The Coaching Leadership Style: Why “What Do You Suggest?” is the Ultimate Question

Me — Wed, 19 Nov 2025 18:07:12 +0000

The Power of the Pause: Shifting from Fixer to Facilitator

In moments of challenge, whether you’re helping a team member, parenting, or managing a critical project, your first instinct when someone presents a problem is often to provide the solution immediately. We want to be helpful, efficient, and perhaps even demonstrate our expertise. But is that the best coaching leadership technique?

However, reacting with an immediate fix, even a brilliant one, is a missed opportunity for coaching and development. It fosters dependency, stifles creativity, and teaches people that your job is to solve their problems, rather than their job being to grow and learn through the challenge.

The Core Principle: A Simple Yet Profound Shift

The most effective leaders, mentors, and parents understand that the best response isn’t to give the answer, but to spark the thinking. When someone comes to you with an issue, the most impactful and developmental reaction is a simple, open question:

“What do you suggest?”

Or perhaps: “What do you think our next step should be?”

This shift from delivering a solution to asking a question is the cornerstone of great leadership. It sends a clear message: I trust your ability to think.

Coaching Leadership: Stop Micromanaging, Start Developing

Why is this simple pause so transformative?

It Builds Capability: By requiring the person to analyze the situation and formulate a plan, you are actively developing their problem-solving muscle.
It Increases Ownership: People are far more committed to solutions they have designed themselves.
It Reveals Deeper Insights: Sometimes, the person already has a fantastic solution but just needs validation. Your question gives them the space to voice it.

Ultimately, true leadership isn’t about having all the answers; it’s about empowering others to find their own.

Applying This to Sales Leadership

Have your team members become dependent on you for every issue? Are you really helping them grow, or are you making them more dependent while believing you’re helping?

I have used this simple leadership habit for years with high-performing sales teams. Instead of saying, “Here’s what you should do to save this deal,” I start with that one golden question: “What do you suggest?”

That’s it. You can still guide the final decision, but only after they’ve thought it through. This way, every question becomes a coaching moment, not just another request for an answer.

When you implement this, you will see three changes immediately:

Reduced Upward Delegation: It forces your team members to think instead of delegating decisions upwards to you.
Better Qualification: It lets you “qualify” your own team. You will quickly see their judgment, risk appetite, and deal strategy. Do they truly understand the reasons behind your company’s rules, policies, and best practices?
True Collaboration: It turns coaching into a partnership instead of top-down instruction.

Coaching Leadership with MEDDPICC® and Infinite Sales®

This approach is where The Infinite Sales® Leadership courses, combined with qualification habits learned in MEDDIC / MEDDPICC®, truly shine. It isn’t just about deal reviews; it is about how leaders develop independent, thinking sellers.

Try it this week. The next time a rep asks, “What should I do?”, pause and say:

“Before I tell you what I’d do… what do YOU suggest? What are the pros and cons of that approach?”

If you want to go deeper into these strategies, you can find more resources at infinite-sales.com and in the Infinite Sales® Leadership course at MEDDIC Academy.

The post The Coaching Leadership Style: Why “What Do You Suggest?” is the Ultimate Question appeared first on Leadership & Sales Training.

Podcasts featuring Darius Lahoutifard on Infinite Sales™ Leadership & MEDDIC

Me — Thu, 05 Sep 2024 17:56:14 +0000

This page brings together podcasts featuring Darius Lahoutifard, founder of MEDDIC Academy and creator of Infinite Sales Leadership. These conversations cover sales leadership, MEDDIC, MEDDPICC, sales methodologies, enterprise sales qualification, forecasting discipline, authentic selling, problem solving, leadership by Cyrus the Great, and the role of human judgment in modern B2B sales.

For sales leaders, founders, revenue executives, sales managers, and enterprise sellers, these episodes provide practical perspectives on how to qualify better, coach better, forecast better, and lead teams with more clarity.

Short answer: the best podcast episodes with Darius Lahoutifard focus on practical sales leadership, MEDDIC and MEDDPICC qualification, authentic selling, forecasting, problem solving, and leadership principles inspired by Cyrus the Great. The episodes are useful for B2B sales leaders, enterprise sales managers, founders, revenue executives, and sellers who want to improve qualification discipline and sales execution.

Best episodes of podcasts featuring Darius Lahoutifard by topic

Topic	Recommended episode	Best for
Sales purpose and qualification	Selling From the Heart: Find Your Purpose	Sellers, sales managers, and revenue leaders
Leadership principles from Cyrus the Great	Partnering Leadership: Timeless Principles for Modern Leaders	CEOs, founders, and executive leaders
Sales leadership and automation	SaaS Fuel Podcast with Jeff Mains	SaaS leaders and sales executives
Solving sales problems with MEDDIC	Speak With People: How to Solve a Problem	Sales teams struggling with pipeline and forecast issues
MEDDIC and predictable revenue	Predictable Revenue: The Value Triangle in MEDDIC Sales	Enterprise sales teams and revenue organizations

Selling From the Heart Podcast: Find Your Purpose

[June 2026 update] In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Darius Lahoutifard to discuss how authentic selling starts with purpose—and how strong qualification creates better sales outcomes. Darius shares that when purpose aligns with your work, selling from the heart becomes natural rather than forced.

The conversation focuses on one of the biggest weaknesses in sales: poor qualification. Darius explains how optimism, urgency to close, and self-deception often cause sales professionals to hold onto deals that were never real. He introduces the Three Whys—Why buy anything? Why buy now? Why buy from us?, as a simple but powerful filter for qualification.

He also breaks down the MEDDIC/MEDDPICC framework—Metrics, Economic Buyer, Decision Process, Decision Criteria, Paper Process, Pain, Champion, and Competition—showing how disciplined qualification protects time, improves forecasting, and increases trust. This episode is a masterclass in selling smarter, not just harder. KEY TAKEAWAYS Purpose makes authentic selling natural—when your work aligns with meaning, trust follows. Qualification is a time management strategy, not just a sales process. Sales optimism can become a liability when it blinds you to disqualifying signals. The Three Whys—Why buy? Why now? Why us?—help determine if a deal is real. Your champion must be able to sell internally on your behalf. No decision is often your biggest competitor. MEDDIC/MEDDPICC improves forecasting, protects pipeline quality, and increases win rates. Great salespeople qualify early to avoid wasting time on false opportunities.

HIGHLIGHT QUOTES

“Find your purpose, match it with your job, and then you’ll be selling from the heart.”

“Our time is limited and is the most precious asset we have as salespeople.”

“We can deceive ourselves by not responding truthfully, the best way is to ask the customer.”

“If the economic buyer asks why they should buy from you, how solid is your answer?”

“What is the cost of doing nothing? If the answer is nothing, then the deal is not qualified.”

📌FOLLOW THE CONVERSATION

Connect with Darius Lahoutifard:

➡️Darius Lahoutifard’s Linkedin

➡️Website: MEDDIC Academy sales training

➡️Book: Always Be Qualifying MEDDIC book

Learn more about Darrell and Larry:

➡️Darrell’s LinkedIn: / darrellamy

➡️Larry’s LinkedIn: / larrylevine1992

➡️Website: https://www.sellingfromtheheart.net/

Timeless Principles for Modern Leaders with Darius Lahoutifard

What can today’s executives and business leaders learn from a ruler who lived 2,500 years ago? As it turns out, quite a lot. In this episode of Partnering Leadership, host Mahan Tavakoli welcomes Darius Lahoutifard, a seasoned entrepreneur, leadership expert, and the author of Leadership by Cyrus the Great: Unlocking Xenophon’s Cyropaedia. Drawing on the remarkable leadership legacy of Cyrus the Great, one of history’s most effective and visionary leaders, Darius reveals how Cyrus’s principles of governance, strategy, and influence remain strikingly relevant in today’s fast-changing business environment.

In this podcast featuring Darius Lahoutifard, Darius shares how Cyrus built and sustained one of the most diverse and resilient empires in history—not through brute force, but through strategic leadership, trust-building, and cultural intelligence. Unlike many rulers of his time, Cyrus understood that power was not about control but about creating unity through shared purpose. His ability to win wars without fighting, empower his people while maintaining oversight, and earn loyalty rather than demand it makes him a leadership model worth studying today.

Mahan and Darius also discuss how leaders today struggle with many of the same challenges Cyrus faced—gaining trust, balancing autonomy with accountability, and inspiring people to commit to a vision bigger than themselves. Through historical insights and modern applications, this episode explores how executives can apply Cyrus’s timeless leadership strategies to navigate uncertainty, foster high-performing cultures, and lead with clarity and purpose.

Whether you’re a CEO, an entrepreneur, or a leader guiding a team through transformation, this conversation will challenge the way you think about leadership. Listen in to discover how an ancient leader’s wisdom can help you make smarter strategic decisions, inspire your people, and build an organization that thrives beyond your tenure.

Actionable Takeaways:

🔹 What made Cyrus the Great one of history’s most effective leaders—and why his leadership principles are still relevant today.

🔹 The hidden leadership advantage of winning without war—how Cyrus secured victories through intelligence and strategy rather than brute force.

🔹 How to build unwavering trust as a leader—Cyrus’s secret to getting people to follow him willingly, and how modern leaders can apply it to earn loyalty and drive engagement.

🔹 The power of leading by example—why Cyrus’s discipline and personal ethics were key to his influence, and what leaders today can learn about credibility and consistency.

🔹 The balance between trust and oversight—Cyrus knew that empowering people didn’t mean letting go of accountability. Hear how he managed both—and how you can too.

🔹 Why repetition is a leadership necessity, not a weakness—Cyrus constantly reinforced his vision and values. Learn why leaders must repeat key messages far more than they think.

Connect with Darius Lahoutifard

Darius Lahoutifard Website

Darius Lahoutifard Linkedin

Leadership by Cyrus the Great: Unlocking Xenophon’s Cyropaedia

Connect with Mahan Tavakoli:

Mahan Tavakoli Website

Mahan Tavakoli on LinkedIn

Partnering Leadership Website

SaaS Fuel Podcasts by Jeff Mains

In another podcast featuring Darius Lahoutifard, explore the journey of Darius Lahoutifard, who transitioned from a robotics engineer to a sales leader and became the CEO and a key contributor to the famed MEDDIC sales methodology. Darius’s story showcases how his passion for math and engineering naturally evolved into a successful sales career, fueled by his dedication to fair commission structures.

Discover the critical role of leadership in shaping effective sales strategies, with real-world examples illustrating how active involvement can lead to success. We explore the balance between delegating tasks and hands-on leadership, as Darius shares valuable insights on utilizing company resources, including product reputation and customer success teams, to enhance sales performance. Additionally, we discuss the strategic importance of tech investments and the potential pitfalls of over-automation.

Key Takeaways

[00:01:18] – From Engineer to CEO

[00:06:33] – Unlocking Sales Leadership Success

[00:12:15] – Hiring for Attitude, Not Ability

[00:27:23] – Importance of Human Connection in Sales

[00:42:24] -Saying “No” in Sales Strategy

[00:45:55] – Value Creation Over Exit Strategy

Tweetable Quotes

“Moved to sales because I noticed that I am the one who is solving the problems and the salespeople are getting the commissions. So I thought that was not very fair. I moved to sales and naturally after two years of successful sales, I became a manager, country manager and ended up CEO of that subsidiary of Schlumberger at the age of 28.” – 00:01:49 Darius Lahoutifard

“So sales has always been a center of interest I was passionate about. And obviously with my rational mathematician or robotician background, I was very analytical with sales and I was curious and passionate about understanding how it works. How do we sell? How people get convinced?” – 00:02:58 Darius Lahoutifard

“The worst leaders are those who sit back and just ask for results. And they, you know, a lot of, sadly, a lot of managers are used to just give goals. And some of them don’t even, are not even very good at articulating the goal. They don’t even clearly say what I’m expecting from you.” – 00:19:41 Darius Lahoutifard

“My first comment is don’t do too much. Specifically in sales quota attainment, studies show that in the past 20 years, sales quota attainment and as a result of that, sales leaders’ goal attainment has been going down little by little every single year. And I have no other explanation than automation.” – 00:29:05 Darius Lahoutifard

“I say, sales is science, but sellers are artists.” – 00:31:43 Darius Lahoutifard

SaaS Leadership Lessons

Balancing Automation with Human Connection: While leveraging technology and automation is essential, it’s important to stress the irreplaceable va

Adaptability and Resilience: It’s crucial to be willing to pivot and explore new roles or industries when necessary, showcasing resilience in the face of change. His ability to thrive in startups and lead a Schlumberger subsidiary by the age of 28 demonstrates the importance of embracing change and leveraging past experiences to succeed in new environments.

Active Involvement and Hands-On Leadership: Balance delegation with active involvement in their teams’ activities. Drawing inspiration from leaders like Elon Musk, This hands-on approach ensures leaders are attuned to the challenges and successes of their teams, enabling them to provide better guidance and support.

Coaching and Empowerment: Developing the skills of team members through coaching and empowerment is crucial. Focus on identifying and nurturing the strengths of their team members, providing continuous feedback, and creating opportunities for skill development.

How to Solve a Problem ft. Darius Lahoutifard | Episode 120 of the podcasts series

Speak With People

How do you solve sales problems? Do you wait for someone else to solve it? How do you attack it? Today on the Speak with People Podcast we dive into the world of problem-solving with Darius Lahoutifard, the brilliant mind behind the game-changing book, “MEDDIC.” We will unravel the secrets to transforming non-performing sales teams into revenue powerhouses. We dive into how to solve problems

On this podcast featuring Darius Lahoutifard, discover the common symptoms facing many businesses, from revenue shortages to erratic forecasts, and how Darius’s MEDDIC methodology serves as the ultimate cure.

Learn More About Our Guest:

Always be Qualifying

https://meddic.academy

Learn More About Speak with People:

https://www.speakwithpeople.com

Access an Ever Growing Communication Skills Library

https://www.speakwithpeople.com/skillslibrary

Like/Watch/Share Our Resources:

https://linktr.ee/SpeakWithPeople

Learn MORE About these podcasts:

https://jasonraitz.com/

PASSION, PURPOSE, and POSSIBILITIES podcasts

Here’s what to expect on this podcast featuring Darius Lahoutifard:

Darius’ key reasons behind his choice to move into this particular space.
What is MEDDIC, what does it stand for, and how does it work?
Learning and accessing the MEDDIC methodology.
Where is the best place for someone to start their journey in sales?
New course Infinite Sales ™ Leadership
And much more!

About Darius:

Welcome to the insightful world of Darius Lahoutifard, a best-selling author, leadership and sales trainer, seasoned entrepreneur, and sales virtuoso. With executive expertise at billion-dollar companies like Oracle or PTC and a history of rapid business growth—including a notable venture acquired for its multi-million user base—Darius embodies the spirit of innovation.

From a robotics engineer to a CEO by 28 and a key contributor to the famed MEDDIC sales methodology, his journey is a testament to his leadership and strategic prowess. Darius, a mastermind in tech startups, holds a Master’s from Ecole Centrale de Paris and a Stanford certification, lectures globally, and brings a wealth of knowledge in six languages from his base in California.

Connect with Darius Lahoutifard!

Website: https://meddic.academy/

New Course: https://meddic.academy/infinite-sales-leadership/

Book: https://meddic.academy/always-be-qualifying-meddic-meddpicc-book/

LinkedIn: https://www.linkedin.com/in/meddic

Links on Candice Snyder’s podcasts

Website: https://hairhealthvitality.com/passion-purpose-and-possibilities/

Facebook: https://www.facebook.com/candice.snyder

Instagram: https://www.instagram.com/candicesny17/

LinkedIn: https://www.linkedin.com/in/candicesnyder/

The Value Triangle in MEDDIC Sales

On this episode of the Predictable Revenue Podcast, featuring Darius Lahoutifard, Collin Stewart is joined by Darius Lahoutifard, founder of the MEDDIC Academy. They dive into the origins and unique development of the MEDDIC sales qualification framework.

Highlights include:

Why is MEDDIC so Important? (16:05),

What is a Catalyst for Change? (56:27),

MEDDIC & MEDDPICC courses,

Infinite Sales Leadership course

And more…

Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Most episodes above include links to the original podcast page, Apple Podcasts, YouTube, or other listening options. You can also find additional podcast episodes featuring Darius Lahoutifard on Spotify.

The episodes listed above can be streamed or downloaded through the podcast platforms linked in each section.

Frequently asked questions about podcasts featuring Darius Lahoutifard

What topics does Darius Lahoutifard discuss in podcasts?

Darius Lahoutifard discusses sales leadership, MEDDIC, MEDDPICC, enterprise sales qualification, forecasting, problem solving, authentic selling, leadership by Cyrus the Great, and how sales teams can improve execution in complex B2B sales.

Which Darius Lahoutifard podcast is best for learning MEDDIC?

The Predictable Revenue episode on the Value Triangle in MEDDIC Sales is especially relevant for listeners interested in MEDDIC, MEDDPICC, sales qualification, and predictable revenue.

Which podcast is best for sales leadership?

The SaaS Fuel episode is useful for sales leaders because it covers leadership involvement, human connection, sales automation, hiring, coaching, and the danger of managing only by results.

Which podcast is best for leadership beyond sales?

The Partnering Leadership episode is best for broader leadership lessons because it connects modern executive leadership with principles from Cyrus the Great, including trust, strategy, unity, accountability, and leading by example.

Who should listen to these podcast episodes?

These episodes are most relevant for B2B sales leaders, enterprise sales managers, founders, CEOs, revenue executives, sales enablement leaders, and sellers who want to improve qualification, forecasting, coaching, and leadership discipline.

Learn more about Infinite Sales® Leadership

If these podcast conversations resonate with the way you think about sales leadership, qualification, coaching, forecasting, and execution, explore the Infinite Sales Leadership program. It is designed for sales leaders who want to build stronger teams, improve deal discipline, and lead complex B2B sales organizations with more clarity.

Explore Infinite Sales Leadership

The post Podcasts featuring Darius Lahoutifard on Infinite Sales™ Leadership & MEDDIC appeared first on Leadership & Sales Training.