Navigating Sales Evolution: From Discovery Calls to Strategic Partnerships featuring Remy Piazza

In this episode of Sales Momentum, host Howard Wolpoff welcomes Remy Piazza, a seasoned Chief Revenue Officer with 20+ years of experience leading growth in both private and public companies. Remy is also the founder of Powerhouse Consulting, where he helps organizations sharpen their vision and optimize sales strategies.

Remy brings a wealth of insight into what makes a sales organization succeed—not just from the individual contributor level, but at the leadership level as well. He and Howard explore what it takes to evolve from salesperson to sales leader, why leadership development often falls short in sales organizations, and how belief, strategy, and the rise of AI are changing the game.

Key Topics Discussed:

From Salesperson to Sales Leader

• Remy shares his own journey, highlighting the major mindset shift required.
• While individual sales success is about personal performance, leadership is measured by the team's success.
• The transition from self-focused to team-focused is often underestimated—and critical.

Why Sales Leadership Is Undervalued

• Many companies underinvest in developing their frontline and middle-management sales leaders.
• Sales managers are often promoted based on selling skills, yet receive little to no leadership training.
• Without support, micromanagement and burnout follow. Investing in leadership boosts retention and results.

The Power of Belief in Sales

• Top performers often start with an unshakeable belief that they can win.
• Leaders must cultivate this belief across their teams—confidence drives consistency.
• Sharing customer use cases and real-world success stories reinforces belief and product value.

Strategy + Execution = Results

• Great leaders zoom out to see the big picture: setting goals, clarifying ICPs, and aligning sales activities with company goals.
• Strategy means little without focused execution by a trained, motivated team.

AI’s Growing Role in Sales

• AI is automating time-consuming tasks like data entry and account research.
• This frees reps to focus on meaningful conversations and allows managers to better track performance.
• Smart use of AI leads to smarter selling, not just faster processes.

Essential Tools for Sales Leaders

• A reliable CRM is non-negotiable.
• Salespeople also need access to case studies, social proof, and most importantly, a genuine belief in what they’re selling.
• Leaders must equip their teams with both tools and conviction.

Top Takeaways:

• Leadership Requires a Mindset Shift: It’s about your team’s success, not just your own.
• Invest in Your Sales Leaders: Especially at the middle-management level, where real leverage lies.
• Belief Drives Performance: Confidence fuels sales. Leaders should nurture it intentionally.
• AI is a Game-Changer: Embrace it to work smarter, not just faster.
• Strategy Needs Execution: A plan is only as good as the team bringing it to life.

🎧 Listen in for a powerful, practical conversation that offers both inspiration and action steps for today’s sales leaders.

Connect with Howard Wolpoff: linkedin.com/in/howardwolpoff
Connect with Remy Piazza: linkedin.com/in/rpiazza