Elevating Performance (HD)

By College of CoachesBusiness Entrepreneurship

Elevating Performance (HD) episodes

August 25, 2025 EP 17, Ch 1 - Transforming Supply Chains with AI: Insights from Verity's CRO Mike DeLeonardis
We sit down with Mike DeLeonardis, Chief Revenue Officer of Verity, to explore the revolutionary impact of AI-powered inventory management solutions. Discover how Verity's technology is reshaping supply chain operations for some of the world's largest companies.
Key Topics
Mike DeLeonardisshares his journey and insights from over 25 years in the tech industry. Learn about Verity's fully autonomous AI solutions and their role in transforming logistics and manufacturing. Discussion on the future of intelligent automation and its impact on global supply chains.
Guest
Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation
Verity
Chapters
00:00 Introduction to Mike DeLeonardis and Verity
00:36 Mike's Journey in Technology and Automation
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
2 min
August 23, 2025EP 11, Ch 3 – The AI-First Mindset in Sales with Paul H. Pearce
Paul H. Pearce discusses the transformative impact of AI on sales and coaching. He explores how AI accelerates processes, enhances insights, and demands a more strategic approach from leaders.
The discussion emphasizes the importance of an AI-First mindset, leveraging AI for pre-call planning, and of interactive communication in sales and the role of AI in providing real-time coaching and guidance utilizing data-driven insights to improve sales methodologies.
Key Topics
AI is accelerating sales processes and insights.
Leaders must adapt to AI's demands for strategy.
An AI-first approach is essential for modern business.
AI can enhance pre-call planning and storytelling.
Data analysis from platforms like Gong.io provides valuable insights.
Interactive communication is key to successful sales.
AI can summarize conversations and provide follow-up questions.
Using AI can build trust and enhance client engagement.
Sales methodologies must evolve with AI integration.
AI is a tool for both proactive and reactive sales strategies.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 The Impact of AI on Sales and Coaching
01:07 AI-First Approach in Business
02:34 Leveraging AI for Effective Storytelling
05:08 Selling Insights from AI Data Analysis
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
8 min
August 23, 2025EP 11, Ch 2 – The Art of Buyer-Centric Sales Presentations with Paul H. Pearce
Paul H. Pearce, shares insights from his 20-year experience inleading global SaaS sales teams. He emphasizes the importance of shifting from feature-focused presentations to buyer-centric conversations, highlighting that clarity and understanding the buyer's needs are crucial for successful demos.
Paul discusses the psychological aspects of sales presentations, advocating for a structure that prioritizes the customer's time and attention. He also addresses the changing dynamics of buyer behavior and the need for salespeople to become trusted advisors rather than just vendors.
Key Topics
Great Demo! teaches better discovery for more effective demos.
Winning teams focus on solving problems, not just performing.
Clarity in presentations is more important than complexity.
Start demos with the outcome, not the origin story.
Treat the buyer's time as precious and limited.
Move corporate presentations to the end of the demo.
Engage customers by addressing their needs first.
Salespeople must understand what buyers already know.
Introduce new insights to add value to the conversation.
Become a trusted advisor by shifting the sales philosophy.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 Introduction of Great Demo! and Doing Discovery
00:54 Transforming Sales Demos: From Features to Outcomes
02:25 The Psychology of Effective Demos
04:17 Understanding Buyer Behavior and Sales Strategy
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
6 min
August 23, 2025EP 11, Modern Sales Mastery – Insights on Selling Smarter in the AI Era with Paul H. Pearce
Paul H. Pearce, President Americas for Great Demo! discusses the evolving landscape of sales presentations, emphasizing the importance of engaging clients with impactful content right from the start. Paul details how AI is transforming sales methodologies, enhancing discovery processes, and providing real-time insights.
Drawing parallels between military training and sales practices, they highlight the significance of discipline, clarity, and effective communication in achieving sales success. The discussion also touches on the need for sales professionals to adapt to changing buyer behaviors and leverage AI to become trusted advisors rather than mere vendors.
Key Topics
Engage clients by presenting impactful content upfront.
AI accelerates sales processes and demands more insights.
Discipline and repetition in sales training build readiness.
Clarity in communication is essential for effective demos.
Winning sales teams focus on solving problems, not just performing.
Begin sales conversations with the desired outcome in mind.
Most information presented is forgotten quickly; focus on key points.
Salespeople must adapt to changing buyer trust and behaviors.
AI can enhance sales methodologies and provide valuable insights.
Become a trusted advisor by understanding client needs.
Guest
Paul H. Pearce, President Americas
Great Demo!
Chapters
00:00 Introduction to Paul H. Pierce
00:36 The Importance of Discovery Methodologies in SaaS Sales
00:58 Introduction of Great Demo! and Doing Discovery
01:53Transforming Sales Demos: From Features to Outcomes
03:25The Psychology of Effective Demos
05:16Understanding Buyer Behavior and Sales Strategy
06:28 The Impact of AI on Sales and Coaching
07:31 AI-First Approach in Business
08:58 Leveraging AI for Effective Storytelling
11:38 Selling Insights from AI Data Analysis
13:22 Engaging Clients with the End in Mind
15:22 Transforming Demos into Conversations
16:07 Overcoming Objections in Sales Training
16:46 The Psychology Behind Effective Presentations
18:25 Military Training and Corporate Sales Parallels
21:01 The Importance of Methodology in Sales
23:50 Understanding the Forgetting Curve
24:52 Leadership's Role in Sales Training Accountability
26:14 The Importance of Questions for Authentic Leadership
28:31 Building a Strong Foundation Through Hard Work
30:58 Lessons from Early Career Experiences
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
33 min
August 23, 2025EP 11, Ch 1 – Mastering SaaS Sales with Paul H. Pearce
Join us as we dive into the world of SaaS sales with Paul H. Pearce, President of the Americas for Great Demo and a member of the College of Coaches. Paul is a recognized leader in SaaS discovery and demo methodologies.
With an MBA from Eastern Illinois University and distinguished service in the Illinois Air National Guard, Paul has led global sales teams in SaaS organizations. He now coaches’ sales organizations worldwide, emphasizing effective discovery techniques. An avid outdoorsman, Paul resides in South Dakota.
Key Topics
Discovery and demo methodologies for SaaS Sales leadership and strategic alliances
Effective discovery techniques in sales
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 Introduction to Paul H. Pierce
00:36 The Importance of Discovery Methodologies in SaaS Sales
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
2 min
August 23, 2025EP 11, Ch 6 – The Power of Questions in Leadership with Paul H. Pearce
Paul H. Pearce shares invaluable insights on leadership and career development, emphasizing the importance of asking the right questions, hard work, and preparation. He reflects on his early career experiences and the lessons learned that shaped his professional journey. Mark Dronen adds his perspective, highlighting the significance of discipline and the pride that comes from hard work.
Key Topics
You don't need all of the answers, just better questions.
The best leaders create clarity, not noise.
Work harder than everyone else to build a strong foundation.
Be ready to dig in when it counts in your career.
Moments of impressive performance can define your career.
Rehearsing and preparing is a key to success.
Studying and self-improvement are crucial in early career stages.
Pride in your work and standards can lead to respect.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 The Importance of Questions for Authentic Leadership
02:25 Building a Strong Foundation Through Hard Work
04:52 Lessons from Early Career Experiences
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
7 min
August 23, 2025EP 11, Ch 5 – Building Sales Resilience: Military Techniques for Sales Excellence with Paul H. Pearce
Paul H. Pearce discusses the parallels between military training and corporate sales, emphasizing the importance of discipline, repetition, and methodology in achieving sales excellence. He highlights the need for sales teams to practice and rehearse their techniques to build readiness and confidence.
The discussion also touches on the Forgetting Curve, illustrating how quickly information is forgotten and the necessity for leadership to reinforce training and methodologies to ensure retention and effectiveness in sales practices.
Key Topics
Discipline and repetition build readiness in sales.
Salespeople must rehearse techniques until they become second nature.
Methodologies in sales ensure consistency and effectiveness.
The Forgetting Curve shows that most information is quickly forgotten.
Leadership must actively support and reinforce training methodologies.
Accountability in sales requires visibility and inspection of practices.
Sales teams should practice objection handling and discovery questions.
Effective sales presentations require a structured approach.
Engagement in sales conversations is crucial for success.
Training should be integrated into regular sales activities.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 Military Training and Corporate Sales Parallels
02:42 The Importance of Methodology in Sales
05:32 Understanding the Forgetting Curve
06:33 Leadership's Role in Sales Training Accountability
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
9 min
August 22, 2025EP 11, Ch 4 – Lead with Impact: Building Trust in Client Interactions with Paul H. Pearce
Paul H. Pearce discusses effective sales strategies, emphasizing the importance of engaging clients by presenting the most relevant information upfront. He details the concept of 'designing with the end in mind' and how this approach can transform sales demos into more engaging experiences.
The discussion also touches on overcoming objections in sales training and utilizing human psychology to enhance presentations, ultimately leading to better sales outcomes.
Key Topics
Bring the strongest thing up front to engage clients.
Design with the end in mind to build trust.
A great demo should hook the audience like a movie trailer.
Clients prefer partners over tour guides in sales.
Engagement increases when customers see relevant information first.
Silence can be a powerful tool in sales conversations.
Objections often come from seasoned professionals resistant to change.
Demos should adapt to the customer's needs and questions.
Utilize human psychology to enhance demo effectiveness.
Effective sales presentations can lead to faster and more successful sales.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 Engaging Clients with the End in Mind
02:00 Transforming Demos into Conversations
02:44 Overcoming Objections in Sales Training
03:23 The Psychology Behind Effective Presentations
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
6 min
August 22, 2025EP 11, Ch 3 – The AI-First Mindset in Sales with Paul H. Pearce
Paul H. Pearce discusses the transformative impact of AI on sales and coaching. He explores how AI accelerates processes, enhances insights, and demands a more strategic approach from leaders.
The discussion emphasizes the importance of an AI-First mindset, leveraging AI for pre-call planning, and of interactive communication in sales and the role of AI in providing real-time coaching and guidance utilizing data-driven insights to improve sales methodologies.
Key Topics
AI is accelerating sales processes and insights.
Leaders must adapt to AI's demands for strategy.
An AI-first approach is essential for modern business.
AI can enhance pre-call planning and storytelling.
Data analysis from platforms like Gong.io provides valuable insights.
Interactive communication is key to successful sales.
AI can summarize conversations and provide follow-up questions.
Using AI can build trust and enhance client engagement.
Sales methodologies must evolve with AI integration.
AI is a tool for both proactive and reactive sales strategies.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 The Impact of AI on Sales and Coaching
01:07 AI-First Approach in Business
02:34 Leveraging AI for Effective Storytelling
05:08 Selling Insights from AI Data Analysis
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
8 min
August 22, 2025EP 11, Ch 2 – The Art of Buyer-Centric Sales Presentations with Paul H. Pearce
Paul H. Pearce, shares insights from his 20-year experience inleading global SaaS sales teams. He emphasizes the importance of shifting from feature-focused presentations to buyer-centric conversations, highlighting that clarity and understanding the buyer's needs are crucial for successful demos.
Paul discusses the psychological aspects of sales presentations, advocating for a structure that prioritizes the customer's time and attention. He also addresses the changing dynamics of buyer behavior and the need for salespeople to become trusted advisors rather than just vendors.
Key Topics
Great Demo! teaches better discovery for more effective demos.
Winning teams focus on solving problems, not just performing.
Clarity in presentations is more important than complexity.
Start demos with the outcome, not the origin story.
Treat the buyer's time as precious and limited.
Move corporate presentations to the end of the demo.
Engage customers by addressing their needs first.
Salespeople must understand what buyers already know.
Introduce new insights to add value to the conversation.
Become a trusted advisor by shifting the sales philosophy.
Guest
Paul H. Pearce, President Americas, Great Demo!
Chapters
00:00 Introduction of Great Demo! and Doing Discovery
00:54 Transforming Sales Demos: From Features to Outcomes
02:25 The Psychology of Effective Demos
04:17 Understanding Buyer Behavior and Sales Strategy
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
6 min

About Elevating Performance (HD)

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Elevating Performance is for leaders and sales pros seeking an edge. Hosted by Mark A. Dronen with expert guests, each episode delivers sharp insights on leadership, sales ecosystems, and emerging…

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Elevating Performance (HD)

Elevating Performance (HD) episodes

About Elevating Performance (HD)