In this episode of Sales Momentum, host Howard Wolpoff sits down with Marcia Dempster, Vice President of Channel Sales at Securonix, for a conversation that connects cybersecurity, sales leadership, and the human side of success. Marcia shares how teamwork, curiosity, and trust drive results in an industry where relationships are just as critical as technology.

🎯 Key Takeaways

1. Cybersecurity is a team sport.
Marcia reveals that protecting clients and data isn’t a one-person job—it’s built on collaboration between vendors, partners, and customers. Success comes from communication and shared goals, not silos and competition.

2. Sales never stops teaching.
From her early days in sales to leading global teams, Marcia talks about the lessons that keep repeating themselves: listen more, stay curious, and never stop learning. Every deal and every challenge adds a new skill to your playbook.

3. Relationships drive everything.
At the heart of every sale is trust. Marcia explains how investing in authentic relationships leads to loyalty and long-term success, especially when the stakes are high and solutions are complex.

4. Leading with empathy builds results.
As a mentor and leader, Marcia discusses how empathy fuels accountability, resilience, and stronger teams. Her approach blends compassion with clear expectations—a formula that gets results without burning people out.

👤 About Marcia Dempster
Marcia Dempster serves as Vice President of Channel Sales at Securonix, a leader in next-generation cybersecurity analytics. With decades of experience in sales leadership and partner development, she brings a unique perspective on how curiosity, collaboration, and adaptability can elevate both people and performance.

✨ Memorable Moments

• How Marcia’s “learn-it-all” mindset shaped her growth from individual contributor to executive.
• Her take on how AI is changing the sales process—and why human connection still wins every time.
• The story of a client partnership that turned into a long-term friendship because of transparency and trust.

💬 Why This Episode Matters
Whether you’re in sales, leadership, or tech, this conversation is a reminder that success isn’t about the perfect pitch—it’s about people. The best teams learn together, grow together, and protect each other’s blind spots. Tune in for a masterclass in resilience, curiosity, and what it really means to sell in a world built on trust.

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! 💥

Too many sales teams are stuck—grinding through call blocks, sitting in trainings, and attending meetings—yet still falling short of their potential. Why? Because the real issues holding them back aren’t always visible on the surface.

In this episode of Sales Momentum, host Howard Wolpoff speaks with Karla Saladino, Managing Partner of Mirador Real Estate. Karla takes you beyond the numbers and surface-level metrics. Drawing from real coaching scenarios, he reveals how to identify the hidden performance gaps that limit results—and how to address them with strategy, structure, and accountability. From salespeople who can't break through performance ceilings to leaders unsure where to focus their coaching energy, this episode is packed with takeaways that will reshape how you view your team’s growth path.

Whether you're leading a small team or running a national sales force, this episode will help you sharpen your coaching lens, refocus your leadership energy, and start driving the kind of momentum that leads to consistent, measurable wins.

🔑 In This Episode, You’ll Learn:

• Why some sales teams plateau—even when they’re showing up and working hard
• How to spot invisible obstacles that are sabotaging sales success
• The real reason performance improvement plans often fail
• A framework for identifying and filling the right sales gaps
• Why coaching without accountability is just cheerleading
• How to shift from reactive leadership to strategic, data-informed coaching
• The surprising role mindset plays in sales stagnation—and how to turn it around

📌 Ideal for:

Sales leaders • Sales coaches • Small business owners • Sales managers • Revenue operations professionals • Anyone responsible for team performance

🔗 Stay Connected:

💼 Connect with Howard Wolpoff on LinkedIn
🌐 Learn more at HowardWolpoffSWC.com
📩 For coaching inquiries: hwolpoff@southwesternconsulting.com

💼 Connect with Karla Saladino on LinkedIn
🌐 Learn more at MiradorRealEstate.com

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! 💥

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 plan is only as good as the team bringing it to life.

🎧 Listen in for a powerful, practical conversation that offers both inspiration and action steps for today’s sales leaders.

Connect with Howard Wolpoff: linkedin.com/in/howardwolpoff
Connect with Remy Piazza: linkedin.com/in/rpiazza

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/

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 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 Temeka Group

Episode Summary:

In this episode of Sales Momentum, host Howard Wolpoff sits down with Chris Isley, Vice President of Sales at The Temeka 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 Temeka 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 Temeka Group
📢 Join the Conversation: Share your thoughts on LinkedIn or tag us on social media!
📩 Subscribe for More Sales Insights!

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! 💥