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Chris's perspective on coaching was so refreshing, especially his emphasis on meeting people where they are instead of forcing a one-size-fits-all approach. The way he broke down the importance of vulnerability and authenticity really hit home-too often, leaders feel like they need all the answers, but admitting you don’t can actually build more trust and connection. I also loved his take on the "danger of potential." It’s such a unique insight-how chasing someone’s potential without their buy-in can drain a coach emotionally and lead to frustration. It’s a great reminder to focus energy on those who want to grow rather than trying to drag people where they don’t want to go. That analogy about spending "emotional capital" was such a clear and helpful way to think about where to invest your time. The distinction he made between deal coaching (reactive) and skills coaching (proactive) was another highlight. It’s easy to conflate the two, but his point about how focusing too much on fixing real-time issues can undermine your long-term impact as a coach really stood out. The idea that letting team members figure things out for themselves builds their confidence and credibility with clients was such a valuable takeaway. This conversation is packed with actionable insights. From the importance of aligning coaching with individual goals to the dangers of over-correcting as a leader, there’s so much to unpack here for anyone trying to become a better coach or leader.

Hi from Chile! Are you still married Bob?

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This episode really opened my eyes! Loved the idea that if you want the next job, start doing it now-never thought about it that way. Also, being your true self at work and at home really does make a difference. It's refreshing to hear that managing up is actually harder than managing down, something that’s rarely talked about. The points about needing mentors for both good times and tough times and the dangers of "learned helplessness" were gems. Can't wait to hear more!

Wonderful Content

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Such a great call out, Steve! You cannot have all of the answers. This is especially a pitfall for the "super reps." It's critically important as it relates to scalability to "teach a man to fish."

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Always inspiring to learn from you, Michelle! Absolutely love your approach to leadership and emphasis on skills development coaching. Great listen!

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The lies! It’s strictly a checklist item to avoid legal action.

Using data to guide and measure effective coaching...YES!

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So many nuggets. Appreciate the consolidated highlights! :)

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What an inspiring episode! Tanya’s insights on embracing diverse teams and navigating career paths like a jungle gym are truly empowering-innovation thrives when we all contribute! 🌟

What a valuable conversation! I love Mark's focus on quality coaching and hiring for traits over skills-it's a game-changer for building strong, effective teams. 🌟

More is definitely not always better! Better is better! Love the reminder to focus on quality over quantity with your teams.

Check out 30 Minutes to President's Club: www.youtube.com/@30MPC

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Love the jungle gym analogy for career growth! It is definitely not always a straight line.

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Loved the discussion about transactional vs relational interactions. Was just talking to someone about this, with regard to yoga class. But it is relevant everywhere! Nice job Matt.

Incredible advice from a true global leader!

I consume a lot of Baron’s content as someone who attended several of his trainings and went through his certification process but I’m also an entrepreneur and I appreciate this conversation so much because of the insight Baron brought that merges yoga principals, leadership, business and more.

"Being a yes" Yes please! Love this.

I love his message, coming from generosity and care.

Great work Matt. Don’t take your hands off the wheel!!! Take ownership

Learning from the strengths of teammates is a sure way to broaden your sales tool belt and improve performance quickly!

Personalizing your approach to leadership is critical! Tools like CoachEm can help tremendously with creating a unique approach!

Fostering a healthy culture of feedback is a game changer - both giving and receiving! Great podcast!

You are correct in saying that sales-profession is not disappearing because of AI, however the number of people in your team will go down. Between 30% and 60%. Your team of 5 will drop to 2 or 3 people, simply because of how much better AI will be in 'crunching numbers.'

Excellent podcast. Thanks for sharing

AI is the superpower - CoachEm has been utilizing that all along! Great convo!

Great session, Mike! Whole heartedly agree that cold calling is NOT dead!

Love the Ted Lasso reference and ... Always celebrate the achievements of the team and take responsibility for failures! Quality message!

Great insights!

Love the emphasis on regular 1:1's! CoachEm is a great platform to leverage to ensure consistent and personalized 1:1's are happening!

Love the conversation around meaningful mentorships and the inspirational list Mark keeps on his desk!

Huge fan of Brent but how do you become customer centric you change your sales a whole companies kpis compensation and goals to help your customers succeed and then break about it to them and on social media. 🎉🎉🎉 You'll never be customer-centric your kpis compensation and goals are polar opposite to what's best for the customer IE Wells Fargo Bank and cross-selling. 3.5 million fraudulent account setup because every Bank employee became a traditional salesperson salesperson.😢😮😮

Finally I hear people talking about giving you s*** about sales professionals and their families. I've written two books I'm so passionate most sales managers don't give a s*** about their salespeople, if they did there wouldn't be a decade Plus sky high continue turnover among sales professionals kpis compensation and goals sometime almost impossible to reach which can create unethical behavior not doing what's best perspective buyer. I've been reviewed hundreds of hundreds of salespeople they live lives of no job security they have on average and B2B companies three times the turnover rate the average has been 18 to 14 months that's the honor system for two decades. There's been research top sales trainers admit that 92% of the training doesn't last more than 60 days. Oh yeah we're sitting the sellers up for success, BS.😢 A solution which I spell out in my second book broken 💔 is for companies to change the compensation to customer-centric kpis compensation in goals and strive to have industry experts with years of experience and then brag on social media your sales professionals are industry experts have three times the experience like the competition.🎉🎉🎉

Great conversation! "decentralize command"

I had a boss who once (when I got pretty lucky on a deal) said, "I'd rather be lucky than good any day of the week." :)

Compound Experience! I love that concept and so valuable to have that mindset.

Love the takeaways on Situational Leadership - know when to be directive and when to coach! Speaks directly to the power of the CoachEm platform as a tool.

Great clip, Matt. It's true, reps don't get trained enough to be speaking in customer's problem verbiage. The responsibility then rolls down to the rep and they're wondering why they aren't making bank or setting appointments.

Engage the moveable middle! This is the way. I have, personally, experienced success as a sales leader investing my time coaching these folks up.