Sales Reps On Fire | SaaS Sales | Sales Leadership | Tech Sales | B2B Sales – Details, episodes & analysis

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Sales Reps On Fire | SaaS Sales | Sales Leadership | Tech Sales | B2B Sales

Ian Agard - Sales Results Trainer, Performance Coach, Keynote Speaker

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Education

Frequency: 1 episode/3d. Total Eps: 36

Welcome to the Sales Reps On Fire Podcast, the go-to show for ambitious B2B sales professionals, from SDRs to CROs, looking to level up fast. I’m Ian Agard, founder of LevellUp, and I’m on a mission to help sales reps consistently crush quotas, close more deals, and fast-track their careers in SaaS. In each bi-weekly episode, I share the best sales strategies and actionable tips designed to get you immediate results—whether you’re prospecting as an SDR or leading a sales team as a VP or CRO. My goal is to provide so much value that you’ll want to share it with your entire team right away! Tune in to learn the techniques that can help you and your team drive predictable revenue, improve performance, and scale faster. If you’re in SaaS sales and ready to ignite your success, this podcast is for you. Next steps: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit ’follow’ so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team’s MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact

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https://ian-agard.com/
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https://www.linkedin.com/in/ian-agard/
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#25 - Tim Rochman, CRO: The Importance of Asking Insightful Questions and Gaining Verbal Upfront Contracts

Episode 25

Tuesday, November 26, 2024 • Duration 48:01

In this episode of Sales Reps On Fire, I sit down with Tim Rochman, a seasoned sales leader with a knack for blending the art and science of selling. We dive into everything from the power of asking insightful, psychologist-level questions to how to gain meaningful commitments during discovery calls. Tim shares his hard-earned lessons as a sales leader, including the critical importance of avoiding "zombie outcomes" and how to truly move deals forward. We also chat about his dream sales tool, the underrated skill every sales pro should master, and his personal sales philosophy: delivering significant, business-transforming outcomes consultatively. Plus, Tim is the first to take on our new rapid-fire Q&A segment—don’t miss his take on CRM features and his famous “rental car bus” rule! Tune in for actionable tips and insights you can apply immediately, and walk away with strategies that will transform how you approach your next sales conversation. You’ll want to share this one with your entire team! Find Tim on LinkedIn or connect with him through his company’s website for more collaboration opportunities. Watch the video version on YouTube (Click Here)

CONTACT TIM: Tim’s LinkedIn: https://www.linkedin.com/in/tim-rochman-44774b5/ Company website: https://roofmarketplace.com/ Toll-free number: 1-888-209-4899 NEXT STEPS: Whenever you’re ready, there are 2 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact 4 - Get a copy of my new book: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Extreme Ownership - https://amzn.to/3CVfJMQ OUTLINE:

00:00 Intro

00:26 Meet Tim Brotman, CRO at Roof Marketplace

01:29 Tim's Professional Journey and Inspirations

03:15 Understanding PNC and Roof Marketplace

04:43 Tim's Path to Sales Leadership

12:52 Building a High-Performance Sales Culture

16:11 Key Metrics for Predictable Revenue

21:33 Hiring and Nurturing Top Performers

23:57 Sales Team Structure and Responsibilities

25:25 Sales Team Strategies and Challenges

26:33 Dealing with Slow Periods

29:26 Top Performing Sales Reps

31:53 Creating a Custom Sales Process

33:17 Disagreeing with Common Beliefs

34:59 Rapid Fire Questions

46:53 Contact Information and Closing Remarks

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#24 - Tonality: How To Build 'Master Level Authority' On a Sales Call (Case Study)

Episode 24

Tuesday, November 19, 2024 • Duration 07:25

Tonality: How To Build 'Master Level Authority' On a Sales Call (Case Study) Watch the video version on YouTube (Click Here) ✅ Would you like to get your next promotion in tech sales within 3-6 months? Book a call here: https://calendly.com/ianagard/levellup-discovery-call-clone 👉🏾 FREE TRAINING VIDEO: how I help sales reps earn their next promotion within 3-6 months: https://ian-agard.com/#workwithme Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/ Subscribe to my YouTube Channel: https://www.youtube.com/@IanAgard/videos Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about

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#15 - Keith Abramson, VP of Sales at Cypago: The Evolution of B2B Sales and Ethical Selling

Season 1 · Episode 15

Friday, November 1, 2024 • Duration 49:17

In this episode of Sales Reps On Fire, I sit down with Keith Abramson, a seasoned sales leader and coach, to dive deep into the transformative role of sales professionals in today's B2B landscape. Keith shares invaluable insights on how we can shift our mindset from being mere salespeople to becoming trusted consultants for our clients. We discuss the importance of understanding our mission as agents of change and how to effectively navigate the complexities of client relationships. Keith emphasizes the need for continuous analysis and micro-pivots in our strategies, ensuring we remain effective and impactful in our roles. Whether you're an SDR, BDR, or a seasoned VP of Sales, this episode is packed with actionable tips that will inspire you to elevate your sales game and share these insights with your team. Don’t miss this opportunity to learn from a true thought leader in the industry! Tune in now and get ready to ignite your sales career! Watch the video version on YouTube (Click Here) CONTACT KEITH: Keith’s LinkedIn: https://www.linkedin.com/in/keithabramson/ Company website: https://cypago.com/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: The Only Sales Guide You’ll Ever Need -

#14 - Ben Wagner, VP of Sales at Botify: Leadership in Sales, Scaling Teams & Building Client Value

Season 1 · Episode 14

Wednesday, October 30, 2024 • Duration 34:18

In this episode, I sit down with Ben Wagner, VP of Sales at Botify, to dive deep into what it takes to build and lead a high-performing sales team. Ben shares his journey in the tech sales world and the insights he's gathered from leading one of the most innovative sales teams in the industry. We discuss everything from the core habits that drive successful sales reps to the most impactful books and resources that shaped his career. Ben also drops powerful advice on personal finance for sales professionals and highlights the invaluable wisdom from iconic figures like Charlie Munger. We talk about practical, tried-and-true approaches for navigating hard times, as well as ways to consistently bring value to clients in the fast-paced world of B2B sales. If you’re in sales—whether you’re a rep, manager, or executive—you’ll walk away from this episode with actionable tips you can start using today. Grab a notebook, share this with your team, and get ready to level up your sales game! Watch the video version on YouTube (Click Here) CONTACT BEN: Ben’s LinkedIn: https://www.linkedin.com/in/benwagner23/ Company website: https://www.botify.com/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Poor Charlie's Almanack: The Wit and Wisdom of Charles T. Munger: OUTLINE:

#13 - Stay Motivated: How to Keep the Fire Alive in Your Sales Career

Season 1 · Episode 13

Tuesday, October 29, 2024 • Duration 15:10

Today, we're diving deep into one of the biggest game-changers for any sales professional: motivation. We all know sales is a high-stakes, high-reward game that requires not just skill but also the drive to keep pushing forward, even on the toughest days. In this episode, I’m sharing actionable insights to help you stay fired up, focused, and determined as you work toward your career and financial goals. Whether you’re chasing a promotion, aiming for the next deal, or simply trying to stay on top of your game, this episode is packed with motivation hacks that I personally use to keep my energy and ambition at their peak. You’ll hear about simple but powerful routines, mindset shifts, and strategies that can turn a rough day into a winning one. And by the end of this episode, you’ll have everything you need to stay consistent, resilient, and ready to perform at your best. Listen in, and don’t forget – if this episode gives you that “aha” moment, share it with your entire team. Let’s keep the fire burning together! Next steps: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact

CONTACT IAN:

LinkedIn: https://www.linkedin.com/in/ian-agard/

Website: https://ian-agard.com/

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#12 - Antonio Garcia, Head of Sales at Motion: The Power of Culture and Recruiting Talent

Season 1 · Episode 12

Monday, October 28, 2024 • Duration 30:07

In this episode, I’m joined by Antonio Garcia, a seasoned sales leader whose journey is truly inspiring. Antonio started his sales career selling media door-to-door on a 100% commission basis. Over the years, he worked his way up from a BDR at Salesforce to becoming their VP of Commercial Sales, where he spent nearly a decade driving growth and building high-performing teams. Now, as the Head of Sales at Motion—an AI-driven project management tool for busy professionals—Antonio brings a wealth of knowledge about what it takes to succeed and lead in B2B sales. During our conversation, Antonio shares his insights on everything from mastering the basics in a sales role to strategically advancing your career. We dive into his biggest lessons learned at Salesforce, the strategies he used to build resilience and maintain momentum through tough sales cycles, and his approach to empowering teams at Motion today. Trust me, this episode is packed with actionable tips that will make you think, “Wow, I’ve got to share this with my entire team right now!” Watch the video version on YouTube (Click Here) CONTACT ANTONIO: Antonio’s LinkedIn: https://www.linkedin.com/in/antonio-garcia-18b912220/ Antonio’s email: antonio@usemotion.com NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/

Website: https://ian-agard.com/ OUTLINE:

#11 - Making Sales Feel Effortless with Jordan Glover

Season 1 · Episode 11

Wednesday, October 23, 2024 • Duration 32:01

In this episode, I sit down with Jordan Glover, a GTM strategist who has spent the last decade building and leading high-performing sales teams across early-stage start-ups, Series A companies, and even publicly traded organizations. Jordan, who's originally from Toronto, shares how he realized that the traditional, hard-sell approach just didn’t work for him. Instead, he found success by focusing on authentic connections, trust, and genuinely helping his clients win. We dive deep into why this shift made sales feel effortless and how you can apply these principles to your own team. Whether you're an SDR or a CRO, you’ll walk away with insights on building a sales team culture that drives results while staying true to your values. This episode is packed with actionable strategies you’ll want to share with your entire team. Don’t miss it! CONTACT JORDAN: Jordan’s LinkedIn: https://www.linkedin.com/in/gloverjordan/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Gap Selling: https://amzn.to/4fswhtx OUTLINE: 00:00 Intro 00:58 Meet Jordan Glover 01:47 Jordan Glover's Background and Sales Philosophy Transition from Traditional to Authentic Sales Identifying and Nurturing Top Performers Challenges in Scaling Sales Teams The Art and Science of Sales Top Performers vs. Average Reps Creating a Reliable Sales Process The Importance of Curiosity in Sales Disagreeing with Common Sales Beliefs What's the Best Career Advice You've Received? How to connect with Jordan

#10 - If I Wanted To Go From BDR To AE in 6 Months, Here’s What I’d Do

Season 1 · Episode 10

Monday, October 21, 2024 • Duration 15:32

In this episode, I break down the exact steps I’d take if I were a BDR looking to make the jump to AE in just 6 months. I share the daily habits and actions that helped me level up fast, and if you’re serious about advancing your sales career, you’ll want to take notes. This episode is packed with actionable insights that can help you crush your current role and earn that promotion faster than you thought possible. Ready to level up? Let’s go! NEXT STEPS: 👉🏾 Whenever you’re ready, there are 3 ways I can help you: 1 - Checkout my podcast, "Sales Reps On Fire": https://open.spotify.com/show/0Y50BAL... 2 - Schedule a (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ OUTLINE: 00:00 Intro

00:13 Overview

#1 - Why Sales Reps Must Build Their Personal Brand

Season 1 · Episode 1

Thursday, October 17, 2024 • Duration 19:03

If you're BDR, SDR or AE who wants to close more deals, get promoted faster and win awards...you must build a personal brand. I unpack more about this during my first ever episode of the Level Up podcast. Enjoy! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

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#2 - The ONLY Skill You Need To Hit Your Sales Quota Consistently Each Month

Season 1 · Episode 2

Thursday, October 17, 2024 • Duration 15:27

In this episode of Sales Reps On Fire, I’m diving deep into the ONE skill that separates top performers from the rest and helps them consistently hit their sales quota, month after month. If you're struggling to stay on track or feel like you're spinning your wheels without the results you want, this episode is for you.I’ll break down exactly what this critical skill is, why it’s the most important tool in your arsenal, and how to develop it starting today. Whether you're an SDR, BDR, or AE, mastering this skill will take your sales game to the next level and help you hit (or exceed) your targets every single month. You won’t want to miss it!Tune in and get ready to level up! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

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Sales Reps On Fire | SaaS Sales | Sales Leadership | Tech Sales | B2B Sales – Details, episodes & analysis

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Sales Reps On Fire | SaaS Sales | Sales Leadership | Tech Sales | B2B Sales – Details, episodes & analysis

Podcast details

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LinkedIn17

Youtube24

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Other18

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