Becoming You (after Winning Wednesday)

What does the next generation of sales actually look like — and who gets to be in it? Max Altschuler, founder of Sales Hacker, built one of the most influential sales communities in the world by asking exactly that question. In this conversation, Max breaks down why sales is the ultimate level playing field, why diversity isn’t just a moral imperative but a business one, and why every salesperson — no matter how junior — has something worth sharing. If you’re in sales or thinking about it, this one is required listening. What You’ll Learn: Why sales is one of the few careers where you don’t need an Ivy League degree or family connections to win How Sales Hacker evolved from one person hacking his own sales process to a community of 500+ contributors Why building a personal brand matters even at the very beginning of your career The resources Max recommends for both new and veteran sales professionals looking to level up How Sales Hacker is actively working to surface more women speakers so event organizers have no excuses Key Focus Areas: Sales as the Ultimate Level Playing Field – Why anyone can get in, succeed, and earn directly correlated to their effort Diversity in Sales – Why the next generation of sales must be diverse across race, gender, and orientation Personal Brand from Day One – Why even junior salespeople have something worth publishing — and should Community as Catharsis – Why online sales communities aren’t just about learning — they’re about sanity checks and peer support Do More With Less – How Sales Hacker started with technology and outsourcing to compete without big budgets Max’s Approach: Founder of Sales Hacker — one of the most influential sales media and community platforms globally Started Sales Hacker to solve his own problem: how to compete as a startup with fewer resources than enterprise competitors Grew the platform from solo blog posts to 500+ contributors, a full editorial team, and multiple community channels Actively works to surface female sales speakers and leaders — not to take credit, but to create a more equitable industry Believes the best sales content comes from sharing your own experience — even if it feels basic Perfect If You’re: Early in your sales career and wondering whether you have anything worth sharing — you do A sales leader looking to modernize your team’s approach with technology and community Someone who’s been avoiding building a personal brand and needs a push to start Interested in what a truly diverse and inclusive sales community looks like in practice A woman in sales looking for spaces and resources that actually see and spotlight you Max’s Philosophy: “Sales is the ultimate level playing field — you’re the CEO of your own territory.” “Even if one person gets value out of it, it was worth sharing.” “You always want to be building a personal brand — even at the beginning of your career.” “The next generation of sales should be diverse — from race to gender to sexual orientation.” “People want to learn, but they also want something cathartic — a place to get a sanity check.” ABOUT MAX ALTSCHULER: Founder of Sales Hacker | Sales Community Builder | Author | Helping the next generation of sales professionals learn, connect, and build careers through technology, community, and authentic personal branding CONNECT WITH MAX: LinkedIn:   / maxaltschuler   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

What happens when you take a SaaS product into a brand new market, in a different currency, with partners who may also work with your competitors? Claire Gunter, CMAA has navigated exactly that — and built a career at the intersection of revenue operations, partner sales, and global go-to-market strategy. A Dallas native who speaks five languages and once planned to pursue a PhD in 19th century Spanish decorative arts, Claire brings a fascinatingly nuanced perspective on what it takes to scale across borders, balance transparency with confidentiality, and get your own sales team to trust the partner model. What You’ll Learn: The difference between sell-with, sell-through, co-sell, and pass-through — and when to use each Why AEs who were initially resistant to resellers became their biggest advocates How to thread the needle between transparency and confidentiality in partner relationships What currency, CRM, and operational complexity actually look like when you go global Why something as simple as local currency can make or break a deal on closing day Key Focus Areas: Partner Sales Fundamentals – How to manage three audiences simultaneously — your AEs, your partners, and your clients Transparency as Strategy – Why being open about what’s in it for everyone is the fastest path to partner trust Latin America Go-To-Market – What Claire learned taking Zendesk into LATAM and why operational details matter from day one Revenue Operations Mindset – Why efficiency in the sales process matters as much as the revenue it generates Something vs. Nothing – The simple but powerful reframe that turned resistant AEs into partner champions Claire’s Approach: SaaS revenue operations and partner sales leader with experience scaling global go-to-market at Zendesk Speaks five languages — Spanish, English, Portuguese, Catalan, and French — with German on the horizon Majored in art history and planned to pursue a PhD before pivoting into a career in SaaS sales Believes operational efficiency and transparency are the twin pillars of any successful partner program Thinks through every deal with positive intent — and builds legal and confidentiality frameworks accordingly Perfect If You’re: A sales or partnerships professional expanding into new markets and navigating local complexity An AE who’s been asked to work with resellers and isn’t sure it’s worth the commission haircut A revenue operations leader trying to make the sales process less painful and more efficient Someone curious about what global go-to-market actually looks like in practice — not in theory Building a partner program and trying to figure out how much of your roadmap to share Claire’s Philosophy: “If there’s transparency, you can work through the pros and cons — and people will see what’s in it for them.” “I’m offering you x percent of something — the alternative is 100 percent of nothing.” “I always want to assume that people are doing things with positive intent.” “The risk of not being transparent might be higher than the risk of sharing.” “When you go into a new market, operationally there are changes that need to happen.” ABOUT CLAIRE GUNTER: SaaS Revenue Operations & Partner Sales Leader | Global Go-To-Market Strategist | Five-Language Speaker | Helping technology companies scale efficiently across new markets through smart partner programs and operational clarity CONNECT WITH CLAIRE: LinkedIn:   / cgunter   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen

In Part 2 of this powerful conversation, Kala Garner goes deeper — into the weight that Black people carry every single day in America, the racial reckoning of 2020, and the very real risk that allies who woke up briefly simply went back to sleep. With honesty, grace, and the kind of courage it takes to say the hard things on camera, Kala challenges all of us to do more than order a book — and to keep doing the work long after the news cycle moves on. What You’ll Learn: Why vulnerability in the workplace looks different for Black professionals — and the cultural cost of it How the foundation of slavery shapes every systemic inequality we see today What it actually means to be an anti-racist — and why ordering a book isn’t enough How to keep your allies aware and accountable beyond a moment of awareness What corporate leadership that truly shows up for racial equity actually looks like Key Focus Areas: The Weight of the Everyday – What it means to carry the Black experience as a constant lived reality in America Anti-Racism as Active Work – Why waking up briefly and going back to sleep makes you part of the problem Systemic Roots – Understanding how centuries of structural inequality connect to what we see today Vulnerability at Work – Why Black employees stay silent and what organizations must do to change that Corporate Accountability – What it looks like when leadership actually tries — and why trying visibly matters Kala’s Approach: Black woman, empath, and community advocate speaking her full truth on race in America Witnessed leaders of color at Verizon break down on camera sharing generational burdens — and let it change her Believes creating psychological safety isn’t optional — it requires intentional effort from non-Black colleagues Proud of companies that lead with vulnerability, try progressive approaches, and hold themselves accountable Committed to keeping allies engaged, aware, and accountable beyond moments of heightened awareness Perfect If You’re: A non-Black professional who wants to be a genuine ally — not just in the moment but long-term Someone in a leadership role wondering what real psychological safety for employees of color looks like A person of color who has never felt safe enough to share their full experience at work Anyone who ordered a book in 2020 and hasn’t opened it yet Ready to understand systemic racism not as a political talking point but as a human story Kala’s Philosophy: “This is a very serious everyday life that we as Black people live.” “It is work to be an anti-racist — it is work to learn about things you may have never even thought about.” “People woke up somewhat — and then went back to sleep.” “If you don’t dig up that seed and do the work, you’re still part of the problem.” “I’m trying to keep my allies aware and accountable.” ABOUT KALA GARNER: Engineer | Racial Equity Advocate | Community Builder | Using her platform to hold space for honest conversations about the Black experience, allyship, and what real change requires from all of us CONNECT WITH KALA: LinkedIn:   / kala-garner   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

As 2020 came to a close — a year that brought more anomalies than anyone could have predicted — Kala Garner sat down to share something we all needed to hear: slow down, dig your feet into the sand of reality, and get intentional about where you’re headed next. In Part 1 of this two-part conversation, Kala brings her engineer’s mind and deeply human heart to the art of the life audit — and why journaling, community, and radical honesty with yourself are the most powerful tools for any reset. What You’ll Learn: Why it’s so easy to live in an alternate reality in your head — and how to gently come back to truth The simple but powerful practice of a life audit through journaling Why community is non-negotiable — especially in times of collective trauma How giving to others during hard seasons fills you up just as much as it fills them What it means to truly reset, restore, and manifest before stepping into a new chapter Key Focus Areas: The Life Audit – Writing in your journal for a week straight, then reading it back to yourself Digging Into Reality – Moving out of self-protective alternate thinking and into honest self-assessment Journaling Without Judgment – Just you and the paper — no audience, no filters, no shame Community as Survival – Why isolation is the enemy and connection is the antidote Giving as Healing – How being a blessing to others during hard times transforms your own mindset Kala’s Approach: Engineer by training with a deeply reflective, emotionally intelligent approach to personal growth Passionate advocate for intentional living, honest self-reflection, and community building Believes in slowing down to speed up — resetting in December to show up fully in January Practices what she preaches: journaling, manifesting, and carving out space for stillness Philosophy: “Love fast, live slow” — be present with people and enjoy life at a pace that lets you breathe Perfect If You’re: Wrapping up a hard year and not sure how to process everything you’ve been through Feeling disconnected from yourself and craving a simple, judgment-free way back Someone who’s never journaled before but is curious about starting Ready to stop protecting yourself from reality and start honestly building toward what’s next Looking for permission to slow down before you sprint into a new season Kala’s Philosophy: “Love fast, live slow.” “Dig your feet into the sand of reality.” “It’s just you and that piece of paper — no judgment.” “Don’t isolate yourself — make sure you’re connected in some way.” “When you give, especially in hard seasons, I guarantee you it will feel amazing.” ABOUT KALA GARNER: Engineer | Life Audit Advocate | Community Builder | Helping people reset, restore, and show up intentionally through honest self-reflection and the power of human connection CONNECT WITH KALA: LinkedIn:   / kala-garner   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

What if chasing LinkedIn Top Voice status is actually the wrong goal? Sarah Johnston built a thriving career coaching business not by chasing accolades but by showing up consistently, staying in her lane, and always starting with a story. A former recruiter turned entrepreneur, Sarah made the leap to self-employment as a trailing spouse navigating FMLA timelines and family moves — and turned those constraints into her greatest career catalyst. If you want more clients, more opportunities, and more impact on LinkedIn, Sarah’s advice is simple: just write. What You’ll Learn: Why being a LinkedIn Top Voice hasn’t directly gotten Sarah a single client — and what actually does The simple iPhone notes habit that fuels four posts a week, every week, for over three years How to use client stories without ever compromising privacy or trust Why defining your purpose and audience first makes content creation dramatically easier What it means to “look within with outside of yourself” — and why that’s where real happiness lives Key Focus Areas: Story-First Content – Why leading with a relatable story always outperforms leading with advice Stay in Your Lane – How radical content focus builds the audience that actually hires you Entrepreneurship as a Trailing Spouse – The real constraints that pushed Sarah toward owning her career Consistency Over Virality – Four posts a week for three and a half years — that’s the strategy Purpose-Driven Content – Defining who you’re writing for before you write a single word Sarah’s Approach: Former recruiter turned career coach and resume expert Launched her business after relocating repeatedly as a trailing spouse — needing flexibility that corporate couldn’t offer LinkedIn Top Voice who is refreshingly honest that the badge doesn’t bring clients — the content does Posts four days a week consistently for 3.5+ years — always starting with a story, always staying in her lane Believes the secret to happiness — and business — is found in what you give, not what you get Perfect If You’re: Job searching and wondering why your applications aren’t converting to interviews A content creator posting consistently but not seeing it translate into real business A working parent who needs flexibility that a traditional career ladder can’t offer Someone chasing vanity metrics on LinkedIn when what you really want is clients and connection Ready to stop posting for the sake of posting and start writing with genuine purpose Sarah’s Philosophy: “People like to learn from people they relate to — and the best way to connect is through stories.” “Being a Top Voice hasn’t gotten me clients. People hire me because of what I write.” “Define your purpose and your audience — it’s a lot easier to create content.” “We find our true happiness not in what we get but in what we give.” “Write. Just write.” ABOUT SARAH JOHNSTON: Career Coach | Resume Expert | LinkedIn Top Voice | Helping job seekers land roles they love through strategic positioning, authentic storytelling, and a deep understanding of what recruiters actually want CONNECT WITH SARAH: LinkedIn:   / sarahdjohnston   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

Markell Blount grew up bused from Boston to an affluent Massachusetts suburb — and didn’t realize until his 30s just how much that experience had privileged him with connections, perspective, and a bridge to opportunity that not everyone gets. Now he’s going back to his community to share what he learned: that your network is everything, adding value is the strategy, and optimism isn’t naive — it’s necessary. A Division I athlete turned connector and community advocate, Markell brings a grounded, honest take on race, privilege, networking, and what it means to truly lift as you climb. What You’ll Learn: Why Markell has never gotten a job through the internet — and what that tells you about networking How to build relationship currency before you ever need to make a withdrawal Why recognizing your own privilege is the first step to becoming a genuine bridge-builder The danger of only reaching out to people when you need something How to hold optimism and realism at the same time — especially in hard seasons Key Focus Areas: Relationship Currency – Building rapport consistently so your network is there when it matters Bridge to Opportunity – Why some people know how to navigate systems — and others were never shown how Privilege & Responsibility – What Markell learned at 30 that changed how he shows up for his community Optimism as Strategy – Why a positive outlook isn’t denial — it’s fuel for forward momentum Past, Present, Future – Why all three matter and why presence alone isn’t enough Markell’s Approach: Grew up in Boston, bused to Sudbury, MA as part of a school integration program — bridging two very different worlds Former Division I football player who recognized the career limits of athletics early Never received a job through a resume or job board — always through relationships Committed to going back to underserved communities to show young people the bridges he was privileged to cross Believes adding value early and often — without expectation — is the surest path to a life well-lived Perfect If You’re: Building a network and not sure how to make it feel genuine instead of transactional Someone who grew up with opportunity and is ready to use it to open doors for others A young professional who’s been told to “just send your resume” and getting nowhere Thinking about race, privilege, and community in a nuanced, action-oriented way Ready to put the phone down, reflect, and ask yourself honestly: am I on track? Markell’s Philosophy: “I’ve never gotten a job through the internet — always through connections.” “Build your relationship currency throughout — not just when you need something.” “Figure out a way to add value and do it as early and as often as you can.” “I can’t live in the past — we’re in the present, dealing with hard issues, looking to the future.” “Let me show you. Let me teach you.” ABOUT MARKELL BLOUNT: Community Advocate | Connector | Former Division I Athlete | Helping bridge the gap between opportunity and access for underserved communities through relationships, mentorship, and authentic leadership CONNECT WITH MARKELL: LinkedIn:   / markellblount   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

Winning Wednesday: 𝑝𝑙𝑎𝑛𝑡𝑖𝑛𝑔 𝑠𝑒𝑒𝑑𝑠

Another VTeamer on the show! My heart is so full of gratitude, wonder, and awe.

Today’s Guest: Allison Wright

“Less than 7% of people that grow up in underserved communities ever leave.”

It’s only fitting that Allison & I met a year ago after an Employee Resource Group event & that last week was our annual ERG Leadership Summit at Verizon.

We dig into some hot topics here:

“Plant seeds, though you may never see the trees.”

Big shout-out to Jason Ellinger of Beard & Bowler who edited this interview and set the tone for a new dynamic within Season 2 of #WinningWednesday!

Follow Katrina Fuhrman for The LinkedIn Show that reminds you what day of the week it is & shows you how easy it is to make meaningful connections!

#ConnectorQueen #NetworKing

What if the best sales training you ever received happened before you turned five? Mikeal Morgan dropped out of school at 13 in seventh grade — and has spent the last 20 years self-educating his way to a senior leadership role at Verizon, four published books, and a sales philosophy rooted in the one thing most professionals have forgotten: how to sell like a child. In this conversation, Mikeal brings wisdom on diversity of thought, the power of stillness, and why acknowledging someone is always more powerful than agreeing or disagreeing with them. What You’ll Learn: Why children are expert salespeople — and what we lose as adults that costs us dearly The five-step sales process Mikeal developed by drawing correlations between childhood instincts and 20 years of study Why “no” almost always means “not right now” — and how that reframe changes everything How to acknowledge an objection without agreeing with it — and why that’s the real skill Why meditation and stillness aren’t soft practices — they’re competitive advantages Key Focus Areas: Sales Secrets of a Five-Year-Old – What makes children master closers — and how to reclaim those instincts as adults Thought Diversity – Why surrounding yourself with people a generation above and below you is one of the best investments you can make Acknowledge, Don’t Agree – The objection-handling transition that keeps conversations open instead of creating conflict Self-Education as Strategy – A book a week for 20 years — what that kind of intentional learning compounds into over time Be Still – Why prayer is where you speak and meditation is where you listen — and why both matter in business and life Mikeal’s Approach: 18-year Verizon veteran who has held five distinct roles — from frontline sales rep to associate director Dropped out of school entirely at 13 and has been self-educating ever since — a book a week for nearly two decades Author of four books including Sales Secrets of a Five-Year-Old — his first book on sales Believes deeply in thought diversity alongside gender and racial diversity — different perspectives sharpen everyone Practices stillness and meditation daily as a tool for patience, growth, and emotional mastery Perfect If You’re: A sales professional who’s lost the natural instincts you once had — and wants them back Someone who didn’t follow a traditional education path and wonders if that will always hold you back A leader trying to build more diverse teams — in thought, not just demographics Struggling with rejection in sales and needing a reframe that actually sticks Ready to build a stillness practice but not sure where to start or why it matters Mikeal’s Philosophy: “Mark Twain said I never let school get in the way of my education — and that’s me.” “God gifted us with the ability to be expert salespeople — and then things happen and we lose it.” “You don’t have to agree — you can acknowledge without agreeing.” “Prayer is where you speak — meditation is where you listen.” “Surround yourself with people a generation above and below you — just to see the world through a different lens.” ABOUT MIKEAL MORGAN: Sales Leader | Author | 18-Year Verizon Veteran | Self-Educated Lifelong Learner | Helping sales professionals reconnect with the instincts they were born with — and build the discipline to turn them into a repeatable process CONNECT WITH MIKEAL: LinkedIn:   / mikealmorgan   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

What if the most powerful conversation you could have was with your future self? Danny Shannon spent 17 years in addiction, and the 11 years since have been defined by one transformative truth: the opposite of addiction is connection. From working at the same rehab where he got clean, to building Encapsulator — a digital time capsule platform — Danny’s story is one of radical honesty, courageous vulnerability, and the healing power of speaking your truth out loud. What You’ll Learn: Why connection is the true antidote to addiction — and loneliness How recording a video message to his future self sparked a whole business idea Why LinkedIn video is one of the most powerful tools for authentic relationship building How speaking to yourself with no fear of judgment unlocks things you’ve never said before Why being kind and loving toward yourself is the foundation of real growth Key Focus Areas: The Opposite of Addiction is Connection – The philosophy that reshaped Danny’s entire life Radical Honesty – After 17 years of hiding, choosing truth became everything Encapsulator – A digital time capsule platform for recording your present self to your future self LinkedIn Video – How showing up authentically on video opened doors Danny never expected Recovery as Transformation – What 11 years of practicing communication looks like in real life Danny’s Approach: 11+ years in recovery — working in the same rehab where he once got clean Founder of Encapsulator — a secure digital time capsule platform Helped 150+ clients capture video messages to their future selves Uses guided prompts to help people articulate hopes, dreams, goals, fears, and aspirations Passionate LinkedIn video creator sharing his recovery story to help others feel less alone Perfect If You’re: Someone in recovery — or supporting someone who is — looking for community and tools Curious about the power of talking to your future self as a therapeutic practice A professional ready to show up more authentically on LinkedIn through video Thinking about what you’d say to yourself five years from now Someone who struggles with vulnerability but knows real connection requires it Danny’s Philosophy: “The opposite to addiction is connection.” “I lied for 17 years — so one of the things I hold most important is sharing my truth.” “Be kind and loving towards yourself.” “It’s like prayer — you can say anything.” “I felt incredibly lucky that I’ve been practicing communication for the past 10 years.” ABOUT DANNY SHANNON: Founder of Encapsulator | Recovery Advocate | LinkedIn Video Creator | Helping people connect with their future selves through the power of digital time capsule videos CONNECT WITH DANNY: LinkedIn:   / danny-a-shannon-05a109163   Website: https://encapsulator.io CONNECT WITH KATRINA: LinkedIn:   / connectorqueen  

What do Serbian, Czech, German, and an interrobang hat all have in common? They’re all part of Kevin Carroll’s extraordinary story of curiosity, connection, and catalytic leadership. From learning rare languages in the military to becoming an internal entrepreneur at Nike, Kevin has spent his career doing one thing remarkably well: shortening the degrees of separation between people. His secret? Stop being transactional. Start being transformational. What You’ll Learn: How asking “what’s giving you hope?” changes a conversation completely The difference between having a business and truly owning one Why “if you shine, I shine” is the most powerful leadership philosophy What presence really means — and how to signal it to the people you love Why resilience isn’t about bouncing back — it’s about sustained determination Key Focus Areas: Transformational vs. Transactional – The question that unlocks real human connection Entrepreneurial Mindset at Nike – How Kevin operated as an internal catalyst before he even had the word for it Owning Your Business – The uncomfortable parts you can’t outsource if you’re truly in charge Presence Over Time – Why being fully here for five minutes beats being distracted for five hours Stacking Wins – How small consistent actions compound into an unrecognizable life Kevin’s Approach: Military linguist trained in Serbian/Croatian, Czech, and German at the Monterey Language School Former internal consultant and entrepreneur-in-residence at Nike Founder of Katalyst with a K — helping individuals and organizations unlock their full potential Naturally curious connector who shortens degrees of separation everywhere he goes Philosophy rooted in presence, service, and the belief that humanity wins when everyone does their part Perfect If You’re: A leader who wants to stop leading from title and start leading from impact Someone building a business and finally ready to own the unsexy parts of it Craving deeper, more meaningful conversations in a world full of small talk A parent or partner trying to figure out how to be truly present in a busy life Anyone who needs a reminder that stacking small wins is still winning Kevin’s Philosophy: “Be where your feet are.” “My agenda is you — if you shine, I shine.” “How can I be more transformational than transactional with somebody?” “Resilience is not the bounce back — it’s sustained determination.” “A pessimist sees the difficulty in every opportunity. An optimist sees the opportunity in every difficulty.” ABOUT KEVIN CARROLL: Military Linguist | Former Nike Internal Consultant | Founder of Katalyst | Speaker & Connector | Helping people and organizations unlock their potential through curiosity, presence, and catalytic leadership CONNECT WITH KEVIN: LinkedIn:   / kevincarrollkatalyst   CONNECT WITH KATRINA: LinkedIn:   / connectorqueen