Some Goodness

In this episode of 'Some Goodness', Richard Ellis discusses the significant impact of mentorship on business outcomes, from improved employee retention and job satisfaction to increased revenue and profits, with guest Chris Strammiello, Chief Revenue Officer at Lean Solutions Group. Chris shares his unique career journey, the role of mentors in his success, and his approach to leading and mentoring diverse teams. He emphasizes the importance of tailored, intentional mentoring and the benefits of leveraging the collective wisdom within an organization. The discussion also covers practical tips for creating effective mentoring programs, fostering a culture of continual learning, and building resilient, high-performing teams.

Chapters

00:00 Introduction: The Power of Mentoring

01:04 Meet Chris Strammiello: A Journey of Leadership

02:04 The Value of Diverse Experiences in Leadership

04:25 Triangulating Wisdom: Leveraging Team Insights

05:58 From Mentee to Mentor: Overcoming Imposter Syndrome

08:26 Building High-Performing Teams Through Mentorship

13:33 Personalized Coaching: Tailoring Mentorship to Individual Needs

16:44 Scaling Mentorship: Coaching Leaders to Mentor

19:39 Final Thoughts: Intentional and Structured Mentoring

20:50 Extra Goodness: Simplifying Fitness for Better Results

Keywords

mentoring, mentorship, leadership, sales leadership, team development, coaching, business growth, employee retention, job satisfaction, professional development, high performance teams, revenue growth, leadership training, personalized coaching, internal mentoring, external mentoring, learning blocks, preparation, trust building, scalable leadership, first-line managers, leadership pipeline, mentoring structure, sales enablement, sales training, executive coaching, organizational health, leadership confidence, decision-making, career development, tribe of mentors, case for change, tailored coaching, growth mindset, mentoring outcomes, business transformation, talent development, strategic leadership, mentorship programs, leadership impact

Soundbites

• "Mentors have really been what's allowed me to find some success and to make great relationships—I look at that as the cornerstone of my career."
• "You can’t do it on your own. The success of a sale is the culmination of the work of your entire organization."
• "There’s magic in getting things done through others."
• "I don’t have a monopoly on good ideas—and neither do my best team members. That’s why I triangulate the wisdom of others."
• "People need free space to learn that’s not directly under the microscope of their manager."
• "If you want to scale your impact, it’s not just about your mentoring—it’s about building a tribe of mentors around your team."
• "You’ve got to create the case for change, even with your own people—not just customers."
• "The more personal you make every coaching point, the more buy-in and change you’ll get."
• "I’m still a mentee. I’m learning from my team, from other leaders, from everyone around me."
• "Sometimes, simplifying to one thing is what drives the most progress."

In this episode, seasoned business leader Stacy Leidinger joins Richard Ellis to discuss the critical importance of understanding and operationalizing the voice of the customer in B2B environments. Highlighting that only 14% of companies have a comprehensive view of their customer despite the significantly higher profitability for those that do, Stacy provides practical guidance on capturing customer insights and integrating them into sales and marketing strategies. Various techniques for maintaining engagement, aligning sales and marketing teams, and leveraging technology for buyer intent signals are also discussed, emphasizing a customer-centric approach across all business operations.

Chapters

00:00 Introduction and Importance of Customer Insights

00:39 Meet Stacy Leidinger: B2B Software Leader

01:08 Challenges in Capturing the Voice of the Customer

04:03 Strategies for Effective Customer Advocacy

06:05 Aligning Sales and Marketing for Success

08:03 The Role of Marketing in Sales Enablement

14:11 Engaging Customers with Insights and Technology

20:07 Practical Tips for Leaders

21:08 Conclusion and Personal Goodness

Keywords

Voice of customer, B2B marketing, customer insights, sales alignment, marketing alignment, revenue growth, outcomes, value, customer pain points, customer advocacy, events, sales enablement, product marketing, QBR, shared metrics, go-to-market kickoffs, buyer intent signals, personalization, customer engagement, leadership practices

Soundbites

• "It's all about the value and the outcomes." 
• "When organizations don't stay close to the customer, they assume they know who it is. That's one of those fundamental challenges that I often see organizations fall victim to." 
• "There is one number that the board stakeholders and everyone cares about, and that's the revenue you're producing." 
• "The best organizations I've worked with haven't had sales kickoffs. They've had go to market kickoffs." 
• "Out of all the customers that bought and were new that we acquired this quarter, how many showed buying signals six months ago? And it was 80%." 
• "When you're in any meeting, you're discussing anything about the company. If you haven't heard someone say the word customer. Ask why." 
• "I can't think of anything that really shouldn't center around the customer that you're doing." 
• "Customer pains are always shifting. Business dynamics are always changing." 
• "If sales isn't successful, we're not successful." 

In this episode, Richard Ellis and executive recruiter David Wolf discuss the challenges of hiring the right sales talent. The conversation covers the importance of resilience, grit, and a growth mindset in sales. David shares insights on the evolving dynamics of remote work, effective recruiting practices, and the significance of understanding company culture and market trends. Practical tips for new sales leaders to build a successful sales team and the essential role of communication in the hiring process are highlighted. The episode wraps up with David sharing some personal goodness about community and camaraderie fostered through playing pickleball.

Chapters

00:00 Introduction: The Challenge of Hiring Sales Talent

00:40 Meet the Expert: David Wolf's Background

01:50 The Complexity of Hiring in Today's Market

04:42 Key Traits of Successful Salespeople

06:34 Building a Resilient and Knowledgeable Sales Team

10:50 Understanding Company Culture and Market Trends

15:02 The Role of Sales Leaders in Recruitment

18:03 Final Thoughts and Practical Tips

18:57 Personal Reflections and Closing Remarks

Keywords

Sales Hiring, Sales Team, Recruiting, Sales Talent, Sales Leadership, Sales Culture, Sales Process, Sales Success, Hiring Mistakes, Sales Training, Remote Sales, Onboarding, Sales Growth, Talent Acquisition, Resilience, Grit, Growth Mindset, Entrepreneurial Mindset, Customer Success, Communication Skills, Sales Pipeline, Interview Process, Culture Fit, Sales Development, Hiring Strategy, Candidate Selection, Sales Coaching, Sales Enablement, High-Performing Teams, Executive Recruiting, Building a Sales Team

Sound Bites

• "Resilience is the number one issue. The best salespeople bounce back quickly and don’t let rejection derail them." 
• "Great sales teams don’t just happen—they’re built with intention, strong leadership, and the right hiring process." 
• "If you don’t believe in the product, don’t take the job. Chasing a comp plan alone will never make you successful." 
• "Sales leaders need to be hands-on in hiring. You can’t just rely on HR’s keyword searches to find the best talent." 
• "The best sales reps treat their territory like their own business. That entrepreneurial mindset makes all the difference." 
• "A great salesperson isn’t just a closer—they’re a listener, a strategist, and a problem-solver." 
• "Job descriptions are living documents. Once you start interviewing, you may realize your ideal hire looks different than what you expected." 
• "Don’t build a sales team without understanding your culture, your customers, and how you’ll support your reps to succeed."
• "Your best hire might not check every box on paper, but they bring something invaluable to the team." 
• "Sales is a game of momentum. The reps who never stop learning, never stop growing." 

This episode of 'Some Goodness' explores how to handle difficult conversations and set boundaries in the workplace to build stronger teams. Host Richard Ellis engages with Jack Galloway, a seasoned executive and leadership consultant, who shares his expertise on transforming challenging interactions into growth opportunities. Key insights include the importance of addressing problems promptly, approaching conversations with curiosity and empathy, balancing clarity with kindness, and fostering a culture of honesty and mutual respect. Galloway's practical tips are aimed at helping leaders manage conflict effectively and align their teams towards common goals.

Chapters

00:00 Introduction: The Prevalence of Difficult Coworkers

00:23 Transforming Challenges into Opportunities

00:49 Meet Jack Galloway: Leadership Expert

01:38 The Importance of Addressing Conflict Early

05:11 Practical Tips for Handling Tough Conversations

10:53 Balancing Candor with Kindness

17:10 Prioritizing Tasks for Effective Leadership

26:39 Creating a Positive Workplace Culture

31:04 Conclusion: The Impact of Good Leadership

Keywords

Conflict resolution, Toxic coworkers, Leadership, Clarity / Being clear, Avoidance, Fear, Boundaries, Team harmony, Candor / Kindness, Culture, Coaching and mentoring, Role alignment, Trust, Underperformance, Priorities and capacity, Toxic environment, Growth opportunities, High-performing teams, Accountability

Sound Bites

•  “Difficult people are everywhere, and avoiding them isn’t an option.”
•  “I would rather see a business leader do fewer things and do them with success, do them well, than to do many things and do none of them well.”
•  “To be unclear is to be unkind, and to be clear is to be kind.”
•  “When you mention venting, I’m actually okay with venting if it leads us somewhere.”
•  “If we’re not doing these things, we should not expect our teams to do these things.”
•  “You could take a great salesperson who’s good on a phone … and suddenly you put them in doing some administrative duties and their productivity goes from a nine to about a two.”
•  “If we’ll do the things we’re talking about while we’re in that level of influence in that role, it impacts those people beyond just their jobs … it helps them in different areas of their life.”
•  “We still have to lead our organization towards success. But in the midst of doing that, we do all these things that we’ve talked about here today, and we start to develop a really strong team.”

In this episode of 'Some Goodness,' Richard Ellis invites his friend and business partner, Mark Gaydos, to share insights from his video series, 'Rooted in the Real World.' Mark talks about how the concept of the series evolved through exploring themes like farming, nature, and craftsmanship, and how they can be applied to leadership and organizational health. Key takeaways include the importance of single, strong leadership and the microbial elements of organizational culture. The episode also draws attention to balancing the digital and human aspects o leadership, using practical insights from real lived experiences.

Chapters

00:00 Introduction to Accenture Life Trends 2025

00:36 Exploring Rooted in the Real World

01:01 Meet Mark Gaydos

01:57 The Genesis of Rooted in the Real World

05:36 Lessons from the Christmas Tree Farm

11:35 Insights from the Regenerative Farm

17:50 Balancing Tech and Human Connection

22:20 A Personal Story from Normandy

24:46 Conclusion and Challenge to Viewers

Keywords

Leadership, Revenue Enablement, AI & Technology, Human-Centered Work, Culture, Business Growth, Organizational Health, Digital Fatigue, Trust & Accountability

Storytelling, Vision & Mission, Strategic Planning, Farming & Cultivation, Regenerative Business, Adaptability, Inspiration, Communication, Decision-Making, Operating Systems, Team Dynamics

Soundbites

•  "Businesses must recognize the shift towards authenticity and meaningful human experiences." 
•  "The tree will eventually get unhealthy if you let the double leader go. You’ve got to be good at recognizing it and trimming it out." 
•  "For an organization to thrive, you have to address unhealthy leadership early and head-on." 
•  "Trust is the foundation. Without it, you get conflict, silos, and political battles that poison an organization."
•  "AI is just a tool. The passion, creativity, and human connection—that’s all us." 
•  "Want to fix culture? Start with your values. If leadership isn’t modeling them, they’re just words on a wall." 
•  "A strong leader doesn’t just accept the role—they get it, they want it, and they have the capacity to do it."
•  "Success in leadership is about recognizing the unseen—those small, toxic elements that build up over time."
•  "The greatest leaders are those who model the way—who step up first when it's hard." 
•  "Shut down your device. Get out in the real world. That’s where the best ideas come from." 

In this episode of Some Goodness, host Richard Ellis welcomes back Larry Sweeney, SVP of global enterprise sales at Nerdio. They dive into the qualities of transformational leadership that boost employee satisfaction and productivity. Larry shares his unique leadership style centered on empathy, consistent praise, and accountability. They discuss the importance of weekly one-on-ones, effective storytelling, and the balance between fun and fierce accountability in driving high performance. The episode offers practical insights for both new and seasoned leaders aiming to maximize their impact.

Chapters:

00:00 Introduction to Transformational Leadership

00:28 Meet Larry Sweeney: Innovative Sales Leader

01:01 Establishing Your Personal Leadership Style

01:41 The Golden Rule in Leadership

04:08 The Importance of One-on-One Meetings

07:40 The Power of Storytelling in Leadership

12:05 Effective Quarterly Business Reviews

15:56 Balancing Fun and Accountability

17:59 Personal Goodness: Fitness and Well-being

19:01 Conclusion and Final Thoughts

Keywords:

Leadership, Sales Teams, Coaching, Accountability, Storytelling, Employee Satisfaction, Recognition, Business Reviews, Motivation, Performance, Transformation, Emotional Intelligence, Collaboration, Listening, Communication, Trust, Engagement, Culture, Influence, Growth

Soundbites:

• "Celebrate in public and coach in private."
• "Nothing else is more important than you and the relationship you have with your manager."
• "It's M&Ms—Money and Managers. That’s what keeps people in their jobs."
• "Force yourself not to give the same advice twice in a row, because when you do, you're going to lose people."
• "Fierce accountability—people know I demand a lot, but I set a culture of fun and engagement."
• "When a storyteller gets on stage, I’m hooked—so I decided to practice storytelling myself." 
• "Creating a culture of fear makes people close up, perform worse, and then the cycle continues."
• "Leaders can’t let emotion take over—when it does, conversations go down unproductive routes."
• "A weekly one-on-one is the most important meeting—it should never be pushed or canceled."
• "Open-ended one-on-ones put too much pressure on the direct report. Managers need to lead them."
• "A good manager leads coaching calls with intention. Don’t assume your team knows what to ask for."
• "Fun and fierce accountability can co-exist. You can have fun while still demanding high performance."

In this episode of Some Goodness, host Richard Ellis and Larry Sweeney, SVP of Global Enterprise Sales at Nerdio, discuss actionable strategies for building and leading high-performance sales teams. Larry shares his perspectives on the importance of belief in achieving ambitious targets, the power of a consistent operating cadence, fostering a positive team culture, and the significance of grit and hustle in sales. The conversation is packed with practical tips, inspiring stories, and insights into building a team that thrives under pressure, adapts to challenges, and consistently overachieves. 

Chapters:

00:00 Introduction: The Power of Speed in Leadership

00:28 Welcome to Some Goodness

00:38 Meet Larry Sweeney: Transformative Sales Leader

02:23 The Importance of Belief in Leadership

06:46 Establishing a Predictable Cadence

11:22 Creating a Positive and Fun Culture

17:58 Grit and Hustle: Keys to Success

23:04 Conclusion and Farewell

23:27 Personal Goodness: Family and Hockey

Keywords: leadership, execution, first-mover advantage, market shifts, growth, quota attainment, pipeline development, competitive spirit, motivation, mistakes, mindset, coaching, team development, mentorship, training, peer coaching, culture, fun, psychological safety, hustle, grit, resilience. deal structuring, sales territory swaps, closing strategies

Soundbites:

• “If you give me a number, I’m going to hit it no matter what.” 
• “It starts with belief. I’m gauging how much they believe in the company, the product, the market, and their ability to overachieve on their number.” 
• “Sometimes all it takes is shaking things up. I’ve swapped salespeople’s territories on the spot—removing their preconceived beliefs—and suddenly they’re doing 200% of their previous quota.” 
•  “When we build teams of people and coach them to think creatively about their territory, we get different results.” 
• “I fundamentally don’t believe in breaking somebody down in the middle of a QBR in front of a room. Coaching is a private activity.” 
• “Fun is a core part of the culture I build—because when people are enjoying their work, they take risks, make decisions more freely, and ultimately win more.” 
• “Hustle is when you don’t let yourself give up. There’s always a way—sometimes you just have to create it.” 
• “Being gritty is about showing up to a tough board meeting, getting grilled, taking the hits, and then immediately switching gears to lead your team with optimism.” 

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In this episode, Richard Ellis and Steve Graves explore the complex dynamics of how leaders handle success and failure. Drawing from decades of experience working with thousands of leaders, Graves presents a counterintuitive perspective: many leaders actually struggle more with handling success than failure. The conversation delves into four main dangers of success—overinflated abilities, entitlement, addiction to success, and complacency—while introducing Graves' concept of "formation," which argues that leaders must grow who they are at the same rate as what they're doing.

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Chapters:

[00:00:00] Introduction and Success vs. Failure

[00:00:38] Guest Introduction - Steve Graves

[00:01:22] The Challenges of Handling Success

[00:03:00] Four Dangers of Success

[00:05:29] Leading with Strong Teams

[00:07:59] Feedback and Blind Spots

[00:09:58] The Addiction to Success

[00:12:11] Leader Formation Concept

[00:16:30] Handling Failure as a Leader

[00:19:43] Closing Thoughts and Resources

Keywords: Leadership Development, Success Management, Failure Analysis, Blind Spots, Team Building, Feedback Culture, Formation, Entitlement, Leadership Growth, Executive Coaching, Self-awareness, 360 Feedback, Personal Development

Soundbites:

• "Often handling and digesting and sustaining success is just a lot of times harder for people than it is handling failure."
• "Leaders play the role that the leader is supposed to play. And often you have way more talented people around you in the organization than maybe you were originally comfortable with."
• "If I don't have a culture that really invites honest objective feedback, I can pass out a 360, but nobody's going to really give me anything."
• "It's really important that leaders grow who they are at the same rate of what they're doing."
• "There's a difference in a data point and a trend line... If I have a trend line, maybe I'm too ambitious with my goals."

In this reflective episode of Some Goodness, hosts Richard Ellis and Heather Easterday look back on their inaugural year of the podcast, sharing highlights, insights, and lessons learned from engaging conversations with business leaders. The episode emphasizes the power of reflection in professional growth. Key moments include Al Monserrat’s discussion on the importance of punctuality in leadership, Tracey Mustachio’s “from-to” framework for navigating change, and Eva Daniel’s advice on building rapport and likability through body language and authenticity. The recurring theme across all episodes is the importance of a growth mindset for leaders—embracing opportunities for personal and team improvement. This celebratory recap underscores the value of intentionality and focus in leadership.

Chapters:

[00:00:00] Introduction 

[00:03:55] Highlight from Episode 1 - Al Monserrat

[00:04:47] Highlight from Episode 3 - Tracey Mustacchio

[00:08:45] Highlight from Episode 7 - Justin Barney

[00:11:33] Highlight from Episode 8 - Mike Fouts

[00:14:37] Highlight from Episode 12 - Steve Graves

[00:18:36] Highlight from Episode 13 - Eva Daniel

Keywords:

Reflection, leadership, growth mindset, rapport, likability, board meetings, punctuality, career paths, change vision, personal growth.

Soundbites:

• Al Monserrat (Episode 1):
  "It’s extremely important to show respect by being on time and finishing on time—small actions that reflect big credibility."
• Tracey Mustachio (Episode 3):
  "Use a ‘from-to’ framework: Here’s where we are, here’s our North Star, and here’s where we’re headed—this clarity drives alignment and progress."
• Justin Barney (Episode 7):
  "A leader who understands the technology they’re selling earns trust from their team, partners, and customers—it’s essential for credibility and success."
• Mike Fouts (Episode 8):
  "In growth companies, agility and fluid processes are key, but scaling requires a balance with structure and repeatability."
• Steve Graves (Episode 12):
  "Sometimes you need to slow down to go faster—strategic pauses can lead to sustainable growth and stronger foundations."
• Eva Daniel (Episode 13):
  "If people like and trust you, they’ll want to follow you—rapport and likability are essential leadership tools."

In this conversation, Richard Ellis and Darin Archer discuss the importance of building relationships with sales and marketing leaders. They emphasize the need for product leaders to acknowledge that their ideas may not always be successful and that marketing and sales are crucial for bringing products to market. They provide practical tips for establishing healthy relationships with sales and marketing leaders, including lowering ego, being curious and forensic, and understanding the challenges faced by sales teams.

Chapters:

[00:00:00] Introduction and Importance of Relationships

[00:01:09] Lessons in Product Leadership

[00:04:47] Building Relationships with Sales Leaders 

[00:09:31] Collaborating with Marketing Leaders  

[00:13:18] Intentionality in Collaboration 

 [00:14:52] Engagement Beyond Leadership Levels

[00:17:53] Closing Insights  

Keywords:

Product Leadership, Marketing Collaboration, Sales Alignment, A/B Testing, Intentionality, Relationship Building, Revenue Growth, Cross-Department Collaboration, Leadership Teams, Practical Tips

Soundbites:

• “Just because you built something and think it’s great doesn’t mean it will land.” 
• “Acknowledge your ego and let it go. Behind every feedback or pushback, there’s a real problem worth understanding.” 
• “Let marketing do their job—lean in hard on a test-and-learn culture.”
•  “Think about levels—engage not just with peers but with people at different organizational levels to understand diverse perspectives.” 
• “Happenstance and winging it won’t lead to repeatable results. Be intentional about engaging across silos.”