Today, host Matt McDarby sits down with Chris Jennings, an author and seasoned sales trainer with a rich background that spans roles from field sales rep to independent practice owner. With his competitive spirit and experience, Chris shares his perspective on the importance of systems thinking in sales organizations.

Sales leaders will appreciate Chris’ discussion on key components of his sales system such as “Go Live” dialogue and leveraging special teams to boost organizational performance. He also explores how clarity in activities and coordinated leadership can drive team success.

Tune in to hear how influential figures and personal mentors have shaped his approach, offering inspiration for leaders eager to refine their strategies and support their teams effectively.

Show highlights:

• The importance and key elements of a sales system. [02:25]
• Harness the power of “Go Live” dialogue for interactions with clients and prospects. [05:58]
• How a lack of trust hinders coordination for sales system execution. [10:56]
• Top five activities and other tips to ensure clarity of priorities to maximize productivity. [15:17]
• Do sales leaders who find joy in others’ success perform better? [20:24]
• Discover lessons in Chris Jennings’ philosophy on mentors. [24:45]
• Why being a perpetual student of the sales game will enhance your system. [29:06]
• How to reestablish your personal sales story to capitalize on the multiplier effect. [29:35]
• Is your company culture a truthful and open one? [32:55]
• Where the listeners of this podcast can get a special deal on Chris Jennings’ books. [35:59]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby 

Today, host Matt McDarby welcomes Charles Green, renowned author of Trust-Based Selling and coauthor of The Trusted Advisor and The Trusted Advisor Fieldbook. Charles shares his wealth of expertise on trust-based selling, providing actionable insights for sales leaders aiming to enhance team performance through trust building. 

Together with Matt, Charles breaks down the nuances of trust and how personal virtues and institutional values can create a framework for sustainable trust building in organizations. You will learn practical ways to foster strong, trust-filled relationships both within your team and with clients, essential for achieving long-term success. 

Tune in for an insightful discussion that explores the essence of trust in selling and leadership.

Show highlights:

• What is the complete definition of trust? [02:24]
• Discover variables to measure trustworthiness using the Trust Equation. [04:06]
• Should emotional trust factors matter less in business? [05:39]
• Explore the two key methods to systematize trust in sales. [11:24]
• Trust factors crucial that lead to customer faith. [14:45]
• Is it possible to build trust rapidly? [18:09]
• Dos and don’ts for fostering interpersonal skills in sales teams. [22:35]
• How sales leaders can trust with EQ, and a helpful self-assessment tool. [26:02]
• The power of a leader’s honest “I don’t know.” [29:08]
• Unlock the “long-term selfish” concept for an effective sales mindset. [32:31]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby 

In this episode, host Matt McDarby is joined by A. Lee Judge, an experienced executive in digital marketing and founder of Content Monsta. Lee brings a fresh perspective on aligning sales, marketing, and customer success teams to drive results.

Lee introduces his CASH system—focusing on communication, alignment, systems, and honesty—as a way to strengthen collaboration and efficiency in revenue-generating teams. You will gain practical insights on the evolving role of sales in the buyer’s journey and the importance of data-driven decision-making.

With actionable strategies, this episode is tailored for sales leaders looking to improve alignment within the revenue team and achieve critical revenue goals. Whether you’re new to leading a team or a seasoned professional, this conversation will offer valuable tips to enhance your leadership approach.

Show highlights:

• Discover the CASH framework to bridge sales–marketing misalignment. [04:09]
• How sales must change with information-empowered buyer behavior. [07:19]
• Have you tried leveraging unstructured data in sales with AI? [13:04]
• When to ditch marketing speak and call a screwdriver a screwdriver. [15:10]
• Why marketing should be in all sales meetings. [17:00]
• Vanity metrics vs. marketing equations that matter to sales. [19:10]
• Tips to turn customer objections into valuable content. [21:36]
• Leadership transformations needed for a unitive sales–marketing revenue organization. [23:48]
• Does your company culture foster information honesty? [28:58]
• How to revamp sales engagement with Salesforce. [32:54]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby 

In this episode, host Matt McDarby talks with seasoned recruiting expert Ben Gotkin, principal consultant at Recruiting Toolbox. Together, they explore the essential function of talent acquisition and its direct impact on building elite sales teams.

Ben highlights the need for a strategic approach to recruiting, focusing on speed and quality in the hiring process. He offers practical advice on the challenges of identifying the right talent and the significance of going beyond surface-level assessments to understand candidates’ capabilities, with valuable lessons on avoiding biases, improving interview techniques, and building a culture of continuous recruitment.

Tune in for actionable tips that can help you enhance your approach to finding and nurturing top-tier talent.

Show highlights:

• The importance of optimizing hiring with a strategic recruitment system. [03:34]
• What impacts the speed of hiring? [06:47]
• The art of behavioral interviewing and deep probing. [10:15]
• Insights on preventing assumption-driven hiring mistakes. [18:34]
• Do introverts make better sales reps? [24:41]
• Discover best practices for building a recruiting culture. [29:38]
• What great leaders do during hiring that average ones don’t. [33:58]
• How to create a positive, well-defined candidate experience. [39:26]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby 

In today’s episode, host Matt McDarby is joined by Matt Buchalski, a seasoned sales leader who has developed a unique system called “Trust and Motivate,” designed to drive success through building trust and inspiring teams.

Matt Buchalski has over a decade of leadership experience at companies like HPE and RealPage. In this discussion, he shares his operating rhythm, the critical questions he asks his team and colleagues to ensure clarity and alignment, and the importance he places on training and coaching. You will learn how he manages common challenges such as selfish behavior  and lack of trust, and he’ll share the journey that led him to craft his distinctive approach.

Tune in to uncover the systems thinking behind Matt’s successful sales leadership career.

Show highlights:

• How to establish your operating rhythm as a leader. [02:25]
• The crucial importance of coaching skills for managers. [07:51]
• The art of developing self-reflective, critical thinking in teams. [10:43]
• How effective leadership creates meaningful change in others’ lives. [14:04]
• Why ego-driven leadership is the No. 1 enemy of trust. [17:32]
• Explore the antithesis of leadership in a sales environment. [19:24]
• Tips to train bad behavior out of egotistical team members. [22:51]
• The power of therapy and third-party leadership perspectives. [28:52]
• How do you implement and adapt a system in a new role? [30:18]
• Do you accept your own humanity as a leader? [32:53]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby 

In this week’s episode, host Matt McDarby dives into the minds of two exceptional founders and leaders: Corey Schwitz, founder of Skydog Ops, and David Levy, co-founder and Chief Business Officer at Aircover.

Corey and David bring a wealth of knowledge and experience in building effective revenue systems and leading high-performing teams and will share insights on the importance of building a solid foundation for any organization, hiring the right people, clear communication and prioritization.

From early-career experiences rooted in venture capital and tech to running successful businesses that serve sales and revenue leaders, their stories offer practical solutions to challenges and strategies that are not to be missed.

Tune in to this episode for actionable insights perfect for both new and seasoned sales leaders.

Show highlights:

• The crucial importance of a strong foundation in CRM implementation. [04:48]
• Ben Horowitz’s wisdom on hiring for immediate needs. [07:27]
• Learn the tactical SWAT team approach to processes. [10:14]
• Why overcommunication boosts alignment and outcomes. [13:17]
• The power of leadership strength in employee agency. [17:00]
• Discover the chief repetition officer concept. [21:58]
• How to hire better, including for jobs outside your expertise. [26:54]
• Have you refined your hiring process to counter evolving complexities? [32:30]
• Central lessons from two hard working dads. [35:23]
• When should a sales manager guide vs. allow autonomy? [43:01]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby