Global Vice President of Commercial Excellence Yujing Liu is here to share her compelling journey, insights, and strategies that have led to a distinguished career at Solmax. We engage in a lively discussion about how geosynthetics are revolutionizing sustainable construction, reducing reliance on traditional materials like concrete. Yujing's story is one of resilience and growth, as she conquered language barriers and self-doubt to excel in her global role. Her experiences provide a roadmap for anyone eager to cultivate confidence and curiosity to achieve professional success.

Our conversation takes us through the adventurous landscapes of early career transitions, highlighting the unexpected growth that comes from embracing challenges. From moving from Shanghai to France without knowing the language, Yujing exemplifies how viewing mistakes as opportunities can foster personal development. We underline the significance of building trust and human connections in unfamiliar environments, and how blending analytical skills with relationship-building can create a vibrant and cooperative team dynamic. These lessons are crucial for anyone navigating career changes and seeking effective ways to connect with new teams.

Leadership and CRM systems take center stage as we explore the art of motivating sales teams and transforming perceptions of technology. Balancing ambition with realism, we discuss how empowering team members can unlock their full potential and achieve collective goals. We also address the evolution of CRM systems — once seen as a burden, now a valuable tool for uncovering opportunities and enhancing customer relationships. With insights into improving CRM's analytical capabilities, this episode offers a comprehensive look at the essential elements driving success in today’s dynamic business environment. Connect with Solmax and tap into additional resources through their website or LinkedIn.

Yujing Liu is the Global Vice President of Commercial Excellence at Solmax, where she leads strategy, processes, and tools to drive profitable growth across the company’s worldwide operations. She partners with regional and functional leaders to strengthen sales effectiveness, optimize pricing, and enhance customer experience, ensuring commercial teams are equipped to win in competitive markets.

Quotes:

"Curiosity is my secret weapon; by constantly asking 'why,' I've found better ways to do things and unlock new opportunities."

"Embracing challenges and viewing mistakes as gifts have been pivotal in my career journey. It's through setbacks that we often learn the most."

"Confidence can be nurtured over time. Even if you weren't born with it, you can cultivate it through practice and self-reflection."

"Building trust in unfamiliar environments is crucial. It's not just about presenting data but about forming human connections."

Links:

Yujing’s LinkedIn - https://www.linkedin.com/in/yujing-liu-66a32b10/

Solmax - https://www.solmax.com/us/en

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

We had the privilege of sitting down with Marek Wasilewski, the dynamic Vice President of Sales for Americas and Latin America at Extreme Networks, to uncover the secrets behind his remarkable journey from aspiring fashion designer to sales powerhouse. Marek's story is a captivating narrative of ambition, resilience, and mentorship, painting a picture of how early experiences in selling timeshares and novelty memberships shaped his career. He shares invaluable lessons on how tough sales environments can be transformative, providing the backbone needed to succeed. Marek's tale is not just about climbing the career ladder but about sculpting one's character in the process and turning challenges into stepping stones.

We also explore the TEAM framework, a game-changing strategy Marek developed to revitalize underperforming business units, showcasing the power of communication as a cornerstone of success. The conversation takes a futuristic turn as we dissect the impact of AI on sales, with frameworks like BANT, CHAMP, and MEDDIC offering foundational guidance in this evolving landscape. Marek offers insights into the philosophical dimensions of AI advancements, pondering their broader implications on the sales field. With AI's rapid evolution, epitomized by tools like ChatGPT-5, Marek's forward-thinking perspective challenges us to envision a transformed future where adaptability and team alignment become the keys to thriving in sales.

Marek Wasilewski is a globally accomplished Revenue Leader with over two decades of experience leading high-performance teams and scaling multi-million-dollar growth across enterprise, SaaS, cloud, and service provider markets. From driving 28% growth in a major LATAM region to taking enterprise revenue from $0 to $5M in just 12 months, Marek has consistently delivered transformative results at scale.

Currently based in Austin, Texas, Marek brings a powerful mix of boardroom credibility and field-tested resilience. He’s the creator of the T.E.A.M. Leadership Framework—Talk, Evaluate, Action, Mentor—designed to inspire performance and build trust across global teams. His leadership ethos? “Business is like cycling—every climb builds strength, and success comes from preparation, endurance, and shared effort.”

Named to CRN’s Channel Chief list and a multi-time President’s Club and Chairman’s Inner Circle winner, Marek has held executive roles with some of the largest companies, leading teams across the Americas, EMEA, and APAC. His expertise spans GTM strategy, recurring revenue models, AI-driven sales transformation, and customer-centric execution.

When he’s not leading global sales strategy, you’ll find him on two wheels—contributing to Dallas-based cycling charity events and recharging through endurance sports that mirror his leadership style: focused, resilient, and purpose-driven.

Quotes:

Nobody grows up saying I want to be a salesman. I left school wanting to be a fashion designer, but sales found me, and it turned out to be my true passion."

"Selling timeshares and novelty memberships taught me resilience. It's about understanding that you're one call away from success and learning to deal with rejection."

"Effective communication is the cornerstone of success. Over-communicating both internally and externally can transform underperforming business units."

"The TEAM framework is built on four principles: Talk, Evaluate, Act, and Mentor. It's about creating a consistent and disciplined approach to revitalizing teams."

Links:

Marek’s LinkedIn - https://www.linkedin.com/in/mwasil/

Extreme Networks - https://www.extremenetworks.com

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

Unlock the secrets to revolutionizing your sales strategy with the power of AI! Join us as we sit down with Drew Regan, Global Leader, CRM Modernization & AI Solutions at Microsoft, who brings fresh insights from his recent move from Salesforce. Discover how AI is not just a buzzword but the backbone of a seamless, efficient work environment, helping businesses consolidate data and obliterate silos. With Microsoft's cutting-edge applications like Azure, Outlook, and Dynamics, you'll learn how to harness AI for dynamic, streamlined processes that transform mundane tasks into strategic opportunities.

Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency. We tackle the common frustrations of sales professionals burdened by traditional CRM systems and unveil how AI and automation, through platforms like Microsoft's Dynamics 365 and Salesforce, are game changers. Imagine freeing up valuable time to focus on building customer relationships instead of logging information. Our conversation underscores the value of a unified platform that eliminates complexity and boosts productivity, all while keeping the focus on what truly matters—driving business success through meaningful customer interactions.

As we explore the future of AI in sales, witness firsthand the immense potential of AI-driven tools like Microsoft's Copilot and Dynamics. These technologies drastically cut down the time and effort needed for tasks like preparing QBR presentations, empowering sales teams to prioritize strategic deals. From enhancing decision-making with precise data analytics to automating routine tasks, AI is reshaping modern business practices. You'll hear real-world examples of how AI optimizes field service operations and meeting preparations, paving the way for a more productive and successful future. Don't miss out on learning how AI is not just a tool but a strategic partner in revolutionizing your sales processes.

Drew Regan is a Global Leader and Principal Business Program Manager based in Charleston, South Carolina, guiding organizations of all sizes to modernize CRM with an AI-first approach across all stakeholders. With a strategic mindset and passion for innovation, Drew helps businesses transform with speed to stay ahead of the competition and drive measurable impact by deploying productivity and automation across their entire operation.

As a strategic and trusted partner, Drew leads customers through the AI-driven shift from legacy CRM systems to modern, intelligent enterprise platforms, enabling smarter engagement and scalable growth. His programmatic approach, collaborative leadership, and results-oriented mindset empower teams and customers to thrive in today’s dynamic digital landscape.

Quotes:

"AI isn't just a buzzword—it's becoming the backbone of a seamless and efficient work environment, helping businesses obliterate silos and consolidate data."

"With Microsoft's cutting-edge applications like Azure, Outlook, and Dynamics, AI is transforming mundane tasks into strategic opportunities, paving the way for modern sales success."

"Say goodbye to the drudgery of manual data entry and hello to a new era of CRM efficiency where AI and automation become game changers."

"The true power of AI lies in its ability to automate routine tasks, allowing sales teams to focus on what truly matters—building meaningful customer relationships and driving business success."

Links:

Drew’s LinkedIn - https://www.linkedin.com/in/drew-regan-01272b7/

Microsoft - https://www.microsoft.com/en-us/

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

Nicolas Restrepo, the Senior VP of Sales at World Emblem, joins us to share his remarkable journey from aspiring lawyer to sales leader. As the largest emblem manufacturer and garment decorator, World Emblem offers a unique perspective on current economic trends, serving as a barometer through its work with uniforms and personalized consumer items. Nic uncovers his personal path in sales, emphasizing the power of curiosity, connection, and authenticity. We explore the latest customization trends, juxtaposing sleek metallic designs with nostalgic chenille styles, as Nic illustrates the importance of listening and humility in forging genuine sales relationships.

Transitioning into leadership roles presents its own set of challenges and opportunities, and Nic is candid about both. The episode delves into the nuances of guiding new talent and the invigorating energy it brings. While embracing the process and maintaining persistence, Nic underscores the importance of overcoming personal ego and allowing others to shine. For those aspiring to leadership positions, the focus should be on fostering others' success and recognizing talent, all while appreciating the often repetitive yet rewarding behind-the-scenes work necessary for nurturing a thriving team.

Drawing inspiration from the former CEO of Ford, who revolutionized company culture with transparency and vulnerability, we explore transformative leadership strategies. Open communication and a red-yellow-green project status system are central to this discussion, promoting the value of setting ambitious goals and stepping outside comfort zones. We also explore the critical role of CRM systems in sales success, likening their use to a well-coordinated sports team where everyone knows their role. By making CRM data both accessible and actionable, sales teams can achieve optimal performance and make meaningful client connections. Finally, we extend an invitation to join the Sales Lead Dog Pack and explore our expansive content library, available across various platforms to keep you engaged and informed.

Nicolas Restrepo is the Senior Vice President of Sales at World Emblem, one of the world’s leading suppliers of high-quality custom apparel decorations. He is passionate about lifelong learning, achieving goals through teamwork, and leaving a lasting legacy in the textile manufacturing industry.

Quotes:

"In sales, the power of curiosity, connection, and authenticity can truly unlock success."

"Transitioning into leadership means overcoming personal ego and letting others shine."

"Effective leadership requires setting ambitious goals and stepping out of your comfort zone."

"A well-coordinated sales team is like a sports team—everyone needs to know their role for optimal performance."

Links:

Nic’s LinkedIn: https://www.linkedin.com/in/nicolas-nic-restrepo/

World Emblem: https://www.worldemblem.com

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

John Donnelly, Executive Director of Sales for Service First Mortgage, graces our latest episode with his wealth of experience in the ever-evolving mortgage lending industry. Known for his innovative approach and competitive edge, John discusses the pressing challenges of a market fraught with decreased demand and intense competition. He shares his unique strategies for success, from collaborating with realtors and builders to offering educational classes and special rate promotions. John's journey, which began with a passion for sales in his high school years, is a testament to the power of constant learning and effective listening.

Leadership is not without its hurdles, and John opens up about the tough decisions that come with the territory. From the initial hesitation to let go of employees who aren't a perfect fit, to the rewarding aspects of recruitment and securing deals, our conversation brings to light the complexities of building a successful team. John’s personal narrative of leadership and resilience is further illustrated by his commitment to climbing Mount Kilimanjaro, driven by inspiration from the book "The 12-Hour Walk". This endeavor reflects his dedication to pushing boundaries and embracing personal growth through formidable challenges.

We also dive into the crucial role of Customer Relationship Management (CRM) systems in business success. John shares insights on overcoming the common hurdles of CRM adoption by leveraging the expertise of power users and fostering an environment of open communication. By starting small and encouraging collaboration, businesses can unlock the full potential of their CRM systems. Tune in to absorb these invaluable insights and connect with John and Service First Mortgage on LinkedIn for ongoing conversations on maximizing sales success and CRM engagement.

John Donnelly serves as the Executive Director of Sales at Service First Mortgage, a company dedicated to community enrichment and financial empowerment. Passionate about leadership development, John focuses on fostering growth and achievement through speed, service, and synergy. He believes success stems from strong leadership, a growth mindset, and partnering with organizations that deliver excellence. Committed to making a lasting impact, John strives to be an influential leader in both the professional and personal lives of his team.

Quotes:

"In today's competitive mortgage market, innovation and hustle are not just strategies; they're necessities."

"Leadership isn't just about making decisions; it's about making the right decisions, even when they're tough."

"The journey from passion to success in sales is paved with constant learning and the courage to listen."

"Climbing Mount Kilimanjaro taught me that leadership and resilience often require taking one step at a time, no matter how daunting the path."

Links:

John’s LinkedIn - https://www.linkedin.com/in/thejohndonnelly/

Service First Mortgage - https://playbig.mortgage/

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

Bill Berger, Executive Director of Fairbanks Morse Defense, joins us to reveal the transformation of his historic company into a powerhouse supplier for the Navy and Coast Guard. With a foundation laid during his time as a Marine Corps officer, Bill shares his mission-driven approach and the pivotal role adaptability has played in his journey. His story is a testament to the power of people skills in both sales and leadership, emphasizing the need to genuinely understand the needs of your team and customers. Bill's transition from the Marine Corps to sales was sparked by personal circumstances, and he details how an early passion for technology, inspired by his father, has shaped his career in meaningful ways.

For those aiming to build a successful sales team, Bill's experiences are an invaluable resource. He recounts lessons learned from the telecom industry's boom and stresses the long-term strategies that are crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense, underscoring the importance of patience and a long-term vision. Bill shares insights into effective hiring practices, highlighting how qualities like patience and a methodical approach can sometimes outweigh direct experience, demonstrated by a recent successful hire from a shipyard.

Listeners looking to enhance their leadership capabilities will find Bill's insights particularly beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks, using his own experiences as a guide. Bill’s transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems, ensuring they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders eager to refine their skills and drive their teams toward success.

Bill serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD). In this role, Bill acts as the enterprise primary contact for the Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding and Mission Technologies for all ten business units of FMD and is the FMD executive team’s representative to senior management team at these customers. Bill also manages FMD’s Data Analytics/Programs team.

Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC and Ultra Electronics’ TCS and DNE business units. He has over 29 years of experience in selling technology solutions to the Department of Defense, Telcos and commercial businesses. Bill is a past president of the Marine Machinery Association, as well as being active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council. Bill has a MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps and served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines. Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron.

Quotes:

"In sales and leadership, it's not just about closing deals—it's about understanding and meeting the needs of both your team and your customers."

"The transition from the Marine Corps to sales was driven by personal circumstances, but it taught me the power of adaptability and resilience."

"When selling to the Department of Defense, patience and a long-term vision are not just virtues; they are necessities."

"Effective leadership is rooted in empathy, resilience, and the ability to learn from setbacks."

Links:

Bill’s LinkedIn - https://www.linkedin.com/in/bill-berger-5458826/

Fairbanks Morse Defense - https://www.fairbanksmorsedefense.com/home

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

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer.

Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes.

Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales.

Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients.

His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams.

Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity.

For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.

Quotes:

"Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business."

"Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product."

"If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes."

"The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."

Links:

Website (CEO Sales Strategies): https://ceosalesstrategies.com/

Vibitno: https://vibitno.com/

Facebook: https://www.facebook.com/Dougcbrown123/

LinkedIn: https://www.linkedin.com/in/dougbrown123/

Instagram: https://www.instagram.com/dougcbrown_/

CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies

Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak

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

Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.