Why Great Salespeople Focus on Decisions, Not Deals

Mark Casaglo, Chief Revenue Officer at Docebo, challenges the conventional sales playbook by arguing that great salespeople don’t focus on closing deals—they focus on helping people make confident decisions. Drawing from a lifetime of experiences, from selling used toys as a kid to leading revenue teams at scale, Mark reveals that his most effective sales moments came not from scripts or quotas, but from genuine human connection. His breakthrough came at 16, working at The Athlete’s Foot, where he learned consultative selling by diagnosing customers’ foot mechanics—turning a simple shoe sale into a trusted advisory relationship. This philosophy now drives his leadership: he prioritizes trust, transparency, and psychological safety over control and perfection. He admits to making mistakes, embracing iteration over flawless planning, and using storytelling and humor not as gimmicks, but as tools to humanize leadership. For Mark, selling by being human means removing ego, listening deeply, and creating space for others to be themselves—both in business and in life. His core belief? When people feel seen and trusted, they make better decisions—and that’s how you win, long-term.