When sales targets are missed, most leaders look at the pipeline, process, or personnel. But …
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From Anxiety to Accountability: How Empathy That Delivers Results with John Walston
Should You Be Friends with Your Reps?
In this episode of Coach to Scale: The Closing Arguments Series, we bring you a …
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Friendly, But Not Friends: Why Great Sales Leaders Set Boundaries While Building Trust
One of the most debated questions in leadership isn’t about strategy or structure—it’s about relationships. Specifically: Can or should managers be friends with their team?
This question took center stage in our inaugural CoachEm “Closing Arguments” Sales Leadership Debate, where two respected voices—Kevin Gaither and Mark Kosoglow—tackled it head-on. The debate was lively, real, and packed with lessons for any manager leading in today’s performance-driven, people-first world.
Here’s what I took away—and why I believe most sales leaders are better off being friendly, but not friends.
Why Good Reps Plateau and What Great Managers Do About It with Julie Fox
What happens when your strongest reps stop getting better? In this episode of Coach2Scale, Julie …
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Sales-Led Growth Isn’t Dead, It’s Just Misunderstood with Jeff Keplar
Jeff Keplar, former sales executive at Oracle, MapR, and Google, joins Coach2Scale to challenge one …
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Sell Like a Professional or Perish with Michael Muhlfelder
Matt Benelli sits down with sales veteran and Calm Ocean Sales founder Mike Muhlfelder for …
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Coaching the Top, Not Just the Bottom: How Sales Leaders Misallocate Development with Neil Wood
In this episode of Coach to Scale, sales trainer and former Olympic trials athlete Neil …
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Retention as a Leadership KPI with Tony Burnside
In this episode of Coach to Scale, we sit down with Tony Burnside, SVP of …
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Understanding the Sales Engagement Model with Tom Young
Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions …
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