Podcast appearances and mentions of kristie jones

Watch sales expert Kristie Jones dive deep into the mental toughness required to succeed in sales. Discover why sales is more than just skill, and how it requires resilience, mindset, and self-care.Learn how top performers protect their energy, stay motivated through rejection, and why your circle matters more than you think. Plus, actionable tips to treat your sales career like a high-performance sport.Get your copy of Kristie's book Selling Your Way In: https://kristiekjones.com/book/selling-your-way-in/Get weekly sales strategy insights. Sign up to the Secrets of Sales Growth newsletter: https://www.jameswhite.business/newsletter-sign-up/

What does it take to soar to the top 10% of sales performance, and is it worth the sacrifices involved? Discover Christy Jones's insights as we explore the nuances of achieving elite status in sales. This episode questions the conventional wisdom of relentless ambition, offering a fresh perspective on personal fulfillment and career success. We dive into the importance of honest self-reflection and understanding what truly matters to you, whether it's climbing the corporate ladder or savoring a balanced lifestyle.Even seasoned sales professionals often miss applying their prospecting prowess to their own career paths. Join us as we unravel the art of strategic career moves, highlighting how choosing the right mentor or leader can significantly impact your growth trajectory. Personal anecdotes illustrate the value of intentionality, urging you to channel your sales expertise into crafting a fulfilling career. It's about more than just landing a job; it's about finding the right fit that resonates with your strengths and career aspirations.Team dynamics and accountability play pivotal roles in shaping successful sales organizations. This episode sheds light on the balance between autonomy and accountability for sales managers, emphasizing the importance of empowering leaders to craft their teams. Discover how a structured sales process and market-focused strategies can elevate performance, especially in highly competitive environments. From nurturing raw talent to refining sales training, our conversation offers actionable insights to inspire growth, success, and intentional career development in the world of sales management.

On today's episode I interview Kristie K. Jones, a seasoned sales leader, sales enablement coach and best-selling author of "Selling Your Way In." Kristie is known for her Kristie-isms and her no nonsense approach to sales, leadership and life. She is focused on empowering sellers to not just meet their goals, but crush them. During this episode we talk about life, challenges, dreams, hopes, aspirations and more. Enjoy the listen!

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Key Takeaways:  – The Importance of Positivity in Decision-Making: Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes. Sales success often comes when you're focused on going toward something, not just getting away from something else. – The Power of Financial Transparency: Open conversations about money and commissions lead to better financial decisions. Early exposure to financial planning, like saving for retirement, gives a long-term advantage in wealth-building.  – Understanding Your Sales Superpower: Knowing yourself is key to excelling in sales. The first step is to identify your sales superpower—your unique strength that sets you apart in the sales process. Once you understand this, you can match it to the right product, industry, and role. – Self-Awareness is Crucial: True self-awareness, including recognizing strengths, weaknesses, and natural abilities, is critical in achieving success. You need to ask yourself and others about your strengths to identify your superpower, which helps guide career decisions. – Leveraging Your Secret Weapon: A secret weapon is a strategy or skill that, while not always obvious, can turn the tide in a difficult situation. It's the “ace up your sleeve” you can use when you need to close a deal, much like leveraging your unique strengths at the right moment to get results. – Leveraging Your Strengths: Focus on identifying and doubling down on what you're naturally good at, especially in negotiations and closing deals. Emphasizing your strengths allows you to excel in areas where others may struggle. – Mindset Matters: A positive mindset is crucial for success. Self-talk plays a significant role in shaping this mindset. Avoid statements like "I'm bad at sales" or "I'm not a good negotiator" and instead focus on positive actions, such as "I made a mistake, but I'm not a failure." – Challenge Negative Self-Talk: Negative self-talk is natural but can be countered. Recognizing when it's happening and replacing it with affirmations or positive phrases like "I'm the winner" helps refocus your mind and combat doubt. – Visualization for Success: Mental visualization is a powerful tool for success. Visualize achieving your goals—whether that's winning a tennis match or closing a deal. This helps your brain work towards these outcomes even when you're not actively working on them. – Proactive Career Management: Don't be reactive about your career. Be proactive, conduct research, and approach potential employers with a tailored message, showing why you're the right fit even when no job is advertised. This sets you apart from others who take a more passive approach. – Intentional Job Search: Treat your job search like a search for a life partner, not just a "job." A career should align with your long-term goals, and you should actively seek out companies and positions that match your vision. A more intentional, tailored approach is more effective than just applying everywhere. https://www.youtube.com/watch?v=laJlmjse754 Negotiation: A Key to Unlocking Opportunities Negotiation is often seen as a key skill in sales, and rightfully so. However, what if negotiation could be viewed as a superpower, a tool that could unlock countless opportunities and elevate one's sales game? In many ways, getting an appointment or making the initial connection is already a negotiation in itself. By shifting the mindset to view negotiation as a strength, it opens up a world of potential. Instead of focusing on weaknesses, one can use what they excel at to create better outcomes in sales. This mindset can be incredibly powerful, particularly in a competitive field where every advantage...

Today Skip welcomes Kristie Jones, a sales consultant for early-stage B2B SaaS startups. She tells her story about her start in corporate America and transition to self-employment. Kristie explains how her entrepreneurial background inspired her to help founders transition from founder-led selling to building robust sales processes. She and Skip discuss the importance of finding the right sales role, leveraging sales superpowers, and staying adaptable in a dynamic sales environment. Don't miss her new book, 'Selling Your Way In,' the blueprint for sales professionals to control their income and life.Find more about Kristie

How can the people around you make or break your sales career? Kristie Jones reveals the strategy of curating your inner circle to include individuals who drive both personal and professional development. The conversation shifts gears as Mark and Kristie tackle the complex world of SaaS sales. Let's dissect the proactive approach needed to target ideal client profiles, and how many salespeople are missing out on lifetime income by reacting rather than acting.  They also discuss the hurdles faced by those transitioning into SaaS, the evolving pricing models due to AI advancements, and the indispensable role of relationship-building.   ◩ About the Guest ◩ Kristie Jones specializes in helping early-stage SaaS startups develop, document, and formalize all sales processes, hire top sales talent, and onboard new sales professionals. She is a keynote speaker and author of the new book, Selling Your Way In.   

 In honour of the release of Kristie's new book, Selling your way In, I am happy to share a previously recorded conversation with Kristie Jones What does it take to break in to sales?What are interviewers looking for?How do I prepare?Sales is a tough but rewarding career.Many are on the outside wondering it it's for me, others are tirelessly knocking on doors trying to get in.Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.She provides answers to  the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.Get your note pads out, this is a good one.Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.Download hereFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

In this milestone episode of "Mastering Modern Selling," we celebrate our 100th episode by bringing back Daniel Disney, a leading expert in social selling, and welcoming special guest Kristie Jones, author of Selling Your Way In. Together, they explore the latest trends and insights in leveraging platforms like LinkedIn, while also diving into personal development for sales professionals.1. The Role of AI in Sales: Daniel emphasizes the growing importance of AI in social selling, particularly in content creation and messaging. While AI can make sales processes more efficient, it's crucial to humanize AI-generated content to maintain authenticity.2. LinkedIn Algorithm Changes: The LinkedIn algorithm has become more stringent, favoring quality over quantity. This shift is pushing out repetitive and low-value content, making it essential for sales professionals to focus on creating genuinely engaging posts.3. Balancing Efficiency and Effectiveness: While AI can help streamline tasks, Daniel warns against relying too heavily on it. Effective sales still require a personal touch and strategic thinking, especially in building relationships through platforms like LinkedIn.4. Kristie Jones on Personal Development in Sales: Kristie introduces her new book, Selling Your Way In, which focuses on personal development for sales professionals. She highlights the importance of understanding your unique strengths and choosing the right sales role to maximize success. Her practical advice on how to "own your income" resonates with aspiring top performers in any sales organization.5. Avoiding the AI Trap: The rise of AI-generated comments and content on LinkedIn can lead to a synthetic experience. Both Daniel and Kristie advise sales professionals to be cautious of over-automating interactions, as this can erode trust and authenticity.As AI continues to transform the world of social selling, it's more important than ever to balance efficiency with effectiveness. With Daniel Disney's insights on the evolving sales landscape and Kristie Jones's focus on personal growth, this episode offers a well-rounded perspective for modern sales professionals.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

The Top 10% of sales reps don't stop working because it's 5 p.m. or the weekend. They understand that the work they put in outside of the workday makes the difference between being at the top or being part of the other 90%. The work they put in outside of work is to sharpen their mental, physical, and spiritual game so they can perform at their best professionally. They know - to own their own income and create the life they deserve and desire, they need to be at the top of their game every day.  If you want to learn how to make this happen, stay tuned as Bill and I discuss The Work to Get to the Top - Doesn't Happen at Work and other interesting information on episode 630 of the Winning at Selling Podcast.

Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was. Get the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones. ________________________ Connect with Paul M. Caffrey on LinkedIn. Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Key Lessons for Sales Professionals & Founders: Choose the right sales role by understanding your motivations, superpowers, and desired compensation. Be intentional and proactive about your career to maximize your income and own your life. When transitioning from founder-led sales to building a sales team, take the time to define your ideal customer profile and product-market fit. When hiring sales professionals, focus on finding the right fit for your company culture and ensure they align with your ideal customer profile. Prospecting tip: Just do it. Consistent prospecting is essential for success in sales. Sales tip: Introduce prospects to other prospects to win their hearts and build relationships. To get promoted, understand your why, earn the right to be promoted, and sell your promotion to others. Summary In this conversation, Kristie Jones, author of "Selling Your Way In," shares insights on choosing the right sales role, the importance of self-awareness, and navigating the real estate industry. She also discusses the transition from founder-led sales to building a sales team, the process of hiring sales professionals, and her experience working with Mike Weinberg on the book. Kristie provides valuable tips on prospecting, sales, and getting promoted. In this conversation, Kristie Jones discusses various aspects of sales and career advancement. She emphasizes the importance of having the right motivations for seeking promotions and career growth. Jones shares her personal experience of wanting to pay for her son's college education and how that drove her to work towards financial success. She also recommends reading books on psychology and sociology to gain a deeper understanding of human behavior and improve sales skills. Lastly, Jones highlights the significance of thorough preparation and research in sales, urging sales professionals to avoid asking questions that can easily be found online. P.S. Enjoy the Show, Rate Us in your Podcast APP!! (The more stars, the better lol)

Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he's had the privilege of watching Kristie's business and influence in the sales community rapidly expand over the past decade. When asked why Kristie has been so successful Mike's answer is simple and direct: She is a master at making others successful!  And that was her motivation for writing Selling Your Way In – the desire to provide readers/listeners with a behind-the-scenes peek at the makeup, mindset, disciplines, approaches, and actions of the top-ten percent of sales pros, the real sales rockstars who absolutely crush it, year after year – so they can become sales rockstars too!    ________________________________ JUST ANNOUNCED: The October Supercharge Your Sales Leadership event at the Porsche Experience Center in Atlanta filled so quickly that Mike and team just added a new date in November. If you'd benefit from a full-day intensive with 50 sales leaders and Mike focused on radically ramping-up sales management effectiveness, check out the packed agenda, premium venue and powerful outcomes you can expect from attending: mikeweinberg.com/atlanta2024 ________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and ensuring long-term success for your sales team.Creating an Ideal Candidate ProfileKristie emphasizes creating an ideal candidate profile over a generic job description. “We need to start by building out an ideal candidate profile, just like we would build out an ideal customer profile,” Kristie explains. This involves analyzing the traits of past successful hires and defining the necessary skills and experience.Your Blueprint to Hiring Effectively:Kristie shares her approach to sourcing and screening candidates, ensuring a smooth and efficient hiring process:Effective Candidate Sourcing: Kristie promotes job postings on LinkedIn, uses paid LinkedIn ads, and leverages Slack channels. “I ask my client to post it on their company page on LinkedIn and promote it,” she says. This multi-channel strategy helps gather a substantial number of qualified applicants.Streamlined Screening Process: The initial screening process is critical to filter out unsuitable candidates. Kristie's assistant conducts phone screens to ask about compensation structure, contributions to past organizations, and reasons for leaving previous jobs. They each get a grade. “If they're a nine or ten, they move forward,” Kristie explains.Behavioral-Based Interviews and Assessments: Candidates undergo a formal interview and an assessment to validate their skills. “We do an assessment review,” Kristie says, involving the prospective manager in the process. This helps ensure that the candidate is a good fit for the role and the company culture.The Verbal Offer Before extending a written offer, Kristie makes a verbal offer and tells them that once the written offer is received it requires a decision within 24 hours. This ensures candidates are committed and ready to join the team promptly.Smooth Onboarding ProcessKristie highlights the importance of an effective onboarding process. “I stay on and support the first two weeks of the onboarding process,” she says. A structured onboarding plan is essential to ensure new hires receive the necessary support and start contributing quickly.Action Steps for CEOs:Develop an Ideal Candidate Profile: Define traits of your best sales performers to guide your hiring process.Leverage Multiple Sourcing Channels: Promote job openings widely to gather a substantial number of qualified applicants.Implement a Structured Screening Process: Use consistent, competency-based interviews and assessments to filter candidates.Ensure Effective Onboarding: Develop a detailed onboarding plan to support new hires and integrate them into the team quickly.Kristie Jones' insights provide a clear roadmap for CEOs and sales leaders looking to build a high-performing sales team. Her experience underscores the importance of a structured hiring process and a supportive onboarding program. To gain deeper insights into Kristie's strategies and how they can transform your hiring process, listen to the full episode below. Whether you're a budding entrepreneur or an established CEO, this episode provides practical advice and inspiration for building your dream sales team.Episode DetailsChapters03:25 Initial Steps in the Hiring Process04:56 Building Ideal Candidate Profiles06:46 Gender Decoder for Job Descriptions09:29 Promoting Job Openings Strategically12:38 Handling Large Numbers of Applications14:50 Initial Screening Process18:16 Behavioral-Based Interview Questions23:11 Assessment Stage31:22 Assessment Review and Manager Conversation34:07 Candidate Engagement36:53 High-Level Executive Interview37:38 Verbal and Written Offer39:37 Onboarding ProcessAbout GuestKristie Jones Principal – Kristiejones.comKristie, author of “Selling Your Way IN”, is a speaker, coach, and sales process consultant. Companies hire Kristie to elevate their sales organization because most sales leaders and professionals are discouraged and frustrated about anemic pipelines, low close rates and missed targets.Kristie's willingness to get her hands dirty and her “take no prisoners” approach when helping companies drive more revenue from their Sales and Customer Success teamsis what makes her so valuable to her clients. Her mission is helping companies find top talent as well as creating a sales accountability culture to ensure revenue growth.Kristie is passionate about coaching sales teams to leverage their superpowers to reach their full potential, and she wants representatives and sales leaders to identify and embody the practices and characteristics of Top Ten Percent achievers.Social Links Connect with Kristie on LinkedIn: (16) Kristie K. Jones | LinkedInCheck out Kristie on YouTube: Kristie Jones - YouTubeFollow Kristie on Instagram: Kristie Jones (@kristiejones.sales) • Instagram photos and videosCheck out Alice's website: Alice Heiman | Sales Consultant and Strategist for CEOsConnect with Alice on LinkedIn: (16) Alice Heiman | LinkedIn

With over 15 years of experience, Kristie Jones has dedicated her career to helping small and mid-size companies grow their revenue. Her passion lies in bringing visions to life by driving growth for teams, individuals, and companies. Kristie specializes in new business development, retaining and upselling existing customers, and sales management, primarily working with small and mid-sized SaaS companies, whether privately held or funded.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy discuss the transformative power of authentic relationships and trust in sales. Larry introduces his new book, 'Selling in a Post-Trust World,' and emphasizes the importance of supporting the launch by obtaining advanced reader copies. The hosts are joined by Kristie Jones, a business growth expert and author of 'Selling Your Way In.' Kristie shares her top tips for sales success, including the importance of self-awareness, customizing sales processes, and maintaining mental preparedness. She highlights the critical role of soft skills and authenticity in becoming a top-tier sales professional.KEY TAKEAWAYSKnow Yourself: Identify your superpowers and strengths to align with the right sales role for maximum success.Customize Processes: Tailor existing sales processes to fit your unique abilities and strengths.Maintain a Winning Mental Game: Consistency in personal habits and mental resilience are key to sustaining long-term success in sales.Integrity and Authenticity: Build trust with clients through honesty and doing the right thing, even when it means saying no.Generosity in Sales: Helping others and sharing knowledge can lead to unexpected and significant opportunities.QUOTES"Do the right thing and the right things will happen.""Top 10 percenters know that the work to get to the top actually happens outside of work, not during the hours of 8 to 5.""Selling from the heart means you care enough to be honest with folks and let them know things that will help make them and their companies better.""Identify what comes naturally to you and what others ask you for advice about; these are clues to your superpowers.""It's not just about selling; it's about selling from the heart."Learn more about Kristie Jones: LinkedIn: Kristie JonesLearn more about Darrell and Larry: Darrell's LinkedIn: Darrell Amy Larry's LinkedIn: Larry Levine Website: Selling from the HeartGet the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation Preorder 'Selling in a Post-Trust World'Please visit Barnes & Noble to order your copy of the rerelease of 'Selling from the Heart': Barnes & NobleSUBSCRIBE to our YOUTUBE CHANNEL! YouTube ChannelClick for your Daily Dose of Inspiration: Daily Inspiration

"Good salespeople can't outsell a bad product or half-baked or non-existent processes."- Kristy Jones (Author- Sell Your Way IN")In this episode, Kristy Jones, author of 'Sell Your Way In', shares her insights and expertise on sales and business. She emphasizes the importance of identifying 'ugly babies' in business and addressing them head-on. Kristy discusses her career journey and the lessons she learned along the way. She also highlights the impact of personal biases on sales and the need to normalize conversations about money. Kristy introduces her book, 'Selling Your Way In', which provides a playbook for sales success. She emphasizes the importance of building relationships and finding personal fulfillment in sales. The episode concludes with a discussion on leadership and the power of servant leadership.TakeawaysIdentify and address 'ugly babies' in your business to drive revenue growth.Personal biases can impact sales performance and should be acknowledged and addressed.Normalize conversations about money to improve sales effectiveness.Building relationships and finding personal fulfillment are key to sales success.Servant leadership can have a powerful impact on sales and business.Chapters00:00 Introduction and Background01:15 Identifying 'Ugly Babies' in Business04:37 Career Journey and Learning Sales07:23 Lessons from Parents on Sales and Business09:38 The Impact of Personal Biases on Sales11:24 Normalizing Conversations about Money12:44 The Importance of Allowing Silence in Sales16:11 Dealing with Rejection and Learning from Losses18:00 Taking Responsibility and Accountability in Sales22:12 Introduction to 'Selling Your Way In'23:30 The Concept of 'Accidental Sales'26:25 The Importance of Building Relationships in Sales29:14 The Impact of Sales on Personal Fulfillment30:42 Upcoming Book Release: 'Selling Your Way In'31:45 An Experience that Impacted Leadership Style33:27 The Power of Servant Leadership34:09 ConclusionInterested in getting more information about Kristie's book or getting a pre-released copy, sign up at sellingyourwayin.comBook Title: "Selling Your Way IN"Release Date: August 20thPre-Order and Updates: Sign up at sellingyourwayin.comTo Connect with KristyLinkedIn- linkedin.com/in/kristiekjonesWebsiteskristiekjones.com (Company)kristiekjones.com/blog (Blog)kristiekjones.com/book/selling-your-way-in/ (Company)Ever wish you could pick Wesleyne's brain? Now you can. Check out AskWesleyne.Com to find the answers to all your sales, leadership, mindset and business question. For daily tips on sales and leadership connect with WesleyneLinkedIn- linkedin.com/in/wesleyne

In this engaging episode of the Making Sales Social podcast, Brynne Tillman interviews Kristie Jones to delve into the essence of sales, offering valuable insights on making sales social. Kristie emphasizes the importance of connecting authentically and building trust through social interaction, highlighting the significance of personal development in sales success. They discuss the journey of a sales professional, with Kristie sharing valuable experiences from her diverse sales background and entrepreneurial journey.

In this weeks' Scale Your Sales Podcast episode, my guest is Kristie Jones. Kristie Jones, author of “Selling Your Way In” and Principal of Sales Acceleration Group elevates sales companies by coaching sales leaders to hire Top Ten Percent sales candidates in addition to guiding their organization through the creation of a sales culture of accountability resulting in revenue growth. In this podcast episode, we will focus on sales techniques, Kristie discussed the concept of identifying a salesperson's core strengths, which Kristie likened to a compass guiding their approach. This self-awareness empowers sellers to distinguish between tasks that fall within their natural talents and those that lie outside their area of expertise. The conversation then shifted to achieving top sales performance. Kristie emphasized that success is not simply about the volume of sales activity, but rather the development of specific strategies and the cultivation of daily habits that distinguish the top 10% of salespeople. Welcome to Scale Your Sales Podcast, Kristie Jones.   Timestamps: 00:00 - Strategies for Scaling Your Sales Performance 05:22 - Understanding various sales roles and knowing yourself. 08:27 - Successful people say no more than yes, understanding ideal company profile. 09:39 - Success comes from work outside the office. 14:41 - Morning routine focused on peak performance in tennis. 17:23 - Equal treatment, deeper questions for candidate comparison. 21:11 - Advice for new and struggling salespeople. 23:31 - Sales as a profession for achieving dreams. 28:03 - Sharing financial wisdom learned at kitchen table.   https://www.linkedin.com/in/kristiekjones/ https://www.instagram.com/kristiejones.sales/ https://twitter.com/kristiekjones   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more! Visit our podcast website to watch or listen.    

In this podcast episode, John Golden and Kristie Jones explore the intricacies of a career in sales. Kristie, an experienced sales coach and author, highlights the importance of making intentional career choices and being self-aware. They discuss the pitfalls of ending up in sales roles by accident and the common issue of unprepared individuals being promoted to management positions. Kristie advises salespeople to recognize their unique strengths and pursue roles that match their passions instead of following traditional paths. The conversation also emphasizes the necessity of personal development and understanding the complexities of managing people. Kristie shares insights from her work with startups and offers interim sales leadership. The episode concludes with a recommendation for Kristie's book and her services.

In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert. The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.Key Takeaways:The Importance of Empathy in Change Management:Bill emphasizes empathy as his greatest skill set, crucial for understanding and supporting individuals through change. Empathy counters apathy and inertia, significant risks in any organization. It helps build trust, fosters relationships, and supports the human side of technological transitions​​ .AI's Role in Enhancing Sales Efficiency:AI tools like Microsoft's Sales CoPilot (formerly Viva Sales) aim to free up time for sellers by automating administrative tasks. Bill shares statistics showing that sellers spend 70% of their time on non-selling activities. AI can reduce this burden, allowing sellers to focus on building relationships and strategic thinking .Adapting to AI: Embracing Change:AI is set to drastically change jobs, particularly in sales. It's crucial to help individuals understand how their roles will evolve with AI rather than just focusing on how to use the technology. This change management should be 90% about adapting to new roles and 10% about the technology itself .Building a Culture of Continuous Learning:AI implementation should come with support for continuous learning and professional development. Sales leaders need to ensure their teams are not just using AI tools but are also enhancing their sales skills and adapting to new ways of working. This involves coaching and mentoring to fully leverage the benefits of AI .The Future of Work with AI:As AI becomes more integrated into our daily lives, it will teach us more about ourselves and our work. Leaders need to prepare their teams for this shift by fostering a culture of curiosity and adaptability. This includes encouraging critical thinking and reducing over-reliance on scripts and rigid processes .Bill Kirst's insights shed light on the transformative potential of AI in sales and the essential role of empathy and effective change management. By focusing on human connections and continuous learning, organizations can successfully navigate the changes brought by AI. Dive into the full episode to explore more about leveraging AI in sales and learn practical tips for effective change management. Stay ahead in the game by understanding how to integrate these innovations into your sales strategies.This Show is brought to you by Fist Bump.Your prospecting partner to authentically fill your pipeline with ideal customers.

In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here's a quick recap of the episode:1. Embrace Full-Cycle Selling:Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.2. The Importance of Sales Processes:One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.3. Leveraging Communities for Prospecting:Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.4. Strategic Hiring:In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.5. Overcoming Burnout and Career Missteps:Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.This show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

The path to sales success is unique - both in the steps you take and how you define "success." For some people, success means being a top individual contributor. They're born to be hunters, and they thrive in that role. They might define success as making as much money as possible. For some people, success means leading others. They have what it takes to motivate and manage a team - not just themselves. They likely define success as moving up the corporate ladder. But how do you know which path is right for you? Kristie Jones, a seasoned sales leader and author, offers advice on how to identify and embrace the right path for you. By realizing your "sales superpower" and leaning into what you define as success, Kristie believes that anyone with the right mindset can succeed in sales. === Episode Recap & Insights: https://www.demanddrive.com/podcasts/kristie-jones-blueprint-for-sales-success ===

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Tune into a compelling conversation with Kristie Jones, the powerhouse behind the acclaimed book "Selling Your Way IN" and a visionary sales process consultant. In this episode, Kristie will share her expert insights into transforming sales teams and elevating their performance to achieve exceptional results. Learn about identifying and nurturing sales superpowers within your team, the importance of creating a culture of accountability, and the strategies that enable sales professionals to reach and maintain top ten percent status. Whether you're looking to revamp your sales process or seeking inspiration to drive your sales career forward, Kristie's experience and dynamic approach will provide you with the tools and mindset to excel. Don't miss this opportunity to learn from one of the industry's best on how to not just meet but exceed your sales goals! To connect with Kristie, visit her website: https://salesaccelerationgroup.com/ Disclaimer: Not advice. Educational purposes only. Not an endorsement for or against. Results not vetted. Views of the guests do not represent those of the host or show. Do your due diligence. Click here to join PodMatch (the "AirBNB" of Podcasting): https://www.joinpodmatch.com/drchrisloomdphd We couldn't do it without the support of our listeners. To help support the show: CashApp- https://cash.app/$drchrisloomdphd Venmo- https://account.venmo.com/u/Chris-Loo-4 Buy Me a Coffee- https://www.buymeacoffee.com/chrisJx Thank you to our sponsor, CityVest: https://bit.ly/37AOgkp Click here to schedule a 1-on-1 private coaching call: https://www.drchrisloomdphd.com/book-online Click here to purchase my books on Amazon: https://amzn.to/2PaQn4p Follow our YouTube channel: https://www.youtube.com/chL1357 Follow us on Twitter: https://www.twitter.com/drchrisloomdphd Follow us on Instagram: https://www.instagram.com/thereal_drchrisloo Follow us on Threads: https://www.threads.net/@thereal_drchrisloo Follow us on TikTok: https://www.tiktok.com/@drchrisloomddphd Follow the podcast on Spotify: https://open.spotify.com/show/3NkM6US7cjsiAYTBjWGdx6?si=1da9d0a17be14d18 Subscribe to our Substack newsletter: https://substack.com/@drchrisloomdphd1 Subscribe to our Medium newsletter: https://medium.com/@drchrisloomdphd Subscribe to our email newsletter: ⁠https://financial-freedom-for-physicians.ck.page/b4622e816d⁠ Subscribe to our LinkedIn newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6992935013231071233 Join our Patreon Community: https://www.patreon.com/user?u=87512799 Join our Spotify Community: ⁠https://podcasters.spotify.com/pod/show/christopher-loo/subscribe⁠ Thank you to our advertisers on Spotify. Financial Freedom for Physicians, Copyright 2024

In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today's sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series.  Outline of This Episode [0:58] Kristie's definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling  [5:10] The most effective way to capture interest  [6:26] How to keep a cold call engaging  [8:31] Tools and technology to leverage  [10:20] Kristie's top cold-calling dos and don'ts [12:00] How Kristie overcomes cold-calling objections Resources & People Mentioned Local Presence Connect with Kristie Jones  Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Kristie Jones, author of 'Selling Your Way IN,' speaker, coach, and sales process consultant with over 20 years in sales leadership, brings her expertise to this episode. John and Kristie explore impactful strategies over standard ROI calculations, emphasizing a genuine approach to sales, pricing strategies, and the importance of aligning professional roles with personal strengths. Jones' story of success through generosity and clarity in complex situations provides valuable insights for building fruitful sales processes and careers. John Barrows also shares practical advice on objections in sales, leveraging personal strengths, and setting clear boundaries and expectations in negotiations.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter-jbsalesConnect with Kristie on LinkedIn: https://www.linkedin.com/in/kristiekjones/Connect with Kristie on IG: https://www.instagram.com/kristiejones.sales/Checkout Kristie's Website: www.kristiekjones.comCheckout Kristie's Youtube Channel: https://www.youtube.com/@kristiekjones

On this edition of The Win Rate Weekend, guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results, discuss the importance of hiring in sales success. The explain four essential components of sales hiring emphasizing the need for fit and interviewing to assess candidates compatibility with the organization's culture and requirements. And Andy expands the concept of fit, argues that  aligning sales hires with customer expectations can be a whole new perspective of how to hire more effectively.Let Andy know your take on best hiring practices in sales, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost 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!

Welcome to Win Rate Weekends and this passionate discussion about the disproportionate investment in sales training for sellers over managers with guests Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group has differing views on who should do the coaching and how it should be implemented, but agree that a shift in the investment in training and coaching from salespeople to managers is long overdue. They get into methods of modernizing sales, leveraging CRM systems for management, and the importance of specialized coaching, including soft skills and mental health support. The conversation also touches on incentivizing sales leaders based on team performance and the impact of effective coaching on improving sales outcomes.Let Andy know your take on sales managers roles and sales coaching, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost 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!

Today's all-star panel joining Andy is Kristie Jones, Founder and Principal of the Sales Acceleration Group and Steven Rosen, Founder of Star Results. The group discusses innovative approaches to sales leadership, emphasizing the importance of coaching, proper training, and creating a supportive environment for sales teams. They delve into the challenges of current sales training methods, if sales managers are spending their time on the right things, actually caring about what kind of sellers your buyers want, how to hire the right people, and the necessity of investing in personal and professional development to achieve higher performance and job satisfaction in sales roles.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.

Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was. Join the waitlist for the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones. ________________________ Connect with Paul M. Caffrey on LinkedIn. Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Key Lessons for Sales Professionals & Founders: Choose the right sales role by understanding your motivations, superpowers, and desired compensation. Be intentional and proactive about your career to maximize your income and own your life. When transitioning from founder-led sales to building a sales team, take the time to define your ideal customer profile and product-market fit. When hiring sales professionals, focus on finding the right fit for your company culture and ensure they align with your ideal customer profile. Prospecting tip: Just do it. Consistent prospecting is essential for success in sales. Sales tip: Introduce prospects to other prospects to win their hearts and build relationships. To get promoted, understand your why, earn the right to be promoted, and sell your promotion to others. Summary In this conversation, Kristie Jones, author of "Selling Your Way In," shares insights on choosing the right sales role, the importance of self-awareness, and navigating the real estate industry. She also discusses the transition from founder-led sales to building a sales team, the process of hiring sales professionals, and her experience working with Mike Weinberg on the book. Kristie provides valuable tips on prospecting, sales, and getting promoted. In this conversation, Kristie Jones discusses various aspects of sales and career advancement. She emphasizes the importance of having the right motivations for seeking promotions and career growth. Jones shares her personal experience of wanting to pay for her son's college education and how that drove her to work towards financial success. She also recommends reading books on psychology and sociology to gain a deeper understanding of human behavior and improve sales skills. Lastly, Jones highlights the significance of thorough preparation and research in sales, urging sales professionals to avoid asking questions that can easily be found online. P.S. Enjoy the Show, Rate Us in your Podcast APP!! (The more stars, the better lol)

Collin Stewart dives into the intricate journey from founder-led sales to establishing the first sales team with Kristie Jones, founder of the Sales Acceleration Group.  This episode reveals the pivotal steps and strategies for early-stage growth and the seamless transition toward a structured sales force. Kristie shares her invaluable insights on extracting sales processes from founders' minds, adapting strategies for new hires, and setting realistic expectations for the sales journey ahead. Highlights include: Founder to Founder: The CEO Title Boost (02:01), Product-Market Fit is not Binary, it's a Spectrum (08:15), "Let's at least Hire a Freelancer" (13:22), Grand Slam vs Home Run vs Just Getting on Base (18:18), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

This week's theme: Top Ten Percent In the realm of hiring, there's a prevailing notion that skills can always be taught, but there are things that […] The post Top Ten Percent with Kristie Jones appeared first on Heather Hansen Oneill.

Kristie Jones is a high-energy, high-IQ, and low-BS sales professional.There is some great tactical stuff in this episode, delivered in very clear language.In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation, and I did.At a high level, we are discussing how to hold your prospects accountable.Some of the things we talked about are.How to correctly map out your sales process.Why we should embrace the tension in sales How to not get ghosted by prospectsHow to stop deals from stallingWhy do you need to send a “Dear Jane” letter to your prospects once they start ghosting you, and what should be in that letterThis is a terrific, tactical episode.Look Kristie up via her website or via LinkedIn

What makes the top ten percent of sellers different from the other ninety percent? Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry.  Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success. Tune in and gain insightful advice on helping young sales professionals reach their full potential. Choosing the Right Sales Role Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions.  She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect.  Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential. Taking Ownership and Embracing Opportunities Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities.  Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales. The Path to Personal Growth and Career Advancement Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives.  Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals. Donald and Kristie share insights about the significance of career clarity and making intentional job transitions. The Importance of Self-Care and Personal Development A key theme of the conversation is the prioritization of self-care and personal development by top performers.  Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success.  They contend that personal growth and understanding human psychology are critical in sales. Identifying and Nurturing Your Sales Superpower Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field.  She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales.  Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments. Visualizing Success: Lessons from Athlete to Sales Expert As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports.  She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain. Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth. For those wanting to dive deeper into Kristie's sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.”  “When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones. Resources Kristie Jones on LinkedIn Sales Acceleration Group  Selling Your Way In Newsletter Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Kristie's parents were both in real estate sales and Kristie grew up hearing her parents  talk at the dinner table about commissions, sales, and more. After getting a degree in Journalism from University of Kansas, she ended up as a waitress and then worked for the legendary Kansas City department store called The Jones Co (later became Macy's)  Kristie worked as a sales leader for companies like Network Solutions, Gainsight, and Netskope. Listen how the universe conspired for her to start her own sales consultancy.  This year, 2024, Kristie's new book, "Selling Your Way In" will launch.  Get updates about the book here.  Follow Kristie Jones on LinkedIn here.     Podcasts brought to you by Women Sales Pros. Reach out to help sponsor our efforts! Women Sales Pros has updates on our LinkedIn page, and on our website.  Reach out to Lori Richardson through her LinkedIn profile.  Know of a female sales rep or leader we should interview? Reach out to Lori. Thanks for listening, and the ultimate gift is for you to share on LinkedIn AND/OR post a review on iTunes plus a blurb as to what you liked about it. Thanks in advance. 

What does it take to break in to sales?What are interviewers looking for?How do I prepare?Sales is a tough but rewarding career.Many are on the outside wondering it it's for me, others are tirelessly knocking on doors trying to get in.Kristie Jones Founder of Sales Acceleration Group, Speaker and author joins me.She provides answers to  the above, shares insights from her own sales journey and so many more nuggets for anyone looking to get in to sales.Get your note pads out, this is a good one.Kristie has provided Behavioural interview questions for hunters as well as interview questions sales candidates should be asking.Download herehttps://salesaccelerationgroup.com/k2For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

This week, we are privileged to welcome Kristie Jones, a distinguished expert in sales leadership, to share her remarkable journey from a career in retail to becoming an authority in sales leadership. We will explore Kristie's transition from a traditional corporate setting to a dynamic startup environment, highlighting her experiences in evolving from physical media distribution to digital e-learning platforms, and her progression from standard sales procedures to fostering meaningful client relationships.Our discussion will encompass the evolving dynamics of the SaaS industry and social media, focusing on Kristie's successful strategies in building a vibrant social community and the critical importance of incorporating a personal approach in sales. Kristie will provide valuable insights into the synergistic relationship between marketing and sales, and discuss the vital role of artificial intelligence in enhancing both personal and professional efficiency.Additionally, we will delve into the crucial aspect of establishing genuine connections with clients. Kristie will share her perspective on the effectiveness of tailored sales strategies, and the importance of data-driven decision-making, emphasizing the necessity of transcending mediocrity to achieve excellence. We conclude with Kristie's enlightening views on career transitions and the importance of self-awareness in realizing one's fullest potential. Join us for a thought-provoking and informative session that is set to significantly elevate your approach to sales.

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the Founder & Principal of Sales Acceleration Group, Kristie Jones.Kristie shared some common misconceptions and challenges she has observed in organizations that may not have a background in sales. The first is mis-hiring, where organizations don't understand the difference between different types of sales professionals (hunters, farmers, gatherers) and end up hiring the wrong fit.The second challenge is what Kristie calls "pimp the demo," where sales reps focus on showing and telling about their product without going through the necessary discovery process. She emphasized the importance of understanding the customer's needs and focusing on them before talking about the product.Kristie believes the relationship between sales and marketing is not as tight as it should be. She sees marketing as the warm-up act for sales, creating brand awareness and setting the stage for the sales team to close the deal.Key Points from the Episode:Challenges faced by tech founders in sales and marketingImportance of having a defined sales strategyCurrent environment for attracting sales talentBest practices for hiring sales repsMisconceptions and challenges in hiring sales professionalsImportance of understanding customer needs before showcasing the productRelationship between sales and marketingTrends and mistakes in sales and marketing collaborationImportance of marketing as a warm-up act for salesAbout Kristie Jones:Kristie Jones is a renowned expert in sales and customer success, offering invaluable guidance to companies aiming to enhance their revenue streams and expand their operations. In 2016, she founded Sales Acceleration Group, becoming a pivotal figure for owners and founders seeking to boost their profits, reduce churn, and facilitate rapid scalability. With over 20 years of experience as a SaaS startup sales leader and consultant, Kristie brings a wealth of knowledge to her clients, assisting them in areas ranging from sales strategies and processes to the recruitment and training of sales and customer success representatives. Over the past seven years, she has exclusively collaborated with more than 50 VC-backed and bootstrapped founders, helping them refine their sales processes, recruit top sales talent, and serve as a fractional or interim sales leader. Kristie's expertise has led her to present at various prestigious events and appear on numerous podcasts, solidifying her reputation as a respected authority in the field of sales and customer success.About Sales Acceleration Group:Sales Acceleration Group stands as a beacon for companies looking for transformative sales solutions. They specialize in providing expert sales guidance, strategic insights, and streamlined processes, the group empowers businesses to boost their sales efforts effectively. One of their key focuses is instilling discipline within sales processes, addressing common hurdles like lack of documentation and adherence. By establishing formal prospecting, negotiation, pipeline management, and hiring practices, they cultivate a culture of accountability within organizations, facilitating remarkable turnarounds. With a direct and honest communication style, Sales Acceleration Group ensures compatibility with their clients. They emphasize the importance of internal readiness, offering a candid assessment of a company's preparedness for their services. This approach...

David Newman is the best-selling author of Do It! Marking and his latest book, Do It! Selling. He's also the founder of the Do It! MBA mentoring program and host of The Selling Show, a top-rated business podcast with over 300 episodes. David helps professional service sellers land better clients, bigger deals, and higher fees. For more information, head over to DoItMarketing.com/Selling.Miss Romina Brown is the President of Strategic Solutions International, the only female-led, black-owned category management firm on the planet. At SSI, Romina is supported by a global, diverse team of trained analysts, marketing research, and technology consultants with a proven track record of making a tremendous impact. Romina has served in various executive marketing and sales positions for well-known brands, including Eastman Kodak, Sara Lee, and L'Oreal USA. In 2004, she formed SSI with experience in both corporate and entrepreneurial environments. Romina provides context, insights, and guidance in developing strategies for diverse industries and levels of business. For more information, go over to SSIConsults.com. Kristie Jones is the go-to expert for companies wanting to build, grow, or scale their sales or customer success teams. She started Sales Acceleration Group in 2016 to help owners and founders increase revenue, reduce churn, and be able to scale more quickly. Her 20+ years as a sales leader in the SAS space fuels her passion for helping bootstraped and venture-backed founders. For more information, head over to SalesAccelerationGroup.com.Three of my amazing guests – David Newman, Romina Brown, and Kristie Jones – join me simultaneously for a fun, lighthearted, rapid-fire round of my favorite business questions.We get their opinions on business tools, old-school marketing tips, and great books for aspiring business owners.This week on SmallBizChat Podcast:Fun, fast-paced round of questioning.Our guests' favorite podcasts.Their favorite business app.Their favorite old-school marketing tip.Plus a few other questions about great resources for up-and-coming business leaders.Resources Mentioned:Brand in Demand Live! - https://smallbizladyuniversity.com/brandindemandlive/ BossQuiz: https://smallbizladyuniversity.com/boss-quiz/ Podcasts Mentioned: Compete Every DayUnlocking Greatness Podcast with Zenja GlassMy First MillionApps Mentioned: UPC Item DBSlackMeta WorkplaceBooks Mentioned: Linchpin by Seth GodinRelentless by Tim S. GroverThe Power of Vulnerability by Brene BrownDisrupt You! by Jay SamitConnect with David Newman:Website: https://doitmarketing.com/ The Selling Show - https://doitmarketing.com/podcast/ Do It! Selling - https://doitmarketing.com/selling Connect with Romina Brown:Website: https://www.ssiconsults.com/ Instagram: https://www.instagram.com/rominabrown/ Facebook: https://www.facebook.com/ssiconsults/ Twitter: https://twitter.com/iambossbeauty Connect with Kristie Jones:Website: https://salesaccelerationgroup.com/ YouTube: https://www.youtube.com/channel/UCEOGJrgqo50OL-tTXgaaqHg Twitter: https://twitter.com/kristiekjones Instagram: https://www.instagram.com/kristiejones.sales/ LinkedIn: https://www.linkedin.com/in/kristiekjones/Ever wondered what other business owners are reading? Curious about which apps they can't live without? Then you'll want to tune into this quick-fire chat with David Newman, Romina Brown, and Kristie Jones. From podcasts to marketing tips, we're covering it all. Listen in for some great insights and laughs too!#SmallBizChat #podcast #businesspodcast #smallbusiness

In this episode, Melinda Emerson chats with guests David Newman, Romina Brown, and Kristie Jones. They discuss their favorite podcasts and business apps, share old school marketing tips, and reveal the best business books they've read. The episode also features promotion for the Brand in Demand live event.

Kristie Jones is the go-to expert for companies wanting to build, grow, or scale their sales or customer success teams. She started Sales Acceleration Group in 2016 to help owners and founders increase revenue, reduce churn, and be able to scale more quickly. Her 20+ years as a sales leader in the SAS space fuels her passion for helping bootstraped and venture-backed founders. For more information, head over to SalesAccelerationGroup.com.It is time to talk about sales from a completely different angle - we will talk about how to hire your first sales team. That is critical because hiring the wrong salesperson in your organization can torpedo your organization, but thinking that hiring a salesperson will save your business is also a big mistake. Listen in today to hear from our expert guest about what you need to know when hiring your first sales team. “Sales as a high-rejection sport. You need resilience. You need to have a positive attitude. You need to be able to get off that last sale call and pick up the next phone call and let that roll off your back.” – Kristie JonesThis week on SmallBizChat Podcast:When you should bring on your first salesperson. Why the founder should lead sales (at least at first). The questions you should ask yourself when doing sales. Pricing and marketing before sales. Traits to look for in a salesperson. Mistakes people make when hiring salespeople. Cultural add, not cultural fit. Bringing in a sales manager. Resources Mentioned:BossQuiz: https://smallbizladyuniversity.com/boss-quiz/ Brand in Demand LIVE! - https://smallbizladyuniversity.com/brandindemandlive Connect with Kristie Jones:Website: https://salesaccelerationgroup.com/ YouTube: https://www.youtube.com/channel/UCEOGJrgqo50OL-tTXgaaqHg Twitter: https://twitter.com/kristiekjones Instagram: https://www.instagram.com/kristiejones.sales/ LinkedIn: https://www.linkedin.com/in/kristiekjones/ LinkedIn: Thinking about hiring your first sales team? It's a big step, and getting it right is crucial. Join me with Kristie Jones, the founder of Sales Acceleration Group, as we discuss everything from the traits to look for in a salesperson to common mistakes to avoid. Tune in to this week's SmallBizChat Podcast and learn exactly what you need to know to hire a brilliant sales team!#SmallBizChat #smallbusiness #sales #salesteam

In this episode, Melinda Emerson chats with sales expert Kristie Jones about the nuances of hiring the first sales team for small businesses. They delve into key considerations, common mistakes, and compensation strategies. Kristie also shares her best business advice and discusses the importance of a sales leader.

Understanding oneself and the target audience is crucial for leadership and sales success. Kristie Jones emphasizes the importance of self-awareness in reaching the next level in one's career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one's ability to succeed, not understanding one's own strengths, weaknesses, and goals can hinder success as a leader or salesperson.Kristie suggests that sales leaders should ask themselves a question to have a greater impact on their team. By reflecting on their own abilities and aligning them with the needs and preferences of their team, sales leaders can effectively motivate and guide their team members.Additionally, the episode highlights the importance of personal development and taking ownership of one's growth. Kristie mentions that sales representatives should not leave their personal development to chance or rely solely on their leaders. Instead, they should actively seek opportunities to learn and improve their skills. This aligns with the idea that understanding oneself includes recognizing areas for growth and taking action to develop those areas.[00:02:30] First sales job waiting tables.[00:03:06] Switching to higher-end restaurants.[00:05:42] Translatable skill set from waiting tables and going into sales.[00:11:21] Leadership management training.[00:14:32] Your circle matters.[00:17:32] Round table collaboration and success.[00:21:30] Importance of matching personality traits.[00:24:39] Sales perspective in large vs. small companies.[00:26:03] The startup world and career choices.[00:29:01] Setting goals for success.[00:31:40] Severing relationships for personal growth.[00:35:00] Verbal skills as secret power.[00:40:13] Personal development in sales.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok | Kristie Jones

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs? More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Kristie Jones is a high energy, high IQ and low BS sales professional.There is some great tactical stuff in this episode, delivered in very clear language.In fact this episode is so good I actually shared the pre-release recording with two of my clients so they could get access to Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation and I did.At a high level, we are talking about how to hold your prospects accountable.Some of the things we talked about are.How to correctly map out your sales process.Why we should embrace the tension in sales How to not get ghosted by prospectsHow to stop deals from stallingWhy you need to send a “Dear Jane” letter to your prospects once they start ghosting you and what should be in that letterThis is terrific, tactical episode.Look Kristie up via here website or via LinkedIn

As a sales leader, you want to prepare for every step of the process. Because negotiation is so far down the sales funnel, it would be a shame to be unprepared and lose a deal because you weren't prepared. Preparation allows you to think strategically. It also makes you look professional. Someone's business was important enough for you to take the time to prepare. So how do you prepare strategically? And what does it take to have a successful negotiation? Learn more from Kristie Jones in this episode of Sales Reinvented!  Outline of This Episode [0:58] Why planning and preparation is an important step in negotiation [2:08] The key steps a salesperson should take to prepare for negotiation [4:28] The attributes or characteristics that make a great negotiation planner [6:50] Tools and resources to improve your negotiation outcomes [8:49] Kristie's top three negotiation planning dos and don'ts [11:42] You have to remain flexible in your negotiation preparation The key steps a salesperson should take to prepare for negotiation When Kristie is talking to a sales leader, she has them focus on two things: Do your salespeople understand the give/gets? Do they know where they have negotiation power? What is open for negotiation? What is the cost of no agreement for either side? What will you lose—quota, commission? What will the other side lose? Maybe they need to find a new vendor or service. Maybe it'll impact their career track.  You need to write down these things. When sales reps do this, they'll see that they're on a more level playing field.  The attributes or characteristics that make a great negotiation planner If you've forged a relationship with a prospect or customer, you should understand their non-negotiables and where their buying power is. You want to make sure you fully understand their position. What are their concerns or problems? Look at contract language, pricing, timing, etc. Everything can be part of the negotiation.  Self-awareness is also important. If you know you're meeting with an introverted procurement person, you may have to slow down and focus on details. You need to understand yourself and how you come across. Once you do that, you can adjust your communication style to fit the other party. Tools and resources to improve your negotiation outcomes Kristie asks people to sit down and draw a line down the middle of a piece of paper and write down the costs of no agreements. She also has them write down what they're willing to give to get what they want. So when a negotiation gets stressful, they can have their cheat sheets in front of them. Because when tensions rise and the stakes are high, people start to panic, which leads to bad decisions.  You have to remain flexible in your negotiation Kristie is dating someone who lives in another state and works where she lives. She knew that spending New Year's Eve together would be a challenge. But it was important to her. So three months ahead of the holiday, she shared she wanted to spend those days together. She wanted to kick back and watch football together the next day. It was a non-negotiable for her. She gave plenty of notice that the non-negotiable existed. As the time got closer, and she knew that the negotiation would have to begin, Kristie sat down with him to go over her give/gets. She had them prepared in her head. She brought the topic up at a time she thought was appropriate. She asked what the plans were. He shared the challenges he was facing, which she had already anticipated. So she shared some viable options: She'd travel to his city (as opposed to him coming to her) She'd give him time with the children and get a hotel room She'd delay the start of New Year's Eve Negotiation is a process, not an event. She gave him time to think about what might work. Then they'd get back together and formulate a plan. They ended up deciding that he'd spend New Year's Eve Day with the kids and spend the rest of the weekend with her. Everyone was willing to give a little to get a little.  But what happened next? Listen to the whole episode to find out why flexibility in any negotiation is key.  Connect with Kristie Jones Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Storytelling helps the listener connect emotionally to the message you're trying to convey. It's also helpful for the listener (prospect, customer, etc.) to remember concepts, pain points, and more. You can use stories to demonstrate that other people are facing the same challenges and how you helped them with your product or service. Most salespeople avoid personal stories in the sales context, but not Kristie Jones. Find out why in this episode of Sales Reinvented! Outline of This Episode [0:55] Why storytelling is important  [1:59] Can you become a better storyteller? [3:33] What makes a great story that sells?  [5:06] Attributes and characteristics you need [6:56] Resources to improve your storytelling [8:55] Top 3 storytelling dos and don'ts [10:48] How do you make a story concise? [12:13] Why personal stories have a place in sales [16:15] Learn more about Kristie's book  Anyone can become a better storyteller Kristie points out that storytelling comes easier to some people than others. In fact, she never used to tell stories. So when she started writing a book, she hired a coach. The first thing the coach asked her to do was write down 10 stories (so the coach could see a baseline of her skills).  Kristie learned that she could use examples completely unrelated to sales to teach concepts. You can take things from your personal life within the same context and apply them to business. What in your own life could you use to relate a concept or message to a prospect?  What makes a great story that sells?  You want to bring the emotions and pain to the surface. Kristie likes to say that “Discovery isn't an event, it's a process”. Every time you get on a call with a prospect, you have to take the pain you discovered and make it tangible and real in the moment.  Some of the best storytellers are naturally funny. Humor can diffuse many situations. If you're funny, that's your secret weapon—use it. How can you build suspense in your story? How can you build emotion and deliver the punchline? How can you connect the story to your point? Those are all things to consider when honing in on stories to use in the sales context.  Attributes and characteristics you need You need to know your audience. You can relay a funny or suspenseful story depending on who you're playing to. Kristie loves sports and easily jumps to sports analogies. But if she's talking to a musician, football may not be relevant.  Then you need to find a way to connect with your audience. What do you and the prospect personally have in common? Learning this can help you determine what personal stories to have in your arsenal. You also need to have empathy to be a better storyteller. The stories you tell need to demonstrate that “you're not alone.”  What are Kristie's 3 storytelling dos and don'ts? How do you make a story concise? Listen to find out!  Why personal stories have a place in sales Kristie's book is geared toward helping sales reps figure out what their “lane” is, i.e. what category of sales do you want to be in? To use sales to sell your way into the life you want, you have to be in the right sales role (customer success, hunting, gathering, etc.).  Kristie was 5 when she began playing softball and she continued to play through high school. She started playing first base, then she moved to a different team and played 3rd base. As she grew older and stronger, they moved her to left field because she could throw to home plate easily. One day, her team's catcher got injured. She volunteered to play the position and fell in love.  It took a few years to figure out what her secret weapon was. She took the skills she had that were the most relevant and used them to benefit the team. You'll have to test drive some sales positions to find the one that plays to your strengths.  This story isn't business related, yet she used a personal story to get her point across in a way that anyone could understand.  Resources & People Mentioned Heroic Public Speaking Connect with Kristie Jones Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

This is episode 490. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. KRISTIE'S TIP: "Be fearless in speaking up and saying things are not okay in a way that you can be heard. It's not about stomping out or raising your voice. It's about, "Hey, you're probably not even aware that this happened in the meeting, or that you made this comment that made me feel small and invisible." It's our job. We are going to have to support each other. We're also going to have to have uncomfortable conversations in order to help move it forward. No change in our country and other countries have happened without having uncomfortable conversations happen."

Your host, Hiedi Solomon-Orlick, talks with Kristie Jones of Sales Acceleration Group. Sales Acceleration Group specializes in helping founders and owners build, grow, and scale their sales teams by improving the process, strategy, and people to accelerate revenue.To learn more about Kristie's work, visit https://www.salesaccelerationgroup.com/If you'd like to be a guest on GirlzWhoSell Spotlight, click HERE

Kristie Jones is the Principal of the Sales Acceleration Group. On this episode we're talking about hiring and Kristie's 5 steps for effective sales hiring. We dig into the questions that companies should answer to build a good hiring profile. And we explore why we rarely see a hiring company ask their buyers: What qualities and skills do you need from our sellers to help you do your jobs? More on Andy: Connect on LinkedIn Pre-Order Andy's book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

For this episode we sit down with our dear friends, colleagues and peers. We discuss the projects we worked on during the summer, our first impressions of our third and final year, and thesis ideas. As well as a fun design related lighting round at the end of the episode!

Kristie Jones, Principal of Sales Acceleration Group is the go-to expert for privately owned, VC-backed or bootstrapped technology companies needing to build or improve their sales process, strategy, and people. She is passionate about helping companies select top talent and create a sales accountability culture to ensure revenue growth.    In today's episode, Kristie sat down to discuss her approach in helping companies build their revenue whether it be improving their sales process, strategy, or hiring practices. A big part of being an outsider looking in is helping her client's take off the rose-colored glasses so they can get to the heart of the issues that need fixing. Tune in to learn about Kristie's straight-forward, no-nonsense approach to helping businesses improve their process, strategy, and hiring practices! Quotes “I started the company about five years ago, I have about 15 years of SAS sales leadership experience. I made a decision that I could help more than one company at a time.” (8:15-8:26) “Helping them understand that the only way to be successful building top of the funnel with an outbound prospecting strategy is consistency.” (14:15-14:20) “That's an embarrassing conversation to bring up- everybody's sitting around looking successful and all of a sudden you haven't been making any money for two to three years.” (19:32-19:39) Links Kristie Jones LinkedIn Sales Acceleration Group LinkedIn Sales Acceleration Group Website Empellor CRM LinkedIn Empellor CRM Website

Kristie Jones is the Principal at Sales Acceleration Group. With fifteen plus years of SaaS Sale Management experience, she has been helping companies reach their revenue goals. Her specialties include the evaluation of individuals, teams, strategies, and processes. She also trains and coaches sales leaders, customer success reps, and teams. Kristie is also a Sales Process Strategist at Greetabl and Iconic IT, which aims to create a B2B outbound strategy to drive top of the funnel and create the BDR outbound prospecting process. Check out this special page put together by Kristie for all you sales hustlers out there:Page: https://salesaccelerationgroup.com/saleshustleJoin the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you're listening to the Sales Hustle podcast, please subscribe, share, and we're listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

Kristie Jones is a principal at the Sales Acceleration Group, where they help founders build, scale and grow their sales teams. In this episode, Kristie covers ground from the behavioral traits of true hunters and CSMs to why she believes in leaving people better than she found them. Visit SalesLoft.com for show notes and insights from this episode.

On this week's episode of Conversational Selling, we speak with Kristie Jones, the Principal at Sales Acceleration Group. She is an expert in the Midwest that helps SaaS startups build and scale their sales and customer success teams, also helping with sales processes, strategy, hiring, and implementation. Her 19 plus years as a sales leader in the SaaS space fuels her passion for helping business owners increase revenue and retain customers.We chat about communicating clearly with our teams, as well as: The objective ways we measure goals Creating a culture of accountability The requirement for managers to set the expectations and targets Growing up in a family-owned business, and her “kitchen table education” Learning the hard way that culture is critical And more

This week on Episode 147, this episode was recorded in December of 2009 on my former long-running podcast, Animal Talk Naturally with my co-host Dr. Jeannie Thomason for our 3rd Annual Christmas show we titled, Redemption. We had guest Kristie Jones, with giveaways and music (see below). It was fun as they always are - this was Part 1 as these shows were always 2 hour events. I hope you enjoy and are enjoying your holidays and celebrating the end of the most challenging year ever, 2020.    Book mentioned: Black Dog Ranch by Kristie Jones (no longer available)   Music by: Chelley Odle and Mary Ann Kennedy   Free courses at https://www.aspenbloompetcare.com/courses Subscribe to The DOGgone Truth Podcast on Soundwise

This week on Episode 147, this episode was recorded in December of 2009 on my former long-running podcast, Animal Talk Naturally with my co-host Dr. Jeannie Thomason for our 3rd Annual Christmas show we titled, Redemption. We had guest Kristie Jones, with giveaways and music (see below). It was fun as they always are - this was Part 1 as these shows were always 2 hour events. I hope you enjoy and are enjoying your holidays and celebrating the end of the most challenging year ever, 2020.    Book mentioned: Black Dog Ranch by Kristie Jones (no longer available)   Music by: Chelley Odle and Mary Ann Kennedy   Free courses at https://www.aspenbloompetcare.com/courses 

Stop Hiring From Your "Gut" - Putting a Formal Hiring Process In Place That Works   The hiring process can be a challenge for many. There's the temptation of hiring people from the gut when in fact, there needs to be a formal hiring process in place that works for every company regardless of its size.  Kristie Jones works with early-stage startups and helps these companies do three things - process, strategies, and people. She has been in the staff leadership industry for 20 years and as part of her consulting services, she offers companies the strategies for hiring the right people. Kristie now manages her own company, the Sales Acceleration Group, and has helped funded and non-funded startups in the Midwest for the last four years. Her services are focused on the strategies that companies can use to hire the right people.  Hiring from the gut Hiring from the gut is basically hiring based on first impressions. In the sales world, it's very much like sending a contract to your prospect without doing a discovery call. Salespeople follow the sales process in vetting and finding prospects. In the same manner, there is also a process that sales leaders should follow in vetting and finding the right candidates to join their companies.    The ideal candidate   The process begins by deciding on your ideal candidate profile, which includes their competencies and skills. As a salesperson, you take the time to figure out who your ideal customers are by spending time with them.  The same goes for hiring new salespeople. You want to invest the time in figuring out what competencies are most important to the success of your company, and build interview questions around those competencies. It's also  imperative to build your ideal candidate profile with business culture, core education, and relevant experience in mind.    Candidate discovery    In this stage, you identify their experience. The resume is only a piece of paper that details a person's information. In the hiring process, you need to be asking the candidates open-ended behavioral-based questions.    Make them an educated consumer    This stage of the hiring process entails flipping the table on your candidate and allowing them to interview you.  This isn't done by everyone but it's a strategy to start a great working relationship, even at the interview stage.. This point in the interview allows the candidate to see whether or not they will be happy working in your organization by getting to ask questions that are important to them.    When hiring the right people to join your sales team, you can't just hire from the gut and have the expectation of longevity. You need a formal hiring process in place that works.  This process includes understanding your ideal candidate profile, preparing your discovery questions, and lastly, giving the candidates an opportunity to become the interviewer. Knowing your ideal candidate  Experience is important in hiring the ideal candidate. Look for people who have a good track record of success. It's your job as a sales leader to discover the candidates' competencies, characteristics, and traits that have helped them become successful. There are many ways for a business to find the right people to hire.  Kristie has used recruiters to line up job candidates for her clients but she's also helped her clients build and post a strong job description through a paid LinkedIn ad. Through these efforts, they've been getting between 50-70 resumes within the first two weeks of posting a job on LinkedIn.  It's not necessary to utilize recruiters when you are looking for lower-level sales reps but they are a good resource if a company is looking for specialized sales leaders.  When posting a job on LinkedIn, the most attractive posts will include the following information: Job Title - Many companies use the titles Account Manager and Account Executive interchangeably. When you are looking for a new salesperson for your company, it's a good idea to specify the job titles that are specifically related to your industry or niche.    Length of time you've been in the business The markets you use How successful your company has been A short description of the job Transparencies and accountabilities - you need to state what their job will look like and be upfront about the things they will be doing.  Compensation range     A great job post will be gender neutral and have a wow factor. Impress the best candidates with your company's values and share the perks and bonuses that will come if they choose to work for you.  If your company offers free lunches, happy hours, personal development training, or quarterly healthy bonuses, make sure you say so!  Candidate discovery  When Kristie first works with her clients they go through a list of competencies and pick several  that are most important to work for that specific company. They then create their behavioral-based interview questions from the competencies they've chosen. The questions will vary for each company and will be influenced by the type of company it is and its core values. Questions about accountability can be very telling about a potential candidate. For example, “Why did your  previous quarterly goals?” Kristie wants to know if a candidate will take accountability for their actions.     When hiring for a startup, Kristie is looking for a willow, not an oak, a person who bends but doesn't break. Questions or prompts that uncover this trait might include, “Tell me about  a time when you made a personal sacrifice for an employer.” Another question might be, “How you stay on track when you have competing priorities?” Look for the candidates' perseverance and  objective judgment.  Flip the table The last phase of the formal hiring process is flipping the table. This simply means letting the candidate become the interviewer. Give them the opportunity to go through the discovery process by seeing what questions they have about the company. Allow them to spend time with your current employees in a variety of departments. When you flip the table, you get to stop asking questions and allow the candidate to discover if they really want to work for the company.  After posting the job on LinkedIn and collecting all the responses, you'll typically pick 10 candidates to conduct a phone interview.  This is a critical stage where you can ask them questions to gauge which candidates will be chosen to come in for a face-to-face, behavioral-based interview. Kristie runs a sales profile test before flipping the table on a candidate by using  a test she says is a combination ACT/ Myers-Briggs personality test. The first section is a verbal and math test. This is to test their verbal and reasoning ability as well as numeric reasoning. In addition, Kristie has also developed the ideal candidate profile for SDRs and it can be used to hire anyone from sales reps to sales leaders. Once the results come in, there's an opportunity to go over the results with the candidate to discuss the fit.  During a typical hiring process, Kristie invests about four hours conducting a face-to-face interview. She goes through an hour in reviewing the test results and another 30 - 45 minutes interviewing. Afterwards, the candidate is given the chance to work with a sales rep or one of the team members. At the end of the day, Kristie asks the group what they've learned. The process is long but following this formal hiring process, you'll get fewer mis-hires in your company.  A sales manager looking for a sales rep must know what the company is looking for. When people don't have a formal hiring process in place, they can mistakenly hire solely based on a gut feeling. Having a formal process can save you from any legal troubles and provide a better quality employee. The process helps you hire the best fit because you already know the right answers to the questions. Implement this process in your organization and let everyone understand they all have a role to play.  The first impression starts with the first person the candidate meets.  “Stop Hiring From Your "Gut" - Putting a Formal Hiring Process In Place That Works” episode resources” Catch up with Kristie Jones via her email address kjones@salesaccelerationgroup.com. You can check out the list of competencies and some starter behavior-based interview questions that you can use in your own hiring process. Check it out on salesaccelerationgroup.com/TSE.  You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns.  This episode is brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.  This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It's about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound.

Subscribe & Download Listen on Apple Podcasts Listen on Google Play Follow us onSoundCloud Listen on Spotify Guest: ​​​​​​​​​​​Kristie Jones ​Company / Business name: ​​​​​​ ​​​Sales Acceleration Group Kristie Jones the founder of Sales Acceleration Group. Sales Acceleration Group helps tech start-up companies with sales strategy, process, hiring and coaching and training. Kristie has been a solopreneur since 2016 and grateful each day for the ability to do what she loves and help others at the same time!Show Notes:2:06 minute mark:Agile entrepreneur takeaway: Adversities could be the mother of opportunities. Grab them.Kristie talks about she started her company in 2016 when the venture-backed she was working for decided to put sales group under marketing and disbanded her team. Luckily, a prospective client asked her to train/consult with their sales team giving Kristie an opportunity to start on her own. 5:49 minute mark:Agile entrepreneur takeaway: Grow your network in a very disciplined manner to grow your businessKristie talks about the importance of networking and how she realized after some initial LinkedIn network analysis that she needed more local contacts and consciously grew that network. Her first customer as well as initial set of customers who funded her first year with consulting gigs were a direct result of her network.8:18 minute mark:Agile entrepreneur takeaway: Pricing can be very challenging but agree on value delivered first before pricingKristie talks about the initial challenges especially regarding pricing her services. Her coach Mike Weinberg advised her to stay away from hourly pricing and instead focus on pricing for services and products. She gives us a step by step process of writing SOW, pricing the services at a later point of time and ensuring lining up mutual objectives.12:41 minute mark:Agile entrepreneur takeaway: Have a razor focus on the customer segments you want to serviceKristie talks about her focus on privately funded companies, venture capital companies, and tech / SAS companies instead of spreading all over. She also talks about her process for handling multiple clients simultaneously. Her secret is being super organized.14:51 minute mark:Agile entrepreneur takeaway: Keep on prospecting for new set of customers to fill the pipelineKristie gives advice on power prospecting to fill the top of her sales funnel by engaging in volunteer activities, speaking engagements, CRM system, email marketing.20:49 minute mark:Agile entrepreneur takeaway: Always have a mix of services and products to grow your businessKristie talks about packaging her services into some kind of a product (like training session, book etc.) to max her reach. She is working with a network of other entrepreneurs who have done this successfully. Still, Kristie says she enjoys the one-on-one engagements and the need to balance both.22:32 minute mark:Agile entrepreneur takeaway: Network, join meetups, rely on mentorsKristie gives advice to would be entrepreneurs to (1) first focus on building your network (2) join local meetups/entrepreneurial groups (3) find right mentors.24:57 minute mark:Agile entrepreneur takeaway: Be organized in all aspects of your business like prospecting, operations, and staying in touch with your networkKristie emphasizes the need to stay engaged socially like volunteering,