What happens when a seasoned sales leader hits pause on a decades-long career to reflect, reset, and rethink leadership?

In this episode, Rick Smith sits down with Rob Beattie, former Head of Sales Acceleration at ModMed and longtime sales executive at Thomson Reuters, to talk about building high-performance cultures through discipline, empathy, and daily habits that actually work.

Rob shares his Five Daily Goals framework, his belief that hustle still wins, and how great leaders focus less on pressure and more on process.

📘 Mentioned books:

- Cracking the Sales Management Code by Jason Jordan

- Switch by Chip and Dan Heath

- Managing Transitions by William Bridges

- The Score Takes Care of Itself by Bill Walsh

🔗 Connect with Rob: https://www.linkedin.com/in/robertbeattie74/

🔗 Connect with Rick: linkedin.com/in/rick-smith-094b29b

🔗 Learn more about Conquer: conquer.io

In this episode of The Future of Selling, Rick Smith sits down with Kristie Jones, startup sales coach, author of Selling Your Way In, and creator of “Kristie-isms.”

Kristie shares how she helps early-stage SaaS founders scale from founder-led selling to real revenue teams and why most reps fail not from lack of training, but from lack of discipline. She breaks down how to spot top 10% performers, why your circle matters more than your résumé, and what leaders get wrong when hiring for sales.

💡 Whether you’re a founder, a sales leader, or just trying to hit quota without burning out, this episode will challenge how you think about performance and coaching.

📘 Grab her book Selling Your Way In: https://www.kristiekjones.com
🔗 Connect with Kristie: https://www.linkedin.com/in/kristiekjones/
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b/
🔗 Learn more about Conquer: https://conquer.io

In this episode of The Future of Selling, host Rick Smith continues his conversation with Roderick Jefferson—bestselling author of Sales Enablement 3.0—to explore how AI, coaching, and culture are reshaping modern sales.

Roderick lays out the evolution of enablement, the rise of “Sales 3.0,” and why the best leaders today combine IQ, EQ, and AI. He shares six practical ways AI is transforming sales teams and makes the case for using technology to make reps more human, not less.

He also shares what most managers get wrong about coaching, how to build a sales process around the buyer’s journey, and how to design sales kickoffs that actually drive change.

📘 Learn more at roderickjefferson.com
🔗 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b
🔗 Learn more about Conquer: https://conquer.io/