Episode #116 Never Follow A Sales Leader Who Doesn’t Sell (Here’s Why)

Would You Follow A Sales Leader Who Doesn’t Sell? In this episode of Bridge the Gap, we sit down with Dan Lake, Head of Global Sales at ARInsights, to unpack what modern sales leadership actually looks like when the boss still picks up the phone. With 20+ years in the trenches, Dan lives the mantra: “If you lead sellers, you should sell too.”🔑 Key HighlightsHow Dan splits time across prospecting demos and enterprise renewalsSimple rituals that make remote teams feel connectedTurning “tell” into “ask” so reps learn to thinkLonger cycles, procurement hurdles, and AI review boards Why In-person is still Inbox for Enterprise Sales Cycles Every TimeBalance family and quota with intentional time and clear tradeoffsIf you are a founder, GTM leader, or operator who wants practical playbooks that drive revenue without chasing shiny objects.Connect with Dan Lake: https://www.linkedin.com/in/danlake1/Sponsor info: We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! Learn more about Sendoso today.ZoomInfo is another proud sponsor.🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

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