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:
- How to Win Friends and Influence People by Dale Carnegie
- The Magic of Thinking Big by Dr. David Schwartz
- The Greatest Salesman in the World by Og Mandino
“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.