Sales Momentum podcast

27:06

🎙️ Episode Title: “From the Court to the C-Suite: A Sales Career Built on Relationships and Learning” 🔹 Host: Howard Wolpoff , Sales Momentum Host 🔹 Guest: Michael Jones , VP of Sales & Marketing at Synoptix Software Background in large tech companies, consulting, executive leadership, entrepreneurship Currently focused on serving higher education and manufacturing sectors with FP&A software 🔑 Key Topics Covered: 💼 Sales Journey and Career Growth: Started at Oracle —a chance opportunity through a basketball game (accidentally broke Larry Ellison’s nose!) Learned the value of structured training and technical understanding early in his career Grew from individual contributor to sales leader, EVP, CEO, and business owner Attributes growth to seizing opportunity, mentorship, and constant learning 🧠 First Sales Role & Learning Curve: Entered tech sales with little product knowledge ("couldn’t spell 'relational' at the time") Underwent intense training at Oracle and was drawn to the analytical and problem-solving aspects of sales Learned the importance of adaptability and continuous development 🏀 Sales & Sports – Parallels in Competitiveness: Shared stories illustrating how sports competitiveness translates into sales drive Oracle valued his competitive nature—added to his job offer as the guy who "broke the CEO’s nose" 📈 Leadership & Sales Management: 🧩 Transitioning to Management: Described moving from individual contributor to manager as a shift from “math to calculus” Management = combining strengths of the team rather than relying solely on personal performance Compared leadership levels to coaching roles in sports—some are best suited to be position coaches, others head coaches 📚 Developing Sales Teams: Emphasized mentorship , reading , ongoing training , and A/B testing Encouraged failing fast and learning quickly from mistakes Believes everyone in sales, from the rep to the CEO, should be responsible for training and growth Today’s “university” is online (YouTube, LinkedIn, etc.)—learning resources are everywhere 🧭 Sales Philosophy: 🗣️ Customer-Centric Selling: If the salesperson is talking more than 20% of the time, they’re doing it wrong Focus on deep client research before the meeting —understand the business, role, market, and personal background Build value through targeted questions and solution alignment 🧠 Sales Preparation: Today’s tools (e.g., LinkedIn, Apollo, ZoomInfo) offer a huge advantage—but everyone has access to them The real differentiator: who prepares better and uses the tools more effectively 💡 Takeaways: Sales careers can begin in unexpected ways —always be ready to pivot and learn Training matters —intense learning early in a career builds a solid foundation Managing is not just doing—it’s coordinating, developing, and evolving a team Mentorship and constant education are crucial to long-term success Sales success lies in preparation and listening —not in flashy talk or outdated tactics Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/ Michael Jones - https://www.linkedin.com/in/mzj11/…

Sales Momentum

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Building from Scratch: A CIO’s Candid Take on Becoming the Sole Salesperson featuring Kathleen Hurley 23:31

10 days ago23:31

23:31

In this compelling episode of Sales Momentum , Howard Wolpoff sits down with Kate Hurley , an accomplished CIO-turned-entrepreneur who’s stepping into the world of sales for the first time in her impressive career. After years of leading tech strategy and operations for major real estate firms like CBRE and Madison International Realty, Kate is now the founder of Sage Inc. , helping companies save time and money through smart technology solutions. But there’s a twist—Kate now finds herself as the sole salesperson for her growing business. Together, Howard and Kate dive deep into the mindset shift, the unexpected lessons, and the challenges that come with transitioning from internal operations to external sales. From building relationships to learning the art of patience in the sales cycle, Kate offers a raw and insightful look at what it means to start from scratch in sales—even when you’re already a seasoned executive. What You’ll Learn in This Episode: Why technical expertise doesn’t always translate to sales success The emotional and practical hurdles of becoming your own sales team How relationship-building differs before and after the deal The hidden challenges in learning sales “on the fly” as a founder Why a clear “no” in sales can be just as valuable as a “yes” How understanding your client’s decision-making timeline is crucial The power of connecting through shared networks and inbound leads Key Quote: “You’re stacking a job you don’t know—sales—on top of the two or three jobs you’re already doing as a founder. That’s a challenge I didn’t fully prepare for.” – Kate Hurley About Kate Hurley: Kate is the founder of Sage Inc., a New York-based technology advisory firm. With decades of experience as a Chief Information Officer, Kate brings her operational excellence and client-facing insight to help organizations become more efficient, secure, and scalable. Tune In To Learn: ✅ Why sales isn’t just pitching—it’s strategy, patience, and service ✅ How being “tech fluent” can both help and hinder your sales growth ✅ What every founder should consider about sales before they launch Let’s Build Your Sales Momentum: 👉 If you’re a founder, executive, or transitioning pro navigating your first real sales journey—this episode is for you. 🎧 Available now on Spotify, Apple Podcasts, and all major platforms. Connect with Howard: LinkedIn: Howard Wolpoff Website: www.HowardWolpoffSWC.com Connect with Kate: LinkedIn: Kate Hurley Sage Inc.: www.sage.inc…

Sales Momentum

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Crafting Vision and Sales Success featuring Chris Isley 24:08

13 days ago24:08

24:08

Sales Momentum Podcast - Episode: Crafting Vision and Sales Success Host: Howard Wolpoff Guest: Chris Isley, Vice President of Sales, The Temeka Group Episode Summary: In this episode of Sales Momentum , host Howard Wolpoff sits down with Chris Isley, Vice President of Sales at The Temeka Group, to discuss how strategic store build-outs impact customer experience, branding, and ultimately, sales success. Chris shares insights into The Tameka Group’s journey from residential signage to building retail spaces for major brands and evolving industries like cannabis, sports, and museums. Key Takeaways: 🔹 The Evolution of The Temeka Group – Started in 1991 with directional signage for new home developments, later expanding into retail stores and beyond. 🔹 Retail Design & Customer Experience – How the right store layout impacts product presentation, customer flow, and compliance (especially in regulated industries like cannabis). 🔹 Business Development Strategies – Exploring new markets, including museums, sports stadiums, and medical offices, to adapt to the evolving retail landscape. 🔹 The Power of Storytelling in Sales – How sharing past project experiences (like the George Jones Museum) builds trust and helps clients envision their ideal store. 🔹 Sales Team Development – Strategies for turning route salespeople into top performers by encouraging deeper client engagement and understanding customer needs. Notable Stories & Insights: ✨ The George Jones Museum build-out: How broken Grammys and a legendary country singer’s lawnmower told a compelling brand story. ✨ Cannabis retail design: From compliance to customer experience, how The Tameka Group has built 800 dispensaries in 24 states. ✨ Sports stadium retail: The importance of blending history and storytelling into merchandise spaces. Actionable Sales Advice: ✔️ Understand your client’s vision and industry requirements. ✔️ Use storytelling to create emotional connections and build trust. ✔️ Adapt sales strategies based on customer priorities—efficiency vs. experience-driven retail. ✔️ Encourage sales teams to go beyond surface-level interactions to uncover new opportunities. 💡 Key Quote: "You never know where the next opportunity will come from. The key is to stay persistent, tell the right story, and build relationships that turn into long-term success." – Chris Isley 🔗 Follow Howard Wolpoff: LinkedIn | Website 🔗 Connect with Chris Isley: LinkedIn | The Temeka Group 📢 Join the Conversation: Share your thoughts on LinkedIn or tag us on social media! 📩 Subscribe for More Sales Insights!…

Sales Momentum

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Mastering Sales Across Industries featuring Greg Sharp 25:34

19 days ago25:34

25:34

Sales Momentum Podcast – Episode Notes Title: Mastering Sales Across Industries featuring Greg Sharp Host: Howard Wolpoff Guest: Greg Sharp, President of The Retaja Group Episode Overview: In this episode of Sales Momentum , we dive into the fascinating career of Greg Sharp, a sales leader with experience spanning technical sales, real estate, and capital raising. We explore his journey from engineering to sales, his bold career shifts, and the lessons he's learned in building businesses and closing deals across different markets. Key Discussion Points: Transition from Engineering to Sales Why Greg left engineering for sales and the mindset shift required. His early success selling computer-generated holograms, building a $2M business. Taking the Leap into Real Estate Sales The pivotal moment Greg decided to quit his job and jump into real estate. The challenges and rewards of transitioning into a completely new sales field. The importance of commitment—burning the ships and pushing forward. Selling in Different Markets Comparing technical sales to real estate—finding pain points vs. selling opportunity. How Greg raised capital and built trust with investors. Lessons from writing his first $1M check to an investor. The Power of Mentorship in Sales How a mentor helped Greg accelerate his real estate success. The value of learning from experienced professionals in any sales field. Overcoming Sales Challenges & Staying Motivated The grind of cold calling and follow-ups—why persistence is key. The role of discipline and structure in high-performance sales teams. How sales professionals can manage emotions and make data-driven decisions. The Role of Coaching in Sales Success Why top performers seek out coaches for honest feedback and growth. Developing resilience and emotional discipline in high-stakes situations. Final Takeaways: Sales is a skill that applies across industries, but each field has its nuances. Commitment and perseverance are crucial—sometimes, the only way is forward. A strong mentor or coach can make all the difference in sales success. Sales is a process, and consistent effort is key to winning big deals. Learn more at https://retajagroup.com/ 🔹 Subscribe to Sales Momentum for more insights and strategies from top sales professionals.…

Sales Momentum

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Thriving in Sales Through Resilience and Adaptability featuring Professor Pete Alexander 27:21

28 days ago27:21

27:21

In this episode of Sales Momentum , Howard Wolpoff sits down with Professor Pete Alexander, a seasoned entrepreneur and sales leader, to discuss his journey in turning around a failing business, navigating through the challenges of COVID-19, and growing a company that specializes in designing and maintaining lush office environments. They explore the sales strategies that have helped his business not only survive but thrive in a competitive market. Key Takeaways: 1. The Journey to Entrepreneurship Professor Pete transitioned from corporate roles to business ownership in 2004. He acquired Office Plants by Everything Grows, despite some overlooked initial challenges. The company was struggling at the time of purchase, but he successfully turned it around. 2. Overcoming the Impact of COVID-19 March 2020 saw a 60% loss of business in just 30 days due to office closures. Customized solutions helped retain essential clients, such as hospitals and businesses requiring in-person operations. Employee retention strategies included safety protocols and COVID bonuses for field workers. The company fully recovered by the end of 2023 and even acquired competitors who couldn’t sustain operations. 3. Sales Strategies for Sustainable Growth Referral-Based Growth: The primary lead source is client referrals, a testament to high service satisfaction. Strategic Partnerships: Networking with complementary businesses, particularly those involved in office relocations, generates valuable leads. Visual Sales Proposals: Unique design previews allow clients to visualize plant installations before purchasing. Digital Marketing: Google Ads and online inquiries contribute to acquiring new customers. 4. The Long-Term Value of Client Relationships Maintaining strong client relationships is key to ongoing business success. Providing excellent service leads to repeat business and referrals. Growth opportunities arise from evolving office designs and customer needs. Final Thoughts: Professor Pete’s journey highlights the power of resilience, adaptability, and strategic sales initiatives in business success. His ability to navigate challenges, particularly during the pandemic, serves as a blueprint for entrepreneurs looking to create sustainable and growing businesses. Connect with Us: 🔹 Host: Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/ https://southwesternconsulting.com/coaches/howard-wolpoff/ 🔹 Guest: Professor Pete Alexander - https://officeplants.com/ 🎙️ Subscribe to Sales Momentum for more insights on sales strategies, business growth, and leadership.…

Sales Momentum

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Setting Roots and Driving Sales Success featuring Sandra Antoun 26:09

5 weeks ago26:09

26:09

Episode Notes: Sales Momentum Podcast Episode Title: Setting Roots and Driving Sales Success Host: Howard Wolpoff Guest: Sandra Antoun, Director of Sales & Marketing, Vintage IT Services Overview: Welcome back to Sales Momentum! In this episode, we explore what it means to truly set roots at a company, developing not just personal sales success but also playing a pivotal role in shaping the sales and marketing strategy of the entire organization. Our guest, Sandra Antoon, has been with Vintage IT Services since 2009 and has played a key role in its growth. She has been recognized as the 2023 CRN Sales Executive of the Year, a 2024 CRN Exclusive Leader, and a Power 100 Honoree. Sandra shares insights into building long-term sales success, integrating sales and marketing, and leveraging technology to enhance client engagement and retention. Key Topics Discussed: 1. The Power of Longevity in Sales Sandra’s journey from sales executive to Director of Sales & Marketing at Vintage IT Services. Why staying at one company can provide stability, deeper industry knowledge, and opportunities for leadership growth. The value of strong company culture and leadership in retaining top sales talent. 2. The Evolution of Sales & Marketing at Vintage IT Services How Sandra helped shape the company’s sales processes and marketing strategies. The importance of sales and marketing alignment to ensure consistent messaging and customer engagement. Leveraging data to understand client needs and adjust outreach accordingly. 3. Leveraging Newsletters as a Sales Tool How Vintage IT’s weekly newsletter has been running for over 20 years and reaches 29,000+ recipients. The importance of mixing industry content with engaging, value-driven topics (e.g., music, local recommendations, nonprofit spotlights). How tracking newsletter interactions helps identify sales opportunities. 4. Utilizing LinkedIn Newsletters & SEO for Growth The advantages of LinkedIn newsletters in expanding reach and engagement. How Sandra optimizes SEO and digital presence to drive inbound leads. The impact of third-party recognition and industry accolades in boosting credibility. 5. Client Engagement & Retention Strategies The ‘Warm 250’ strategy: maintaining relationships with former prospects and past clients. Understanding pain points and tailoring follow-ups based on client interactions with marketing content. Why world-class service is key to long-term client retention and growth. Key Takeaways: Longevity in sales roles can lead to deep industry expertise and leadership opportunities. Sales and marketing must work together to create a seamless customer journey. Consistent, value-driven content fosters engagement and uncovers sales opportunities. Tracking digital engagement can provide valuable insights for targeted outreach. Leveraging industry recognition enhances credibility and attracts high-value clients. Resources & Links: Connect with Sandra Antoon on LinkedIn: https://www.linkedin.com/in/sandra-antoun-082b1b14/ Learn more about Vintage IT Services: https://www.vintageits.com Follow Sales Momentum for more episodes: https://www.youtube.com/@SalesMomentumPodcast Final Thoughts: Sandra’s experience proves that setting roots at a company, staying adaptable, and using data-driven sales strategies can lead to long-term success. Whether you’re looking to refine your sales approach or build stronger marketing integration, her insights offer valuable lessons for sales professionals at all levels. Tune in next time for more sales insights and strategies on Sales Momentum! Don’t forget to subscribe, leave a review, and share this epi…

Sales Momentum

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The Power of Radio Sales: Creativity, Connection, and Lasting Impact featuring Tim Dodd 30:47

6 weeks ago30:47