What happens when your top-performing rep becomes a struggling front-line manager? In this episode, Dan …
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How to Scale Without Losing Your Top Reps with Dan Freund
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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.
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Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions …
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CROs Are Aligning with Capital Strategy with Michael Janes
In this conversation of Coach the Scale, host Matt Benelli sits down with Michael Janes, …
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Stop Telling, Start Coaching with Mike Montague
Let’s be honest; most managers are still getting coaching wrong. It’s not their fault. They …
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Avoiding Sales Leadership Landmines with Kevin Gaither
Most sales leaders don’t fail because they lack intelligence or effort—they fail because they step …
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Diagnosing and Fixing Hidden Growth Barriers with Bob Tharp
CROs know the drill. Targets are set, forecasts are made, and yet, quarter after quarter, …
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Drowning in Data, Starving for Insight: How Sales Managers Can Cut Through the Noise
If you’re a frontline sales manager, you know the drill. You start your day with …
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