The Podcast for Sales Managers

Why Are So Many Team Missing Quota

This is a first on The Podcast for Sales Managers- Multiple guests!
Casey Jacox and Chris Mader run similar businesses to mine, working with sales teams and leaders every day.
In this episode, we dive into what we have seen in 2025, working with over 50 companies.
We talk old-school selling vs. AI, why emotional intelligence matters more than ever, and how real listening and strong relationships continue to drive results. We also touch on personal growth, leadership, and why asking better questions will always beat having better tools.
A candid conversation about what actually moves the needle in sales and life.
 
⁠Casey- LI Page⁠
⁠Casey- Website⁠
 
⁠Chris- LI Page⁠
⁠Chris- Website

2026 Will Be the Year of the Buyer

2026 will be the year of the buyer. The question is: Are you actually ready for it?
In this episode, I’m joined by Kristie K. Jones to break down what’s changing in B2B sales and what sales leaders need to do now to avoid falling behind.
We talk about:
Why buyers are more informed, skeptical, and selective than ever
How traditional sales behaviors are quietly working against you
What sellers must unlearn before 2026 arrives
The role leadership plays in preparing teams for a buyer-first world
How clarity, expectations, and process matter more than pressure
This isn’t a prediction episode.
It’s a preparation episode.
For More on Kristie:
⁠LinkedIn Profile⁠
⁠Website⁠
 

How to Beat Your Biggest Competitor: Status Quo

Most deals don’t die to competitors – they die to “good enough.”In this episode of The Podcast for Sales Managers, I sit down with Jen Allen-Knuth, one of the most respected voices in B2B sales, to tackle the real enemy of progress: buyers choosing to do nothing.Jen shares her journey from account management to new-logo sales and how she learned to turn passive prospects into active buyers. Together, we unpack the psychology behind stalled deals, why empathy beats persuasion, and how to reframe every conversation around the Cost of Inaction (COI), without coming across as pushy.

Are You Bothering or Helping People

On this Podcast, Hannah Romell (aka Hannah the Hunter) and I Discuss:
Mindset: Helping vs Bothering
Honesty and setting expectations
Avoiding People Pleasing and Building Trust
Effective 1-on-1's
Sales Love Languages

Roles and Goals

Join Mike Simmons and I as we discuss:
Roles- Do you have people doing what you want them to do, and have you defined that?
Goals- Do you have the right expectations in place? Numbers are made up, do you have the right guess in place, and how to do that?
Comp plans- What do we see right and wrong with all the different comp plans we work with.
Bonus- we talk some NFL and Golf!
⁠Link to Mike's LI Page

The 14 Sins of Sales Management

In this episode, we discuss:
14 Mistakes we have made and what to do instead- also we start with a bonus 15th sin and how Scott and I Met.
The top 3 traits of sales reps.
Bonus- Who will win the Super Bowl first- The Bills or the Browns
 

The 14 Sins of Sales Management Edited

In this episode, we discuss:-14 Mistakes we have made and what to do instead- also we start with a bonus 15 and how Scott and I Met.-The top 3 traits of sales reps.-Bonus- Who will win the Super Bowl first- The Bills or the Browns

Mike Weinberg- Accountability isn't Optional

On this Podcast, Best Selling Authour Mike Weinberg and I Discuss:
*Driving New Sales Now vs Back in the Day
*The Number One Thing You Can Do to Drive New Sales
*Why Managers Struggle Holding People Accountable
*Some Golf Talk At The End

Accountability isn’t Optional

On this Podcast, Best Selling Authour Mike Weinberg and I Discuss:*Driving New Sales Now vs Back in the Day*The Number One Thing You Can Do to Drive New Sales*Why Managers Struggle Holding People Accountable*Some Golf Talk At The End

Tired of Bad Discovery Calls to Create Real Urgency

Join me and one of my favorite Sales Leaders and LI Creators, Keith Weightman, as we discuss:What makes a good discovery callHow to create REAL Urgency-Not FAKE UrgencyWhy the best reps target the best accountsBiggest mistake we both made as new leaders