Elite Level | Sales Leaders Podcast

If you're not hustling, are you even trying?  For decades now, sales leaders have been conditioned to believe that in order to be at your peak performance in the sales industry, you have to be relentless in your pursuit of that next sale, sleep cycle be damned. It's all about the hustle if you want to succeed in the SaaS industry… right?  Well, no. Just because money may never sleep, doesn't mean you shouldn't either.  In this solo pod, Alex explains why the best thing you can do for your performance is to optimize your time and energy. He reveals his own experience with severe burnout, and how, through a process of internal time audits and effective prioritization of tasks, he managed to keep his energy in check to sustain his career as one of SaaS's biggest sales leaders. Find out the key components to evaluating your own time management and find out why the key to long-term, sustainable success is avoiding burning out bright, hard, and fast.  Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you love the podcast, be sure to check out https://www.youtube.com/@On-Target for even more exclusive insider content! Alex is a Workweek friend.

This week, Alex is flying solo to tackle some of the top questions regarding sales leadership in the SaaS industry.  What is the greatest challenge to SaaS professionals? How do you motivate and incentivize an increasingly remote sales force? How has the sales process for SaaS evolved over the past five years? And which verticals should we be paying the most attention to going into 2024?  Alex explores the best ways to motivate your remote sales teams, how to leverage AI and automation to boost productivity, how to attract and retain top sales talent, and the best ways to adjust your sales strategies in the face of economic challenges. He also explains why having a clear vision and being ROI-centric in the sales process is critical to your leadership success.  Tune in to gain valuable insights and strategies for navigating the evolving landscape of SaaS sales!   00:00:23 - Challenges and Solutions for SaaS Sales Leaders 00:02:06 - Top SaaS Sales Metrics for 2024 00:03:40 - Sales Leaders' Role in Customer Success and Retention 00:05:19 - Strategies for Attracting Top Sales Talent in a Competitive Market 00:07:07 - AI: The Biggest Growth Opportunities in SaaS 00:07:52 - How to Build Customer Loyalty in SaaS Sales   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex YouTube: https://www.youtube.com/@On-Target   And if you love the podcast, be sure to check out https://www.youtube.com/@On-Target for even more exclusive insider content!   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

Don't let the data overwhelm you. With so many metrics out there, it's easy to get lost in the landslide of numbers and data points. So what can leaders do to make the most of their time and push the needle forward when tracking the numbers? Alex is going solo and breaking down a few quick and dirty tricks, and explaining why focusing on three to five core metrics is the key to transforming the way your team performs and closing transformational deals.   Tune in to learn how to streamline your sales approach and take your software sales success to the next level. Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you love the podcast, be sure to check out https://www.youtube.com/@On-Target for even more exclusive insider content! Alex is a Workweek friend.

It's almost the New Year and Alex is diving into another Q&A session, but this time around, he's tackling all of your greatest questions about the future of sales.   What's the potential impact of emerging technologies like AI on traditional software sales processes in the coming year? Will there be a rise in the use of email as a communication channel? How can you better utilize creative nurture outreach strategies to reach elusive enterprise buyers? Alex is covering all of your hottest questions about leveraging automation and AI to predict future sales outcomes, and later, explaining his forecast for what companies should be prioritizing as the market bounces back to full health in 2024.  To learn what sales strategies will optimize your leadership position in the coming year, tune in to this jam-packed Q&A!   00:00:00 - 2024 Q&A: Exploring Special Topics and Themes 00:00:24 - Adapting Sales Strategies for 2024 00:01:26 - AI's Disruption of Traditional Software Sales 00:02:36 - How Software Sales Leaders Stay Ahead in a Volatile Economy 00:04:47 - Driving Growth in 2024: Recession-Proof Industries 00:05:57 - Creative Strategies to Reach Enterprise Buyers 00:07:35 - Predicting Global Software Consumption in 2024 00:08:41 - Leveraging Automation and AI in Software Sales   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

Do you want to be at the top of your sales game? Then it's time to understand two vital mistakes that prevent aspiring sales leaders from rising to the top. In this special solo pod, Alex is dishing out the top two biggest errors he sees sales leaders fall victim to, and he's not holding back from revealing the dirty truth.  From weeding out the low execution, low-performance team members to spotting the early warning signs of pipeline generation gaps before they snowball into much larger problems, you don't want to miss Alex's expert advice. Tune in to gain valuable insights on effective sales leadership strategies and how to optimize team performance.   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

In this special episode, Alex is peeling back the coaching curtain to give you an exclusive insider look into his one-on-one consulting sessions. He talks to various callers seeking game-changing advice for leveling up their sales and career journeys, dispensing actionable tips and tricks to accelerate their business goals.  Delve into the intricacies of launching a high-ticket sales business, learn to master the art of SaaS sales and streamline your recruitment process for scalability, and unpack how to turn data-driven consulting into industry-leading gold. From discussing the importance of setting the stage for discovery meetings to exploring ways to create a more scalable sales process, Alex shares some of his most valuable insights and strategies for success with a variety of callers.  Tune in to gain practical tips on sales techniques, career development, and optimizing your schedule for maximum productivity. 0:00:00 – I'm Quitting High Ticket SMMA for This Secret Industry 0:11:29 - I Want Generational Wealth But I Don't Know How 0:21:21 - How To Never Lose A Sales Deal Again 0:30:57 - How To Generate Unlimited Sales Leads 0:40:47 - The Blueprint To Mastering Your New Job 0:50:27 - Low Sales? This Will Fix It 1:00:47 - How Do I Break Free And Invest In Myself? 1:12:48 - Make Millions From This Lucrative Industry QUICKLY 1:22:31 - This Mindset Will Make You Successful Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend.

Staying positive in an increasingly negative world can feel impossible at times. So what techniques can you incorporate into your daily routine to ensure burnout doesn't compromise your sales goals?  In this special live virtual event, Alex discusses the topic of burnout and strategies for preventing and managing it more efficiently with guests Louis James Kwayke and Diana Dalsgaard Johansen.  Louis and Diana share their personal insights into developing more effective task management strategies so that you can prevent burnout before it starts. Learn to maximize your own productivity without overworking yourself by hearing how elite sales professionals manage their own burnout. Louis and Diana reveal why setting clear metrics and developing personal frameworks for success are two of the most critical components.  Plus how can you communicate more effectively with stakeholders? The panel explains how to balance personal burnout when dealing with high-stakes communications.   00:01:42 - Tips to Avoid Burnout in Remote Work 00:08:00 - Managing Stress in a High-Paced Environment 00:15:07 - Maximizing Productivity 00:23:21 - Managing Priorities and Carving Time for Hobbies 00:29:33 - Supporting Burnt Out Employees Through Effective Communication 00:31:01 - The Power of Having a Routine 00:34:05 - The Power of Positive Reframing 00:38:56 - How to Meet Increasing Sales Targets 00:41:51 - Quick Fire Questions   Follow Louis:  LinkedIn: https://www.linkedin.com/in/louis-james-kwakye-5ab63034/?originalSubdomain=uk   Follow Diana:  LinkedIn: https://www.linkedin.com/in/dianadalsgaard/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

Alex receives hundreds of questions about sales in his inbox, but there are a few he sees over and over again. So he's breaking the show's typical format to answer the top ten most common sales leadership questions he receives.  With a focus on mindset, daily habits, mentorship, and sales effectiveness, Alex shares his most profound insights and experiences to help you advance in your own sales leadership career, touching upon the unconventional sales methods that have worked in his own life, and unpacking how personalization can elevate your sales tactics to new heights. What's his best advice for improving your routine and discipline, and for increasing your focus and consistency? And how can the right career mentorship guide you to unparalleled levels of growth and success?  Plus, stay tuned as later, Alex shares his recommended books and resources for shaping sales effectiveness and offers coaching tips for building discipline around the sales process.    00:00:00 - Sales Leadership Podcast: Common Sales Questions Answered 00:00:43 - The Key Mindset Shift for Sales Success 00:03:55 - Avoid These Sales Planning Mistakes 00:05:18 - Building Discipline in the Sales Process 00:06:50 - Unconventional Sales Methods That Work 00:08:00 - Advice for Salespeople Seeking Leadership Roles 00:10:21 - Top Resources for Sales Effectiveness   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.  

In this episode, Alex sits down with Omri Chosnek, Vice President of Sales at Salesforce, to discuss all things sales leadership and beyond. Omri shares his insights on the importance of discipline and motivation, the transition from individual contributor to leader, and the role of culture in building a successful team. Omri provides valuable advice for aspiring leaders, emphasizing the need for personalized approaches to managing stress, and discussing the evolving landscape of remote work. Discover how to create a collaborative team culture, hire the right people for the right roles, and navigate the challenges of closing business in today's competitive market. Don't miss this engaging conversation as Omri shares his personal journey and offers valuable insights for sales leaders at all stages of their careers.   00:01:04 - From Tech Career to Salesforce Leader 00:04:55 - Transitioning from Individual Contributor to Leadership 00:08:29 - The Key to Successful Leadership: Hiring the Right People 00:12:54 - Building a Collaborative Sales Team Culture 00:19:20 - Overcoming Challenges as a Sales Leader 00:23:04 - Motivating Sales Teams in Tough Markets 00:26:16 - The Future of Remote Work 00:32:29 - Managing Stress Levels in the Workplace 00:40:29 - Motivation Trumps Discipline in Leadership   Follow Omri:  LinkedIn: https://www.linkedin.com/in/omrichosnek/?originalSubdomain=uk   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

In this live virtual event, Alex is joined by special guests Ollie Sharpe and Tony Jackson to share their top insights on building successful SaaS sales teams and driving consistent results.  What's the right way for leaders to strike a proper balance between data-driven leadership and inspiration? Ollie and Tony discuss various topics, including the importance of metrics, how to sustain operational practices as teams scale, and the fundamental elements needed for a SaaS sales team to achieve repeatable success.  Plus, stay tuned as later, they address audience questions, such as evaluating successful deals and building repeatable processes, bridging the gap between company vision and sales strategy, and cultivating discipline in sales professionals. 00:03:30 - Foundational Elements for Successful SaaS Sales 00:08:03 - Marketing's Role in Defining Narrative 00:11:21 - Key Metrics for Revenue Growth 00:14:36 - Balancing Inspiration and Data-Driven Leadership 00:18:47 - The Key to Success in Sales: Discipline and Organization 00:22:02 - How to Make Sales Performance Predictable 00:25:17 - Operational Practices for Success in Sales Leadership 00:29:07 - Navigating a Recession: Insights from Leaders 00:33:31 - Turning Around Underperforming Sales Professionals 00:37:22 - Maximizing Revenue with Zoom and Face-to-Face Sales 00:40:54 - Evaluating Success: Building a Repeatable Process 00:42:40 - Mastering the Art of Sales Forecasting Follow Tony:  LinkedIn: https://www.linkedin.com/in/tonyjackson1/ Follow Ollie:  LinkedIn: https://www.linkedin.com/in/olliesharpe/ Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend.

In this live virtual event, Alex Alleyne, former VP of Sales at Braze and founder of On Target, is joined by Bill Rufo, Chief Revenue Officer at Upper Edge, and Josh Weisman, Chief Revenue Officer at Betts, to discuss the power of decisive leadership.  They explore key principles that all leaders should adopt, the importance of accountability and communication, and strategies for motivating and inspiring teams.   The panel also addresses questions from the audience, providing valuable insights and advice for emerging leaders. For valuable insights into effective leadership and decision-making, this is an absolute must-listen episode!   00:01:57 - Key Leadership Principles for Success 00:03:59 - Building Accountability Through Effective Communication 00:06:33 - The Power of Listening in Marketing 00:09:29 - Aligning Your Team with Leadership Principles 00:11:58 - Leading by Example: Crucial Leadership Principles 00:13:40 - Balancing Personal Principles and Company Mission 00:21:50 - Testing Candidate Attributes in the Hiring Process 00:24:47 - Improving Performance Through Situational Analysis 00:26:35 - Developing Leadership Principles for Emerging Leaders 00:31:25 - Strategies to Motivate a Falling Team 00:36:38 - The Importance of Selfless Leadership 00:40:04 - Q&A Session with Josh and Bill   Follow Josh:  LinkedIn: https://www.linkedin.com/in/josh-weisman/   Follow Bill:  LinkedIn: https://www.linkedin.com/in/billrufo/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

In this special solo miniseries, Alex introduces his new format dedicated to his Primed Pod Excellence framework, diving headfirst into his first topic: Pipeline Excellence, which tackles the ins and outs of how to hire the best talent possible for your team.  He emphasizes the importance of prioritizing the employee over the client or customer and explains the value of embracing diversity of perspective and experience in the hiring process.  Join Alex to discover how you can utilize talent to drive powerful results and uncover the best strategies for building a high-performing team.    00:00:00 - Exploring the Primed Pod Excellence Framework 00:00:43 - The Importance of Hiring Top Talent 00:06:34 - Embracing Diversity in Hiring Practices 00:08:13 - Next Week: Sourcing Talent Strategies   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

In this special episode, Alex speaks with Peter, a leader focused on achieving ambitious targets and driving revenue on a live sales call. They discuss the key priorities for Peter's team and the importance of operational leadership. Alex encourages Peter to establish a proven quantification criteria and standards of excellence to guide his team's execution, while Peter shares his grand vision, emphasizing the importance of working hard and making strategic moves. Tune in to learn more about Peter's approach to leadership and his commitment to growth and progress.   00:00:00 - Meeting Peter and Offering Help 00:00:13 - Key Priorities for Q3 Revenue 00:02:27 - How to Identify Potential Deals 00:03:13 - Ensuring Team Synergy and Consistency 00:05:01 - Level Up Your Leadership Skills 00:09:26 - Keys to Career Success: Vision, Hard Work, and Timing   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.

In this episode of On Target, Alex Alleyne is answering the community's hottest questions on tactical strategies and habits for operational excellence.  He shares insights on building resilience by putting yourself in uncomfortable situations, ensuring you gather maximum intel before a demonstration for enterprise accounts, and creating effective routines for yourself and your team. Alex also addresses the key differences between first and second-line management, emphasizing the shift from being in the trenches to zooming out and taking a broader perspective.  Tune in to gain valuable insights and practical tips for improving mindset, decision-making, and operational excellence. And don't forget to share your thoughts on the episode with Alex on LinkedIn! 00:00:00 - On Target's New Community Q&A Format 00:00:38 - Maximizing Information and Decision Makers for Enterprise Sales 00:03:19 - The Key Difference in Management Levels 00:06:36 - Creating Effective Routines for Success 00:08:56 - The Benefits of Consistency in Routine 00:11:17 - Building Resilience: Conditioning Your Mindset 00:12:50 - Answering LinkedIn Questions on Future Episode Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend.

This week, Alex is joined by Scott Bond, Vice President at Property Finder, as he discusses the importance of developing and nurturing leadership talent. Scott shares his insights on hiring the right leaders, finding the balance between empowerment and performance, and the value of mentorship in career growth. In this episode, Scott reflects on his own career journey and the lessons he has learned along the way. He emphasizes the significance of understanding people and customers, fostering a collective approach, and being transparent about organizational values. Discover how Scott's leadership style focuses on supporting and developing people, and how he believes that great organizations are built on the strength of their people. Tune in to gain valuable insights on leadership development and talent management. 00:00:19 - How To Develop and Nurture Leadership Talent 00:00:55 - In 30 Seconds: Your Elevator Pitch 00:01:47 - How a mentor changed my career path 00:04:07 - Exploring Your Passion in Life 00:06:24 - In the Elevator of Developing Talent 00:10:53 - A First Time Leader's Fear of Mistakes 00:11:58 - The Balance of Developing Talent and Expecting Performances 00:13:22 - The Right People in the Right Places 00:17:28 - Identifying the Right Talent 00:22:48 - Hiring Leaders: The Right Mix 00:32:33 - Real Estate Moguls: Moving to Dubai 00:38:36 - Scott Byrnes on Opportunities in His Career 00:44:01 - Getting the Board and Stakeholders to Buy In 00:47:55 - Steve Jobs: Don't Be Afraid to Sit in the Fire 00:50:37 - Scott on This Week's Episodes Follow Scott: LinkedIn: https://www.linkedin.com/in/scottbond1/ Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex  And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this week's pod, Alex sits down with Mike Barclay, a seasoned SaaS leader and strategic advisor. With 17 years at Yell (formerly Yellow Pages) under his belt, and having led the AMEA division for Hootsuite, Mike's journey is a compelling exploration of tenacity and adaptability.   In their conversation, they delve into Mike's experience as the youngest and only black sales leader at Yellow Pages, and what experiencing the dawn of SaaS was like. Mike also reveals his core pillars for constructing world-class sales teams and shares why he believes curiosity, great storytelling, and discipline are at the forefront of any great sales hire. Tune in as Mike shares insights on the best hires he has made and reveals the keys to structuring a productive week, motivating managers, and closing unforgettable deals. And don't miss Alex and Mike's revealing discussion about why it's better to have attrition than nurture in those critical first three months of hire.   Follow Mike:  LinkedIn: https://www.linkedin.com/in/michaelabarclay/details/experience/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.     Learn more about your ad choices. Visit megaphone.fm/adchoices

In this live virtual event, Alex chats with Louis Kwakye (EMEA Sales Lead for Reward Gateway) and Diana Dalsgaard Johansen (Director of Account Management at Braze) about the top mistakes they believe contribute to employee burnout.  The trio discusses the best ways to minimize burnout and divulges their top tips for preventing employee burnout, including setting up a routine that will help retain a degree of mastery over your own time.   Then, Alex, Louis, and Diana answer a round of listener questions, including how to reframe situations in a more positive light, how to set boundaries when working from home, and how to remain motivated without feeling burnt out.    Follow Louis:  LinkedIn: https://www.linkedin.com/in/louis-james-kwakye-5ab63034/?originalSubdomain=uk   Follow Diana:  LinkedIn: https://www.linkedin.com/in/dianadalsgaard/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.   Learn more about your ad choices. Visit megaphone.fm/adchoices

In part two of this highlight clip series, Alex further delves into some of the most valuable pieces of advice, strategy, and tactics from the over 40+ interviews he's conducted with some of sales' most elite players. Don't miss out on this short yet powerful episode that covers a range of topics, such as how to build a unified work culture, the best ways to avoid workplace burnout, effective communication tactics, and the value of personal development.  You won't want to miss out on this influential advice from the most forward-thinking sales leaders of today.    Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

After interviewing over 40 of sales' most elite players, Alex is reairing some of the most valuable advice, strategies, and tactics from his show so that you can implement them into your sales playbook today.   Don't miss out on this short yet powerful episode that covers a range of topics such as the paramount importance of trust in attaining your first significant sales goal, embracing a discovery-oriented mindset for a thriving business strategy, and the profound influence of an exceptional value proposition.    Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special episode, Alex is fielding all of the questions you're dying to know— from explaining his own background working for companies like Twilio and Amazon to sharing his best advice for those looking to start their own career in sales, in this solo edition, you'll learn more about your favorite host and what he thinks are the core pillars to advancing up the career ladder.  Why did Alex choose to leave behind a full scholarship to corporate law to pursue a career in SaaS? What were some of his biggest lessons, deals, and challenges in his career? And what advice does he have to give to anyone looking to pursue or advance their career in sales?  Plus, stay tuned to find out Alex's favorite resources for future sales leaders.                                                                                                                           Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this live virtual event, Alex and a panel of expert sales leaders discuss everything sales— from the most valuable lessons they've learned throughout their careers to tips on increasing operational excellence.  The panel imparts their own personal wisdom on how to create a winning business strategy, be it rallying your sales team around greater pipeline generation, improving operational excellence, or increasing team trust throughout their development journey.  Then stay tuned as they answer a rapid-fire round of audience questions. Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

Mohy Shams is lucky to be alive.  After a near-fatal jet ski collision left him in critical condition for days, the Regional VP of Gartner awoke humbled by life and eager to set off on a journey of self-understanding.   Mohy shares his unique outlook on life with Alex, and explains how his near-death experience helped him to become a lifelong learner in all aspects of life— not just sales. He also chats about the things he wishes he would have known early in his career growth— like being resourceful and scrappy to get to where he wanted to be.  Then, Mohy shares why being prepared and playing a politician are two of the most beneficial things you can do to slide up the career ladder.    Follow Mohy: LinkedIn: https://www.linkedin.com/in/mohyshams/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex *Any opinions expressed on the podcast represent Mohy Sham's personal opinions only and do not reflect the opinions of Gartner. And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

What are the core hiring principles an ex-Amazon Sales Leader looks for when developing future leaders?  Jim MacDonald divulges the common qualities great sellers share in common, including the lessons he's learned working for 25+ years in the tech industry. He also talks with Alex about the importance of hiring someone who is customer obsessed. Plus, find out the differences in the hiring mindset when it comes to startup companies and bigger organizations and how enthusiasm, self-confidence, and resilience are invaluable qualities in new hires.   Follow Jim:  LinkedIn: https://www.linkedin.com/in/jim-macdonald-7172551/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

Can being more direct with customers fuel higher sales? Bill Rufo drops by the studio to chat with Alex about his customer-centric approach to pipeline generation.  As the CRO for the IT sourcing firm, UpperEdge, Bill has a unique perspective on building and maintaining a more effective sales team. He talks about the human aspect of building pipeline, the important role of curiosity in prospecting, and why articulating a vision ahead of time is a crucial part of ensuring scalability.    Follow Bill: LinkedIn: https://www.linkedin.com/in/billrufo/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

  What does a CRO who's helped scale multiple startups into 40 million-dollar-plus businesses have to say about building a best-in-class sales team?    With decades' worth of experience establishing the process, playbook, and infrastructure for several companies, Josh Weisman believes building the perfect dream team boils down to a few core pillars.   He and Alex discuss the integral role that hiring, training, and onboarding play in creating an excellent workforce. Josh also explains why having difficult conversations with employees and dispensing feedback in digestible doses is critical to overall success.   Plus, find out why Josh thinks you should always be asking yourself if you're happy with what you're doing.   Follow Josh:  LinkedIn: https://www.linkedin.com/in/josh-weisman/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.     Learn more about your ad choices. Visit megaphone.fm/adchoices

According to Chris Reilly, the sales team is the “cash register” of the business. Get ready to elevate your sales strategy as Alex sits down with Chris, the VP of Sales at Hum Capital, for expert insights on the most efficient and transparent path to growth for companies and insider tips on successful leadership in the world of sales. Together, they discuss team priorities, burnout in the industry, habits for building success and winning business, and much more. Follow Chris:  LinkedIn: https://www.linkedin.com/in/chris-reilly-01056086/    Follow Alex:    LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend.   Learn more about your ad choices. Visit megaphone.fm/adchoices

What separates an okay seller from an elite-level one?   According to GTM exec and master strategist to companies like Twilio, Cisco, and Oracle, Chetan Chaudhary, having a chip on your shoulder and being able to navigate a direct route to market is any high-potential sales leader's best weapon in the battle for SaaS leadership supremacy.    He and Alex take a deep dive into the technical specs of what characteristics make a great sales leader, the core ingredients any successful go-to-market plan must have, and why having a killer value proposition can make or break your sales pitch.    Follow Chetan:  LinkedIn: https://www.linkedin.com/in/chetanc12/   Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. 0:00 Intro 3:47 The Value Proposition of Software 8:10 What Makes a Great Sales Leader? 14:37 The DNA of High-Potential Sales Leaders  20:28 Core Ingredients of a Go-to-Market Plan 23:55 Where Sales Leaders Fall Short 26:32 Being a Data-Driven Leader 30:57 The Importance of a Good Deep Dive 35:50 Time Management 38:57 Staying Healthy 42:02 Winning Business Principles 44:20 A Million Dollar Deal 46:35 Best Piece of Advice 48:38 Wrapping it Up Learn more about your ad choices. Visit megaphone.fm/adchoices

Are coachability, empathy, work ethic, and collaboration innate— or can these characteristics be developed over time?   Alex chats with veteran and current VP of Sales at Dandy, Kyle Peterson, about what characteristics successful leaders in SaaS have in common and why mentorship efforts are the key to fostering professional development.   Kyle also explains why trust should always be the primary consideration in building a successful team foundation, how clear expectations can make or break sales goals, and why constructive feedback is critical to fueling individual and team growth.    Plus, find out why having a great discovery mindset can place you in the top 20% of sellers.     Follow Kyle:   LinkedIn: https://www.linkedin.com/in/kylepetersenco/   Follow Alex:    LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex   And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/   Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

How does a self-confessed fintech-nerd think about creating an elite sales team? Matt Hicks is the VP on a mission to build culture that fosters success. Matt is the VP of Global Sales at Vertice, the purchasing platform that helps clients manage their SaaS stack. Alex and Matt get into why Matt still makes time to prospect every day, why blame culture is so destructive, and how great habits outside sales lead to great habits inside sales. Follow Matt: LinkedIn: https://www.linkedin.com/in/matthicks85/ Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

How do you set your team up for success? You make pipeline their number one priority. Tony Jackson is here to open the playbook on how. Tony is a Senior Advisor at the Sales Impact Academy but he's got deep roots in some of the biggest software companies out there, including MongoDB and Snowflake, which became one of the largest software IPOs in history. Alex and Tony dive into why pipeline is everyone's concern - not just your sales team, how to leverage LinkedIn in your sales strategy, and why you should be hyper-focused on how you spend your time to prioritize what's really important. Follow Tony:  LinkedIn: https://www.linkedin.com/in/tonyjackson1/ Follow Alex:  LinkedIn: https://www.linkedin.com/in/alexalleyne/ Twitter: https://twitter.com/elitelevelalex And if you're looking to level up in sales, sign up for Alex's weekly newsletter. Reach new heights by building a world-class mindset grounded in discipline and resiliency: https://workweek.com/brand/on-target/ Alex is a Workweek friend. Learn more about your ad choices. Visit megaphone.fm/adchoices

There's never been more pressure on SaaS sales leaders to land deals. And if you're struggling to fill the top of that funnel, this is the podcast you need. On Target is the all signal, all action show deep diving into the minds of sales professionals and giving you TWO actionable insights you can put into practice right away. I'm your host, Alex Alleyne, an award-winning SaaS Sales Leader, Founder of Elite Level and Area Vice President, SMB Sales EMEA at Braze. I'm going to show you how you can scale your performance from good - to elite. You'll hear interviews with some of the most successful senior sales leaders in the business, sharing their playbooks through the lens of my unique framework for success: Pipeline, Operational Excellence, Deal. Every week I'll talk with an elite performer digging into their daily operating rhythm and exploring the tactics they use to find and close deals. Season 1 drops soon with new episodes every week. Make sure to subscribe wherever you get your podcasts. Learn more about your ad choices. Visit megaphone.fm/adchoices

Checking his life's goals one at a time, Meshach Amuah-Fuster didn't realize he was building monumental success in his life. An exemplary sales leader and now the Managing Director of EMEA at Allbound Inc., Meshach joins the Elite Level podcast to reveal everything that went behind the making of his successful career so that you can benefit from it too. Looking back at the 20+ years of his experience in sales, Meshach shares that nothing would've been possible without consistency, a good system, and quality mentorship. Meshach, who discusses having five mentors in his life, stresses that the best professionals utilize quality mentorship and that it transforms your unsteady, uninformed journey into a pleasantly informed one.Meshach also gets into the time sales representatives had nothing but traditional sources like the telephone to connect with people. Now that the internet has become the norm, a sales professional's job has become better assisted. Further into the conversation, you might think: what about the uncomfortable, vulnerable times in your sales career when you need someone to lend you some time to listen to them? What about the up-and-down journey that sales often takes because of the lack of surety? Meshach talks about it all in this episode!Key Talking Points:●      Technology and sales●      Consistency in sales●      Getting on the journey to mastery●      The lesser-known realities of the glamorous sales job Meet The Guest!Meshach is the Managing Director EMEA at Allbound Inc., a software firm based in Georgia.Connect with Meshach! ●      LinkedIn: https://www.linkedin.com/meshachamuah-fuster/Connect with Alex!●      Website: www.elitelevel.co| https://www.alexalleyne.com●      Instagram: https://www.instagram.com/elitelevelalex●      Twitter: https://twitter.com/elitelevelalex●      YouTube: https://youtube.com/c/elitelevelpodcast●      Learn with Alex: https://www.elitelevel.co

You might've known before that not all stress is bad stress. Some amount is helpful and might cause you to progress in your career quicker! Stress is a good thing if it helps you to push yourself forward in your career. It's also one of the secrets to the success of our guest for today's episode, Parker Ashley, a senior sales professional currently serving as the VP of Americas at Darktrace.Recounting his journey to sales, Parker shares it hadn't been easy for him. He started in university wanting to be a surgeon, pursuing courses in certain branches of medicine, and was dead focused on that goal, even scoring 98 percentile in the MCAT, the admissions test for medical school in the US. Parker was determined to find a job soon after med school after spending almost all his life in the library among books (studying for a goal now totally irrelevant). But after graduation, he started working at his friend's startup to fund himself till he got a medical job. That's where all his calculations started to fall apart – when he began falling out of love with medicine and the healthcare industry as a whole. He realized he couldn't spend a significant part of his life doing something he did not enjoy. So while interviewing for medical jobs, he also worked wholeheartedly as an SDR. Even when he got the job he had been preparing for, for what felt like a lifetime, he knew he couldn't accept it, and it came as a shock to his whole family, that was expecting him to be a doctor. He needed time to assess if the medical field was for him, and he happened to have done well.The newfound interest in sales + its rewarding potential got into Parker completely. So when Darktrace found him, he was more than ready to take up the challenge. Today, Parker is not only an experienced sales representative but a leader and mentor who helps others find and succeed in their career in the industry.Sit back and listen to this episode to learn about Parker's impressive journey and the secrets and motivations behind his outstanding success!Key Talking Points: ●      Using stress to your advantage●      What the stoic philosophy teaches you about work and stress●      How to drive forward in your career with freedom of choice●      Cultivating grit Connect with Parker! ●      LinkedIn: https://www.linkedin.com/in/winstonparkerashleyConnect with Alex!●      Website: www.elitelevel.co| https://www.alexalleyne.com●      Instagram: https://www.instagram.com/elitelevelalex●      Twitter: https://twitter.com/elitelevelalex●      YouTube: https://youtube.com/c/elitelevelpodcast●      Learn with Alex: https://www.elitelevel.co 

Being your best for your company has much more about it than personal progress. Being the best in any company is about being an ASSET to them, and an irreplaceable one at that. So, how do you do that?Today's guest, Eduardo Ynaty, would teach you how he amassed promising success in his career as a sales professional by being an invaluable asset to his startup firm despite his love-hate relationship with sales while starting. What's most interesting about his career is that he started on this journey as a karate master – so technically, not a sales or tech role. But there was some sales he had to do there too – selling memberships. Though he had no idea he was going to become a top sales professional, later on, the experience did offer some start to his sales journey.Eduardo started with tech sales as an SDR and worked tremendously hard in the role, with the desire to become a full-cycle rep soon. And he did. He then moved into account management before being introduced to a soon-to-be winning startup monday.com. Meeting the monday.com team was a game-changer in his life because 4 years later, he still loves learning, growing, and developing himself through new roles and responsibilities at the company. Eduardo has time and time again proved his ability and talent to his company, being exceptional in sales, managing salespeople, quota carrying, and even helping with his fair tech knowledge. He currently manages the solutions engineering team there and has hired, managed, and trained many in the firm over the years.He discusses all about his role, his changing goals and objectives after becoming a leader from a representative, career objectives, and driving forces in this episode. He also gives valuable tips for becoming an exceptional sales representative and leader. Not giving in to desperation and having the confidence and passion for succeeding are some of the most crucial takeaways from this episode. Tune in for more! Key Talking Points: ●      The journey to becoming a full sales representative from SDR●      The importance of confidence, grit, and tenacity for a sales professional●      How to know if a company is good for you●      Becoming an asset for the company you work forConnect with Eduardo! ●      LinkedIn: https://www.linkedin.com/in/eynaty/Connect with Alex!●      Website: www.elitelevel.co| https://www.alexalleyne.com●      Twitter: https://twitter.com/elitelevelalex●      YouTube: https://youtube.com/c/elitelevelpodcast●      Learn with Alex: https://www.elitelevel.co

Learn from the top 1% of sales leaders in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

As most of the Elite Level podcast guests have repeatedly mentioned, hard work is an unbeatably essential ingredient to sales success.Agreeing to it further is Gavin Dimmock, now a trailblazing sales leader with over 27 years of experience and our guest for today's podcast episode. Starting as a software engineer (a pretty good one at that), Gavin was pursuing his passion for complex problem-solving until, some time into his career, he came across the amazing life of the sales professionals at the company he then worked in. Interestingly, everything about their careers: their lifestyle, salary, job, sounded amazing to him, prompting him to eventually take a huge leap of faith in his professional career towards sales – a decision he's clearly never frowned at.In conversation with Alex, Gavin unpacks the lessons from his terrific professional journey, including working at the American multinational computer technology corporation Oracle for over a decade. His relentless effort, tenacity, curiosity, and zest to learn have led him to the mammoth success he enjoys today, and he's dedicated to imparting this knowledge and skills to anyone who desires to be developed.Listen up as he narrates his first days as a sales representative learning the nuances of the game to making a million pounds in commission and leading huge corporate teams. His hunger to help people and tenacity to succeed despite the odds are your keys to take away. Gavin also talks about his decision to go on a sabbatical and take better care of his health and happiness.  Tune in now!Until next time!Key Talking Points: ●      What switching careers feels like●      Why hard work is a key ingredient to success of any kind●      Life as an SDR starting out●      The importance of a people development mindset for leaders●      What differentiates elite leaders from good ones? Meet The Guest!Gavin Dimmock is an experienced GTM leader with expertise in building and growing enterprise software businesses. He currently serves as the Senior Vice-President & GM EMEA at Terminus, an AMB platform provider based in Atlanta, Georgia. Connect with Gavin! ●      LinkedIn: https://www.linkedin.com/in/gavin-dimmock-27416b2  Connect with Alex! ●      Website: www.elitelevel.co | https://www.alexalleyne.com●      Instagram: https://www.instagram.com/elitelevelalex●      Twitter: https://twitter.com/elitelevelalex●      YouTube: https://youtube.com/c/elitelevelpodcast●      Learn with Alex: https://www.elitelevel.co    

Learn from the top 1% of sales leaders in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co

Learn from the top 1% of sales professionals in 5 minutes per week through the Elite Level Newsletter: https://www.elitelevel.co