Podcasts about enterprise ae

What makes prospects actually respond to cold outreach?In this show, Nikki Lang, Enterprise AE at Deel, shared the strategies behind her biggest deal-winning messages. Learn her proven 5-sentence formula, discover how to leverage LinkedIn effectively, and find out when (and how) to use AI in your prospecting.Watch Nikki as she reveals how to create concise, clear, and impactful messages that consistently engage prospects.You'll Learn:How to write messages that capture attention instantlyWays to leverage LinkedIn for maximum engagementStrategies for using AI to enhance your prospectingThe Speakers: James Buckley and Nikki LangIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Welcome to a very special and important episode of the Win Rate Podcast. Andy brings you a profound discussion about the intersection of mental health, sobriety, and sales culture. He is joined by panelists Marin Nelson, Founder and CEO of Sobrynth, a startup providing substance use disorder solutions to employers, Lindsey Boggs, VP of Global Business Development at DG Matrix, and Earl Murphy, Enterprise AE at Salesforce and Soberforce President. They begin by talking about the creation of SoberForce, a supportive community for individuals in recovery at Salesforce, and the broader implications for corporate America. They dive into their personal journeys of sobriety sharing their experiences, the impact on their careers, the challenges of navigating a sales environment often centered around alcohol, and the importance of creating recovery-friendly workplaces.They also share their experiences and insights on how to foster a culture that supports mental health and sobriety, and the need for systemic change in how companies address substance use disorders. They wrap up by explaining the concept of 'sober curious' and the role of leadership in breaking the stigma surrounding addiction.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Ian Koniak is legendary in the B2B SaaS Sales world. Ian earned the distinction as the #1 Enterprise AE at Salesforce. He's had a ridiculously successful career having consistent, predictable success as a salesperson, a sales manager, a sales director, and Sr. Sales Executive in every market condition. And Ian has done this by developing systems that fuel success. Today, Ian's mission is to share his tools and knowledge with salespeople and sales leaders and give them the tools they just don't get from their own companies. He joins us today and discusses why most leaders never help those they lead become elite…and a blueprint that will help every leader transform the impact they have in their leadership journey...without sacrificing in the other parts of their lives. You can connect with Ian on LinkedIn here. (https://www.linkedin.com/in/iankoniak/) You can check out Ian's Frontline Sales Leader Academy here. (https://www.untapyoursalespotential.com/frontline-sales-leader-academy) You can check out Ian's training course for Salespeople here. (https://www.untapyoursalespotential.com/) You can check out Ian's youtube video library for salespeople and sales leaders here. (https://www.youtube.com/@IanKoniak) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.patreon.com/SalesLeadershipUnited).

You may recognize this week's guest by her interviews in a NYC carriage, by the running she coordinates at Inbound, or simply by the hat she has in her LinkedIn Profile. This week's guest studied Sociology, and has worked her way up from Customer Service Rep, to Account Manager, to Enterprise AE and the advisor to companies like Limelight, Sendspark, or Commsor. Now she is the Sales Manager of Americas at Dreamdata, where they connect B2B marketing to revenue enabling you to optimize and automate your marketing efforts with confidence. Please join me in welcoming this week's guest, Laura Erdem to the show.  Studying Journalism/Sociology  Sales/Marketing Alignment Feedback Loops Justifying Events Much More! Enjoy this week's episode with Laura Erdem. I am now in the early stages of writing my first book! It will cover my journey into sales, the lessons learned, and include stories and advice from top sales professionals around the world. I'm excited to share these interviews and bring you along on this journey! Like the show? Subscribe to the email: Subscribe Here I want your feedback! Reach out at 20percentpodcastquestions@gmail.com or connect with me on LinkedIn. If you know anyone who would benefit from this show, please share it! If you have suggestions for guests, let me know! Enjoy the show!

Summary In this episode of the Revenue Circus Podcast, hosts Cisar Lambert and Jiri Siklar discussed the intricacies of prospecting into enterprise accounts. They explore the differences between small and medium-sized businesses (SMBs) and enterprise accounts, emphasizing the need for a tailored approach due to the complexity of enterprise sales. The conversation covers defining enterprise accounts, understanding stakeholders, the importance of preparation, and the necessity of industry knowledge. They also delve into identifying business problems, becoming a trusted advisor, researching company goals, and building a value pyramid to enhance sales strategies. The use of AI tools for research and the final steps in prospecting are also highlighted, providing listeners with actionable insights to improve their sales techniques. Takeaways Prospecting into enterprise accounts requires a different approach than SMBs. Understanding the complexity of stakeholders is crucial in enterprise sales. Preparation is key to effective outreach in enterprise accounts. Industry knowledge helps in identifying potential business problems. Sales professionals should focus on becoming trusted advisors to their clients. Researching company goals and strategies is essential for successful prospecting. Building a value pyramid can guide the sales conversation effectively. Crafting a problem hypothesis enhances the relevance of outreach efforts. AI tools can significantly streamline the research process for sales professionals. Confidence in sales increases when sellers understand their clients' needs and language. Chapters 00:00 Introduction to Enterprise Prospecting 02:26 Defining Enterprise Accounts 04:14 Differences in Prospecting: Enterprise vs SMB 06:35 Understanding Stakeholders in Enterprise Sales 09:00 Preparation for Cold Outreach 10:56 Industry Knowledge: The Key to Success 14:43 Quantifying Business Problems 17:05 Becoming a Trusted Advisor 18:31 Researching Company Goals and Strategies 22:05 Building a Value Pyramid 24:49 Crafting Problem Hypotheses 29:57 Leveraging AI for Research 33:45 Final Thoughts and Next Steps

Our guest for Episode 56 is Alex Kane, Enterprise Select Account Executive at Samsara. Alex has been with the company for nearly seven years, witnessing and contributing to its growth from a startup to a publicly traded company. In this episode, Ross and Alex discuss the importance of building and maintaining a winning mindset, motivation, and storytelling in sales. 

If you truly want to set your sales career up for success, understanding AI and its full capabilities is a MUST. In this Daily Sales Show episode, Kyle Coleman and Nikki Lang will share practical examples of where you can apply AI in your day-to-day. And how it can serve as your superhero cape instead of your replacement.Additionally, they'll share the current state of AI in sales and what's changing in the coming years – and more importantly, what that means for you!You'll Learn:What's changing in the age of AI (and what it means for you)How to set your sales career up for success in the age of AIPractical examples of how to leverage AI to increase your productivity The Speakers: Jed Mahrle, Kyle Coleman and Nikki LangIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.Thank you to our sponsors: Copy.ai

Morgan Shelly and Alex Newman are two top sales people in the industry today.In this Daily Sales Show episode, they're giving away their personal processes for creating successful cadences prospects WANT to engage with.Come learn how to write an effective, up-to-date cadence that converts to replies (and sales).You'll Learn:4 tenets of successful cadencesA 3-step process for engaging touchesTop email cadence examplesThe Speakers: James Buckley, Morgan Shelly and Alex NewmannIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.Thank you to our sponsors: Gong and Vidyard

Katie Thies is an outbound copywriting expert. She's built outbound campaigns for dozens of companies that consistently convert. With the advent of AI & the accuracy of data available in 2024, her secret is creating hyper-relevant cold outreach to specific market segments. Emails so relevant and personalized, that they feel human.And Katie's going to show you exactly how she does it!You'll Learn:How to create hyper-relevant cold outreach for specific market segmentsHow to do custom scraping, AI lead scoring, and waterfall enrichmentCold email copywriting techniques that convertThe Speakers: Jed Mahrle and Katie ThiesIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.Thank you to our sponsors: Zoominfo

Tom Alaimo is the GOAT when it comes to finding and closing cold leads. In this Daily Sales Show episode, you'll get the strategy Tom uses to win cold prospects over on a daily basis. The best part? He's breaking it down for us in a LIVE cold prospecting demonstration. If you're ready to level up your cold prospecting game, don't miss this chance to get the exact start-to-finish process Tom curated to generate and close $15M+ in pipeline.You'll Learn:Research steps you should be takingBest strategies for building long-term trust with prospectsNurture vs. direct sales outreach (and when to use them)The Speakers: James Buckley and Tom AlaimoIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.Thank you to our sponsors: Gong and Magical

Good discovery is the key to solving:✅ Multi-threading✅ Follow-up emails✅ Tough objections✅ Pretty much everything elseIn this Daily Sales Show episode, you'll learn how to research, ask the right questions, and move deals forward by nailing down a repeatable, high-conversion discovery process from first touch to demo. You'll Learn:Effective questioning techniques for any discovery callSpecific questions that uncover prospect needsHow to navigate complex sales environments and build trust with prospectsThe Speakers: Leslie Douglas, Laura Nelson and Junior LarteyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.Thank you to our sponsor: Jiminny

There's always a manual element to sales.But implementing a few key frameworks in your routine can help the leads come in and the deals get closed more easily. Listen to Justin Johnson (476% of quota at Salesforce) and Tara Jackson (closed 30% of Q1 clients using referrals) to deep-dive into the top frameworks they use to win more deals with less manual headaches.You'll Learn:Top profile mistakes salespeople on LinkedIn makeHow to optimize the most important sections of your profileWhat prospects look for in your profileThe Speakers: James Buckley, Tara Jackson and Justin Jay JohnsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Vidyard and ZoominfoWant to learn how to close $500k-1m deals? Check out our friend Ian Koniak's online training. Ian generated the 100M+ and was Salesforce's #1 Enterprise AE and he's sharing his exact system so you can do it too.

Summary In dieser Episode des Revenue Circus Podcasts spricht Suna mit Danny Schiemann über verschiedene Persönlichkeitstypen im Vertrieb und den Vergleich zwischen Vertragsverlängerungen im Fußball und dem Abschluss eines Deals im Vertrieb. Danny erzählt von seiner Karriere im Vertrieb und wie er zum Vertrieb gekommen ist. Er teilt auch eine lustige Anekdote aus seiner Karriere. Danny betont die Bedeutung von menschlicher Interaktion und dem Aufbau von Vertrauen im Vertrieb. Er erklärt, dass es keine typischen Vertriebler gibt, sondern dass jeder seinen eigenen Weg finden muss, um erfolgreich zu sein. In diesem Gespräch geht es um die Parallelen zwischen Fußball und Vertrieb. Denny Schiemann, Account Executive bei Revenue Grid, teilt seine Erfahrungen und Erkenntnisse aus beiden Bereichen. Er erklärt, dass sowohl im Fußball als auch im Vertrieb Teamwork, Kommunikation und Ehrlichkeit entscheidend sind. Er betont die Bedeutung von strategischem Denken und Empowerment der Teammitglieder. Denny spricht auch über die verschiedenen Persönlichkeitstypen im Vertrieb und wie sie erfolgreich sein können, solange sie inhaltlichen Mehrwert bieten. Er teilt auch seine Lektionen aus dem Fußball, wie das Verständnis für unterschiedliche Charaktere und die Fähigkeit, mit Niederlagen umzugehen. Das Gespräch endet mit der Frage, mit wem Denny für einen Tag den Körper tauschen würde. Takeaways Jeder Vertriebler muss seinen eigenen Weg finden, um erfolgreich zu sein. Der Aufbau von Vertrauen und das Verständnis für die Bedürfnisse des Kunden sind entscheidend im Vertrieb. Es gibt keine typischen Vertriebler, sondern verschiedene Persönlichkeitstypen. Es gibt Gemeinsamkeiten zwischen Vertragsverlängerungen im Fußball und dem Abschluss eines Deals im Vertrieb. Win-win-win-Situationen, bei denen alle Parteien profitieren, sind erstrebenswert im Vertrieb. Teamwork, Kommunikation und Ehrlichkeit sind sowohl im Fußball als auch im Vertrieb entscheidend. Strategisches Denken und Empowerment der Teammitglieder sind wichtige Faktoren für den Erfolg im Vertrieb. Verschiedene Persönlichkeitstypen können im Vertrieb erfolgreich sein, solange sie inhaltlichen Mehrwert bieten. Lektionen aus dem Fußball, wie das Verständnis für unterschiedliche Charaktere und die Fähigkeit, mit Niederlagen umzugehen, sind auch im Vertrieb relevant. Chapters 00:00 Einführung und Vorstellung des Gasts 04:02 Der Vergleich zwischen Vertragsverlängerungen im Fußball und dem Abschluss eines Deals im Vertrieb 08:09 Lustige Anekdote aus der Vertriebskarriere 12:12 Der Aufbau von Vertrauen und das Verständnis für die Bedürfnisse des Kunden 22:45 Teamwork und Kommunikation im Fußball und Vertrieb 29:09 Erfolgreich im Vertrieb mit verschiedenen Persönlichkeitstypen

Jake sits down with Ian Koniak, founder, and CEO of Untap Your Sales Potential, and former #1 Enterprise AE at Salesforce globally. Ian shares his extensive sales experience, highlighting the importance of mastering mindset, method, and authenticity. They delve into how an outward-focused mindset, the practice of stoicism, and genuine authenticity can transform sales performance and client relationships. Ian's journey from top performer to coach provides invaluable insights for anyone looking to excel in sales.______________________________________________Follow Ian:Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/Untap Your Sales Potential: ​​https://www.linkedin.com/company/untapyoursalespotential/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Community: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Guilherme Stetelle Martins is an engineer turned software sales professional. He's been in Software Sales his entire career from BDR to Enterprise AE. He's also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn.Guilherme joins John McMahon and John Kaplan to discuss his experience as a startup founder and the lessons he learned from shutting down his company. Guilherme shares his journey from being an engineer to entering the world of software sales. He explains why he decided to start his own company and the challenges he faced along the way. The conversation dives into the importance of timing, the energy required to be an entrepreneur, and the distinction between being a patriot and a mercenary. Guilherme emphasizes the need for self-reflection and understanding one's own motivations and limitations.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:12:50] Slow success builds character, while fast success builds ego.[00:18:42] The importance of understanding the challenges and risks involved in starting a company.[00:30:07] The distinction between being a patriot and a mercenary and the impact it has on commitment and success.[00:32:45] The value of being transparent and honest with oneself and others throughout the entrepreneurial journey.[00:37:27] The significance of timing in entrepreneurship and personal life decisions.ADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Guilherme Stetelle Martins.https://www.linkedin.com/in/guilhermestetelle/Here's the link to the Shutdown Article:https://www.linkedin.com/pulse/i-shut-down-my-startup-here-journey-guilherme-stetelle-martins-zpfpf/HIGHLIGHT QUOTES[01:00:10] "The credit belongs to the men and women who are actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who airs, who comes short again and again, because there is no effort without error and shortcoming. But who does actually strive to do the deeds, who knows? Great enthusiasm, great devotion, who spends himself in a worthy cause?"[01:01:03] "It's not the critic who counts, not the man who points out how the strong man stumbles or where the doer deeds could have done them better. The credit belongs to the men and women who are actually in the arena."

Jonathan Mandell calls Chicago home and has worked across various tech roles, from Enterprise AE to Business Development. He was part of the founding team of Tiz, which later became Provi, a SaaS company reshaping the alcohol industry. He has worked in third party risk management (TPRM) for the past 5 years, and recently founded Teepee, a cybersecurity firm delivering solutions in the area of TPRM. Join us as we discuss the challenges and benefits for SMBs in ensuring effective third party risk management. For more information, check out Teepee at https://teepeesafe.com/. --- Send in a voice message: https://podcasters.spotify.com/pod/show/virtual-ciso-moment/message

Summary In dieser Podcast-Folge geht es um die Vereinbarkeit von Kind und Karriere im Sales. Die Gastgeberin Diana spricht mit Adriana Lopez über ihre Erfahrungen als Mutter im Sales und bei Lieferando. Adriana teilt Tipps und Tricks, wie man trotz Kind seine Ziele und KPIs erreichen kann. Sie betont die Bedeutung von familienfreundlichen Arbeitgebern und positivem Egoismus. Außerdem spricht sie über die Unterstützung, die sie durch das Women in Sales Network erhalten hat. Die Folge endet mit lustigen Geschichten aus dem Sales-Alltag. In dieser Folge teilt Adriana López ihre Erfahrungen zur Vereinbarkeit von Kind und Karriere im Sales. Sie spricht über ihre persönliche Geschichte und wie sie es geschafft hat, eine erfolgreiche Karriere aufzubauen, während sie gleichzeitig Mutter ist. Außerdem erwähnt sie das bevorstehende Event vom Air Artists Circus in Berlin und ihre Pläne, daran teilzunehmen. Die wichtigsten Takeaways sind, dass es möglich ist, Kind und Karriere zu vereinbaren, und dass es wichtig ist, ein starkes Unterstützungsnetzwerk zu haben. Takeaways Die Vereinbarkeit von Kind und Karriere im Sales ist möglich, erfordert jedoch eine gute Organisation und offene Kommunikation mit dem Arbeitgeber und dem Team. Familienfreundliche Arbeitgeber, die flexible Arbeitszeiten und Unterstützung bieten, sind entscheidend für eine erfolgreiche Vereinbarkeit von Kind und Karriere. Positiver Egoismus ist wichtig, um die eigenen Bedürfnisse und Ziele nicht aus den Augen zu verlieren und eine gesunde Work-Life-Balance zu erreichen. Das Women in Sales Network bietet eine wertvolle Unterstützung und Austauschmöglichkeiten für Frauen im Sales-Bereich. Im Sales gibt es immer wieder lustige und unerwartete Geschichten, die den Arbeitsalltag bereichern. Es ist möglich, Kind und Karriere im Sales zu vereinbaren. Ein starkes Unterstützungsnetzwerk ist entscheidend. Das Event vom Air Artists Circus in Berlin bietet eine spannende Agenda. Adriana López ist offen für Fragen und Austausch über LinkedIn. Chapters 00:00 Vorstellung und Thema der Folge 01:22 Vereinbarkeit von Kind und Karriere im Sales 03:00 Erfahrungen im Sales und bei Lieferando 05:29 Herausforderungen und Sorgen als Mutter im Sales 09:02 Erreichen von Zielen und KPIs als Mutter im Sales 11:47 Familienfreundlichkeit bei Lieferando 17:59 Spagat zwischen Kind und Karriere 18:26 Bedeutung von positivem Egoismus 21:12 Unterstützung durch das Women in Sales Network 22:03 Witzige Geschichten aus dem Sales 23:50 Das größte Event vom Air Artists Circus 24:36 Vereinbarkeit von Kind und Karriere im Sales 25:05 Abschluss und Ausblick -- Du möchtest als Gast in unseren Podcast? Bewirb dich jetzt! ⁠⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠ -- Präsentiert wird euch der Podcast vom ARRtist Circus - das Tomorrowland für Sales & Customer Success Teams in Europa. Verpasst nicht das Event des Jahres - Am 19.04.2024 in Berlin Alle Infos und Tickets findest du unter ⁠⁠www.ARRtist-circus.com

Summary In dieser Folge des Revenue Podcasts ist Fabio Debus zu Gast. Er erzählt von seinem Werdegang im Sales und wie er durch Risikobereitschaft und den Wunsch, das Verkaufen zu lernen, in den Sales eingestiegen ist. Fabio teilt seine Bewerbungsstrategie und wie er es geschafft hat, in verschiedenen Unternehmen Fuß zu fassen. Er spricht auch über seine Erfahrungen im Customer Success und den Unterschied zwischen Startups und US-Konzernen. Fabio gibt Einblicke in seine aktuelle Tätigkeit bei Zeotep und warum er sich für den Bereich Enterprise Sales entschieden hat. Er teilt auch seine lustigsten Geschichten aus dem Sales- und CS-Bereich und gibt Tipps für junge Berufseinsteiger. In dieser Folge geht es um den Vertrieb und die Herausforderungen, die damit einhergehen. Fabio gibt Tipps und Ratschläge für den Vertriebsalltag und betont die Bedeutung der positiven Seiten des Jobs. Diana und Fabio sind dankbar für die Möglichkeiten und Chancen, die der Vertrieb bietet. Die nächste Folge wird mit einem ehemaligen Kollegen als Gast sein, der viel über die Generation Z zu erzählen hat. Takeaways Risikobereitschaft und der Wunsch, das Verkaufen zu lernen, können den Einstieg in den Sales erleichtern. Eine gezielte Bewerbungsstrategie, wie das Ansprechen von potenziellen Arbeitgebern über LinkedIn, kann helfen, im Sales Fuß zu fassen. Erfahrungen im Customer Success können hilfreich sein, um die Bedürfnisse der Zielgruppe im Sales besser zu verstehen. Der Wechsel zwischen Startups und US-Konzernen bietet unterschiedliche Lernmöglichkeiten und Arbeitsweisen. Enterprise Sales erfordert tiefe Beziehungen zu wenigen Accounts und das Management komplexer Verkaufszyklen. Persönlicher Zugang zu Kunden und das Verständnis für ihre Hobbys und Interessen können die Beziehung stärken. Das Treffen mit anderen Sales-Profis und der Austausch von Erfahrungen kann wertvolle Lernmöglichkeiten bieten. Sales kann volatil und deprimierend sein, aber man sollte sich auf die positiven Seiten fokussieren. Im Vertrieb hat man die Möglichkeit, schnell ein Netzwerk aufzubauen und verschiedene Arten von Arbeit kennenzulernen. Dankbarkeit für die Chancen und Möglichkeiten im Vertrieb. Die nächste Folge wird mit einem Gast aus der Generation Z sein. Chapters 00:00 Vorstellung von Fabio Debus 01:02 Werdegang von Fabio Debus im Sales 03:00 Risiko eingehen und Sales lernen 04:00 Bewerbungsstrategie von Fabio Debus 05:36 Erfahrungen in Customer Success 07:11 Herausforderungen in der Kundenbetreuung 08:33 Unterschiede zwischen Startups und US-Konzernen 09:08 Wechsel zu Xiotap 14:49 Erfahrungen bei Braze und Wechsel zu Zeotep 16:18 Aktuelle Tätigkeit bei Zeotep 16:52 Vorliebe für Enterprise Sales 18:08 Unterschiede zwischen Sales und Customer Success 19:34 Persönlicher Zugang zu Kunden 21:37 Witzigste Story im Sales oder CS Bereich 23:09 Hobbys und Interessen der Kunden 24:06 Körper tauschen für einen Tag 25:18 Teilnahme am ARR TISZ Circle Treffen 25:40 Abschlussworte und Tipps von Fabio Debus 25:52 Abschlussworte und Tipps 26:49 Dankbarkeit und Glück 27:12 Vorschau auf die nächste Folge -- The revenue circus podcast is proudly brought to you by ARRtist Circus – the Tomorrowland of Sales & Customer Success Teams in Europe.

Discover the secrets to becoming a trusted advisor in this insightful episode with a real Go-to-Market Master Stefan Pravits who is an Enterprise AE for SAP. We delve into the qualities and actions necessary to earn trust, explore strategies for building strong relationships, and provide practical tips for establishing credibility. Join us as we uncover the path to becoming a trusted advisor and unlock the key to fostering meaningful connections in professional settings.--Questions?Alex:alexander@sellabl.coAlex's LinkedInStefan:Stefan's LinkedIn--00:00 - 05:35 Introduction05:35 - 07:45 What is a trusted advisor07:45 - 09:10 How to become a trusted advisor, while spending not much with prospects? 09:10 - 11:05 How to become a trusted advisor11:05 - 15:20 Leverages for the trusted advisor status15:20 - 19:02 Maintaining the trusted advisor status19:02 - 21:13 How many people in an account should recognize me as a trusted advisor? 21:13 - 26:50 Using non decision makers to influence decision makers and thrive deals26:50 - 31:50 Stefan's best practices and a story about a close31:50 - 34:35 How to succeed in a challenging market

Former Babson hockey player and current Enterprise AE with EchoStor Technologies, Jamas LaFreniere joins JR for this week's episode!JR and Jamas talk about his transition to sales and early career with Dell EMC, what to look for in your first company & job, and sales leadership.Perhaps the most important part of the conversation is the work he is doing with the Sophies Hope Foundation,  a foundation he started for his daughter who was diagnosed with a rare genetic condition. Please visit the link below to donate and help find a cure!https://sophieshopefoundation.org/16:00 Transition to Sales & The Struggles30:50 Advice for 1st Company50:35 Sophie's Hope Foundation54:40 Being a Sales Professional

Billy Lynch, former college football coach, and two-sport athlete, joins the show this week for a great conversation on why athletes find so much success in sales. After a 15-year coaching career at Rice, Indiana, and Miami Ohio, Billy transitioned to sales and is currently an Enterprise AE with Indeavor. His enthusiasm is contagious, and you'll hear it in his incredible insights on choosing the right company, approaching the job, and advice for sellers early in their careers. Billy talks about his college playing career and coaching career (1:00-16:30) Advice to young athletes preparing for their first sales role (16:30-22:00) What to look for in your first company (22:00-28:20) Mentors through his athletic and professional career (28:20-31:10) His approach to the job and setting yourself up for success (31:10-37:20) Billy's elite sales skill (37:20-40:00) Being a sales professional (40:00-41:40)

Ian Koniak is the founder of Ian Koniak Sales Coaching. He helps B2B account executives perform to their full potential by mastering their mindset, habits, and selling skills. His weekly newsletter provides ongoing sales training videos. As the former #1 Enterprise AE at Salesforce globally, Ian teaches you what works. He's sold over 100M in his career, hit quota 16 of 19 years, and broken 7 figures 3 times. Ian's coaching programs help sales professionals achieve the results they know they are capable of, while also finding joy and fulfilment outside of just their work. Our podcast goes super deep on overcoming addiction, recovery, mindset, sales, outbound research, discovery calls and closing high ticket deals. Don't forget to leave a 5 star rating on Spotify and Apple podcasts and subscribe to stay up-to-date with our latest interviews and content.Thank you internet friends.⏺️ Voics: https://www.voics.co/

Awesome conversation with JT Ibe, former college football standout with Rice and South Carolina, NFL player with the Carolina Panthers and current Enterprise AE with Strong DM.  Incredible advice on picking your first company, approach to developing new skills, how to structure your day for success and much more! JT talks about his athletic career as a college and professional football player and his favorite memory (1:04-6:45) His transition to sales and what he was looking for in his first company (6:45-19:50) Advice to young athletes who are entering the workforce after their playing career ends (19:50-31:00) Approach to developing new sales skills and perfecting them (31:00-38:30) JT's long term goals both in his sales career and in life (38:30-56:00) As always we finish with what it means to be a sales professional (56:00-57:40)

Imagine having all the success you ever dreamed of and almost losing it to a selfish pursuit of more.In today's episode, Alex Kremer sits down with Ian Koniak to discuss how to achieve success in all areas of your life. Ian shares how a simple shift in his spirituality and integrity changed his mood, identity, and happiness while completely transforming his marriage and relationships. Ian is a Former #1 Enterprise AE at Salesforce and Founder & CEO of Ian Koniak Sales coaching. He helps software Account Executives perform their best by mastering the mindset, habits, and skills needed to perform at the highest level in sales and life. He is on a mission to use his life and sales experience to help you grow professionally, spiritually, and financially. IN THIS EPISODE, YOU'LL LEARN:00:00 Introduction02:58 Ian's life and origin story 05:47 Uncover where your inner drive comes from 09:11 Affirmations: You move toward what you think and talk about most10:41 Why spirituality is the foundation of everything 12:32 How to fix a trouble area in your life15:26 The Seven areas of your life framework 18:14 What would happen if you were to die today?22:11 Ian's constant battle between his will and God's will24:56 Leadership is about learning to lead yourself first28:18 What Ian did when he almost hit rock bottom31:23 The importance of vulnerability in addiction recovery35:08 Demonstrating integrity in everyday life 37:01 How important is integrity in a relationship40:22 The key to life is knowing your values and staying true to them43:43 Why need to be part of a community 44:52 Parting thoughts LINKS AND RESOURCES MENTIONED IN THIS EPISODE:Ian's LinkedIn Ian's WebsiteIan Koniak Sales CoachingUntapyoursalespotential.comMentioned in this episode: The Arise Immersion

This week's guest is Anthony Natoli. Anthony is currently an Enterprise AE at Lattice, as well as the Co-Founder of The Revenue Lab with Tom Alaimo, which is a paid private community for revenue professionals looking to prioritize their mental health and wellness. They provide sales consulting & training to a select number of teams and companies. This is Anthony's 2nd appearance on the show, his first appearance was during Episode 78 of the show, which is the most listened to episode from the 120+ episodes I've recorded. In this week's episode, we discussed: Get Clear On Your Intentions Aligning On Your Daily Habits Tackle “The Thing” That Is Always On Your Brain Admitting When You Need Help Getting To The Other Side Of Tough Times Building Your Day Around Daily Habits Please enjoy this week's episode with Anthony Natoli! ____________________________________________________________________________ Useful Links: The Revenue Lab - https://revenuelab.carrd.co/ Episode 78 - https://podcasts.apple.com/us/podcast/78-how-saas-sales-changed-my-life-with-anthony-natoli/id1528398541?i=1000551017195 https://open.spotify.com/episode/43L0pEnA1c9x6QBAyuNONs?si=VfHfF8cFQSu6I3j3vDqS3A I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Anthony is a strategic AE at Lattice who is a master at building pipeline and strategic outbound efforts. We dive into the abundance mindset and mental health, and how that can be the big differentiator between an average vs a top rep who consistently crushes quota.  Topics Discussed: Anthony's story from in debt and unhappy to CRUSHING life Adopting an abundance mindset to become your best The importance of mental health outside of work Mapping out accounts / discovery prep Strategic outbound via LinkedIn Connect with Anthony  https://www.linkedin.com/in/anthony-natoli/ Connect with David Website:https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/

Summary Jason Walker is described by his colleagues as a "Down to Earth Seller". He describes himself on LinkedIN as The Conscious Seller and an LMS Whisperer. He showed me how he is all these things and more in our conversation. So much of sales is making people feel that they have someone that cares about them and Jason goes even farther with an approach that says - his client's deserve someone that cares about their problems. His approach to sales is framed by his personal life and he translates that into what he does every day. This conversation we chat about how he uses experiences in his personal life to inform his sales approach, how he connects with people that may not always want to open up, and what he does to frame problems in a relatable way. Stay to the end and you'll meet Jason's family through a funny family picture that may or may not involve multiple middle fingers. Down to earth through and through! Key Moments: 03:33 - We're all human and want to be treated the same way. Framing and solving problems in a clear way. (Jason's only job) 8:59 - How Jason's experiences have lead him here and what characteristics have really informed how successful he is in sales. Jason's personal story of how he understands people. 15:12 - A fun line Jason uses to break the ice on calls 17:51 - When people don't connect with Jason what he does. Overwhelming with value so they can trust him a little. 20:00 - Jason's line about how he frames problems using a CD example 35:10 - Something that is so totally Jason. Connect with Jason https://www.linkedin.com/in/jason-walker1/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is the full interview with Josh. Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 6 of Josh's interview. Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/ Episode segments

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 4 of 6 of Josh's interview. Stay tuned for Part 5 - 6! Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 5 of 6 of Josh's interview. Stay tuned for Part 6! Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 3 of 6 of Josh's interview. Stay tuned for Part 4 - 6! Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 2 of 6 of Josh's interview. Stay tuned for Part 3 - 6! Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Our host Bryan Whittington is joined by Josh Wagner, Enterprise Account Executive at Shift Paradigm to talk about his journey into sales and his expertise as an Enterprise AE. This is part 1 of 6 of Josh's interview. Stay tuned for Part 2 - 6! Connect with Josh: https://www.linkedin.com/in/joshwagneraz/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/

Hot damn - we made it to episode 300! To commemorate the event, Tom brings on a few friends to the podcast: Ryan Warner is Tom's podcast co-creator 5 years ago and is an Enterprise AE at F5 Networks Tanner Warner is Tom's roommate and an AE at Nexum Lake Watters is the producer of the Millennial Sales Podcast We're here to talk shop, talk shit and have fun for an hour to celebrate this milestone. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Hot damn - we made it to episode 300! To commemorate the event, Tom brings on a few friends to the podcast: Ryan Warner is Tom's podcast co-creator 5 years ago and is an Enterprise AE at F5 Networks Tanner Warner is Tom's roommate and an AE at Nexum Lake Watters is the producer of the Millennial Sales Podcast We're here to talk shop, talk shit and have fun for an hour to celebrate this milestone. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Nick sits down with Nate Nasralla, Founder of Fluint to discuss how Enterprise AE's are actually closing deals with the ever growing buying committees. Nate quickly dives into how to stop losing deals when you're not in the room, camouflaging content as internal memo's, the art of enabling buyer's in complex deals, and more. Every Enterprise seller NEEDS to listen to this!!!Connect with Nate NasrallaLinkedInWebsiteSales Hacker articleIn this episode, we cover:How to stop losing deals when you're not in the room (0:26)What's buyer's journey 3.0? (2:38)How design the message to enable the buyer (10:06)Camouflaging content as internal memos (16:54)The art of enabling your champion (23:39)How Nate develops Enterprise functions for sales (30:56)Nate's Power Hour (36:52)Nate's questions for Nick (40:17)Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithVisit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.

Rachel Gasparini is an Enterprise Account Executive at LaunchDarkly, Sales Instructor at Sales Impact Academy and Sales Mentor/Speaker at SV Academy. Before that, she rose through the ranks at Optimizely. In this conversation, we discuss: How Rachel got into sales through SV Academy The visualization techniques she used to demolish her 2021 quota How she upleveled her career from BDR to AE to Enterprise AE in only a few years How she continues to stay hungry for the next level of success And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Rachel Gasparini is an Enterprise Account Executive at LaunchDarkly, Sales Instructor at Sales Impact Academy and Sales Mentor/Speaker at SV Academy. Before that, she rose through the ranks at Optimizely. In this conversation, we discuss: How Rachel got into sales through SV Academy The visualization techniques she used to demolish her 2021 quota How she upleveled her career from BDR to AE to Enterprise AE in only a few years How she continues to stay hungry for the next level of success And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

We have a few special bonus episodes for you while we get ready to launch Season 2: Seller's Journey! This week, we're sharing a masterclass on How to Win More Deals with Mutual Action Plans. Our panel includes expert sales trainers Skip Miller & Alice Heiman, plus Figma's top Enterprise rep, Aaron Cramer. We talked about why every sales team should be using mutual action plans for their deals, and shared tips for how to get started. Meet the Experts: Alice Heiman, Founder & Chief Sales Energizer Starting her own company in 1997, Alice is nationally known for working with B2B companies that have exceptional growth potential to elevate their sales and increase their valuation. Skip Miller, Expert Sales Trainer & Founder of M3 Learning As President of M3 Learning, Skip has provided training to hundreds of companies in over 35 countries. He created M3 Learning to “make a salesperson better on each individual call.” Aaron Cramer, Enterprise AE at Figma As a founding member of the Figma sales team, Aaron has spent the last 3 years partnering with mid-market and enterprise customers to help them find value and be successful.

AJ Giaccia is an Enterprise Account Executive at Tines, a security automation platform company. Prior to that, he has been in Enterprise sales at Tray.io, Retain.ai, Hustle and began his career at KPMG in Accounting. He played football at Oberlin college and coached football for several years during his sales career. In this conversation, we discuss: AJ's transition from accounting to sales early in his career The power that football had in developing his character How mentorship has played a role in his career AJ's daily routine for sales success and discipline And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

AJ Giaccia is an Enterprise Account Executive at Tines, a security automation platform company. Prior to that, he has been in Enterprise sales at Tray.io, Retain.ai, Hustle and began his career at KPMG in Accounting. He played football at Oberlin college and coached football for several years during his sales career. In this conversation, we discuss: AJ's transition from accounting to sales early in his career The power that football had in developing his character How mentorship has played a role in his career AJ's daily routine for sales success and discipline And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Imagine clawing your way back from a career rock-bottom to being #1 Enterprise AE at SalesForce in on year, closing $6 million solo. Or tripling your income in five years but still being in the kitchen with your young family by 6pm every night? Not possible, right? This episode's guest Ian Koniak has done both of these things, and he shares his best anti-hustle hacks with Luigi. Follow the path he took to transform both his sales performance, and his life. LINKS

Wow-what an incredible Episode!Ian Koniak is the #1 LinkedIn Sales by Sales Success Media and was the former #1 Enterprise Account Executive at Salesforce.  He is the founder of Ian Koniak Sales Coaching. Ian and I met at the Sales Success Summit in Austin, TX last year. Shout out to @Scott Ingram for connecting us together!What I appreciate about Ian is his vulnerability and how all of us can see ourselves in his sharing. These are some of his impressive accomplishments.These were my top ten takeaways from Ian Koniak 1. Schedule into your calendar Self Care 2. The 3 biggest drivers of Happiness is Connection, having a close network of friends and family, being a contribution to the world, and growth.  3. Being in alignment with your values and beliefs and what actions you are taking to reach those goals 4. Working on closing the Integrity Gap 5. How to get into fFow state consistently every day 6. Caring about your client by conducting solid discovery and making it about them not you 7. Work-life Integration not balance 8. Bringing your full self to work being the same person on the weekdays as the weekdays 9. Being Relatedable 10. Overcoming addiction  Taken from his profile.  As a Strategic Account Director ○ 2021 - I managed several of Salesforce's largest Enterprise accounts, setting strategy and quarterbacking sales efforts for a 20M ARR territory across our entire portfolio. Retired from tech sales in September 2021 to run my coaching business full time. 2020 - 110% of ACV Quota, 2.1M ACV. I was the only AE selected to lead training for Salesforce National Enterprise Kickoff ("Starting the Year Strong"), Salesforce West Enterprise Kickoff ("Stories that Sell"), and National Webinar ("Impactful Executive Conversations"). Keynote speaker at D2D Con and Abundant Sales Conferences. Appeared on 12 leading Sales & Business podcasts in 2020. Achievers Club Winner.2019 - 181% of multi-year quota, 102% of ACV quota, 1.9M ACV. Guest speaker at Salesforce Enterprise Kickoff, Salesforce West Kickoff, and ran training for 2 Salesforce national webinars. Appeared on 6 leading sales and business podcasts. Achievers Club winner2018 - 410% of multi-year quota, 231% of ACV quota, 4.2M ACV. Top 5 national performer for Enterprise-Select division, Peak Performers Club winner 2017 - 479% of multi-year quota, 367% of ACV quota, 5.7M in total ACV. Chairman's Club winner and "AE of the Year" for Enterprise Select. Finished #1 globally for Enterprise-Select division. 2016 - 108% of multi-year quota, 166% of Marketing Cloud quota, 95% of ACV quota, 1.3M ACV2014 - 106% of multi-year quota while growing "new logo" territory AOV by 300%, 1.3M ACV2013 - 249% of multi-year quota, 107% of ACV quota including 1.1 million in new logos. Rookie of the Year.Subscribe to his YouTube Channelhttps://www.youtube.com/c/IanKoniakIf you would like to connect with him on LinkedInhttps://www.linkedin.com/in/iankoniak/

Wow-what an incredible Episode!Ian Koniak is the #1 LinkedIn Sales by Sales Success Media and was the former #1 Enterprise Account Executive at Salesforce.  He is the founder of Ian Koniak Sales Coaching. Ian and I met at the Sales Success Summit in Austin, TX last year. Shout out to @Scott Ingram for connecting us together!What I appreciate about Ian is his vulnerability and how all of us can see ourselves in his sharing. These are some of his impressive accomplishments.These were my top ten takeaways from Ian Koniak 1. Schedule into your calendar Self Care 2. The 3 biggest drivers of Happiness is Connection, having a close network of friends and family, being a contribution to the world, and growth.  3. Being in alignment with your values and beliefs and what actions you are taking to reach those goals 4. Working on closing the Integrity Gap 5. How to get into fFow state consistently every day 6. Caring about your client by conducting solid discovery and making it about them not you 7. Work-life Integration not balance 8. Bringing your full self to work being the same person on the weekdays as the weekdays 9. Being Relatedable 10. Overcoming addiction  Taken from his profile.  As a Strategic Account Director ○ 2021 - I managed several of Salesforce's largest Enterprise accounts, setting strategy and quarterbacking sales efforts for a 20M ARR territory across our entire portfolio. Retired from tech sales in September 2021 to run my coaching business full time. 2020 - 110% of ACV Quota, 2.1M ACV. I was the only AE selected to lead training for Salesforce National Enterprise Kickoff ("Starting the Year Strong"), Salesforce West Enterprise Kickoff ("Stories that Sell"), and National Webinar ("Impactful Executive Conversations"). Keynote speaker at D2D Con and Abundant Sales Conferences. Appeared on 12 leading Sales & Business podcasts in 2020. Achievers Club Winner.2019 - 181% of multi-year quota, 102% of ACV quota, 1.9M ACV. Guest speaker at Salesforce Enterprise Kickoff, Salesforce West Kickoff, and ran training for 2 Salesforce national webinars. Appeared on 6 leading sales and business podcasts. Achievers Club winner2018 - 410% of multi-year quota, 231% of ACV quota, 4.2M ACV. Top 5 national performer for Enterprise-Select division, Peak Performers Club winner 2017 - 479% of multi-year quota, 367% of ACV quota, 5.7M in total ACV. Chairman's Club winner and "AE of the Year" for Enterprise Select. Finished #1 globally for Enterprise-Select division. 2016 - 108% of multi-year quota, 166% of Marketing Cloud quota, 95% of ACV quota, 1.3M ACV2014 - 106% of multi-year quota while growing "new logo" territory AOV by 300%, 1.3M ACV2013 - 249% of multi-year quota, 107% of ACV quota including 1.1 million in new logos. Rookie of the Year.Subscribe to his YouTube Channelhttps://www.youtube.com/c/IanKoniakIf you would like to connect with him on LinkedInhttps://www.linkedin.com/in/iankoniak/

Episode #4 of Liv Louder is OUT! After being in hot pursuit of this girl for over a year, I finally got Krystal to sit down and chat with me on the podcast.  Krystal is an Enterprise AE at Lessonly and a good friend. I was lucky enough to meet Krystal 3 years ago in Cleveland and we instantly clicked.  She has been moving and shaking her way through the insuretech space and now is taking on a new challenge to promote insurance training at Lessonly.   Krystal has this amazing energy about her that you will feel the moment you hear her speak.  She has made risky moves in her career always willing to take that leap.  She is a single mom to a gorgeous boy.  She is a strong believer in self-advocacy, but also doing what she can to support and encourage other moms and all women across the industry.   I have a massive appreciate for who Krystal is, the love she gives and how she's continuing to push the insurance industry forward.  I know she will make you smile and inspire you to liv louder.   Connect with Krystal: https://www.linkedin.com/in/krystalbonillas/ Learn more about Lessonly: https://www.lessonly.com/features/?link=learn-more   

Sam Lastovich is an Enterprise Account Executive at Brandcast. In this conversation, we talk about his prospecting strategies, how he networks and sells himself internally and why buying a record player was one of his favorite COVID purchases. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Sam Lastovich is an Enterprise Account Executive at Brandcast. In this conversation, we talk about his prospecting strategies, how he networks and sells himself internally and why buying a record player was one of his favorite COVID purchases. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Katie Thomas is an Enterprise Account Executive at Salesforce. In this episode, Katie and I discuss how to trust yourself, her journey into sales and how Salesforce helps her to become the best version of herself as a seller and person. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Katie Thomas is an Enterprise Account Executive at Salesforce. In this episode, Katie and I discuss how to trust yourself, her journey into sales and how Salesforce helps her to become the best version of herself as a seller and person. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

You want your sales team to have strategic conversations with senior decision-makers. Some sales managers allow newly onboarded SDRs to find their feet, learn the ropes…and when they are deemed ready…shift them up a gear and ask them to hunt at Enterprise level.  But I've seen businesses hire fresh graduates and/or SDRs who have very basic sales experience They give them a list and ask them to reach out to the C-Suite and hold a business-centric conversation with them.  Is that fair? Are they ready? The SDR or AE has been given product training and some sales training …but is that enough ? Not really. So today, I have invited an Enterprise AE who's on the frontline to share with you what actually works for him ….because this guy, Nick Cegelski is entrusted by his sales leaders to bring in Enterprise business ...a lot of Enterprise business. Nick and I are going to give you a framework to help your SDRs get up to speed so that they can get themselves ready to hold confident, credible conversations with senior decision-makers. Cool? Great! Check out the episode right now!

Now more than ever, salespeople need to be focused on leveling UP! Terms like "Flow State", "Peak Performance" and "Mindfulness" should all be very familiar to every sales pro across the world right now. That's why Episode 61 is right on time. Ali Mujeeb, Enterprise AE at Appian, podcast host, content creator and amazing human joins me to talk about his journey in sales. I hope you enjoy our conversation on everything from:

Guest: Daniel Dackombe - Head of Sales, EMEA & LATAM @Mixpanel (Formerly @LinkedIn) Guest Background: Dan is the Head of Sales, EMEA & LATAM @Mixpanel (Series B, $865M Valuation, $77M Raised), where is leading Mixpanel's rapid expansion into EMEA & LATAM markets.  Prior to Mixpanel, Dan was at LinkedIn as Global Sales Director - Search & Staffing focused on growth and strategy of the Search and Staffing vertical globally. Prior to this, during his 8 years at LinkedIn, Dan built, managed, and led the Search & Staffing vertical expansion throughout EMEA from scratch to a 9-digit ARR business w/ over 150 employees. Guest Links: LinkedIn Episode Summary: In this episode, we cover: - The EMEA B2B SaaS Playbook: Market Selection, GTM Considerations - Compete AND Compliment- The New Fragmented Market Reality for Sales - Hiring Profile Tips - Sales Reps & Sales Managers - Global vs. Regional Leadership - Influence, Focus, Consistency vs. Flexibility Full Interview Transcript: Naber:  Hello friends around the world. My name is Brandon Naber. Welcome to The Naberhood, where we have switched on, fun discussions with some of the most brilliant, successful, experienced, talented and highly skilled Sales and Marketing minds on the planet, from the world's fastest-growing companies. Enjoy! Naber:  Hey everybody. Today we have Dan Dackombe on the show. Dan is the Head of Sales, EMEA & LATAM @Mixpanel (Series B, $865M Valuation, $77M Raised), where is leading Mixpanel's rapid expansion into EMEA & LATAM markets.  Prior to Mixpanel, Dan was at LinkedIn as Global Sales Director - Search & Staffing focused on growth and strategy of the Search and Staffing vertical globally. Prior to this, during his 8 years at LinkedIn, Dan built, managed, and led the Search & Staffing vertical expansion throughout EMEA from scratch to a 9-digit ARR business w/ over 150 employees. Here we go. Naber:  Double D, Dan Dackombe. Awesome to have you on the show. How are you this morning? Daniel Dackombe:         I'm well. I'm well. Thanks, Brandon. Naber:  You've got your go-to tee shirt on. You're ready to rock in the morning and had your cup o'tea. I'm loving it. Hey, what I think we'll do in our chat, go through some personal stuff first, and talk a little bit about you growing up. What Dan Dan was as a kid. And we'll go through some of the decisions you made as a kid, and what you were like. And then ultimately, go through the bulk of where we'll spend our time, which is professional stuff. Sound okay? Daniel Dackombe:         Sounds great. Naber:  Awesome. All right, let's start with Dan Dackombe as a kid. So Crawley, England, I could have said that horribly, with the American accent. Totally understand that. However, Crawley, England, believe you grew up there. What were you, what was Dan Dackombe like, as a kid? What were you interested in? And what were some of your hobbies and things that you were doing when you were younger? Daniel Dackombe:         Oh, man. Yeah. So, I'm the oldest of three. Two younger brothers. Yeah, my parents divorced when I was about 12, and they both started another family each. So there are five brothers all in all basically. Which is, which is pretty cool. So I'm the oldest of five really. I was, I was pretty intense. My Dad was a rugby guy, so I played a lot of rugby growing up. So yeah, I'm not great at the kind of default, what's your favourite football team? I kind of have to take a bit of a back step in terms of my credibility around anything regarding football, more of a rugby guy growing up. I boxed through it while I really enjoyed that for a few years. But yeah, I was a pretty social guy, pretty social kid. I was, I was always...and this is quite an interesting dynamic actually because I've thought about a lot of these ideas. I was always the worst kid, in the top class. Okay, and so what that basically meant...And that has kind of scarred me and blessed me. Take sports. I remember being on again, my son's 14, so this is really like...I remember being 14, 15 in the cross country race. So you imagine a freezing cold, February morning in the UK, frost on the ground, and there being a big line of in my mind, giant 15-year-olds. And there'd be like, me, and I always got smashed. So I'd always be like, maybe not last in the top group, but I definitely went the champion jog. And so I was always frustrated that I'd worked hard enough to get to the top group, but I was never kind of capable in that sense. And likewise, academically, I always found I did pretty well at school. I wasn't the most gifted, but I was always in top sets, but I wasn't one of these people that were crazy naturally gifted. I had to revise really hard. And so, I think a lot of that translates to both, I think what helps set me up for future success, but probably also like, it has caused a lot of the scarring and imposter syndrome that we all kind of face. Maybe it'd be different if I was in the one class down and like, the top kid there. Yeah, it was great. I was, I enjoyed growing up with where I lived, had a whole bunch of friends I'm still in touch with. Probably half a dozen of them. You don't see someone for a year, two years, three years, and then you catch up in a bar or pub and telling the same mom jokes, or talking about the time that someone did something stupid. And you know what man, we just been repeating these stories for like 30 years. It's nice to maintain those types of relationships. Naber:  Oh, that's great. That's good, that's a really good start. You got me smiling a lot over here. It's great. And you always do. Okay, so, two more questions. What was the first thing you did to make money? Daniel Dackombe:         Yeah, I mean I've always had a pretty good work ethic. And so I worked from a pretty young, I mean I did like, standard, paper rounds at a young age, gardening work. My first actual employment I worked, cleaning the cars on the four court, on early, early Saturday mornings. So that when people are out looking at new vehicles, they can go in and again the cars don't look like they're covered in crap. But this was a show that was right in the middle of an industrial estate, right next to this great big dual carriageway. So I used to come into work every Saturday when these cars were like rotten. I was like, I gotta clean every single one of these calls again. It used to kill me. I just think maybe like, I don't understand how they get so written off. So I did that probably 14 or so. But yeah, I spent a lot of time, doing construction jobs. My Dad was a construction guy, ran his own companies. I mean, you wouldn't do it now. I mean, I would probably be, yeah, my first salaried wage. I could have been maybe 15, maybe 16, and you'd be working in a building site in central London. He'd like dropped me off. I mean he dropped me deep in. And so talking about learning confidence. And building relationships with like, grown men who are kind of in the construction stage, and I'm like 16. And my dad was the boss and no one knew this. So basically, I was the boss's son. He would drop me off, and at the end of the week. I'd meet him in the pub, as you do when you're 16. And everyone would be like, Oh man, you know...I'm like, that's my dad and all of these guys be like, oh man, we've been bossing this kid around for a week, and this is the boss's son. I, I've got a whole bunch of stories I can probably tell you in the pub about my time doing that sort of thing. But yeah. So I've done some different jobs and worked from a pretty young age. Naber:  The things that folks have done when they were younger that they don't think are that fascinating, or just normal, are fascinating to a lot of other people. So you're saying that you worked for your dad's construction company, you just got dropped off and then picked up. That sounds a crazy, interesting scenario for many people that didn't have that as their normal day to day as they're growing up. So maybe it doesn't come to mind, for you or for the folks that are talking on this on our show a lot, but it's really fascinating. That's really cool. It probably, I mean it forms and shapes you. Daniel Dackombe:         Totally, I mean I've got a really vivid image in my mind. Bearing in mind this would probably be early to mid-nineties. So it wasn't quite deep in the eighties, but there was still that 80s hangover of music, what people wore. And so the work that we did was a lot of, like, data centres and dealing floors. And so basically just as the trading community began to really digitize their business, and they used to have big data centres basically, that's what my dad did. He built out trading floors and data centres. So all of my work would be in the city. Okay, so you'd be all of these companies that had been doubling down on technology. And so I remember being in a bar in the city and there was like, two divides. I mean on one half of the bar you had all of these construction dudes, and on the other half, you just have all these traders. You know, handmade suits. And it was really interesting for me too because it was like, hey I'm here, but it baked this aspirational, I want to be on the other side of the bar, and I want to be with the traders crowd. Those are the guys that are drinking bottles of champagne, and you know all of the builder guys were pretty dismissive about them. And I kind of was looking at them in a fairly, sort of aspirational way. Like yeah, at some point I'm going to be, I'm going to be that guy on the other side of the bar. Naber:  I love that. Cool. That obviously shaped your mentality for a long time. Great Story. All right. So, you're making decisions about where to, about where to go to school. You head over to University of Surrey, in Guildford. Explain, why you went to University of Surrey, and then we'll hop through some of your first professional, gigs and up through, up through TotalJobs to LinkedIn. Daniel Dackombe:         Yeah, sure. I mean, I loved history and I loved...The A levels that I did, so I did English, I did history, and I did an early, what was called then, a media studies course. And in that media studies course, we studied a product and a principle called the information superhighway. Okay. And that was the first name of the Internet. So basically, I remember writing essays and stories and dissertations on potential outcomes and the impact that this would have in terms of like, they were really around personalization. I mean basically what we wrote about then, in terms of IoT and personalized content, seems so abstract because we didn't understand the hardware and the kind of infrastructure requirements, and that felt too advanced. If you can let go of the how you're going to make it happen, and kind of focus on the what, it becomes quite inspirational. So, so I did that. So I applied for two types of colleges. My number one choice was, nautical archaeology in North Wales. Okay. So my life could have been very different. Then the other piece, so the Surrey course was a BSc in media production and business. And so it was all in documentary making, filmmaking, radio shows, graphic design, web design and business around that. So a lot of my pals from college went on to do some sort of media production based job. And I, yeah, I mean, I loved it. It was great. It's a great course. It was really practical. I didn't really apply myself I think as well as I could've done. I think I did the classic, straight from high school, did A levels that were pretty intense. Then straight from there went to college, and at that point, I was just like, I wasn't there with a purpose apart from kind of having fun really. Yeah. It was a, it was a great course. Made some great friends there. Still in touch with those guys. And yeah, really, really enjoyed my time there, but it was mainly focused around media production and business. Naber:  Nice one. Awesome. All right, so you're leaving Surrey, you're getting into your first gig out of school. Walk us through the first few gigs you had a school and take us up through the end of TotalJobs, and then we'll talk about your jump into LinkedIn. Because we'll spend the bulk of our time in LinkedIn and Mixpanel and talking about a few of your superpowers and going through some mindset and method on some of the things that I know that, one, you're really passionate about, and two, that you're really good at. Daniel Dackombe:         Yeah. So, I mean, I didn't know exactly what I wanted to do when I left college. The career track if you want to kind of continue some type of media production based job is that effectively you leave college and try to effectively get an apprenticeship or an internship. And I just was too impatient for that. And to be frank, I needed the money. And I couldn't wait around, in terms of what I wanted to do in my life, and where I wanted to go. And so, I struggled. The idea of kind of like, dragging myself up into central London, to work for some sort of media production - pre or post-production business - for almost minimal wage with a view that at the end of a period of time they may or may not offer you a job. I was like, man, I don't know if I've kind of got that in me. And so I'll paint for you because it gives you a nice snapshot of the times. So I was in a pub smoking cigarettes. Back in the days when I used to smoke cigarettes and back in the days when you could smoke in a pub. I'm reading the Guardian, which is a pretty left-wing paper, back in the days when I was fairly left-wing. And it had hundreds of pages of job adverts, and this is pre job board, so the technology of job-seeking was sitting in a pub looking at a newspaper, which kind of suited me quite well. And there was an advert in the back of this newspaper saying, are you a graduate? Do you earn 30,000 pounds a year? I was like, yeah, that's an easy take on those two. Circle. I'll go and grab another beer. And basically dragged myself up to London for an interview. I had a phone interview, go invited it up for a second interview, and walked into this place that was basically a massive contract publishing business. And they had like two hundred people, on this huge Salesfloor. There was a huge amount of energy. There's a huge amount of fun going on. I used to get paid weekly in cash, which was hilarious. It was just a real boiler room basically. And basically the end of that first year, I was the number one Salesperson. I'd paid off my student loans, I'd bought a car, and I'd bought my first flat in my first year. And so basically, I used to get paid weekly in cash. I was living on my Dad's sofa at the time because I came out of college and I was like, I needed to get into London. My Dad worked in London. And I was like man, I'll just bunk up with you for some time. And that was it. The Sales bug, you're hit man as soon as you start moving into that world. So I did that for a couple of years, beginning of the .com boom. Headhunted for an Inside Sales role. Went over, joined that company, and that company went on and was rebranded to coming from Stepstone. And I stayed there for a number of years, moved into my first leadership role, managed a pretty big team there. So I moved on to managing probably 18 people. And then literally the DOTCOM bubble burst, share price completely tanked, we had to fire half the people. I kind of walked away from there being completely disillusioned with management and leadership because I just personally found it so hard. I left there, pretty bruised, to be honest, I'd kind of gone through a pretty tough time prior to me leaving there. Had burn out periods, took a couple of months off. And in many ways that's actually one the best things that happened to me because that has really helped me sort of, mediate and moderate my own thinking around work. Mental health in the workplace is another topic that I'd love to talk about. But maybe that's another, another topic for another time. Went over to TotalJobs, which was basically the digital division of RBI, a large publishing business owned by Reed Elsevier, a global FTSE business, Anglo-dutch company. Went to their digital division. Started off as a Field Sales guy. I'd spent, up to that point, I'd been an Inside Sales guy and Inside Sales Manager. Managed a team, then managed two teams, managed the channel team and the advertising agency and RPO team. So moved up the ranks there every period of time, had great fun. They're highly, highly competitive. Highly in the UK. So kind of learned a lot around just operating as effectively as you could against the backdrop of peak competition. And then really the big change for me at that point, I was then headhunted again by LinkedIn to basically be their first EMEA Enterprise Sales Manager. So I was responsible for and launched the UK business. And there's, there's a whole other chapter to follow on after that, I guess. Naber:  Excellent. So that's your jump into LinkedIn, first role at LinkedIn. So, let's pause there for a minute. You were at TotalJobs for eight years. I mean that's a long, long time. What were one or two things that were the biggest things that you learned that you took with you throughout your career from TotalJobs? And then we'll hop into your roles at LinkedIn and I've got some specific questions around your superpowers there. Daniel Dackombe:         Yeah, so I think, key lessons learned, there were one, around the importance of short term execution. This was a business that would operate with pretty strict deadlines. And so as opposed to the kind of annual quota philosophy, there was almost a monthly execution. And I think that created a good sense of kind of both urgency, and then how do you kind of manage a team to kind of operate so that there's like, twelve billings periods as opposed to one or even four. And so I would say that was definitely one of one of the key pieces. And then, actually the back end of my time there, the global credit crunch had really just started. And so actually it was a really, the year before I left, it was actually really quite tough. And basically we got to the point whereby if a bunch of headcount we'd removed from the business. And we were down to right, this is the skeleton crew that we need to run. But if we don't hit the following financial milestones, further cuts will need to be made. And I was quite transparent about that with my teams. I was like, look, this is where we are with it. And so I guess out of that adversity came a belief around the importance of honesty, transparency, authenticity, and then how the team then galvanized. And basically, you would get to a point whereby at the end of every month or the end of every quarter people were working for each other, working for a particular cause. And I come on to this, but I've always believed people work better for a cause than the company. And that cause for us at that time was like, we don't want to lose anyone from our team. And so, those were, I would say, the urgency of the billing, but then also the importance of galvanizing a team around a particular mission. Even if at that point that mission was pretty negative. But it still showed me the importance of relationships, and how to lead through adversity. And those, I would say probably the two things that really stand out. Naber:  That's great. Okay. So you jumped into LinkedIn, you're headhunted into LinkedIn. You've talked about what you're responsible for in your first role, so jump through maybe in two minutes, the responsibilities you had in that first role again, and then through your jump from Mixpanel and just run us through what you're doing at LinkedIn and what you're responsible for. And then we can jump into a couple of topics. Daniel Dackombe:         Yeah, sure. Okay. So, I mean, there were 30 people in the UK, probably no even many, 20 people in the UK. Maybe 50 people, not even 50 people in Dublin. There's now what, 3000 people in Dublin? So, one of the early guys. I spent my first six months literally interviewing, I think I did 133 face to face interviews in my first year at LinkedIn. Literally, I was just focused on building just building the best team I possibly could. And so we built a team of, 18 Enterprise AE's. And we covered the UK market at that point because we had no other Sales functions outside of the UK covering EMEA. My guys would also cover particular geographical territories. So I remember at one point, you had people covering like, all of public sector UK and the Middle East. You look at LinkedIn now, and you look at how many people are employed in those two sectors, I mean, it's hundreds. So, it's that greenfield opportunity, which in itself brings a number of challenges around prioritization. And so yeah, my first year was building up Enterprise AE team, and then help to launch a number of different offices. I helped hire the guys that and onboarded the guys in Sweden who ran our Nordic office. We opened the Paris office and helped with the training and support in getting that office up and running. The UK RM business was launched that point as well. And so, the business really started to kind of build, and grow, and scale-out. So my first year was around hiring, building, specifically focused around the Enterprise AE space. Moving into the second year, I then managed Senior Enterprise AE's. And so there was, those were guys that...we had different gradients of Enterprise AE's. And then also managed our first kind of efforts in regards to channel and partnership program, in terms of both re-sellers and lead referral program. That was, that was really interesting to see that, and there's a whole bunch of challenges around that. By then, started to diversify the Sales team to be focused on different verticals. And that kind of moves us into my third year at LinkedIn had the opportunity to put together a business case for a specific vertical and then spend the next four years building that business up in EMEA. And built that essentially from scratch to over 200 people, 163 million ARR, 12-13,000 customers, 33% growth year on year. Even bigger than that obviously, in the first few years. And then that took me to my last role at LinkedIn, which was effectively a global overlay role for that entire vertical. A fantastic opportunity. But those are, I guess, the the main broad chapters of my time at LinkedIn. Naber:  When you were at LinkedIn, and now at Mixpanel you've built out a playbook for building an EMEA-wide B2B SasS go-to-market strategy and plan. And you've done this over the years, you've iterated on it, and then you've obviously you added on the global remit you had at your later stage of being at LinkedIn. Let's talk about that playbook for building an EMEA-wide B2B SaaS go to market strategy and plan. So, I'd love to hear a couple of different pieces of it for the audience so they can hear how you think about it. So a couple of pieces being building strategy, selecting markets and when to start to expand into them, building product and enhancements to product, and then ultimately team and building out the structure and timing of your team - physical geography as well as hiring, managing them. So let's go through building strategy. So if you're thinking about building an EMEA-wide B2B SaaS go-to-market strategy, how do you think about building out the strategy and building out the market selection that you're going to then go execute on? Daniel Dackombe:         Yeah, so I think I would start off by thinking around, it's a case of having, you start off from directional confidence. And I think, at this early stage, getting to a point where you are 80% comfortable and confident in the decisions that you're making, is really how you need to operate. And so some people say, oh, you have to get comfortable being uncomfortable. And I think that's BS, because the nature of being uncomfortable is, it is uncomfortable. But my interpretation of that is you've got to be comfortable with being 80% confident, and it's okay to kind of...Because actually, the time it takes to get to the point of 100% confidence is actually dead time most of the time in a kind of scale-up phase, well, I guess I'm talking about both start-up and scale-up. And so in terms of that directional confidence, you look at really just triangulating a number of different data points. And those are both hard and soft data points. And so, those could be things like, do you have an existing customer base? Do you have an existing user base? Do you have an existing user base from customers who are billed outside that particular geography? So whether you're a consumer business or a B2B business, understanding where is the traction that's currently, in the product, that's currently being made. If there's an associated user base to it, what is does the user base look like? What are the growth rates geographically for each of those sectors? Have you got companies that are growing far quicker than some other sectors? The other pieces of information you'd probably overlay on top of that is looking at the existing customer base in terms of, are there any characteristics within that, in terms of company size, company type, industry? And so I guess it's a case of, really looking at all of the various different data points that you've got available to you in terms of what you understand about your products, the product-market-fit, and also the individual psyche of the marketplace that you want to sell into, and their ability to buy the products. And I think that's actually quite often overlooked, and it's quite often overlooked from a cultural perspective, certainly with North American, West Coast technology companies. And so I'll give you, I'll give you two examples of that. So number one, when we launched in EMEA if you looked at LinkedIn, one of the proxies we used for potential success was, well, how engaged is a particular geographical region in regards to LinkedIn.com? And the assumption we made on that was we'll actually if there's significant traction on LinkedIn.com we think we can sell the concept of that audience to people within a particular geography. So, for example, we had a high degree of engagement amongst members within Denmark, But actually the notion of direct sourcing and headhunting from your competitors from a cultural perspective, was something that actually locally in Denmark is like, really, that's not the case now but certainly 10 years ago, whatever, the principle of direct sourcing kind of from an ethical perspective was something that they were uncomfortable with. So unless you happen to know that, a bunch of decisions could be made in North America based around data, in terms of wow, okay we've run an algorithm based on penetration of membership, growth of online Sales agent within the product. We've identified Denmark as a top-four market EMEA. But actually, the reality of that is there are cultural blockers to that particular product that we weren't aware of. So another practical example of that as well, is you can have a customer that in principle looks they should really use the product. But actually, when you dig into the particular persona of that company, do they actually have the capabilities of using the product? And so, I find that in lots of technology companies or lots of technology that I've sold to, you can have on paper a company that looks the perfect persona that you should sell into, but actually, they've got no evidence of purchasing similar products before in the past. They've got no evidence of being a pro-technology company in terms of the investments they make. And in addition to that, from an organizational point of view, they didn't have someone internally that's the right person to use the product. So, an organizational understanding and sector understanding should be one of those data points that you kind of look at now. So you go back to my original point of like, directionally accurate. If you took the Nordic region and kind of made a series of assumptions, you're like, okay, yeah, we believe that that is a market that we want to be kind of going after. That is a core market for us. And effectively the way that I would categorize EMEA would be, what are your kind of core and emerging markets? And have a framework around how you define what your core markets are based on a bunch of data points that you triangulate to basically create an algorithm and a scoring mechanism. And then you can have a bunch of core and non-core markets. You then orientate Sales teams around those core markets with a percentage of their time focused on non-core markets that when they reach a particular tipping point, you kind of pull them into the fold and put more of a focus on them. Naber:  That's great. Thanks so much, Dan. This is a good transition and segue. As you started to think about it within your playbook, building out those teams, what's your mindset for hiring in EMEA in general? And then maybe even any regional nuances that you know that you need to go through, or process changes you need to have, or mindset shifts you need to have. Let's start with reps and then we can go to Frontline Managers. So as I'm starting to hire out my first few reps, within my Sales team. How do I think about going about doing that within my playbook? Daniel Dackombe:         Yeah, so I think one of the key things to think about is who do you need for the job that you need right now? And I think some of the mistakes that I've made before in the past is I've hired people that are the people that you would need in three years time. And so for me, I think, there's a whole bunch of challenges in selling technology now because companies have changed the way in terms of how they buy technology now. Technology purchasing has been, in many ways, it's been democratized by the employee. And so if you look at companies Slack as an example, you can have a company that's got 5,000 slack users, and they're not an official Enterprise customer of Slack. You've just got an employee base using a product. So you've got, companies now buy technology through individuals, through departments, and then at an Enterprise level. And so I guess the part of you understanding your own go to market strategy of, are you trying to go in at an Enterprise level? And is it a major infrastructure project? Or is it a rip and replace a competitor? Or is it land and expand? And so depending on your approach on how you want to go take a product to market, who your audience is, and the channel in how you want to introduce your products to that company, really depends then upon the type of persona, or personality, or experience of the person that you're looking for. So just being conscious of that I think is probably the first thing to think about. Off the back of that, you can then start to build out a whole bunch of skill sets and characteristics around what it is that you're actually looking for. I think one of the key considerations now is if you look at the backdrop against cloud computing and really the commoditization of every sector. If you look at, any business now needs to think about, okay, in three years time we will have five times more competitors. And all competing for the same budget, with the same decision-makers. And so, the very notion of that means the persona of someone that you need to be able to operate against that backdrop is really different. And so that's definitely something that I kind of think a lot about. And so the ability for people to then, be able to build relationships and network with an organization, help create consensus around how a decision is made, is key. The case of like, I'm going to try and sell to the CEO because he's the decision-maker, those days are gone. People don't buy like that anymore. Companies don't buy like that anymore. And so there's a whole different set of skills that you need from people in terms of their softer skills, their ability to market, their ability to communicate about how your product both compete and compliments their existing technology stack in the sector, is key as well. Customers, by the way, won't even know this. If you go look at, I don't know, the Sales industry as an example. Five years ago you had LinkedIn Sales Navigator and a couple of other pieces of technology maybe. When you look at that sector now, I mean there are literally dozens of players doing dozens of different jobs there. And if you look at marketing, jeez, I mean that's an even crazier marketplace. And so your ability to be able to articulate, to a customer who themselves may not fully appreciate all of these different pieces of kit, and how you can either complement, enhance what they've already bought, or actually how you can compete and say, Hey, I don't think you need these other three vendors because we can do the following things. And so that mindset and that skillset are different. So what you've got to be able to do to be able to identify...a, have an awareness of that. B, be able to work out what are the skills and the behaviours that you need to be able to do that. So there's a good book, The Sales Acceleration Formula by Mark Roberg is a great book around, scaling business. He's one of the early guys at HubSpot, and I actually think that's a really super practical book. So I definitely recommend reading that. For me, two things that stand out that I always look for - You've got grit and curiosity. And grit is to execute with passion and perseverance over time. Intellectual curiosity, someone is genuinely...I talk about this technology sector because I'm genuinely interested in trying to understand why are customers buying the products they're buying? What is it they're trying to do? And how can you help that? And then the ability to be able to articulate and communicate the reasons as to why you think your value proposition makes sense. Naber:  Awesome. So let's say I'm building out my first Frontline team. I've built out my reps, I'm hiring for the job I need now. I'm thinking about how they need to build relationships, build consensus, communicate internally around how the product competes, enhances and compliments within the market. And then I've hired against grit, curiosity, and communication. Now I need to build out my Frontline Managers. What's your mindset, some of the methods you use for hiring Frontline Managers? Daniel Dackombe:         I'm a fan of the core, strategic, and venture kind of methodology. Where you take a particular topic, and things that are core to that you assign 70% or seven out of 10, strategic is two out of 10, and venture is one of 10, 10% whatever you make to look at it. And so I think, for me, for a Frontline Manager, if you take the notion of, the science and the art of that. It's almost like, right, what are the core attributes, what are the strategic, and what are the venture? So what are the must-haves, nice- to-haves, and it would be good if but that is not as important? And so you're never gonna find somebody ticks the box on all of those things. There's always gonna be trade-offs. What are you not going to trade off on? One hasn't got or illustrates the following things, they're just simply are no. And that's across the two sectors of the science and art of management and leadership. So for me, it's having an under having a selection framework where you feel you're clear on exactly what the key skills and attributes are that you're looking for. Having an understanding or an appreciation of where you have a level of flexibility on that, and where you don't, are some of the key things. And actually taking the time to really go through that process in a pretty data-driven way, in terms of making sure is there a scoring mechanism against these things. Looking at other performers in the business who are doing really well, and how can you benchmark them against that particular person. And then also, hiring a leader for the role that you need now, and that you need in probably the next 24 months to 36 months are the key things. People talk about over hiring, and I think that's a good point, but if you overhire someone who has been a Frontline Manager, but then spent the last five years as a VP of Sales, and then you want to drop them back into a Frontline Sales Manager role because they've got lots of experience, that doesn't work out. Because actually what you need them to be able to do is to have the appetite and the energy to focus on the core nucleus functions of a Frontline Manager, which involves deep level forecasting, deal coaching. So, who do you need to do the best job right now is one of the most fundamental questions I think you need to ask yourself, separate Frontline Leaders. Naber:  Yup. Got It. Excellent. So we've covered a lot of the different pieces of the playbook than that you've built out, especially when you started at TotalJobs, built out even more expansively when you're at LinkedIn, now that you're Mixpanel. We've talked a lot about some of those pieces around building strategy, market selection, team and hiring across the different levels that you need to hire at. One more thing that I want to talk about is the difference between - and we talked about building these teams within EMEA - a lot of your mindset sounds globally applicable. However, I know that you have been in roles where you've had a global remit and managing teams that are in EMEA, both at the same time as well as consecutively. So can you talk a little bit about some of the best practices that change when you are managing a regional team in EMEA versus managing on a global remit? Daniel Dackombe:         Yeah, so I mean, I, I would say, so I would say having a clear set of expectations around what are the objectives, goals, and KPIs around the global piece of the job. And don't underestimate how difficult it is to influence and implement a global-wide initiative. And so I think, some of the things when you think about from a global basis, I think you've got to change your mindset in terms of, if you're a hands-on Frontline Manager or even regional Director, you're personally in the region, you've got a management team, you may not be on the Frontline with your reps or even front line Managers, but you've got people that are within touchable distance from you. I think when you were then thinking about, well actually if there's an international organization, you're relying on and going to be working with a whole bunch of people across different continents, different geographies, different roles. And so managing and leading through influence becomes then a completely different kind of skillset. And I think the advice I would give on that is, if you take on more than you can effectively deliver, you will fail. So say, this sounds crazy obvious, okay, we want to do three things. And people always say, pick one of them and do that really well. And then in the back of your mind, you're saying but all three of them need to be done. And so you kind of try and delegate two of them out, and whatever it may be. But I would have a clear set of expectations with whoever you're reporting into to make sure that you can identify, okay, this is the global initiative or global change that I want to put in place. And just have a far more thorough and intensive approach to that kind of either change management or implementation of that than you think you need to do. And then just when you think you're kind of there, double down on it. So really prioritizing, pick the one thing that's going to impact globally, and drive that. And then for the things that fall underneath that, you either need to be comfortable that you're going to park that for a period of time, or that you're going to allow that to be managed and interpreted in a different way across different regions. And so I think that was one of the things when you've got to a global overlay role, it's like, what are what's the systems, processes and methodologies that you want to see global consistency on. And actually, where do you want to ensure that you can encourage a more local dynamic approach. Naber:  Okay. That's a good time to talk about your jump into Mixpanel from LinkedIn. So why did you make the move to Mixpanel, and talk a little bit about what you're responsible for there. And then I've got two more topics and we'll wrap. Daniel Dackombe:         Yeah...I've got kind of like a Venn diagram answer to that question. And so effectively, the assessment process that I go through in regards to any opportunities. Number one, the first circle is like, is there a big enough macroeconomic backdrop driver that makes this product or company important enough to matter or viable enough? And if you look at the impact of industry 4.0, you look at the huge exponential growth around the app economy, you look through the digitalization that all companies are going through in terms of how their digital products are now their company. You talk to a financial institution, a major bank, their online experience for their customers is now no longer a nice to have, that is what their business is built around. So you've got these, this huge backdrop of industry 4.0, digitization, the applicant economy, consumer behaviour. It's never been easier for a consumer to switch any product. You look at how cloud computing has commoditized all industries and all sectors. There's basically this massive backdrop of opportunity around the digital economy. I've always been a big fan of, during the gold rush be the guy selling shovels, or pickaxes, or whatever. And so for me, that was a pretty big backdrop. The second piece is around, so how does the product that you're selling actually impact that major global trend? And so when I assessed Mixpanel, Mixpanel was already nine years old, 26,000 customers, 40% (four-zero) were based in EMEA and there were less than a half a dozen people in EMEA. You had companies from one person, digital-first companies in Finland, to major Enterprise companies in Turkey. And so you've got scalability of the product in terms of geography. You've got scalability of the product in terms of company size. And scalability of the company in terms of sector. And so that was the second piece for me. And then thirdly, it's around the people. And to be frank, this is more important, really, is around the people and the culture. Mixpanel has brought in a new CEO, a guy called, Amir Movafaghi. He's like, just one of the best leaders I've worked with, really inspirational. He's an ex-Twitter executive. He's was like the Mr Fix it at Twitter. He's an incredible leader to work for. And I believed in his vision of what he wanted to do to build and take the company to its next level. So those were the three criteria that I looked at in terms of assessing any opportunity. And for me, Mixpanel fits squarely in the middle of those three things. Naber:  Awesome. Okay. Just tell the audience what you're responsible for it Mixpanel, and then I've got two questions for you. Daniel Dackombe:         Yep. So, I'm basically the Director of international for EMEA and LATAM. So primary responsibility for building out the go-to-market teams in those two regions. I'm based in London, but we've just opened a new office in Barcelona, we've opened a new office in Paris, and we're opening in Amsterdam. Taking the team from when I joined at 10 people, to we've got a financial headcount plan for the end of the year, it'd be probably, 110, 115 people in EMEA alone. So 10x in the business in terms of headcount, and obviously trying to grow the revenue contribution pretty exponentially on top of that as well. So I'm at that early expansion phase. This year I've done a hundred interviews. We've now got ten AE's in the UK, four RM's. We've got 10 AE's in Barcelona, and four RM's. We've got a half dozen people across Amsterdam, and Paris. We've stood up an SDR team in Barcelona as well. We've got a whole bunch of pre- and post- technical Salespeople that we're introducing into the company. And so we're building the EMEA business from the ground up in terms of not just our Sales teams but all of the cross-functional partners that we need in place to be able to execute as well as we can. Naber:  Nice one. I love how your 10x'ing, the headcount this year. In three or four years from now, you and I are going to have a conversation about how early that sounded, and how early-stage that sounded for where you're going to be in three or four years. Okay, great. So thanks for that overview. And then the last topic I have is, let's talk about Mixpanel. What does Mixpanel do extremely well? That is a competitive asset because they're just excellent at it naturally. It's at the core of what they do. Daniel Dackombe:         Yes. I think there is an institutional belief and passion around what it is that we're trying to do and the impact that we are trying to have for our customers to help them be successful, to help them build better products, to help them operate against this backdrop of huge disruption that we see. And I think the passion and belief that runs right through this business is something that's both powerful and intoxicating, and absolutely a competitive advantage. So, belief in purpose, belief in the vision, and collective alignment around what it is that we're trying to do collectively creates a really powerful unified business. The power of the pack is the wolf, and the power of the wolf is the pack. This definitely, definitely feels like an aligned business. And that's one thing that is built by having good leaders in place, having a great vision, having a great mission, having a product team listens to customers. One of the things that we do better than any other company I've seen, this is the single best company that I've ever seen in regards to, how we truly listen to our customers and don't have this arrogant perception that we know better than what our customers want. And this is definitely a competitive advantage. Naber:  And what have you seen are some of the ways that the leaders in the business are making sure that you keep those core competencies? Daniel Dackombe:         Yeah, I mean it's kind of the notion of, to some extent it's the Jeff Wiener notion of Next Play. Whereas like, you don't allow your successes to become overly important, and you don't allow your losses to pull you down. If you think about ultimate performance is like a flat line, okay...that big spike up, the higher that spike up, the longer it takes to get back down to your optimal performance. If things go bad, and that drop falls through the ocean floor, it takes longer to get up to the optimal motion. So it's, recognize what you're doing well, be happy about it, move on. Something bad happens, learn from it. Don't do it again. Move on. And the quicker you can kind of go through that cycle - of celebration, recognition, learning, moving on, through to failing at something, learning from it, and then moving on - the quicker you can operate. Naber:  Hey everybody, thanks so much for listening. If you appreciated and enjoyed the episode, go ahead and make a comment on the post for the episode on LinkedIn. If you love The Naberhood Podcast, we'd love for you to subscribe, rate, and give us a five-star review on iTunes. Until next time - go get it.