Revenue Science · 2026-09-08 · 1h 5m
Most leaders think they have a sales problem, a structure problem, or a people problem - when what they actually have is a trust problem. In this episode, I sit down with Doland White, who spent three decades climbing the ranks in software - from COO to President to CEO - before turning his attention to advising the next generation of leaders. He distilled what he learned into Lead with Confidence , built around four interlocking pillars: trust and autonomy, communication and transparency, growth and innovation, and accountability. We dig into: → Why trust - not strategy or structure - is the hardest thing for leaders to master, and why it has to start with trusting yourself first → How well-meaning leaders accidentally make their organizations dependent on them, and the warning signs you've become the bottleneck → The real, measurable cost of low trust (hint: check your churn rate, not your spreadsheet) → The cognitive biases - especially confirmation bias - that quietly sabotage good decision-making If you've ever wondered whether you're leading your team or just managing them, this one will change how you think about the difference.
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