What happens when a former college athlete trades the court for 250 cold calls a day—and then scales a sales org from zero to $40M? We bring on Matt Grossbard, VP of Sales at Techvera, to break down the playbook: build a culture that fuels effort, design systems that scale, and overcommunicate until clarity becomes muscle memory. From one-call closes to multi-threaded, 45-day cycles, Matt shows how to evolve process without losing the edge that wins deals.

We dig into the traits that really matter—grit, coachability, and resilience—and how to screen for them whether or not a candidate ever wore a jersey. Matt shares the rituals that keep remote teams connected and motivated, including daily huddles that replace the lost buzz of an office floor. He explains why leaders must earn “juice” by staying hands-on, modeling great discovery, and proving they can help close when it counts. Trust, he argues, is built long before a tough conversation; it’s earned in the reps you run together.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.