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Sales Lead Dog PodcastAuthor: Christopher Smith
Unless you are the lead dog, your view never changes. On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology. Language: en Genres: Business, Careers, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Inside Sales in the AI Era | Lynn Hidy on Leadership and Performance
Episode 173
Monday, 23 February, 2026
Is inside sales broken? Or are we leading it the wrong way? In this episode of Sales Lead Dog, Chris sits down with Lynn Hidy, founder of UpYourTeleSales, LLC and author of Mastering Inside Sales Leadership, to unpack what is really happening inside modern sales teams. Lynn explains why inside sales leadership has not evolved fast enough, why many teams consistently miss quota, and why most companies still fail to properly train and support their salespeople. The conversation covers the shift from product talk to problem talk, why listening is the most overlooked skill in sales, and how AI is changing the pace of sales execution faster than most leaders realize. You will also hear practical strategies leaders can use immediately, including how to diagnose performance issues using the “can’t, won’t, don’t know how” framework, and why assisted intelligence should increase value instead of replacing human connection. If you lead an inside sales team, manage quota-carrying reps, or want to improve sales performance in a fast changing environment, this episode offers practical and timely insight. 🔍 What You’ll Learn in This Episode • Why inside sales leadership needs to adapt • The real reason many sales teams miss quota • Why phone prospecting still works • How generational shifts impact sales communication • Why companies fail to train salespeople properly • The difference between product talk and problem talk • How to improve listening skills across your team • The “can’t, won’t, don’t know how” performance framework • How AI should be used as assisted intelligence in sales • Why emotional resistance blocks buying decisions 🔗 Connect with Lynn Hidy LinkedIn https://www.linkedin.com/in/lynnhidy/ 🎧 About Sales Lead Dog Sales Lead Dog features leaders, founders, and sales experts sharing practical insights on leadership, growth, and building stronger sales organizations. Find all episodes here: https://empellorcrm.com/salesleaddog/ 👍 Like this video if you found it valuable 📩 Subscribe for more leadership and sales insights 💬 Comment below: What is the biggest challenge your inside sales team is facing right now?
