Winning Sales Strategies for a Shifting Market

In this episode, industry leaders Jeb Corley, VP, Medix Technology, Daniel Youssif, CSO, TalentBridge, and Joel Leege, President & COO, Red Oak Technologies, and President of the Board of Directors for TechServe Alliance, explore what it takes to build and scale sales teams in a competitive staffing landscape. They discuss hiring approaches — from “homegrown” entry-level programs to bringing in experienced “hired guns” — and debate what works best in today’s environment. The panel also dives into evolving KPIs, the role of culture in driving sales performance, strategies for winning new logos, and how AI is beginning to influence sales and delivery.

TechServe members can view the original webinar here.

View the blog for the original webinar here.

What You’ll Hear in This Episode:

• Introductions & Market Insights (00:00)
• Hiring Approaches: Homegrown vs. Hired Guns (05:18)
• Developing Sales Talent & Retention (09:36)
• KPIs That Matter in 2025 (16:25)
• Tracking Activity & Sales Dashboards (22:56)
• Defining a Client Meeting (25:35)
• Landing New Logos & MSA’s (29:10)
• Advice for 10–20M Firms Looking to Scale (34:58)
• Handling C Players vs. A Players (40:22)
• Building a Performance-Driven Culture (41:36)
• Creative Strategies Beyond Cold Calls & Emails (44:55)
• The Role of AI in Sales & Delivery (48:03)
• Wrap-Up & Final Thoughts (51:42)