What actually holds businesses back from scaling?

In this episode of Sales Lead Dog, Christopher Smith sits down with Wayne Hunter, President & CEO of AvTek Solutions, to break down the real challenges behind growth, leadership, and operational success. Wayne brings over 30 years of experience in IT, cybersecurity, and compliance. He shares practical insights on why most businesses struggle not because of tools, but because of missing process, poor data governance, and weak execution. If your business feels stuck, inconsistent, or harder to scale than it should be, this conversation will help you rethink how you operate. What You’ll Learn • Why process and procedures are critical for business growth • How poor data governance creates serious risks • Why most CRM failures are actually process failures • The role of leadership in building accountable teams • How to scale without breaking your operations • Why listening is one of the most important leadership skills • How mentorship and peer groups accelerate growth About the Guest Wayne Hunter President & CEO, AvTek Solutions Wayne Hunter is a seasoned IT leader with over 30 years of experience in storage systems, systems integration, and IT management. As President & CEO of AvTek Solutions, he helps organizations simplify complex technology, strengthen cybersecurity, and maintain compliance in regulated industries. A two-time Amazon Best-Selling Author, Wayne is known for turning technical uncertainty into clear, actionable strategies grounded in integrity and long-term client success. Connect with Wayne: LinkedIn: https://www.linkedin.com/in/waynehunteravtek/ About AvTek Solutions Website: https://www.avteksolutions.com/company LinkedIn: https://www.linkedin.com/company/avtek-solutions/ YouTube: https://www.youtube.com/@avteksolutions9241

About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes: https://empellorcrm.com/salesleaddog/ If this episode brought you value 👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What principle is most relevant to where you are in your career right now?

Why do some salespeople consistently win while others struggle to close deals? In this episode of Sales Lead Dog, Christopher Smith sits down with Michael Ritsema, Principal and President of I3 Business Solutions, to discuss persistence, sales discipline, and why consistent outreach still drives results in modern selling. Michael began his career in sales in the early days of technology distribution and went on to build I3 Business Solutions into a managed services company supporting more than 150 clients with cybersecurity, productivity, and IT reliability. His journey includes navigating economic downturns, pivoting business models, and building a recurring revenue technology services company. In this conversation, Michael shares practical lessons from decades in sales leadership. He explains why persistence still separates successful salespeople from the rest, why CRM systems are essential for tracking long term opportunities, and why many modern sales teams give up far too early in the engagement process. Michael also talks about leadership, accountability, and the importance of soft skills in building strong teams and lasting client relationships. This episode is a practical look at the fundamentals of selling that still matter today. What You’ll Learn • Why persistence is still one of the most important traits in sales • How consistent outreach creates opportunities over time • Why many sales teams quit too early in the process • How CRM systems help track long term sales opportunities • The difference between sales activity and real engagement • Why leadership requires clarity and accountability • How strong culture supports sales performance Guest Michael Ritsema Principal and President, I3 Business Solutions Website https://i3bus.com

linkedin:

https://www.linkedin.com/in/michaeljritsema/

Guest Bio Michael Ritsema is the Principal and President of I3 Business Solutions, a technology services company based in Grand Rapids, Michigan. After starting his career in technology sales in the 1990s working with IBM systems, Michael built and led a successful business focused on managed services, cybersecurity, and technology productivity solutions. Over the years he has guided the company through major economic shifts including the 2001 technology recession and the 2007 financial crisis. Today I3 Business Solutions supports more than 150 clients by helping organizations improve reliability, security, and productivity through technology. Michael is known for his focus on persistence in sales, strong leadership culture, and disciplined use of CRM systems to manage long term relationships and opportunities. About Sales Lead Dog Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy. Unless you are the lead dog, the view never changes. Connect and Learn More All episodes and show notes https://empellorcrm.com/salesleaddog/ If this episode brought you value 👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What principle is most relevant to where you are in your career right now?

Why do so many sales conversations fail before they even begin?

In this episode of Sales Lead Dog, Christopher Smith sits down with Ian Spandow, Sales & Dog Whisperer, Author, and Sales Enablement Consultant, to explore one of the most common mistakes in modern selling: pitching before understanding the buyer.

Ian has worked with sales teams across the world and previously led the sales coaching team for Europe, the Middle East, and Africa at Oracle. Over his career he has coached thousands of sales professionals and helped organizations rethink how they approach discovery, qualification, and customer conversations.

Today’s buyers are more informed and more cautious than ever. When salespeople rush into presenting solutions before fully understanding the customer’s situation, they often lose credibility and miss the opportunity to guide the conversation.

Ian shares lessons from decades of experience in sales leadership and coaching. The discussion covers how discovery should work today, how AI is influencing sales training and enablement, and why personality and curiosity matter more than ever when building high performing sales teams.

Ian’s personal journey is also remarkable. After a major turning point in his career, he founded a nonprofit dog rescue and sanctuary. Today he balances helping animals with coaching sales professionals, proving that leadership and empathy matter in every field.

This episode offers practical insights for sales leaders, founders, and professionals looking to improve their sales conversations and build stronger relationships with buyers.

What You’ll Learn

• Why pitching too early damages sales conversations • How better qualification leads to stronger sales outcomes • The biggest discovery mistakes sales teams make • How modern buyers are changing the sales process • Why personality and curiosity matter when hiring sales talent • How AI is influencing modern sales training and enablement • What sales leaders should focus on when coaching their teams

Guest

Ian Spandow, Sales & Dog Whisperer, Author, and Sales Enablement Consultant

LinkedIn

Guest Bio

A web search for the phrase “Plucky Irishman” will return Ian Spandow’s name as the top result.

His audacity led to him being fired from a senior role at a global technology firm for defending an H-1B recruit from India. As an immigrant worker living in the United States, Ian worked with several Silicon Valley start ups after first finding and later losing a fortune during Ireland’s Celtic Tiger years.

Once slated for the cover of Newsweek, Ian suddenly faced deportation and a mid life restructuring that led to marriage and the rekindling of his passion for dogs.

Today Ian runs a nonprofit dog rescue and sanctuary, helping animals while also coaching sales professionals and organizations. His work connects two worlds that share a common theme: helping others find a better path forward.

About Sales Lead Dog

Sales Lead Dog is hosted by Christopher Smith, CRM technology and sales process expert, and founder of Empellor CRM. Each episode features sales leaders who have separated themselves from the rest of the pack, sharing how they achieve success with their teams and their CRM strategy.

Unless you are the lead dog, the view never changes.

Connect and Learn More

All episodes and show notes: https://empellorcrm.com/salesleaddog/

If this episode brought you value

👍 Hit Like and help more sales professionals find this conversation. 🔔 Subscribe so you never miss a Sales Lead Dog episode. 💬 Drop your biggest takeaway in the comments. What principle is most relevant to where you are in your career right now?