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How to Build an Accountable Sales Culture That Delivers | Ft. Bryan Elsesser
Most leaders say they want accountability. But when deals slip, teams stall, or morale dips? They point fingers instead of fixing the root.
In this episode of The Sales Machine, I sit down with one of the sharpest minds in GTM—Bryan Elsesser. He’s a two-time VP of Sales, GTM advisor, NYC tech vet, and the kind of guy who’s seen every stage of the sales game—from the trenches to the boardroom.
We talk about:
- How to actually build accountability without creating fear
- Why sales is service (and how to get your team to believe it)
- What parenting teaches you about leadership (and vice versa)
- How to adapt your sales strategy across inbound, outbound, and omnichannel
- Why emotional connection—not just pitch decks—closes deals
You’ll also hear why “Buyers are liars” is more than just a saying, how to avoid happy ears, and what elite reps do that average ones don’t.
This episode hits hard for sales leaders, frontline managers, and anyone trying to grow a team that performs under pressure without losing heart.
Tune in if you want to:
- Stop tolerating mediocrity on your sales floor
- Lead with service, not just quota pressure
- Create a culture of reps who think and win like owners
- Be a better leader without burning out
Let’s get into it!
Episode Highlights“This is my world. I’m from the field. Your people can never bullshit me… I pitch 100 to 200 people a day.” - John Rankins
“Sometimes the legend is in your own mind. What I thought was a signal turned out to be noise.” - Bryan Elsesser
“If you want to go to market and be successful, reach out to the people that are doing it at the highest level.” - John Rankins
“The best thing you can do is treat your network like it’s the most important part of your brand—because it is.” - Bryan Elsesser
“You hone your craft by solving problems. And the more problems you solve, the higher level you get to play at.” - John Rankins
(01:00) - The Journey of a Sales Leader
(04:58) - Parenthood and Leadership
(09:56) - Sales Philosophy and Practices
(14:54) - The Importance of Self-Reflection
(20:06) - Understanding Customer Needs
(27:34) - Navigating Sales Challenges and Team Dynamics
(36:39) - Transforming Sales Strategies: Outbound vs Inbound
(42:28) - The Importance of Omnichannel Approaches
(55:57) - Building Relationships and Community in Sales
LinkedIn: https://www.linkedin.com/in/bryanelsesser/
Instagram: https://www.instagram.com/bryan.wz.here/
X: https://x.com/MrSalesDev
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
View all episodes
By John RankinsMost leaders say they want accountability. But when deals slip, teams stall, or morale dips? They point fingers instead of fixing the root.
In this episode of The Sales Machine, I sit down with one of the sharpest minds in GTM—Bryan Elsesser. He’s a two-time VP of Sales, GTM advisor, NYC tech vet, and the kind of guy who’s seen every stage of the sales game—from the trenches to the boardroom.
We talk about:
- How to actually build accountability without creating fear
- Why sales is service (and how to get your team to believe it)
- What parenting teaches you about leadership (and vice versa)
- How to adapt your sales strategy across inbound, outbound, and omnichannel
- Why emotional connection—not just pitch decks—closes deals
You’ll also hear why “Buyers are liars” is more than just a saying, how to avoid happy ears, and what elite reps do that average ones don’t.
This episode hits hard for sales leaders, frontline managers, and anyone trying to grow a team that performs under pressure without losing heart.
Tune in if you want to:
- Stop tolerating mediocrity on your sales floor
- Lead with service, not just quota pressure
- Create a culture of reps who think and win like owners
- Be a better leader without burning out
Let’s get into it!
Episode Highlights“This is my world. I’m from the field. Your people can never bullshit me… I pitch 100 to 200 people a day.” - John Rankins
“Sometimes the legend is in your own mind. What I thought was a signal turned out to be noise.” - Bryan Elsesser
“If you want to go to market and be successful, reach out to the people that are doing it at the highest level.” - John Rankins
“The best thing you can do is treat your network like it’s the most important part of your brand—because it is.” - Bryan Elsesser
“You hone your craft by solving problems. And the more problems you solve, the higher level you get to play at.” - John Rankins
(01:00) - The Journey of a Sales Leader
(04:58) - Parenthood and Leadership
(09:56) - Sales Philosophy and Practices
(14:54) - The Importance of Self-Reflection
(20:06) - Understanding Customer Needs
(27:34) - Navigating Sales Challenges and Team Dynamics
(36:39) - Transforming Sales Strategies: Outbound vs Inbound
(42:28) - The Importance of Omnichannel Approaches
(55:57) - Building Relationships and Community in Sales
LinkedIn: https://www.linkedin.com/in/bryanelsesser/
Instagram: https://www.instagram.com/bryan.wz.here/
X: https://x.com/MrSalesDev
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial