What does it take to go from making 500 cold calls a day to leading high-performing sales teams in an AI-driven world? In this episode of Sales Momentum, host Howard Wolpoff sits down with Kevin McLenithan, VP of Sales at RevScale AI, to uncover the hard-earned lessons from his journey—spanning from military discipline to mastering relationship-based sales.

🔹 How AI is transforming franchise sales & lead generation
🔹 Why scripts aren’t the enemy—but sounding robotic is
🔹 The real key to client loyalty (hint: it’s not just closing deals)
🔹 Learning from mistakes & “negative aha moments” in sales
🔹 Transitioning from an individual contributor to a leader—what really changes

This episode is packed with insights on resilience, adaptation, and how technology is shaping the future of sales. Whether you’re on the front lines of cold calling or leading a sales team, Kevin’s journey and leadership philosophy will leave you with valuable takeaways.

Learn more about Kevin at https://www.linkedin.com/in/kevinmclenithan12/ and RevScale AI at https://www.revscale.com/

🎧 Listen now and discover how to sell smarter, lead better, and build relationships that last.

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥

In this episode of Sales Momentum, host Howard Wolpoff welcomes Remy Piazza, a seasoned Chief Revenue Officer with 20+ years of experience leading growth in both private and public companies. Remy is also the founder of Powerhouse Consulting, where he helps organizations sharpen their vision and optimize sales strategies.

Remy brings a wealth of insight into what makes a sales organization succeed—not just from the individual contributor level, but at the leadership level as well. He and Howard explore what it takes to evolve from salesperson to sales leader, why leadership development often falls short in sales organizations, and how belief, strategy, and the rise of AI are changing the game.

Key Topics Discussed:

From Salesperson to Sales Leader

• Remy shares his own journey, highlighting the major mindset shift required.
• While individual sales success is about personal performance, leadership is measured by the team's success.
• The transition from self-focused to team-focused is often underestimated—and critical.

Why Sales Leadership Is Undervalued

• Many companies underinvest in developing their frontline and middle-management sales leaders.
• Sales managers are often promoted based on selling skills, yet receive little to no leadership training.
• Without support, micromanagement and burnout follow. Investing in leadership boosts retention and results.

The Power of Belief in Sales

• Top performers often start with an unshakeable belief that they can win.
• Leaders must cultivate this belief across their teams—confidence drives consistency.
• Sharing customer use cases and real-world success stories reinforces belief and product value.

Strategy + Execution = Results

• Great leaders zoom out to see the big picture: setting goals, clarifying ICPs, and aligning sales activities with company goals.
• Strategy means little without focused execution by a trained, motivated team.

AI’s Growing Role in Sales

• AI is automating time-consuming tasks like data entry and account research.
• This frees reps to focus on meaningful conversations and allows managers to better track performance.
• Smart use of AI leads to smarter selling, not just faster processes.

Essential Tools for Sales Leaders

• A reliable CRM is non-negotiable.
• Salespeople also need access to case studies, social proof, and most importantly, a genuine belief in what they’re selling.
• Leaders must equip their teams with both tools and conviction.

Top Takeaways:

• Leadership Requires a Mindset Shift: It’s about your team’s success, not just your own.
• Invest in Your Sales Leaders: Especially at the middle-management level, where real leverage lies.
• Belief Drives Performance: Confidence fuels sales. Leaders should nurture it intentionally.
• AI is a Game-Changer: Embrace it to work smarter, not just faster.
• Strategy Needs Execution: A p

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥

🎙️ Episode Title: “From the Court to the C-Suite: A Sales Career Built on Relationships and Learning”

🔹 Host:

• Howard Wolpoff, Sales Momentum Host

🔹 Guest:

• Michael Jones, VP of Sales & Marketing at Synoptix Software
• Background in large tech companies, consulting, executive leadership, entrepreneurship
• Currently focused on serving higher education and manufacturing sectors with FP&A software

🔑 Key Topics Covered:

💼 Sales Journey and Career Growth:

• Started at Oracle—a chance opportunity through a basketball game (accidentally broke Larry Ellison’s nose!)
• Learned the value of structured training and technical understanding early in his career
• Grew from individual contributor to sales leader, EVP, CEO, and business owner
• Attributes growth to seizing opportunity, mentorship, and constant learning

🧠 First Sales Role & Learning Curve:

• Entered tech sales with little product knowledge ("couldn’t spell 'relational' at the time")
• Underwent intense training at Oracle and was drawn to the analytical and problem-solving aspects of sales
• Learned the importance of adaptability and continuous development

🏀 Sales & Sports – Parallels in Competitiveness:

• Shared stories illustrating how sports competitiveness translates into sales drive
• Oracle valued his competitive nature—added to his job offer as the guy who "broke the CEO’s nose"

📈 Leadership & Sales Management:

🧩 Transitioning to Management:

• Described moving from individual contributor to manager as a shift from “math to calculus”
• Management = combining strengths of the team rather than relying solely on personal performance
• Compared leadership levels to coaching roles in sports—some are best suited to be position coaches, others head coaches

📚 Developing Sales Teams:

• Emphasized mentorship, reading, ongoing training, and A/B testing
• Encouraged failing fast and learning quickly from mistakes
• Believes everyone in sales, from the rep to the CEO, should be responsible for training and growth
• Today’s “university” is online (YouTube, LinkedIn, etc.)—learning resources are everywhere

🧭 Sales Philosophy:

🗣️ Customer-Centric Selling:

• If the salesperson is talking more than 20% of the time, they’re doing it wrong
• Focus on deep client research before the meeting—understand the business, role, market, and personal background
• Build value through targeted questions and solution alignment

🧠 Sales Preparation:

• Today’s tools (e.g., LinkedIn, Apollo, ZoomInfo) offer a huge advantage—but everyone has access to them
• The real differentiator: who prepares better and uses the tools more effectively

💡 Takeaways:

1. Sales careers can begin in unexpected ways—always be ready to pivot and learn
2. Training matters—intense learning early in a career builds a solid foundation
3. Managing is not just doing—it’s coordinating, developing, and evolving a team
4. Mentorship and constant education are crucial to long-term success
5. Sales success lies in preparation and listening—not in flashy talk or outdated tactics

Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/

Michael Jones - https://www.linkedin.com/in/mzj11/

In this compelling episode of Sales Momentum, Howard Wolpoff sits down with Kate Hurley, an accomplished CIO-turned-entrepreneur who’s stepping into the world of sales for the first time in her impressive career. After years of leading tech strategy and operations for major real estate firms like CBRE and Madison International Realty, Kate is now the founder of Sage Inc., helping companies save time and money through smart technology solutions.

But there’s a twist—Kate now finds herself as the sole salesperson for her growing business.

Together, Howard and Kate dive deep into the mindset shift, the unexpected lessons, and the challenges that come with transitioning from internal operations to external sales. From building relationships to learning the art of patience in the sales cycle, Kate offers a raw and insightful look at what it means to start from scratch in sales—even when you’re already a seasoned executive.

What You’ll Learn in This Episode:

• Why technical expertise doesn’t always translate to sales success
• The emotional and practical hurdles of becoming your own sales team
• How relationship-building differs before and after the deal
• The hidden challenges in learning sales “on the fly” as a founder
• Why a clear “no” in sales can be just as valuable as a “yes”
• How understanding your client’s decision-making timeline is crucial
• The power of connecting through shared networks and inbound leads

Key Quote:

About Kate Hurley:
Kate is the founder of Sage Inc., a New York-based technology advisory firm. With decades of experience as a Chief Information Officer, Kate brings her operational excellence and client-facing insight to help organizations become more efficient, secure, and scalable.

Tune In To Learn:
✅ Why sales isn’t just pitching—it’s strategy, patience, and service
✅ How being “tech fluent” can both help and hinder your sales growth
✅ What every founder should consider about sales before they launch

Let’s Build Your Sales Momentum:
👉 If you’re a founder, executive, or transitioning pro navigating your first real sales journey—this episode is for you.

🎧 Available now on Spotify, Apple Podcasts, and all major platforms.

Connect with Howard:
LinkedIn: Howard Wolpoff
Website: www.HowardWolpoffSWC.com

Connect with Kate:
LinkedIn: Kate Hurley
Sage Inc.: www.sage.inc

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥

Sales Momentum Podcast - Episode: Crafting Vision and Sales Success

Host: Howard Wolpoff
Guest: Chris Isley, Vice President of Sales, The Tameka Group

Episode Summary:

In this episode of Sales Momentum, host Howard Wolpoff sits down with Chris Isley, Vice President of Sales at The Tameka Group, to discuss how strategic store build-outs impact customer experience, branding, and ultimately, sales success. Chris shares insights into The Tameka Group’s journey from residential signage to building retail spaces for major brands and evolving industries like cannabis, sports, and museums.

Key Takeaways:

🔹 The Evolution of The Tameka Group – Started in 1991 with directional signage for new home developments, later expanding into retail stores and beyond.
🔹 Retail Design & Customer Experience – How the right store layout impacts product presentation, customer flow, and compliance (especially in regulated industries like cannabis).
🔹 Business Development Strategies – Exploring new markets, including museums, sports stadiums, and medical offices, to adapt to the evolving retail landscape.
🔹 The Power of Storytelling in Sales – How sharing past project experiences (like the George Jones Museum) builds trust and helps clients envision their ideal store.
🔹 Sales Team Development – Strategies for turning route salespeople into top performers by encouraging deeper client engagement and understanding customer needs.

Notable Stories & Insights:

✨ The George Jones Museum build-out: How broken Grammys and a legendary country singer’s lawnmower told a compelling brand story.
✨ Cannabis retail design: From compliance to customer experience, how The Tameka Group has built 800 dispensaries in 24 states.
✨ Sports stadium retail: The importance of blending history and storytelling into merchandise spaces.

Actionable Sales Advice:

✔️ Understand your client’s vision and industry requirements.
✔️ Use storytelling to create emotional connections and build trust.
✔️ Adapt sales strategies based on customer priorities—efficiency vs. experience-driven retail.
✔️ Encourage sales teams to go beyond surface-level interactions to uncover new opportunities.

💡 Key Quote:
"You never know where the next opportunity will come from. The key is to stay persistent, tell the right story, and build relationships that turn into long-term success." – Chris Isley

🔗 Follow Howard Wolpoff: LinkedIn | Website
🔗 Connect with Chris Isley: LinkedIn | The Tameka Group
📢 Join the Conversation: Share your thoughts on LinkedIn or tag us on social media!
📩 Subscribe for More Sales Insights!

Sales Momentum Podcast – Episode Notes

Title: Mastering Sales Across Industries with Greg Sharpe

Host: Howard Wolpoff
Guest: Greg Sharp, President of The Retaja Group

Episode Overview:

In this episode of Sales Momentum, we dive into the fascinating career of Greg Sharp, a sales leader with experience spanning technical sales, real estate, and capital raising. We explore his journey from engineering to sales, his bold career shifts, and the lessons he's learned in building businesses and closing deals across different markets.

Key Discussion Points:

• Transition from Engineering to Sales
  • Why Greg left engineering for sales and the mindset shift required.
  • His early success selling computer-generated holograms, building a $2M business.
• Taking the Leap into Real Estate Sales
  • The pivotal moment Greg decided to quit his job and jump into real estate.
  • The challenges and rewards of transitioning into a completely new sales field.
  • The importance of commitment—burning the ships and pushing forward.
• Selling in Different Markets
  • Comparing technical sales to real estate—finding pain points vs. selling opportunity.
  • How Greg raised capital and built trust with investors.
  • Lessons from writing his first $1M check to an investor.
• The Power of Mentorship in Sales
  • How a mentor helped Greg accelerate his real estate success.
  • The value of learning from experienced professionals in any sales field.
• Overcoming Sales Challenges & Staying Motivated
  • The grind of cold calling and follow-ups—why persistence is key.
  • The role of discipline and structure in high-performance sales teams.
  • How sales professionals can manage emotions and make data-driven decisions.
• The Role of Coaching in Sales Success
  • Why top performers seek out coaches for honest feedback and growth.
  • Developing resilience and emotional discipline in high-stakes situations.

Final Takeaways:

• Sales is a skill that applies across industries, but each field has its nuances.
• Commitment and perseverance are crucial—sometimes, the only way is forward.
• A strong mentor or coach can make all the difference in sales success.
• Sales is a process, and consistent effort is key to winning big deals.

Learn more at https://retajagroup.com/

🔹 Subscribe to Sales Momentum for more insights and strategies from top sales professionals.

In this episode of Sales Momentum, Howard Wolpoff sits down with Professor Pete Alexander, a seasoned entrepreneur and sales leader, to discuss his journey in turning around a failing business, navigating through the challenges of COVID-19, and growing a company that specializes in designing and maintaining lush office environments. They explore the sales strategies that have helped his business not only survive but thrive in a competitive market.

Key Takeaways:

1. The Journey to Entrepreneurship

• Professor Pete transitioned from corporate roles to business ownership in 2004.
• He acquired Office Plants by Everything Grows, despite some overlooked initial challenges.
• The company was struggling at the time of purchase, but he successfully turned it around.

2. Overcoming the Impact of COVID-19

• March 2020 saw a 60% loss of business in just 30 days due to office closures.
• Customized solutions helped retain essential clients, such as hospitals and businesses requiring in-person operations.
• Employee retention strategies included safety protocols and COVID bonuses for field workers.
• The company fully recovered by the end of 2023 and even acquired competitors who couldn’t sustain operations.

3. Sales Strategies for Sustainable Growth

• Referral-Based Growth: The primary lead source is client referrals, a testament to high service satisfaction.
• Strategic Partnerships: Networking with complementary businesses, particularly those involved in office relocations, generates valuable leads.
• Visual Sales Proposals: Unique design previews allow clients to visualize plant installations before purchasing.
• Digital Marketing: Google Ads and online inquiries contribute to acquiring new customers.

4. The Long-Term Value of Client Relationships

• Maintaining strong client relationships is key to ongoing business success.
• Providing excellent service leads to repeat business and referrals.
• Growth opportunities arise from evolving office designs and customer needs.

Final Thoughts:

Professor Pete’s journey highlights the power of resilience, adaptability, and strategic sales initiatives in business success. His ability to navigate challenges, particularly during the pandemic, serves as a blueprint for entrepreneurs looking to create sustainable and growing businesses.

Connect with Us:
🔹 Host: Howard Wolpoff - https://www.linkedin.com/in/howardwolpoff/

https://southwesternconsulting.com/coaches/howard-wolpoff/
🔹 Guest: Professor Pete Alexander - https://officeplants.com/

🎙️ Subscribe to Sales Momentum for more insights on sales strategies, business growth, and leadership.

Episode Notes: Sales Momentum Podcast

Episode Title: Setting Roots and Driving Sales Success

Host: Howard Wolpoff

Guest: Sandra Antoun, Director of Sales & Marketing, Vintage IT Services

Overview:
Welcome back to Sales Momentum! In this episode, we explore what it means to truly set roots at a company, developing not just personal sales success but also playing a pivotal role in shaping the sales and marketing strategy of the entire organization. Our guest, Sandra Antoon, has been with Vintage IT Services since 2009 and has played a key role in its growth. She has been recognized as the 2023 CRN Sales Executive of the Year, a 2024 CRN Exclusive Leader, and a Power 100 Honoree.

Sandra shares insights into building long-term sales success, integrating sales and marketing, and leveraging technology to enhance client engagement and retention.

Key Topics Discussed:

1. The Power of Longevity in Sales

Sandra’s journey from sales executive to Director of Sales & Marketing at Vintage IT Services.

Why staying at one company can provide stability, deeper industry knowledge, and opportunities for leadership growth.

The value of strong company culture and leadership in retaining top sales talent.

2. The Evolution of Sales & Marketing at Vintage IT Services

How Sandra helped shape the company’s sales processes and marketing strategies.

The importance of sales and marketing alignment to ensure consistent messaging and customer engagement.

Leveraging data to understand client needs and adjust outreach accordingly.

3. Leveraging Newsletters as a Sales Tool

How Vintage IT’s weekly newsletter has been running for over 20 years and reaches 29,000+ recipients.

The importance of mixing industry content with engaging, value-driven topics (e.g., music, local recommendations, nonprofit spotlights).

How tracking newsletter interactions helps identify sales opportunities.

4. Utilizing LinkedIn Newsletters & SEO for Growth

The advantages of LinkedIn newsletters in expanding reach and engagement.

How Sandra optimizes SEO and digital presence to drive inbound leads.

The impact of third-party recognition and industry accolades in boosting credibility.

5. Client Engagement & Retention Strategies

The ‘Warm 250’ strategy: maintaining relationships with former prospects and past clients.

Understanding pain points and tailoring follow-ups based on client interactions with marketing content.

Why world-class service is key to long-term client retention and growth.

Key Takeaways:

Longevity in sales roles can lead to deep industry expertise and leadership opportunities.

Sales and marketing must work together to create a seamless customer journey.

Consistent, value-driven content fosters engagement and uncovers sales opportunities.

Tracking digital engagement can provide valuable insights for targeted outreach.

Leveraging industry recognition enhances credibility and attracts high-value clients.

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥