In this episode of Sales Lead Dog, host Christopher Smith engages in a dynamic conversation with guest Randy Johnston, exploring key strategies for sales success and leadership in the industry. Randy emphasizes the importance of balancing customer support with realistic expectations, showcasing the give-and-take nature of effective sales relationships. He also highlights the significance of providing value-added solutions to customers, whether through cost-saving insights or personalized services tailored to different organizational levels.

Moreover, Randy delves into the critical role of delivering tangible ROI to clients, stressing the impact of well-spent time and valuable interactions on maintaining strong business relationships. By sharing personal anecdotes and professional insights, Randy underscores the necessity of equipping oneself with valuable resources and strategic approaches before engaging with high-level executives or key decision-makers. This emphasis on enhancing customer experiences and ensuring meaningful interactions serves as a cornerstone for long-term sales success.

Throughout the episode, Christopher and Randy reflect on the evolution of sales careers and the essential components that drive professional growth. From discussing the unexpected reliance on technology in customer interactions to the profound impact of system failures on business operations, the conversation sheds light on the intrinsic link between customer satisfaction, technological support, and successful sales strategies. By uncovering the secrets to sustaining prosperous client relationships and navigating the ever-changing sales landscape, this episode offers valuable insights for sales professionals seeking to elevate their performance and achieve lasting success in the industry.

Randy Johnston has been in the area of security software sales for the better part of 30 years. He has worked in start ups, enterprise class global companies, and some companies in between. Randy has excelled in the direct sales model calling on end user customers, and channel sales. He has led established sales teams, as well as companies where channel sales did not exist. He is passionate about leading with a mentoring approach and understanding that a sales team is made up of individual members with each team member being motivated differently but with one common goal.

Randy lives in the Tampa, Florida area and has a strong propensity for outdoor activities. He also believes in giving back to the community and sits on the Board of Directors for a large non-profit company.

Quotes:

"I think the first and foremost is you are always looking at ways that you can promote the people that work for you ahead of you, if that makes sense, to make sure that they have a ladder."

"You have to manage each individual team differently, understanding what motivates people to keep them moving in the same direction."

"Talking to everybody, making that effort to connect, is a skill that can be developed and learned."

Links:

Randy’s LinkedIn - https://www.linkedin.com/in/randytjohnston/

Nuspire - https://www.nuspire.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Steve Scherer, the vibrant VP of Sales and Marketing at CCB Technology, joins us for an enlightening conversation about his journey and the transformation of CCB Technology from a nonprofit software provider to a leading player in outsourced IT services. Steve provides an in-depth look at how CCB is dedicated to helping nonprofit organizations tackle budgetary challenges while offering robust cybersecurity solutions. His insights into the evolving tech landscape reveal CCB's commitment to data protection and employee training, ensuring nonprofits can focus on their missions without compromising security.

Through Steve's narrative, we uncover an unexpected path to leadership that emerged from a desire for meaningful work rather than traditional ambition. With authenticity and curiosity as guiding principles, he shares personal stories of financial struggles during college, emphasizing perseverance's critical role. Trust emerges as a cornerstone in leadership, with Steve illustrating how building and maintaining it is essential in forming lasting relationships and achieving professional success.

Steve also delves into the core of his leadership identity, sharing how mentorship and personal values have shaped his approach. With a focus on balancing work and life, he discusses practical strategies to improve leadership effectiveness, including candid conversations and embracing vulnerability. His guiding principle, the "top five for 10," underscores the importance of aligning work with personal values. Through these reflections, Steve provides a roadmap for personal and professional growth, highlighting the profound impact mentors can have at any stage of life.

Steve Scherer is a husband, father of four, the VP of Sales & Marketing at CCB Technology and not a top LinkedIn voice. Steve leads a Sales team responsible for $37mm in production and was promoted to take over the Marketing team in 2024. In 2024 his Sales team broke the company record for profit production and his Marketing team increased qualified lead production by over 70%.

The top 5 things he wants to be defined by in 10 years are God, Family, Church, Outdoors and Work.

He owns a purple bunny suit, was the commencement speaker at his alma mater UW Parkside in 2024 and has a poster in his office that tracks how many weeks he has left to live.

Quotes:

"Our heartbeat has remained the same over the decades: serving those who serve others. That's the foundation of CCB Technology."

"In the ever-evolving tech landscape, security isn't just a service; it's a necessity. We ensure nonprofits can focus on their missions without compromising data protection."

"Leadership isn't about a title; it's about influence. Sometimes, it takes someone else to tap you on the shoulder and help you see your potential."

"Authenticity and curiosity are key components of success. They drive us to ask the right questions and build trust in our relationships."

Links:

Steve’s LinkedIn - https://www.linkedin.com/in/stevelscherer/

CCB Technology - https://ccbtechnology.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Tommy Panissidi from Techworks Consulting steps into the spotlight to share the heartwarming story of how a local Long Island IT company is making a difference in their community. With a focus on genuine partnership and sustainability, Techworks stands out in the crowded field of managed service providers. Discover how proactive communication and strategic vision planning are not just buzzwords, but integral parts of their DNA, setting them apart from the rest. Plus, hear about CEO Chris Coluccio's commitment to local businesses through the MacArthur Business Alliance, reinforcing Techworks' dedication to community growth.

Positivity isn't just a mindset; it's a strategic tool for success in sales, as we explore in this episode. We tackle the energizing impact of optimism on team dynamics and company culture, drawing fascinating parallels between sales strategies and personal relationships. Sales may be an unexpected career path for someone with an IT background, but Tommy's journey shows how this unique blend of skills can lead to a newfound passion for client interaction and problem-solving. Building trust and strong relationships becomes more than an aim; it’s a way of life, likening IT professionals to business surgeons essential for success.

Leadership isn't just about titles—it's about influence, action, and learning from setbacks. This episode takes you through the journey from sales to leadership, highlighting the trials and triumphs along the way. Drawing lessons from basketball legends like Michael Jordan and Kobe Bryant, we explore the importance of aligning passion with the right opportunities. At Techworks, the pursuit of excellence is mirrored in their recruitment process, ensuring cultural fit and long-term success. Whether it's selecting the right CRM or nurturing genuine client partnerships, the focus remains on building a team that is motivated, determined, and perfectly aligned with company values.

With over 20 years of experience in the technology industry, Tommy Panissidi is a seasoned leader known for his exceptional client engagement and a deep commitment to delivering personalized, high-impact solutions. A dynamic professional with a keen sense of urgency, he brings a unique combination of leadership and a passion for staying ahead of the curve. Tommy's ability to provide white-glove treatment ensures that clients not only feel valued but are empowered with tailored strategies that keep them ahead of the competition. Whether navigating complex challenges or driving innovative solutions, Tommy’s approach is always results-driven and client-focused.

Quotes:

"At TechWorks, we believe that positivity isn't just a mindset; it's a strategic tool for business success."

"Our mission is to build true partnerships with our clients, fostering growth and sustainability within the Long Island community."

"Leadership is more about influence and action than titles. It's about learning from setbacks and helping others succeed."

"We see ourselves as more than just IT professionals; we're like business surgeons, vital for the health and success of our clients' operations."

Links:

Tommy’s LinkedIn: https://www.linkedin.com/in/tommy-panissidi/

Techworks Consulting: https://www.maketechwork.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog