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Lessons in Sales, Leadership, and Purpose: A Conversation with Michael Griego

Lessons in Sales, Leadership, and Purpose: A Conversation with Michael Griego

Influence, Trailside Talk

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In a recent episode of the Trailside Talk podcast, Michael Griego, the founder and president of MXL Partners, discusses his journey from humble beginnings to founding a highly sought-after sales consultancy. The conversation was an enlightening exploration of sales strategy, resilience, faith, and the importance of meaningful partnerships.

Michael’s unique career trajectory—from selling books door-to-door in his youth to founding MXL Partners —serves as an inspiring example of perseverance, innovation, and intentionality. His story is one of balancing professional success with personal growth, and it offers valuable lessons for anyone seeking to excel in business and life.

From Humble Beginnings to Sales Mastery

Michael’s career in sales started during his college years with a summer job selling books door-to-door. While grueling, this experience taught him invaluable lessons in mental toughness, resilience, and the art of building genuine connections. These qualities would become the cornerstone of his approach to sales and leadership.

Over the years, Michael climbed the corporate ladder, taking on leadership roles that allowed him to refine his understanding of what makes sales teams and organizations successful. In the early 2000s, amidst the uncertainty of the dot-com bust, Michael took a leap of faith and launched MXL Partners, a California-based sales effectiveness consulting and training firm.

“I coach, counsel, and clarify sales process and messaging, build playbooks, and coach teams how to be more effective in their structure and go-to-market plans,” Michael explained. His work has impacted businesses ranging from high-tech organizations to those in the industrial space. It has elevated him as a trusted advisor to private equity firms seeking to optimize sales processes within their portfolio companies.

Innovative Collaboration: The Mike and Mike Show

A key segment of the episode highlighted Michael’s collaboration with WhiteRock and WhiteRock’s founder and CEO, Mike McGibbony. Together, they’ve developed a dynamic partnership that integrates strategic sales playbooks with cutting-edge CRM systems like Salesforce.

Dubbed “The Mike and Mike Show,” their collaboration is an innovative blend of human expertise and technical solutions. “WhiteRock has different ways to work with people at any level,” Michael shared.

The partnership’s success lies in its iterative approach. While Michael focuses on clarifying and executing sales processes and methodologies, WhiteRock implements these strategies within the client’s CRM environment, ensuring seamless integration and scalability. This dual focus on human and technological challenges has proven transformative for many high-growth companies, particularly those backed by private equity.

Faith as a Guiding Principle

Beyond his professional achievements, Michael’s personal life is deeply rooted in his faith. As the founder of Biblical Viewpoint, a blog and podcast dedicated to exploring faith and leadership, Michael has reached thousands with his reflections on how spiritual principles can guide decision-making in both personal and professional contexts.

“In a sense, I feel I’ve been gifted to be a coach and a teacher on the business side and the sales side, as well as on things I think of big consequence around faith and understanding of how the world works,” Michael said. He spoke passionately about the importance of mentorship, recounting how his faith influences his approach to coaching and developing the next generation of leaders.

Michael also shared how he balances the demands of running a business with his commitment to family and community. From writing impactful weekly blog posts to coaching his grandchildren’s sports teams, his life reflects a commitment to living with purpose and intentionality.

Advice for Aspiring Sales Leaders

For listeners seeking to grow in their sales careers, Michael offered practical advice grounded in decades of experience. He emphasized the importance of internships, real-world experience, and a strong foundation in sales fundamentals. “Sales is not a personality thing,” he noted, “ it’s about being smart about the problems, asking questions, and talking to people, engaging and guiding conversations to uncover issues.”

Michael also drew from his books, 42 Rules to Increase Sales Effectiveness and No Excuses: A Better Way to Sell, which provide actionable insights into mastering sales processes and cultivating a winning mindset. He also recommended several classic resources that have shaped his own career, including:

“I’ve been reading books like these all my life now and it really makes a difference in getting your head right, motivated, and grounded,” Michael said.

Celebrating Accomplishments and Looking Ahead

As the conversation drew to a close, Michael reflected on his biggest accomplishments over the past year. From expanding his consulting business to celebrating personal milestones, his reflections painted a picture of a life well-lived.

Among his achievements, Michael expressed gratitude for the opportunity to mentor young professionals, including his two sons, who are thriving in their own sales careers. 

Final Thoughts

Michael Griego’s journey is a testament to the power of discipline, intentionality, and faith. Whether you’re an aspiring sales professional, a business leader, or someone seeking inspiration for living a more purposeful life, his story offers a wealth of wisdom and practical advice.

To learn more about Michael’s work, visit mxlpartners.com or contact him at mike@mxlpartners.com. For insights into integrating sales strategies with CRM solutions, explore WhiteRock’s services.

Tune in to this episode of Trailside Talk to hear the full conversation and discover how Michael’s approach to sales, leadership, and faith can inspire you to reach new heights.

WhiteRock’s Trailside Talk podcast program shines a light on organizations that are leveraging Salesforce in powerful ways to better serve their customers.

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How FOMO Affects Different Leadership Styles

How FOMO Affects Different Leadership Styles

Influence

Fear of Missing Out (FOMO) can significantly influence decision-making, especially when it comes to guiding a company toward its exit strategy. Last week, I shared about The Impact of FOMO on Guiding a Company to the Exit. Today, I would like to go a layer deeper into the correlation between FOMO and leadership styles, as understanding how FOMO affects different leadership styles is crucial for leaders navigating through exits.

FOMO and Leadership Styles

Leadership styles can be heavily influenced by FOMO. Those prone to FOMO may exhibit tendencies towards impulsivity, chasing trends without thorough evaluation, and making decisions based on short-term gains rather than long-term strategy. On the other hand, leaders who effectively manage FOMO are more likely to display characteristics of strategic thinking, patience, and the ability to withstand market fluctuations without succumbing to reactionary impulses.

I love Craig Groeschel’s take on leadership and I have based the styles that we will be looking at off of his 6 Types of Leaders framework (more information on this available here and here). Let’s explore how traits of the following leadership styles can correlate with FOMO tendencies using my mindset below.

1. Visionary Leadership

Leaders who fall into Groeschel’s visionary category often have a clear long-term strategy and are less likely to be swayed by short-term trends driven by FOMO. They focus on the bigger picture and are more discerning in their decision-making, weighing the potential risks and rewards before acting.

2. Strategic Leadership

Strategic leaders excel at analyzing data, identifying opportunities, and formulating plans for sustainable growth. They are less susceptible to FOMO because they prioritize and discipline behavior around initiatives that align with the organization’s strategic objectives, rather than chasing every fleeting opportunity that arises.

3. Empowering Leadership

Empowering leaders prioritize developing and empowering their teams, fostering a culture of collaboration and innovation. While they may be open to exploring new ideas and opportunities, they do so in a controlled manner, ensuring that decisions are made collaboratively and align with the organization’s long-term goals.

4. Authentic Leadership

Authentic leaders lead with integrity and transparency, which can serve as a counterbalance to FOMO-driven impulses. By staying true to their values and principles, they are less likely to be swayed by external pressures or the fear of missing out on short-term gains.

5. Courageous Leadership

Courageous leaders are willing to take calculated risks and make tough decisions, even in the face of uncertainty. While they may occasionally entertain new opportunities, they do so with a sense of caution and deliberation, avoiding impulsive actions driven by FOMO.

You can read more about Craig’s Leadership views here. 

A Mindful Approach to FOMO

Leaders of all leadership styles should have FOMO on their radar in one capacity or another. The relationship between FOMO and leadership styles is a nuanced interplay that shapes the trajectory of a company’s exit strategy. As leaders, understanding this dynamic and adopting a mindful approach to FOMO can ultimately determine the success of the exit journey—either as a strategic, well-executed plan or a hasty, regrettable decision influenced by the fear of missing out.

I would love to talk with you about anything related to this article.  I have lived examples of what I address throughout my 40-year career.  Let’s talk.  You don’t have to be a customer to spend time with me.  I invite you to dig in with me.  I’m sure we can learn from one another.

      The Impact of FOMO on Guiding a Company to the Exit

      The Impact of FOMO on Guiding a Company to the Exit

      Influence, Salesforce

      In today’s fast-paced business landscape, Fear of Missing Out (FOMO) can significantly influence decision-making, especially when it comes to guiding a company toward its exit strategy. Understanding the dynamics of FOMO and its effects on strategic investments like Salesforce is crucial for leaders navigating through exits.

      FOMO’s Impediment to Execution

      FOMO can prevent a leader from executing effectively when it leads to decision paralysis or when it drives the pursuit of opportunities that aren’t aligned with the company’s core objectives. Leaders consumed by FOMO may spread resources too thin, neglecting essential aspects of the exit strategy or failing to capitalize on significant opportunities due to hesitation or over-diversification.

      Leaders can be consumed by FOMO and spread resources too thin due to several underlying factors:

      1. Lack of Clarity in Goals and Priorities:

      When leaders lack clarity in their organization’s goals and priorities, the fear of missing out on potential gains may drive them to pursue every opportunity. Without a clear strategic direction, they may spread resources thinly across various initiatives, hoping that one of them will yield positive results.

      2. Pressure to Keep Up with Competitors:

      In highly competitive industries, leaders may succumb to the pressure of keeping up with competitors. The fear of falling behind can lead them to spread resources too thin, attempting to seize every opportunity to maintain market relevance.

      3. Desire for Short-Term Results:

      Leaders who prioritize short-term results over long-term sustainability may succumb to FOMO-driven impulses. They may chase trends or invest in flashy initiatives without considering their long-term viability, hoping for quick wins that may not materialize.

      4. Fear of Failure:

      The fear of failure can also drive leaders to spread resources too thin in a risk-aversion strategy. Rather than focusing on a few strategic initiatives with a higher chance of success, they may scatter resources across numerous projects to avoid concentrated risk.

      5. Lack of Confidence in Decision-Making:

      Leaders lacking confidence in decision-making may be more prone to FOMO. Constantly second-guessing and a tendency to follow the crowd to avoid mistakes can lead to a scattergun approach to resource allocation, as leaders struggle to commit fully to any one course of action.

      6. Overestimation of Opportunities:

      FOMO can distort leaders’ perceptions, leading them to overestimate opportunities and underestimate the risks associated with pursuing them. This cognitive bias can drive leaders to spread resources too thin across multiple initiatives in the hopes of capitalizing on what they perceive to be lucrative opportunities.

      FOMO vs. JOMO

      In contrast to FOMO, the concept of JOMO emphasizes the joy and contentment derived from deliberately opting out of certain opportunities or activities. Leaders who embrace JOMO are more discerning in their decision-making, prioritizing quality over quantity and focusing on activities aligned with long-term strategic objectives. By cultivating a sense of mindfulness and intentionality, JOMO empowers leaders to resist the urge to chase every fleeting opportunity.

      FOMO and your Salesforce Investment

      Salesforce investment decisions are not immune to the influence of FOMO. Leaders may feel compelled to invest in Salesforce technologies or expansions due to the fear of missing out on potential market advantages or competitive positioning. However, it’s essential to approach Salesforce investments with a strategic mindset, considering how each investment aligns with the company’s overall exit strategy and long-term objectives.  We see this every day.  Our target audience has larger competitors.  The urge is to move faster than these competitors.  But if you can shift your mindset as a leader then you can get comfortable (see JOMO above) with a longer view.  Of course, this mindset may not be effective if you are older and want to exit or your business is grown enough such that the maturity target has been reached or is close at hand.

      To mitigate the negative effects of FOMO on Salesforce investment, organizations should adopt a measured and strategic approach. This involves conducting thorough research, soliciting input from key stakeholders, and aligning Salesforce initiatives with overarching business objectives. Additionally, companies should prioritize investments that offer tangible value and demonstrate a clear return on investment, rather than succumbing to the allure of trendy but ultimately superfluous features.

      What to Do Regarding FOMO and Your Salesforce Investment

      Strategic Alignment: Align Salesforce investments with the company’s exit strategy and long-term goals. This strategic approach prioritizes investments with a clear path to deliver value, minimizing misallocation risks.

      Thorough Analysis: Conduct comprehensive due diligence before making any Salesforce investments for informed decision-making. Consider ROI potential, integration feasibility, and alignment with current business processes to assess viability and potential for success. Understand how to measure key performance indicators (KPIs) related to Salesforce investments to track progress and make data-driven decisions.

      Risk Management: Recognize the risks associated with FOMO-driven investments to mitigate potential downsides. Implement clear criteria for evaluating opportunities and establish a decision-making framework that prioritizes strategic alignment and long-term sustainability. Consider factors like personnel expertise, market dynamics, and expected returns for effective risk management.

      Focus on Value: Instead of chasing the latest Salesforce trends or features, focus on deriving maximum value from existing Salesforce investments. Continuously assess and optimize Salesforce utilization based on user feedback and business requirements to drive efficiency and innovation while minimizing the temptation to invest in unnecessary upgrades or expansions.

      What next?

      We can be swayed as leaders during those moments in the day when anyone can ask questions about why you choose the path that you do.  We must stay strong to the mission and vision, and we have to be bold while open to the risks that relate to sitting in the driver’s seat.

      I would love to talk with you about anything related to this article.  I have lived examples of what I address throughout my 40-year career.  Let’s talk.  You don’t have to be a customer to spend time with me.  I invite you to dig in with me.  I’m sure we can learn from one another.

      FOMO and Leadership Styles

      Leadership styles can be heavily influenced by FOMO. Stay tuned for my next article where I will dig into the relationship between the two, inspired by Craig Groeschel’s take on leadership.

       

          Unlocking Success: The Power of Lifelong Learning

          Unlocking Success: The Power of Lifelong Learning

          Influence

          Lifelong-Learning

          In today’s rapidly evolving world, success is no longer a destination but a continuous journey. The key to staying ahead in your career and achieving your professional goals is to embrace lifelong learning. This article explores the importance of lifelong learning and provides practical strategies for integrating it into your daily life.

          The Ever-Changing Landscape of Work:

          The world of work is undergoing a seismic shift. Advances in technology, automation, and globalization are transforming industries and job markets. To remain competitive, professionals must adapt to this dynamic landscape. Lifelong learning is not just a buzzword; it’s a survival strategy in the 21st century.

          Why Lifelong Learning Matters:

          1. Adaptability:

          Learning new skills and acquiring fresh knowledge allows you to adapt to changing job requirements and industry trends. It’s a powerful tool for staying relevant and versatile in your career.

          2. Innovation:

          Lifelong learners are more likely to innovate and find creative solutions to problems. The process of acquiring knowledge from various sources can spark fresh ideas and lead to groundbreaking discoveries.

          3. Career Advancement:

          Continuous learning can open doors to new opportunities and career advancements. Employers value individuals who invest in their personal and professional development.

          4. Personal Growth:

          Learning is not limited to professional growth; it also contributes to personal development. It can boost your self-confidence, curiosity, and problem-solving abilities, which have a positive impact on all aspects of life.

          Strategies for Lifelong Learning:

          1. Set Clear Goals:

          Define your learning objectives. What skills do you want to acquire, and how will they benefit your career? Having a clear direction will keep you motivated.

          2. Embrace Online Resources:

          The internet is a treasure trove of knowledge. From online courses to webinars, you can access a wide range of learning materials. Platforms like Coursera, edX, and LinkedIn Learning offer numerous courses across various domains.

          3. Networking:

          Engage with professionals in your field. Attend conferences, seminars, and webinars. Networking not only exposes you to new ideas but also helps you build valuable relationships.

          4. Read Widely:

          Don’t limit your reading to your field of expertise. Explore a variety of subjects, as insights from one domain can often be applied to another.

          5. Mentorship:

          Seek guidance from mentors who have experience in areas you wish to explore. Learning from their experiences can be a shortcut to success.

          6. Reflection:

          Regularly reflect on your learning journey. What have you learned, and how can you apply it? Reflecting on your experiences can solidify your newfound knowledge.

          7. Time Management:

          Dedicate time to learning in your daily or weekly schedule. Consistency is key to making lifelong learning a habit.

            Conclusion:

            Lifelong learning is not an option; it’s a necessity in today’s fast-paced world. The ability to adapt, innovate, and grow is invaluable in both your professional and personal life. By setting clear goals, utilizing online resources, networking, reading widely, seeking mentorship, and managing your time effectively, you can make lifelong learning a fundamental part of your journey to success. So, invest in yourself, and embrace the power of continuous learning to unlock your full potential. Your future self will thank you.

            This article was originally published on LinkedIn. Join the conversation here.

            Decoding the Art of Lead Conversion: More Than Lead Generation

            Decoding the Art of Lead Conversion: More Than Lead Generation

            Influence

            lead-conversion

            The phrase “Lead Generation” has become almost ubiquitous in the business world today. Companies have emerged with the sole purpose of assisting organizations in this endeavor. How often have you received unsolicited emails or messages from strangers promising to help you secure 5 to 6 meetings a month? Currently, I have six unread emails from companies soliciting me for their lead generation services. It raises questions: How can they do this? How can they understand our business at the level we do? Can they really tell our story better than we can? It all seems a bit perplexing.

            Lead Generation Components

            At WhiteRock, we see lead generation as comprising two distinct components: lead generation systems and lead generation outcomes. Lead generation systems involve using marketing platforms that connect leads and related campaigns to the CRM system, transforming the customer journey into a data-driven narrative. On the other hand, lead generation outcomes refer to the number of leads that convert into engaged customers, resulting in meetings and ultimately, sales. While lead generation systems are familiar territory for WhiteRock, achieving lead generation outcomes can be a challenging feat.

            Generating leads from a system perspective is something we do for our customers daily, but they need to understand their target audience, craft the right message, define their value proposition, establish a communication cadence, and cater to customer preferences. It’s akin to a symphony that requires every instrument to play its part perfectly.

            In certain industries, lead generation might not be as challenging. For instance, selling tires, where the demand is relatively straightforward to predict. However, in the tech world, there’s no one-size-fits-all solution. What sets you apart is your understanding of your business and your ability to lead your team toward success.

            Scaling Your Business Through Lead Generation

            When I think of scaling a business, it equates to lead generation and lots of it. Scaling means you’ve mastered something so well and told your story so effectively and frequently that you gain momentum. Achieving this requires hard work, dedication, and positioning yourself as the best in your field, which will eventually draw interest beyond your immediate network.

            Cold calling has been a tried-and-true method, but is it the most cost-effective way to capture newly engaged prospects? We’ve dedicated significant effort and resources to explore this topic for our clients and internally. Regarding outsourcing, many claim to do it better, but in our experience, we’ve found that we still know more, and it’s not enough.

            The companies we target undoubtedly need help, but the effort, resources, and financial investments to reach them can seem endless at times. We are real people with the skills to solve very real problems, but a cold call from us, let alone an outsourced party is rarely well-received. 

            Distinguishing Lead Generation Systems & Outcomes

            In the midst of the lead generation buzz, we emphasize the distinction between lead generation systems and lead generation outcomes. Systems are essential, but outcomes require a deep understanding of your business, your audience, and your unique value proposition. It’s not just about selling a process; it’s about delivering results.

            As we navigate the complex landscape of lead generation, it’s crucial to remember that there is no one-size-fits-all solution. Every industry has its unique challenges, and success comes to those who work smart, adapt, and continuously refine their strategies.

            The Art of Lead Conversion

            In conclusion, lead conversion is an intricate dance that goes beyond the buzzwords of lead generation. It requires you to recognize your strengths and showcase your story on platforms like LinkedIn, even amidst the noise. It’s about understanding your business at its core, mastering your story, and approaching your target audience with empathy and expertise. 

            I hope you found this article insightful, and I look forward to more conversations about the evolving world of lead conversion.

             

            This article was originally published on LinkedIn. Join the conversation here.

            Is Your Customer Journey a Repeatable & Valuable Experience?

            Is Your Customer Journey a Repeatable & Valuable Experience?

            CRM, Influence, White Rock Value

            customer-journey-experience

            Over the last month or so, I’ve shared some information with our readers related to our methodology, journey to our goals, and how the faith and flow of God live in our business moment by moment to trigger momentum.  I do believe this is all for the glory of our Lord and Savior.

            Today, I want to go a bit deeper by sharing the journey of our customers.  First, none of our customers take the same journey, however, there is a logical, high-level path that we follow as it relates to our mindset and view of the pain points that we learn initially about our potential customers.  Second, by following a path based on our history of serving customers for over 12 years, the pain points that we solve typically fall into these simple categories:

            1. They currently have no CRM
            2. They have a CRM but don’t use it
            3. They have a CRM they use but it’s jacked up

            This is a snapshot of our audience.  Over the course of time, we have a very well-crafted set of solutions that fall within these three categories that we can easily replicate, modify, and/or enhance for each new customer.  And, yes, there are times when we must go “off-script” to offer something unique and unseen historically.  For these instances, we are still following our Influence formula.

            What does the journey look like with WhiteRock?  We have solutions but the journey is about the experience and value that our customers need – discipline, knowledge, expertise, organization, and great project planning.  Briefly, this is the journey that we adhere to via a consistent process:

            Suspect

            The buyer doesn’t know WhiteRock, but our ideal customer identification process helps us match a suspect that has attributes of our current customers.

            Interest/Impression/Influence

            Our potential customer has demonstrated these attributes in our marketing message on a channel in which they have a recordable event in our system that notifies us at the right time based on a measurable quantity in our system.

            Engagement

            Our potential customer takes the next step by communicating with our sales development team in several channels and methods.

            First Meeting

            Our prospect agrees to meet with us so that we learn about their pain point and whether we can solve it based on priority, budget, and similar mindsets. Can we work together to resolve the pain point?

            Sales Qualified Opportunity

            WhiteRock and the prospect are aligned, and we will discover, price, plan, and propose the solution for acceptance.

            Onboard and retain the customer

            WhiteRock works to perform with excellence and assures that the value received by the customer is equal to or greater than the price paid.

            WhiteRock continuously works internally on our instance of Salesforce to help us drive and deliver a consistent solution so that we keep our customers forever.  Our customers are the brains of our organization because they stimulate improvement for us to deliver better continuously.  Our team is the heart of our company.  They drive with passion to always provide the experience that we would expect related to key systems that help with tough decisions and strategy.

            Can we help you with this?  I’d love to set a strategy session with you to discuss your unique needs.