Can you scale sales without sacrificing quality?

Gregg Murphy and Mike Latch have done it—taking a company from $50 million to a billion-dollar run rate. The secret? A fusion of technology, strategic sales processes, and thought leadership that turns even mid-level sales reps into top performers.

Now, they’re sharing their insights in their book "Sales Sucks...But It Doesn't Have To: Transform New Reps into Top Performers and Scale Your Sales Org from Millions to Billions" and their AI-driven platform, Patter AI. In this episode, they reveal how they built a system that trained 250 new sales reps a month, slashed onboarding time, and transformed how complex sales are executed.

We explore the power of scripting—not as a robotic sales pitch, but as a framework for high-value conversations. Gregg and Mike break down the tech-human synergy that accelerates performance and how their approach challenges the way organizations think about sales training.

If you're looking to scale your team, optimize performance, and create a sales culture that thrives—this episode is a must-listen.

• Sales Scaling Requires Strategy & Tech – Growing from $50M to $1B wasn’t luck; it was a mix of AI-driven enablement, structured scripting, and a clear sales process that rapidly trained new reps.

• Mid-Level Reps Are the Untapped Opportunity – Instead of focusing only on top performers, optimizing mid-tier sales reps can create massive gains with the right tools and training.

• Scripting Isn’t a Crutch—It’s a Superpower – When done right, scripting doesn’t make sales robotic; it empowers reps to have high-value conversations that drive better decisions and results.

If you are struggling to accelerate your sales or are in need of an updated strategy reach out to the team at Thought Leadership Leverage to book a session to discuss how we can help you.

Are you truly connected—to yourself, to others, to your purpose?

Dr. Adam Dorsay, psychologist, TEDx speaker, and author, joins me for a deep conversation on how connection shapes our lives. From working with Silicon Valley execs to writing his new book Super Psyched, Adam explores the ways we build (or neglect) meaningful connections.

We dive into the challenges of self-awareness, the dangers of distraction, and why so many high-achievers struggle with emotional depth. Adam shares powerful insights on how small, intentional shifts can lead to richer relationships, greater resilience, and a more fulfilling life.

He also opens up about his own journey—overcoming dyslexia and ADHD, reinventing himself in midlife, and learning to communicate his ideas in a way that truly resonates. Whether you’re a leader, creator, or someone seeking more meaning, this episode will inspire you to rethink how you engage with the world around you.

And if you’ve ever struggled to finish a book, Adam has some surprising lessons on what it really takes to turn big ideas into something lasting.

Tune in to rethink connection, intention, and what it means to be truly alive.

• Connection Starts with You – Many people look outward when they feel disconnected, blaming relationships, work, or circumstances. But real, lasting connection begins with self-awareness and intentionality. If you don’t connect with yourself first, every other connection will suffer.

• Distraction is the Enemy of Meaningful Relationships – Social media, endless to-do lists, and digital distractions are stealing our ability to be present. Small, intentional actions—like sending a thoughtful voice message or truly listening in a conversation—can transform our personal and professional relationships.

• Intentional Living Requires Effort – Most people let life happen to them rather than actively shaping their experiences. Taking time to reflect on what truly brings joy and fulfillment can help avoid the regret of “love left on the table.” Thought leaders must apply the same strategic thinking to their personal lives as they do to their work.

Adam explores the critical role of self-awareness and intentionality in building meaningful connections. In this short video, Peter highlights how a lack of self-awareness can unknowingly lead to self-sabotage.

Trigger Warning: This episode includes discussions of severe
accidents, injuries involving young individuals, and mentions of
suicide and self-harm related to these events. While these topics are integral to the conversation, some listeners may find them
distressing. If you wish to avoid these sections, please skip from
17:46 to 25:06.

What happens when your life takes an unexpected, tragic turn? How do you find the strength to move forward?

In this episode of Leveraging Thought Leadership, Bill Sherman speaks with Nina Sossamon-Pogue, a former elite gymnast, Emmy-winning news anchor, and tech executive turned resilience expert. Nina shares her harrowing journey through public failures, personal tragedy, and how she turned pain into purpose.

Nina's story is one of extraordinary highs and devastating lows. She opens up about missing her shot at the Olympics, a career-ending injury, and an unimaginable accident that left her questioning whether she could go on. Yet, through it all, she found resilience—a word she embraces as the ability to adapt positively, no matter what life throws your way.

This episode isn't just about overcoming adversity. It's about
building thought leadership from lived experience. Nina reveals how she transformed her hardships into a framework for resilience, tested through years of research and personal reflection. From being the person everyone turned to during crises to becoming a sought-after speaker on resilience, Nina's path is both inspiring and instructive.

Listen as Nina discusses her evolution from telling others' stories as a journalist to sharing her own. She candidly explores the challenges of defining her thought leadership, navigating the pressures of public failure, and staying authentic in an industry often driven by spectacle.

This conversation is a must-listen for anyone grappling with failure, burnout, or the relentless pursuit of excellence. Nina's insights on resilience offer a guiding light for thought leaders and high achievers alike.

Three Key Takeaways:
• Resilience is built through facing and learning from failure. Nina’s journey shows that setbacks, whether public or personal, can become
catalysts for growth when we confront them head-on and adapt
positively.

• Thought leadership often emerges from personal experience and rigorous reflection. Nina’s hardships inspired her to develop a framework for resilience, demonstrating that impactful thought leadership is often rooted in lived experiences and deep introspection.

• Authenticity and vulnerability are essential in thought leadership. By sharing her personal struggles, Nina highlights the importance of being genuine and open, which helps build trust and connection with audiences.

Resilience isn’t just about bouncing back—it’s about adapting,
growing, and finding strength in adversity. If you enjoyed the topics in this episode we recommend listening to Dr. Marie-Helene Pelletier on Resilience Redefined. Both episodes highlight the intersection of mental health, professional reinvention, and the ability to thrive after setbacks.

How do you get booked as a speaker when no one knows you? And how do you stand out in a crowded market?

Cam Beaudoin has cracked the code. A former speaker on disability inclusion and accessibility, Cam now helps speakers create powerful demo reels that get them noticed—and hired. He joins me on Leveraging Thought Leadership to share why most speaker reels miss the mark and what you need to do instead.

We break down the myths about demo reels, why a flashy highlight reel won’t get you booked, and how to craft a video that makes event planners say, “This is the speaker we need.” Cam also reveals a simple yet overlooked strategy to build credibility—even if you don’t have a big-stage clip yet.

If you’re a speaker (or want to be), this episode is a masterclass in making yourself irresistible to event organizers.


Three Key Takeaways:

• Your speaker reel is a sales tool, not just a highlight reel. It should clearly show how you solve a problem for event planners and their audiences.

• You don’t need a big-stage clip to create a compelling reel. Interviews, media appearances, and even small-stage footage can establish credibility and showcase your expertise.

• Getting booked isn’t just about great content—it’s about marketing. A strong demo reel gets you the call; your job is to convert that into a paid speaking gig.

If you want some additional tips to make your demo reel sizzle, check out this article by Leveraging Thought Leadership COO Bill Sherman.

Is the influencer model broken? Consumers are drowning in five-star reviews and paid endorsements. But what if credibility, not clout, was the real driver of influence?

In this episode of Leveraging Thought Leadership, Peter Winick sits down with Eric Shienkop, entrepreneur, author, and tech innovator. Eric built the world’s largest community of unsigned musicians, helping them monetize their work through brand partnerships. Now, he’s taking on another industry ripe for disruption—online reviews and influencer marketing.

Eric’s company, The Desire Company, is flipping the script. Instead of influencers with massive followings but little expertise, they partner with professionals—athletes, doctors, and industry specialists—who actually know their stuff. The result? Trustworthy product recommendations that resonate with consumers in a way traditional influencer marketing no longer does.

Eric shares the evolution of his thought leadership journey, from struggling to get into boardrooms to becoming a bestselling author and sought-after speaker. He breaks down the steps that took him from white papers to keynotes to writing the book "Return of the Hustle: The Art of Marketing With Music" that made Microsoft come calling.

If you’re trying to cut through the noise, establish credibility, and build a business that thrives on trust, this conversation is packed with insights you won’t want to miss.

Three Key Takeaways:

• Credibility Beats Popularity – Consumers are growing skeptical of traditional influencer marketing, making expert-driven recommendations more valuable than ever.

• Thought Leadership Opens Doors – Writing books, publishing white papers, and speaking at events can transform expertise into opportunities and business growth.

• Industries Ripe for Disruption – Outdated systems, like the current review and influencer models, create opportunities for innovation and trust-based marketing.

Eric shows why getting the right influencer is more important than the one with the most followers. If you want to follow in his footsteps you'll have to know your audience, and not just in general terms. Check out this article by Peter Winick on how to clearly describe your ideal client and why being able to do so is critical.

What does it take to chase greatness in a world of rapid change?
Rajeev Kapur, CEO of 1105 Media and bestselling author, shares his journey of saying "yes" to hard things—from navigating international markets in the early days of Gateway and Dell to leading businesses during a global pandemic. His stories reveal the resilience and courage required to build opportunities where none seem to exist.

Rajeev opens up about how bold decisions and a mindset of growth led him to write his first book, Chase Greatness: Enlightened Leadership for the Next Generation of Disruption, during the challenges of COVID-19. He outlines his "GREAT" framework—Gratitude, Resilience, Empathy, Accountability, and Transparency—essential traits for leaders facing demographic shifts, technological disruptions, and cultural divides.

This episode also explores Rajeev’s second book, AI Made Simple: A Beginner’s Guide to Generative Intelligence, written for those intimidated by technology. He explains how generative AI can empower individuals and why understanding its potential and risks is crucial in today’s world. From harnessing AI for business to embracing deep fakes as a societal challenge, Rajeev makes the case for thoughtful leadership in an era of disruption.

Whether you’re a CEO, entrepreneur, or aspiring thought leader, Rajeev’s insights will inspire you to step up, stay curious, and embrace the hard path to success.

Three Key Takeaways:

• Saying Yes to Hard Challenges: Taking on difficult tasks and stepping out of your comfort zone can fast-track career growth and open unexpected opportunities.

• The "GREAT" Leadership Framework: Gratitude, Resilience, Empathy, Accountability, and Transparency are essential traits for navigating disruption and leading effectively in today’s fast-changing world.

• AI is for Everyone: Understanding and embracing AI’s potential—even for non-technical individuals—can drive innovation and create new opportunities, but leaders must also be mindful of its risks, like deep fakes and ethical concerns.

Rajeev has a GREAT framework and you can too! Thought Leadership consists of four components that must work together. You can learn more about them here.

What do horses and leadership have in common? According to executive leadership coach and author of The Unlocked Leader: Dare to Free Your Own Voice, Lead with Empathy, and Shine Your Light in the World Hortense le Gentil, a lot more than you might think. In this episode of Leveraging Thought Leadership, Hortense shares how lessons learned from show jumping shaped her understanding of empathy, communication, and trust—core elements of great leadership. She explores how leaders, like riders, must align with their teams, anticipate obstacles, and
build trust to achieve success.

Hortense's journey to becoming a world-renowned executive coach wasn't conventional. She didn’t set out to be a coach—she simply wanted to help others. Over time, her unique insights and human-centered approach to leadership attracted top executives and organizations looking to go beyond strategy and truly connect with their teams.

In this conversation, Peter and Hortense discuss the difference
between transactional coaching and transformative coaching. They dive into the common challenges executives face—self-doubt, old narratives, and the struggle to balance strategic execution with authentic leadership. Hortense reveals how she helps leaders break free from limiting beliefs and redefine their leadership identity.

The discussion also touches on the evolving landscape of thought
leadership, the shift from traditional keynote speaking to more
interactive formats like fireside chats, and why authenticity is the
key to making a real impact. If you’re ready to unlock your leadership potential and shine your light in the world, this episode is a must-listen.

Three Key Takeaways:

• Leadership is about alignment and trust. Just like in show jumping, leaders must align with their teams, anticipate obstacles, and build trust to achieve success. Leadership isn’t about control—it’s about connection.

• Authenticity drives impact. Leaders who embrace their true selves and lead with empathy create stronger, more engaged teams. Authenticity is the key to unlocking leadership potential and making a meaningful impact.

• The landscape of thought leadership is evolving. Traditional
keynotes are being replaced by more interactive formats like fireside chats, allowing for deeper, more personalized engagement with audiences.

Where do big ideas come from, and how do we make them accessible to the next generation? Thought leadership isn't just about creating new ideas—it’s about synthesizing insights and making them available to those who need them most. In this episode of Leveraging Thought Leadership, we explore the fascinating journey of Dr. Lisa DeFrank-Cole, professor and director of Leadership Studies at West Virginia University. From growing up in a coal mining town to becoming an author and academic leader, Lisa’s story is one of perseverance, curiosity, and impact.

Lisa shares how she identified a critical gap in leadership education—women in leadership—and turned it into an award-winning textbook Women and Leadership: Journey Towards Equity that’s now shaping classrooms across the country. She dives into the importance of synthesizing research to make complex ideas more digestible and highlights the role of educators in bridging the gap between academia and real-world application.

We also explore the challenges of taking thought leadership beyond the classroom. Lisa discusses the need for visibility, the power of speaking up, and the reality that simply writing a book isn’t enough. Thought leadership requires patience, persistence, and proactive engagement to truly make an impact.

If you’ve ever wondered how to turn your ideas into something tangible and enterprise-ready, this conversation will give you valuable insights. Ready to learn how to connect ideas with the audiences who need them most?

Three Key Takeaways:

• Thought leadership requires synthesis, not just creation. Making complex ideas accessible to a broader audience is crucial for driving real impact and fostering new generations of leaders.

• Bridging the gap between academia and practice takes effort. Sharing insights beyond the classroom requires proactive engagement, visibility, and a willingness to step outside traditional academic circles.

• Opportunities arise when you speak up. Whether it’s writing a book or seeking new platforms, voicing ideas to the right people can open unexpected doors and create meaningful change.

Lisa found opportunities by speaking up. Take a look at this infographic for ideas on Discovering Thought Leadership Opportunities in the Digital Age.