In this special 65th episode, host Matt McDarby recaps the most impactful lessons that have emerged in recent months, reflecting on key recurring themes with a fresh focus: how trust, effective sales systems, and strategic alignment form three core pillars of effective sales leadership and high-performing sales teams.

Drawing on insights from conversations with industry expert guests—namely Charles Green, Matt Buchalski, Bruce Wedderburn, Chris Jennings, Jillian Irizarry, John Golden, Corey Schwitz and Dave Levy—Matt outlines how to intentionally build a trust-driven culture, implement clear and adaptable sales systems, and create organization-wide alignment, especially amidst change.

As the show heads into a brief summer break, Matt offers clear takeaways and useful questions to help sales leaders level up their approach. It’s a fitting pause and a roadmap for anyone looking to sharpen their leadership edge.

Show highlights:

• Overview of the trio of central themes from recent episodes. [00:46]
• Connecting insights on trust-building from the “trust equation” to embracing tension. [02:00]
• How to implement effective sales systems with clarity at the helm and the “Four Ps.” [04:54]
• What is strategic alignment, and what are its drivers? [08:26]
• The critical role of leadership in integrating trust, systems and alignment. [12:34]
• Where can you strengthen trust, systems or alignment in your organization? [15:01]
• Next season’s focus and invitation for listener feedback. [16:31]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

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In today’s episode, host Matt McDarby welcomes Bruce Wedderburn, an incredibly talented sales executive and leader whose career spans roles at Dale Carnegie, Huthwaite, Miller Heiman, Integrity Solutions, and now MindGym, where he serves as SVP of Sales. The conversation is about what it really takes to lead high-performing sales teams in today’s rapidly changing environment.

From navigating the daily tensions between accountability and autonomy to the crucial importance of coaching—not just on metrics, but on true value creation—Bruce shares practical advice, real-world stories and hard-earned lessons. Whether you’re stepping into your first sales management role or are a veteran looking to sharpen your edge, you will gain actionable insights on embracing the tough realities of leadership, building trust within your team, and helping your people and your customers win.

Tune in for a thought-provoking discussion that will challenge you to think differently about how you lead, motivate, and realize the potential of your sales organization.

Show highlights:

• Explore the concept of embracing the “kaleidoscope” of natural tensions in sales leadership. [04:14]
• Why sales leaders must spend 50% of their time with direct reports. [08:20]
• Ask this core question regularly to instill a customer-focused mindset. [14:00]
• Discover the real value differentiator in the sales experience. [15:00]
• Insights from Neil Rackham and McKinsey on the true drivers of value selling. [17:02]
• The critical importance of sales coaching and barriers to it. [21:02]
• How to make the mindset leap from sales rep to first-time manager. [29:15]
• Learn about the three conversations of sales leadership. [34:43]
• What to do about negative self-talk as a sales leader. [36:49]
• Lessons from Bruce Wedderburn’s mentors and influences. [38:58]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, host Matt McDarby welcomes Jillian Irizarry, head of specialist sales at Pegasystems. Jillian brings nearly 20 years of experience in software sales and leadership, sharing practical strategies that sales leaders can put to work immediately.

Jillian explains how the “4 Ps” framework— Purpose, Picture, Plan, and People—helps teams achieve clarity and results in times of change. You will learn how to adapt your leadership style to fit individual team members, embrace new technologies, and create a culture where teams feel empowered to innovate. Jillian also offers insights on breaking the good habits that may be limiting growth.

This episode is a must for sales leaders focused on driving real impact and developing high-performing teams.

Show highlights:

• Listen to Jillian Irizarry’s reflections on the 4 Ps of change management. [03:46]
• How to drive team adoption of leadership frameworks. [05:51]
• How Pega implements new tools using experiential learning. [08:59]
• Tips to encourage innovation to empower the growth of team members. [11:09]
• The power of breaking good habits for reimagined systems and new realities. [13:33]
• What are your personal drivers that can make you a better leader? [19:48]
• Jillian Irizarry’s key mentorship lessons – success leaves clues. [23:34]
• Bonus tip on what to do when you forget someone’s name. [26:47]
• Wisdom to rearchitect your purpose in an AI sales world. [29:03]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Today, host Matt McDarby sits down with Chris Jennings, an author and seasoned sales trainer with a rich background that spans roles from field sales rep to independent practice owner. With his competitive spirit and experience, Chris shares his perspective on the importance of systems thinking in sales organizations.

Sales leaders will appreciate Chris’ discussion on key components of his sales system such as “Go Live” dialogue and leveraging special teams to boost organizational performance. He also explores how clarity in activities and coordinated leadership can drive team success.

Tune in to hear how influential figures and personal mentors have shaped his approach, offering inspiration for leaders eager to refine their strategies and support their teams effectively.

Show highlights:

• The importance and key elements of a sales system. [02:25]
• Harness the power of “Go Live” dialogue for interactions with clients and prospects. [05:58]
• How a lack of trust hinders coordination for sales system execution. [10:56]
• Top five activities and other tips to ensure clarity of priorities to maximize productivity. [15:17]
• Do sales leaders who find joy in others’ success perform better? [20:24]
• Discover lessons in Chris Jennings’ philosophy on mentors. [24:45]
• Why being a perpetual student of the sales game will enhance your system. [29:06]
• How to reestablish your personal sales story to capitalize on the multiplier effect. [29:35]
• Is your company culture a truthful and open one? [32:55]
• Where the listeners of this podcast can get a special deal on Chris Jennings’ books. [35:59]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Today, host Matt McDarby welcomes Charles Green, renowned author of Trust-Based Selling and coauthor of The Trusted Advisor and The Trusted Advisor Fieldbook. Charles shares his wealth of expertise on trust-based selling, providing actionable insights for sales leaders aiming to enhance team performance through trust building.

Together with Matt, Charles breaks down the nuances of trust and how personal virtues and institutional values can create a framework for sustainable trust building in organizations. You will learn practical ways to foster strong, trust-filled relationships both within your team and with clients, essential for achieving long-term success.

Tune in for an insightful discussion that explores the essence of trust in selling and leadership.

Show highlights:

• What is the complete definition of trust? [02:24]
• Discover variables to measure trustworthiness using the Trust Equation. [04:06]
• Should emotional trust factors matter less in business? [05:39]
• Explore the two key methods to systematize trust in sales. [11:24]
• Trust factors crucial that lead to customer faith. [14:45]
• Is it possible to build trust rapidly? [18:09]
• Dos and don’ts for fostering interpersonal skills in sales teams. [22:35]
• How sales leaders can trust with EQ, and a helpful self-assessment tool. [26:02]
• The power of a leader’s honest “I don’t know.” [29:08]
• Unlock the “long-term selfish” concept for an effective sales mindset. [32:31]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby

In this episode, host Matt McDarby is joined by A. Lee Judge, an experienced executive in digital marketing and founder of Content Monsta. Lee brings a fresh perspective on aligning sales, marketing, and customer success teams to drive results.

Lee introduces his CASH system—focusing on communication, alignment, systems, and honesty—as a way to strengthen collaboration and efficiency in revenue-generating teams. You will gain practical insights on the evolving role of sales in the buyer's journey and the importance of data-driven decision-making.

With actionable strategies, this episode is tailored for sales leaders looking to improve alignment within the revenue team and achieve critical revenue goals. Whether you're new to leading a team or a seasoned professional, this conversation will offer valuable tips to enhance your leadership approach.

Show highlights:

• Discover the CASH framework to bridge sales–marketing misalignment. [04:09]
• How sales must change with information-empowered buyer behavior. [07:19]
• Have you tried leveraging unstructured data in sales with AI? [13:04]
• When to ditch marketing speak and call a screwdriver a screwdriver. [15:10]
• Why marketing should be in all sales meetings. [17:00]
• Vanity metrics vs. marketing equations that matter to sales. [19:10]
• Tips to turn customer objections into valuable content. [21:36]
• Leadership transformations needed for a unitive sales–marketing revenue organization. [23:48]
• Does your company culture foster information honesty? [28:58]
• How to revamp sales engagement with Salesforce. [32:54]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby

In this episode, host Matt McDarby talks with seasoned recruiting expert Ben Gotkin, principal consultant at Recruiting Toolbox. Together, they explore the essential function of talent acquisition and its direct impact on building elite sales teams.

Ben highlights the need for a strategic approach to recruiting, focusing on speed and quality in the hiring process. He offers practical advice on the challenges of identifying the right talent and the significance of going beyond surface-level assessments to understand candidates' capabilities, with valuable lessons on avoiding biases, improving interview techniques, and building a culture of continuous recruitment.

Tune in for actionable tips that can help you enhance your approach to finding and nurturing top-tier talent.

Show highlights:

• The importance of optimizing hiring with a strategic recruitment system. [03:34]
• What impacts the speed of hiring? [06:47]
• The art of behavioral interviewing and deep probing. [10:15]
• Insights on preventing assumption-driven hiring mistakes. [18:34]
• Do introverts make better sales reps? [24:41]
• Discover best practices for building a recruiting culture. [29:38]
• What great leaders do during hiring that average ones don’t. [33:58]
• How to create a positive, well-defined candidate experience. [39:26]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby

In today’s episode, host Matt McDarby is joined by Matt Buchalski, a seasoned sales leader who has developed a unique system called "Trust and Motivate," designed to drive success through building trust and inspiring teams.

Matt Buchalski has over a decade of leadership experience at companies like HPE and RealPage. In this discussion, he shares his operating rhythm, the critical questions he asks his team and colleagues to ensure clarity and alignment, and the importance he places on training and coaching. You will learn how he manages common challenges such as selfish behavior and lack of trust, and he'll share the journey that led him to craft his distinctive approach.

Tune in to uncover the systems thinking behind Matt’s successful sales leadership career.

Show highlights:

• How to establish your operating rhythm as a leader. [02:25]
• The crucial importance of coaching skills for managers. [07:51]
• The art of developing self-reflective, critical thinking in teams. [10:43]
• How effective leadership creates meaningful change in others’ lives. [14:04]
• Why ego-driven leadership is the No. 1 enemy of trust. [17:32]
• Explore the antithesis of leadership in a sales environment. [19:24]
• Tips to train bad behavior out of egotistical team members. [22:51]
• The power of therapy and third-party leadership perspectives. [28:52]
• How do you implement and adapt a system in a new role? [30:18]
• Do you accept your own humanity as a leader? [32:53]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby