In this episode of True Confessions of a Sales Leader, host Scott Olsen sits down with Tom O'Keefe, a seasoned executive who shares his captivating journey from sales leader to CEO. Tom emphasizes the importance of embracing curiosity and adaptability in achieving success and offers valuable insights on continuous learning, surrounding yourself with talented people, staying adaptive to technology, and finding the right fit as a leader. Listeners will gain inspiration and discover practical takeaways to apply to their own careers in sales and beyond ..read more

This episode of "True Confessions of a Sales Leader" features Joe Belenardo, CRO of Anthology, sharing invaluable insights from his extensive career in sales leadership. Drawing from over three decades of experience, Joe delves into the principles of servant leadership, trust, empowerment, and the significance of personal growth for building high-performing teams. His journey from the early days at IBM to leading sales at Anthology highlights the importance of adaptability and building strong relationships within teams and with clients. Joe's real-world examples and strategies offer a roadmap ..read more

Welcome to part one of our special two-part episode of “True Confessions of a Sales Leader.” We are honored to have on two guests: Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching,  founders of The Level Five Selling Coaching System, and authors of the book,  Level Five Selling: The Anatomy Of A Quality Sales Call Revealed.  Listen in as this virtual table of sales experts discuss why sales coaching is so important to an organization, especially in these times. In this first part of our two part discussion we will discuss: What is sales coaching? S ..read more

Managing a sales team during the pandemic?  You’ll want to listen to our new episode of “True Confessions of a Sales Leader,” The Olsen Group’s podcast where sales leaders share their secrets of success, insight, and guidance. For this crucial episode, we interviewed our own Gary Brashear, Managing Partner, The Olsen Group, and Matt Greene, head of sales for Fetch (https://www.fetchpackage.com/), a company that offers direct-to-door package delivery for apartment and multi-family buildings. Gary and Matt share how they are coping with the disruption, how they are motivating their sales te ..read more

In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company.  We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.  If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever sin ..read more

Let’s say you’ve hired a new sales team leader. They bring the chops, the energy, and the enthusiasm. But, what if they don’t have the experience your organization needs?  They might be new to your organization, maybe they’ve recently been promoted or have moved over into that role from another one.  Our three experts— Scott Olsen, founder of the Olsen Group, Gary Brashear of the Olsen Group, and Tony Esposito, a chief revenue officer and VP of sales—offer crucial advice on how to coach, make the right decisions, and ensure your new sales manager is embedded into your organizations ..read more

In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact. Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.  You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building ..read more

We’re excited to welcome back to “True Confessions of a Sales Leader,” Dr. Richard Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of a new book, “Level Five Sales Leader: Field-Tested Strategies to Close the Quota Gap! (The Level Five Selling Trilogy”). They join Scott Olsen, founder of The Olsen Group, and Gary Brashear, managing partner of the Olsen Group, to discuss not only their new book but just how sales coaching is an art, and how critical it is for successful sales leaders to be great sales coaches.  ..read more

Part 2 of our dual episode of “True Confessions of a Sales Leader” continues with a discussion with Dr. Richard “Dick” Ruff and John Hoskins, respected experts in sales coaching, founders of The Level Five Selling Coaching System, and authors of the book,  Level Five Selling: The Anatomy Of A Quality Sales Call Revealed.  In this episode, we’ll share insights and some real-world tactics on how you can get started on a sales coaching plan for your organization immediately.  ..read more

Have you ever had a sales mentor? Have you ever been a sales mentor? Looking for ways to integrate a mentorship program into your own sales organization but don't know how to start?  In this episode of “True Confessions of a Sales Leader” we discuss the power of mentorship in sales orgs and teams and how successful companies can use mentorship to ramp up sales, build confidence, and create success.  ..read more