Startup Sales Academy presented by SaaS First 100

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Startup Sales Academy is your destination for everything from launching your startup to starting your career in sales. Actionable advice from people who've actually done it.

John Ellis


    • Feb 28, 2022 LATEST EPISODE
    • infrequent NEW EPISODES
    • 34m AVG DURATION
    • 18 EPISODES


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    Latest episodes from Startup Sales Academy presented by SaaS First 100

    Episode 18: Getting off the Matt - Bouncing Back from Missing Quota

    Play Episode Listen Later Feb 28, 2022 35:35


    Hosts Kevin Railsback and John Ellis discuss the importance of making adjustments to come back from missing a quota cycle.

    Episode 17: Effective Cold Calling - Signal Disruption

    Play Episode Listen Later Feb 21, 2022 28:07


    Hosts Kevin Railsback and John Ellis discuss cold calling technics and effective ways to break through to prospects.

    Episode 16: Self Awareness & Coaching

    Play Episode Listen Later Feb 7, 2022 32:35


    Hosts Kevin Railsback and John Ellis discuss the role self-awareness plays in coaching.

    Episode 15: Daily Motivation - Silencing Self Doubt

    Play Episode Listen Later Jan 31, 2022 35:07


    Hosts Kevin Railsback and John Ellis discuss daily motivation and silencing your self-doubt.

    Episode 14 -Developing Rep Coaching Plan

    Play Episode Listen Later Jan 17, 2022 46:13


    Hosts Kevin Railsback and John Ellis discuss how you can turn your quarterly review into actionable coaching plans.

    Episode 13- QBR- Quarterly Business Review

    Play Episode Listen Later Jan 10, 2022 31:55


    Hosts Kevin Railsback and John Ellis discuss the process of breaking down the quarter(or quota cycle). Many people refer to it as a Quarterly Business Review(QBR). However, it can also be considered a postmortem to fully break down every aspect of the quarter to help design the plan moving forward.

    Episode 12: Motivating Your Team

    Play Episode Listen Later Jan 3, 2022 42:41


    Kevin Railsback and John Ellis share their ideas on motivating your sales team.

    Episode 11: Top Traits for Sales Reps and how to Screen for them.

    Play Episode Listen Later Dec 20, 2021 55:30


    Hosts Kevin Railsback and John Ellis share their insights on the most critical traits to look for when hiring. They also provide tips on screening for those traits during the interview process.

    Episode 10 : Team Culture

    Play Episode Listen Later Dec 14, 2021 49:42


    Hosts Kevin Railsback and John Ellis discuss setting the foundation for your sales team culture.

    Episode 9: Objection Handling 101

    Play Episode Listen Later Dec 10, 2021 16:17


    Hosts Kevin Railsback and John Ellis share their formula for handling objections while cold calling. Learn to spot the difference between a brush-off and an objection. Learn tactical technic to make sure the prospect is heard and be able to disagree without being argumentative.

    Episode 8: Getting Promoted: Preparing for your Next Role

    Play Episode Listen Later Dec 6, 2021 34:02


    Host Kevin Railsback and John Ellis discuss ways to prepare for your next role. Whether going from BDR to AE or AE to Sales Leader, they share advice on preparing for that transition and why being the top performer does not prepare you for the change.

    Episode 7: Founder Guest: Zak Holdsworth for Hint Health

    Play Episode Listen Later Nov 29, 2021 40:24


    Host Kevin Railsback and John Ellis welcome the founder of Hint Health, Zak Holdsworth. Zak shares his insights on founding and scaling a SaaS company. Zak shares what it's like to build your first MVP and get your first cohort of customers. Zak also shares powerful insights on advice he'd give other founders and sales leaders looking to break into early-stage sales leadership. Resources: https://www.hint.com/

    Episode Six: Mental Framing: Ultimate Mindset for Success

    Play Episode Listen Later Nov 19, 2021 38:54


    Hosts Kevin Railsback and John Ellis share their beliefs that mental framing can impact success. They share personal stories, and struggles they faced while working in startup sales. -Sacrifice List -Choices create challenges -You never rise to the occasion -Everyone wants to be great

    Episode Five: Your First 100 Will Suck: Tips for Effective Practicing

    Play Episode Listen Later Nov 14, 2021 31:05


    Hosts Kevin Railsback and John Ellis share tips on making practice the most effective and understanding the difference between activity and productivity. "You never rise to the occasion. You rise to your highest level of preparation". Key Topics: -You play how you practice -Repetition is Critical -Raising the Standard

    Episode Four: Understanding your Stock Options

    Play Episode Listen Later Nov 8, 2021 19:11


    Hosts Kevin Railsback and John Ellis discuss stock options. It can be confusing to understand your stock options with joining a new start-up. Kevin and John give essential advice to help anyone understand what they mean. Topics discussed: Stock Options: https://www.investopedia.com/terms/s/stockoption.aspVesting Schedule: https://www.investopedia.com/terms/c/cliffvesting.aspStrike Price: https://www.investopedia.com/terms/s/strikeprice.asp

    Episode Three: Should You Outsource Your BDR Team?

    Play Episode Listen Later Nov 1, 2021 28:14


    Host Kevin Railsback and John Ellis share considerations when deciding if a company should outsource their BDR team. They outline a thought exercise to help decide which option is best for your company.

    Episode Two: 3 Tips to getting your start in SaaS Sales.

    Play Episode Listen Later Nov 1, 2021 37:53


    Hosts, Kevin Railsback and John Ellis share their personal stories of how they began their careers in sales. From facing rejections to being promoted, they share their insight on how to navigate the world of SaaS Sales. Episode Resources: https://www.linkedin.com/business/talent/blog/talent-acquisition/interview-questions-to-ask-every-sales-candidatehttps://www.indeed.com/career-advice/interviewing/sales-interview-questions-to-ask-candidateshttps://blog.hubspot.com/sales/25-sales-interview-questions-to-recruit-the-best-reps https://angel.co/

    Episode One: Intro Episode. Why we started this series and who it's for.

    Play Episode Listen Later Oct 24, 2021 10:43


    Kevin Railsback and John Ellis provide insights into the startup SaaS world. They provide listeners with first-hand insights into the world of startup sales.

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