Charlene Thompson, a powerhouse in sales operations, joins us on the Sales Lead Dog podcast to share her unique perspective on transforming sales teams. With over 15 years of experience, Charlene brings a fresh, dynamic approach to how businesses can rethink efficiency and performance. She treats business challenges like a sport, using her creativity and strategic mindset to drive innovative problem-solving. Her approach sheds light on the importance of deeply understanding the interplay of people, processes, and technology to truly elevate sales operations.

Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success.

In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success.

Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She’s worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth.

Quotes:

"I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost."

"The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues."

"Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."

Links:

Charlene’s LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/

The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg

The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured

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

Jeffrey Goldstein, Managing Director of Queue Associates, unveils exciting insights on how Microsoft Dynamics and AI tools like Microsoft Copilot are reshaping ERP systems. He shares his vision for a future where AI advancements redefine CRM and ERP terminologies, and underscores the importance of partnering with innovators like Microsoft. Jeffrey’s journey through the early adoption of cloud technology gives a compelling perspective on maintaining a competitive edge in today's fast-paced industry landscape.

Equip your sales team with powerful methodologies as we explore the essentials of establishing credibility through comprehensive product knowledge. By leveraging the Microsoft suite, we empower our team to offer authentic client recommendations, weighing the benefits of cohesive integrated systems over a best-of-breed approach. The conversation unfolds the value of minimizing operational risks by choosing systems that communicate seamlessly, ultimately offering more value than disparate top-tier solutions.

Leadership shines under the spotlight as we focus on the power of positivity and leading by example. Discover how happiness and joy can motivate teams, and why transparency and decision-making are crucial components of effective leadership. The episode wraps up with an exploration of personal goal setting in sales, showcasing how visualizing aspirations and celebrating team achievements can drive success. Balancing CRM strategies to align with business goals emerges as a theme, illustrating the challenges and freedoms within these systems.

Jeffrey Goldstein is Co-Founder and Global Managing Director of Queue Associates. Jeffrey has and continues to play a pivotal role in driving the growth and success of the company through his strategic insights and leadership. Since originating Queue Associates in July of 1992, Jeffrey has developed a deep understanding of information systems, driven innovation, and ensured client satisfaction.

Jeffrey holds a Bachelor of Business Administration (BBA) in Management Information Systems from PACE University (1980-1984), as well as a Master of Business Administration (MBA) in Management Science from Ioana University (1986-1989). Jeffrey’s talents extend beyond his professional commitments, actively participating in industry associations, events, and sponsorships. He served as a past President of the IAMCP Americas, further dedicating his time towards promoting excellence and collaboration within the technology industry.  Among his proudest achievements with Queue Associates was the company’s recognition as worldwide Microsoft Dynamics SL Partner of the Year. The company’s accolades continue to increase as Queue expands operations across the globe.

Quotes:

"In the evolving world of ERP, AI tools like Microsoft Copilot are not just enhancements; they're game changers that redefine the way businesses operate."

"Success in today's fast-paced industry isn't just about having the right technology; it's about having the right people and partnerships."

"Choosing happiness and leading by example aren't just personal philosophies; they're essential leadership strategies that motivate and inspire teams."

"In sales, establishing credibility starts with comprehensive product knowledge and the ability to offer genuine, informed recommendations."

Links:

Jeffrey’s LinkedIn - https://www.linkedin.com/in/jeffreylgoldstein/

Queue Associates - https://queueassoc.com

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

Join us as Jim Moineau, Senior Director of Channel Sales at Transaction Network Services, shares his transformative journey from a passionate chef to a powerhouse in sales. Much like the patience and precision required to land a trophy fish, Jim has mastered the art of reeling in big deals by navigating the waters of rejection, resilience, and relationship-building. He also sheds light on the critical role TNS plays in safeguarding business communications, combating issues like spam and spoofing that erode consumer trust.

In this conversation on high-performance sales leadership, Jim emphasizes the importance of treating team members as unique individuals, fostering trust, and creating a results-driven environment inspired by Jack Welch’s performance-oriented management style. He unpacks the most common pitfalls in sales leadership—from mishandled compensation to lack of transparency—and shares hard-earned lessons from his own career.

Beyond sales, Jim dives into the psychology of motivation and authenticity in leadership, highlighting how personal experiences shape work ethic. He discusses what truly drives people—whether it’s the lure of success or the fear of failure—and the difference between hollow praise and meaningful recognition. Drawing from decades of experience, he underscores the power of genuine relationships and trusted networks as the ultimate fishing net for long-term success in sales.

Whether you're angling for bigger deals or leading a team of top performers, Jim’s insights will help you refine your approach and land the big one.

Jim Moineau is a seasoned sales leader with over 40 years of experience in channel sales, sales management, and executive selling. As Senior Channel Sales Director at Transaction Network Services, he consistently ranks in the top 10% of performers, driving revenue and building high-impact sales teams. A proven channel champion, he has held key roles at Metromedia, AT&T, Level 3, and Masergy, where he became the top seller of all time, contributing 10% of company revenue ($6M MRR). Focused on delivering exceptional customer outcomes and financial success for partners, Jim leads with a results-driven mindset—win or move on. Outside of work, he is a passionate former chef, avid offshore and fly fisherman, and dedicated cyclist. Originally from Palm Beach County and Boston, MA, he brings the same energy and precision to his personal pursuits as he does to sales.

Quotes:

"Rejection is not the end—it's the beginning of a conversation. Embrace it as a sign that something is happening."

"True leadership is about understanding that work impacts personal and family well-being, and treating each team member as an individual with unique needs."

"The essence of effective sales leadership lies in authenticity and trust. It's about fostering meaningful connections and leveraging trusted contacts for success."

"From selling beepers using pay phones to leading channel sales, my journey has always been about tenacity and never giving up."

Links:

Jim’s LinkedIn - https://www.linkedin.com/in/jimmoineau/

Transaction Network Services - https://tnsi.com

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

When life throws an unexpected curveball, how do you respond? Robert Pope, VP of Business Applications for Pax8, knows this all too well. Growing up in a picturesque part of the UK, Robert developed a passion for speed and racing that fueled his entrepreneurial journey. He shares how his interests in economics and business, alongside the invaluable mentorship from venture capitalist Piers Linney, led to the formidable success of a startup focused on business communication solutions. Through his story, we uncover how these experiences have equipped him with a unique approach to facing the unforeseen twists in both his career and personal life.

The episode takes a poignant turn as Robert recounts the day his life was upended by a leukemia diagnosis. Amidst a whirlwind of personal and professional milestones, including a transatlantic move and navigating pandemic disruptions, he faced a health challenge that came out of nowhere. Robert opens up about his mental journey through illness, challenging conventional ideas about what it means to "battle" cancer. He shares powerful metaphors and personal reflections on the role of luck and circumstance, offering a raw and real insight into the isolation and resilience required during such a demanding time.

In the final stretch, Robert emphasizes the solace found in shared experiences and the power of vulnerability. From seeking support from friends and family to gaining perspective from others who have faced similar battles, he illustrates the importance of community in overcoming adversity. Robert's reflections on gratitude and perseverance shine through as he discusses the metaphor of climbing a hill to navigate life's toughest challenges. With a focus on small, manageable goals and maintaining a positive attitude, Robert's story is an inspiring testament to resilience and determination, providing hope and insights for anyone faced with life's unpredictable challenges.

Robert Pope is a highly accomplished technology leader with a track record of success in the industry. He has worked alongside notable figures, including Piers Linney of Dragons' Den (the UK’s version of Shark Tank), spent five years at Microsoft, and navigated the challenges of building and selling a technology organization during the COVID-19 pandemic. Currently serving as Vice President at Pax8, a global tech marketplace experiencing explosive growth, he is widely respected within the Microsoft community. As the former UK President of the International Association of Microsoft Channel Partners, Robert is recognized as a thought leader in cloud technology.

Beyond his professional achievements, Robert has a lifelong passion for speed and adrenaline-fueled pursuits. Whether on a mountain bike, BMX, motorcycle, car, or sailboat, he is always chasing acceleration—whether wheels are involved or not.

His life took an unexpected turn when he was diagnosed with leukemia, just as his children had left home and he was entering a new phase of life. Having always assumed that any hospital stays would result from a high-speed, fireball crash rather than a silent killer, he approached his diagnosis not as a fight, but as a lesson in survival. His mindset remains steadfast: You are not dead yet.

Quotes:

"I never imagined that a leukemia diagnosis would be part of my journey. It came out of nowhere, amidst a whirlwind of personal and professional milestones."

"The power of community is undeniable. Finding comfort in shared experiences and connecting with others who've faced similar battles has been invaluable."

"Climbing a hill is a powerful metaphor for life's challenges. It's about maintaining a positive attitude and focusing on small, manageable goals to overcome adversity."

"You are not dead yet. It's a mantra that has guided me through this journey, reminding me to keep living and finding moments of light and hope."

Links:

Robert’s LinkedIn - https://www.linkedin.com/in/robertpopeuk/

You Are Not Dead Yet - https://www.youarenotdeadyet.co.uk/who-am-i/

Donate to THE CHRISTIE CHARITY - https://www.justgiving.com/page/youarenotdeadyet

Pax8 - https://www.pax8.com/en-us/

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

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

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

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

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

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

Quotes:

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

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

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

Links:

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

Nuspire - https://www.nuspire.com

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

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

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

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

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

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

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

Quotes:

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

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

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

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

Links:

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

CCB Technology - https://ccbtechnology.com

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

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

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

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

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

Quotes:

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

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

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

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

Links:

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

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

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

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

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

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

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

Quotes:

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

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

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

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

Links:

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

Cipher - https://www.cipher.com

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