Coach2Scale Podcast

Are your reps just making calls or making progress? Paul Fannon dropped a truth bomb in our latest Coach2Scale Podcast episode: Every sales call should have a purpose. ?? Too many teams let reps chase bad leads, settle for vague next steps, and mistake activity for progress. But great sales teams remove the guesswork. They make every conversation count by targeting the right people, with the right message, at the right time. If you’re not eliminating wasted sales calls, you’re wasting opportunities. Watch this quick clip, then check out the full episode: https://lnkd.in/gyfWWzqh #SalesCoaching #SalesLeadership #SalesStrategy

Our CoachEm VP of CS was on the Women in Revenue podcast this week. If you like Coach2Scale, you might enjoy this show, too!

?? Stop Asking Hypothetical Questions! ?? Hiring the right salesperson isn’t about “gut feel” or how well they can answer, “Sell me this pen.” It’s about digging into real past behavior—because past performance is the best predictor of future success. On podcast this week, Kevin Gaither and Matt Benelli talked about how too many sales leaders ask weak, hypothetical questions in interviews: ? “How would you handle a difficult customer?” → Anyone can make up a great answer. ? “Do you consider yourself competitive?” → Of course, they’ll say yes. Instead, Kevin shared a better approach: behavioral interviewing. ? “Tell me about a time you dealt with a difficult customer. What did you do?” ? “When was the last time you were truly competitive? Business or personal.” ? “Tell me about a time you received tough feedback. How did you respond?” Why? Because candidates can’t fake real experiences. If they struggle to give a solid example, they probably haven’t actually done it. Hiring great reps starts with asking great questions. Sales leaders—what’s your go-to interview question? Let’s hear it below. ?? #SalesHiring #SalesLeadership #BehavioralInterviewing #HiringTopTalent

Sales teams are drowning in data. Call transcripts, pipeline analytics, email tracking—every tool promises insights, but most managers are still asking the same question: ?? “Now what?” In my conversation with Bob Tharp, we tackled a big misconception: AI can enhance sales coaching, but it won’t replace it. AI-powered tools like Gong and SixSense can surface trends, analyze conversations, and identify risks. But data alone doesn’t drive performance—coaching does. ? AI tells you who is struggling—but managers still need to coach them. ? AI highlights what’s wrong—but leaders must guide reps on how to improve. ? AI can automate insights—but accountability and execution are still human-driven. Bob put it perfectly: “Data without action is just noise.” AI should be an amplifier, not a crutch. The best sales leaders use it to prioritize coaching, not replace it. How are you using AI in your sales process? Let’s discuss. ?? #AIinsales #salesleadership #salescoaching CoachEm

The Biggest Myth in Sales: "Great Reps Don’t Need Coaching." You probably hear it all the time: "We hire experienced salespeople—they should know what to do." But as Thad Zylka said on the latest podcast, that’s completely wrong. ?? “Everybody needs a coach. Some of the greatest athletes need more coaching than anybody.” Experience doesn’t mean perfection. Even top reps develop bad habits over time. Without coaching, they aren’t improving—they’re just repeating. The best sales leaders don’t just manage numbers. They develop people. They take good reps and make them great. Want to hear more? Check out this episode where Thad breaks down why coaching isn’t optional—even for your best sellers. https://lnkd.in/gdUWGjBA #SalesLeadership #SalesCoaching #CoachingCulture #LeadershipDevelopment #ContinuousImprovement CoachEm Matt Benelli Colum Lundt

AI was supposed to make selling easier and faster… so why are sales cycles getting longer? Andy White breaks down a surprising disconnect between the perception of AI and reality: ? 92% of sales leaders say AI is making their teams more efficient. ? But when you look at CRM data, sales cycles are actually getting 12% longer. So what’s happening? Too many sales orgs are using AI to automate noise instead of sharpen execution. They’re flooding top-of-funnel activity with AI-generated emails, but they’re not improving deal strategy, customer alignment, or rep effectiveness. Sales pros—how are you seeing AI change sales? Good, bad, or somewhere in between? Let’s talk. ?? ?? Full episode here: https://lnkd.in/g63FmWUQ #AIinSales #SalesTech #SalesLeadership #SalesStrategy #RevenueGrowth CoachEm Matt Benelli Colum Lundt Mike Myers Summer Battle

Far too many organizations say they have a coaching culture, but their actions tell a different story. ? Managers cancel 1:1s when they get “too busy.” ? Coaching conversations turn into deal reviews. ? Coaching becomes reactive instead of a structured, measurable practice. On the podcast this week, Josh Horstmann explains to Matt Benelli what it takes to create a true coaching culture—one where every rep, manager, and executive knows coaching is a priority and part of their development. His advice? 1?? Model the behavior at the top. 2?? Structure coaching sessions around skill development, not deals. 3?? Measure the success of coaching with leading and lagging indicators. Organizations that invest in coaching don’t just improve performance—they reduce attrition and create stronger pipelines for future leadership. ?? Catch the full episode here: https://lnkd.in/gh_KFees #SalesLeadership #CoachingCulture #ContinuousImprovement #LeadershipDevelopment #CoachToScale CoachEm

?? Your ICP Isn’t What You Think It Is ?? In this week’s Coach2Scale Podcast episode, Brent Holloway shared with Matt Benelli a hard truth about sales... The biggest myth? That ICP is one-size-fits-all. The reality? Your ICP should be tailored based on sales motion, region, and even growth stage. Brent breaks down why many sales teams chase the wrong prospects, wasting time on deals with low win rates and long cycles instead of focusing on the right customer segments that drive efficiency and higher ASPs. ?? How to refine your ICP? ?? Dig into your historical win/loss data—look for patterns in company size, industry, and growth rate. ?? Stop chasing “shiny objects” with 10% win rates—double down on accounts where you win consistently. ?? Recognize that different segments require different strategies—Enterprise ICP ≠ SMB ICP. ?? Watch this clip where Brent shares his insights into ICP refinement! ?? Full episode here: https://lnkd.in/gxUuGcSR What’s the biggest mistake sales teams make when defining their ICP? Let’s discuss in the comments! ?? #Coach2Scale #SalesLeadership #IdealCustomerProfile #SmartSelling #SalesCoaching #RevenueGrowth

We’ve just updated our LinkedIn page and launched this first episode of 2025!

I'm grateful for the impact Mike Myers has had on my career and personal growth. From teaching me a sales methodology to emphasizing the importance of coaching and investing in managers, he has been instrumental in my achievements. I've also learned valuable lessons in humility and maintaining a positive attitude from him. #Mentorship #CareerGrowth #Gratitude CoachEm Matt Benelli and Colum Lundt