadership Podcast, Kevin is joined by Gareth Morris, SVP International at Own, exploring the transformative power of leading with vulnerability. Ambitious from a young age, Gareth walks Kevin through his journey to...
Ambitious from a young age, Gareth walks Kevin through his journey to sales leadership – including the struggles that came with selling SaaS when no-one knew what it was.

For Gareth, leadership is about creating a compelling vision and convincing people to align with it, but also about being in service of others. Sales is about using your head and your heart, and so is leadership. A big part of this involves in-person interactions, which can truly make a difference in this increasingly virtual world. Covering the various complexities of leadership, this episode is a must-listen, as Gareth even teaches Kevin about Brazilian jiu jitsu!

With over 20 years of sales and commercial leadership experience in software and SaaS, Gareth Morris is a seasoned sales leader who thrives in fast-paced and high-growth environments. He has successfully led teams across different stages, from bootstrapping to VC stages B-E, across EMEA & APAC.

As the SVP International at Own,Gareth is responsible for expanding and scaling the company's global presence and customer success, serving over 2,000 customers in more than 50 countries.
He is passionate about building and empowering high-performance teams, delivering value and innovation to our customers, and driving revenue and market share growth.

His constant challenge is to drive for results with a sense of fun, humour, and humanity.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2123leadership,sales,salescode,salespeople,selling,trainingfalse198fullhttps://www.spreaker.com/episode/97-disruptive-leadership-with-charlene-li--57753486
In this episode of the Sales Code Leadership Podcast, Kevin is joined by author and leader Charlene Li for a compelling conversation about leadership, AI, and the future.

To be a leader is to be a change-maker, otherwise you’re just a manager of the status quo. Charlene tells Kevin about how essential disruption is to leadership, and why she was at first so drawn to that space. They dive into what Charlene calls ‘The Four Archetypes of the Disruptive Leader’, and talk about how each type plays an important role.

The root of disruption right now lies in AI, and while it will change your job and your culture, that doesn’t mean you should be afraid of it. If you embrace AI, Charlene explains, you can give yourself a superpower and elevate your capabilities beyond what you might expect.

Tune into this episode to gain an insight into the future of leadership!

Charlene Li is an expert on business transformation strategy and disruptive leadership, and the NYT bestselling author of six books, including her latest, "The Disruption Mindset". She is working on her next book on generative AI. Charlene has advised hundreds of top companies, from Adobe to Southwest Airlines, and worked with 49 of the Fortune 100 companies. Previously, Charlene was the founder/CEO of the disruptive analyst firm Altimeter Group and Chief Research Officer at PA Consulting. Charlene is a graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57753486Wed, 22 Nov 2023 06:00:03 +0000Kevin Thiele“When you’re a walking disruption just by being in the room, you get used to it.” In this episode of the Sales Code Leadership Podcast, Kevin is joined by author and leader Charlene Li for a compelling conversation about leadership, AI, and the...
In this episode of the Sales Code Leadership Podcast, Kevin is joined by author and leader Charlene Li for a compelling conversation about leadership, AI, and the future.

To be a leader is to be a change-maker, otherwise you’re just a manager of the status quo. Charlene tells Kevin about how essential disruption is to leadership, and why she was at first so drawn to that space. They dive into what Charlene calls ‘The Four Archetypes of the Disruptive Leader’, and talk about how each type plays an important role.

The root of disruption right now lies in AI, and while it will change your job and your culture, that doesn’t mean you should be afraid of it. If you embrace AI, Charlene explains, you can give yourself a superpower and elevate your capabilities beyond what you might expect.

Tune into this episode to gain an insight into the future of leadership!

Charlene Li is an expert on business transformation strategy and disruptive leadership, and the NYT bestselling author of six books, including her latest, "The Disruption Mindset". She is working on her next book on generative AI. Charlene has advised hundreds of top companies, from Adobe to Southwest Airlines, and worked with 49 of the Fortune 100 companies. Previously, Charlene was the founder/CEO of the disruptive analyst firm Altimeter Group and Chief Research Officer at PA Consulting. Charlene is a graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2682leadership,meddic,meddicc,meddpicc,sales,salescode,salesperson,saleswomanfalse197fullhttps://www.spreaker.com/episode/96-leading-sales-teams-with-tom-glason--57628081In this episode of the Sales Code Leadership Podcast, Kevin is joined by Tom Glason, CEO of ScaleWise, to delve into the intricacies of leading sales teams. Together, Kevin and Tom discuss the route Tom took into sales and into sales leadership, and the things that inspired him to lead teams the way he does.

Tom’s leadership philosophy centers around focusing on individual growth and on what motivates people to do their best work. According to him, to build a sales team that thrives,you need to create a space where they feel safe and where they have autonomy.

This episode is really a must-listen! Tune in as Tom candidly shares his insights with Kevin, challenging industry-standard views on the value of sales targets.

Tom has spent 20 years in B2B tech sales, over a decade of which has been in senior GTM leadership roles within VC-backed SaaS scale-ups.

His focus has been the journey from Series A to C, and he’s held roles as VP Sales & Operations at Trussle, SVP Sales & Marketing at Brightpearl and Chief Commercial Officer at Goodlord.
He’s now the co-founder & CEO of Scalewise which provides B2B scale-ups with unique access to a community of advisors, fractional, interim and full-time GTM leaders to help them accelerate growth.

As a qualified coach and the founder of the UK chapter of Pavilion, he has a passion for supporting other revenue leaders to achieve their professional potential.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57628081Wed, 15 Nov 2023 06:00:03 +0000Kevin ThieleSometimes, leadership is just about leading people the way they want to be lead. In this episode of the Sales Code Leadership Podcast, Kevin is joined by Tom Glason, CEO of ScaleWise, to delve into the intricacies of leading sales teams. Together,...In this episode of the Sales Code Leadership Podcast, Kevin is joined by Tom Glason, CEO of ScaleWise, to delve into the intricacies of leading sales teams. Together, Kevin and Tom discuss the route Tom took into sales and into sales leadership, and the things that inspired him to lead teams the way he does.

Tom’s leadership philosophy centers around focusing on individual growth and on what motivates people to do their best work. According to him, to build a sales team that thrives,you need to create a space where they feel safe and where they have autonomy.

This episode is really a must-listen! Tune in as Tom candidly shares his insights with Kevin, challenging industry-standard views on the value of sales targets.

Tom has spent 20 years in B2B tech sales, over a decade of which has been in senior GTM leadership roles within VC-backed SaaS scale-ups.

His focus has been the journey from Series A to C, and he’s held roles as VP Sales & Operations at Trussle, SVP Sales & Marketing at Brightpearl and Chief Commercial Officer at Goodlord.
He’s now the co-founder & CEO of Scalewise which provides B2B scale-ups with unique access to a community of advisors, fractional, interim and full-time GTM leaders to help them accelerate growth.

As a qualified coach and the founder of the UK chapter of Pavilion, he has a passion for supporting other revenue leaders to achieve their professional potential.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2683leadership,meddic,meddicc,meddpicc,sales,salescode,salespersonfalse196fullhttps://www.spreaker.com/episode/95-building-confidence-for-young-sellers-with-lauren-bailey--57545173
Are good salespeople born, or made? Lauren thinks it’s a bit of both – to build a truly great salesperson, you need to combine art with science, and you can make magic. She shares with Kevin the characteristics she looks for in top performing salespeople, some of which you can develop, and some which are just innate.

Good coaching is essential in any sales person’s journey, which is why it’s so important to get it right. Tune in to hear Lauren tell Kevin about the things managers get wrong with coaching and leading teams, and how they can fix them.

Lauren Bailey is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales.

Before entrepreneurship, Lauren led multiple sales divisions in the technology sector and then switched hats to building corporate training departments and launching virtual sales programs Globally for IBM and SAP.

Today Lauren and her teams at Factor 8, The Sales Bar and #GirlsClub are on a mission to change lives by helping all levels of sales feel more confident and more successful at work.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57545173Wed, 08 Nov 2023 06:00:03 +0000Kevin ThieleIn this episode of the Sales Code Leadership Podcast, Kevin is joined by brand founder and motivational speaker, Lauren Bailey. Lauren’s passion is helping people fall in love with sales and staying in it. Are good salespeople born, or made? Lauren...
Are good salespeople born, or made? Lauren thinks it’s a bit of both – to build a truly great salesperson, you need to combine art with science, and you can make magic. She shares with Kevin the characteristics she looks for in top performing salespeople, some of which you can develop, and some which are just innate.

Good coaching is essential in any sales person’s journey, which is why it’s so important to get it right. Tune in to hear Lauren tell Kevin about the things managers get wrong with coaching and leading teams, and how they can fix them.

Lauren Bailey is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales.

Before entrepreneurship, Lauren led multiple sales divisions in the technology sector and then switched hats to building corporate training departments and launching virtual sales programs Globally for IBM and SAP.

Today Lauren and her teams at Factor 8, The Sales Bar and #GirlsClub are on a mission to change lives by helping all levels of sales feel more confident and more successful at work.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>1833leadership,meddic,meddicc,meddpicc,sales,salescode,salesperson,saleswomanfalse195fullhttps://www.spreaker.com/episode/94-landing-and-expanding-sales-teams-with-andy-champion--57457032
Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with revenue growth specialist, Andy Champion. Explore Andy's remarkable sales journey and his expertise in scaling sales teams.

Andy’s leadership combines his military history and sales background, which gives him a unique perspective. The two dig into what drives Andy to land and expand, and the magic that comes as a leader when you are the catalyst in someone else’s success.

Having begun his career as a Commissioned Officer in the British Army, Andy has spent much of the last two decades building high-performance commercial teams across EMEA for high-growth, pre- and post-IPO technology businesses. He thrives in fast-paced organisations that are innovative and disruptive.

Andy has led the entry of multiple businesses into new European and International markets, with two IPOs and an acquisition along the way. His greatest passion at work is to attract and mentor world-class talent within a culture that promotes a deep sense of belonging, and one that delivers exceptional results.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57457032Wed, 01 Nov 2023 06:00:03 +0000Kevin ThieleWhen you’ve got a hammer, everything looks like a nail. But when you’ve got a toolkit, you start looking at things differently. Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with...
Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with revenue growth specialist, Andy Champion. Explore Andy's remarkable sales journey and his expertise in scaling sales teams.

Andy’s leadership combines his military history and sales background, which gives him a unique perspective. The two dig into what drives Andy to land and expand, and the magic that comes as a leader when you are the catalyst in someone else’s success.

Having begun his career as a Commissioned Officer in the British Army, Andy has spent much of the last two decades building high-performance commercial teams across EMEA for high-growth, pre- and post-IPO technology businesses. He thrives in fast-paced organisations that are innovative and disruptive.

Andy has led the entry of multiple businesses into new European and International markets, with two IPOs and an acquisition along the way. His greatest passion at work is to attract and mentor world-class talent within a culture that promotes a deep sense of belonging, and one that delivers exceptional results.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2648ceo,leader,leadership,meddic,meddicc,meddpicc,recruitment,sales,salescode,salespeople,salespersonfalse194fullhttps://www.spreaker.com/episode/93-project-management-for-sales-leaders-with-suzette-blakemore--57368167In this episode of the Sales Code Leadership Podcast, join Kevin as he engages in a dynamic discussion with Suzette Blakemore, VP of Sales at FranklinCovey. Together, they delve deep into the fascinating world of project management and its profound impact on your sales strategies.

Decision rooms are getting bigger and bigger, so understanding your stakeholders is paramount. Suzette shares with Kevin the secret to putting yourself in your customer’s shoes and becoming the trusted advisor who can carry the deal to the finish line.

Tune into this episode centered on project management to discover how you can sell and close more quickly by selling to the end result with what Suzette calls the ‘Critical Path’.
Suzette Blakemore is the Vice President of Sales for FranklinCovey’s enterprise division where she leads 160 salespeople and is accountable for 20% annual growth and almost $160 Million in annual revenue. At Franklin Covey for 11 years, Suzette has served in multiple positions from Productivity Practice Leader to Managing Director.

She is a subject matter expert for FranklinCovey’s communication advantage series and is well known for her practical approach to achieving and sustaining high levels of effective productivity. Suzette is also a beloved speaker, editor, and co-author of a best-selling book. Suzette has served on multiple board and peer committees and enjoys volunteering wherever she can.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/


]]>https://api.spreaker.com/episode/57368167Wed, 25 Oct 2023 05:00:03 +0000Kevin ThieleHave you ever thought about how project management can affect the way you sell? In this episode of the Sales Code Leadership Podcast, join Kevin as he engages in a dynamic discussion with Suzette Blakemore, VP of Sales at FranklinCovey. Together, they...In this episode of the Sales Code Leadership Podcast, join Kevin as he engages in a dynamic discussion with Suzette Blakemore, VP of Sales at FranklinCovey. Together, they delve deep into the fascinating world of project management and its profound impact on your sales strategies.

Decision rooms are getting bigger and bigger, so understanding your stakeholders is paramount. Suzette shares with Kevin the secret to putting yourself in your customer’s shoes and becoming the trusted advisor who can carry the deal to the finish line.

Tune into this episode centered on project management to discover how you can sell and close more quickly by selling to the end result with what Suzette calls the ‘Critical Path’.
Suzette Blakemore is the Vice President of Sales for FranklinCovey’s enterprise division where she leads 160 salespeople and is accountable for 20% annual growth and almost $160 Million in annual revenue. At Franklin Covey for 11 years, Suzette has served in multiple positions from Productivity Practice Leader to Managing Director.

She is a subject matter expert for FranklinCovey’s communication advantage series and is well known for her practical approach to achieving and sustaining high levels of effective productivity. Suzette is also a beloved speaker, editor, and co-author of a best-selling book. Suzette has served on multiple board and peer committees and enjoys volunteering wherever she can.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/


]]>2169ceo,leader,leadership,meddic,meddicc,meddpicc,recruitment,sales,salescode,salespeople,salespersonfalse93fullhttps://www.spreaker.com/episode/92-hiring-great-salespeople-with-asad-zaman--57268573
Join Kevin as Asad takes him through the history of Sales Talent Agency and his own career; how he joined as a Junior Recruiter and rose through the ranks. He unveils the hidden red flags that often elude hiring managers in the recruitment process and offers valuable insights on how to steer clear of them.

Asad also shares the secret to analyzing talent to find truly great salespeople, the DNAPRO framework. To find out how to implement it, you’ll just have to tune in! Additionally, he and Kevin discuss the future of sales and recruitment with AI, and what the change will look like.

Asad is the CEO of Sales Talent Agency: a leading recruitment agency focused on helping their clients build elite go-to-market teams. Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 16 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way they have facilitated over $550M in salaries.

Since joining STA in 2014, Asad has launched multiple successful recruitment divisions, including Executive Search, Technical Sales, and Customer Success practices. With a passion for entrepreneurialism, Asad has worked closely with C-level executives at fast growth technology companies to help them develop and define their GTM hiring practices, and in Q4 2020 was appointed as Sales Talent Agency’s CEO. He was also chosen by the Toronto Board of Trade as Toronto’s Young Professional of the Year in 2019. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57268573Wed, 18 Oct 2023 05:00:03 +0000Kevin ThieleIn this recruitment-focused episode of the Sales Code Leadership Podcast, Kevin is joined by Asad Zaman, CEO of Sales Talent Agency. Together, they dive deep into the intricacies of recruitment for sales roles, uncovering the common pitfalls...
Join Kevin as Asad takes him through the history of Sales Talent Agency and his own career; how he joined as a Junior Recruiter and rose through the ranks. He unveils the hidden red flags that often elude hiring managers in the recruitment process and offers valuable insights on how to steer clear of them.

Asad also shares the secret to analyzing talent to find truly great salespeople, the DNAPRO framework. To find out how to implement it, you’ll just have to tune in! Additionally, he and Kevin discuss the future of sales and recruitment with AI, and what the change will look like.

Asad is the CEO of Sales Talent Agency: a leading recruitment agency focused on helping their clients build elite go-to-market teams. Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 16 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way they have facilitated over $550M in salaries.

Since joining STA in 2014, Asad has launched multiple successful recruitment divisions, including Executive Search, Technical Sales, and Customer Success practices. With a passion for entrepreneurialism, Asad has worked closely with C-level executives at fast growth technology companies to help them develop and define their GTM hiring practices, and in Q4 2020 was appointed as Sales Talent Agency’s CEO. He was also chosen by the Toronto Board of Trade as Toronto’s Young Professional of the Year in 2019. The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2431ceo,leader,meddic,meddicc,meddpicc,recruitment,sales,salescode,salespersonfalse92fullhttps://www.spreaker.com/episode/91-meddicc-built-to-last-with-dick-dunkel--57181472
In this informative episode of the Sales Code Leadership Podcast, Kevin is joined by the mind behind the MEDDIC framework, Dick Dunkel. Currently the Chief Customer Officer at MEDDICC, Dick takes Kevin along his journey to sales, enablement and the creation of MEDDIC.

Kevin and Dick share a passion for elevating professional selling, making this episode a must-listen. They dive into the pivotal role that MEDDIC plays in complex sales processes. Dick explains how it provides clarity and transparency in engagements, and allows everyone to spend their time more wisely.

Tune into this MEDDIC-focused episode to dive deep into the source of the framework and its transformative potential in reshaping the sales landscape.

Dick has spent 25+ years in sales, sales leadership and sales enablement, primarily with innovative and early-stage software businesses. Dick created the MEDDIC acronym in 1996, during a stint in Sales Development at PTC and led the world’s 1st global deployment of MEDDIC. From 1999 to 2015 Dick led multiple sales teams in innovative tech. In 2015, Dick joined Sprinklr as global head of sales enablement and helped Sprinklr grow 5X in 4 years, leading to Sprinklr’s successful IPO. From 2019 to 2023 Dick was the Global Head of Field Enablement at Celonis (Forbes Fast 100 #20) where he built the global enablement function from the ground up and helped Celonis grow 8x in 4 years. In May of 2023 Dick joined MEDDICC Ltd. as Chief Customer Officer, helping to drive the adoption and value realization for MEDDICC customers. Dick and his wife Carolyn reside in the rolling hills of Chester County, Pennsylvania.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/57181472Wed, 11 Oct 2023 05:00:03 +0000Kevin Thiele“The how-to’s will change, but the outcomes will stay the same.” In this informative episode of the Sales Code Leadership Podcast, Kevin is joined by the mind behind the MEDDIC framework, Dick Dunkel. Currently the Chief Customer Officer at MEDDICC,...
In this informative episode of the Sales Code Leadership Podcast, Kevin is joined by the mind behind the MEDDIC framework, Dick Dunkel. Currently the Chief Customer Officer at MEDDICC, Dick takes Kevin along his journey to sales, enablement and the creation of MEDDIC.

Kevin and Dick share a passion for elevating professional selling, making this episode a must-listen. They dive into the pivotal role that MEDDIC plays in complex sales processes. Dick explains how it provides clarity and transparency in engagements, and allows everyone to spend their time more wisely.

Tune into this MEDDIC-focused episode to dive deep into the source of the framework and its transformative potential in reshaping the sales landscape.

Dick has spent 25+ years in sales, sales leadership and sales enablement, primarily with innovative and early-stage software businesses. Dick created the MEDDIC acronym in 1996, during a stint in Sales Development at PTC and led the world’s 1st global deployment of MEDDIC. From 1999 to 2015 Dick led multiple sales teams in innovative tech. In 2015, Dick joined Sprinklr as global head of sales enablement and helped Sprinklr grow 5X in 4 years, leading to Sprinklr’s successful IPO. From 2019 to 2023 Dick was the Global Head of Field Enablement at Celonis (Forbes Fast 100 #20) where he built the global enablement function from the ground up and helped Celonis grow 8x in 4 years. In May of 2023 Dick joined MEDDICC Ltd. as Chief Customer Officer, helping to drive the adoption and value realization for MEDDICC customers. Dick and his wife Carolyn reside in the rolling hills of Chester County, Pennsylvania.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2321cro,meddic,meddicc,meddpicc,sales,salesleader,salespeople,salespersonfalse91fullhttps://www.spreaker.com/episode/90-12-months-of-radical-change-for-sales-with-carl-carell--57050070
Carl has co-founded several companies and has extensive experience in scaling SaaS sales, go-to-market, leadership, and business development. Outside of GetAccept, Carl enjoys helping other founders and riding bicycles up a mountain.

Connect with Carl: https://www.linkedin.com/in/carlcarell/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
]]>https://api.spreaker.com/episode/57050070Wed, 04 Oct 2023 05:00:03 +0000Kevin ThieleCarl Carell is the Co-founder and CRO of GetAccept, the all-in-one digital sales room platform that enables revenue teams to increase win rates by engaging and understanding buyers, from opportunity to signed deal. GetAccept has raised more than $30M...
Carl has co-founded several companies and has extensive experience in scaling SaaS sales, go-to-market, leadership, and business development. Outside of GetAccept, Carl enjoys helping other founders and riding bicycles up a mountain.

Connect with Carl: https://www.linkedin.com/in/carlcarell/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.

Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
]]>2085meddicc,salescode,salesperson,salespodcastfalse90fullhttps://www.spreaker.com/episode/89-the-chief-growth-officer-with-eva-poppe--56948186
Eva tells Kevin all about the different hats she wears as she joins forces with different aspects of the business. From Marketing to Customer Success to the C-suite, collaboration is the cornerstone of Eva's remarkable achievements.

Tune in to listen as Kevin and Eva delve into the intricacies of the MEDDPICC qualification framework and explore its potential application across the entire Go-To-Market (GTM) team. Eva Poppe’s DNA is Sales in Tech; she orchestrates people to maximum effectiveness and performance by setting the pace, anticipating the future, leading with innovative thinking, and continuously improving ways forward.

She holds a master's degree in Economics (MEcon) and a master's degree in Business Administration (MBA) from the University of Leipzig. She also speaks fluent German, English, and Spanish and has lived in Spain, the Netherlands, the US and is now settled in England. Having this background has enabled Eva to have an outstanding ability to motivate and lead teams in a multicultural, diverse, and virtual project environment.

Her dedication and drive are clearly recognized throughout her career by the several occasions she’s been awarded for her outstanding performance and recently in 2020, where Eva was awarded winner of the “MCV/DEVELOP Women In Games Awards” for Business.

Eva’s areas of expertise and focus are in Digital Transformation, Industry Convergence, Transformational Leadership, Business Model and Product Innovation, Emerging Technologies, and Organisational and Competitive Change. Eva also coaches small and medium-sized companies and entrepreneurs, she also engages as an author and public speaker.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/56948186Wed, 27 Sep 2023 05:00:03 +0000Kevin ThieleIn this insightful episode of the Sales Code Leadership Podcast, Kevin chats with Eva Poppe all about her role at ZeroLight as Chief Growth Officer. Along with her responsibility for revenue, as CGO she steers the company's visionary path and ensures...
Eva tells Kevin all about the different hats she wears as she joins forces with different aspects of the business. From Marketing to Customer Success to the C-suite, collaboration is the cornerstone of Eva's remarkable achievements.

Tune in to listen as Kevin and Eva delve into the intricacies of the MEDDPICC qualification framework and explore its potential application across the entire Go-To-Market (GTM) team. Eva Poppe’s DNA is Sales in Tech; she orchestrates people to maximum effectiveness and performance by setting the pace, anticipating the future, leading with innovative thinking, and continuously improving ways forward.

She holds a master's degree in Economics (MEcon) and a master's degree in Business Administration (MBA) from the University of Leipzig. She also speaks fluent German, English, and Spanish and has lived in Spain, the Netherlands, the US and is now settled in England. Having this background has enabled Eva to have an outstanding ability to motivate and lead teams in a multicultural, diverse, and virtual project environment.

Her dedication and drive are clearly recognized throughout her career by the several occasions she’s been awarded for her outstanding performance and recently in 2020, where Eva was awarded winner of the “MCV/DEVELOP Women In Games Awards” for Business.

Eva’s areas of expertise and focus are in Digital Transformation, Industry Convergence, Transformational Leadership, Business Model and Product Innovation, Emerging Technologies, and Organisational and Competitive Change. Eva also coaches small and medium-sized companies and entrepreneurs, she also engages as an author and public speaker.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2266cro,meddic,meddicc,salesfalse89fullhttps://www.spreaker.com/episode/88-building-a-high-performance-sales-culture-with-richard-dufty--56859096
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.

But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!

Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.

With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.

He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.

Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.

Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.

He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.

Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me

www.richarddufty.me

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/56859096Wed, 20 Sep 2023 05:00:03 +0000Kevin ThieleTune into this episode of the Sales Code Leadership Podcast, as Kevin engages in a riveting conversation with Richard Dufty, founder of The Flywheel Project. Richard shares what he deems the core elements needed to build a high performing sales team....
There are a lot of people out there not doing what they should be doing, and Richard wants to change that. He has always wanted to help people do their best and uncover their ikigai. Don’t worry – he demystifies that term for you.

But wait, there’s more! Richard also gives Kevin an insight into what he dubs the cheat code for a growth mindset, known as CIGAR. What do those letters stand for? You’ll just have to listen to find out!

Recently named a "40 CROs to watch" from Pavilion, and a “Top 100 Global Sales Leader" from Modern Sales, Richard is a visionary entrepreneur and business strategist with a passion for innovation and growth.

With over 20 years’ experience, he has become a thought leader in go-to-market strategies, mental fitness, and organisational transformation, delivering $750M in Enterprise Revenue and adding $2B+ in company valuation across Public, VC and PE backed companies.

He gained invaluable experience during his near decade journey at Symantec Corporation, becoming the #1 AE in 2006 before being relocated to Silicon Valley in 2007 from Sydney, Australia. Promoted several times he built and led enterprise sales teams ranging from $20M to $250M in ARR and in 2011 was awarded Symantec's Global #1 Team Award.

Leaving Symantec to join AppDirect, a Series A start-up in San Francisco, Richard built and grew AppDirect from $1M to $100M ARR and the company's valuation growth from $30M to $1.5B from Series A to E in just 4 years alongside an amazing founding team.

Recognizing the power of a truly connected GTM motion (that he has coined The Revenue Flywheel) Richard became deeply immersed in these areas, leveraging his hands-on experience to unlock the potential of high-performing GTM teams. He excels in designing tailored go-to-market playbooks and fostering collaborative work cultures that create the flywheel that leads to long term success.

He frequently speaks at industry conferences, and contributes to business publications and forums, inspiring and educating fellow entrepreneurs and leaders.

Connect with Richard: https://www.linkedin.com/in/richarddufty/richarddufty.me

www.richarddufty.me

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2805false88fullhttps://www.spreaker.com/episode/87-strengths-based-coaching-team-development-leadership-with-ed-armishaw--56768460“You don’t take a fish out of water and tell it to ride a bicycle.”

In this episode of the Sales Code Leadership Podcast, Kevin has an engaging chat with Ed Armishaw, Sales Director at ServiceNow.

While some people get caught up on goals, Ed is all about dreams. He is fascinated with figuring out what makes people tick, and that allows him to truly lead them to greatness.
Both Kevin and Ed are enthusiastic followers of the strengths movement pioneered by Gallup with their CliftonStrengths assessment. You can be amazed by what you don’t know about yourself; but when you dive in and uncover what your strengths are, you can take them to the next level.

It’s not just about playing to your strengths, it’s about building them. You can be great at something, but why not strive for excellence?

Ed is a Sales Director in the UK for ServiceNow, and brings 18+ years of enterprise sales & leadership experience working with some of the largest companies in the world across consumer goods, media, prof. services & healthcare/life sciences.

Prior to joining ServiceNow, Ed spent 6 years at Salesforce. First as an AE in the retail sector, focussed on new logos, and then as a Strategic Pursuit AE with one of the UK's best loved grocers. He then moved into sales leadership building out a brand new team for Salesforce Marketing Cloud in the High Tech & Telecoms sectors.

Outside of the day job Ed is a proud Dad to 6 year old Jacob and husband to Maria. The family lives in St Albans, UK and it’s here he indulges his other life passion - road cycling (happily describing himself as one of those sad blokes in lycra).

Connect with Ed here: https://www.linkedin.com/in/edarmishaw/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/56768460Wed, 13 Sep 2023 05:00:02 +0000Kevin Thiele“You don’t take a fish out of water and tell it to ride a bicycle.” In this episode of the Sales Code Leadership Podcast, Kevin has an engaging chat with Ed Armishaw, Sales Director at ServiceNow. While some people get caught up on goals, Ed is all...“You don’t take a fish out of water and tell it to ride a bicycle.”

In this episode of the Sales Code Leadership Podcast, Kevin has an engaging chat with Ed Armishaw, Sales Director at ServiceNow.

While some people get caught up on goals, Ed is all about dreams. He is fascinated with figuring out what makes people tick, and that allows him to truly lead them to greatness.
Both Kevin and Ed are enthusiastic followers of the strengths movement pioneered by Gallup with their CliftonStrengths assessment. You can be amazed by what you don’t know about yourself; but when you dive in and uncover what your strengths are, you can take them to the next level.

It’s not just about playing to your strengths, it’s about building them. You can be great at something, but why not strive for excellence?

Ed is a Sales Director in the UK for ServiceNow, and brings 18+ years of enterprise sales & leadership experience working with some of the largest companies in the world across consumer goods, media, prof. services & healthcare/life sciences.

Prior to joining ServiceNow, Ed spent 6 years at Salesforce. First as an AE in the retail sector, focussed on new logos, and then as a Strategic Pursuit AE with one of the UK's best loved grocers. He then moved into sales leadership building out a brand new team for Salesforce Marketing Cloud in the High Tech & Telecoms sectors.

Outside of the day job Ed is a proud Dad to 6 year old Jacob and husband to Maria. The family lives in St Albans, UK and it’s here he indulges his other life passion - road cycling (happily describing himself as one of those sad blokes in lycra).

Connect with Ed here: https://www.linkedin.com/in/edarmishaw/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2042false87fullhttps://www.spreaker.com/episode/86-achieving-your-potential-as-a-cro-with-sam-jacobs--56703178
In this heartfelt episode of the Sales Code Leadership Podcast, Kevin is joined by Sam Jacobs of Pavilion. Together, they dive into the steps that pave the way for the complete realization of your capabilities, whatever they may be.

Sam is of the belief that so much of life is about the perspective that you take; that if you harbor doubts about your abilities, you inadvertently validate them. He talks to Kevin about how he has found that positivity and compassion is what generates returns.

Tune in to this captivating conversation to uncover modern strategies for success.

Sam Jacobs is the Founder & CEO of Pavilion, and the Wall Street Journal bestselling author of Kind Folks Finish First. He launched Pavilion as Revenue Collective in 2016 and bootstrapped the company to $10M in ARR before taking on a $25M growth financing round in early 2021, led by Elephant Ventures and GTM Fund. Today, Pavilion helps its 10,000+ member global community of go-to-market executives to unlock their full professional potential through private peer groups, education, events and research.

Prior to Pavilion, Sam spent 15 years as a senior revenue leader at VC-backed companies in the New York area including Gerson Lehrman Group, Axial, Livestream/Vimeo, The Muse, and Behavox.
He lives in the West Village of Manhattan with his wife and two dogs, William and Oswald, and mourns the passing of his beloved Walter in the Summer of 2022.

Connect with Sam: https://www.linkedin.com/in/samfjacobs/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/56703178Wed, 06 Sep 2023 05:00:02 +0000Kevin ThieleOnly you can decide what it means to achieve your potential. In this heartfelt episode of the Sales Code Leadership Podcast, Kevin is joined by Sam Jacobs of Pavilion. Together, they dive into the steps that pave the way for the complete realization...
In this heartfelt episode of the Sales Code Leadership Podcast, Kevin is joined by Sam Jacobs of Pavilion. Together, they dive into the steps that pave the way for the complete realization of your capabilities, whatever they may be.

Sam is of the belief that so much of life is about the perspective that you take; that if you harbor doubts about your abilities, you inadvertently validate them. He talks to Kevin about how he has found that positivity and compassion is what generates returns.

Tune in to this captivating conversation to uncover modern strategies for success.

Sam Jacobs is the Founder & CEO of Pavilion, and the Wall Street Journal bestselling author of Kind Folks Finish First. He launched Pavilion as Revenue Collective in 2016 and bootstrapped the company to $10M in ARR before taking on a $25M growth financing round in early 2021, led by Elephant Ventures and GTM Fund. Today, Pavilion helps its 10,000+ member global community of go-to-market executives to unlock their full professional potential through private peer groups, education, events and research.

Prior to Pavilion, Sam spent 15 years as a senior revenue leader at VC-backed companies in the New York area including Gerson Lehrman Group, Axial, Livestream/Vimeo, The Muse, and Behavox.
He lives in the West Village of Manhattan with his wife and two dogs, William and Oswald, and mourns the passing of his beloved Walter in the Summer of 2022.

Connect with Sam: https://www.linkedin.com/in/samfjacobs/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2356consultant,podcast,salesfalse86fullhttps://www.spreaker.com/episode/85-eq-for-sales-leaders-with-colleen-stanley--56629518
Colleen Stanley is president of SalesLeadership, Inc., a sales development firm. She’s the author of Emotional Intelligence For Sales Success, now published in eight languages, and Emotional Intelligence For Sales Leadership, now published in three languages. Salesforce named Colleen one of the top sales influencers of the 21st century. She’s also one of the Top 30 Global Sales Gurus. Her clients include Harvard Business Review Poland, IBM, Appian, Gallagher, Otterbox, PCL Construction and Bosch Rexroth. When Colleen isn’t teaching or speaking, she enjoys taking a hike with her husband in the beautiful foothills of Colorado.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/56629518Wed, 30 Aug 2023 05:00:03 +0000Kevin ThieleSales leaders might be underestimating the power of emotional intelligence. In this compelling episode of the Sales Code Leadership Podcast, Kevin sits down with Colleen Stanley of Sales Leadership Inc. to delve into the strategies sales leaders can...
Colleen Stanley is president of SalesLeadership, Inc., a sales development firm. She’s the author of Emotional Intelligence For Sales Success, now published in eight languages, and Emotional Intelligence For Sales Leadership, now published in three languages. Salesforce named Colleen one of the top sales influencers of the 21st century. She’s also one of the Top 30 Global Sales Gurus. Her clients include Harvard Business Review Poland, IBM, Appian, Gallagher, Otterbox, PCL Construction and Bosch Rexroth. When Colleen isn’t teaching or speaking, she enjoys taking a hike with her husband in the beautiful foothills of Colorado.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>2341false89fullhttps://www.spreaker.com/episode/84-one-team-with-helen-slaven-and-melissa-law--56581853While there can be friction between sales and marketing, for Helen, CRO, and Melissa, VP of Global Marketing, they find the best results when they work in tandem. They chat with Kevin about ‘smarketing’, and how when done well, there is no real place where sales ends and marketing begins.
The dynamic duo share some of the ways that sales and marketing collaborate in poq - like how Melissa takes part in win/loss reviews to truly understand what works and what doesn’t. Both are strong believers in constant learning, and they tell Kevin about how joining forces works to everyone’s benefit.

This is a one-of-a-kind episode, so make sure to tune in!

Helen Slaven is a retail technology maven, with nearly 30 years’ experience gained at the leading edge of sales and marketing in the industry. Helen is Chief Revenue Officer at poq, where she works with the likes of Cotton Traders, Hotel Chocolat, Card Factory, e.l.f. Cosmetics, and more. Helen joined poq in 2019 from Eagle Eye Solutions, where she was Chief Sales Officer. Prior to this, Helen was CEO of Planet Retail and WGSN, joining from BT’s retail technology arm, BT Expedite, where she was CEO, after having previously served as VP, Retail for Torex.

Melissa Law brings 20 years’ experience of marketing gained across a diverse range of technology organizations. Currently VP of Global Marketing for poq, Melissa has created marketing and commercial strategies to secure contracts with international businesses in retail, telecommunications, hospitality, construction, media and utilities. Spearheading two major company rebrands and launching four flagship products, she is a results driven senior B2B Technology Marketer, with an exceptional and sustained record of delivering on strategy and managing change to achieve significant organisational growth.Connect with Helen: https://www.linkedin.com/in/helen-slaven-04608b12/

Connect with Melissa: https://www.linkedin.com/in/melissa-law/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/56581853Fri, 25 Aug 2023 05:00:03 +0000Kevin ThieleThis episode of the Sales Code Leadership Podcast is a double-feature, with Helen Slaven and Melissa Law from poq joining Kevin to discuss how sales and marketing can work together as one team. While there can be friction between sales and marketing,...While there can be friction between sales and marketing, for Helen, CRO, and Melissa, VP of Global Marketing, they find the best results when they work in tandem. They chat with Kevin about ‘smarketing’, and how when done well, there is no real place where sales ends and marketing begins.
The dynamic duo share some of the ways that sales and marketing collaborate in poq - like how Melissa takes part in win/loss reviews to truly understand what works and what doesn’t. Both are strong believers in constant learning, and they tell Kevin about how joining forces works to everyone’s benefit.

This is a one-of-a-kind episode, so make sure to tune in!

Helen Slaven is a retail technology maven, with nearly 30 years’ experience gained at the leading edge of sales and marketing in the industry. Helen is Chief Revenue Officer at poq, where she works with the likes of Cotton Traders, Hotel Chocolat, Card Factory, e.l.f. Cosmetics, and more. Helen joined poq in 2019 from Eagle Eye Solutions, where she was Chief Sales Officer. Prior to this, Helen was CEO of Planet Retail and WGSN, joining from BT’s retail technology arm, BT Expedite, where she was CEO, after having previously served as VP, Retail for Torex.

Melissa Law brings 20 years’ experience of marketing gained across a diverse range of technology organizations. Currently VP of Global Marketing for poq, Melissa has created marketing and commercial strategies to secure contracts with international businesses in retail, telecommunications, hospitality, construction, media and utilities. Spearheading two major company rebrands and launching four flagship products, she is a results driven senior B2B Technology Marketer, with an exceptional and sustained record of delivering on strategy and managing change to achieve significant organisational growth.Connect with Helen: https://www.linkedin.com/in/helen-slaven-04608b12/

Connect with Melissa: https://www.linkedin.com/in/melissa-law/

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/]]>2367false84fullhttps://www.spreaker.com/episode/83-radical-candor-with-drew-muir--56482935
In this episode of the Sales Code Leadership Podcast, Kevin is joined by Drew Muir of Radical Candor. Together, they discuss how honesty that comes from a place of investment in someone’s success can be revolutionary.

Tune in to uncover how Radical Candor inspires people to excel and enjoy their work, fostering a workplace where greatness thrives. Drew shares with Kevin the potential that lies in genuine honesty coupled with a sincere commitment to someone's success.

Drew is Radical Candor’s Director of Client Partnerships and brings 15+ years of experience working with companies large and small to improve individual and organizational performance.

Prior to joining Radical Candor, Drew designed and deployed go-to-market strategies for F500 companies as part of CEB, and led commercial efforts for the business arm of The Second City on the West Coast.In these roles and with Radical Candor, Drew is passionate about helping people actually listen to one another and enjoy working together.

Drew currently lives on California’s Central Coast with his wife and their Golden Retriever, Gerry. When he’s not working or walking/playing with/paying way too much attention to Gerry, Drew is likely catching up on soccer highlights, reading, or finding a reason to be outside.

Connect with Drew: https://www.linkedin.com/in/drewmuir/

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/56482935Wed, 16 Aug 2023 05:39:17 +0000Kevin ThieleDrew Muir is on a mission to rid the world of bad bosses. In this episode of the Sales Code Leadership Podcast, Kevin is joined by Drew Muir of Radical Candor. Together, they discuss how honesty that comes from a place of investment in someone’s...
In this episode of the Sales Code Leadership Podcast, Kevin is joined by Drew Muir of Radical Candor. Together, they discuss how honesty that comes from a place of investment in someone’s success can be revolutionary.

Tune in to uncover how Radical Candor inspires people to excel and enjoy their work, fostering a workplace where greatness thrives. Drew shares with Kevin the potential that lies in genuine honesty coupled with a sincere commitment to someone's success.

Drew is Radical Candor’s Director of Client Partnerships and brings 15+ years of experience working with companies large and small to improve individual and organizational performance.

Prior to joining Radical Candor, Drew designed and deployed go-to-market strategies for F500 companies as part of CEB, and led commercial efforts for the business arm of The Second City on the West Coast.In these roles and with Radical Candor, Drew is passionate about helping people actually listen to one another and enjoy working together.

Drew currently lives on California’s Central Coast with his wife and their Golden Retriever, Gerry. When he’s not working or walking/playing with/paying way too much attention to Gerry, Drew is likely catching up on soccer highlights, reading, or finding a reason to be outside.

Connect with Drew: https://www.linkedin.com/in/drewmuir/

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>2430false83fullhttps://www.spreaker.com/episode/82-how-a-growth-culture-outperforms-a-high-performance-culture-with-leigh-ashton--56406534
In this episode of the Sales Code Leadership Podcast, Kevin chats with the delightful Leigh Ashton, founder and CEO of Sales Consultancy, about exploring the power of growth mindsets and their profound impact on revolutionizing your sales approach.

Leigh shares with Kevin that although high-performing A-players are undoubtedly valuable, fostering a growth culture and uplifting the non-A players within your team can remarkably benefit your organization.

Prepare to be inspired as the link between mindset and behavior is unveiled, demonstrating how adopting the right mentality can drive exceptional results. Drawing on her extensive expertise, Leigh also offers invaluable advice for leaders, empowering them to foster progress and development within their teams.

Leigh Ashton is the author of two books, a speaker, trainer and coach...and the founder of The Sales Consultancy.

She works with Sales Leaders and teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.

Her programmes develop Sales Leaders teams to think and perform at a higher level and her clients include NatWest, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and more.

She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone to achieve greater sales and leadership success!

Connect with Leigh: https://www.linkedin.com/in/leighashton1/

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/56406534Wed, 09 Aug 2023 05:00:03 +0000Kevin ThieleGrowth: it’s a mindset. In this episode of the Sales Code Leadership Podcast, Kevin chats with the delightful Leigh Ashton, founder and CEO of Sales Consultancy, about exploring the power of growth mindsets and their profound impact on...
In this episode of the Sales Code Leadership Podcast, Kevin chats with the delightful Leigh Ashton, founder and CEO of Sales Consultancy, about exploring the power of growth mindsets and their profound impact on revolutionizing your sales approach.

Leigh shares with Kevin that although high-performing A-players are undoubtedly valuable, fostering a growth culture and uplifting the non-A players within your team can remarkably benefit your organization.

Prepare to be inspired as the link between mindset and behavior is unveiled, demonstrating how adopting the right mentality can drive exceptional results. Drawing on her extensive expertise, Leigh also offers invaluable advice for leaders, empowering them to foster progress and development within their teams.

Leigh Ashton is the author of two books, a speaker, trainer and coach...and the founder of The Sales Consultancy.

She works with Sales Leaders and teams to develop Sales Growth Mindset and healthy sales growth cultures that support personal development, mental well-being and sales success.

Her programmes develop Sales Leaders teams to think and perform at a higher level and her clients include NatWest, Wright Medical, AVEVA, Motorpoint, British Airways, Stryker, Headspace, Siemens, Clarivate, Oracle…and more.

She's known for increasing sales...and leaving people feeling confident, motivated and inspired to go beyond their comfort zone to achieve greater sales and leadership success!

Connect with Leigh: https://www.linkedin.com/in/leighashton1/

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>2645false182fullhttps://www.spreaker.com/episode/81-visionary-leadership-to-attract-and-retain-great-talent-with-matt-green--56339932There is no ‘one way’ to be a good leader.

Matt Green, CRO of Sales Assembly, joins Kevin for this engaging episode of the Sales Code Leadership Podcast. Tune in to explore the crucial aspect of tailoring your leadership approach based on the individuals you lead, as Matt and Kevin dissect the overlooked elements of training and development that sales leaders often neglect. Prepare to unearth the genuine solution to fostering sustainable growth within your team.

Matt strongly believes that being a strong leader is almost entirely about your ability to attract and keep quality talent. Together, he and Kevin unravel the intricate process of understanding what motivates people, enabling you to embark on an empowering journey towards exceptional leadership.

Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning and sales leadership in multiple markets across the U.S. He now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.

Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies.

Matt also claims to be a pretty good husband, an even better father, an international travel enthusiast, and if there's a Simpsons quoting competition he would undoubtedly place in the top 3 (provided the focus was on seasons 1 through 11).

Connect with Matt here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/56339932Wed, 02 Aug 2023 05:00:03 +0000Kevin ThieleThere is no ‘one way’ to be a good leader. Matt Green, CRO of Sales Assembly, joins Kevin for this engaging episode of the Sales Code Leadership Podcast. Tune in to explore the crucial aspect of tailoring your leadership approach based on the...There is no ‘one way’ to be a good leader.

Matt Green, CRO of Sales Assembly, joins Kevin for this engaging episode of the Sales Code Leadership Podcast. Tune in to explore the crucial aspect of tailoring your leadership approach based on the individuals you lead, as Matt and Kevin dissect the overlooked elements of training and development that sales leaders often neglect. Prepare to unearth the genuine solution to fostering sustainable growth within your team.

Matt strongly believes that being a strong leader is almost entirely about your ability to attract and keep quality talent. Together, he and Kevin unravel the intricate process of understanding what motivates people, enabling you to embark on an empowering journey towards exceptional leadership.

Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning and sales leadership in multiple markets across the U.S. He now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.

Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies.

Matt also claims to be a pretty good husband, an even better father, an international travel enthusiast, and if there's a Simpsons quoting competition he would undoubtedly place in the top 3 (provided the focus was on seasons 1 through 11).

Connect with Matt here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>2103falsefullhttps://www.spreaker.com/episode/80-what-great-sellers-do-with-joe-curtis--56220762
Tune in to gain invaluable insights from Kevin and Joe as they uncover the distinguishing traits of top-tier sales professionals and find out how you can continue to stand out in the ever-changing landscape of professional sales.

Joe began his career with NCSA, a Chicago based, B2C tech company that digitally connects college coaches with high school student-athletes. After being hired for $10/hour in 2002, he was able to grow with the young company, taking on a variety of sales, marketing and operations roles. In 2005, Joe took over sales and, over the next 5 years, the company grew from 20-180 sales people and from $1m to $40m in revenue.

After almost 10 years, Joe left NCSA to join Salesforce as an individual contributor, selling into the mid market space. After two years of selling, he was tapped to get back into leadership as a first line leader. Over the next 7 years, Joe led SMB to Enterprise teams, finishing his Salesforce career as a 2nd line VP in Salesforce's strategic enterprise group.

Again, after almost 10 years, Joe left Salesforce to join Okta where he took on a broader role as a 3rd line VP running commercial sales, where is currently Vice President Sales Central/East US.

Joseph lives in Dallas, TX with his wife Gina and his two young daughters, Lucy and Gwen.

Connect with Joe here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.
]]>https://api.spreaker.com/episode/56220762Wed, 26 Jul 2023 05:00:03 +0000Kevin ThieleJoin Kevin in an enthralling episode of the Sales Code Leadership Podcast as he sits down with Joe Curtis, the accomplished VP of Sales at Okta, to delve into the secrets behind the the behaviours of successful salespeople. Joe, a lover of process and...
Tune in to gain invaluable insights from Kevin and Joe as they uncover the distinguishing traits of top-tier sales professionals and find out how you can continue to stand out in the ever-changing landscape of professional sales.

Joe began his career with NCSA, a Chicago based, B2C tech company that digitally connects college coaches with high school student-athletes. After being hired for $10/hour in 2002, he was able to grow with the young company, taking on a variety of sales, marketing and operations roles. In 2005, Joe took over sales and, over the next 5 years, the company grew from 20-180 sales people and from $1m to $40m in revenue.

After almost 10 years, Joe left NCSA to join Salesforce as an individual contributor, selling into the mid market space. After two years of selling, he was tapped to get back into leadership as a first line leader. Over the next 7 years, Joe led SMB to Enterprise teams, finishing his Salesforce career as a 2nd line VP in Salesforce's strategic enterprise group.

Again, after almost 10 years, Joe left Salesforce to join Okta where he took on a broader role as a 3rd line VP running commercial sales, where is currently Vice President Sales Central/East US.

Joseph lives in Dallas, TX with his wife Gina and his two young daughters, Lucy and Gwen.

Connect with Joe here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.
]]>2352leadership,sales,salesleaders,salespodcastfalsefullhttps://www.spreaker.com/episode/79-servant-leadership-and-building-communities-with-penny-power-obe--56141606“Emotional wealth leads to financial wealth.”

For Penny Power, business is personal. Join Kevin as he engages in a captivating conversation with Penny, a true advocate of the personal connection in both business and leadership. Kevin and Penny delve into the transformative impact of nurturing others' growth and maximizing their potential. Tune in to unlock the secrets of infusing heart and humanity into your business endeavours, and discover the profound difference it can make.

Penny, an advocate of "community-led growth," has made a personal approach to business her trademark. Her book "Business Is Personal" has guided numerous entrepreneurs to success and fulfilment by embracing this philosophy. In 2023, she will release her third book, "Community Mindset," emphasising the importance of placing "citizens" at the core of business strategies for powerful outcomes. Recognized with an OBE in 2014, Penny pioneered the world's first social network, connecting over 650,000 business owners globally before LinkedIn's emergence. She has observed the impact of technology on human behaviour, from social networking to social media and the use of LinkedIn as a CRM tool. Now, amidst the rise of AI and tools promoting disconnection, Penny aims to help companies build trust and loyalty with their staff and clients.

Connect with Penny here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.
]]>https://api.spreaker.com/episode/56141606Wed, 19 Jul 2023 05:00:03 +0000Kevin Thiele“Emotional wealth leads to financial wealth.” For Penny Power, business is personal. Join Kevin as he engages in a captivating conversation with Penny, a true advocate of the personal connection in both business and leadership. Kevin and Penny delve...“Emotional wealth leads to financial wealth.”

For Penny Power, business is personal. Join Kevin as he engages in a captivating conversation with Penny, a true advocate of the personal connection in both business and leadership. Kevin and Penny delve into the transformative impact of nurturing others' growth and maximizing their potential. Tune in to unlock the secrets of infusing heart and humanity into your business endeavours, and discover the profound difference it can make.

Penny, an advocate of "community-led growth," has made a personal approach to business her trademark. Her book "Business Is Personal" has guided numerous entrepreneurs to success and fulfilment by embracing this philosophy. In 2023, she will release her third book, "Community Mindset," emphasising the importance of placing "citizens" at the core of business strategies for powerful outcomes. Recognized with an OBE in 2014, Penny pioneered the world's first social network, connecting over 650,000 business owners globally before LinkedIn's emergence. She has observed the impact of technology on human behaviour, from social networking to social media and the use of LinkedIn as a CRM tool. Now, amidst the rise of AI and tools promoting disconnection, Penny aims to help companies build trust and loyalty with their staff and clients.

Connect with Penny here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.
]]>2744falsefullhttps://www.spreaker.com/episode/78-leading-from-the-front-with-jennie-drimmer--56062613The key to successful teamwork? Assume positive intent.

Tune into this episode of the Sales Code Leadership Podcast to hear Kevin converse with Jennie Drimmer, CRO of Thomas. Together, they discuss the importance of empathy in leadership. Prepare to gain invaluable insights, from cultivating a deep appreciation for diverse communication styles to embracing a frontline-focused perspective that drives success.


Jennie imparts her wisdom, guiding hiring managers on tailoring their processes to create a more inclusive and embracing environment for diverse talents. Listen now to unlock the secrets of empathy-driven leadership and propel your team towards unparalleled achievement.

Jennie is a dynamic commercial leader with a consistent track record of accelerating growth in SaaS and Advisory businesses. Her impact is driven by her cross-functional experience and passion for identifying and unsticking growth blockages for businesses. She leads by building practical strategies that impact immediate commercial outcomes, while also capturing and teaching these back to develop the broader skills and processes needed to scale an organisation.

Over the last 20 years, Jennie has spent her career engaging with the most senior HR, Procurement, and Finance leaders from across EMEA’s leading businesses around their most critical business problems.


She has been recognised with multiple Sales and leadership awards, including as a Top 50 UK Sales Leader by Sales Confidence in 2019, 2020, and 2022.
Connect with Jennie here.


The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/56062613Wed, 12 Jul 2023 05:00:03 +0000Kevin ThieleThe key to successful teamwork? Assume positive intent. Tune into this episode of the Sales Code Leadership Podcast to hear Kevin converse with Jennie Drimmer, CRO of Thomas. Together, they discuss the importance of empathy in leadership. Prepare to...The key to successful teamwork? Assume positive intent.

Tune into this episode of the Sales Code Leadership Podcast to hear Kevin converse with Jennie Drimmer, CRO of Thomas. Together, they discuss the importance of empathy in leadership. Prepare to gain invaluable insights, from cultivating a deep appreciation for diverse communication styles to embracing a frontline-focused perspective that drives success.


Jennie imparts her wisdom, guiding hiring managers on tailoring their processes to create a more inclusive and embracing environment for diverse talents. Listen now to unlock the secrets of empathy-driven leadership and propel your team towards unparalleled achievement.

Jennie is a dynamic commercial leader with a consistent track record of accelerating growth in SaaS and Advisory businesses. Her impact is driven by her cross-functional experience and passion for identifying and unsticking growth blockages for businesses. She leads by building practical strategies that impact immediate commercial outcomes, while also capturing and teaching these back to develop the broader skills and processes needed to scale an organisation.

Over the last 20 years, Jennie has spent her career engaging with the most senior HR, Procurement, and Finance leaders from across EMEA’s leading businesses around their most critical business problems.


She has been recognised with multiple Sales and leadership awards, including as a Top 50 UK Sales Leader by Sales Confidence in 2019, 2020, and 2022.
Connect with Jennie here.


The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>2293cro's,meddic,meddicc,medpicc,sales,salescode,salespodcastfalse80fullhttps://www.spreaker.com/episode/77-selling-to-the-c-suite-with-rebecca-jenkins--55993250To effectively sell to the C-Suite, you need to rise to their level.

Join Kevin in an insightful conversation on the Sales Code Leadership Podcast as he sits down with the accomplished Rebecca Jenkins, author, director and founder of RJEN. Prepare to unlock the secrets of selling to C-suite accounts as Rebecca unravels the art of tailoring your approach, empowering you to win and keep them. Rebecca and Kevin discuss how you can transform your sales game by ensuring strategic alignment while still still thinking outside of the box. Listen to Rebecca’s story about how her approach to major accounts was forever changed, and how she realized the profound impact that meticulous research can have.


Today, Rebecca helps other businesses succeed, with a focus on how to land corporate accounts. Her award winning V.I.T.A.L. method was named Best Business Development Process by Corporate Vision 2022. Rebecca is ranked as one of the top sales influencers on LinkedIn in 2023 by Lead411. Connect with Rebecca here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/55993250Wed, 05 Jul 2023 05:00:03 +0000Kevin ThieleTo effectively sell to the C-Suite, you need to rise to their level. Join Kevin in an insightful conversation on the Sales Code Leadership Podcast as he sits down with the accomplished Rebecca Jenkins, author, director and founder of RJEN. Prepare...To effectively sell to the C-Suite, you need to rise to their level.

Join Kevin in an insightful conversation on the Sales Code Leadership Podcast as he sits down with the accomplished Rebecca Jenkins, author, director and founder of RJEN. Prepare to unlock the secrets of selling to C-suite accounts as Rebecca unravels the art of tailoring your approach, empowering you to win and keep them. Rebecca and Kevin discuss how you can transform your sales game by ensuring strategic alignment while still still thinking outside of the box. Listen to Rebecca’s story about how her approach to major accounts was forever changed, and how she realized the profound impact that meticulous research can have.


Today, Rebecca helps other businesses succeed, with a focus on how to land corporate accounts. Her award winning V.I.T.A.L. method was named Best Business Development Process by Corporate Vision 2022. Rebecca is ranked as one of the top sales influencers on LinkedIn in 2023 by Lead411. Connect with Rebecca here.

The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.


Connect with host Kevin Thiele here.]]>2084meddic,meddicc,meddpicc,sales,salespodcast,tech,techsalesfalse77fullhttps://www.spreaker.com/episode/76-women-in-tech-sales-with-lisa-occleshaw--55300030
This episode marks the return of Lisa Occleshaw, an accomplished sales leader and lover of people, to the Sales Code Leadership Podcast. Kevin and Lisa delve into the transformative power of enablement within sales teams and emphasize the significance of teamwork. Lisa shares her personal journey as a sales professional, recounting experiences ranging from being the sole woman among 35 applicants vying for a sales role to eventually leading her own team, all while imparting valuable lessons she has gained along the way.

If you want to learn more about Lisa, here is what she has to say: “I began my career in IT Sales by accident and have stayed for 28 years so far! I grew up in the Midlands and graduated with a degree in Accounting from Oxford Brookes - it was the Poly when I went in. Trouble was I didn't want to be an accountant! So doing a temp job at a very small software reseller opened up my eyes to Technology and also that I quite enjoyed the sales process.

Jump forward to 2021 and after a long stint at IBM, followed by a spell at SAP I am now Head of UK Sales for a fabulous Identity vendor called Ping. I am married with a 16 year old son and I live not too far from the sea. I have all sorts of hobbies, which have become more important than ever to me since the pandemic. 9 hours a day in front of the laptop has driven all of us to things outside of work and for me those things are Interior Design (we are building our new house), weight-lifting, hiking and singing. But most of all I love people. I like watching them, listening to them, learning from them and helping them when I can. I am an only child and get my energy from being with others... especially customers!”

Connect with Lisa here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>https://api.spreaker.com/episode/55300030Wed, 28 Jun 2023 05:00:03 +0000Kevin ThieleHow do we encourage more women to embrace a career in tech sales? This episode marks the return of Lisa Occleshaw, an accomplished sales leader and lover of people, to the Sales Code Leadership Podcast. Kevin and Lisa delve into the transformative...
This episode marks the return of Lisa Occleshaw, an accomplished sales leader and lover of people, to the Sales Code Leadership Podcast. Kevin and Lisa delve into the transformative power of enablement within sales teams and emphasize the significance of teamwork. Lisa shares her personal journey as a sales professional, recounting experiences ranging from being the sole woman among 35 applicants vying for a sales role to eventually leading her own team, all while imparting valuable lessons she has gained along the way.

If you want to learn more about Lisa, here is what she has to say: “I began my career in IT Sales by accident and have stayed for 28 years so far! I grew up in the Midlands and graduated with a degree in Accounting from Oxford Brookes - it was the Poly when I went in. Trouble was I didn't want to be an accountant! So doing a temp job at a very small software reseller opened up my eyes to Technology and also that I quite enjoyed the sales process.

Jump forward to 2021 and after a long stint at IBM, followed by a spell at SAP I am now Head of UK Sales for a fabulous Identity vendor called Ping. I am married with a 16 year old son and I live not too far from the sea. I have all sorts of hobbies, which have become more important than ever to me since the pandemic. 9 hours a day in front of the laptop has driven all of us to things outside of work and for me those things are Interior Design (we are building our new house), weight-lifting, hiking and singing. But most of all I love people. I like watching them, listening to them, learning from them and helping them when I can. I am an only child and get my energy from being with others... especially customers!”

Connect with Lisa here. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.

Connect with host Kevin Thiele here.]]>2227meddicc,saas,sales,techfalse75fullhttps://www.spreaker.com/episode/75-story-selling-with-bernadette-mcclelland--54545185“We can’t keep going over the same old same old and just hoping something’s going to be different!”

How can you shift and disrupt the buyer’s thinking to ensure wins? In this episode, Kevin is joined by the game-changing Bernadette McClelland, who might just have the answer. Together, they discuss the changing world of sales, the changing attitudes of buyers, and the importance of having conversations that bring value.

Bernadette is a High Content Speaker on Sales Leadership and StorySelling. She is Australian, Female, Pragmatic, Inspirational, Compelling, Real! Bernadette offers her clients a unique experience in helping them sell in this new Connection Economy. She is a natural storyteller and very inspirational speaker on leadership, sales, and motivation. She has been a High-Performance Coach for Anthony Robbins, Sales Mentor for Harvard MBA students, has tested the IP for her latest book with the Nasdaq Entrepreneurial Centre, is an award-winning author with Brian Tracy having endorsed two of her six books, been rated as one of the Top 50 sales speakers and her presentations are a game changer. A high content, warm yet direct speaker who walks her talk, you will be remembering her insights well after you leave.

Bernadette’s new book, “Shift and Disrupt: Stop Selling Widgets and Start Selling Wisdom” is out June 2023.

Connect with Bernadette here.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
]]>https://api.spreaker.com/episode/54545185Wed, 21 Jun 2023 05:00:02 +0000Kevin Thiele“We can’t keep going over the same old same old and just hoping something’s going to be different!” How can you shift and disrupt the buyer’s thinking to ensure wins? In this episode, Kevin is joined by the game-changing Bernadette McClelland, who...“We can’t keep going over the same old same old and just hoping something’s going to be different!”

How can you shift and disrupt the buyer’s thinking to ensure wins? In this episode, Kevin is joined by the game-changing Bernadette McClelland, who might just have the answer. Together, they discuss the changing world of sales, the changing attitudes of buyers, and the importance of having conversations that bring value.

Bernadette is a High Content Speaker on Sales Leadership and StorySelling. She is Australian, Female, Pragmatic, Inspirational, Compelling, Real! Bernadette offers her clients a unique experience in helping them sell in this new Connection Economy. She is a natural storyteller and very inspirational speaker on leadership, sales, and motivation. She has been a High-Performance Coach for Anthony Robbins, Sales Mentor for Harvard MBA students, has tested the IP for her latest book with the Nasdaq Entrepreneurial Centre, is an award-winning author with Brian Tracy having endorsed two of her six books, been rated as one of the Top 50 sales speakers and her presentations are a game changer. A high content, warm yet direct speaker who walks her talk, you will be remembering her insights well after you leave.

Bernadette’s new book, “Shift and Disrupt: Stop Selling Widgets and Start Selling Wisdom” is out June 2023.

Connect with Bernadette here.

The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
]]>2000meddicc,sales,salesbooks,salespodcastfalsefullhttps://www.spreaker.com/episode/74-sales-and-marketing-alignment-with-mark-stouse--54373259Join Kevin and Mark Stouse to hear concrete ideas for aligning sales and marketing to drive corporate goals.
Mark is the CEO of Proof Analytics, a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.
Connect with Mark: https://www.linkedin.com/in/markstouse/
The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host: Kevin Thiele:https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/54373259Wed, 14 Jun 2023 08:17:33 +0000Kevin ThieleJoin Kevin and Mark Stouse to hear concrete ideas for aligning sales and marketing to drive corporate goals. Mark is the CEO of https://www.proofanalytics.ai/?hsLang=en, a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by...Join Kevin and Mark Stouse to hear concrete ideas for aligning sales and marketing to drive corporate goals.
Mark is the CEO of Proof Analytics, a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels. An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.
Connect with Mark: https://www.linkedin.com/in/markstouse/
The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host: Kevin Thiele:https://www.linkedin.com/in/kevinthiele/]]>2961falsefullhttps://www.spreaker.com/episode/73-mastering-uncertainty-with-matt-watkinson--54103227We live in an age where, on the one hand a wealth of knowledge is literally at our fingertips; we only have to tap our mobile phone to find the answer to almost any question, but, on the other, our obsessive need to know everything now is causing an increasing spiral of anxiety for many of us. Mastering Uncertainty is a theme for today, tomorrow and the rest of our lives. If you are in any kind of leadership position - whether personally or professionally - but especially if you are trying to launch or grow a business in a time of ever-increasing change join Kevin and Matt Watkinson, co-author of Mastering Uncertainty as we talk about how: 1. The element of chances shapes all of our lives.2. We can create our own luck.3. It is possible to launch, grow and manage organizations that thrive in uncertainty.
Matt’s first book, The Ten Principles Behind Great Customer Experiences, won the CMI’s Management Book of the Year, becoming the only book on its topic to win a major award.
Matt’s second book The Grid, introduced a simple yet powerful model that shows all the factors behind business success on a single page. Recently published by Random House, it was shortlisted for 2019’s Management Book of the Year.
As a subject matter expert in customer experience, he’s been cited by the world’s top research firms and given keynote addresses at every kind of organization imaginable. Matt is also a Senior Visiting Fellow at Cass Business School, London.
He’s the co-founder and CEO of Methodical, a boutique customer experience and strategy consultancy. Methodical does great work for discerning clients who appreciate our deep expertise, work ethic and straightforwardness.
Connect with Matt: https://www.linkedin.com/in/matt-watkinson/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/54103227Mon, 05 Jun 2023 17:27:07 +0000Kevin ThieleWe live in an age where, on the one hand a wealth of knowledge is literally at our fingertips; we only have to tap our mobile phone to find the answer to almost any question, but, on the other, our obsessive need to know everything now is causing an...We live in an age where, on the one hand a wealth of knowledge is literally at our fingertips; we only have to tap our mobile phone to find the answer to almost any question, but, on the other, our obsessive need to know everything now is causing an increasing spiral of anxiety for many of us. Mastering Uncertainty is a theme for today, tomorrow and the rest of our lives. If you are in any kind of leadership position - whether personally or professionally - but especially if you are trying to launch or grow a business in a time of ever-increasing change join Kevin and Matt Watkinson, co-author of Mastering Uncertainty as we talk about how: 1. The element of chances shapes all of our lives.2. We can create our own luck.3. It is possible to launch, grow and manage organizations that thrive in uncertainty.
Matt’s first book, The Ten Principles Behind Great Customer Experiences, won the CMI’s Management Book of the Year, becoming the only book on its topic to win a major award.
Matt’s second book The Grid, introduced a simple yet powerful model that shows all the factors behind business success on a single page. Recently published by Random House, it was shortlisted for 2019’s Management Book of the Year.
As a subject matter expert in customer experience, he’s been cited by the world’s top research firms and given keynote addresses at every kind of organization imaginable. Matt is also a Senior Visiting Fellow at Cass Business School, London.
He’s the co-founder and CEO of Methodical, a boutique customer experience and strategy consultancy. Methodical does great work for discerning clients who appreciate our deep expertise, work ethic and straightforwardness.
Connect with Matt: https://www.linkedin.com/in/matt-watkinson/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>2676falsefullhttps://www.spreaker.com/episode/72-sales-mindset-with-chris-hatfield--53999085Join Kevin and Chris Hatfield, Founder and Coach of Sales Psyche for a chat about sales mindset. Chris has 16+ years of experience in sales and leadership roles and now works with commercial teams to support and develop their mindset and mental wellbeing. He has worked with the likes of Meta, Salesforce, Dataiku, Virgin Media Business and NTT Data. Chris started off in sales and initially struggled with his anxiety, that led him down a personal route of wanting to understand more about the mind and mental wellbeing side of things.
Connect with Chris: https://www.linkedin.com/in/chrishatfieldsalespsyche/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

]]>https://api.spreaker.com/episode/53999085Tue, 30 May 2023 18:15:02 +0000Kevin ThieleJoin Kevin and Chris Hatfield, Founder and Coach of Sales Psyche for a chat about sales mindset. Chris has 16+ years of experience in sales and leadership roles and now works with commercial teams to support and develop their mindset and mental...Join Kevin and Chris Hatfield, Founder and Coach of Sales Psyche for a chat about sales mindset. Chris has 16+ years of experience in sales and leadership roles and now works with commercial teams to support and develop their mindset and mental wellbeing. He has worked with the likes of Meta, Salesforce, Dataiku, Virgin Media Business and NTT Data. Chris started off in sales and initially struggled with his anxiety, that led him down a personal route of wanting to understand more about the mind and mental wellbeing side of things.
Connect with Chris: https://www.linkedin.com/in/chrishatfieldsalespsyche/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

]]>2130falsefullhttps://www.spreaker.com/episode/71-the-power-of-social-selling-with-tim-hughes--53986902Join Kevin and Tim Hughes as we talk about the hot topic of social selling.
Tim is universally recognised as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, LinkedIn said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence.
He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers - 2nd edition” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “social selling - techniques to influence buyers and change makers” which has been fully updated. All three books published by Kogan Page.
Connect with Tim: https://www.linkedin.com/in/timothyhughessocialselling/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

]]>https://api.spreaker.com/episode/53986902Wed, 24 May 2023 16:31:29 +0000Kevin ThieleJoin Kevin and Tim Hughes as we talk about the hot topic of social selling. Tim is universally recognised as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling...Join Kevin and Tim Hughes as we talk about the hot topic of social selling.
Tim is universally recognised as the world leading pioneer and innovator of Social Selling. He is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, LinkedIn said he was one of the top 8 sales experts globally to follow and Brand 24 announced recently he was the 16th most influential person in marketing globally, based on measured social media influence.
He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers - 2nd edition” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. He has recently launched a second edition of “social selling - techniques to influence buyers and change makers” which has been fully updated. All three books published by Kogan Page.
Connect with Tim: https://www.linkedin.com/in/timothyhughessocialselling/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

]]>2973falsefullhttps://www.spreaker.com/episode/70-sell-without-selling-out-with-andy-paul--53825037
Join us to hear from Andy Paul; best-selling author of "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviours that buyers hate.
Over three decades Andy has built a successful career as a sales leader, author, industry-leading podcaster and speaker and global sales advisor. Not by being salesy, but by thinking and selling differently.
Andy wrote Sell Without Selling Out to introduce human-centred selling to sales teams. If you are ready to see higher win rates without burning out your sellers.
Connect with Andy: https://www.linkedin.com/in/realandypaul/
The podcast is brought to you by Sales Code, helping revenue leaders unlock value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/53825037Tue, 16 May 2023 05:40:01 +0000Kevin ThieleJoin us to hear from Andy Paul; best-selling author of "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviours that buyers hate. Over three decades Andy has built a successful...
Join us to hear from Andy Paul; best-selling author of "Sell Without Selling Out", a road-tested framework for seizing control of how you sell by rejecting the outdated sales behaviours that buyers hate.
Over three decades Andy has built a successful career as a sales leader, author, industry-leading podcaster and speaker and global sales advisor. Not by being salesy, but by thinking and selling differently.
Andy wrote Sell Without Selling Out to introduce human-centred selling to sales teams. If you are ready to see higher win rates without burning out your sellers.
Connect with Andy: https://www.linkedin.com/in/realandypaul/
The podcast is brought to you by Sales Code, helping revenue leaders unlock value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>2610falsefullhttps://www.spreaker.com/episode/69-great-sales-teams-with-janet-m-harvey--53742879When I ask sales leaders the crunch question “do you have a great sales team” they will normally pause to reflect then respond with “well, I have some great salespeople”.
Let's talk about how leaders can build a truly great sales team..
Our guest this week is Janet M. Harvey, best selling author of the award-winning leadership and coaching book, Invite Change - Lessons from 2020, The Year of No Return.
Janet is CEO of inviteCHANGE, a coaching and human development organization that shapes a world where people love their life’s work. As a visionary leader in the global professional coaching industry, Janet Harvey is an International Coaching Federation master certified coach and accredited educator who has engaged adults, teams, and global enterprises for nearly 30 years to invite change that sustains well-being and excellence.
The average retention on sales teams is 1 year and 6 months and for most teams, it takes 10-11 months for a new salesperson to become productive. That's way too expensive and the common denominator on both metrics is the sales leaders' behaviour. That's what we explore in this episode.
Connect with Janet: https://www.linkedin.com/in/janetharvey/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/
]]>https://api.spreaker.com/episode/53742879Tue, 09 May 2023 19:05:01 +0000Kevin ThieleWhen I ask sales leaders the crunch question “do you have a great sales team” they will normally pause to reflect then respond with “well, I have some great salespeople”. Let's talk about how leaders can build a truly great sales team.. Our guest this...When I ask sales leaders the crunch question “do you have a great sales team” they will normally pause to reflect then respond with “well, I have some great salespeople”.
Let's talk about how leaders can build a truly great sales team..
Our guest this week is Janet M. Harvey, best selling author of the award-winning leadership and coaching book, Invite Change - Lessons from 2020, The Year of No Return.
Janet is CEO of inviteCHANGE, a coaching and human development organization that shapes a world where people love their life’s work. As a visionary leader in the global professional coaching industry, Janet Harvey is an International Coaching Federation master certified coach and accredited educator who has engaged adults, teams, and global enterprises for nearly 30 years to invite change that sustains well-being and excellence.
The average retention on sales teams is 1 year and 6 months and for most teams, it takes 10-11 months for a new salesperson to become productive. That's way too expensive and the common denominator on both metrics is the sales leaders' behaviour. That's what we explore in this episode.
Connect with Janet: https://www.linkedin.com/in/janetharvey/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams.
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/
]]>3026falsefullhttps://www.spreaker.com/episode/68-personal-productivity-with-sean-linehan--53727483Sean Linehan joins us again on this episode, join us as we speak about the productivity paradox – how leaders can stay focused when bombarded with messages from tools designed to help us communicate more efficiently.
For the past 10 years, Sean has focused on leadership development and coaching teams to outperform their peers, internally and externally. He specialises in taking underperforming people and teams to overachievement, often in-year.
Out of work, you'll find him climbing mountains, walking in the hills and camping in all weathers.
Connect with Sean: https://www.linkedin.com/in/seanlinehan/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/


]]>https://api.spreaker.com/episode/53727483Wed, 03 May 2023 11:44:14 +0000Kevin ThieleSean Linehan joins us again on this episode, join us as we speak about the productivity paradox – how leaders can stay focused when bombarded with messages from tools designed to help us communicate more efficiently. For the past 10 years, Sean has...Sean Linehan joins us again on this episode, join us as we speak about the productivity paradox – how leaders can stay focused when bombarded with messages from tools designed to help us communicate more efficiently.
For the past 10 years, Sean has focused on leadership development and coaching teams to outperform their peers, internally and externally. He specialises in taking underperforming people and teams to overachievement, often in-year.
Out of work, you'll find him climbing mountains, walking in the hills and camping in all weathers.
Connect with Sean: https://www.linkedin.com/in/seanlinehan/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/


]]>1681falsefullhttps://www.spreaker.com/episode/67-exploring-burnout-in-sales-and-time-management-with-caroline-franczia--53645258Join Kevin and Caroline Franczia as we talk about burn out.
Caroline (Sprinklr, Datadog) is a seasoned sales expert. After starting her career with large tech companies (Oracle, BMC Software), she spent four years in the Silicon Valley, soaking in the startup culture and American methodologies. A regular columnist for the business media Maddyness, she's also the founder of Uppercut-First.
Connect with Caroline: https://www.linkedin.com/in/carolinefranczia/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/
]]>https://api.spreaker.com/episode/53645258Tue, 25 Apr 2023 19:43:26 +0000Kevin ThieleJoin Kevin and Caroline Franczia as we talk about burn out. Caroline (Sprinklr, Datadog) is a seasoned sales expert. After starting her career with large tech companies (Oracle, BMC Software), she spent four years in the Silicon Valley, soaking in the...Join Kevin and Caroline Franczia as we talk about burn out.
Caroline (Sprinklr, Datadog) is a seasoned sales expert. After starting her career with large tech companies (Oracle, BMC Software), she spent four years in the Silicon Valley, soaking in the startup culture and American methodologies. A regular columnist for the business media Maddyness, she's also the founder of Uppercut-First.
Connect with Caroline: https://www.linkedin.com/in/carolinefranczia/
The podcast is brought to you by Sales Codehelping revenue leaders unlock value in B2B SaaS sales teams
We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/
]]>2416falsefullhttps://www.spreaker.com/episode/66-ai-sales-with-brendan-beith--53578697Brendan began his career with IBM as a Systems Engineer before moving into a sales role for mainframes and related products as an account manager in the financial services sector.
After making the transition to a leadership role, as Global Head of Sales, Brendan led a team of 30 with a focus on revenue growth, sales process, commercial model, collaboration and sales operations. As EMEA Sales Director he was responsible for an 8 figure revenue and 185 staff across sales, account management, customer service and product management.
Now running his own business development consulting business, Brendan works, on an interim basis, to assist founders and directors of high-growth and established SMEs to improve their market entry and sales performance by applying the subscription sales and collaboration experience he gained in global companies.
Connect with Brendan: https://www.linkedin.com/in/brendanbeith/
The podcast is brought to you by Sales Code helping revenue leaders unlock value in B2B SaaS sales teams
Connect with the show host below.
We welcome your views on our podcast and questions you might have for our podcast guests.
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/53578697Wed, 19 Apr 2023 06:57:08 +0000Kevin ThieleThis is the ChatGPT special with Brendan Beith - join us as we discuss the impact that artificial intelligence is having on the role of the professional salesperson. Brendan began his career with IBM as a Systems Engineer before moving into a sales...Brendan began his career with IBM as a Systems Engineer before moving into a sales role for mainframes and related products as an account manager in the financial services sector.
After making the transition to a leadership role, as Global Head of Sales, Brendan led a team of 30 with a focus on revenue growth, sales process, commercial model, collaboration and sales operations. As EMEA Sales Director he was responsible for an 8 figure revenue and 185 staff across sales, account management, customer service and product management.
Now running his own business development consulting business, Brendan works, on an interim basis, to assist founders and directors of high-growth and established SMEs to improve their market entry and sales performance by applying the subscription sales and collaboration experience he gained in global companies.
Connect with Brendan: https://www.linkedin.com/in/brendanbeith/
The podcast is brought to you by Sales Code helping revenue leaders unlock value in B2B SaaS sales teams
Connect with the show host below.
We welcome your views on our podcast and questions you might have for our podcast guests.
Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>2749falsefullhttps://www.spreaker.com/episode/65-leading-through-change-with-alyssa-kropp--53505929https://api.spreaker.com/episode/53505929Tue, 11 Apr 2023 19:06:25 +0000Kevin ThieleAlyssa Kropp is the founder of The Casslo Group; a consulting and coaching firm designed to create leaders who place emphasis and importance on the employee as a whole. Alyssa started The Casslo Group because she knows that high performing teams are...2065falsefullhttps://www.spreaker.com/episode/64-the-future-of-sales-enablement-with-nick-holbrook--53443474Nick has just left his last role as Senior Sales Enablement Manager with the US software vendor Matterport and is planning to dedicate his time to being a published author.
Interestingly, both of his children are also pursuing sales careers in the technology sector, giving him a unique perspective into what has changed in the world of professional selling over the past 25 years.]]>https://api.spreaker.com/episode/53443474Tue, 04 Apr 2023 17:38:30 +0000Kevin ThieleCelebrating our 2-year anniversary with a return for Nick Holbrook, the first guest from season 1. Nick has just left his last role as Senior Sales Enablement Manager with the US software vendor Matterport and is planning to dedicate his time to being...Nick has just left his last role as Senior Sales Enablement Manager with the US software vendor Matterport and is planning to dedicate his time to being a published author.
Interestingly, both of his children are also pursuing sales careers in the technology sector, giving him a unique perspective into what has changed in the world of professional selling over the past 25 years.]]>2466falsefullhttps://www.spreaker.com/episode/63-why-win-win-doesn-t-work-negotiating-skills-with-mark-raffan--53288089Our guest on the Sales Code Leadership Podcast this week is Mark Raffan.
Mark is a serial entrepreneur and lover of marketing and thought leadership. Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world. Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider’s Guide to Finance. Mark and Negotiations Ninja quickly gained notoriety, grew very quickly and has subsequently delivered training to some of the largest companies in the world on most major geographies, including; North America, Central America, Europe, Asia, and Africa.
]]>https://api.spreaker.com/episode/53288089Tue, 21 Mar 2023 20:35:05 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Mark Raffan. Mark is a serial entrepreneur and lover of marketing and thought leadership. Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in...Our guest on the Sales Code Leadership Podcast this week is Mark Raffan.
Mark is a serial entrepreneur and lover of marketing and thought leadership. Mark is an expert in negotiation, influence, and persuasion. He has coached executives and teams in some of the largest companies in the world. Mark has been featured in Entrepreneur, Forbes, Thrive Global, Supply and Demand Chain Executive Magazine (as a 2019 pro-to-know), and has appeared on dozens of podcasts, including Make it Happen Mondays, The Brutal Truth About Sales, and The Insider’s Guide to Finance. Mark and Negotiations Ninja quickly gained notoriety, grew very quickly and has subsequently delivered training to some of the largest companies in the world on most major geographies, including; North America, Central America, Europe, Asia, and Africa.
]]>2408falsefullhttps://www.spreaker.com/episode/62-from-boss-to-coach-with-brad-mcginity--53248241https://api.spreaker.com/episode/53248241Sat, 18 Mar 2023 16:40:00 +0000Kevin ThieleBrad leads the Sales and Account Management teams as the CRO of Hone, the leader in online live, cohort-based training. Before Hone, he was CRO of 15Five, where he helped the company grow revenue more than 14x and raise nearly $100M. At various times...2158falsefullhttps://www.spreaker.com/episode/61-the-future-of-sales-with-graham-hawkins--53248238transition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career opportunities.
Graham has worked in the UK, Australia and across Asia Pacific for more than 30 years, in executive
B2B sales and sales leadership roles, for some of the world’s most innovative IT,
telecommunications, finance and media organizations.
Through SalesTribe, Graham works with salespeople who are striving to survive in this new, ultra-
competitive, customer-led era. They are all struggling to keep pace with changing customer
expectations and requirements, and at the same time are grappling with ever-increasing employer
expectations.
We talk about the changing role of the professional salesperson, the rise of social selling and
the impact of new technology on the sales process.]]>https://api.spreaker.com/episode/53248238Sat, 18 Mar 2023 16:38:44 +0000Kevin ThieleOur guest this week is Graham Hawkins, the Founder and CEO of SalesTribe, the world’s first career transition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career...transition management company for B2B salespeople, which helps businesses improve their sales capability, and helps salespeople find new career opportunities.
Graham has worked in the UK, Australia and across Asia Pacific for more than 30 years, in executive
B2B sales and sales leadership roles, for some of the world’s most innovative IT,
telecommunications, finance and media organizations.
Through SalesTribe, Graham works with salespeople who are striving to survive in this new, ultra-
competitive, customer-led era. They are all struggling to keep pace with changing customer
expectations and requirements, and at the same time are grappling with ever-increasing employer
expectations.
We talk about the changing role of the professional salesperson, the rise of social selling and
the impact of new technology on the sales process.]]>1803falsefullhttps://www.spreaker.com/episode/60-building-a-sales-culture-with-pim-roelefsen--53248218Pim was born and raised in the Netherlands and has lived in the Dutch Caribbean and London.
He has been involved in tech sales for almost 10 years working for and is now the Chief
Revenue Officer at MEDDICC where he is responsible for all things revenue related; from
acquiring new customer logos to building the sales team all the while helping customers to grow
through partnering.
We had a wide ranging discussion about the importance of building a culture of trust where sales
people are comfortable admitting they don't know everything and are happy to ask for help.]]>https://api.spreaker.com/episode/53248218Sat, 18 Mar 2023 16:34:56 +0000Kevin ThieleOur guest on the Sales Code Podcast this week is Pim Roelofsen. Pim was born and raised in the Netherlands and has lived in the Dutch Caribbean and London. He has been involved in tech sales for almost 10 years working for and is now the Chief Revenue...Pim was born and raised in the Netherlands and has lived in the Dutch Caribbean and London.
He has been involved in tech sales for almost 10 years working for and is now the Chief
Revenue Officer at MEDDICC where he is responsible for all things revenue related; from
acquiring new customer logos to building the sales team all the while helping customers to grow
through partnering.
We had a wide ranging discussion about the importance of building a culture of trust where sales
people are comfortable admitting they don't know everything and are happy to ask for help.]]>2447falsefullhttps://www.spreaker.com/episode/59-the-jolt-effect-with-matt-dixon--53248199
Matt and Ted McKenna have just written a new, must read, book for anyone interested in professional selling – “The JOLT Effect – how high performers overcome customer indecision”. It’s massively well researched as the result of listening to millions of sales calls analysed using 8300 unique factors.

Listen to this episode of the Sales Code Podcast to find out why:
customer indecision occurs.
doing nothing doesn’t mean the customer is happy with status quo.
too many questions and too much listening can actually hamper sales.
Professional sellers who talk more than they listen can still add value
FUD doesn’t help customers who are more afraid of messing up than missing out.

Listen to this episode to find out how to:

Judge the Indecision
Offer your recommendations
Limit the exploration and
Take risk off the table

And, close more sales!

Thank you, Matt for a great conversation about what elite sellers do.]]>https://api.spreaker.com/episode/53248199Sat, 18 Mar 2023 16:32:42 +0000Kevin ThieleOur guest this week is Matt Dixon, co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience, Matt is a frequent contributor to Harvard Business Review and an experienced advisor to senior executives on sales, service and...
Matt and Ted McKenna have just written a new, must read, book for anyone interested in professional selling – “The JOLT Effect – how high performers overcome customer indecision”. It’s massively well researched as the result of listening to millions of sales calls analysed using 8300 unique factors.

Listen to this episode of the Sales Code Podcast to find out why:
customer indecision occurs.
doing nothing doesn’t mean the customer is happy with status quo.
too many questions and too much listening can actually hamper sales.
Professional sellers who talk more than they listen can still add value
FUD doesn’t help customers who are more afraid of messing up than missing out.

Listen to this episode to find out how to:

Judge the Indecision
Offer your recommendations
Limit the exploration and
Take risk off the table

And, close more sales!

Thank you, Matt for a great conversation about what elite sellers do.]]>2356falsefullhttps://www.spreaker.com/episode/58-selling-services-to-a-technical-buyer-with-bhairav-patel--53248155
Bhairav worked in IT for over 20 years starting life as a consultant at one of the big four and then moving into industry to be the CTO for award winning e-commerce and FinTech businesses.

He specialises in helping companies devise technology strategies that align their IT capability with their business goals and building IT organisations that are scalable and agile so that they can adapt to strategic changes without having to spend unnecessarily.

Bhairav brings a unique perspective to the technology sales process having sat on both sides of the fence - as a buyer and seller.

Thank you Bhairav for a fascinating conversation about sales, marketing and leadership.]]>https://api.spreaker.com/episode/53248155Sat, 18 Mar 2023 16:30:05 +0000Kevin ThieleIt's my pleasure this week to host Bhairav Patel from Atom CTO as a guest on the Sales Code Podcast. Bhairav worked in IT for over 20 years starting life as a consultant at one of the big four and then moving into industry to be the CTO for award...
Bhairav worked in IT for over 20 years starting life as a consultant at one of the big four and then moving into industry to be the CTO for award winning e-commerce and FinTech businesses.

He specialises in helping companies devise technology strategies that align their IT capability with their business goals and building IT organisations that are scalable and agile so that they can adapt to strategic changes without having to spend unnecessarily.

Bhairav brings a unique perspective to the technology sales process having sat on both sides of the fence - as a buyer and seller.

Thank you Bhairav for a fascinating conversation about sales, marketing and leadership.]]>1810falsefullhttps://www.spreaker.com/episode/57-spin-selling-with-david-freedman--53248111
Thankfully things have moved along in the intervening 30 years so it's inspiring to hear David Freedman of Huthwaite International talking, on the Sales Code Podcast, about removing the salesperson's fear of failure. If you have been watching the results of both the England Women and Men's football and cricket results over the past few years you will see how great potential can be released through creating what we now call psychological safety in a team.

Huthwaite International is the company behind the world class SPIN® Selling methodology of which I am such as big fan. Listen to the full audio episode to find out how to build a high performance sales team and what great sales people do.]]>https://api.spreaker.com/episode/53248111Sat, 18 Mar 2023 16:28:18 +0000Kevin ThieleWhen I started my sales career the traditional methods of motivating your sales team were quite basic and binary - it was all about using the carrots and sticks of fear and greed to pull and push them to perform. Thankfully things have moved along in...
Thankfully things have moved along in the intervening 30 years so it's inspiring to hear David Freedman of Huthwaite International talking, on the Sales Code Podcast, about removing the salesperson's fear of failure. If you have been watching the results of both the England Women and Men's football and cricket results over the past few years you will see how great potential can be released through creating what we now call psychological safety in a team.

Huthwaite International is the company behind the world class SPIN® Selling methodology of which I am such as big fan. Listen to the full audio episode to find out how to build a high performance sales team and what great sales people do.]]>2732falsefullhttps://www.spreaker.com/episode/56-strengths-based-leadership-with-charlotte-blair--53248086
She now runs two successful businesses and partnering with other coaches and learning organizations to deliver great outcomes through leadership Development and Coaching.

Charlotte is a founding partner in the Strengths Partners, as well as a coach and mentor to other global coaches.]]>https://api.spreaker.com/episode/53248086Sat, 18 Mar 2023 16:25:25 +0000Kevin ThieleCharlotte Blair is a Gallup-Certified and ICF coach, attaining both in 2014. Charlotte started her career in Sales in 1997 for Canon UK and then had a 12 year career with Verizon leading account teams delivering solutions for blue-chip clients. She...
She now runs two successful businesses and partnering with other coaches and learning organizations to deliver great outcomes through leadership Development and Coaching.

Charlotte is a founding partner in the Strengths Partners, as well as a coach and mentor to other global coaches.]]>1622falsefullhttps://www.spreaker.com/episode/55-understanding-and-coaching-salespeople-with-tonni-bennett--53131773
Tonni is the VP of Sales at Daily, a video API that enables companies to embed video into their applications. She recently joined Daily after helping to launch the MM segment at Twilio and scaling a sales organization at Terminus. Tonni is passionate about building high performing teams from the ground up.]]>https://api.spreaker.com/episode/53131773Wed, 08 Mar 2023 07:56:35 +0000Kevin ThieleOur guest on the Sales Code Podcast this week is Tonni Bennett. Tonni is the VP of Sales at Daily, a video API that enables companies to embed video into their applications. She recently joined Daily after helping to launch the MM segment at Twilio...
Tonni is the VP of Sales at Daily, a video API that enables companies to embed video into their applications. She recently joined Daily after helping to launch the MM segment at Twilio and scaling a sales organization at Terminus. Tonni is passionate about building high performing teams from the ground up.]]>1465falsefullhttps://www.spreaker.com/episode/54-giving-feedback-with-stephanie-valenti--50091912

Stephanie leads sales, marketing, and all client services and delivery departments at SmartBug Media. Her focus is on creating unity between revenue teams, fluency in the customer journey, and credibility with partners.

With a passion for scaling teams, building processes, and cultivating a winning culture, Stephanie has a track record of success of being an executive member of three record-breaking companies that boasted triple digit growth. Standing for people first leadership through accountability, transparency, and humility, she is always looking for ways to mentor the next generation of leaders enterprise-wide. Personally, Stephanie lives in Dallas with her husband and 3 children - 21, 15, and 9 and enjoys devouring books in her spare time.]]>https://api.spreaker.com/episode/50091912Wed, 08 Jun 2022 05:50:02 +0000Kevin ThieleStephanie Valenti has 15+ years of experience building and leading B2B sales organisations and operational departments from 50 to 500+ team members across the U.S., Australia, and Europe. She started her professional career with Staples Business...

Stephanie leads sales, marketing, and all client services and delivery departments at SmartBug Media. Her focus is on creating unity between revenue teams, fluency in the customer journey, and credibility with partners.

With a passion for scaling teams, building processes, and cultivating a winning culture, Stephanie has a track record of success of being an executive member of three record-breaking companies that boasted triple digit growth. Standing for people first leadership through accountability, transparency, and humility, she is always looking for ways to mentor the next generation of leaders enterprise-wide. Personally, Stephanie lives in Dallas with her husband and 3 children - 21, 15, and 9 and enjoys devouring books in her spare time.]]>1852falsefullhttps://www.spreaker.com/episode/53-transparency-with-tom-lavery--50001731
Join us as Tom talks about what it takes to be a great sales leader; how awareness of your talents can help you to be more effective and the importance of being transparent with your team. We also delve deeper into culture, strategy and execution.]]>https://api.spreaker.com/episode/50001731Wed, 01 Jun 2022 06:05:02 +0000Kevin ThieleIn this episode of the Sales Code Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us as Tom talks about what it takes to be a great sales...
Join us as Tom talks about what it takes to be a great sales leader; how awareness of your talents can help you to be more effective and the importance of being transparent with your team. We also delve deeper into culture, strategy and execution.]]>1577falsefullhttps://www.spreaker.com/episode/52-corporate-leadership-with-dan-wardle--50001724https://api.spreaker.com/episode/50001724Tue, 31 May 2022 06:05:01 +0000Kevin ThieleDan Wardle is currently the VP of Revenue at Vidyard, responsible for all areas of revenue growth including sales, partnerships and business development. With 9+ years at Vidyard Dan has built the sales team from a team of 2 to 100+, as well as...1936falsefullhttps://www.spreaker.com/episode/51-your-first-90-days-as-a-sales-leader-with-brooke-bachesta--49932280Her background is primarily in startups with a focus on high growth and up-market initiatives. After 5 years as a front line SDR manager, she transitioned into an Enablement role where she partners with the global inbound and outbound development teams (XDR) of Outreach.io to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity.

Brooke has a passion for engaging with the next generation of sales and often works with students looking to get into SAAS. She co-founded a womxn in sales organization at Outreach titled “Gals & SALs,” and is on the board of directors for the University of Washington Sales Certificate program. She often guest speaks in courses and conferences around the country.]]>https://api.spreaker.com/episode/49932280Wed, 25 May 2022 05:58:14 +0000Kevin ThieleBrooke Bachesta started her career as an SDR, worked her way up to an AE, later an SDR manager, and is now an Enablement leader at Outreach.io. Her background is primarily in startups with a focus on high growth and up-market initiatives. After 5...Her background is primarily in startups with a focus on high growth and up-market initiatives. After 5 years as a front line SDR manager, she transitioned into an Enablement role where she partners with the global inbound and outbound development teams (XDR) of Outreach.io to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity.

Brooke has a passion for engaging with the next generation of sales and often works with students looking to get into SAAS. She co-founded a womxn in sales organization at Outreach titled “Gals & SALs,” and is on the board of directors for the University of Washington Sales Certificate program. She often guest speaks in courses and conferences around the country.]]>1625falsefullhttps://www.spreaker.com/episode/50-marketing-and-sales-tension-with-nigel-hawthorn--49832179
I’ve known Nigel for longer than either us care to count – he’s a special person with feet in two camps – a little bit of marketing and a little bit of sales – we had a great conversation that covered a lot of ground that I think would be interesting for anyone who is unsure how the two teams should work together. He’s worked for small startups and larger organisations, worked in the USA and Europe, presented in over 50 countries and has a worldview that I think is pretty unique. Join us in our conversation covering acting, storytelling, Steve Jobs and Crossing the Chasm.]]>https://api.spreaker.com/episode/49832179Tue, 17 May 2022 16:19:02 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Nigel Hawthorn. I’ve known Nigel for longer than either us care to count – he’s a special person with feet in two camps – a little bit of marketing and a little bit of sales – we had a great...
I’ve known Nigel for longer than either us care to count – he’s a special person with feet in two camps – a little bit of marketing and a little bit of sales – we had a great conversation that covered a lot of ground that I think would be interesting for anyone who is unsure how the two teams should work together. He’s worked for small startups and larger organisations, worked in the USA and Europe, presented in over 50 countries and has a worldview that I think is pretty unique. Join us in our conversation covering acting, storytelling, Steve Jobs and Crossing the Chasm.]]>2493falsefullhttps://www.spreaker.com/episode/49-handling-rejection-with-julie-hansen--49708900
Julie is a sales thought leader and executive coach who helps sales leaders and their teams communicate with greater credibility, clarity and influence. Julie is a pioneer in helping sales teams successfully transition to virtual and hybrid sales and has worked with thousands of executives and sales teams at Workday, SAP, LivePerson, VMware and others through her Workshops and Selling on Video Master Class.

Julie is the author of three books, Look Me In The Eye: Using Video to Build Relationships with Customers, Partners, & Teams (winner of the Gold Medal for Top Sales Book of 2021), Sales Presentations for Dummies, and Act Like a Sales Pro.

In addition to an award-winning sales career, Julie worked as a professional actor performing in over 75 plays, commercials, movies and television shows, including HBO’s Sex & the City, and many of these performance learnings are tied into her Keynotes and Workshops.]]>https://api.spreaker.com/episode/49708900Wed, 11 May 2022 06:50:03 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Julie Hansen. Julie is a sales thought leader and executive coach who helps sales leaders and their teams communicate with greater credibility, clarity and influence. Julie is a pioneer in...
Julie is a sales thought leader and executive coach who helps sales leaders and their teams communicate with greater credibility, clarity and influence. Julie is a pioneer in helping sales teams successfully transition to virtual and hybrid sales and has worked with thousands of executives and sales teams at Workday, SAP, LivePerson, VMware and others through her Workshops and Selling on Video Master Class.

Julie is the author of three books, Look Me In The Eye: Using Video to Build Relationships with Customers, Partners, & Teams (winner of the Gold Medal for Top Sales Book of 2021), Sales Presentations for Dummies, and Act Like a Sales Pro.

In addition to an award-winning sales career, Julie worked as a professional actor performing in over 75 plays, commercials, movies and television shows, including HBO’s Sex & the City, and many of these performance learnings are tied into her Keynotes and Workshops.]]>2221falsefullhttps://www.spreaker.com/episode/48-the-buyers-journey-with-treve-wearne--49708894
Treve aligns your Sales Process with key decision-makers and influencers Buyer's Journey by reviewing your sales playbooks. And guides you on how to improve sales qualification, ensuring sales teams focus on getting the information needed to manage each sales engagement to a successful closure or to qualify it out. How well these three elements align, interact, and support each other defines how effectively your sales teams win deals and manage their sales forecasts.

When not working, Treve enjoys spending his time with his wife and friends, travelling and once a year undertaking an adventure that pushes him outside his comfort zone to enjoy life to the full. Experiences include expeditions trekking across the Arctic and riding motorbikes across the Himalayas, Andes and Amazon, and Africa.]]>https://api.spreaker.com/episode/49708894Mon, 09 May 2022 06:45:02 +0000Kevin ThieleTreve has been working in sales, setting up and running technology businesses in the UK and US, and working with global technology brands for the past twenty-five years. With experience running sales and pre-sales teams across EMEA and the US. Treve...
Treve aligns your Sales Process with key decision-makers and influencers Buyer's Journey by reviewing your sales playbooks. And guides you on how to improve sales qualification, ensuring sales teams focus on getting the information needed to manage each sales engagement to a successful closure or to qualify it out. How well these three elements align, interact, and support each other defines how effectively your sales teams win deals and manage their sales forecasts.

When not working, Treve enjoys spending his time with his wife and friends, travelling and once a year undertaking an adventure that pushes him outside his comfort zone to enjoy life to the full. Experiences include expeditions trekking across the Arctic and riding motorbikes across the Himalayas, Andes and Amazon, and Africa.]]>1484falsefullhttps://www.spreaker.com/episode/47-investing-in-your-personal-leadership-brand-with-art-harding--49646247
Art brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Harding will lead all business operations at People.ai.

Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. Art has experience and comfort operating across infrastructure and application technology companies.

Responsibilities and experience including P&L responsibility for global teams and international operations. Art is a regular speaker and evangelist at customer and corporate public speaking events and experience with organizational re-design and KPI based performance improvements with a focus on sales and customer success services.]]>https://api.spreaker.com/episode/49646247Tue, 03 May 2022 19:39:41 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Art Harding. Art brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he...
Art brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Harding will lead all business operations at People.ai.

Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. Art has experience and comfort operating across infrastructure and application technology companies.

Responsibilities and experience including P&L responsibility for global teams and international operations. Art is a regular speaker and evangelist at customer and corporate public speaking events and experience with organizational re-design and KPI based performance improvements with a focus on sales and customer success services.]]>1836falsefullhttps://www.spreaker.com/episode/46-what-great-sales-leaders-do-with-deb-calvert--49562135Deb is the president of People First Productivity Solutions where they build organizational strength by putting PEOPLE first.
Deb authored Stop Selling & Start Leading® and DISCOVER Questions® Get You Connected (one of the “Most Highly-Rated Sales Books of All Time” according to HubSpot), along with the award-winning blogs CONNECT2Sell and CONNECT2Lead. She’s received numerous accolades and recognitions like being named one of Treeline’s "65 Most Influential Women in Business" a Top 30 Sales Guru.
Deb’s the founder of People First Leadership Academy and The Sales Experts and Sales Education Channels. She is a Certified Master of The Leadership Challenge® and an ICF-certified coach. Formerly, Deb was a sales development instructor at UC-Berkeley, an HR and Sales Director for a Fortune 400 company, and an on-air sales coach (before podcasting was cool!). For the past 15 years, she’s been focused on buyer-side research, keynote addresses for international audiences, and her crusade to build professional sellership (a shift from salesmanship).]]>https://api.spreaker.com/episode/49562135Tue, 26 Apr 2022 19:46:17 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Deb Calvert. Deb is the president of People First Productivity Solutions where they build organizational strength by putting PEOPLE first. Deb authored Stop Selling & Start Leading® and...Deb is the president of People First Productivity Solutions where they build organizational strength by putting PEOPLE first.
Deb authored Stop Selling & Start Leading® and DISCOVER Questions® Get You Connected (one of the “Most Highly-Rated Sales Books of All Time” according to HubSpot), along with the award-winning blogs CONNECT2Sell and CONNECT2Lead. She’s received numerous accolades and recognitions like being named one of Treeline’s "65 Most Influential Women in Business" a Top 30 Sales Guru.
Deb’s the founder of People First Leadership Academy and The Sales Experts and Sales Education Channels. She is a Certified Master of The Leadership Challenge® and an ICF-certified coach. Formerly, Deb was a sales development instructor at UC-Berkeley, an HR and Sales Director for a Fortune 400 company, and an on-air sales coach (before podcasting was cool!). For the past 15 years, she’s been focused on buyer-side research, keynote addresses for international audiences, and her crusade to build professional sellership (a shift from salesmanship).]]>2022falsefullhttps://www.spreaker.com/episode/45-the-360-review-employee-review-with-paul-ironside--49480610As President, Chief Executive Officer and a board member of CommercialTribe, Paul spearheads the company’s vision and strategy execution.
Paul has more than 20 years of experience in sales, sales management, marketing, operations and executive management at companies such as Gartner, Parature, and iXL. Most notably, Paul served as EVP Sales and Service and as a member of CEB’s Executive Committee during the firm's $100M to $500M growth trajectory. Paul is focused on continuing to grow CommercialTribe into a world-class organization with a mission to lift the productivity of all commercial reps.
Since founding CommercialTribe in 2014, Paul has led the company to one of the fastest growing new technology firms and most sought-after venture investments in Colorado. Disrupting the century-old sales management model, the company’s innovative analytics platform enables frontline sales managers to compare themselves to best in class. The results, more sellers at their goal.
Paul studied Political Science at Colorado State University, and earned a B.A. He lives in the Boulder area with his wife and 2 children. Paul enjoys spending time with family in the Colorado outdoors skiing, mountain biking, and hiking.]]>https://api.spreaker.com/episode/49480610Tue, 19 Apr 2022 16:49:55 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Paul Ironside. As President, Chief Executive Officer and a board member of CommercialTribe, Paul spearheads the company’s vision and strategy execution. Paul has more than 20 years of...As President, Chief Executive Officer and a board member of CommercialTribe, Paul spearheads the company’s vision and strategy execution.
Paul has more than 20 years of experience in sales, sales management, marketing, operations and executive management at companies such as Gartner, Parature, and iXL. Most notably, Paul served as EVP Sales and Service and as a member of CEB’s Executive Committee during the firm's $100M to $500M growth trajectory. Paul is focused on continuing to grow CommercialTribe into a world-class organization with a mission to lift the productivity of all commercial reps.
Since founding CommercialTribe in 2014, Paul has led the company to one of the fastest growing new technology firms and most sought-after venture investments in Colorado. Disrupting the century-old sales management model, the company’s innovative analytics platform enables frontline sales managers to compare themselves to best in class. The results, more sellers at their goal.
Paul studied Political Science at Colorado State University, and earned a B.A. He lives in the Boulder area with his wife and 2 children. Paul enjoys spending time with family in the Colorado outdoors skiing, mountain biking, and hiking.]]>2365falsefullhttps://www.spreaker.com/episode/44-self-awareness-with-dan-swift--49350607
With an emphasis on ‘bringing the human back’ via digital selling, he believes that sales leaders and customer-facing professionals can be successful without sacrificing empathy.]]>https://api.spreaker.com/episode/49350607Tue, 12 Apr 2022 17:25:02 +0000Kevin ThieleDan has over 20 years of leadership experience spanning sales, marketing, and business development, having successfully launched LinkedIn Sales Navigator and catapulted social media management technology Sprinklr to a $2bn valuation. With an emphasis...
With an emphasis on ‘bringing the human back’ via digital selling, he believes that sales leaders and customer-facing professionals can be successful without sacrificing empathy.]]>2369falsefullhttps://www.spreaker.com/episode/43-celebrating-success-with-edouard-payenneville--49330065
Prior to Powell Software, Edouard worked for Microsoft for 11 years in a variety of different roles; joining as an enterprise account executive before progressing into channel sales with responsibility for managing telcos and services provider partnerships in France. Driven by curiosity and a learning mindset, he then moved into the marketing & operations organization to lead the Microsoft Azure business in France for 4 years. Finally, moving into a leadership role, Edouard came back to the channel business to head up the services partner organization for Microsoft France.

Across those different experiences, Edouard had the opportunity to see from the inside how a humanist and modern approach to leadership has resulted in a cultural shift that has transformed Microsoft and transformed its’ approach to business. This is the leadership culture that Edouard is currently building at Powell Software and one that he believes should inspire many small and large companies around the world.]]>https://api.spreaker.com/episode/49330065Tue, 05 Apr 2022 17:11:50 +0000Kevin ThieleEdouard is Chief Sales Officer at Powell software; a global leading SaaS B2B scale up providing a digital workplace platform for any organization to better connect their employees in the new hybrid work environment. Prior to Powell Software, Edouard...
Prior to Powell Software, Edouard worked for Microsoft for 11 years in a variety of different roles; joining as an enterprise account executive before progressing into channel sales with responsibility for managing telcos and services provider partnerships in France. Driven by curiosity and a learning mindset, he then moved into the marketing & operations organization to lead the Microsoft Azure business in France for 4 years. Finally, moving into a leadership role, Edouard came back to the channel business to head up the services partner organization for Microsoft France.

Across those different experiences, Edouard had the opportunity to see from the inside how a humanist and modern approach to leadership has resulted in a cultural shift that has transformed Microsoft and transformed its’ approach to business. This is the leadership culture that Edouard is currently building at Powell Software and one that he believes should inspire many small and large companies around the world.]]>1948falsefullhttps://www.spreaker.com/episode/42-interdependent-sales-teams-with-jen-allen-knuth--49254596
Jen is Chief Evangelist at Challenger Inc. and co-host of the Winning the Challenger Sale podcast. Jen is passionate about partnering with B2B commercial leaders to help their teams stop losing deals to status quo, price, or no-decision.

Previously, Jen spent 12 years at Corporate Executive Board (CEB) and Gartner as a Business Development Director, selling and advising Chief Sales Officers, Chief Marketing Officers, Chief Strategy Officers, and Chief Communications Officers at large enterprises on functional best practice improvement.

Jen holds a Bachelor of Arts degree from The Pennsylvania State University and resides in the Chicago suburbs.

Thank you, Jen for a really energising discussion about what makes a great sales leader.]]>https://api.spreaker.com/episode/49254596Wed, 30 Mar 2022 15:51:53 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast is Jen Allen. Jen is Chief Evangelist at Challenger Inc. and co-host of the Winning the Challenger Sale podcast. Jen is passionate about partnering with B2B commercial leaders to help their teams stop...
Jen is Chief Evangelist at Challenger Inc. and co-host of the Winning the Challenger Sale podcast. Jen is passionate about partnering with B2B commercial leaders to help their teams stop losing deals to status quo, price, or no-decision.

Previously, Jen spent 12 years at Corporate Executive Board (CEB) and Gartner as a Business Development Director, selling and advising Chief Sales Officers, Chief Marketing Officers, Chief Strategy Officers, and Chief Communications Officers at large enterprises on functional best practice improvement.

Jen holds a Bachelor of Arts degree from The Pennsylvania State University and resides in the Chicago suburbs.

Thank you, Jen for a really energising discussion about what makes a great sales leader.]]>1898falsefullhttps://www.spreaker.com/episode/41-inclusion-culture-strategy-with-marissa-ellis--49073213
Marissa is a strategist, advisor, speaker and best-selling author. She is the founder of www.diversily.com and the creator of a number of business frameworks, including The Change Canvas, that are gaining widespread adoption and driving positive change around the world. She is a thought leader in ‘inclusive intelligence’ with over 20 years of experience in the tech sector.

In 2018 Marissa realised that the way we do business needs to change. So now her focus is on helping leaders to shift mindsets to think inclusively and helping businesses to broaden their horizons to focus on people, impact and purpose - not just profit - in order to drive business success. Marissa is hugely passionate about creating a fairer, more equitable future for us all, where technology can help us solve, not create, some of the world’s greatest challenges.

Diversily helps organisations unlock collective brilliance by taking a more human centred, purpose led, collaborative approach to business by transforming leadership, strategy and culture - all with an inclusive lens.

Thank you, Marissa, for an informative conversation about what makes a great leader.]]>https://api.spreaker.com/episode/49073213Tue, 15 Mar 2022 21:10:22 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast is Marissa Ellis. Marissa is a strategist, advisor, speaker and best-selling author. She is the founder of www.diversily.com and the creator of a number of business frameworks, including The Change...
Marissa is a strategist, advisor, speaker and best-selling author. She is the founder of www.diversily.com and the creator of a number of business frameworks, including The Change Canvas, that are gaining widespread adoption and driving positive change around the world. She is a thought leader in ‘inclusive intelligence’ with over 20 years of experience in the tech sector.

In 2018 Marissa realised that the way we do business needs to change. So now her focus is on helping leaders to shift mindsets to think inclusively and helping businesses to broaden their horizons to focus on people, impact and purpose - not just profit - in order to drive business success. Marissa is hugely passionate about creating a fairer, more equitable future for us all, where technology can help us solve, not create, some of the world’s greatest challenges.

Diversily helps organisations unlock collective brilliance by taking a more human centred, purpose led, collaborative approach to business by transforming leadership, strategy and culture - all with an inclusive lens.

Thank you, Marissa, for an informative conversation about what makes a great leader.]]>2265falsefullhttps://www.spreaker.com/episode/40-the-humble-leader-with-rasheed-ogunlaru--49006153
Rasheed is a leading coach & motivational speaker- with a background in media/ PR, training and as a singer/performer. He is also the author of “Soul Trader - Putting the Heart Back into Your Business” and co-founder of TheCoachingPod.com which helps coaches to flourish and help enrich the lives of others.

His clients include entertainers, entrepreneurs, CEOs, organisations and the public. He helps people find fulfilment in their lives, careers, businesses and relationships - from within.

Rasheed runs leadership, career, team and staff development programmes - and coaching for organisations. He hosts inspiring talks and seminars on leadership, networking, career progress, life balance, personal impact & branding, presenting, confidence, creativity and entrepreneurship.

Rasheed speaks and writes in the media including appearances on BBC Breakfast, ITV News and Radio 5. As a speaker he addresses events across corporate, business, personal and mind-body-spirit circuits.

Thank you, Rasheed, for an informative conversation about what makes a great leader.]]>https://api.spreaker.com/episode/49006153Wed, 09 Mar 2022 16:44:42 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast is Rasheed Ogunlaru. Rasheed is a leading coach & motivational speaker- with a background in media/ PR, training and as a singer/performer. He is also the author of “Soul Trader - Putting the Heart...
Rasheed is a leading coach & motivational speaker- with a background in media/ PR, training and as a singer/performer. He is also the author of “Soul Trader - Putting the Heart Back into Your Business” and co-founder of TheCoachingPod.com which helps coaches to flourish and help enrich the lives of others.

His clients include entertainers, entrepreneurs, CEOs, organisations and the public. He helps people find fulfilment in their lives, careers, businesses and relationships - from within.

Rasheed runs leadership, career, team and staff development programmes - and coaching for organisations. He hosts inspiring talks and seminars on leadership, networking, career progress, life balance, personal impact & branding, presenting, confidence, creativity and entrepreneurship.

Rasheed speaks and writes in the media including appearances on BBC Breakfast, ITV News and Radio 5. As a speaker he addresses events across corporate, business, personal and mind-body-spirit circuits.

Thank you, Rasheed, for an informative conversation about what makes a great leader.]]>2715falsefullhttps://www.spreaker.com/episode/39-growth-mindset-for-revenue-leaders-with-christen-smith--48914755
Christen is Chief Revenue Officer at Flock, a UK insurtech using data to transform insurance into something that proactively prevents accidents rather than simply paying out when claims occur.

Prior to Flock, Christen gained experience working at leading insurance companies, brokerages and MGAs such as Zurich, Cross Insurance and Hagerty with a focus on growing and retaining commercial insurance customers, both big and small.

Thank you, Christen for an enjoyable and insightful conversation about sales, teams and leadership.]]>https://api.spreaker.com/episode/48914755Tue, 01 Mar 2022 20:06:07 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is, Christen Smith. Christen is Chief Revenue Officer at Flock, a UK insurtech using data to transform insurance into something that proactively prevents accidents rather than simply paying out...
Christen is Chief Revenue Officer at Flock, a UK insurtech using data to transform insurance into something that proactively prevents accidents rather than simply paying out when claims occur.

Prior to Flock, Christen gained experience working at leading insurance companies, brokerages and MGAs such as Zurich, Cross Insurance and Hagerty with a focus on growing and retaining commercial insurance customers, both big and small.

Thank you, Christen for an enjoyable and insightful conversation about sales, teams and leadership.]]>2103falsefullhttps://www.spreaker.com/episode/38-sales-teams-and-extraordinary-results-with-kev-eley--48833668
Kev is a sales leader and business development expert with over 25 years’ experience in the software industry (specialising in the cyber security industry in the last 14 years). He currently works at LogRhythm with previous spells at IBM, Microsoft, TrapX and Egress.

He cares deeply about people and performance – in particular the steps required in order to create high performing teams – and is very focused on coaching and assisting his team members to over-achieve on their goals. He is passionate about both business growth and customer and partner success - ensuring the teams he leads are organised appropriately to deliver a great customer experience - exceeding requirements and expectations.

In his recent career at LogRhythm, Kev was the WW Sales Leader MVP FY21 (leading the top performing region in LogRhythm) and as an individual contributor, was a 4x WW International Sales MVP (the top salesperson in international markets). Outside of work, he is married with 2 children and a rather noisy pet Schnauzer called Deacon.

Thank you, Kev for an enjoyable and insightful conversation about sales, teams and leadership in the tech sector.]]>https://api.spreaker.com/episode/48833668Tue, 22 Feb 2022 19:09:37 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is, Kev Eley. Kev is a sales leader and business development expert with over 25 years’ experience in the software industry (specialising in the cyber security industry in the last 14 years)....
Kev is a sales leader and business development expert with over 25 years’ experience in the software industry (specialising in the cyber security industry in the last 14 years). He currently works at LogRhythm with previous spells at IBM, Microsoft, TrapX and Egress.

He cares deeply about people and performance – in particular the steps required in order to create high performing teams – and is very focused on coaching and assisting his team members to over-achieve on their goals. He is passionate about both business growth and customer and partner success - ensuring the teams he leads are organised appropriately to deliver a great customer experience - exceeding requirements and expectations.

In his recent career at LogRhythm, Kev was the WW Sales Leader MVP FY21 (leading the top performing region in LogRhythm) and as an individual contributor, was a 4x WW International Sales MVP (the top salesperson in international markets). Outside of work, he is married with 2 children and a rather noisy pet Schnauzer called Deacon.

Thank you, Kev for an enjoyable and insightful conversation about sales, teams and leadership in the tech sector.]]>1868falsefullhttps://www.spreaker.com/episode/37-the-highs-and-lows-of-selling-with-james-frampton--48766769
After cutting his cloth in finance and accounting for a manufacturing group, James has been in the technology arena for over 25 years specially around ERP, CRM & IT Service Management. He has worked through implementation consulting, project management, pre-sales and sales (both direct and channel) for companies such as Epicor Software, BMC and SABA (now Cornerstone OnDemand). In this time, James has been spearheading go-to-market functions across the EMEA theatre and has been part of leadership teams integrating multiple acquisitions along the way.

As SVP & GM EMEA for SugarCRM, today James is responsible for overseeing all aspects of sales, marketing and services for the region.

Thank you, James for a, really interesting, discussion about what makes a great sales leader.]]>https://api.spreaker.com/episode/48766769Thu, 17 Feb 2022 07:28:19 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is James Frampton. After cutting his cloth in finance and accounting for a manufacturing group, James has been in the technology arena for over 25 years specially around ERP, CRM & IT...
After cutting his cloth in finance and accounting for a manufacturing group, James has been in the technology arena for over 25 years specially around ERP, CRM & IT Service Management. He has worked through implementation consulting, project management, pre-sales and sales (both direct and channel) for companies such as Epicor Software, BMC and SABA (now Cornerstone OnDemand). In this time, James has been spearheading go-to-market functions across the EMEA theatre and has been part of leadership teams integrating multiple acquisitions along the way.

As SVP & GM EMEA for SugarCRM, today James is responsible for overseeing all aspects of sales, marketing and services for the region.

Thank you, James for a, really interesting, discussion about what makes a great sales leader.]]>2014falsefullhttps://www.spreaker.com/episode/36-adding-value-to-every-conversation-with-hugh-blane--48653390
Hugh is the President of Claris Consulting. He is a strategic advisor and executive coach to executives, entrepreneurs, and investors seeking market differentiation and greater enterprise value.

He is the author of 7 Principles of Transformational Leadership: Create A Mindset of Passion Innovation and Growth, and his clients include VIVEX Biologics, Microsoft, Sony Pictures, Starbucks, Nordstrom, Providence Healthcare, Pepperdine University, KPMG, and Costco.

Hugh has published over 475 articles and videos on leadership and mindset at www.clarisconsulting.net and is an in-demand speaker.

Thank you, Hugh for a really interesting discussion about what makes a great sales leader.]]>https://api.spreaker.com/episode/48653390Wed, 09 Feb 2022 08:00:04 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Hugh Blane. Hugh is the President of Claris Consulting. He is a strategic advisor and executive coach to executives, entrepreneurs, and investors seeking market differentiation and greater...
Hugh is the President of Claris Consulting. He is a strategic advisor and executive coach to executives, entrepreneurs, and investors seeking market differentiation and greater enterprise value.

He is the author of 7 Principles of Transformational Leadership: Create A Mindset of Passion Innovation and Growth, and his clients include VIVEX Biologics, Microsoft, Sony Pictures, Starbucks, Nordstrom, Providence Healthcare, Pepperdine University, KPMG, and Costco.

Hugh has published over 475 articles and videos on leadership and mindset at www.clarisconsulting.net and is an in-demand speaker.

Thank you, Hugh for a really interesting discussion about what makes a great sales leader.]]>2251falsefullhttps://www.spreaker.com/episode/35-the-nine-types-of-leader-with-james-ashton--48524810
James Ashton is a UK-based financial journalist, speaker and adviser. He was City Editor and Executive Editor of the London Evening Standard and Independent titles and City Editor of the Sunday Times.

In his recent book, The Nine Types of Leader, he defines distinct CEO categories encountered in his 20+ years of journalism. Meet the Alpha, the Campaigner, the Fixer, the Seller and more. How did they get to the top – and how do they stay there? Which type are you?

James also hosts his own podcast, Leading with James Ashton, where CEOs from the worlds of business, charity, the arts, sport, military and technology discuss how they learnt to lead and the advice they offer others.

Thank you, James for a really interesting discussion about what makes a great sales leader.]]>https://api.spreaker.com/episode/48524810Mon, 31 Jan 2022 16:58:12 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is James Ashton. James Ashton is a UK-based financial journalist, speaker and adviser. He was City Editor and Executive Editor of the London Evening Standard and Independent titles and City...
James Ashton is a UK-based financial journalist, speaker and adviser. He was City Editor and Executive Editor of the London Evening Standard and Independent titles and City Editor of the Sunday Times.

In his recent book, The Nine Types of Leader, he defines distinct CEO categories encountered in his 20+ years of journalism. Meet the Alpha, the Campaigner, the Fixer, the Seller and more. How did they get to the top – and how do they stay there? Which type are you?

James also hosts his own podcast, Leading with James Ashton, where CEOs from the worlds of business, charity, the arts, sport, military and technology discuss how they learnt to lead and the advice they offer others.

Thank you, James for a really interesting discussion about what makes a great sales leader.]]>2008falsefullhttps://www.spreaker.com/episode/34-coaching-your-sales-team-with-john-freshwater--48440711
John Freshwater’s speciality is working with companies to identify, quantify, and unlock value in growth and scale readiness with a focus on GTM areas such as team design and structure, operational excellence, and positioning.

His expertise as an operator and a leader with high-growth companies is both tactical and strategic, helping companies on the rapid scale journey to grow faster with less risk. Working within the people space since 2007, Freshwater believes that talent is the most reliable source of sustainable competitive advantage.

Prior to Talentful, Freshwater was the Senior Vice President (SVP) of Sales for EdCast, a SaaS AI-powered knowledge cloud, and has led international teams and worked with clients in NA, EMEA, and APAC.

Thank you, John for a really interesting discussion about what makes a great sales leader.]]>https://api.spreaker.com/episode/48440711Tue, 25 Jan 2022 18:23:46 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is John Freshwater John Freshwater’s speciality is working with companies to identify, quantify, and unlock value in growth and scale readiness with a focus on GTM areas such as team design and...
John Freshwater’s speciality is working with companies to identify, quantify, and unlock value in growth and scale readiness with a focus on GTM areas such as team design and structure, operational excellence, and positioning.

His expertise as an operator and a leader with high-growth companies is both tactical and strategic, helping companies on the rapid scale journey to grow faster with less risk. Working within the people space since 2007, Freshwater believes that talent is the most reliable source of sustainable competitive advantage.

Prior to Talentful, Freshwater was the Senior Vice President (SVP) of Sales for EdCast, a SaaS AI-powered knowledge cloud, and has led international teams and worked with clients in NA, EMEA, and APAC.

Thank you, John for a really interesting discussion about what makes a great sales leader.]]>2193falsefullhttps://www.spreaker.com/episode/33-the-four-fixations-of-a-brilliant-leader-with-alan-sears--48350268
Many people claim to be experts in leadership, but Alan stands out as an expert in the art of leading in dynamic and challenging environments. He embeds values, changes behaviours and helps teams adapt, adjust, break through.

Alan has dedicated his career to developing the skills and capabilities of people stepping up as leaders and managers or facing change, in every corner of the globe. In a world that is shifting faster than most leaders and managers can run, Alan is the voice of reason and sanity.

In 1996 Alan sailed around the world in the BT Global Challenge and used this experience to develop high performance behaviours in executives and top teams. Building on his work as a consultant Alan is a public speaker, a published author and a personal teacher and coach.

Thank you, Alan for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/48350268Tue, 18 Jan 2022 18:05:43 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Alan J. Sears, a leadership expert and the author of The Four Fixations of a Brilliant Leader Many people claim to be experts in leadership, but Alan stands out as an expert in the art of...
Many people claim to be experts in leadership, but Alan stands out as an expert in the art of leading in dynamic and challenging environments. He embeds values, changes behaviours and helps teams adapt, adjust, break through.

Alan has dedicated his career to developing the skills and capabilities of people stepping up as leaders and managers or facing change, in every corner of the globe. In a world that is shifting faster than most leaders and managers can run, Alan is the voice of reason and sanity.

In 1996 Alan sailed around the world in the BT Global Challenge and used this experience to develop high performance behaviours in executives and top teams. Building on his work as a consultant Alan is a public speaker, a published author and a personal teacher and coach.

Thank you, Alan for a fascinating insight into what makes a great sales leader.]]>2161falsefullhttps://www.spreaker.com/episode/32-managing-risk-as-a-chief-revenue-officer-with-nick-shaw--48255385
Nick is currently the Chief Revenue Officer of Brightpearl - a fast-growing SaaS Retail technology company. Brightpearl has experienced fantastic growth during the past few years and this has culminated in them recently being purchased by Sage PLC.



Prior to Brightpearl Nick has had various Sales and Marketing leadership roles in US Companies. His previous role was General Manager EMEA of the Norton Consumer business. He managed to turn around a declining business into growth and also was key in revolutionising the retail journey for consumers.

He has extensive experience in leading teams in EMEA, USA and Asia Pacific.



Nick is passionate about empowering his teams and believes this gives exceptional results


Thank you, Nick for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/48255385Tue, 11 Jan 2022 20:10:34 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Nick Shaw. Nick is currently the Chief Revenue Officer of Brightpearl - a fast-growing SaaS Retail technology company. Brightpearl has experienced fantastic growth during the past few years...
Nick is currently the Chief Revenue Officer of Brightpearl - a fast-growing SaaS Retail technology company. Brightpearl has experienced fantastic growth during the past few years and this has culminated in them recently being purchased by Sage PLC.



Prior to Brightpearl Nick has had various Sales and Marketing leadership roles in US Companies. His previous role was General Manager EMEA of the Norton Consumer business. He managed to turn around a declining business into growth and also was key in revolutionising the retail journey for consumers.

He has extensive experience in leading teams in EMEA, USA and Asia Pacific.



Nick is passionate about empowering his teams and believes this gives exceptional results


Thank you, Nick for a fascinating insight into what makes a great sales leader.]]>1964falsefullhttps://www.spreaker.com/episode/31-self-awareness-for-revenue-leaders-with-penny-orme--48172955
Penny has worked in software sales for over 23 years. Her experience spans working in large companies undergoing transformation to SaaS start-ups: with a focus on investing & building happy, successful sales teams & customers (which ultimately leads to strong revenue growth!)

She started her working life as an SDR in Ad Sales, and then moved into the Financial Services & Software space where she spent 13 successful years initially as an Individual contributor, and then as the Head of Sales for the EMEA at Merrill, growing the team and revenue across services and technology businesses. She now works at iManage where she heads up the Global Growth strategy for their AI solutions, with a focus on aligning Marketing, Sales, Channel Partners, & Customer Success.

For 4 consecutive years she has been recognised as a top 20 SaaS Sales leaders. She is passionate about seeing more woman in sales leadership roles, and is an active mentor for rising female executives.

In her ‘other role’ Penny is a mum of 2 and lives in Buckinghamshire with her husband and Boxer Dog Dotty. She is a football fan ( her club is Tottenham so it’s been a tough few years😉!

Thank you, Penny for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/48172955Wed, 05 Jan 2022 07:01:27 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Penny Orme. Penny has worked in software sales for over 23 years. Her experience spans working in large companies undergoing transformation to SaaS start-ups: with a focus on investing &...
Penny has worked in software sales for over 23 years. Her experience spans working in large companies undergoing transformation to SaaS start-ups: with a focus on investing & building happy, successful sales teams & customers (which ultimately leads to strong revenue growth!)

She started her working life as an SDR in Ad Sales, and then moved into the Financial Services & Software space where she spent 13 successful years initially as an Individual contributor, and then as the Head of Sales for the EMEA at Merrill, growing the team and revenue across services and technology businesses. She now works at iManage where she heads up the Global Growth strategy for their AI solutions, with a focus on aligning Marketing, Sales, Channel Partners, & Customer Success.

For 4 consecutive years she has been recognised as a top 20 SaaS Sales leaders. She is passionate about seeing more woman in sales leadership roles, and is an active mentor for rising female executives.

In her ‘other role’ Penny is a mum of 2 and lives in Buckinghamshire with her husband and Boxer Dog Dotty. She is a football fan ( her club is Tottenham so it’s been a tough few years😉!

Thank you, Penny for a fascinating insight into what makes a great sales leader.]]>1940falsefullhttps://www.spreaker.com/episode/30-performance-coaching-with-nigel-gracie--48013849
Nigel is an experienced and passionate sales leader with over 15 years sales and sales leadership
experience within L&D solutions, consulting to understand client challenges, coaching, sales
leadership, and the psychology of what makes someone successful. He has significant experience in
selling and use of psychometric assessments, leadership development, employee engagement, 360,
and management consultancy.

Notable achievements include leading a team to 22% growth of portfolio compared to company
average of 15%, revenue growth of individual team members of between 45% and 88%, member of
Pinnacle (top 10% of salespeople), regional salesperson of the year, sales team of the year, and
being nominated for living the company values by his peers & colleagues.

Nigel has created and delivered content for partnerships with the government-funded Growth
Accelerator programme and has broad experience with most sectors.’

Thank you, Nigel for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/48013849Tue, 21 Dec 2021 18:02:43 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Nigel Gracie. Nigel is an experienced and passionate sales leader with over 15 years sales and sales leadership experience within L&D solutions, consulting to understand client...
Nigel is an experienced and passionate sales leader with over 15 years sales and sales leadership
experience within L&D solutions, consulting to understand client challenges, coaching, sales
leadership, and the psychology of what makes someone successful. He has significant experience in
selling and use of psychometric assessments, leadership development, employee engagement, 360,
and management consultancy.

Notable achievements include leading a team to 22% growth of portfolio compared to company
average of 15%, revenue growth of individual team members of between 45% and 88%, member of
Pinnacle (top 10% of salespeople), regional salesperson of the year, sales team of the year, and
being nominated for living the company values by his peers & colleagues.

Nigel has created and delivered content for partnerships with the government-funded Growth
Accelerator programme and has broad experience with most sectors.’

Thank you, Nigel for a fascinating insight into what makes a great sales leader.]]>1801falsefullhttps://www.spreaker.com/episode/29-career-choices-with-claire-thomas--47920529
Claire has worked in technology sales for 15 years. She never planned on being a saleswoman, but is glad she fell into a career path and industry that have provided huge opportunity to learn and the chance to meet so many diverse people and businesses.

After university, Claire spent 5 years at Microsoft, starting on their Microsoft Academy for College Hires before doing a range of account management roles. She then joined Hitachi Consulting, moving from software to services sales, and has been with Hitachi for 10 years in individual sales and sales leadership. She is actively involved in challenging negative stereotypes around sales and encouraging more females to join both sales and technology careers. Despite 15 years working with technology, she has never written a line of code. Claire has recently been highly commended in the Women in Tech Excellence Awards 2021 and previously won the Women in Sales Awards Europe.

Claire lives with her husband and two young sons in London. Her happiest times are sat around a table chatting with friends and family over a good meal and bottle of wine or travelling to new places to explore new cultures.

Thank you, Claire for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/47920529Tue, 14 Dec 2021 17:42:53 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Claire Thomas Claire has worked in technology sales for 15 years. She never planned on being a saleswoman, but is glad she fell into a career path and industry that have provided huge...
Claire has worked in technology sales for 15 years. She never planned on being a saleswoman, but is glad she fell into a career path and industry that have provided huge opportunity to learn and the chance to meet so many diverse people and businesses.

After university, Claire spent 5 years at Microsoft, starting on their Microsoft Academy for College Hires before doing a range of account management roles. She then joined Hitachi Consulting, moving from software to services sales, and has been with Hitachi for 10 years in individual sales and sales leadership. She is actively involved in challenging negative stereotypes around sales and encouraging more females to join both sales and technology careers. Despite 15 years working with technology, she has never written a line of code. Claire has recently been highly commended in the Women in Tech Excellence Awards 2021 and previously won the Women in Sales Awards Europe.

Claire lives with her husband and two young sons in London. Her happiest times are sat around a table chatting with friends and family over a good meal and bottle of wine or travelling to new places to explore new cultures.

Thank you, Claire for a fascinating insight into what makes a great sales leader.]]>1929falsefullhttps://www.spreaker.com/episode/28-sales-rep-to-sales-leader-with-sean-linehan--47824266Sean Linehan joins us on this episode, join us as we hear about his career; from trawlermn to sales represntative and then on to sales leadership in the tech sector.

For the past 10 years, Sean has focused on leadership development and coaching teams to outperform their peers, internally and externally. He specialises in taking underperforming people and teams to overachievement, often in-year.

Out of work, you'll find him climbing mountains, walking in the hills and camping in all weathers.

Connect with Sean: https://www.linkedin.com/in/seanlinehan/

The podcast is brought to you by Sales Code helping revenue leaders unlock value in B2B SaaS sales teams.

We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:

Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>https://api.spreaker.com/episode/47824266Tue, 07 Dec 2021 19:30:42 +0000Kevin ThieleSean Linehan joins us on this episode, join us as we hear about his career; from trawlermn to sales represntative and then on to sales leadership in the tech sector. For the past 10 years, Sean has focused on leadership development and coaching teams...Sean Linehan joins us on this episode, join us as we hear about his career; from trawlermn to sales represntative and then on to sales leadership in the tech sector.

For the past 10 years, Sean has focused on leadership development and coaching teams to outperform their peers, internally and externally. He specialises in taking underperforming people and teams to overachievement, often in-year.

Out of work, you'll find him climbing mountains, walking in the hills and camping in all weathers.

Connect with Sean: https://www.linkedin.com/in/seanlinehan/

The podcast is brought to you by Sales Code helping revenue leaders unlock value in B2B SaaS sales teams.

We welcome your views on our podcast and questions you might have for our podcast guests.
Connect with the show host below:

Kevin Thiele: https://www.linkedin.com/in/kevinthiele/]]>2169falsefullhttps://www.spreaker.com/episode/27-bouncing-back-resilience-with-lisa-addison--47723876
Lisa is a Chief Revenue and Growth Officer across Technology scale-ups and Professional Services - working with innovation businesses and innovative business models to drive new global growth across virgin territories.

She has taken 4 scale-ups to exit - Risk, Analytics, Marketing Strategy and Product Innovation - selling to diverse buyers, from FTSE 100, to PE houses, VCs and Fortune 100 entities.

Lisa has extensive service experience across Banking, Financial Services, Insurance, FinTech, RegTech, Cyber, InsurTech, EdTech, HealthTech, MarTech and Government, with particular interests in UX/CX, AI, E-Commerce, Cyber, Customer Engagement, Analytics and Culture.

Her early Commercial and Management career was at Coca-Cola, McDonald's, World Economic Forum, Capita, TUV Rheinland before helping growth at Professional Services and Consulting firms.

Driven by innovation, change and invention... she is never comfortable with the status quo. Her mindset is - the next great thing or person is just around the corner - antennae on for change, innovation and improvement!

Lisa is global, trilingual, philanthropic-minded, and energetically sports and arts-obsessed!

Thank you, Lisa for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/47723876Tue, 30 Nov 2021 18:03:27 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Lisa Addison Lisa is a Chief Revenue and Growth Officer across Technology scale-ups and Professional Services - working with innovation businesses and innovative business models to drive new...
Lisa is a Chief Revenue and Growth Officer across Technology scale-ups and Professional Services - working with innovation businesses and innovative business models to drive new global growth across virgin territories.

She has taken 4 scale-ups to exit - Risk, Analytics, Marketing Strategy and Product Innovation - selling to diverse buyers, from FTSE 100, to PE houses, VCs and Fortune 100 entities.

Lisa has extensive service experience across Banking, Financial Services, Insurance, FinTech, RegTech, Cyber, InsurTech, EdTech, HealthTech, MarTech and Government, with particular interests in UX/CX, AI, E-Commerce, Cyber, Customer Engagement, Analytics and Culture.

Her early Commercial and Management career was at Coca-Cola, McDonald's, World Economic Forum, Capita, TUV Rheinland before helping growth at Professional Services and Consulting firms.

Driven by innovation, change and invention... she is never comfortable with the status quo. Her mindset is - the next great thing or person is just around the corner - antennae on for change, innovation and improvement!

Lisa is global, trilingual, philanthropic-minded, and energetically sports and arts-obsessed!

Thank you, Lisa for a fascinating insight into what makes a great sales leader.]]>2211falsefullhttps://www.spreaker.com/episode/26-the-adaptable-sales-leader-with-jeff-bogensberger--47622933
Jeff’s success as a Chief Executive Officer (CEO), General Manager (GM) and Sales Director stems
from his expertise in domestic and international sales, business development, customer experience,
business transformation and product support.
He is established high growth start-ups, transformed poor performing businesses and provided
strategic leadership that focuses on driving growth and streamlining operations.
His proven track record negotiating and managing multi-million dollar contracts and projects, which
have returned regions to profitability, is underpinned by his ability to create and execute innovative
go-to-market strategies, improve business operations, oversee software development, manage fiscal
responsibility and take calculated risks.
Combining his excellent communication, networking and business partnership skills with a
pragmatic, collaborative and flexible leadership style has enabled Jeff to develop and strengthen
trusted relationships with a range of key internal and external stakeholders, and positively influence
their engagement in various change initiatives.
Throughout his career he has consistently achieved defined outcomes by driving decision-making,
leading teams and creating an outstanding and memorable product and client experience that offers
a unique point of difference.

Thank you, Jeff for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/47622933Tue, 23 Nov 2021 17:33:29 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Jeff Bogensberger. Jeff’s success as a Chief Executive Officer (CEO), General Manager (GM) and Sales Director stems from his expertise in domestic and international sales, business...
Jeff’s success as a Chief Executive Officer (CEO), General Manager (GM) and Sales Director stems
from his expertise in domestic and international sales, business development, customer experience,
business transformation and product support.
He is established high growth start-ups, transformed poor performing businesses and provided
strategic leadership that focuses on driving growth and streamlining operations.
His proven track record negotiating and managing multi-million dollar contracts and projects, which
have returned regions to profitability, is underpinned by his ability to create and execute innovative
go-to-market strategies, improve business operations, oversee software development, manage fiscal
responsibility and take calculated risks.
Combining his excellent communication, networking and business partnership skills with a
pragmatic, collaborative and flexible leadership style has enabled Jeff to develop and strengthen
trusted relationships with a range of key internal and external stakeholders, and positively influence
their engagement in various change initiatives.
Throughout his career he has consistently achieved defined outcomes by driving decision-making,
leading teams and creating an outstanding and memorable product and client experience that offers
a unique point of difference.

Thank you, Jeff for a fascinating insight into what makes a great sales leader.]]>2373falsefullhttps://www.spreaker.com/episode/25-setting-massive-goals-with-jay-ludgrove--47507113
Here is how Jay describes himself and the work that he does:

“As a Managing Director of GLProUK (www.glpro.co.uk) I have a passion for making it simple an easy for you to create high-quality content that tells your business' story the way you want it told.

GLProUK is a digital marketing agency based in London and Surrey fulfilling the digital content requirements of market-leading brands throughout the southeast of the UK, the US and beyond. Whether your vision consists of podcasts, graphic design or professional video and photography, GLProUK has the expertise and enthusiasm to help get your message out there. With dedication, creativity, cutting edge equipment and the expertise to create genuine connections between you and your target audience. We are ready to help grow your brand.

Working in partnership with our clients, we mould around internal teams to provide and deliver a focused and targeted digital marketing strategy. Across platforms such as Instagram, Facebook, and LinkedIn, we create brand stories and user experiences that deliver superior business results. If you’re ready for an energising new take on the tired old client-agency relationship, we’d love to help.

I’m always happy to talk to anyone who messages me and is interested in building a relationship, however I never work with anyone who connects and then sends a pitch message without taking the time to get to know us and see if we need their services before pitching.”

Thank you, Jay for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/47507113Tue, 16 Nov 2021 19:17:03 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Jay Ludgrove. Here is how Jay describes himself and the work that he does: “As a Managing Director of GLProUK (www.glpro.co.uk) I have a passion for making it simple an easy for you to...
Here is how Jay describes himself and the work that he does:

“As a Managing Director of GLProUK (www.glpro.co.uk) I have a passion for making it simple an easy for you to create high-quality content that tells your business' story the way you want it told.

GLProUK is a digital marketing agency based in London and Surrey fulfilling the digital content requirements of market-leading brands throughout the southeast of the UK, the US and beyond. Whether your vision consists of podcasts, graphic design or professional video and photography, GLProUK has the expertise and enthusiasm to help get your message out there. With dedication, creativity, cutting edge equipment and the expertise to create genuine connections between you and your target audience. We are ready to help grow your brand.

Working in partnership with our clients, we mould around internal teams to provide and deliver a focused and targeted digital marketing strategy. Across platforms such as Instagram, Facebook, and LinkedIn, we create brand stories and user experiences that deliver superior business results. If you’re ready for an energising new take on the tired old client-agency relationship, we’d love to help.

I’m always happy to talk to anyone who messages me and is interested in building a relationship, however I never work with anyone who connects and then sends a pitch message without taking the time to get to know us and see if we need their services before pitching.”

Thank you, Jay for a fascinating insight into what makes a great sales leader.]]>1944falsefullhttps://www.spreaker.com/episode/24-the-power-of-2-with-laura-and-henrique-moniz-de-aragao--47393809
Laura is a B2B technology leader, specialising in the enterprise segment. She started her career as a Sales Development Representative progressing through the majority of sales roles to her revenue leadership position today. She not only talks the talk but walks the walk having been in the shoes of an SDR, CSM, AE and 1st line manager, this translates into relatability as a key strength in her leadership style.

Her experience has centred in the HR technology market where she scaled Thomsons (Darwin) from series A to acquisition by Mercer (the world's largest outsourced asset manager). At Mercer Lisa gained the learnings of scale, as well leading a multinational sales team. Today she is VP Revenue at Nudge, where they are solving the problem of financial literacy; helping companies such as Cisco, IBM and Pfizer to unlock human potential by helping their employees be more financially fit.

Her passion as a leader is to help her team unlock their greater potential through both professional development but also personal growth - a whole human leadership approach.

Henrique is a B2B technology leader with 15 years’ experience in software services and product sales, both in start-ups with successful exits as well as multi-billion market cap companies. Originally from Brazil, he emigrated to London where he lives with Laura and their daughter Allegra.

Henrique recently joined Ultimate.ai, a leader in AI-driven customer service automation. As EVP Sales, he is responsible for New Business and Expansion Sales, BDRs, and Channel & Partnerships.

Prior to joining Ultimate.ai, Henrique held leadership roles bringing US-based organisations into Europe. Most recently as General Manager of G2.com for EMEA, growing the revenue in under 3 years from 0-20% of total revenue with latest valuation of over $1.1B. He also held sales leadership positions at Salesforce and Accenture for many years.

Thank you, Laura and Henrique for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/47393809Tue, 09 Nov 2021 17:23:05 +0000Kevin ThieleOur guests on the Sales Code Leadership Podcast this week are Laura and Henrique Moniz de Aragão. Laura is a B2B technology leader, specialising in the enterprise segment. She started her career as a Sales Development Representative progressing...
Laura is a B2B technology leader, specialising in the enterprise segment. She started her career as a Sales Development Representative progressing through the majority of sales roles to her revenue leadership position today. She not only talks the talk but walks the walk having been in the shoes of an SDR, CSM, AE and 1st line manager, this translates into relatability as a key strength in her leadership style.

Her experience has centred in the HR technology market where she scaled Thomsons (Darwin) from series A to acquisition by Mercer (the world's largest outsourced asset manager). At Mercer Lisa gained the learnings of scale, as well leading a multinational sales team. Today she is VP Revenue at Nudge, where they are solving the problem of financial literacy; helping companies such as Cisco, IBM and Pfizer to unlock human potential by helping their employees be more financially fit.

Her passion as a leader is to help her team unlock their greater potential through both professional development but also personal growth - a whole human leadership approach.

Henrique is a B2B technology leader with 15 years’ experience in software services and product sales, both in start-ups with successful exits as well as multi-billion market cap companies. Originally from Brazil, he emigrated to London where he lives with Laura and their daughter Allegra.

Henrique recently joined Ultimate.ai, a leader in AI-driven customer service automation. As EVP Sales, he is responsible for New Business and Expansion Sales, BDRs, and Channel & Partnerships.

Prior to joining Ultimate.ai, Henrique held leadership roles bringing US-based organisations into Europe. Most recently as General Manager of G2.com for EMEA, growing the revenue in under 3 years from 0-20% of total revenue with latest valuation of over $1.1B. He also held sales leadership positions at Salesforce and Accenture for many years.

Thank you, Laura and Henrique for a fascinating insight into what makes a great sales leader.]]>3182falsefullhttps://www.spreaker.com/episode/23-developing-sales-people-with-lisa-occleshaw--47296204
Here is how Lisa describes herself and her journey in the technology sector:
“I began my career in IT Sales by accident and have stayed for 28 years so far! I grew up in the Midlands and graduated with a degree in Accounting from Oxford Brookes - it was the Poly when I went in. Trouble was I didn't want to be an accountant! So doing a temp job at a very small software reseller opened up my eyes to Technology and also that I quite enjoyed the sales process.

Jump forward to 2021 and after a long stint at IBM, followed by a spell at SAP I am now Head of UK Sales for a fabulous Identity vendor called Ping. I am married with a 16 year old son and I live not too far from the sea. I have all sorts of hobbies, which have become more important than ever to me since the pandemic. 9 hours a day in front of the laptop has driven all of us to things outside of work and for me those things are Interior Design (we are building our new house), weight-lifting, hiking and singing. But most of all I love people. I like watching them, listening to them, learning from them and helping them when I can. I am an only child and get my energy from being with others... especially customers!”

Thank you, Lisa for a fascinating insight into what makes a great sales leader.


#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>https://api.spreaker.com/episode/47296204Wed, 03 Nov 2021 18:36:50 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Lisa Occleshaw, whose brief bio serves as an introduction to what was a really informative discussion. Here is how Lisa describes herself and her journey in the technology sector: “I began...
Here is how Lisa describes herself and her journey in the technology sector:
“I began my career in IT Sales by accident and have stayed for 28 years so far! I grew up in the Midlands and graduated with a degree in Accounting from Oxford Brookes - it was the Poly when I went in. Trouble was I didn't want to be an accountant! So doing a temp job at a very small software reseller opened up my eyes to Technology and also that I quite enjoyed the sales process.

Jump forward to 2021 and after a long stint at IBM, followed by a spell at SAP I am now Head of UK Sales for a fabulous Identity vendor called Ping. I am married with a 16 year old son and I live not too far from the sea. I have all sorts of hobbies, which have become more important than ever to me since the pandemic. 9 hours a day in front of the laptop has driven all of us to things outside of work and for me those things are Interior Design (we are building our new house), weight-lifting, hiking and singing. But most of all I love people. I like watching them, listening to them, learning from them and helping them when I can. I am an only child and get my energy from being with others... especially customers!”

Thank you, Lisa for a fascinating insight into what makes a great sales leader.


#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>2422falsefullhttps://www.spreaker.com/episode/22-productivity-vs-activity-with-ian-moyse--47177030
He was awarded the accolade of UK Sales Director of the year by BESMA (British Excellence in Sales Management Awards) and was listed in the top 50 Sales Keynote speakers by Top Sales World in 2019 & 2020 . Ian has been a regular judge on the Women in Sales Awards (WISA), Top Sales Awards, BESMA and the UK Cloud Awards. Ian speaks on Sales Leadership, Customer Experience, Social Selling and Personal Branding. He also appeared in the global Selling from the Heart Champion’s list and the global Sales Experts Channel.

Thank you, Ian for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>https://api.spreaker.com/episode/47177030Wed, 27 Oct 2021 06:54:55 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Ian Moyse, Chief Revenue Officer at OneUp Sales and Technology Sales Leader who has, for the last 15 years, been specialising in Cloud Computing. He has sat on the boards of a number of...
He was awarded the accolade of UK Sales Director of the year by BESMA (British Excellence in Sales Management Awards) and was listed in the top 50 Sales Keynote speakers by Top Sales World in 2019 & 2020 . Ian has been a regular judge on the Women in Sales Awards (WISA), Top Sales Awards, BESMA and the UK Cloud Awards. Ian speaks on Sales Leadership, Customer Experience, Social Selling and Personal Branding. He also appeared in the global Selling from the Heart Champion’s list and the global Sales Experts Channel.

Thank you, Ian for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>2395falsefullhttps://www.spreaker.com/episode/21-interviewing-sales-reps-with-david-dowling--47146574
David's career trajectory is the result of a series of happy accidents. He started off as a digital cartographer, scanning and digitising Ordnance Survey maps for central and local government contracts, until one day accidental selling one of his client project managers a large-form scanner. This led to him selling heavily imaged based enterprise-wide geographical information systems, then some of the first computerised video editing systems and eventually virtual production solutions using EPIC's Unreal Engine. David has held senior management positions for large organisations such as Sony and ESRI and is now Chief Revenue Officer for a start-up company catering to the all-pervasive metaverse.


Thank you, David for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>https://api.spreaker.com/episode/47146574Mon, 25 Oct 2021 16:26:17 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is David Dowling David's career trajectory is the result of a series of happy accidents. He started off as a digital cartographer, scanning and digitising Ordnance Survey maps for central...
David's career trajectory is the result of a series of happy accidents. He started off as a digital cartographer, scanning and digitising Ordnance Survey maps for central and local government contracts, until one day accidental selling one of his client project managers a large-form scanner. This led to him selling heavily imaged based enterprise-wide geographical information systems, then some of the first computerised video editing systems and eventually virtual production solutions using EPIC's Unreal Engine. David has held senior management positions for large organisations such as Sony and ESRI and is now Chief Revenue Officer for a start-up company catering to the all-pervasive metaverse.


Thank you, David for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>2629falsefullhttps://www.spreaker.com/episode/20-emotional-intelligence-with-anup-khera--46951331After studying to become a computer engineer Anup decided his passion was in sales. He states "I am an engineer by degree but sales leader by choice - with sales, you either love it or hate it. Me - I love it!"
Since making the decision to pursue a career path in sales Anup now has over 20 years of experience across a number of software verticals.
He has built and scaled best in class sales teams globally within leading SaaS companies such as Salesforce, DotDigital, Cheetah Digital and most recently in his role as Chief Revenue Officer at Smarp.
A key component of his success is due to his focus on coaching. The ability to identify the potential in his people and improve their skills has resulted in significant growth in all companies he has worked within.
"If you develop and look after your people, they will look after the number" - Anup Khera
Thank you, Anup for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>https://api.spreaker.com/episode/46951331Wed, 13 Oct 2021 06:23:21 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Anup Khera After studying to become a computer engineer Anup decided his passion was in sales. He states "I am an engineer by degree but sales leader by choice - with sales, you either...After studying to become a computer engineer Anup decided his passion was in sales. He states "I am an engineer by degree but sales leader by choice - with sales, you either love it or hate it. Me - I love it!"
Since making the decision to pursue a career path in sales Anup now has over 20 years of experience across a number of software verticals.
He has built and scaled best in class sales teams globally within leading SaaS companies such as Salesforce, DotDigital, Cheetah Digital and most recently in his role as Chief Revenue Officer at Smarp.
A key component of his success is due to his focus on coaching. The ability to identify the potential in his people and improve their skills has resulted in significant growth in all companies he has worked within.
"If you develop and look after your people, they will look after the number" - Anup Khera
Thank you, Anup for a fascinating insight into what makes a great sales leader.
#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>2119falsefullhttps://www.spreaker.com/episode/19-winning-sales-teams-with-matt-schatz--46744016
Matt is Chief Revenue Officer at Trulioo - the leading global identity and business verification provider. Prior to joining the company in January this year Matt served as the chief revenue officer of Cosential where he built out and ran the sales strategy for the enterprise, small to medium-sized business (SMB) and channel segments.

Schatz has also worked for six years as senior vice president of Global Sales at WP Engine, where he expanded the organization to more than 150 individuals and rolled out sales offices in Brisbane and London. He served in different global sales leadership roles with Rackspace for a decade, where he grew yearly revenue from $3 million to $900 million and oversaw its initial public offering (IPO).

Thank you, Matt for a fascinating insight into what makes a great sales leader.

#leaders #teamwork #employeeengagment #companyculturematters #coachingskills]]>https://api.spreaker.com/episode/46744016Wed, 29 Sep 2021 16:07:16 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Matt Schatz Matt is Chief Revenue Officer at Trulioo - the leading global identity and business verification provider. Prior to joining the company in January this year Matt served as...
Matt is Chief Revenue Officer at Trulioo - the leading global identity and business verification provider. Prior to joining the company in January this year Matt served as the chief revenue officer of Cosential where he built out and ran the sales strategy for the enterprise, small to medium-sized business (SMB) and channel segments.

Schatz has also worked for six years as senior vice president of Global Sales at WP Engine, where he expanded the organization to more than 150 individuals and rolled out sales offices in Brisbane and London. He served in different global sales leadership roles with Rackspace for a decade, where he grew yearly revenue from $3 million to $900 million and oversaw its initial public offering (IPO).

Thank you, Matt for a fascinating insight into what makes a great sales leader.

#leaders #teamwork #employeeengagment #companyculturematters #coachingskills]]>2277falsefullhttps://www.spreaker.com/episode/18-selling-for-positive-impact-with-russell-scherwin--46623353
Russell Scherwin has been described as a go-to-market unicorn. An accomplished CMO and CRO, as well as an overachieving experience in individual sales and product marketing roles, Russell has driven growth through cross-functional leadership and collaboration. Russell currently leads a boutique GTM advisory firm that helps leaders identify and pull the meaningful levers, spanning sales and marketing strategy and execution, that will unlock growth potential. He's focused on working with passionate innovators to monetize meaningful missions.

Russell was previously CRO for FPX, a Private Equity backed SaaS organization that exited to TA Associated, returning 5X PE funds invested. Prior to that he was CMO for Watson Commerce at IBM, where he was asked to scale the go-to-market model built while leading the business unit's NA sales organization. Whether it’s a sales, marketing, revenue or consultant title, Russell is known for his energy and passion for the growth mission at hand.

Thank you, Russell for a fascinating insight into what makes a great sales leader.

#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>https://api.spreaker.com/episode/46623353Tue, 21 Sep 2021 20:14:13 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Russell Scherwin Russell Scherwin has been described as a go-to-market unicorn. An accomplished CMO and CRO, as well as an overachieving experience in individual sales and product...
Russell Scherwin has been described as a go-to-market unicorn. An accomplished CMO and CRO, as well as an overachieving experience in individual sales and product marketing roles, Russell has driven growth through cross-functional leadership and collaboration. Russell currently leads a boutique GTM advisory firm that helps leaders identify and pull the meaningful levers, spanning sales and marketing strategy and execution, that will unlock growth potential. He's focused on working with passionate innovators to monetize meaningful missions.

Russell was previously CRO for FPX, a Private Equity backed SaaS organization that exited to TA Associated, returning 5X PE funds invested. Prior to that he was CMO for Watson Commerce at IBM, where he was asked to scale the go-to-market model built while leading the business unit's NA sales organization. Whether it’s a sales, marketing, revenue or consultant title, Russell is known for his energy and passion for the growth mission at hand.

Thank you, Russell for a fascinating insight into what makes a great sales leader.

#leaders #teamwork #employeeengagment #companyculturematters #coachingskills #cliftonstrengths]]>2548falsefullhttps://www.spreaker.com/episode/17-the-4-needs-of-followers-with-chad-ahern--46527819


As a Gallup-Certified Strengths Coach and a licensed US Youth Soccer Coach, Chad brings a blend of professional and sports coaching to help his mission-driven clients achieve success through building new habits, aligning team talents to shared goals, and enhancing employee engagement.



Chad busts the myth of the well-rounded leader as we discuss the infinite varieties of talent, attitude, skills, knowledge and style that great leaders bring to their teams.



We delve into Trust, Compassion, Stability and Hope - the four needs of followers, as revealed by research from Gallup Inc., in the best-selling book Strengths Based Leadership.



Chad is the author of the New Team Leader Workbook - designed to help you understand and reflect on where you are in addressing the top 12 challenges new leaders face. This is an excellent resource for anyone who is either new to leadership or has recently transitioned into a new team leader role. You can download a copy here now at



The other books Chad recommends for team leaders are:

It's the Manager (Gallup Press)

Nine Lies about Work - A Freethinking Leader's Guide to the Real World by Marcus Buckingham



Thank you, Chad for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/46527819Wed, 15 Sep 2021 06:34:26 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Chad Ahern As a Gallup-Certified Strengths Coach and a licensed US Youth Soccer Coach, Chad brings a blend of professional and sports coaching to help his mission-driven clients...


As a Gallup-Certified Strengths Coach and a licensed US Youth Soccer Coach, Chad brings a blend of professional and sports coaching to help his mission-driven clients achieve success through building new habits, aligning team talents to shared goals, and enhancing employee engagement.



Chad busts the myth of the well-rounded leader as we discuss the infinite varieties of talent, attitude, skills, knowledge and style that great leaders bring to their teams.



We delve into Trust, Compassion, Stability and Hope - the four needs of followers, as revealed by research from Gallup Inc., in the best-selling book Strengths Based Leadership.



Chad is the author of the New Team Leader Workbook - designed to help you understand and reflect on where you are in addressing the top 12 challenges new leaders face. This is an excellent resource for anyone who is either new to leadership or has recently transitioned into a new team leader role. You can download a copy here now at



The other books Chad recommends for team leaders are:

It's the Manager (Gallup Press)

Nine Lies about Work - A Freethinking Leader's Guide to the Real World by Marcus Buckingham



Thank you, Chad for a fascinating insight into what makes a great sales leader.]]>2380falsefullhttps://www.spreaker.com/episode/16-company-culture-the-good-the-bad-and-the-ugly-with-lorenzo-gomez-iii--46423805


Lorenzo Gomez III was one of the first one-hundred employees hired at Rackspace. During his nine years there he served as a team leader and senior manager, finishing as director of project management. As one of the leaders in creating San Antonio’s tech scene, Lorenzo deployed the principles he learned at Rackspace as CEO of Geekdom and chairman of the 80/20 foundation.

Lorenzo’s memoir of his time at Rackspace “The Rack we Built” subtitled “The Good, The Bad and The Ugly of creating company culture” is the starting point for our conversation. He describes culture as the immune system of the company – “how we do things, every day, when the boss isn’t looking.”

All of us want to be a valued member of a winning team on an inspiring mission – listen to this episode to find how to create a company culture where all employees want to show up to work every day and give their best efforts.

Thank you, Lorenzo for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/46423805Wed, 08 Sep 2021 06:13:14 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Lorenzo Gomez III Lorenzo Gomez III was one of the first one-hundred employees hired at Rackspace. During his nine years there he served as a team leader and senior manager, finishing as...


Lorenzo Gomez III was one of the first one-hundred employees hired at Rackspace. During his nine years there he served as a team leader and senior manager, finishing as director of project management. As one of the leaders in creating San Antonio’s tech scene, Lorenzo deployed the principles he learned at Rackspace as CEO of Geekdom and chairman of the 80/20 foundation.

Lorenzo’s memoir of his time at Rackspace “The Rack we Built” subtitled “The Good, The Bad and The Ugly of creating company culture” is the starting point for our conversation. He describes culture as the immune system of the company – “how we do things, every day, when the boss isn’t looking.”

All of us want to be a valued member of a winning team on an inspiring mission – listen to this episode to find how to create a company culture where all employees want to show up to work every day and give their best efforts.

Thank you, Lorenzo for a fascinating insight into what makes a great sales leader.]]>2123falsefullhttps://www.spreaker.com/episode/15-sales-strategy-with-paul-bongers--46049088
Paul is a strategist who works with marketing and content technology businesses. He has been a sales leader, and also has experience working in post-sales, strategic partnerships and product development. His roles require him to coordinate cross-departmental projects. He is a "technologist" and a "generalist", currently working as VP Strategy at Acrolinx.

Paul is a brilliant lateral thinker who can see opportunity in even the most challenging situations with an uncanny ability to turn these thoughts into fast-pouncing action that really gets results.

Paul is a really energetic and creative team player who enjoys translating complex technical propositions into solutions with tangible business benefits. He is also great fun!

Thank you, Paul for a fascinating insight into what makes a great sales leader.]]>https://api.spreaker.com/episode/46049088Wed, 11 Aug 2021 06:44:27 +0000Kevin ThieleOur guest on the Leadership Podcast this week is Paul Bongers Paul is a strategist who works with marketing and content technology businesses. He has been a sales leader, and also has experience working in post-sales, strategic partnerships and...
Paul is a strategist who works with marketing and content technology businesses. He has been a sales leader, and also has experience working in post-sales, strategic partnerships and product development. His roles require him to coordinate cross-departmental projects. He is a "technologist" and a "generalist", currently working as VP Strategy at Acrolinx.

Paul is a brilliant lateral thinker who can see opportunity in even the most challenging situations with an uncanny ability to turn these thoughts into fast-pouncing action that really gets results.

Paul is a really energetic and creative team player who enjoys translating complex technical propositions into solutions with tangible business benefits. He is also great fun!

Thank you, Paul for a fascinating insight into what makes a great sales leader.]]>2200falsefullhttps://www.spreaker.com/episode/14-the-salesperson-s-secret-code-with-ian-mills--45870050Ian Mills is the CEO and Founding Director of Transform Performance International, a global
advisory firm, offering solutions to our client’s business performance challenges. This means
helping them achieve more, more quickly, and with more certainty. Clients have included world-
renowned brands such as Virgin Media, HP and American Express.
Ian has also co-authored 3 books. ‘100 Big Ideas to Help You Succeed’ is designed to prompt
readers to consider what to say, how to act and challenge what you believe. ‘The Salesperson’s
Secret Code’ has analysed over 1,000 of the world’s top performing salespeople to identify five
core components that combine to form a belief system that distinguishes winners in sales, and
business. The most recent book is 'The Leader's Secret Code' - based on global research
findings into the belief systems that set top performing leaders apart.
Thank you, Ian for a fascinating discussion into what great leaders believe, think and do.]]>https://api.spreaker.com/episode/45870050Wed, 28 Jul 2021 07:37:32 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Ian Mills Ian Mills is the CEO and Founding Director of Transform Performance International, a global advisory firm, offering solutions to our client’s business performance challenges....Ian Mills is the CEO and Founding Director of Transform Performance International, a global
advisory firm, offering solutions to our client’s business performance challenges. This means
helping them achieve more, more quickly, and with more certainty. Clients have included world-
renowned brands such as Virgin Media, HP and American Express.
Ian has also co-authored 3 books. ‘100 Big Ideas to Help You Succeed’ is designed to prompt
readers to consider what to say, how to act and challenge what you believe. ‘The Salesperson’s
Secret Code’ has analysed over 1,000 of the world’s top performing salespeople to identify five
core components that combine to form a belief system that distinguishes winners in sales, and
business. The most recent book is 'The Leader's Secret Code' - based on global research
findings into the belief systems that set top performing leaders apart.
Thank you, Ian for a fascinating discussion into what great leaders believe, think and do.]]>2428falsefullhttps://www.spreaker.com/episode/13-humility-and-leadership-with-ben-gaston--45689078

With close to 25 years sales experience in the technology arena, it may surprise you to learn that Ben Gaston’s primary focus is people. With a career that started with a brief stint in advertising sales before switching to the technology sector where he has built his reputation, Ben has always focussed on helping people achieve outcomes, whether those people are customers looking to achieve a goal or colleagues looking to develop themselves. Having worked across technology disciplines (software, telecommunications, print services, IT services) and some great companies, Ben has spent the last 15 years at Toshiba TEC UK, 11 of them in various leadership roles. Today he sits on their board as Sales Director, responsible for UK Sales & Marketing.


His focus on helping his profession shapes his wider professional life and he finds enormous pleasure in sharing insights through his advisory work with the Association of Professional Sales, participating in the Parliamentary Advisory Committee for Professional Sales and developing The Humble Sale, his growing subscriber website designed to provide heart-felt advice to the Sales Community. Of course, the people he most likes spending time with are Helen his wife and their two children, Evie and Henry.]]>https://api.spreaker.com/episode/45689078Wed, 14 Jul 2021 05:59:02 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Ben Gaston. With close to 25 years sales experience in the technology arena, it may surprise you to learn that Ben Gaston’s primary focus is people. With a career that started with a...

With close to 25 years sales experience in the technology arena, it may surprise you to learn that Ben Gaston’s primary focus is people. With a career that started with a brief stint in advertising sales before switching to the technology sector where he has built his reputation, Ben has always focussed on helping people achieve outcomes, whether those people are customers looking to achieve a goal or colleagues looking to develop themselves. Having worked across technology disciplines (software, telecommunications, print services, IT services) and some great companies, Ben has spent the last 15 years at Toshiba TEC UK, 11 of them in various leadership roles. Today he sits on their board as Sales Director, responsible for UK Sales & Marketing.


His focus on helping his profession shapes his wider professional life and he finds enormous pleasure in sharing insights through his advisory work with the Association of Professional Sales, participating in the Parliamentary Advisory Committee for Professional Sales and developing The Humble Sale, his growing subscriber website designed to provide heart-felt advice to the Sales Community. Of course, the people he most likes spending time with are Helen his wife and their two children, Evie and Henry.]]>2296falsefullhttps://www.spreaker.com/episode/12-leadership-from-a-sellers-perspective-with-rupe-patel--45608884

Rupe is an experienced and over-achieving Enterprise solutions sales professional, most recently in Cyber Security & Software, operating within FTSE 350 and equivalent sized companies.]]>https://api.spreaker.com/episode/45608884Wed, 07 Jul 2021 05:49:40 +0000Kevin ThieleOur guest on the Sales Code Ltd Leadership Podcast this week is Rupe Patel. Rupe is an experienced and over-achieving Enterprise solutions sales professional, most recently in Cyber Security & Software, operating within FTSE 350 and equivalent...

Rupe is an experienced and over-achieving Enterprise solutions sales professional, most recently in Cyber Security & Software, operating within FTSE 350 and equivalent sized companies.]]>2413falsefullhttps://www.spreaker.com/episode/11-creating-a-vision-with-mike-harris--45506043
Mike defines leadership as “creating a vision and inspiring the team to achieve goals”, clearly, he gets huge satisfaction from helping others to succeed – something that is an essential quality of all leaders who aspire to create high performing teams.

Thanks, Mike for a fascinating discussion on the Sales Code Leadership Podcast.]]>https://api.spreaker.com/episode/45506043Wed, 30 Jun 2021 06:19:47 +0000Kevin ThieleMike is parcelLab's Vice-President of Global Sales. A veteran revenue leader, he's spent the last two decades building start-up and growth-stage businesses in Europe and North America. His previous roles include launching two US-based B2B SaaS...
Mike defines leadership as “creating a vision and inspiring the team to achieve goals”, clearly, he gets huge satisfaction from helping others to succeed – something that is an essential quality of all leaders who aspire to create high performing teams.

Thanks, Mike for a fascinating discussion on the Sales Code Leadership Podcast.]]>2436falsefullhttps://www.spreaker.com/episode/10-from-double-glazing-through-saas-to-meddicc-with-andy-whyte--45408177

Andy at heart is a sales guy. To be more precise a sales geek. After a short stint in working in theatre, he started his career selling double glazing door to door before moving into retail and then B2B sales in the SaaS sector where he has been since.


Having worked at a number of companies, from pre-launch start-ups through to giant corporations like Oracle, Andy has built a broad experience of sales and sales leadership that when combined with his love for the sales qualification framework MEDDICC has led to him writing a book on the topic which was closely followed by an online MEDDPICC Masterclass with many more innovations in the pipeline.]]>https://api.spreaker.com/episode/45408177Wed, 23 Jun 2021 07:32:31 +0000Kevin ThieleOur guest on the Sales Code Leadership Podcast this week is Andy Whyte who talks here about giving value as a leader and creating a network effect around you as a leader. Andy has himself, interviewed many great sales leaders for his own podcast and...

Andy at heart is a sales guy. To be more precise a sales geek. After a short stint in working in theatre, he started his career selling double glazing door to door before moving into retail and then B2B sales in the SaaS sector where he has been since.


Having worked at a number of companies, from pre-launch start-ups through to giant corporations like Oracle, Andy has built a broad experience of sales and sales leadership that when combined with his love for the sales qualification framework MEDDICC has led to him writing a book on the topic which was closely followed by an online MEDDPICC Masterclass with many more innovations in the pipeline.]]>3099falsefullhttps://www.spreaker.com/episode/9-the-power-of-mentoring-with-j-turnbull--45329394


Turnbull is a commercially aware Chartered Marketer with fourteen years’ experience in Website Management, SEO, Social Media, Project Management and PPC. Helping businesses with their online marketing to get them the maximum exposure is her passion.

Turnbull also runs Search London, a networking event for those in SEO, PPC and Social Media. She was on the committee for Search Y 2020, one of the biggest search conferences in Paris and is also the founder of Turn Digi, an online event that promotes entrepreneurs, rising talent and has a diverse range of speakers.



During the podcast we also talk about the CliftonStrengths Talent Assessment for which I am a certified coach and is the foundation of our mentoring engagement.]]>https://api.spreaker.com/episode/45329394Wed, 16 Jun 2021 18:56:56 +0000Kevin ThieleWelcome to a special edition of the Sales Code Leadership Podcast. This week we shall be focussing on Mentoring with Jo Turnbull, talking about her experience working with me as her mentor and sharing tips for those thinking about using this approach...


Turnbull is a commercially aware Chartered Marketer with fourteen years’ experience in Website Management, SEO, Social Media, Project Management and PPC. Helping businesses with their online marketing to get them the maximum exposure is her passion.

Turnbull also runs Search London, a networking event for those in SEO, PPC and Social Media. She was on the committee for Search Y 2020, one of the biggest search conferences in Paris and is also the founder of Turn Digi, an online event that promotes entrepreneurs, rising talent and has a diverse range of speakers.



During the podcast we also talk about the CliftonStrengths Talent Assessment for which I am a certified coach and is the foundation of our mentoring engagement.]]>2178falsefullhttps://www.spreaker.com/episode/8-strengths-based-teams-with-justin-douglas--45219142
Throughout his consulting projects Justin has always aimed to provide practical solutions to business problems. Success also relies on ensuring that the people affected are comfortable with the change & receive appropriate training, consequently helping people learn & develop has always been an area he has dedicated himself to wherever possible.

Justin has now brought this together to become a full-time business skills tutor & professional development facilitator & coach: expert training & coaching delivered in an enjoyable innovative way to international audiences, as well as individual mentoring & training. As well as new skills, he helps people build their confidence & self-belief for greater work engagement, productivity, & improved morale & team spirit.]]>https://api.spreaker.com/episode/45219142Tue, 08 Jun 2021 19:15:25 +0000Kevin ThieleJustin has over 20 years’ experience at EY, PwC & IBM as a Chartered Accountant & Certified Management Consultant, working for public & private sector clients, across the UK & overseas which has provided him with the background for...
Throughout his consulting projects Justin has always aimed to provide practical solutions to business problems. Success also relies on ensuring that the people affected are comfortable with the change & receive appropriate training, consequently helping people learn & develop has always been an area he has dedicated himself to wherever possible.

Justin has now brought this together to become a full-time business skills tutor & professional development facilitator & coach: expert training & coaching delivered in an enjoyable innovative way to international audiences, as well as individual mentoring & training. As well as new skills, he helps people build their confidence & self-belief for greater work engagement, productivity, & improved morale & team spirit.]]>2769falsefullhttps://www.spreaker.com/episode/7-leading-under-pressure-with-guy-pearson--45123847deals in the sales process, the strategy, the delivery of sales success and how to achieve this.
Working on an Interim or Consultancy basis, the focus is on making an impact quickly. Guy
specialises in sales strategy and delivering sales growth face-to-face with clients at Board and
senior level. He is also an experienced Marketeer, having worked in a range of sectors including:
Construction, Architecture, Design, Energy (Electricity & Gas), Microdrive Engineering, Rail,
Manufacturing, Building Products, Smart Metering, Power Management, Internet Marketing,
Experiences & employee engagement, Retail Vouchers, Internet Security, Business
Transformation and Healthcare.
In recent years Guy has specialised in working with sales teams by training, guiding and
mentoring them through a particular challenge or brief. The focus has always been on defining
the strategy first and then delivering that strategy through face-to-face client engagement with them]]>https://api.spreaker.com/episode/45123847Tue, 01 Jun 2021 16:13:55 +0000Kevin ThieleGuy specialises in driving sales growth quickly for any business in every economic climate. He deals in the sales process, the strategy, the delivery of sales success and how to achieve this. Working on an Interim or Consultancy basis, the focus is on...deals in the sales process, the strategy, the delivery of sales success and how to achieve this.
Working on an Interim or Consultancy basis, the focus is on making an impact quickly. Guy
specialises in sales strategy and delivering sales growth face-to-face with clients at Board and
senior level. He is also an experienced Marketeer, having worked in a range of sectors including:
Construction, Architecture, Design, Energy (Electricity & Gas), Microdrive Engineering, Rail,
Manufacturing, Building Products, Smart Metering, Power Management, Internet Marketing,
Experiences & employee engagement, Retail Vouchers, Internet Security, Business
Transformation and Healthcare.
In recent years Guy has specialised in working with sales teams by training, guiding and
mentoring them through a particular challenge or brief. The focus has always been on defining
the strategy first and then delivering that strategy through face-to-face client engagement with them]]>2075falsefullhttps://www.spreaker.com/episode/6-being-a-game-changer-with-mike-kemball--44905890Achievements include:
 Built a multi-million dollar business across the Middle East from nothing in less than 3 years
 After 4 years of decline, in 12 months turned around the UK subsidiary of a Swiss company –
followed by sustained double-digit sales growth
 Developed and implemented, from scratch, an entire sales programme for 110,000 business
customers of a former state-owned monopoly in Eastern Europe with outstanding results
 Series of rapid turnarounds of acquisitions in Belgium, France, Denmark and Ireland for a
pan-European service provider
He converts the high-level strategy into the reality of the day-to-day sales operation. His work is done when the change is embedded and the organisation operates at the required higher level of performance.]]>https://api.spreaker.com/episode/44905890Wed, 19 May 2021 08:02:18 +0000Kevin ThieleMike is an expert in improving sales performance. An accomplished interim Sales Director and Managing Director with more than 30 years hands-on experience across Telecom, Technology and Industrial sectors in Europe and the Middle East. Over 15 client...Achievements include:
 Built a multi-million dollar business across the Middle East from nothing in less than 3 years
 After 4 years of decline, in 12 months turned around the UK subsidiary of a Swiss company –
followed by sustained double-digit sales growth
 Developed and implemented, from scratch, an entire sales programme for 110,000 business
customers of a former state-owned monopoly in Eastern Europe with outstanding results
 Series of rapid turnarounds of acquisitions in Belgium, France, Denmark and Ireland for a
pan-European service provider
He converts the high-level strategy into the reality of the day-to-day sales operation. His work is done when the change is embedded and the organisation operates at the required higher level of performance.]]>2220falsefullhttps://www.spreaker.com/episode/5-hiring-for-diversity-with-mick-paddington--44773863


After many years of working in senior marketing roles in the technology sector and seeing companies could be run and managed better, if only people were put at the centre of decisions, Mick decided to do something about it. But, rather than put himself front and centre as some sort of business guru with all his recommendation’s being anecdotal, he decided to use an evidence-based approach and see what research and science was telling us about best practices in the workplace.



After taking a Masters in Occupational and Business Psychology Mick founded his own consulting firm – LimbicLogic - to provide the insights and advice that really makes a difference to businesses like yours. LimbicLogic is built around getting the best people in and getting the best from those people - creating high performing teams and effective leaders. People are at the heart of every business - they’re responsible for your success, your culture and the future growth of your company. A great idea is nothing without great people.


At LimbicLogic Mick and his team use a combination of real-world business experience and evidence-based psychological techniques to help your organisation create the right environment for people to flourish.]]>https://api.spreaker.com/episode/44773863Wed, 12 May 2021 15:32:24 +0000Kevin ThieleThis weeks’ guest is Mick Paddington, Director of LimbicLogic. After many years of working in senior marketing roles in the technology sector and seeing companies could be run and managed better, if only people were put at the centre of decisions,...


After many years of working in senior marketing roles in the technology sector and seeing companies could be run and managed better, if only people were put at the centre of decisions, Mick decided to do something about it. But, rather than put himself front and centre as some sort of business guru with all his recommendation’s being anecdotal, he decided to use an evidence-based approach and see what research and science was telling us about best practices in the workplace.



After taking a Masters in Occupational and Business Psychology Mick founded his own consulting firm – LimbicLogic - to provide the insights and advice that really makes a difference to businesses like yours. LimbicLogic is built around getting the best people in and getting the best from those people - creating high performing teams and effective leaders. People are at the heart of every business - they’re responsible for your success, your culture and the future growth of your company. A great idea is nothing without great people.


At LimbicLogic Mick and his team use a combination of real-world business experience and evidence-based psychological techniques to help your organisation create the right environment for people to flourish.]]>1830falsefullhttps://www.spreaker.com/episode/4-culture-with-michael-short--44639355
Michael has delivered, written, presented on Cultural Change and Agile for a decade, as a published author he was at the forefront of the Agile Culture movement founding a leading agile business’s consultancy deploying Culture and Executive Coaching.]]>https://api.spreaker.com/episode/44639355Wed, 05 May 2021 07:44:25 +0000Kevin ThieleMichael Short, Founder of Culture Works Consulting, uses Executive Coaching with his business experience to support others achieve great leadership and cultural change, he is also an Agile Coach, a Gallup Strengths Coach and certified GCIndex...
Michael has delivered, written, presented on Cultural Change and Agile for a decade, as a published author he was at the forefront of the Agile Culture movement founding a leading agile business’s consultancy deploying Culture and Executive Coaching.]]>1581falsefullhttps://www.spreaker.com/episode/3-from-sales-rep-to-sales-leader-with-brendan-beith--44531370


After making the transition to a leadership role, as Global Head of Sales, Brendan led a team of 30 with a focus on revenue growth, sales process, commercial model, collaboration and sales operations. As EMEA Sales Director he was responsible for an 8 figure revenue and 185 staff across sales, account management, customer service and product management.



Now running his own business development consulting business, Brendan works, on an interim basis, to assist founders and directors of high-growth and established SMEs to improve their market entry and sales performance by applying the subscription sales and collaboration experience he gained in global companies. Brendan works with companies who want to:

• Scale-up their sales approach, especially those founders who want to create or develop a sales team.
• Revive sales performance, especially where it’s flagging and sales team targets are not being met.


To find out how Brendan can help your business please contact him directly on brendan@beithsalesconsulting.com



For more information about Sales Code Coaching services please email info@salescode.co.uk]]>https://api.spreaker.com/episode/44531370Wed, 28 Apr 2021 07:33:03 +0000Kevin ThieleBrendan began his career with IBM as a Systems Engineer before moving into a sales role for mainframes and related products as an account manager in the financial services sector. After making the transition to a leadership role, as Global Head of...


After making the transition to a leadership role, as Global Head of Sales, Brendan led a team of 30 with a focus on revenue growth, sales process, commercial model, collaboration and sales operations. As EMEA Sales Director he was responsible for an 8 figure revenue and 185 staff across sales, account management, customer service and product management.



Now running his own business development consulting business, Brendan works, on an interim basis, to assist founders and directors of high-growth and established SMEs to improve their market entry and sales performance by applying the subscription sales and collaboration experience he gained in global companies. Brendan works with companies who want to:

• Scale-up their sales approach, especially those founders who want to create or develop a sales team.
• Revive sales performance, especially where it’s flagging and sales team targets are not being met.


To find out how Brendan can help your business please contact him directly on brendan@beithsalesconsulting.com



For more information about Sales Code Coaching services please email info@salescode.co.uk]]>2284falsefullhttps://www.spreaker.com/episode/2-courage-and-positivity-with-mike-mcsherry--44417760https://api.spreaker.com/episode/44417760Wed, 21 Apr 2021 06:59:43 +0000Kevin ThieleMike’s career development has been diverse, but the experience gathered from all of these roles is what’s made him the leader he is today. From serving in the British Army for a number of years to Operations and Marketing at ICL/Fujitsu Siemens onto...1834falsefullhttps://www.spreaker.com/episode/1-building-your-leadership-brand-with-nick-holbrook--43951250


Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we’re "Creatures of Habit". His challenge to Salespeople & their Leaders is to encourage them to consider bravely how they think - & then address whatever behaviours need changing.

Nick is fluent in Spanish & French and is an Amateur Actor, Public Speaker & Published Author.]]>https://api.spreaker.com/episode/43951250Thu, 18 Mar 2021 18:34:09 +0000Kevin ThieleNick has 14 years’ experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law &...


Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we’re "Creatures of Habit". His challenge to Salespeople & their Leaders is to encourage them to consider bravely how they think - & then address whatever behaviours need changing.

Nick is fluent in Spanish & French and is an Amateur Actor, Public Speaker & Published Author.]]>1549false11full