Jason Rincker, the dynamic Chief Revenue Officer of Stronghold Data, joins us for an insightful conversation about the shifting landscapes of the IT world. From the modest roots of Stronghold Data in Joplin, Missouri, to its significant evolution under New Charter Technologies, Jason shares the compelling story of growth and adaptation. With a keen eye on the future, he discusses the mounting importance of automation, artificial intelligence, and the ever-critical roles of compliance and cybersecurity in shaping business strategies today.

Reflecting on his career journey, Jason reveals how his early days selling newspaper subscriptions laid the groundwork for his problem-solving prowess and eventual rise in leadership. His personal stories provide a vivid picture of the joy in building connections and the instinctive shift from sales to leadership. Navigating the challenges of communication and continuous learning, he underscores the importance of clear dialogue and draws inspiration from influential reads like "The Go-Giver" and "Fans First", which have shaped his approach to adding value and fostering authentic leadership.

In the realm of sales and technology, we explore the intricate relationship with CRM systems and the transformative potential of AI. Jason and I ponder how user-centric designs can revolutionize sales efficiency and eliminate data silos. The conversation rounds out with practical ways to connect with Stronghold Data, encouraging our listeners to tap into the wealth of knowledge shared by Jason. Don't miss out on this opportunity to learn how embracing AI and strategic CRM integrations can redefine the sales landscape, all while staying connected with the vibrant Sales Lead Dog community.

Jason Rincker is the Chief Revenue Officer at Stronghold Data, where he drives innovation in cybersecurity and artificial intelligence to help businesses stay secure and competitive. With nearly three decades of experience and a knack for relationship-building, Jason has helped position Stronghold Data as a recognized industry leader, earning accolades like ChannelFutures MSP 501, MSP of the Year, and inclusion on the CRN MSP 500 list.

A trusted voice in tech, Jason has collaborated with the Department of Homeland Security, the FBI, and other major institutions to share insights on AI, digital transformation, and cybersecurity. Outside of work, he’s a committed community member—coaching baseball, volunteering, and squeezing in time for running or cycling when he can.

Quotes:

"Embracing AI isn't just about technology—it's about future-proofing leadership and redefining business strategies for a dynamic world."

"From selling newspapers to leading with purpose, every step of my journey has been about building connections and solving problems."

"The essence of successful selling lies in understanding and addressing customer needs. It's about being a go-giver, not just a go-getter.”

"Clear communication isn't just a leadership skill—it's the foundation of trust and effectiveness in any team."

Links:

Jason’s LinkedIn - https://www.linkedin.com/in/jason-rincker-2a068956/

Stronghold Data - https://strongholddata.com

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 CRMShouldntSuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

Greg Banning, VP of Sales and Channels for North America at Service Express, offers his expertise on navigating the unpredictable economic landscape, providing listeners with valuable insights into third-party maintenance within the data center sector. As an IBM Platinum partner, Service Express is helping businesses extend equipment life and manage costs. Greg shares his unexpected journey into sales, fueled by grit and perseverance, offering an authentic take on career success and the power of self-belief in overcoming personal challenges.

Mentorship and creativity take center stage as Greg reflects on the profound influence of mentors like Barb Johnson and Pete Peterson in shaping his career. Barb's contribution to building his confidence and Pete's wisdom in fostering self-awareness highlight the irreplaceable human elements in personal growth. Greg also sheds light on the role of AI in sales, emphasizing how creativity and human ingenuity remain unmatched by technology, and how these traits drive sales processes forward in an AI-driven world.

Listeners will gain insights into developing leadership through authenticity and balancing technology with human relationships. The discussion covers AI's potential to enhance sales processes and the traits required for identifying future leaders, like empathy and a growth mindset. Greg underscores the importance of storytelling in leadership and the long-lasting impact it can have on careers. The conversation wraps up by celebrating CRM systems as essential tools for driving sales success and supporting both personal and professional growth through understanding and aligning with team members' aspirations.

Greg is a seasoned sales executive with over 20 years of leadership experience across Fortune 500 companies and private equity-backed startups, spanning industries like SaaS, technology, finance, and manufacturing. He currently serves as Vice President of Sales & Channels for North America at Service Express and has held senior roles at Adobe, Capital One, Amazon, SAP Concur, TD SYNNEX, and HNI. Greg began his sales journey cold-calling from the Yellow Pages and has since built a career defined by growth, strategy, and performance. Originally from Oakland, California, he now lives in Tampa, Florida, with his wife Laura, their three children, and their Australian Shepherd, Bailey. Outside of work, he enjoys working out, meditating, MMA, golf, beach days, cooking, and fine wine.

Quotes:

"In the world of sales, grit and perseverance are the cornerstones of success. It's not just about hard work, but also about believing in yourself and being a lifelong learner."

"While AI is a powerful tool in sales, it will never replace the human touch. Creativity and ingenuity are irreplaceable elements that drive the sales process forward."

"Leadership is about authenticity and understanding your team. It's not just about positional authority; it's about having a positive impact on people's careers and lives."

"Storytelling is a powerful tool in leadership. It allows you to connect with your team on a deeper level, helping them to see the bigger picture and motivating them towards success."

Links:

Gregory’s LinkedIn - https://www.linkedin.com/in/gregbanning/

Service Express - https://serviceexpress.com

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

Charlene Thompson, a powerhouse in sales operations, joins us on the Sales Lead Dog podcast to share her unique perspective on transforming sales teams. With over 15 years of experience, Charlene brings a fresh, dynamic approach to how businesses can rethink efficiency and performance. She treats business challenges like a sport, using her creativity and strategic mindset to drive innovative problem-solving. Her approach sheds light on the importance of deeply understanding the interplay of people, processes, and technology to truly elevate sales operations.

Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success.

In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success.

Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She’s worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth.

Quotes:

"I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost."

"The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues."

"Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."

Links:

Charlene’s LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/

The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg

The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured

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