Explore every episode of the podcast Great Day in Sales

Summary
Colin Specter, SVP at Orum, shares his journey from being the original sales hire to scaling the sales team at Orum. Colin discusses the importance of technology in sales, the challenges of building a sales team, and his strategies for training and enabling new hires. He emphasizes the need for documentation, feedback loops, and the significance of maintaining a positive mindset for success in sales.

Takeaways

• The importance of technology in sales, particularly AI solutions, can significantly enhance productivity.
• Building a sales team requires a focus on documentation and clear expectations for new hires.
• A strong morning routine is crucial for sales success, as it sets the tone for the day.
• Over-communication is necessary in a remote work environment to ensure everyone is aligned.
• Standardized playbooks and processes help new hires ramp up quickly and effectively.
• Sales training should include regular practice sessions to reinforce learning and skill development.
• Understanding key performance indicators (KPIs) is vital for measuring success and making adjustments.
• Creating a positive and energetic environment can attract potential customers and lead to better sales outcomes.

Chapters
00:00
Introduction to Colin Specter and Orum

01:21
Colin's Journey to Orum

05:56
Building Aurum from the Ground Up

10:32
Scaling Sales Teams Effectively

12:09
Training and Enabling New Hires

20:12
Feedback Loops and Continuous Improvement

25:24
Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

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Great Day In Sales Podcast Intro 

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Summary

 Helen Calvin, the new CEO of Buildout, shares her unique journey from a background in behavioral psychology to becoming a sales leader and eventually a CEO. The conversation explores the importance of understanding customer psychology in sales, the transition from CRO to CEO, and the need for a shift in compensation structures to motivate sales teams effectively. Helen emphasizes the significance of celebrating small wins and maintaining a customer-centric approach in all roles within a company.

Takeaways

• Helen's journey to CEO was unconventional, rooted in behavioral psychology.
• Understanding buyer psychology is crucial for effective sales strategies.
• The transition from CRO to CEO requires a broader perspective on business growth.
• Customer obsession is essential across all roles in a company.
• Celebrating micro-wins can boost team morale and motivation.
• Compensation structures should focus on autonomy, mastery, and purpose.
• Sales teams should be recognized for their contributions beyond just closing deals.
• Effective leadership involves removing roadblocks for team members.

Sound Bites

• "Sales found you more than anything."
• "You said frustrating. Tell me more about that."
• "Compensation planning is somewhat frustrating."

Chapters

00:00
Transitioning to CEO: A Unique Journey

03:01
The Role of Psychology in Sales

06:04
From CRO to CEO: A Shift in Perspective

09:01
Rethinking Compensation Structures

15:10
Celebrating Momentum in Sales

Great Day In Sales Podcast Intro 

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Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

In this episode of the Great Day in Sales podcast, Justin interviews Ron Halbert, Vice President of Sales Development at Sirion. Ron shares his extensive background in software sales and discusses the importance of understanding the ideal customer profile (ICP) for contract management. He emphasizes the challenges faced by sales development representatives (SDRs) when engaging with high-level executives and the critical factors contributing to scalable SDR organizations' success. Ron also highlights the significance of diagnosing failure points in sales processes, building trust with team members, and measuring success through team happiness.

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Summary
Mike Rhea, the Chief Revenue Officer at Intelligent Technical Solutions discusses his extensive background in sales, his journey through various companies and the strategies he employs to scale sales teams effectively. He emphasizes the critical role of discovery in the sales process, explaining how understanding a prospect's problems can lead to successful outcomes. Mike also delves into the importance of pricing and value perception, as well as the significant impact of leadership on sales success. The conversation highlights actionable insights for sales professionals looking to improve their processes and achieve better results.

Takeaways

• Deals are won and lost at Discovery.
• You have to start off at looking at, do you have the right people?
• Trust the process.
• Pricing can also be intent.
• A great day in sales is did I do the things today?
• The importance of continuous training on psychology and asking the right questions.
• Leadership plays a crucial role in sales success.
• Understanding the prospect's commitment to solving their problems is key.
• Sales reps need to focus on the outcomes of their questions.
• Creating a culture of accountability and high standards is essential.

Sound Bites

• "Deals are won and lost at Discovery."
• "You have to start off at looking at, do you have the right people?"
• "Trust the process."

Chapters

00:00
Introduction and Background

02:01
Scaling Sales Teams

05:59
The Importance of Discovery in Sales

12:58
Understanding Pricing and Value

19:10
The Role of Leadership in Sales Success

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​​Summary

Ellen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizational change and the strategies that have proven effective in maintaining team morale. She also explores how to tailor change management approaches to individual team members for smoother transitions and better outcomes.

Takeaways

• Positive thinking and focusing on the future state are powerful in sales.
• Effective change management involves assessing the current state, creating a plan, and aligning on priorities.
• Change is hard, so it's important to make it personal and relate it to individual benefits.
• Cross-functional alignment and communication are crucial for successful go-to-market strategies.
• A great day in sales is achieved by recognizing small wins and the good that happens.

Sound Bites

"A great day in sales to me looks like achieving a small win, or ideally multiple wins."

"Positive thinking and focusing on the future are important for everyone in the organization."

"Managing change well starts with having a clear vision and good communication."

"Don't overwhelm people with too many changes at once to avoid confusion and stress."

"Helping each person handle change smoothly is crucial for reducing difficulties."

"When a model or framework no longer fits, it's time for operational changes."

Chapters
00:00 Introduction and Background

02:48 Implementing Change Management

06:09 Managing Change without Ruffling Feathers

09:10 Challenges of Change Management

11:06 Lessons from Scaling at HubSpot

13:53 Cross-Functional Alignment in Go-to-Market

15:53 Managing a Large Sales Organization

20:56 Defining a Great Day in Sales

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Summary

Meredith Chandler, Head of New Business at Unicrn, discusses her career in sales and the rise of fractional sales leadership. She shares her experiences working at companies like Yelp, Indeed, Samsara, SPIF, and Captivate IQ. Meredith explains the concept of fractional sales and how it can benefit companies looking to scale their sales teams without the cost of hiring full-time employees. She also emphasizes the importance of coaching and continuous learning in sales. A great day in sales, according to Meredith, is when she is moving the needle and able to afford shopping at higher-end grocery stores.

Takeaways

• Fractional sales leadership is a cost-effective solution for companies looking to scale their sales teams without the expense of hiring full-time employees.
• Coaching and continuous learning are crucial for sales professionals to improve their skills and achieve success.
• A great day in sales is when you are moving the needle and making progress towards your goals.
• Investing in a sales coach can greatly benefit salespeople at any stage of their career.

Sound Bites

 "Fortunately, many companies now offer learning and development stipends. It’s becoming common to see $500 to $1,000 per year for employees to spend on books, coaching, or online learning."

"I believe that while some closers have an innate talent, most of their skills are developed through learning and experience."

"Everyone can be busy, but Alysio excels at mitigating time mismanagement."

Chapters

00:00 Introduction and Background

02:55 The Concept of Fractional Sales Leadership

06:43 The Importance of Coaching and Continuous Learning

10:14 Indicators for Fractional Sales

13:05 Choosing Fractional Sales vs Hiring Full-Time Employees

16:55 Qualities of a Talented Salesperson

21:54 Navigating a Sales Career

28:18 What Makes a Great Day in Sales

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Summary

Michael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustments as necessary. A great day in sales, according to Cupps, involves progressing deals, prospecting, and impacting future pipeline.

Takeaways

• Manage time effectively and prioritize tasks based on values and goals.

• Stack activities to maximize productivity and minimize distractions.

• Use technology, such as video and CRM, to streamline sales processes.

• Reflect on actions and make adjustments to improve results.

• A great day in sales involves progressing deals, prospecting, and impacting future pipeline.

Sound Bites

• "The challenge with that is that there's been a lot of studies done, but just about on average 21 to 23 minutes of time you wasted if you get distracted from doing whatever your work was."

• "The only thing you can control is what you're doing now. So try to stay present in that moment."

• "The social channels can be a big time waste if you're doing it incorrectly."

Chapters

[00:00] Introduction and Background

[02:32] The Concept of Time Bandit and Behaviors of Sales Teams

[06:01] Managing Time and Stacking Activities

[09:12] Using Technology to Improve Sales Productivity

[12:08] Identifying Pitfalls and Opportunities in Sales

[16:03] Suggestions for Improving Productivity

[19:29] Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

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Summary

Sam Nelson, founder of strleader.com and creator of the Pipeline Pipeline conference, shares his journey from selling funeral insurance to becoming an expert in SDR training and consulting. He emphasizes the importance of simplifying operations in SDR organizations and focusing on repeatable processes. Sam discusses the unique challenges and opportunities in enterprise sales and highlights the value of building a community of SDR leaders. He also shares his excitement for, and invites SDR leaders to attend the Pipeline Pipeline conference.

Takeaways

• Simplifying operations is crucial in SDR organizations to improve execution and productivity.

• Enterprise sales require a different approach, but the strategies for getting responses and setting meetings are similar to other sales roles.

• Building a community of SDR leaders is valuable for networking, learning, and career growth.

• Surprise wins in sales, such as getting a positive response or closing a deal unexpectedly, are incredibly rewarding.

• The Pipeline Pipeline conference is a must-attend event for SDR leaders.

Sound Bites

• "Outbound prospecting is an art and a science; you need a balance of creativity and data-driven strategies to truly excel."

• "The right sales engagement platform can transform your approach, making it more efficient and effective, while also providing valuable insights."

• "Aligning marketing efforts with sales objectives isn't just beneficial; it's crucial for driving cohesive and impactful business growth."

• "Robust SDR training is essential—not just for immediate results, but for building a foundation of skills that will serve salespeople throughout their careers."

Chapters

[00:00] Introduction and Background

[06:02] From Funeral Insurance to Outreach

[11:26] Creating a Community of SDR Leaders

[19:20] Unlocking Success in SDR Organizations

[23:50] The Changing Landscape of Sales

[29:30] The Thrill of Surprise Wins in Sales

[31:23] Join the Pipeline Pipeline Conference

Great Day In Sales Podcast Intro 

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Summary

Anthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of educating customers based on the salesperson's institutional knowledge. A great day in sales, according to Anthony, is one where a clear goal is set and executed well.


Takeaways

• Sales success is driven by mindset and focusing on controllables
• Creating a sense of urgency is crucial in selling to niche industries
• Giving salespeople agency within a framework leads to better performance
• Salespeople's institutional knowledge can be a valuable asset in educating customers
• A great day in sales is one where a clear goal is set and executed well

Sound Bites

"It's the process, not the outcome, that defines a great day for us and our team."

"Let's set a goal and then largely forget about the goal and figure out how to have a great day each and every day."

"Set a goal, then focus on having a great day every day; the results will follow."

Chapters

00:00 Introduction and Background

03:35 The Power of Mindset in Sales

09:11 Empowering Salespeople with Agency

12:55 Leveraging Institutional Knowledge in Sales

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Summary

Brooke Searle, an SDR manager at Podium, shares her unconventional path into sales and her experience leading an SDR team. She discusses the importance of building belief in her team members and helping them achieve their goals. Brooke emphasizes the value of understanding the personal lives and aspirations of her team members and how it contributes to their success. She also highlights the continuous learning and development opportunities in the sales industry.

Takeaways

• Building belief in team members is crucial for their success
• Understanding the personal lives and aspirations of team members contributes to their motivation and performance
• Continuous learning and development are essential in the sales industry
• SDR managers play a significant role in opening doors and providing opportunities for career growth

Sound Bites

"Sales encompasses far more than just meeting quotas and hitting numbers; it's deeply rooted in human connection and personal development."

"As a leader, my top core value is building belief in others." 

"To me, a great day in sales is defined by whether I can walk away knowing I made a meaningful impact." 

Chapters

00:00 Introduction and Background

03:19 Brooke's Journey to SDR Manager at Podium

06:08 Managing an International SDR Team

08:55 Transitioning from SDR to Manager

11:19 Coaching and Developing SDRs

16:30 Continuous Learning in the Sales Industry

19:49 Defining a Great Day in Sales

21:43 The Importance of SDR Managers

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Summary

Tyler Denboer, VP of Sales at Office Ally, shares his career path and experiences in sales leadership. He emphasizes the importance of having the right people on the team and providing them with proper coaching and enablement. Tyler discusses the challenges of building out the sales and marketing organization at Office Ally and the need for strong frameworks and processes. He also talks about the metrics that matter and the significance of executing against them every day. Tyler believes that a great day in sales is when he and his team are hitting the metrics that drive success.

Takeaways

• Having the right people on the team is crucial for success in sales.
• Coaching and enablement are essential for helping reps reach their full potential.
• Building out a sales and marketing organization requires strong frameworks and processes.
• Focusing on the metrics that matter and executing against them every day leads to success in sales.

Sound Bites

"The key to success is understanding why."

"A great day in sales means executing on the metrics that matter."

"We often underestimate the cost of distractions; staying on track is crucial to avoid losing valuable time."

Chapters

00:00 Tyler's Sales Career Path

03:18 Onboarding and Getting Started at Office Ally

05:39 Building Out the Sales and Marketing Organization

07:41 Scaling the Sales Team at Office Ally

10:43 Validating Growth and Territories

13:05 The Importance of the Right People on the Team

16:48 Coaching and Enablement for Success

20:37 What a Great Day in Sales Looks Like

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Adam Robinson, CEO and co-founder of Retention.com and RB2B, discusses his journey as an entrepreneur and the success he has achieved in hitting the million ARR milestone with each startup. He shares his insights on the power of building an audience on LinkedIn and the challenges of implementing a product-led growth (PLG) strategy.

Adam also explores the concept of being transparent and controversial in his content, the importance of offering a free product, and the potential for lower churn through a community-based approach.

This is one you'll want to listen to - and drop a comment if you like Adam's approach to a new era of sales and GTM.

Takeaways

• Adam has been able to hit the million ARR milestone quicker with each startup he has launched.
• Building an audience on LinkedIn has been a powerful strategy for Adam to generate awareness and credibility.
• Implementing a product-led growth (PLG) strategy requires careful consideration and a well-executed plan.
• Being transparent and controversial in content can attract attention and engagement.
• Offering a free product can help spread awareness and drive adoption.
• A community-based approach can potentially lead to lower churn and increased customer loyalty. Bootstrapping a SaaS business allows for independence and control over the company's growth.
• Product-market fit is crucial for success, and when achieved, everything the company does works.
• Transparency in content creation can be a powerful tool for building an audience and attracting customers.
• The role of sales teams is evolving in a PLG model, with a greater emphasis on marketing and creating signals for outreach.
• Enterprise sales can be a potential avenue for growth, but it requires time and effort to navigate the complexities of compliance and decision-making processes.
• A great day in sales is characterized by the excitement of new opportunities and the promise of something big.

Chapters

00:00 Introduction: Adam Robinson's Journey as an Entrepreneur
02:40 LinkedIn and Building an Audience
03:36 Challenges of Implementing a PLG Strategy
04:34 Transparency and Controversy in Content
05:36 The Power of Offering a Free Product
13:07 Community-Based Approach for Lower Churn
23:25 Bootstrapping and Scaling a SaaS Business
24:24 The Power of Product-Market Fit
25:17 Transparency in Content Creation
26:59 The Evolving Role of Sales in a PLG Model
28:56 Navigating Enterprise Sales
30:23 The Excitement of New Opportunities in Sales

Great Day In Sales Podcast Intro 

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Summary

Ryan Jump, the director of sales at Scorpion, shares insights on managing a sales team, focusing on the individual, and the transition to selling to home service companies. He emphasizes the importance of understanding and addressing the unique needs of each sales rep and the value of building trust and authenticity within the team. Ryan also discusses the concept of designing your day and the significance of intentional and disciplined daily actions in sales.

Takeaways

• Understanding the unique needs of each sales rep is crucial for effective sales management.
• Building trust and authenticity within the team is essential for fostering a positive and collaborative work environment.
• Designing your day with intentional and disciplined actions is key to achieving success in sales.

Sound Bites

 "Rarely is there a one size fits all approach to doing things."

"Alysio resonates with me because it allows individuals to align with their goals and measure their success, offering immediate feedback on their performance—an invaluable tool from the start."

 "Don't sell the same way as everyone else. Find the approach that makes you most successful. Different paths can lead to the same goal; discover what works best for you."

"No matter where you are as a salesperson, it's okay. Recognize your current position and determine your next steps."

Chapters

00:00 Introduction to Ryan Jump and Scorpion Sales Team Management

02:58 The Impact of Understanding the Individual in Sales Management

05:58 Building Trust and Authenticity in Sales Teams

09:10 Designing Your Day: Intentional and Disciplined Actions in Sales

Great Day In Sales Podcast Intro 

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Summary

Jason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer's needs. A great day in sales, according to Jordan, involves productivity, winning deals, and impactful coaching.

Takeaways

• Focus on the right opportunities and avoid wasting time on bad deals or customers.
• The sales pipeline is a crucial tool that should be used to improve sales performance, not just for forecasting.
• Different industries and buyer needs require different sales approaches, ranging from consultative selling to transactional selling.
• Coaching is a vital aspect of sales management, and it is important to focus on coaching those who are receptive and coachable.
• A great day in sales involves productivity, winning deals, and impactful coaching.

Soundbites:

“The way you sell is dictated by the way the customer wants to buy.”

"The sales pipeline is the greatest tool a sales force has."

“Stop calling bad customers and stop chasing bad deals.”

Chapters

00:00 Introduction and Background of Jason Jordan

03:21 The Importance of Focusing on the Right Opportunities

06:23 The Role of Consultative Selling

11:27 Understanding Different Sales Roles

25:39 What Makes a Great Day in Sales?

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Leslie Venetz, founder of a sales-led go-to-market agency, shares her journey in sales and content creation. She highlights the importance of community, knowledge sharing, and tailoring content for different platforms like LinkedIn and TikTok. Leslie discusses her sales methodology, focusing on earning the buyer's attention, and offers resources like objection scripts and voicemail tips. She emphasizes personalized outreach, data-driven decision-making, and balancing metrics. Leslie also reflects on her career mistakes, stressing the importance of aligning personal values with sales practices. A great sales day for her includes meditation, creative outreach, knowledge exchange, and fun.

Takeaways

• Earning the right to the buyer's attention is the foundation of effective sales.
• Creating a repeatable and scalable sales process is crucial for growth.
• Personalization is key in sales outreach, including tailoring voicemails and messages to resonate with the recipient.
• Metrics play a crucial role in sales, providing data for decision-making and helping to identify effective strategies.
• Aligning personal values with sales practices is essential for long-term satisfaction and success.

Sound Bites

"If it's not repeatable, it's not scalable."

"Without data, strategic iteration is impossible."

"Win-loss analysis should be constant."

"A great day in sales is giving, receiving, and searching out knowledge."

"Craft your voicemail script like a cold call."

Chapters

00:00 Introduction and LinkedIn Live Mishap

03:37 Getting to Know Leslie Venetz

07:01 Creating Content on LinkedIn and TikTok

09:39 Becoming Comfortable with Outbound Sales

13:24 Developing the Earn the Right Methodology

16:26 Structuring a Repeatable and Scalable Sales Process

24:18 Career Mistakes and Lessons Learned

26:05 Aligning Personal Values with Sales Practices

39:15 What Makes a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this podcast episode, Justin interviews Alex Knight, the CRO of Snoball. They discuss Alex's background, the evolution of Snoball from a business listing site to a SaaS product, and the indicators that led to the decision to focus on software. They also talk about the maturity level of companies when it comes to referrals and the skills that have benefited Alex in his role as CRO. They touch on hiring strategies, time management as a sales leader, and the future goals of Snoball.

Takeaways

• Snoball evolved from a business listing site to a SaaS product based on the indicators of self-contained sales motions and organic groundswell in demand.

• Companies often view referrals as a net new cost and are hesitant to proactively engage with customers, creating an opportunity for Snoball's ongoing customer nurture and conversation engine.

• When hiring, it's important to screen for qualities like instincts, curiosity, and grit, and to always make reference calls.

• As a CRO, Alex focuses on strategic deals that have ancillary value and acts as a support system for his AEs, jumping in on demos and providing feedback.

• Snoball's short-term goal is linear revenue growth, while their midterm goal is net profitability. They are also exploring opportunities in broader markets.

• A great day in sales is characterized by clarity, where every member of the organization has a clear understanding of the company's identity, messaging, and their own role in achieving success.

Sound Bites

"We're not trying to build a billion dollar or a $500 million business either."
"Companies are not designing their referral program because they don't want to open Pandora's box."
"You get one word to describe what your sales organization gets every single day going forward. I actually think clarity would be the word."

Chapters

00:00 Introduction and Background
02:22 The Evolution of Snoball: From Business Listing Site to SaaS Product
05:38 Hiring Strategies for Sales Roles: Screening for Instincts, Curiosity, and Grit
13:14 Time Management as a CRO: Strategic Deal Focus and Support for AEs
25:29 The Importance of Clarity in Sales: Confidence, Goal Tracking, and Mission Alignment

Great Day In Sales Podcast Intro 

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Summary
Vin Matano, a sales professional and content creator, shares his insights on personal branding and the benefits of creating content on LinkedIn. He emphasizes the importance of employees building their personal brands and how it can positively impact the company they work for. Vin also discusses his career at Demandbase and the value of staying with a company for an extended period of time. He shares his perspective on what a great day in sales looks like, which includes prospecting, creating content, and closing deals.

Takeaways

• Building a personal brand on LinkedIn can open up opportunities and lead to personal and financial growth.
• Companies should focus on enabling their employees to build personal brands rather than treating them as megaphones for promoting the company.
• Employees should stay with a company if they believe in its culture, product, and leadership, as it allows them to build relationships and increase their commissions over time.
• A great day in sales includes prospecting, creating content, and setting up meetings, with the possibility of closing a deal.
• It is important to find a balance between personal interests and career goals when choosing a company to work for.

Sound Bites

• "You shouldn't be telling your employees or even influencers that you work with what to post, rather let them share their experience through their own eyes."

Chapters

00:00
Introduction and Background

03:10
The Power of Personal Branding

07:25
Enabling Employees to Build Personal Brands

21:04
What a Great Day in Sales Looks Like

Great Day In Sales Podcast Intro 

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Summary

Melissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She also discusses how she coaches others on video selling and the various ways video can be used throughout the sales process.

Takeaways

• If the usual sales process isn't yielding results, don't hesitate to think outside the box and find what works for you.
• Video selling can be a powerful tool for building connections and booking meetings with high-level executives
• Maintain a balanced approach in sales and don't let the highs and lows affect you
• Create video libraries to enable and support your sales team
• Use video throughout the sales process, from prospecting to follow-ups

Soundbites:

“Video Selling was my superpower.”

“You can book C-suite executives from Fortune 500 companies using these videos."

“If it's not scary, then you're not challenging yourself enough.”

Chapters

00:00 Introduction and Career Path

10:37 Discovering the Power of Video Selling

21:23 Using Video Throughout the Sales Process

25:53 Maintaining a Balanced Approach in Sales

27:13 The Key to a Great Day in Sales: Getting a Good Night's Sleep

Great Day In Sales Podcast Intro 

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Summary

Brooke Goddard, a sales leader at Design Pickle, discusses the unique challenges and strategies of selling to creatives. She shares her background in sales and highlights the importance of creativity in the sales process. Brooke emphasizes the need to stand out and be creative when reaching out to potential customers, including using motion graphics and personalized videos. She also emphasizes the importance of a strong sales and marketing partnership and the value of radical candor and feedback in fostering a positive sales culture. Finally, Brooke discusses the importance of being prepared and having clear goals and expectations to ensure everyone is rowing in the same direction.

Takeaways

• Selling to creatives requires a different approach and a focus on creativity in the sales process.
• Standing out and being creative in outreach efforts can make a significant impact in engaging potential customers.
• A strong sales and marketing partnership is crucial for success, with clear communication and collaboration.
• Radical candor and feedback are essential for fostering a positive sales culture and continuous improvement.
• Being prepared and having clear goals and expectations helps ensure everyone is aligned and working towards the same objectives.

Sound Bites

"On LinkedIn, we've been seeing great success by utilizing voice messages."
"What really sets us apart is the cohesive unit we've built between our sales and marketing teams"
"If you fail at something, no problem, fail fast and let's move on together."
"Being very honest is in our culture; it's actually one of our core values. It's called 'tell it to me straight.'"


Chapters

00:00 Introduction and Addressing Creatives
03:23 Reaching Out to Creative People
06:17 Organizing the Sales Team
08:02 The Advantage of Creativity in Outreach
10:23 Fostering a Positive Sales Culture
15:19 Leadership and Setting Expectations

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Kody Klenow, Vice President of Local Revenue at Lee Enterprises, shares insights into sales leadership and managing a large sales team across multiple markets. He discusses his career path and the unique sales program he graduated from. Kody emphasizes the importance of being a connector across the organization and fostering collaboration among sales teams in different markets. He also highlights the significance of hiring salespeople who are involved in and knowledgeable about the local community. Kody shares his approach to building team morale and driving competition, as well as the challenges and benefits of managing a remote sales team.

Takeaways

• Hire salespeople who have a can-do spirit and are naturally curious
• Focus on leading indicators and understand your unique KPIs
• Build relationships and collaborate across different markets
• Get involved in the local community to understand the dynamics and needs of clients
• Create a sense of camaraderie and competition within the sales team
• Balance remote work and in-person visits to different markets
• Be action-oriented and prioritize doing over talking

Chapters

[00:00] Introduction and Career Path
[06:46] The Importance of Local Knowledge and Involvement
[10:56] Creating Team Morale and Driving Competition

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Kevin Dorsey shares his insights on leadership and building successful sales teams. He emphasizes the importance of defining what good looks like and following the four D's: define, document, demonstrate, and deliberately practice. Kevin also highlights the value of customer interviews in understanding the buyer's perspective and tailoring messaging. He encourages salespeople to focus on making prospects want the product rather than just understanding it. A great day in sales, according to Kevin, involves self-care, intentionality, prospecting, practice, and creating a desire for the product in potential customers.

Chapters

00:00 Introduction

00:15 Kevin's Background

01:13 The Need for Leadership Training

05:40 Scripting and Scorecards

09:24 Building Processes Before Hiring

10:44 Customer Interviews

12:44 Documenting Processes

21:32 Understanding Results

25:23 A Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Taylor Safford, CRO at Netcraft, shares his journey from being one of the earliest hires at Qualtrics to leading sales teams and scaling offices. He emphasizes the importance of embracing a mindset shift and focusing on leading indicators to achieve success in sales. Taylor discusses the challenges and lessons learned from scaling sales teams and highlights the significance of defined roles, expectations, and accountability in building successful relationships. He also explains the concept of point productivity and its impact on sales performance. Taylor concludes by sharing his perspective on what constitutes a great day in sales.

Takeaways

• Embrace a mindset shift and take ownership of your success in sales.
• Focus on leading indicators and simplify your approach to achieve your goals.
• Build successful relationships by defining roles, setting expectations, and fostering accountability.
• Implement a point system to track productivity and prioritize high-impact activities.
• A great day in sales involves creating pipeline, progressing and closing deals, and personal growth.

Chapters

00:00 Introduction and Background

04:15 Overcoming Challenges at Qualtrics

07:01 The Importance of Leading Indicators

10:20 Scaling and Managing Sales Teams

15:42 Approach at Netcraft

21:57 Implementing Point System

25:47Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In an exclusive conversation, George, the Chief Revenue Officer at Recharge, unveils the secrets to crafting a thriving sales career and ascending to the ranks of a true sales virtuoso. With fervor and finesse, he imparts the wisdom of transcending the mere title of a salesperson, advocating for the transformation into a consummate sales professional. 

Through the prism of his own journey, George underscores the pivotal role of harmonizing success and fulfillment, fashioning a cultural milieu ripe for exponential growth. Moreover, he unveils the clandestine art of mastering time and productivity, unraveling the blueprint for orchestrating a stellar day in sales.

In essence, George's discourse transcends conventional wisdom, offering an arsenal of leadership principles and avant-garde approaches destined to propel sales professionals into unprecedented realms of triumph and accomplishment.

Takeaways

• Being a sales professional is about being passionate and dedicated to sales as a career, rather than viewing it as a fallback option.
• Success in sales requires continuous learning and improvement, and sales professionals should strive to be knowledgeable and skilled in all aspects of their role.
• Creating a culture of growth and development is essential for building successful sales teams.
• Maximizing time and productivity is crucial for achieving success in sales and in life.

Chapters

00:00 Introduction and Background

01:01 Career at Qualtrics

01:26 Transition to Recharge

03:20 Building Sales Careers

04:07 Becoming a Professional Seller

05:04 Balancing Success and Happiness

05:33 Leadership Principles for Success

06:31 Career Growth and Development

07:30 Creating a Culture of Growth

08:28 Maximizing Time and Productivity

09:20 Changing Mindsets and Expectations

10:27 Balancing Success and Happiness

11:20 Defining a Great Day in Sales

19:43 Balancing Career Growth and Personal Life

22:29 Maximizing Time and Focusing on Priorities

25:21 Maximizing Every Moment

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Buckle up for a dynamic ride as Justin sits down with Kevin Mulrane, the VP of Sales powerhouse at BioSentry. In this electrifying episode, Kevin spills the beans on his thrilling journey in sales leadership and the art of crafting sales playbooks that pack a punch. Get ready to be energized as Kevin dishes out his top-notch insights on seamlessly integrating into seasoned teams, turbocharging team performance through coaching, and mastering the art of time management as a sales leader. With infectious enthusiasm, Kevin champions the spirit of perpetual learning and adaptation, urging sales teams to embrace evolution and continually refine their processes for unstoppable success. Join us for a lively discussion where Kevin divulges his methodology for transforming each day in sales into a dynamic landscape of growth and enhancement.

Takeaways

• Building sales playbooks involves understanding the sales motion, identifying areas for improvement, and defining a consistent way of doing things.
• Joining a tenured team requires change management and involving the team in the process of building new processes and resources.
• Enabling and coaching the team involves constant reinforcement of best practices, role-playing, and celebrating wins.
• Time management as a sales leader requires prioritizing one-on-ones, team meetings, and working on high-priority tasks aligned with the team's objectives.
• A great day in sales is one where you learn something new and apply that knowledge to improve your sales process and achieve better outcomes.
• Sales teams need to constantly learn and adapt to evolving markets, buyer behaviors, and sales processes.

Chapters

00:00 Introduction and Background

02:10 Building Sales Playbooks

06:34 Challenges of Joining a Tenured Team

10:56 Enabling and Coaching the Team

14:59 Time Management as a Sales Leader

19:07 What Makes a Great Day in Sales

22:00 Constant Learning and Adaptation

25:23 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Luke Wilson, CEO of Signpost, shares his journey to his current role and his passion for serving small to medium businesses. He discusses the challenges and opportunities of stepping into a remote organization as CEO and emphasizes the importance of building a strong go-to-market motion. Wilson highlights the value of investing in training and development for sales teams and the need to focus on upselling and cross-selling to existing customers. He concludes by emphasizing the importance of learning from every customer interaction and using those insights to improve.

Takeaways

Invest in training and development for sales teams to improve their skills and effectiveness.
Focus on upselling and cross-selling to existing customers to maximize revenue opportunities.
Build a strong go-to-market motion that aligns with the needs of small to medium businesses.
Learn from every customer interaction to continuously improve and provide better service.

Chapters

00:00 Luke Wilson's Path to Signpost
02:02 Taking on the Role of CEO
05:17 Stepping into a Remote Organization
08:54 Preparing for the CEO Position
11:02 Building a Go-to-Market Motion
12:24 Passion and Excitement for the Role
19:19 Investing in Training and Development
23:29 Reorganizing for Success
26:00 Focusing on Upselling and Cross-Selling
29:14 Making Every Day a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Morgan Ingram, everyone! Huge following on LinkedIn, incredible advisor to many brands, and has his own company to consult and help built incredible sales orgs. 

In this conversation, Morgan and Justin discuss what makes a great day in sales, setting goals, and productivity levers. 

They emphasize the importance of reverse engineering goals and aligning activities with those goals. 

They also discuss the significance of personal and professional goals and how they drive motivation. 

Goals, goals, goals. But it wasn't all about goals! 

Morgan shares the 'stoplight method' for tracking productivity, which involves categorizing activities as green (money-making activities), yellow (preparation), and red (breaks). They also touch on the importance of competition, learning from teammates, and experimenting with new strategies. 

They also talk about the value of experimentation and having fun in sales. Morgan shares his strategies for staying productive, including blocking off his calendar and focusing on high-leverage activities. He also discusses his motivations, such as location and time freedom, creating memorable experiences, making an impact, and avoiding the 'anti-why' scenario. 

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Scott Lease has been part of 11 exits, and worked with 12 unicorns. He's got one of the most storied backgrounds in Silicon Valley and has since made the move to Austin to continue building and scaling sales organizations.

In this episode, he emphasizes the importance of putting sales processes on paper and customizing solutions for each company. So many people run their sales orgs from their heads - it doesnt work!

Scott also highlights the significance of tracking leading indicators and results in sales. He shares his motivation and mindset, drawing inspiration from athletes like Michael Jordan and Tom Brady. Scott reflects on memorable deals and discusses his plans for the future, including diversifying income streams. He concludes by emphasizing the importance of enjoying the daily activities in sales.

Takeaways

• Consider the location and market conditions when building and scaling sales organizations.
• Put sales processes on paper to create a foundation for success and make it easier to coach and scale.
• Track leading indicators and results to accurately predict and plan for future success.
• Stay motivated by enjoying the daily activities and finding ways to make a meaningful impact.
• Diversify income streams and plan for the future to maintain lifestyle and income levels.

Chapters

00:00 Introduction and Background
03:04 Moving to Austin and Changing Sales Organizations
05:51 Customizing Sales Solutions
08:59 The Importance of Putting Sales Processes on Paper
11:53 Tracking Leading Indicators and Results
15:59 Motivation and Mindset in Sales
22:49 Staying Motivated and Planning for the Future
29:12 Creating a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Justin Ashby interviews Jeff Torbeck, VP of Revenue at Gun.io. They discuss various topics related to sales management and team building and focus in on how a high performing team can be a place of constant learning. Jeff shares his insights on focusing on individual performance, balancing quota performance and team fit, and the evolving perception of sales as a valued profession.d

The conversation emphasizes the importance of collaboration, continuous learning, and customer-centric selling. His great day in

Takeaways

• Transitioning from individual sales to sales management requires a shift in focus from personal success to helping others succeed.
• Building winning teams involves empowering individuals, removing obstacles, and fostering collaboration.
• Hiring the right people is crucial for team success, and it's important to assess candidates' coachability and their alignment with the team's values and goals.
• Creating a learning environment involves encouraging continuous learning, sharing best practices, and leveraging the expertise of experienced team members.
• A great day in sales is not just about closing deals, but also about enjoying the sales process, loving the solution being sold, and continuously improving.

Chapters

00:00 Introduction and Background
03:06 Transition to Sales Management
05:07 Focus on Individual Performance
08:38 Building Winning Teams
12:34 Creating a Learning Environment
15:30 Hiring and Team Structure
21:00 Having a Great Day in Sales
25:06 Sales as a Valued Profession
26:33 Selling Like You Buy
27:28 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Join a riveting conversation with Donald Kelly as he unravels the art of mastering LinkedIn for prospecting and sales. In this dynamic discussion, Donald unveils the secrets to regularly connecting with key individuals, delivering valuable content, and sparking engagement. Brace yourself for insights into injecting personality into your LinkedIn presence and leveraging your company page to forge connections. Donald and Justin unveil the Connect, Share, Engage method, empowering sales professionals to position themselves as industry authorities and foster meaningful relationships. Discover effective strategies to stand out, ignite engagement through thoughtful interactions, and initiate conversations that provide value. Be prepared for a journey that culminates in defining a phenomenal day in sales—where satisfaction meets success through helping others achieve their goals. This episode is your compass for navigating the LinkedIn landscape with finesse and impact.

Takeaways

• Regularly connect with relevant individuals on LinkedIn to expand your network and increase the visibility of your content.
• Share valuable and relevant content on LinkedIn to establish yourself as an industry authority and attract potential customers.
• Engage with followers of your company LinkedIn page to build relationships and create opportunities for conversations.
• Infuse your personality into your LinkedIn engagement to make connections more authentic and memorable. When connecting on LinkedIn, it's important to find a genuine reason to reach out and express interest in the other person's profile or work.
• To stand out on LinkedIn, try using different reactions and thoughtful comments on posts to catch people's attention and encourage engagement.
• When initiating a conversation, focus on the other person's needs and offer value or assistance that aligns with their goals or challenges.
• A great day in sales is when you can help someone make a breakthrough, get rewarded for your efforts, and connect with new prospects who are open to change.

Chapters

00:00 Introduction and Background

01:01 Making the Decision to Start a Business

03:00 The Power of LinkedIn for Sales

10:58 The Connect, Share, Engage Method

21:16 The Importance of Regularly Posting on LinkedIn

26:25 Engaging with Followers of Company LinkedIn Page

32:44 Infusing Personality into LinkedIn Engagement

40:02 Connecting on LinkedIn

41:18 Promoting Engagement on LinkedIn

42:10 Initiating a Conversation

43:00 A Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Embark on a captivating journey with Justin as he sits down with Alyson Baber, a brilliant VP of Sales at Outreach.io. 

Allyson's unconventional career trajectory is not uncommon, but very fascinating. From chemical engineering to medical sales, she's now leading one of the most dynamic teams of sales people in tech. 

Allyson shares her invaluable strategies for building trust and managing expectations within her team. She reflects on her experiences in high-growth companies, painting a vivid picture of what constitutes a stellar day in the world of sales. This episode is your ticket to unraveling the dynamic and inspiring world of Alyson Baber's sales journey.

Takeaways

• Find a balance between doing what you're good at and doing what you enjoy.
• Process and data are crucial in sales, but gut feelings and conversations also play a role in decision-making.
• Clear expectations and transparency are key to building trust and managing a sales team effectively.
• In high-growth companies, a stable foundation and alignment are essential for smooth operations.
• A great day in sales is defined by winning in the right way with the right people.

Chapters

00:00 Introduction and Background

03:00 The Importance of Process and Data in Sales

08:00 Managing Expectations and Building Trust

18:00 Navigating High-Growth Companies

27:00 Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Embark on an exhilarating journey with Justin as he ventures into the realm of sales mastery alongside the esteemed Mike Wolber, the ingenious Chief Revenue Officer of Rent Dynamics.  Mike unveils the blueprint for crafting a thriving sales organization. Prepare to be captivated as Mike shares his visionary approach to recruitment, advocating for the hiring of sales academics and the formulation of a robust go-to-market strategy. Brace yourself for a whirlwind of insights as Mike delves into the intricacies of effective coaching and communication within the team, emphasizing the transformative power of these practices. With a keen eye on the horizon, Mike shines a spotlight on the critical importance of pipeline management and the dangers of succumbing to tunnel vision in sales pursuits. Immerse yourself in this riveting conversation, where Mike's pearls of wisdom illuminate the path to building and managing a sales powerhouse that defies all expectations.

Takeaways

• Hiring sales academics and individuals who are proud to be in sales is crucial for building a strong sales organization.
• A strong sales force is characterized by high morale, effective communication, and a focus on pipeline management.
• Building a repeatable go-to-market plan involves understanding the product, messaging, positioning, objection handling, and pricing.
• Coaching and individualized support are essential for leveling up the sales team.
• Adapting to changes in sales, such as remote work, requires effective communication and maintaining connection with the team.
• A great day in sales is characterized by a focus on building, accelerating, and closing pipeline, rather than being fixated on a single deal.

Chapters

00:00 Introduction and Background

03:09 Building a Strong Sales Organization

06:30 Hiring Sales Academics

08:19 Indicators of a Strong Sales Force

09:07 Building a Repeatable Go-to-Market Plan

11:32 Delivering the Go-to-Market Plan

12:03 Coaching and Leveling Up the Sales Team

17:36 Adapting to Changes in Sales

20:46 What Makes a Great Day in Sales

23:13 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Justin and Jen discuss various aspects of sales, including selling like a buyer, the importance of likability, applying a buyer-centric approach, understanding trade-offs, insights from sales kick-offs, promoting organic content sharing, building sales teams, the role of subject matter experts, and creating a great day in sales.

They emphasize the need to understand the buyer's perspective and tailor the sales approach accordingly. They also highlight the value of building relationships and providing valuable insights to customers.

Takeaways

• Understand the buyer's perspective and tailor the sales approach accordingly.
• Build relationships and focus on likability to earn trust and credibility.
• Provide valuable insights and solutions to customers' problems.
• Promote organic content sharing and engage with subject matter experts.

Chapters

00:00 Introduction and Background
08:13 Selling Like a Buyer
15:11 The Importance of Likability
24:45 Understanding Trade-Offs
28:59 Insights from Sales Kick-Offs
32:31 Promoting Organic Content Sharing
35:01 Building Sales Teams and Full Cycle Sales
41:04 The Role of Subject Matter Experts
45:45 Creating a Great Day in Sales
48:08 Conclusion and Community Building

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Delve into the fascinating world of sales with Kyle Asay, the visionary VP at MongoDB, as he unveils the secrets behind his remarkable career journey and the evolution of his groundbreaking sales frameworks. With a blend of wisdom and innovation, Kyle emphasizes the transformative power of personal development and the art of tailoring sales processes to individual strengths. From dissecting team structures to navigating the complexities of remote work, Kyle offers unparalleled insights into optimizing sales performance. Get ready to discover the revolutionary Good Day Framework, a game-changer for sales professionals seeking to hone their focus on leading indicators. But that's not all – Kyle delves into the realm of data-driven decision-making, illuminating the path to showcasing team performance and conducting competency analyses. As the conversation unfolds, Kyle leaves no stone unturned, underscoring the profound value of frameworks for both teams and individuals in the ever-evolving landscape of sales. Strap in for a riveting journey through the intricacies of sales mastery, guided by the incomparable expertise of Kyle Asay.

Takeaways

• Personal development is crucial for sales success. Salespeople should dedicate time each day to improve their knowledge and skills.
• Adapting sales processes to individual strengths and buyer preferences leads to better results.
• In-person interaction is important for team collaboration and building relationships, even in remote work environments.
• Tracking leading indicators, such as pipeline generation and progress, is essential for identifying and addressing issues early on.

Chapters

00:00 Introduction and Background

01:01 Transition to MongoDB and Sales Introverts Brand

02:39 Working Remotely and Team Structure

03:19 Benefits of In-Person Interaction

04:36 The Good Day Framework

06:56 Adapting the Framework to Individual Reps

09:52 Team Structure and SDR Support

10:46 Coaching and Oversight for Full Cycle AEs

12:27  Using Data to Showcase Team Performance

16:23 Skill vs Will and Competency Analysis

19:48 Frameworks for Individual Reps

23:42 Creating a Great Day in Sales

27:06 Closing Remarks

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary
In this riveting episode, Justin Ashby delves into the world of sales development with none other than Gabe Lullo, the mastermind CEO behind Alley-oop, an SDR agency. With passion and expertise, they navigate through the intricate landscape of sales, tackling crucial topics such as the art of onboarding SDRs, the enduring significance of phone calls in outbound sales, and the untapped potential of LinkedIn as a sales powerhouse. Venturing further, they explore the transformative shift towards full cycle sales and the pivotal role of identifying the ideal customer profile (ICP) in driving success. Drawing from his vast experience at the helm of a renowned SDR organization, Gabe imparts invaluable wisdom, stressing the significance of consistent activity metrics and the art of delayed gratification in the competitive realm of sales. Buckle up for an enlightening journey through the nuances of sales strategy, as Justin and Gabe provide a treasure trove of insights sure to empower sales professionals everywhere.

Takeaways

• Consistent activity metrics are key to success in sales.
• Phone calls are still the most effective channel for booking meetings.
• Leveraging LinkedIn and creating content can help build trust and credibility.
• Identifying and refining the ideal customer profile (ICP) is crucial for effective sales targeting.

Chapters

00:00 Introduction and Background

03:06 Quickest Way to Onboard SDRs

05:05 The Importance of Phone Calls in Outbound Sales

07:12 The Role of LinkedIn in Sales

12:39 Labeling SDRs on LinkedIn

15:22 The Shift to Full Cycle Sales

18:31 Identifying the Ideal Customer Profile (ICP)

22:35 What Makes a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Embark on an exhilarating journey with Justin as he unravels the fascinating career narrative of Collin Mitchell, the dynamic managing partner at Leadium, a fractional SDR agency. Join them in exploring the evolution from Collin's early days in sales to the creation and sale of multiple companies. Discover the untold benefits of partnering with a fractional SDR agency and delve into the pivotal role of a quality-centric approach in outbound sales. Collin sheds light on the art of personalized and targeted outreach, unveiling the magic that happens when LinkedIn and phone calls unite. Brace yourself for insights into the importance of testing and tailoring outbound strategies, customized to individual circumstances. As the episode concludes, gain a glimpse into what defines a remarkable day in the ever-evolving world of sales. This is your front-row ticket to an episode pulsating with wisdom and strategic sales revelations.

Takeaways

• Partnering with a fractional SDR agency can supplement or enhance an existing outbound motion, especially for early-stage companies or specific use cases.
• A quality-focused approach to outbound sales, with personalized and targeted outreach, is more effective than generic and mass outreach strategies.
• Combining LinkedIn and phone calls can be a powerful combination for building relationships and initiating conversations.
• Testing and customizing outbound strategies is crucial, as there is no one-size-fits-all approach.

Chapters

00:00 Introduction and Background

03:05 The Approach of Leadium and Partnering with an Agency

08:16 Building an Outbound Motion and the Importance of Quality

12:29 Ideal Scenarios for Partnering with a Fractional SDR Agency

16:36 Effective Channels for Outbound Sales

25:00 Testing and Customizing Outbound Strategies

26:09 What a Great Day in Sales Looks Like

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary
In this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business analyses. This episode is your passport to a world of sales wisdom and leadership strategies.
Takeaways

• Align compensation plans with company objectives to drive desired behaviors and outcomes.
• Have open conversations with reps to understand what types of deals motivate them the most.
• Incentivize marketing teams based on pipeline generation and closed-won revenue.
• A great day in sales involves collaborating with reps on their path to quota, working on deals that deliver value to both the customer and the company, and analyzing the success of the business.

Chapters

00:00 Introduction and Background

03:00 Transition to Sales Leadership

08:19 Structuring Compensation Plans

16:32 Aligning Comp Plans with Company Objectives

23:06 Improving Comp Plans

25:37 What Makes a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Mary Kheedo, Vice President of Sales at Growth Loop, shares her insights on the first 30 days in a new sales leadership role. She discusses her background in sales, including her experience at HubSpot and Lytics. Mary emphasizes the importance of creating a 30, 60, 90 day plan and building trust with the team. She also highlights the need for relentless prioritization and the value of self-reported quick wins. Overall, Mary provides valuable advice for sales leaders transitioning into new roles.

Takeaways

• Create a 30, 60, 90 day plan to guide your actions and priorities in a new sales leadership role.
• Focus on building trust and credibility with your team and cross-functional stakeholders.
• Prioritize tasks and activities that align with your goals and objectives, and be willing to make tweaks and adjustments along the way.
• Celebrate self-reported quick wins from your team members as a measure of success and progress.

Chapters

00:00 Introduction and Background
02:00 Experience at HubSpot and Lytics
03:07 First 30 Days in a New Role
04:14 Approaching a New Role Differently
06:30 Yearly Planning and Challenges
08:38 Creating a 30, 60, 90 Day Plan
09:57 Building Trust and Stakeholder Management
12:17 Holding to the 30, 60, 90 Day Plan
13:59 Comfort with Making Changes
15:45 Frameworks and Learning in a New Role
17:23 Tweaking and Quick Wins
19:51 Transitioning to Sales Leadership
20:31 Relentless Prioritization
23:27 Having a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary
Step into the World of Sales Excellence with Justin Otley, Head of Talk Desk's Dynamic Sales Development Team! Uncover the Secrets Behind Career Milestones, A Players' Magic, and the Art of Crafting Your Best Day in Sales. Elevate your strategy as Justin spills the beans on promoting from within, unleashing A Players, and turning team motivation into a powerhouse of success!
Takeaways

• Promoting from within is crucial for building a successful sales development team.
• A players are essential for scaling success and should be given opportunities to share their knowledge with the team.
• Motivating the team with competitions and recognition can drive performance and create a positive work environment.
• A great day in sales is when you prioritize and accomplish the tasks that you know will lead to success.

Chapters
00:00 Introduction and Career Milestones
04:16 Promoting from Within
09:45 Building an SDR Program
12:38 Identifying and Scaling A Players
19:45 Motivating the Team with Competitions
28:00 A Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Devin Williams, from Instabug, discusses the importance of emotional intelligence (EQ) in sales and how it can lead to success. He shares his career background and highlights from the biggest deal in Instabug history. Devin explains that EQ is the key to understanding oneself and others, and it can improve various skills such as active listening, empathy, and relationship building. He provides frameworks and practices for developing EQ and emphasizes the importance of leading by example as a sales manager. Devin also discusses how to identify EQ gaps in salespeople and defines a great day in sales as focusing on consistent inputs rather than just outcomes.

Chapters

00:00 Introduction and Career Background

02:39 Discussing the Biggest Deal in Company History

05:25 The Importance of Emotional Intelligence in Sales

10:30 Frameworks and Practices for Developing Emotional Intelligence

15:23 Enabling Emotional Intelligence as a Sales Manager

19:18 Identifying EQ Gaps in Salespeople

25:23 Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organized and focused. Additionally, she shares insights from Kobe Bryant's Mamba Mentality and the value of context in sales. Finally, Katie describes what a great day in sales looks like to her.

Takeaways

• Physical health plays a crucial role in sales performance and resilience.
• Building up women leaders requires mentorship, support, and helping them overcome imposter syndrome.
• The RAP framework (Reflect, Assess, and Plan) helps sales professionals stay organized and focused.
• Context is important in sales, and understanding the full picture leads to better decision-making.
• A great day in sales involves starting the day with reflection and goal-setting, being fully prepared for meetings, and ending the day with quality time with family.

Chapters

00:00 Introduction and Background

03:42 The Importance of Physical Health in Sales

08:09 Building Up Women Leaders

13:19 The RAP Framework for Sales

19:17 The Mamba Mentality and Context in Sales

23:24 A Great Day in Sales

25:02 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this episode of the Great Day in Sales podcast, Justin interviews Matt Buchalski, the VP of Sales at RealPage. Matt shares his background and career journey, which includes transitioning from financial sales to technology sales. He discusses the changes and growth he has experienced at RealPage, including the company's acquisition and the impact of COVID-19 on the housing market. Matt emphasizes the importance of team building and promoting from within, highlighting the value of training, development, and coaching. He also discusses the evolving approach to sales and selling, particularly in selling to the C-suite. Matt concludes by sharing his perspective on what makes a great day in sales.

Takeaways

• Transitioning from one industry to another can provide new opportunities for growth and success.
• Building and promoting from within a team can lead to increased productivity, credibility, and a strong company culture.
• Adapting sales strategies to changing market dynamics, such as selling to the C-suite, can lead to better results.
• Finding joy and fulfillment in the small wins and daily progress is key to having a great day in sales.

Chapters

00:00 Introduction and Background

01:33 Changes at RealPage

04:30 Promoting Career Growth

08:08 Building and Managing Teams

12:05 Approach to Sales and Selling

18:34 Selling to the C-Suite

22:50 Promoting from Within

25:33 What Makes a Great Day in Sales

28:05 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this podcast episode, Tony Bennett shares her journey from sales at UPS to becoming a VP of Sales at Daily. She discusses her experience of building sales from zero to 20 million at Terminus and the importance of problem-solving in sales. Tony emphasizes the need to focus on value and avoid perfectionism when enabling others to sell. She also highlights the different selling stages and the importance of adapting to change. Tony shares principles for sales leaders, including the importance of feedback and building trust with the team. Finally, she discusses what makes a great day in sales.

Takeaways

Building sales from zero to 20 million requires constant problem-solving and adapting to change.
Enabling others to sell involves providing frameworks and flexibility in training.
Avoid perfectionism and focus on value in the sales process.
Principles for sales leaders include listening to feedback, building trust, and avoiding favoritism.
A great day in sales is one where the right actions are taken to lead to a sale, regardless of the outcome.

Chapters

00:00 Introduction and Background
03:05 Building Sales from Zero to 20 Million
06:06 Figuring Out How to Sell vs. Enabling Others to Sell
09:06 Avoiding Perfectionism and Focusing on Value
12:23 Different Selling Stages and Adapting to Change
17:22 Principles for Sales Leaders
21:57 What Makes a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Greg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales are achieved when things work and when there is a sense of accomplishment and value creation.

Takeaways

• Use the Give, Get, Goal framework to prepare for sales calls and meetings.
• Differentiate yourself by providing value, building rapport, and establishing hunger.
• Prioritize quality over quantity in outbound sales and focus on target accounts.
• Invest time in individualized communication and warm referrals for better results.
• Great days in sales are achieved when things work and there is a sense of accomplishment and value creation.

Chapters

00:00 Introduction and Background
01:09 The Give, Get, Goal Framework
04:16 The Importance of Call Prep
07:12 Differentiating Yourself in Sales
08:05 Memorable Deals and Sales Success
13:23 Establishing Hunger and Building Rapport
16:26 Outbound Sales and Prioritizing Quality
19:09 The Value of Individualized Communication
25:04 Building Relationships and Warm Referrals
26:35 Creating Great Days in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Chet Lovegren, also known as the Sales Doctor, discusses his methodology for sales training and enablement. He emphasizes the importance of understanding the specific needs and challenges of each sales team and provides a tailored prescription for success. 

We discuss the resurgence of cold calling and the need for a balanced approach to outbound sales. He highlights the significance of participation and engagement in sales teams and the role of coaching in developing top performers. His insights on identifying and nurturing the best sellers and the key to having a great day in sales are next level. You'll want to listen to this one the whole way through! 

Takeaways

• Sales training and enablement should be tailored to the specific needs of each sales team.
• Cold calling is making a comeback, especially in industries outside of the SaaS echo chamber.
• Participation and engagement are crucial in sales teams, and coaching should focus on direction rather than delegation.
• The best sellers are those who understand the process, have a growth mindset, and consistently perform well.
• A great day in sales is one where conversations are focused on understanding the prospect's needs and telling stories that align with their challenges and goals.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Amir Torabi, VP of Sales at Sendlane, shares his journey from a sales role in a recruitment agency to his current position. He emphasizes the importance of identifying one's strengths and being open to new opportunities. Amir discusses the market shifts that led to Sendlane's growth and the strategies they implemented to adapt. 

We highlight the significance of deal inspection and the need to focus on high-potential leads. Something that many companies fail to do anything with. 

Finally, Amir defines a great day in sales as the culmination of effort and the achievement of significant deals. This is a good one! 

Takeaways

• Identify your strengths and be open to new opportunities in your career.
• Adapt to market shifts and focus on high-potential leads.
• Implement deal inspection to ensure a clear understanding of timelines, stakeholders, and variables in the sales process.
• A great day in sales is the culmination of effort and the achievement of significant deals.

Chapters

00:00
Introduction and Background

04:00
Discovering a Passion for Sales

07:27
Transitioning to a Sales Role

10:40
Adapting to Market Shifts

15:35
Doing More with Less

20:46
The Importance of Deal Inspection

26:19
Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Join us as we chat with Jessica, the VP of Sales at Deskera. Jessica walks us through her sales journey and her leap from a large organization to a startup. You'll gain insights into how she hones her problem-solving skills to tackle different areas of the business and the importance of segmentation in propelling the business forward and pinpointing the ideal customer. This riveting discussion underscores the perks of concentrating on segmentation for both team and company growth.

We'll also unravel the essence of setting goals and cultivating habits for SDRs and AEs to effectively arrange meetings and seal deals. Discover why it's critical to identify individual strengths and allocate time accordingly, rather than adhering to a one-size-fits-all strategy. We also explore the advantages of a diverse sales team comprising SDRs and AEs, and the optimal way to structure the team for peak success. 

Finally, we dissect the importance of building a successful sales team, emphasizing the value of diverse skill sets within the team, including internal promotions and leveraging the talents of both SDRs and AEs. Jessica leaves us with some thought-provoking insights on setting up frameworks for success in sales, controlling the controllables, and allowing individuals to focus on their strengths. It's a power-packed episode you won't want to miss!

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Join us as we interview Kyle Poll, a seasoned sales leader, as he narrates his intriguing career path including Linkedin and Gympass in the US. Kyle shares how a variety of roles, including missionary work and his experience in financial services, helped shape his understanding of sales. He vividly details his nine-year tenure at LinkedIn during its early days and how he helped shape its growth. 

Kyle provides fascinating insights into his transition from LinkedIn to Gympass. He details his process of building his team and adapting to the new platform. Kyle emphasizes the importance of identifying patterns and trends to drive success and how a clear vision and an understanding of the industry can bridge the gap between old and new platforms. 

We end the episode with Kyle's advice on how to achieve your goals by identifying and committing to daily activities. Don't miss out on this episode filled with insightful and inspiring tales from a now seasoned pro. 

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Imagine navigating the intricate labyrinth of PropTech sales, moving your company from high-velocity small business sales to a more enterprise-focussed approach. That’s exactly what our guest, John, has done over his 15-year sales career, including stints at industry giants like Cisco. In this illuminating conversation, we explore the unique facets of PropTech, a realm distinct from other industries, and the opportunities ripe for the taking. Hear about John’s transition journey with Valkyrie and the challenges of longer sale cycles in the enterprise market. We dig deep into key topics like account segmentation, territory alignment, and the essential understanding of total addressable market (TAM). John also gives us insights into why a dedicated enterprise sales team is a game-changer and how third-party resources can be a treasure trove of information on potential clients.

Moving on from there, we delve into the nitty-gritty of training and KPIs for sales teams, especially when moving upmarket. Ever wondered about the magic of a structured operating rhythm and how a quota calculator can be your secret weapon in determining necessary inputs for desired outputs? John unpacks this for us. We also demystify the concept of 'sales math', a crucial understanding of pipeline coverage and activity in relation to goals. John underlines the critical balance between leading and lagging indicators and the inescapable need for accountability and ownership from sales reps. Learn about the role of a mad dash tracker in visualizing progress towards company, pod, and individual goals. This episode is a gold mine of insights if you're serious about steering your sales team towards success in an upmarket setting.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

We are joined by Dustin Sears, a seasoned sales expert at Intellishift, who shares the secrets behind his team's incredible tripling of production within just a year. Listen in as he explains the importance of creating an environment that not only fosters a strong work ethic but also encourages fun and camaraderie. 

Dustin gives us a peek into the workings of IntelliShift, an all-in-one fleet platform that has revolutionized fleet management with integrated GPS telematics, AI dash cameras, maintenance, fuel cards, and compliance. He underscores the importance of having an internal fire and setting personal and team goals, highlighting how such attributes help fuel motivation and energy within a sales team.

In the second half of the discussion, Dustin dives into the strategies and tactics his team uses to stay ahead of the competition. Hear about their unique approach to cold calling, and how a custom video helped them win a significant deal. He shares his insights on what a great day in sales looks like, stressing that it's not all about closing deals, but rather, it's about enjoying the journey and the process. Don't miss out on this enriching conversation filled with practical tips and advice for anyone looking to supercharge their sales strategy.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Everyone give a warm yee-haw to Keegan Otter, the software cowboy. Known for his success at outreach.io, he know leads the sales team at Warmly. He shares how he differentiated himself in a crowded market by using unique tactics such as personalized videos in LinkedIn messages, and the power of connections in leading to new opportunities. Listen in as Keegan talks about his journey from an SDR to the head of revenue, and the lessons he's learned along the way.

He's a master of implementing successful sales strategies within a team. He highlights the importance of empowering team members, fostering innovation and collaboration, and using an Omni-channel strategy to maximize the chances of resonating with potential clients.

We explore how sales development is adapting to 2023. We discuss how to effectively reach potential clients through various channels, taking into account the preferences of different generations, with a particular emphasis on the importance of engagement over simply booking meetings. 

Keegan wraps up by sharing his thoughts on what a great day in sales looks like and emphasizes the importance of a positive mindset in the marathon that is sales. So tune in, be inspired, and find out how to make an impact in your industry.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro