• The trust formula and what each part looks like in a remote world
• Why trust has shifted from a nice-to-have to table stakes
• How individual trust and organizational trust feed each other
• Why a referral lets you inherit the trust someone else already built
• Why turning down the wrong client builds more trust than closing them
• How to rebuild trust in the exact area where you lost it
• Why trust is the moat that keeps competitors away from your customers.

💬 Drop your biggest takeaway in the comments. What is one thing that instantly builds or breaks your trust in a new vendor?

#SalesLeadership #Trust #RemoteSelling #AIinSales #B2BSales #SalesProcess #Leadership #SalesLeadDog

The Future of Selling Is Still Human In this episode of Sales Lead Dog, Christopher Smith sits down with Joseph Little, Vice President of Sales and Marketing at CarboFix, to dig into what it takes to lead a sales team, simplify the work, and keep the human element alive as AI reshapes selling.

Joey gets into why most CRMs collapse under their own complexity, how to motivate a team of independent reps, and where AI genuinely helps a seller versus where it falls short.

If you are a sales leader, rep, or founder looking for practical takes on building trust, simplifying your process, and using technology without losing the human touch, this conversation is worth your time. What You'll Learn:

• Study both good and bad leaders and take notes on what to copy and what to avoid

• The best resume is not always the best hire, so look for tenacity

• Every person has a motivation matrix, and you have to learn it before you can lead them

• Lead through collaboration, not from far away or with an iron fist

• Slow down and ask questions instead of dumping everything you know

• Strip out complexity to win back the most expensive resource you have, time

• AI can prep and summarize, but it cannot read the room for you

About Joseph Little

Joseph "Joey" Little is the Vice President of U.S. Sales and Marketing for CarboFix Orthopedics, a company building carbon fiber surgical implants that are changing how surgeons treat trauma and oncology patients. He began his orthopedic career as a territory representative before moving into medical-device distribution, then returned to the corporate side with CarboFix and advanced through multiple leadership roles to his current position. His hands-on approach is shaped by years in the operating room, distribution, and orthopedic sales leadership, along with a passion for building strong teams and turning innovative technology into meaningful growth.

Connect with Joseph Little

LinkedIn: https://www.linkedin.com/in/josephlittle1/

Learn More About CarboFix: https://www.carbo-fix.com/

About Sales Lead Dog

Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.

Unless you are the lead dog, the view never changes.

Connect and Learn More

All episodes and show notes: https://empellor.com/salesleaddog/

If this episode brought you value:

👍 Hit Like and help more sales professionals discover this conversation.

🔔 Subscribe so you never miss a Sales Lead Dog episode.

💬 Drop your biggest takeaway in the comments. What is one question that always changes how a sales call goes for you?

#SalesLeadership #MedicalDeviceSales #CRM #AIinSales #B2BSales #SalesProcess #Leadership #SalesLeadDog

Set a Goal Worth Failing At

In this episode of Sales Lead Dog, Christopher Smith sits down with David A. Miller, Chief Revenue Officer at Novus Global and executive coach to dig into why most people underestimate what they are capable of and how mindset, coaching, and audacious goals unlock elite performance. We talk about the mindset behind elite performance, why the fear of failure keeps teams playing small, and how the best performers treat coaching and vulnerability as advantages instead of weaknesses.

If you are a sales leader, coach, or founder looking for practical ways to set bigger goals, build a growth culture, and get out of your own way, this conversation is worth your time.

What You'll Learn:

• Most people and teams underestimate what they are truly capable of

• Set goals so audacious that falling short still moves you further than you imagined

• Selling only feels salesy when you do not believe in what you offer

• The brain is wired to solve problems, so give it one worth solving

• Elite performers treat coaching and feedback as an advantage, not a weakness

• Telling on yourself first takes the fear out of failure

• A CRM used well becomes the holder of truth for your team

About David A. Miller

David A. Miller is the Chief Revenue Officer at Novus Global, an executive coaching firm that works with Fortune 500 leaders, professional athletes, world-class artists, and nonprofit executives. With over 15 years of coaching experience, he helps clients expand their vision and unlock potential, from saving millions in a single quarter to driving 150 percent sales growth. He is the best-selling author of Improv Leadership: How to Lead Well in Every Moment and a sought-after keynote speaker who lives in Long Beach, California with his wife and three children.

Connect with David A. Miller

LinkedIn: https://www.linkedin.com/in/imdavidmiller/

Learn More About Novus Global: https://novus.global

About Sales Lead Dog

Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.

Unless you are the lead dog, the view never changes.

Connect and Learn More

All episodes and show notes: https://empellor.com/salesleaddog/

If this episode brought you value:

👍 Hit Like and help more sales professionals discover this conversation.

🔔 Subscribe so you never miss a Sales Lead Dog episode.

💬 Drop your biggest takeaway in the comments. What is one goal you set that scared you and changed you?

#SalesLeadership #ExecutiveCoaching #Mindset #GrowthCulture #B2BSales #SalesProcess #Leadership #SalesLeadDog