If you’re feeling frustrated by the long sales cycle and struggling to convince potential clients of the value of your complex solution, then you are not alone! Many sales leaders are facing the challenge of helping their sales teams navigate this complex environment and close deals effectively.

Unexpected twist: Imagine a sales leader who’s also a reserve deputy and a private pilot! Sounds like a character straight out of a movie, right? But this leader is real, and his insights are just as thrilling as his adventures. Want to know more about his unique approach to sales? Stay tuned to discover the unexpected secrets of this extraordinary sales leader’s journey.

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Overcoming Complex Sales Environment Challenges

Overcoming challenges in a complex sales environment involves understanding outcome-based desires and offering integrated solutions. Identifying and engaging with various buying influencers, such as economic buyers and technical influencers, is crucial for closing deals successfully. Navigating through gatekeepers to access key decision-makers requires earning trust and guidance for progress in the sales process.

This is Stephen Kowal‘s story: Stephen Kowal’s journey into effective sales leadership strategies is a captivating story of transition and passion. After spending 35 years in sales, including a significant tenure at a Fortune 500 company, Stephen’s life took an unexpected turn during the pandemic. Moving his family to Montana, he initially thought he was done with selling. However, the allure of a remarkable company, Nextivity, reignited his passion.

Nextivity’s innovative technology and the potential to make a substantial impact in the industry drew Stephen back in from what he humorously refers to as a “midlife sabbatical.” His enthusiasm for the company’s work is palpable, and his dedication to the role shines through as he describes their solutions for enhancing cellular coverage in buildings. Stephen’s story is one of resilience, adaptation, and an unwavering commitment to driving positive change, making him a truly inspiring figure in the world of sales leadership.

I view change as excitement. I hire people that view changes as excitement. – Stephen Kowal


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With over 35 years in sales, Stephen Kowal, the chief commercial officer at Nextivity, boasts a wealth of experience in driving sales team performance and navigating complex sales environments. His impressive background includes leading a large sales team at a Fortune 500 company and making a significant impact in the telecommunications industry. Beyond his professional achievements, Stephen’s passion for adventure, including being an Ironman and a reserve deputy in Montana, adds a unique and dynamic perspective to his expertise. As a guest, his insights promise to offer a refreshing blend of practical wisdom and real-world experience in sales leadership strategies.

In this episode, you will be able to:

  • Master effective sales leadership strategies that can transform your team’s performance and drive unprecedented growth.
  • Discover the key elements of building a successful channel sales model that can exponentially expand your reach and revenue.
  • Overcome the most complex challenges in the sales environment and emerge victorious with powerful strategies and insights.
  • Uncover the undeniable importance of sales methodology training and how it can revolutionize your team’s approach to closing deals.
  • Learn how to motivate your sales teams to consistently achieve and exceed their quotas, fostering a culture of success and high performance.

Catch the video version for this episode, directly below:

The key moments in this episode are:

00:00:00 – Importance of Alignment and Delegation

00:01:00 – Background and Role of Stephen Kowal

00:03:19 – Collaborating with Major Carriers

00:06:28 – Evolving Sales Strategies in Complex Solution Selling

00:11:48 – Importance of Establishing a Coach

00:13:18 – Understanding the Personal Lens in Sales Pitch

00:14:57 – Utilizing CRM for Sales Accountability

00:17:31 – Leadership Lessons for Managing Diverse Global Teams

00:19:22 – Transparency and Communication in Unsettled Times

00:23:30 – Scaling Sales Organizations for Growth

00:27:09 – Negotiating a Contract

00:29:06 – Lessons for Sales Leaders

00:33:59 – Investing in Current Sales Team

00:37:41 – Challenges in Selling Complex Solutions

00:40:52 – Embracing Change and Building a Dynamic Sales Team

00:41:10 – Adapting to New Technology and Generational Differences

00:42:08 – Success in Mentoring Early Sellers

00:43:01 – Connecting Through LinkedIn and Professional Networking

00:43:50 – Personal Interests and Building Rapport

Timestamped summary of this episode:

00:00:00 – Importance of Alignment and Delegation
Stephen emphasizes the importance of speaking the same language internally and being aligned around the same goal. He also highlights the value of delegating decision-making to other people rather than doing it all yourself.

00:01:00 – Background and Role of Stephen Kowal
Stephen shares his background as a 35-year veteran of sales and his current role as the Chief Commercial Officer at Nextivity. He also provides an overview of Nextivity’s focus on providing coverage solutions for buildings.

00:03:19 – Collaborating with Major Carriers
Stephen discusses Nextivity’s partnership with major carriers to provide simple, easy-to-deploy solutions for in-building cellular coverage. He emphasizes the importance of ensuring that cell phones work seamlessly both inside and outside buildings.

00:06:28 – Evolving Sales Strategies in Complex Solution Selling
Stephen reflects on the evolving complexities in selling strategies, particularly in complex solution selling. He highlights the need to focus on outcome-based desires and the increasing number of people with veto power in the decision-making process.

00:11:48 – Importance of Establishing a Coach
Stephen emphasizes the importance of establishing a coach within an organization, particularly when the decision-making process involves multiple buying influences. He highlights the significance of finding someone with a personal problem that aligns with the solution being offered.

00:13:18 – Understanding the Personal Lens in Sales Pitch
Stephen discusses the importance of understanding people’s personal wins and aligning sales pitches to their incentives and measurements for quicker responses.

00:14:57 – Utilizing CRM for Sales Accountability
Stephen emphasizes the need for a CRM that allows sellers to track key roles in opportunities and underscores the importance of managerial reviews for accountable sales practices.

00:17:31 – Leadership Lessons for Managing Diverse Global Teams
Stephen highlights the importance of speaking the same language internally and sharing a common vision that aligns with the organization’s goals for effective leadership in diverse global teams.

00:19:22 – Transparency and Communication in Unsettled Times
Stephen stresses the significance of transparent communication, even in challenging times, and the need to put a plan in front of employees to foster trust and collaboration.

00:23:30 – Scaling Sales Organizations for Growth
Stephen discusses the role of channels as a great multiplier for scaling sales organizations and driving growth, along with the use of contract sellers to enter specific markets and verticals for effective expansion.

00:27:09 – Negotiating a Contract
Stephen recounts negotiating a $30,000 contract and the importance of knowing when to stop negotiating.

00:29:06 – Lessons for Sales Leaders
Stephen shares the importance of training, aligning leadership around vision and goals, and learning from wins and losses to manage and motivate the sales team.

00:33:59 – Investing in Current Sales Team
Stephen emphasizes the value of investing in the current sales team for faster profitability, rather than constantly hiring new hot shots who may not stay long-term.

00:37:41 – Challenges in Selling Complex Solutions
Stephen discusses the challenges of selling complex solutions, such as convincing enterprises of their need and responsibility in a complex sales process with long cycles.

00:40:52 – Embracing Change and Building a Dynamic Sales Team
Stephen shares his perspective on change, hiring people who view change as excitement, and the importance of a diverse sales team to stay energized in a complex sales environment.

00:41:10 – Adapting to New Technology and Generational Differences
Stephen discusses the cultural shift in technology and the generational gap in the sales industry, emphasizing the value of diverse perspectives and learning from each other.

00:42:08 – Success in Mentoring Early Sellers
Stephen highlights the success of mentoring early sellers and seeing them thrive in their careers, showcasing the impact of bringing in fresh perspectives and knowledge to an organization.

00:43:01 – Connecting Through LinkedIn and Professional Networking
Stephen talks about the benefits of using LinkedIn for professional networking, staying updated with industry trends, and the value of connecting with like-minded professionals on the platform.

00:43:50 – Personal Interests and Building Rapport
Stephen shares his love for the movie “Tombstone” and its reflection of his interest in the old west, offering a personal insight into his hobbies and background.

Mastering Effective Sales Leadership

Effective sales leadership involves aligning the sales team around a common sales methodology to drive unity and success. Transparent and empathetic communication is crucial in leadership to build trust and rally the team towards common goals. Leveraging channel partnerships can be a great multiplier for scaling a sales organization and driving growth.

Building a Successful Channel Sales Model

Building a successful channel sales model requires enabling and incentivizing channel partners for mutual success. Managing indirect sales channels differs from direct sales employee management, necessitating tailored strategies. Channel partnerships can play a pivotal role in scaling a sales organization and reaching diverse markets efficiently.

The resources mentioned in this episode are:

  • Connect with Stephen Kowal on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.
  • Download FlyMSG for free at Flymsg.io to save 20 hours or more in a month and increase your productivity with a free text expander and personal writing assistant.

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