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Ep. 98 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman – Part 2
In Part 2 of our conversation with Josh Hoffman, we explore the leadership mindset required to thrive in moments of high-pressure change, like mergers, long enterprise cycles, and AI-driven disruption.
Josh shares how sales teams can stay grounded in customer value, build trust through co-created plans, and lead with consistency; regardless of who owns the company or what the logo says.
We also talk about the real-world impact of AI on sales effectiveness, onboarding, and go-to-market readiness.
What You’ll Learn:
- Leading Through Change: How to stabilize culture and focus teams during M&A, leadership transitions, or high-stakes GTM shifts
- Mutual Action Plans that Work: Why aligning around a co-created calendar is a simple but powerful tool for accountability and momentum
- Consistency Over Chaos: How sticking to your core value proposition helps drown out internal and external noise
- Real AI Use Cases: How Josh and his team use AI for onboarding, writing, analysis, and market research—without replacing human judgment
- Leadership in Modern Sales Orgs: The behavioral traits that inspire performance, loyalty, and resilience
Key Topics:
- Sales leadership in high-pressure, transitional environments
- Using backward-planning and mutual calendars for deal velocity
- Staying aligned on value across long sales cycles
- Cultural consistency across internal and client-facing teams
- AI for productivity, market intelligence, and GTM strategy
- Embracing humility and continuous learning as a CRO
Guest Spotlight: Josh Hoffman
Josh is Chief Revenue Officer at Totus Rx and a long-time leader in B2B revenue organizations. He’s built and led sales teams across tech, telecom, and compliance industries, with a focus on building high-trust teams and delivering real value to customers. Josh is known for his practical, human-centered leadership style, especially in complex, high-stakes environments.
Resources & Mentions:
- Book: The Challenger Sale
- Book: SPIN Selling
- Leaders Mentioned: Mark Anderson, Russ Reeder, Todd Abbott, Mike Jenner, Joe Burton
- Follow Josh Hoffman on LinkedIn for more insights on sales leadership and culture.
🎧 Listen now and subscribe to Selling the Cloud to hear more from enterprise GTM leaders shaping the future of sales.
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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By Mark Petruzzi, KK Anderson, Paul Melchiorre
4.4
88 ratings
In Part 2 of our conversation with Josh Hoffman, we explore the leadership mindset required to thrive in moments of high-pressure change, like mergers, long enterprise cycles, and AI-driven disruption.
Josh shares how sales teams can stay grounded in customer value, build trust through co-created plans, and lead with consistency; regardless of who owns the company or what the logo says.
We also talk about the real-world impact of AI on sales effectiveness, onboarding, and go-to-market readiness.
What You’ll Learn:
- Leading Through Change: How to stabilize culture and focus teams during M&A, leadership transitions, or high-stakes GTM shifts
- Mutual Action Plans that Work: Why aligning around a co-created calendar is a simple but powerful tool for accountability and momentum
- Consistency Over Chaos: How sticking to your core value proposition helps drown out internal and external noise
- Real AI Use Cases: How Josh and his team use AI for onboarding, writing, analysis, and market research—without replacing human judgment
- Leadership in Modern Sales Orgs: The behavioral traits that inspire performance, loyalty, and resilience
Key Topics:
- Sales leadership in high-pressure, transitional environments
- Using backward-planning and mutual calendars for deal velocity
- Staying aligned on value across long sales cycles
- Cultural consistency across internal and client-facing teams
- AI for productivity, market intelligence, and GTM strategy
- Embracing humility and continuous learning as a CRO
Guest Spotlight: Josh Hoffman
Josh is Chief Revenue Officer at Totus Rx and a long-time leader in B2B revenue organizations. He’s built and led sales teams across tech, telecom, and compliance industries, with a focus on building high-trust teams and delivering real value to customers. Josh is known for his practical, human-centered leadership style, especially in complex, high-stakes environments.
Resources & Mentions:
- Book: The Challenger Sale
- Book: SPIN Selling
- Leaders Mentioned: Mark Anderson, Russ Reeder, Todd Abbott, Mike Jenner, Joe Burton
- Follow Josh Hoffman on LinkedIn for more insights on sales leadership and culture.
🎧 Listen now and subscribe to Selling the Cloud to hear more from enterprise GTM leaders shaping the future of sales.
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.