Sales Leadership with Bare Feet, Big Energy and an Open Heart

Episode notes

In this episode of Thoughts on Selling , I sit down with Britt White—sales leader, edtech evangelist, former VP of Sales at SmartPass, and a force of nature when it comes to bringing passion to work. This isn’t a scripted “how-to” chat. It’s a real conversation between two humans unpacking what it means to love what you do—and how that love shows up (or doesn’t) in sales, leadership, and culture. Key Takeaways Passion isn’t optional—it’s fuel. Passion doesn’t just live inside us—it’s contagious. Britt talks about how her energy draws people in, builds trust, and lifts her teams. Process enables freedom. Passion without process? Chaos. But the right systems let us lead, coach, and innovate without falling into micromanagement. Leadership and management are not the same. Britt puts it clearly: “If I have to manage you, I’m probably managing you out.” Leadership is about direction and inspiration, not control. Curiosity keeps the work fresh. We talk about how early career environments often crush curiosity—but the best sellers never stop asking questions or challenging assumptions. Break the routine. Britt runs cold call power hours with her team sitting on the floor, snacks in hand.