Rep Matters

In the latest episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones sit down with Anne Pao, the Founder of Ignite Consulting. Anne shares her diverse career journey, which spans working in the space systems industry to founding her own consulting firm. Her experience includes significant roles at companies like Tubular Labs and Gilead Sciences, where she contributed to substantial revenue growth and operational strategies. Anne also highlights her work with RevOps Village and Women in Revenue, underscoring her commitment to supporting women in the industry .The discussion dives into Anne's approach to leadership and change management. She emphasizes the importance of accountability, data-driven strategies, and continuous learning within organizations. Anne recounts various strategies she has implemented to enhance sales performance, such as creating a focused target list and incentivizing account penetration. She also shares personal anecdotes, reflecting on her transition from engineering to consulting and her impactful stint in Africa with the Clinton Foundation .Anne concludes by discussing her vision for the future, expressing her aspiration to write a book about her experiences as a woman in leadership. This episode provides valuable insights into Anne's leadership style, her strategic approach to business growth, and her dedication to fostering an inclusive and supportive environment for women in revenue operations.

Cynthia Barnes, Founder of Cynthia Barnes and a TEDx speaker, joins hosts Zoya Segelbacher and Caroline Jones on Rep Matters. Cynthia dives into the unique strengths women bring to sales, emphasizing empathy, active listening, and reading nonverbal cues. She advocates for women owning their accomplishments and pushing back against outdated norms of humility.Cynthia shares her journey from being the only black child in a predominantly white school to founding the National Association of Women Sales Professionals. She discusses the importance of creating a culture of belonging within companies, highlighting the need for diverse and inclusive leadership teams. Cynthia stresses that when women thrive, they become powerful evangelizers for their organizations.The conversation also touches on practical tips for women in sales, including negotiation strategies and the importance of aligning personal values with professional goals. Cynthia's insights offer a roadmap for women looking to advance in their careers and for companies striving to foster diversity and inclusion.

In this episode of Rep Matters, Caroline Jones sits down with Courtney Bannon, the Senior Account Executive at Revivn. Courtney shares her unique journey from JP Morgan to becoming a key player at Revivn, a company specializing in IT recycling. She discusses her decision to leave the corporate world for a more dynamic and impactful role in a startup environment.Courtney talks about the challenges and rewards of working at Revivn, especially during the early days when the team was small and resources were limited. She highlights the importance of being adaptable and embracing ambiguity, which were crucial to her success. Courtney also delves into her experience with founder-led sales and how she navigated her way through a lack of traditional sales training.The conversation also touches on the impact of the COVID-19 pandemic on Revivn's operations and how the company adapted to meet the changing needs of its clients. Courtney's insights into professional development, networking, and in-person relationship-building offer valuable lessons for sales professionals at all stages of their careers.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones sit down with Ronnell Richards, a seasoned entrepreneur and sales expert. Ronnell shares his insights on the importance of relationship building in business. He emphasizes that success comes from being seen as a trusted advisor rather than just a vendor.Ronnell discusses his strategies for nurturing long-term business relationships. He highlights the value of consistency and authenticity in interactions, suggesting that these qualities build deeper connections and trust over time. His approach focuses on understanding client needs and aligning them with effective solutions.The conversation also covers Ronnell's journey as an entrepreneur. He provides practical advice for navigating the challenges of entrepreneurship and sales. His experiences offer valuable lessons on resilience and strategic thinking, crucial for anyone looking to thrive in these fields.

In an enlightening episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones sit down with Lauren Guilbeaux and Tess Hermes, co-founders of Yes&Sell, an improv-based sales training company. Lauren and Tess share their unique journey from childhood neighbors in Austin, Texas, to entrepreneurs revolutionizing sales training. Their company combines improv techniques with sales strategies to enhance emotional intelligence, agility, and human connection among sales professionals.The discussion delves into the importance of saying "yes, and" in both improv and sales, highlighting how this approach fosters better communication, creativity, and connection. Lauren and Tess provide compelling insights into how embracing improv principles can transform sales interactions, making them more engaging and effective. They also touch on their personal growth and the challenges they've overcome by applying these improv strategies in their professional lives.Listeners are treated to an improv exercise, illustrating the practical application of "yes, and" in building rapport and fostering collaboration. This episode not only offers valuable lessons for sales professionals but also emphasizes the power of adaptability and active listening in any career. Lauren and Tess's passion for their work shines through, making it a must-listen for anyone looking to enhance their communication skills and sales performance.

In this enlightening episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones sit down with Jacob Karp from Rubrik. Karp shares his extensive experience in enterprise sales, emphasizing the pivotal role of honesty and integrity in building lasting customer relationships. His unique approach, dubbed "honesty as a service," not only defines his sales strategy but also his personal ethos, illustrating the importance of transparency in the sales process.Karp delves into the lessons learned from his career transitions, from hardware sales to the competitive arena of enterprise software sales. He highlights the necessity of adaptability and openness to learning as key drivers of success. His journey underscores the value of mentorship and the continuous pursuit of knowledge to stay relevant and effective in the ever-evolving sales landscape.The episode wraps up with Karp's visionary perspective on sales as a blend of art and science. He advocates for a balanced approach to sales, where understanding customer needs goes hand in hand with personal development and wellbeing. Karp's insights serve as a testament to the power of integrity in sales, inspiring listeners to embrace authenticity and continuous learning as cornerstones of their professional growth.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones dive into the transformative world of AI with Jonathan Kvarfordt, the visionary behind GTM AI Academy. They explore how AI is revolutionizing the sales enablement landscape, making processes more efficient and empowering sales teams to achieve unprecedented success. Jonathan shares his insights on the practical applications of AI tools in everyday sales activities, from prospecting to crafting personalized outreach strategies.The conversation also dives into Jonathan's unique approach to addressing homelessness, highlighting his compassionate vision for societal improvement through innovation and support. This part of the discussion underscores the broader impact of technology beyond business, touching on personal passions and the potential for meaningful change.Rep Matters wraps up with Jonathan offering valuable advice for sales professionals keen to leverage AI to its fullest. He emphasizes the importance of focusing on specific challenges within the sales process and selecting AI tools that directly address those issues, thereby maximizing efficiency and effectiveness. This episode not only sheds light on the future of sales enablement but also inspires listeners to consider the broader societal impacts of technological advancements.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones welcome Jarrett Thomas from OTB Digital. They dive deep into the essence of effective sales and marketing strategies in today's digital landscape. Jarrett shares his journey from starting in traditional sales roles to leveraging digital platforms like LinkedIn for building meaningful business relationships.The conversation highlights the importance of authenticity and personal branding in the digital age. Jarrett emphasizes the role of genuine connections, not just transactions, in achieving sales success. He offers actionable insights on how sales professionals can enhance their online presence and engage with their audience more effectively.Listeners will gain valuable perspectives on transforming sales approaches to meet modern demands. Jarrett's experiences and tips provide a roadmap for sales and marketing professionals aiming to thrive in an increasingly digital world. The episode is a must-listen for anyone looking to elevate their sales game through authenticity and innovative strategies.

In this episode of Rep Matters, Zoya Segelbacher and Caroline Jones delve into the world of marketing and reputation management with Jen Allen-Knuth, the founder of DemandJen. They discuss the importance of building a trusted brand and how companies can navigate the complexities of market demands with integrity.Jen shares insights from her journey of establishing DemandJen, emphasizing the need for authenticity in marketing strategies. She highlights how transparent communication and genuine engagement with audiences can significantly impact a brand's reputation positively.The conversation also touches on the challenges and opportunities in the digital age, providing listeners with practical advice on maintaining a strong and positive brand image. Jen's experience offers valuable lessons on the synergy between marketing efforts and reputation management, underscoring the critical role of trust in achieving business success.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones dive deep with guest Blake Hudson, a seasoned sales leader and the founder of Story Selling University. They explore the transformative power of storytelling in the sales process. Blake shares insights on how effective storytelling can not only captivate prospects but also significantly boost sales by making connections more meaningful.Blake outlines the foundational elements of a compelling story and how sales professionals can leverage these to engage their audience better. He emphasizes the importance of authenticity and emotional resonance in building trust and rapport with potential customers. Practical tips and strategies are shared for salespeople to craft their own stories that reflect their brand and values.The conversation also touches on common storytelling pitfalls and how to avoid them. Blake offers advice on refining storytelling skills, illustrating with examples from his own experiences. Listeners will gain valuable knowledge on enhancing their sales techniques through the art of storytelling, making every pitch not just a transaction, but a memorable story.

In this episode of Rep Matters, Zoya Segelbacher and Caroline Jones dive into the innovative world of Hyperbound, a company transforming sales training. Atul Raghunathan and Sriharsha Guduguntla, Hyperbound's CTO and CEO, share insights into their journey. They discuss the challenges and triumphs of developing technology that enhances sales conversations.Atul and Sriharsha emphasize the importance of understanding customer needs and adapting technology to meet those demands. Their story illustrates the power of persistence, innovation, and the right team dynamics in overcoming obstacles. They also highlight the role of feedback in refining their approach, demonstrating a commitment to continuous improvement.The conversation with Hyperbound's leaders not only unveils the entrepreneurial spirit that drives the tech world but also offers a glimpse into the innovative approaches shaping the future of sales training. The episode sheds light on the future of sales enablement, offering valuable lessons for entrepreneurs and business leaders alike. Atul and Sriharsha's experiences underscore the significance of resilience and adaptability in the tech industry.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones chat with Brian LaManna from Gong. Brian shares his journey in sales, starting from his college days to becoming a top performer at Gong. He emphasizes the importance of resilience, learning from every experience, and the value of direct, honest communication in sales. The episode dives into Brian's approach to sales, including his multi-channel prospecting strategy and the significance of writing skills in the sales process. Brian also discusses his side project, "Closed Won," aiming to help sellers enhance their skills, showcasing his dual passion for sales and personal growth.

In this episode of Rep Matters - Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Corrina Owens from Purple Cork. The conversation opens with a deep dive into the internal dynamics of organizations, specifically the need for marketers to make information readily available and understandable, both internally and for customers​​.Corrina shares her extensive experience in account-based marketing (ABM), shedding light on the common misconceptions and complexities in this field. She emphasizes the importance of educating marketers on the true essence of ABM, which often gets lost amidst the noise of various tech vendors and their marketing strategies​​.Furthermore, Corrina discusses the evolution of ABM marketing over the years. She touches upon the ongoing changes in the industry's terminology and the need for marketers to adapt continuously. Corrina outlines ABM as a straightforward concept, focusing on aligning go-to-market teams to effectively target and communicate with ideal customers​​. This insightful episode provides valuable perspectives on the dynamic world of B2B marketing and sales alignment.

In this episode of Rep Matters - Uncapped, hosts Zoya Segelbacher and Caroline Jones engage with Maureen Gallagher from Electric, exploring her dynamic career in sales and personal growth.Maureen starts by discussing her serendipitous entry into sales, stemming from a mix-up with Morningstar, a financial services company she mistook for a veggie burger brand. This amusing start to her career highlights the unpredictable nature of career paths and the importance of seizing opportunities.Transitioning from teaching in Korea to sales in the U.S., Maureen shares how her experience as an educator honed her sales skills. Teaching middle schoolers in Korea, she learned to engage a tough audience, a skill she later applied in her sales demos. Maureen emphasizes the significance of being engaging and compelling in sales, drawing parallels between educating students and interacting with clients.Finally, Maureen touches on her unique approach to work-life balance, notably her decision to live a nomadic lifestyle during the pandemic. This choice not only allowed her to explore new places but also brought a refreshed energy and perspective to her professional life. Her story is a testament to the value of integrating personal passions with career aspirations, demonstrating how a non-traditional approach can lead to success and fulfillment.

In this episode of Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Lori Richardson, a renowned Revenue Growth Strategist from Score More Sales. Lori shares her extensive experience in B2B sales, emphasizing the importance of visualization and confidence in the sales process. Her insights offer valuable guidance for navigating the complexities of sales and the significance of asking the right questions to foster success.The conversation delves into the challenges and opportunities for women in sales. Lori, a vocal advocate for gender equity in the sales industry, discusses her initiatives to promote inclusivity. She highlights the need for pay equity, supportive leadership, and a conducive work environment. Her experience as a sales coach at Harvard Business School's Entrepreneurial Sales course further enriches the discussion with practical advice and strategies.Lori also touches on the impact of economic fluctuations on sales and the importance of maintaining a positive outlook. She encourages sales professionals to focus on solving customer problems and staying resilient amidst external challenges. This episode not only provides a wealth of knowledge for sales professionals but also inspires listeners with Lori's dedication to empowering women in the field.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones welcome Andy Laws, a senior business development manager at Braze. Andy shares his journey from being an elite sportsman to a key player in the tech industry. He discusses the importance of quality research and creative problem-solving in business development. His story is a testament to the power of adaptability and resilience.Andy recounts the exhilarating experience of Braze's IPO, highlighting the sense of community and growth within the company. He then delves into his transition from professional sports to SaaS sales, a move driven by his competitive nature and interest in business. Andy's story is one of reinvention, showcasing how skills from sports can translate into business success.Andy opens up about the challenges he faced, including identity loss and mental health struggles, as he moved away from sports. He emphasizes the importance of a healthy relationship with failure and the competitive edge it brings. Andy's journey is inspiring, showing how embracing failure and leveraging one's strengths can lead to remarkable achievements in new fields.

In this first episode of Rep Matters, produced by Marketers in Demand, hosts Zoya Segelbacher and Caroline Jones sit down with Ty Smith, a seasoned Channel Manager at Cox Business. Ty shares his extensive 18-year journey in the telecom industry, highlighting his evolution from sales roles to a leadership position in channel management. He emphasizes the importance of understanding and navigating the complex telecom landscape, including the nuances of various services and jargon.Ty dives into the intricacies of channel sales, explaining how it offers a unique entrepreneurial pathway for building IT companies. He discusses the challenges and opportunities within the industry, particularly focusing on diversity and inclusion. Ty's story is a testament to the power of self-education and adaptability, as he transitioned from traditional sales roles to a more strategic position in channel management.The conversation also touches on the challenges of staying informed and educated in a rapidly evolving industry. Ty's approach to learning and adapting to new technologies and terminologies is a key takeaway for anyone looking to thrive in the dynamic world of telecommunications and IT.