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How to Build an Accountable Sales Culture That Delivers | Ft. Bryan Elsesser
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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
Chapters
(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
Connect with Bryan Elsesser
LinkedIn: https://www.linkedin.com/in/bryanelsesser/
Instagram: https://www.instagram.com/bryan.wz.here/
Connect with John Rankins
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
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