I Have Some Questions...
What if leadership wasn’t about having the answers—but about asking better questions?
On "I Have Some Questions…", Erik Berglund – a founder, coach, and Speechcraft evangelist – dives into the conversations that high performers aren’t having enough. This isn’t your typical leadership podcast. It’s a tactical deep-dive into the soft skills that actually drive results: the hard-to-nail moments of accountability, the awkward feedback loops, and the language that turns good leaders into great ones.
Each week, Erik explores a question that has shaped his own journey. Expect raw, unpolished curiosity. Expect conversations with bold thinkers, rising leaders, and practitioners who are tired of recycled advice and ready to talk about what really works. Expect episodes that get under the hood of how real change happens: through what we say, how we say it, and how often we practice it.
This show is for driven managers, emerging execs, and anyone who knows that real growth comes from curiosity rather than charisma.
Subscribe if you’re ready to stop winging it and start leading with intention.
I Have Some Questions...
084: "The Best Salespeople Aren’t Smooth Talkers—They’re Process Machines" (lessons from Gene McNoughton)
🧠 Erik’s Take
In this episode, Erik reflects on his recent interview with legendary sales consultant Gene McNoughton, extracting the most meaningful lessons about leadership, process, and growth. Gene’s clarity around sales process and change management not only reinforced Erik’s own experience but also re-anchored his commitment to building systems that scale through truth, repetition, and strategic design.
This review pulls back the curtain on the mindset and mechanics of high-impact organizations—and the hard truths they must be willing to face.
🎯 Top Insights from the Interview
- All change starts by telling the truth. That requires courage and clarity—especially in messy orgs.
- The best salespeople aren’t smooth talkers. They’re process machines. Discipline > charisma.
- Most underperforming orgs don’t have a sales process. The absence of clarity is the enemy of performance.
- Incremental wins across key metrics beat big swings. Optimize the machine, not just the outcome.
- Role play is the secret weapon nobody uses. Teams that train like pros outperform those that wing it.
🧩 The Personal Layer
Erik shares why he chose not to build a sales consulting business—because people like Gene already do it best. This reflection isn’t about competition; it’s about clarity. Knowing your lane, your value, and how to contribute without ego is a leadership move in itself.
There’s also a candid reminder here: telling the truth, especially to ourselves, is the precursor to real progress. That applies in business, relationships, and the mirror.
🧰 From Insight to Action
- Audit your “truth infrastructure.” Where are the blind spots in your data, conversations, or CRM?
- Revisit your process (or lack thereof). Could someone new join your org and succeed just by following it?
- Map 5–7 KPIs that matter. Track the levers that move the machine—not just the final output.
- Make role play normal. Normalize practice as preparation, not punishment.
- Lead with honesty. Whether you're giving feedback or designing systems, truth is the starting point.
🗣️ Notable Quotes
“All change starts by telling the truth.” — Gene McNoughton
“Most salespeople are just using what they picked up along the way. That’s the problem.”
“You can’t optimize what you can’t measure. Process gives you the levers.” — Erik Berglund
“People say they want change. But most people want to be comfortable more than they want to grow.”
🔗 Links & Resources