Best Matt Benelli Podcasts (2025)

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Practicing the Perfect Prospecting Call: A Live Hyperbound AI Role Play Demo with Matt Benelli 14:50

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23d ago14:50

14:50

In this special episode of Coach to Scale, host Matt Benelli takes on a bold challenge: a live cold-call role play with Hyperbound’s AI-powered prospecting bot one of the “rudest bots on the planet.” Joined by Hyperbound co-founder and CEO Sriharsha Guduguntla, Matt puts his skills to the test, showcasing how sales reps can practice real-world scen…

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Beyond the Quota: Coaching for a Sales Career that Lasts with Ben Johnson 56:42

2d ago56:42

56:42

In this replay episode of Coach to Scale, host Matt Bonelli sits down with Ben Johnson, VP at Zendesk, seasoned sales leader, and longtime CrossFit coach, to explore what it really takes to build a thriving sales career. Drawing on more than 25 years of experience at companies like Dell, Oracle, Workday, and Zuora, Ben challenges the myth that sale…

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Meaning Drives Motivation: What Managers Are Missing with Rachel Pacheco 56:57

9d ago56:57

56:57

In this episode of Coach2Scale, author, professor, and board advisor Rachel Pacheco joins host Matt Bonelli to unpack one of the most overlooked drivers of sales performance: meaning. Drawing from her research and experience working with fast-scaling startups and MBA students alike, Rachel challenges the myth that salespeople are only motivated by …

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Trust Builds Teams. Coaching Builds Careers with Sean Harvey 43:14

16d ago43:14

43:14

In this episode, Sean Harvey, CRO at RocketRez, shares a practical framework for building coaching cultures that actually stick. He explains why trust, not tactics, is the starting point for real performance, and how coaching must move beyond pipeline reviews and into intentional skill development. From his early Oracle training to leading teams th…

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Coach, Don’t Chase: How Matrixed Leaders Scale Teams Without Losing Their Edge with Shane Hughes 43:24

30d ago43:24

43:24

Scaling teams inside matrixed organizations is rarely about speed alone. Shane Hughes, Head of Customer Success at LinkedIn and former Salesforce executive, argues that real growth comes from slowing down to coach with intention, aligning stakeholders early, and focusing relentlessly on customer value. In this conversation, he shares how leaders ca…

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Never Be Too Busy to Scale: A COO's Playbook for Growth with Jeff Cummings 53:48

1M ago53:48

53:48

Too many frontline managers are promoted for hitting quota, then left to figure out leadership on their own. In this episode, Jeff Cummings, COO at LLC Attorney, shares a battle-tested coaching playbook built through 20+ years of leading high-growth teams. He challenges the “leadership lie” that there's no time for 1:1s and lays out a structured, r…

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The Hyperbound Playbook: How Elite Sales Teams Train with AI with Sriharsha Guduguntla 41:55

1M ago41:55

41:55

In this episode of Coach to Scale, we sit down with Sriharsha "Sai" Guduguntla, co-founder of Hyperbound, to unpack one of the most pressing challenges in revenue leadership: the coaching crisis. Despite billions invested in enablement tools, most frontline managers still spend less than 5% of their time actually coaching, and it's costing teams de…

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Leaning Into Who You Are to Lead with Jeff Perry (Replay) 39:27

2M ago39:27

39:27

What happens when a top-performing rep becomes a people-first leader in one of the most demanding roles in tech? In this episode of Coach2Scale, Jeff Perry, CRO at Carta, shares his leadership journey from his early days at Oracle to building high-performing, diverse teams at Carta. He unpacks the misconceptions that still hold sales leaders back, …

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The Cadence of Modern Sales Leadership with Victoria Abeling (REPLAY) 50:31

2M ago50:31

50:31

Consistency beats charisma in frontline sales leadership. In this episode of Coach2Scale, VMware Carbon Black’s Head of Sales Development, Victoria Abeling, shared what it takes to build a high-performance team when everyone’s overworked and every 1:1 is at risk of being replaced by a pipeline review. She unpacks why many reps view coaching as puni…

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From Hamster Wheel to High Performance with Mark Roberge (Replay) 25:55

2M ago25:55

25:55

Matt Benelli sat down with Mark Roberge last year, former CRO at HubSpot, Harvard Business School professor, and co-founder of Stage 2 Capital, to challenge some of the most persistent myths in sales leadership. From debunking the idea that top reps make the best managers to exposing why shadowing high performers can actually backfire, this convers…

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Make Managers Multipliers: The 7X ROI CROs Are Missing with Colum Lundt 27:32

2M ago27:32

27:32

In this episode of Coach2Scale, CoachEm CEO and co-founder Colum Lundt joins host Matt Benelli to unpack a critical but often overlooked reality in sales leadership: frontline managers are the linchpin to scalable growth, yet they’re routinely undertrained, overwhelmed, and underleveraged. Colum shares firsthand insights on why simply promoting gre…

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Q2 Sales Leader Recap with Matt Benelli - Coach2Scale Episode #100 9:23

3M ago9:23

9:23

Welcome to Episode 100 of the Coach2Scale Podcast! In this milestone edition, host Matt Benelli delivers a no-nonsense Q2 debrief packed with hard-earned lessons, powerful guest stories, and leadership truths that cut through the noise. From blind spots that sink careers to the non-negotiables of trust, culture, and coaching, this episode distills …

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From Founder-Led Sales to Systems that Scale with Ken Grosso 48:57

3M ago48:57

48:57

What happens when a founder-led sales strategy hits its limits? In this episode of Coach to Scale, Ken Grasso, veteran CRO, advisor, and founder of Catalyst Peak Ventures, pulls back the curtain on the messy, mission-critical transition from instinct-driven selling to structured, scalable revenue operations. With experience leading global go-to-mar…

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How to Scale Without Losing Your Top Reps with Dan Freund | Coach2Scale 40:45

3M ago40:45

40:45

What happens when your top-performing rep becomes a struggling front-line manager? In this episode, Dan Freund, Chief Sales Officer at Invoice Cloud and former Oracle sales leader, unpacks the leadership gap plaguing high-growth sales orgs. From rethinking territory design to balancing equity with accountability, Dan shares how he transformed under…

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From Anxiety to Accountability: How Empathy That Delivers Results with John Walston 37:13

3M ago37:13

37:13

When sales targets are missed, most leaders look at the pipeline, process, or personnel. But what if the real issue is a lack of psychological safety? In this episode of Coach to Scale, host Matt Benelli sits down with John Walston, author, entrepreneur, and founder of the Keep On Movement, to explore how vulnerability, empathy, and consistency in …

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Should You Be Friends with Your Reps? | Coach2Scale Sales Leader Debate 55:45

4M ago55:45

55:45

Can Sales Managers Be Friends with Their Reps? The Ultimate Sales Leadership Debate Should leaders be friendly or firm? In this epic live debate from CoachEm’s inaugural Closing Arguments series, two powerhouse sales veterans, Mark Kosoglow (Co-founder & CEO at Operator, former Outreach leader) and Kevin "KG" Gaither (CEO of InsideSalesExpert.com, …

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Why Good Reps Plateau and What Great Managers Do About It with Julie Fox | Coach2Scale Episode #95 50:37

4M ago50:37

50:37

What happens when your strongest reps stop getting better? In this episode of Coach2Scale, Julie Fox, Global Director of Customer Success at Cin7, shares how she transformed "steady but stuck" team members into high-impact players. From busting the myth of one-size-fits-all sales training to implementing a radical feedback culture, Julie unpacks ho…

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Sales-Led Growth Isn’t Dead, It’s Just Misunderstood with Jeff Keplar | Coach2Scale Episode #94 56:40

4M ago56:40

56:40

Jeff Keplar, former sales executive at Oracle, MapR, and Google, joins Coach2Scale to challenge one of today’s loudest narratives in SaaS: that product-led growth has made traditional selling obsolete. In this candid, no-nonsense conversation with Matt Benelli, Jeff lays out why complex, high-stakes enterprise deals still demand skilled sellers, st…

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Sell Like a Professional or Perish with Michael Muhlfelder | Coach2Scale Episode #93 47:10

4M ago47:10

47:10

Matt Benelli sits down with sales veteran and Calm Ocean Sales founder Mike Muhlfelder for a no-BS conversation every CRO and sales leader needs to hear. With three decades of experience at companies like Oracle, IBM, and Jitterbit, Mike shares his unfiltered perspective on what’s gone wrong in modern B2B sales from bloated pipelines and broken qua…

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The Science of Sales Enablement with Pam Dake | Coach2Scale Episode #92 54:05

4M ago54:05

54:05

Sales enablement isn’t just a support function anymore; it’s a measurable, strategic driver of revenue growth. In this episode of Coach2Scale, Pam Dake, Senior Director of Go-To-Market Enablement at Menlo Security, shares how enablement must evolve from ad hoc product training into a disciplined, data-driven engine that shrinks sales cycles, improv…

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Coaching the Top, Not Just the Bottom with Neil Wood | Coach2Scale Episode #91 1:00:14

5M ago1:00:14

1:00:14

In this episode of Coach to Scale, sales trainer and former Olympic trials athlete Neil Wood joins Matt Bonelli to challenge one of the most pervasive mistakes CROs and sales leaders make: reserving coaching only for the bottom performers. Drawing from decades of real-world experience and high-performance athletics, Neil makes the case for why top …

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Retention as a Leadership KPI with Tony Burnside | Coach2Scale Episode #90 50:12

5M ago50:12

50:12

In this episode of Coach to Scale, we sit down with Tony Burnside, SVP of APJ at Netskope, to dismantle the outdated playbook on sales leadership. Tony challenges the myth that effective managers need to lead through pressure, fear, or control. Instead, he shares his approach to building high-performing, culturally aligned teams, starting with hiri…

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Understanding the Sales Engagement Model with Tom Young | Coach2Scale Episode #88 1:03:17

5M ago1:03:17

1:03:17

Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak ad…

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The CRO Aligning with Capital Strategy with Michael Janes | Coach2Scale Episode #87 48:05

5M ago48:05

48:05

In this conversation of Coach the Scale, host Matt Benelli sits down with Michael Janes, CRO, investor, and co-founder of Rapid Commercialization Partners, to explore why top sales leaders are shifting their focus upstream. Janes unpacks his core philosophy: Sell to the strategy behind the capital, revealing how understanding a company’s ownership …

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Blind Spots and Broken Systems with Kevin McCarthy | Coach2Scale Episode #86 1:06:11

6M ago1:06:11

1:06:11

In this episode, bestselling author and CEO of Blind Spots, Kevin McCarthy, shares a deeply personal story of how unchecked blind spots, not bad intent, can quietly derail careers, culture, and company performance. After spending 33 months in federal prison for a white-collar crime he didn’t knowingly commit, Kevin emerged with a mission: help lead…

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Stop Telling, Start Coaching with Mike Montague | Coach2Scale Episode #85 52:55

6M ago52:55

52:55

Matt Benelli sits down with Mike Montague, sales and marketing expert at Avenue9 and host of the Human-First AI Marketing podcast, for a candid conversation about what sales managers are still getting wrong about coaching. From the myth that leaders need to have all the answers to the burnout caused by "super reps" turned managers, Mike breaks down…

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Winning the Right Deals with Matt Carey | Coach2Scale Episode #83 48:43

6M ago48:43

48:43

Every sales leader has heard the mantra: “Pipeline cures all.” But what if that’s only half the truth? In this episode, Matt Carey, SVP of Global Sales at FIS, breaks down why more pipeline isn’t always the answer—the right pipeline is. He shares hard-earned lessons from leading sales teams at Oracle, SAP, and FIS, explaining how top-performing org…

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Why Most Sales Leaders Fail with Eric Hachmer and Steve Frappier | Coach2Scale Episode #83 54:59

6M ago54:59

54:59

Performance improvement plans (PIPs) are meant to help struggling reps, but more often than not, they’re just a step toward the exit. So why do they fail? And what should CROs and frontline sales managers do instead to truly develop their teams? Why does urgency hurt your coaching? In this episode of Coach2Scale, host Matt Benelli sits down with Er…

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No Wasted Sales Calls: Data-Driven Selling with Paul Fannon | Coach2Scale Episode #82 46:52

7M ago46:52

46:52

Too many sales teams operate on instinct, hoping charisma and hustle will carry them to quota. However, Paul Fannon, Global CRO at Bottom Line, views sales as a science. In this Coach to Scale episode, Paul explains why a structured, data-driven approach is the key to predictable success. He shares how top reps aren’t necessarily the most talented—…

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Avoiding Sales Leadership Landmines with Kevin Gaither | Coach2Scale Episode #81 1:08:58

7M ago1:08:58

1:08:58

Sales leadership is full of hidden pitfalls that can derail even the most experienced managers. In this episode, Kevin Gaither—former ZipRecruiter sales leader, CRO of Inside Sales Expert, and author of It Happened on the Sales Floor—pulls back the curtain on the most common mistakes sales managers make. He challenges the myth that you can be frien…

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Diagnosing and Fixing Hidden Growth Barriers with Bob Tharp | Coach2Scale Episode #80 52:46

7M ago52:46

52:46

Most sales leaders focus on hitting their numbers, but few take the time to diagnose why their teams struggle in the first place. In this episode, Bob Tharp, a seasoned sales leader with 35+ years in complex solution sales, reveals the hidden obstacles that stall revenue growth and how CROs can fix them. From controlling the controllables to holdin…

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Why Coaching is Non-Negotiable with Thad Zylka | Coach2Scale Episode #79 41:19

7M ago41:19

41:19

Thad Zilka, a veteran leader in sales and leadership, discusses the transformative power of coaching in sales performance. Drawing insightful parallels to the world of sports, Thad challenges the notion that star salespeople don't need guidance. Through sharing his own journey, he highlights the pivotal role of structured business plans and the con…

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Unlocking Potential through Effective One-on-Ones with Andy White | Coach2Scale Episode #78 57:34

8M ago57:34

57:34

What if the secret to transforming your sales team lies within the art of the one-on-one meeting? Join me, Matt Benelli, and our special guest, Andy White, VP of Sales at Trivy, as we debunk myths and uncover these meetings' critical role in building trust and alignment in modern sales teams. We dive into the heart of creating coaching cultures and…

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Cultivating a Winning Mindset with Josh Horstmann | Coach2Scale Episode #77 44:29

8M ago44:29

44:29

Can senior executives really afford to skip coaching? Join us for a fascinating discussion with Josh Horstmann, Operating Partner at Francisco Partners Consulting, as we dismantle the myth that top leaders don't need coaching. We promise you'll learn how to harness coaching for all levels of performance, from struggling team members to high-flying …

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Scaling Smart with Brent Holloway | Coach2Scale Episode d#76 45:23

8M ago45:23

45:23

Unlock the secrets to skyrocketing your sales growth with insights from Brent Holloway, the CRO and co-founder of SaaS Sales Advisors. Imagine doubling your company's revenue without expanding your sales force—Brent breaks down how understanding unit economics and refining customer profiles are key to achieving this. We navigate through the intrica…

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The Journey to 1% Success in Sales Leadership with Lane Monson - Coach2Scale Episode #75 53:53

8M ago53:53

53:53

Unlock the secrets of genuine connection in sales and leadership with our guest Lane Monson, an executive leader and coach who challenges the conventional wisdom of salesmanship. Do most salespeople really know how to connect deeply with others? Discover what Lane has to say as we unravel the five levels of connection, which many sales professional…

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Building Cohesive Global Sales Teams with Jim Gannon - Coach2Scale Episode #74 54:00

8M ago54:00

54:00

What if sales success wasn’t just about the money? Join us as we challenge this age-old myth with insights from Jim Gannon, SVP of Sales at Sysdig. Discover how autonomy, competition, and a genuine drive to impact the business play pivotal roles in achieving sales excellence. Jim reveals why curiosity and the willingness to learn from peers set top…

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Authenticity in Coaching: Insights from Chris Michelmore from Zoom - Coach2Scale Episode #73 47:25

9M ago47:25

47:25

What if the secret to exceptional coaching lies not in having all the answers, but in embracing authenticity and vulnerability? Join us as we chat with Chris Michelmore, the head of mid-market acquisition at Zoom, who brings his unique perspective on coaching both athletes and salespeople. Chris challenges the notion that great coaches must be the …

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Top 10 Lessons for Sales Leaders from 2024 Shared on the Coach2Scale Podcast 6:48

9M ago6:48

6:48

As we close the book on 2024, I want to take a moment to say THANK YOU. Whether you tuned in for one episode or all 52, you're part of a movement that believes coaching is the rocket fuel for performance. This year, Coach the Scale recorded over 65 episodes, reaching thousands of sales leaders. But this isn’t about vanity metrics—this is about impa…

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Leadership Lessons & Coaching Insights with Matt Benelli 52:26

9M ago52:26

52:26

What if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, lik…

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The Numbers Are Speaking. Are You Listening? with JD Sillion 53:33

10M ago53:33

53:33

What if everything you thought you knew about leadership was turned on its head? Join us for an enlightening conversation with J.D. Sillion, a two-time CEO and three-time CRO, as he dissects the myths surrounding leadership and unveils a powerful framework for guiding teams through both high-growth and turnaround situations. Drawing inspiration fro…

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Embracing Change and Value Selling - Keith Rabkin - Coach2Scale - Episode #68 44:16

10M ago44:16

44:16

Keith Rabkin, the Chief Revenue Officer at PandaDoc, takes us on a journey through his unconventional path to sales leadership, revealing a fresh perspective on motivating sales teams that challenges the age-old myth of money being the sole motivator. Keith unpacks the art of understanding individual aspirations and leveraging them to enhance perfo…

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Good to Great > Bad to Good - Ed Diller - Coach2Scale - Episode # 67 43:57

10M ago43:57

43:57

In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasiz…

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Coaching ↔️ Two Way Street - Derek Bates - Coach2Scale - Episode # 66 46:28

10M ago46:28

46:28

Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Ora…

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From Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 65 25:55

11M ago25:55

25:55

In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proa…

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Consistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 64 33:57

11M ago33:57

33:57

In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influe…

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Empathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 63 41:51

11M ago41:51

41:51

In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sa…

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Don’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 62 37:37

11M ago37:37

37:37

Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organi…

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Potential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 61 46:01

12M ago46:01

46:01

In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data…

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Transforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60 51:34

12M ago51:34

51:34

In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for…