What career lesson shaped your sales leadership most?

Blake Erickson

Founder · Scaling.com

Character matters most

Blake Erickson says his dad, his first business mentor, taught him that character matters more than anything, and that you should be able to go to bed feeling you're working in alignment with your character and integrity.

Max Freeman

SVP of Sales · Ramp

Stay in the trenches

Max Freeman says the lesson is to stay in the trenches with your sellers, because leaders who get too far from customers and what sellers do stop being helpful or adding value.

The answer starts at 54:55.

Kevin Wilson

CRO · Skimmer

Scale what's working

Kevin Wilson says the career lesson that shaped his sales leadership is to only scale what’s working, because things that aren’t working should keep being tested until they do.

The answer starts at 16:10.

Marcus Holm

Chief Revenue Officer · Exa

Embrace diversity

Marcus Holm says he has softened his stance and learned to embrace diversity, recognizing that people can get the same outcome through different approaches rather than needing to sell like him.

The answer starts at 46:17.

Larry Peters

Chief Revenue Officer · World Of Dance

Remove doubt

Larry Peters says his career lesson is to remove doubt from his team, coaching them to believe the product's value. He reasons that all client doubt comes from the salesperson, so belief makes a team effective.

Nick Bogaty

Chief Revenue Officer · Vercel

Failing

Nick Bogaty says failing shaped his sales leadership approach: he failed a lot and learned the hard way, so in recruiting he tries to fail less since you're never perfect.