Podcasts about of sales

- Wealthy Car Buyers Account for Majority of Sales - EV Repairs Boost Dealer Revenue - VW May Replace CEO Of America - BYD Launches Shark Pickup in Australia - Nissan Reveals Frontier Concepts at SEMA - Silverado EV Gets Diagonal Driving Feature - Volvo's EVs and PHEVs Nearly 50% Of Sales in October - Canadian Provinces Roll Back EV Incentives  - Czech Republic Joins EU CO2 Fight

- Wealthy Car Buyers Account for Majority of Sales - EV Repairs Boost Dealer Revenue - VW May Replace CEO Of America - BYD Launches Shark Pickup in Australia - Nissan Reveals Frontier Concepts at SEMA - Silverado EV Gets Diagonal Driving Feature - Volvo's EVs and PHEVs Nearly 50% Of Sales in October - Canadian Provinces Roll Back EV Incentives  - Czech Republic Joins EU CO2 Fight

My guest today is Armen Zildjian, VP of Sales at Clockwork, which is a financial planning and analysis platform for growing businesses and their advisors. Armen has over 20  years of international software sales and sales leadership experience, and has helped take multiple scale multiple tech companies, including Drift, which achieved $1B valuation in 2021, LogMeIn (IPO), GrabCad (acquired by Stratasys), and Dyn (acquired by Oracle). He knows what it takes in the beginning, managing early-stage sales teams with little structure and process, all the way through international expansion with millions in revenue and a global sales team.  In this episode he talks about his process for how he makes it all happen.  Here are several key takeaways from the interview: Empowering Small Businesses: How Clockwork helps small businesses succeed by providing accurate and timely financial data through financial advisors. Understanding Customer Value: The significance of truly understanding the customer's problem and the value Clockwork can offer. Iterative Sales Processes: The need for constant adaptation in sales processes, with feedback loops and certification programs ensuring success. Hiring and Curiosity: Why hiring experienced salespeople and fostering natural curiosity are crucial for sales success. Motivation and the 'Why': The importance of having a clear goal and understanding the motivation behind actions in sales. Empathy in Management: Armen's management style focuses on empathy, understanding the whole person, and unlocking their potential. This episode is packed with actionable advice for sales leaders looking to scale their teams and empower small businesses! Tune in and let us know your key takeaway. Armens Linkedin Profile Timestamps 00:00 Introduction and Background. 02:20 Clockwork's Vision and Value Proposition. 08:49 Growth and Scale: IPO or Acquisition? 14:30 Building and Fine-Tuning the Sales Process. 19:27 Handling Challenges in a Fast-Growing Startup. 23:42 Staying Focused and Disciplined in Decision-Making. 28:13 The Role of Sales Reps and A/B Testing. 32:10 Core Principles and Skills for Sales Success. 34:07 Understanding the 'Why' Behind Your Actions. 37:10 The Impact of Developing Others. 40:31 The Drive to Win: Having a Chip on the Shoulder. 51:01 Finding Fulfillment in Hobbies and Interests.

Introducing a brand new podcast series, ‘Her Tech Life'There aren't enough women working in the tech industry and, all too often, the ones that are aren't being seen and appreciated for the work they do. Role models are a huge part of attracting more women into the industry and so, in this new series, Community Engagement Manager, Kat Cauchi, interviews women in tech.She asks them about their roles, what it's like to work at a technology company (challenges and benefits) and their advice for anyone wanting a career like theirs.   Episode 1 – Maggie Layfield, VP of Sales for NetSupport Inc. In this episode, Kat interviews Maggie Layfield.  Maggie is the US/LATAM (Latin America) VP of Sales. She applies her experience as an educator to promote lifelong learning, which is why she has been a speaker at ISTE, TICE, ASTE, IAITAM ACE, and several other education conferences. Maggie is an enthusiastic baker, puzzler and mother of three rambunctious kiddos. Here are some of the questions we asked Maggie: Can you please tell us a bit about you, inside and outside of NetSupport? How did you get into tech? What was the transition like from working in education to working in tech? What have you found have been the challenges (especially as a woman in a male-dominated industry)? On the flip side, what have been some of the benefits and opportunities you have had working in tech? Does working in tech offer flexibility that supports your work-life balance? What have been some of your favourite achievements to date (professionally or personally)? What is your advice for women who are interested in working in the tech industry? Connect with Maggie to learn more: X/Twitter - layfieldmaggie LinkedIn - maggie-lyn-layfield

An audio reading of the feature articles from the June 2024 issue of Gas Compression Magazine. This month's features include:Executive Outlook: Roger Wachter, Managing Director, Euro Gas Systems (Begins At 00:47)Executive Outlook: Clayton Jurica, Vice President Of Sales, Mitsubishi Heavy Industries Compressor International (Begins At 06:22)Executive Outlook: Lucas Woinilowicz, Business Development Manager, Scania Argentina (Begins At 12:05)Executive Outlook: Christian Brotel, Head Of Sales, Midstream Industries, MAN Energy Solutions (Begins At 18:35)Executive Outlook: Sam Thigpen, Founder And CEO, Sapphire Gas Solutions (Begins At 22:10)Dover Acquires FW Murphy: A Conversation With Marcel Ulrichs, President Of Dover Precision Components (Begins At 31:45)Executive Outlook: Fabrice Billard, CEO, Burckhardt Compression (Begins At 36:23)Executive Outlook: Salah Mahdy, Hydrogen Market Director, Chart Industries (Begins At 41:01)Executive Outlook: Marcus Bruecher, Senior Vice President Of Compression, Siemens Energy (Begins at 52:432)CDI Presents: Hydrogen Report – DOE Jump-Starts Cash Strapped Plug Power With US$1.66 Billion Loan Guarantee (Begins At 58:06)

In this episode of I Need A Coach, host Adam Packard sits down with Mike Dugan, a former Vice President of Sales turned successful consultant. Mike shares his incredible journey from the Military to climbing the ranks in corporate America and ultimately taking the bold leap into entrepreneurship. Discover how Mike navigated a challenging first year with zero income, the mindset that propelled him forward, and the strategies he employs to help small to mid-sized businesses thrive. Packed with invaluable insights on sales, leadership, and personal growth, this episode is a must-listen for aspiring entrepreneurs and seasoned professionals alike.Mike Dugan brings with him over 30 years of experience as a successful business leader ranging from large Fortune 500 corporations(Medtronic, Boston Scientific, Baxter) to smaller entrepreneurial businesses. Clients find his depth of experience and knowledge reassuring. While many consultants are skilled at diagnosing the issues preventing organizations from achieving success, few consultants seek involvement in the actual hands-on implementation process required for next-level growth. This aspect makes Mike's work unique. Having served as a Vice President of Sales for both large public corporations and smaller private companies, Mike has built a strong reputation for delivering powerful, record-breaking results quickly. These traits, along with his polished client-focused approach, allow Mike to deliver a consistently high level of satisfaction to all his clients. Born in Maryland, Mike earned a Bachelor of Science in Business from Towson University in Baltimore and he was awarded his MBA from Golden Gate University in San Francisco, CA. After college Mike spent just over 8 years in the Military as a Naval Flight Officer flying the F-14 Tomcat and is a combat veteran of Operation Desert Storm. Mike is the Founder of Commonwealth - Consulting an advisory coaching & training practice serving the entire USA. He is licensed and certified advisor with Chart Learning Systems, The Proctor-Gallagher Institute, and Appleton & Green. Mike also works internationally as a paid speaker for Vistage Worldwide and TEC Canada. Mike, his lovely wife Deanna and their children reside in Virginia Beach, VA where they enjoy golf, scuba-diving, and relaxing at the beach with friends.Key Topics Discussed:Transition from the Military to consultingAchieving sales targets in corporationsImportance of networkingMindset and affirmations for successRecommendations of books for personal developmentTimestamps:06:46 Good bosses set clear, achievable expectations and hold people accountable.11:06 Companies that prioritizes results over hierarchy are more likely to be innovators.18:28 Mindset training crucial for business success and self-belief.23:31 Believe in creating your own reality through practice and perseverance.Guest Socials:Mike Dugan | LinkedInCommonwealth Consulting | Website

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Alise Hannebaum, VP of Sales and Operations for The Laughton Team in Phoenix, Arizona.Alise joined the team at the start of the year; it's her second role in the industry after more than a decade in finance and banking operations.   Learn how she scoped the role, how she invested her time in the first 90 days, and what's ahead in the next year or two to align sales and operations from both an operational and financial perspective.Watch or listen for Alise's insights into:- Endurance as a must-have characteristic within your team- The puzzle-piece metaphor that captures her approach to operations and the benefits of coming into real estate from outside the industry- Her initial steps through the first 90 days of joining The Laughton Team- Protecting your Fridays- The relationship between sales and operations and two definitions of her role across them- Tips to improve your likelihood of operating your business profitably- What to look for to know when to hire so that you're not overstaffed and you're not burning out your best people- Key metrics for your leadership team and tips for managing cash flowAt the end, learn about her perfect place … especially when there's no splashing in the shallow end.  Connect with Alise Hannebaum and The Laughton Team: - https://www.linkedin.com/in/alisehannebaum/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice. In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and how it is shifting towards being more similar to B2C sales. They also touch on how to become a thought leader and the impact of AI on both business and buyers. Chris is the current VP of Sales, EMEA at TechnologyAdvice, a full-service B2B media company delivering marketing and data for over 600 technology companies. Prior to this he was UK Managing Director at G+J iMD (International Media Sales) and Head of Title & Campaign Management at News UK.

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"Hugh Hornsby is an entrepreneur-minded leader who built up our turned around 10 divisions or companies on his "People based business Philosophy"" seeking and finding people who are stuck, who have a burning desire to achieve, an entrepreneur growth mindset, and want to become apart of a team that is bigger than themselves then helping them find their passion and purpose. Suffering a severe head injury, he was diagnosed as an epileptic with ADHD at the age of 10 when he learned the philosophy of "Never let anyone hold you back, especially you." Finding his passion and purpose of refusing to let others place labels on anybody. Believing that if you have a desire in your heart it will make its way to the head! He is the Vice President of Sales of Everflow Supplies where he helped build a regional company into a national manufacturer and distributor of plumbing, industrial, HVAC, and waterworks products based around people."SHOW SUMMARYIn this episode of Selling From The Heart, Hugh Hornsby discusses his people-first philosophy and the importance of aligning company goals with individual goals. He emphasizes the need for authenticity and caring in sales, and shares his personal journey of overcoming obstacles and finding success. Hugh believes in investing in his team and helping them become significant. He also highlights the importance of self-care and forgiveness in achieving personal and professional growth.KEY TAKEAWAYSAuthenticity and caring are essential in sales, and leaders should invest in their team members.Aligning company goals with individual goals creates a more impactful and positive work environment.Taking care of oneself is crucial for personal and professional success.Forgiveness is necessary for personal growth and overcoming negative experiences.QUOTES"Selling from the heart is about investing in yourself and giving back to others." - Hugh Hornsby"If you're not taking care of yourself, you can't take care of other people." - Hugh Hornsby"Time and training are the two things that can take businesses down." - Hugh Hornsby"Don't operate from the negative; operate from the positive." - Hugh HornsbyLearn more about Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

In this episode, host Collin Mitchell welcomes Jay Webb, the mastermind behind the Goats of Growth podcast. They discuss the common mistakes made when hiring revenue leaders and the importance of finding a leader who is a stage fit for the company. Jay emphasizes the need for expeditionary sales leaders who can handle the ambiguity and uncertainty of early-stage startups. They also touch on the importance of data-driven decision-making and the need for transparency and realistic expectations in the hiring process.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Jay Webb (Founder, Goats of Growth)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell discusses the state of sales and the importance of fundamentals with guest John Barrows, founder of JB Sales. They talk about how the sales industry has become reliant on technology and automation, leading to a lack of essential skills and a false sense of success. They also touch on the impact of COVID-19 on sales and the challenges of virtual selling. The conversation highlights the need for feedback, resilience, and hard work in sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:John Barrows (Founder, JB Sales)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Andrea Morter, the VP of Sales, Ops and Enablement at Get Beyond. They discuss Andrea's journey in sales and leadership, as well as the challenges and rewards of transitioning into sales operations. Andrea shares insights on the importance of leadership and the need to focus on helping others succeed. She also highlights the role of sales enablement in supporting sales teams and driving success.Follow the Host: Colin Mitchell (Partner, Leadium)Our Episode Guest:Andrea Morter (VP of Sales, Ops and Enablement at Get Beyond)Sponsored By: Leadium | The leader in outbound sales appointment setting.*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

Andrew Rogers and Guest Host Ravi Lulla welcome Brett Balak Dir. Of Sales at Pinnacle Bank Championship to discuss all that's going on this weekend at Indian Creek. Tune into Coffee & Cream from 7-10 am AM 590 ESPN Omaha each week day. You can also catch the final hour of the show in Lincoln on 101.5fm and 1280am. Hail Varsity Radio is brought to you by http://GoCurrency.com  Follow Andrew on social: Twitter: http://twitter.com/andrewrogerscc  Instagram: http://instagram.com/arog_sports  Follow Damon on twitter: http://twitter.com/damonbenning  Follow Hurrdat Sports on social: Twitter: http://twitter.com/hurrdatsports  Instagram: http://instagram.com/hurrdatsports  Tiktok: http://tiktok.com/hurrdatsports  Facebook: https://www.facebook.com/HurrdatSports About Coffee & Cream: Wake up with Andrew Rogers and Damon Benning on Hail Varsity Radio. Every morning from 7-10 a.m. on AM Radio Omaha on AM 590 ESPNCoffee and Cream stirs up the best news in Nebraska sports. Whether you're in the car, at the office, or on the sofa enjoying your favorite cup of joe, make sure you're listening to Coffee and Cream on Hail Varsity Radio. Hurrdat Sports is a digital production platform dedicated to the new wave of sports media. From podcasting to video interviews along with live events and entertainment, we're here to change how you consume sports. Find us online at Hurrdatsports.com Learn more about your ad choices. Visit megaphone.fm/adchoices

When it comes to creating safety for vulnerability and trust on a team, as a leader, you have to go first. You have to open the door and set the tone, so others see that it's safe to follow. In my conversation with Chris Hartley, VP Of Sales at K. Hovnanian Homes and author of the upcoming children's book series "Life Lessons with Daddy," we discuss Chris's philosophy for leadership and for bringing out the best in his teams: leading with love. We talk about empathy, vulnerability, having hard conversations, and empowering teams to rise to their full potential. About Chris:Chris Hartley has nearly two decades of New Home Sales Experience in various roles across the industry. In addition to his current role as Vice President of Sales for K. Hovnanian Homes in DFW, Chris is a Certified Trainer for the Texas Real Estate Commission, frequent contributor to industry leading publications, a guest on numerous industry podcasts, and a highly sought out Public Speaker. Chris has worked with both public and private homebuilders across the US. Chris has won numerous awards on a local, regional, and national level including the inaugural Gold Award at The Nationals for One to Watch through the National Association of Homebuilders. Chris is an active member of the Zillow Builder Advisor Board as well as a Board Member for AtlasRTX. Chris is an advocate for the American Cancer Society, being named a three-time Corporate Hero and is part of Team Determination participating in half and full marathons having raised over $200,000 fighting for the cause. Chris's latest adventure was completing a full Ironman Triathlon on behalf of the National Angels, a Foster Care Organization Chris is passionate about as well as complete his first children's book series in 2022. Check out Chris's book: https://lifelessonswithdaddy.com/ -- Get the Thriving Team Scorecard and join my 20-day challenge to become a better manager to your team in just one month - liagarvin.com/scorecard To get on the list for my upcoming live Q&A sessions and "manager tip of the week" exclusive to my community, send the text MANAGER to (415) 234-5716. This text goes right to me, so feel free to ask any questions there as well, or share your questions for upcoming AMA episodes. Looking for support for your team? Reach out to hello@liagarvin.com to learn more about one of my four core focuses for teams:Manager Development - Micro to Macro Manager Development ProgramEmployee Engagement - Focus Groups & Action Planning WorkshopsRetaining Women - Accelerate Group Coaching Program for WomenFor Entrepreneurs & Founders - Billion Dollar Ops Playbook for Million Dollar Businesses -- Connect with me!LinkedIn: LinkedIn.com/in/liagarvinInstagram: instagram.com/lia.garvinWeb: liagarvin.comMusic by Y8S: isaacy8s.com

Tommy McNulty is an experienced entrepreneur and sales expert with a passion for helping sales leaders scale their teams and drive performance. As the Founder & CEO of Rhythm, Tommy leads the first platform dedicated to providing sales leaders with the tools and resources they need to succeed at any stage of growth.Tommy has been an integral part of the NYC tech sales ecosystem for over 10 years, and his expertise has helped him build successful sales teams for some of the most prominent companies in the industry. Before joining NerdWallet, where he ran consumer sales, Tommy spent 5.5 years as the VP of Sales at Fundera, where he helped scale the organization from zero to $45M+ in annual revenue. He also managed a team of 80+ and led the company to three consecutive Crain's Best Place to Work in NYC awards.Prior to his work at Fundera, Tommy led the go-to-market strategy at Dash Software, which was eventually sold to Reserve (now Resy) in 2015. He was also an early hire at ZocDoc, where he honed his skills in sales and leadership.In addition to his impressive professional accomplishments, Tommy is a skilled martial artist with ranks in Brazilian Jiu-Jitsu, Muay-Thai, Shotokan, and Judo. This discipline and focus have undoubtedly helped him achieve success in his career as a sales leader and entrepreneur.Doug and Tommy share a passion for sales and small businesses, making Tommy an ideal guest to discuss strategies for scaling sales teams and driving growth. Listeners can learn more about Tommy and his work at Rhythm by visiting the company's website or connecting with him on LinkedIn.

On this episode of the RepVue podcast, Darin and Jordan from RepVue talk with KnowBe4's VP of SMB Sales Ted Baturin. Learn more about how he got his start at KnowBe4, what traits he looks for in ideal candidates, what to expect during the ramping process, and more.

Mark Sutter with Impact Sales Advisors Impact Sales Advisors was founded to help leaders of small and mid-sized business achieve profitable and profitable growth by providing Fractional VP of Sales services. We build a path to more sales by: Conducting a formal assessment of your current state Create a Strategic Sales Plan Put the right […] The post Mark Sutter with Impact Sales Advisors appeared first on Business RadioX ®.

Richard has a unique and different background in becoming a sales leader. Going from product to solutions engineering to VP of Sales.  Why does a VC have a VP of Sales and Customer Success Coming from product engineering to a sales leaderIs your sales team Wolf of Wall Street or MoneyballIs product management the future of salesWhat founders do not understand what they need in go-to-market strategy, hires, and companiesWhat's the difference between a VP of Sales at $1m, $5m-$10mWhat has this person done vs what have they been a part ofIt's ok to hire the #2 or #3 rep on the sales team

About JoeyFeatured in Fox, NBC, and CBS, along with being named one of the top business Coaches in America for two consecutive years, in The NYC Journal, Joey Drolshagen is known for helping countless individuals to transform their lives through retraining their subconscious conditioning! Aside from a very successful 28-year career, up to VP of Sales, Joey has spent over 3 decades studying, implementing, and developing what's become known as the SMT™ Method, which has repeatedly helped hundreds of people to transform their reality through retraining the subconscious mind…To become UNSTOPPABLE.Clayton's NotesWhat an incredible conversation. Thank you Joey! We cover everything from the wounded masculine to subconscious programming to manifestation to Jesus Christ.  What stands out to me, is hearing this from someone who had a 28-year in corporate sales and climbing the ladder to become the VP of Sales. This conversation really, really validated for me so many beliefs that I had around hustle culture and learning to rest. Joey's LinksFree Download: https://download.ifgtcoach.com/LinkedIn: https://www.linkedin.com/in/lifes-lessons/Twitter: https://twitter.com/JADrolshagenIG: https://www.instagram.com/joey_pros_coach/YouTube: https://www.youtube.com/channel/UCOA1sU4P9uBZVN6Gf-4fNiAFacebook: https://www.facebook.com/JADrolshagen/Clayton's LinksWebsite and App: https://www.travelingtoconsciousness.com/Master Link: http://linktr.ee/claytoncuteriSponsors: https://travelingtoconsciousness.com/article/133008Support The ShowConscious Monkey Membership: https://travelingtoconsciousness.com/accessPatreon: https://www.patreon.com/claytoncuteriIntro Music Producer: Don KinIG: https://www.instagram.com/donkinmusic/Spotify: https://open.spotify.com/artist/44QKqKsd81oJEBKffwdFfPSuper grateful for this guy ^Support the show

Welcome to Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic. As the CEO of a 40 + Employee Management Consulting Firm, Jake talks with hundreds of sales leaders and CEOs each year, and with that also sees what these companies are doing for their outbound sales, and gets to take a deep dive into their sales playbooks. This week, we are diving into a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. In Episode 1, Jake dives into Where Leadership Goes Wrong Building An Enterprise Sales Playbook, and you will hear:Only 22% of startup founders have a sales backgroundWhy the average tenure of a VP of Sales is 16-24 monthsHow training your reps on personas and industry trends is your direct line to sales excellenceAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

Lauro Herrera is the author of MY JOURNEY AS A FINAL EXPENSE MAN, he's a successful entrepreneur and Vice President Of Sales, his experience in the insurance industry goes back 18+ years.Now he also dedicates to help other insurance agencies thrive with Marketing with his business "X-Telecom".If you are in the need of Marketing for your insurance agency, you can call X-Telecom at +92 311 5155955 or send them an email human_resources@x-telecom.biz—————————————————We are The Best Web Developers & Online Marketers!Check Out My Portfolio at: https://josesilvera.comOrCall Us: (702) 637-4222We Also Offer: Digital Marketing For Small & Big Businesses, SEO, E-Commerce, Wordpress, PPC Campaign Development & Management for Google, Bing & Yahoo!, Facebook Ads, and more!Follow us on Social Media:Facebook: https://www.facebook.com/ijosesilvera/Instagram: https://www.instagram.com/ijosesilvera

Join host Adam Michalski as he interviews Drew Mohoric, Strategic Partnerships at Harver.Adam and Drew discuss the unique aspects of the HR partnership landscape, Drew's path into partnerships, and much more. Topics Covered:How Drew got started in partnershipsWhat the HR partnership landscape is likeBest practices when working with HR partnershipsWhat Drew has learned from his career in partnerships thus farWhere Drew sees the future of HR partnerships headingPartner with Harver:HarverPartner with HarverPartnership Jobs:Join Partnership Leaders as an Account ExecutiveCareers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Andy Whyte, Author of MEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex Sale. Adam and Andy discuss MEDDIC and MEDPICC, which are sales methodologies  used by elite sales companies like Sprinklr, AppDynamics, and Snowflake to generate billion-dollar revenues streams. We also dive into how Andy thinks about partnerships and selling with your ecosystem.Topics Covered:What is MEDDICC and why does it matterHow you can apply MEDDICC to your companyWhat is MEDDPICC and how do partners fit into MEDDICCWhat you can do today to start leveraging these proven methodologies in your sales cyclesWhere Andy sees the future of sales headingGet in touch with Andy:Andy WhyteMEDDICC.comMEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex SalePartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Thibaut Souyris, CEO and Founder of SalesLabs. Adam and Thibaut discuss best practices for partnering with influencers - what works, what doesn't, and how to effectively partner with influencers. We also cover sales and prospecting best practices using social selling. Topics Covered:How Thibaut started and became an influencer in the sales spaceHow to think about working with influences - what works and what doesn'tWhat you need to be mindful of when asking to partner with an influencerWhat are the best social selling strategies that Thibaut is deploying todayWhere Thibaut sees the future of prospecting headingPartner with SalesLabs:SalesLabsReach out to ThibautPartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Nick Valluri, Head of Partnerships at Coda.Adam and Nick discuss ecosystem best practices Nick has learned from his time at Box, Google, Zapier, and now at Coda. Topics Covered:What Nick has learned from his time at Box, Google, Zapier, and CodaHow Nick thinks about the transition from API to SDKWhat are the major differences between reseller partnerships and ecosystem partnershipsWhy Nick chose to build out the partner program at CodaWhere Nick sees the future of partnerships headingPartner with Coda:CodaPartner with CodaPartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

12:06p - Don Sevcik: Learning Tips & Tricks For Quick Retention and The Fastest FREE Math Tutor 12:17p - Victoria Wieck: Host of Million Dollar Hobbies Podcast - Turning Your Passion Into Profits 12:27p - Dr. Travis Fox: The Ultimate Business Quest - Entrepreneur to Empire - Biz Tips For Success 12:38p - Rob Kosberg: Creating Best Selling Authors To Grow Their Income - Publish-Promote-Profit 12:48p - Clifton Pettyjohn: Purpose Strategist & Spiritual Leader - Your trusted voice of transformation *Michele's Patriotic Soapbox: Facts, Truth, Take Action Items & Resources* 1:00p - Special Guest RICK MONROE: World Class Entertainer & Singer With A Country Flair Blended With A Gypsy Soul. He's Toured With & Opened For Church, Bently, Daniels & Tritt. He Partnered With St. Jude On His Newest Single "God's Ear" To Donate 50% Of Sales. Rick Will Remind Us That We're Never Alone If We Allow God Into Our Hearts. 1:30p - Special Guest KASH PATEL: Former Chief Of Staff For President Trump's Department Of Defense & Secretary Of Defense. He's Taken Down Senior Level Terrorists & Exposed The Deep State's Russia Collusion Hoax By Writing The Bombshell Nunes Memos. He's Now Fighting & Suing The Fake News Media Through His Legal Offense Trust VISIT: http://EverythingHomeAboutUs.com For our Partners' Info, Episodes, Subscribe, Like-Follow-Join Our Community & Newsletter, Become A Purpose-Driven Business & Much More! Patriotic Purpose Driven Resource Platform - Hosted by Michele Swinick "The Queen of Quality Content" We're LIVE Mon, Wed & Fri @ 12p PT with experts, entrepreneurs & purpose-driven people to provide real-life tangible takeaways to make your life BETTER!

Join host Adam Michalski as he interviews Christopher Smith, Head of Partner Success at Checkr.Adam and Christopher discuss how to ensure your partners are as successful as possible. We also cover leading cross-functional teams and how to ensure everyone is aligned plus much, much more. Topics Covered:What is Partner Success and why is it important?How to make partnerships successful - with a focus on SaaS and softwareHow Chris got Alibaba to partner and the learnings from working with such a large companyWhat is important to keep top of mind when leading cross-functional teamsWhere Christopher sees the future of government partnerships headingPartner with Checkr:CheckrPartner with CheckrPartnership Jobs:Careers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Strategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Peter Spoehr, Senior Director of Alliances of the Public Sector at Medallia.Adam and Peter discuss everything government partnerships - what do they look like, how are they different from traditional partnerships, and more.Topics Covered:Peter's transition from the US Army into businessWhat are government partnerships and how do they differ from traditional partnershipsWhat most companies overlook when it comes to their relationships with partners or potential clientsHow to overcome a "culture of narcissism" Where Peter sees the future of government partnerships headingPartner with Medallia:MedalliaPartner with MedalliaPartnership Jobs:Careers at MedalliaJoin Radar as a Technology Partner Manager!Strategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Lester Lee, Head of Partnerships at Lattice.Adam and Lester discuss the intersection of sales and partnerships - what are the commonalities, what are the differences, and more. We also talk about Lester transitioning from a startup founder into a partnership leader. Enjoy!Topics Covered:What are commonalities between sales and partnerships How Lester transitioned into partnership from starting his own Y-combinator backed startupWhat's happening in the HR tech ecosystem and how Lester sees things playing outHow to think about partnerships as a core business unit within the companies broader visionWhere Lester sees the future of B2B partnerships headingPartner with Lattice:LatticePartner with LatticePartnership Jobs:Join Radar as a Technology Partner Manager!Careers at SendosoStrategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Francois Grenier, Head of Partnerships at Sendoso. Adam and Francois discuss how Sendoso is shifting from co-selling to focusing on pipeline generation. We also cover how companies can do better with integration partnerships and what Francois is focusing on since he's joined Sendoso (and since their recent $100,000,000 Series C fundraise!). Enjoy!Topics Covered:Why Sendoso is shifting their focus to pipeline generationHow Francois thinks about agency partnerships and why they're differentWhat Francois is looking to improve upon now that he's Head of Partnerships at SendosoHow to think about integration partnerships and all the value they can add to your companyWhere Francois sees the future of B2B agency partnerships headingPartner with Sendoso:SendosoPartner with SendosoPartnership Jobs:Join Radar as a Technology Partner Manager!Careers at SendosoStrategic Alliances Manager at Airship (US/EMEA)Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Alexis Petrichos, Anthony Kapitanski, & Daniel Cmejla of Chili Piper. Adam and the Chili Piper partnership team discuss everything Ecosystems, Product, & Channel. Alexis is a Partnership Manager covering Product. Anthony covers Channel. And Daniel covers all things Ecosystems. Enjoy!Topics Covered:How Chili Piper structures their partnership teamWhat each partnership role focuses on and how they KPI themselvesWhy not everything needs to have a KPIHow to think about Community Partnerships and why they're differentWhere the Chili Piper team sees the future of B2B agency partnerships headingPartner with Chili Piper:Chili PiperJoin the Chili Piper Partnership TeamPartnership Jobs:Strategic Alliances Manager at Airship (US/EMEA)Careers at Chili PiperCareers at GustoCareers at HubSpotSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Somrat Niyogi, previously Head of Business Development at Gusto, and recently just took on a new role as Head of Business for Gusto's embedded products. Somrat and Adam cover a bunch of topics include the similarity between enterprise sales deal making and partnerships, what makes a good partnership professional, and how Somrat thinks about building and running partnerships.Topics Covered:What makes a good partnership professionalHow is enterprise deal making and partnerships similarWhat does career development look like for a partnership professionalHow partnerships really get done - who has influence, who has authority, etc. Where Somrat sees the future of B2B agency partnerships headingPartner with Gusto:GustoJoin the Gusto Partner ProgramPartnership Jobs:Careers at GustoCareers at HubSpotSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski with Tori Barlow on the Allbound Partner Channel Podcast. Adam and Tori discuss where to invest in your channel tech stack and how to bring attribution to the forefront of your channel strategy.Topics Covered:The new emerging world of ecosystem technologyWhat challenges are partnership leaders facing todayWhy are companies adopting ecosystem as a go-to-market strategy at a rapid paceWhat are the best practices to keep top of mind when building out partnership teamsWhere Adam sees the future of B2B agency partnerships headingPartner with Allbound: AllboundPartnership Jobs:Careers at HubSpotNorth America Channel Lead - CrownpeakDirector, Product Partnerships at KlaviyoSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Alex Glenn, Founder at PartnerPrograms.io. Alex and Adam discuss all things agencies - what are the different types of agencies? What do they care about? How are they different from tech integrations partnerships? And more!Topics Covered:What are the different types of agencies and why understanding what they care about is so importantHow to treat co-selling with agencies differently to ensure successWhy spending the time to understand agency motivations is crucial; hint: they don't care about referrals as much as you thinkWhat are the best practices to keep top of mind when building out agency partnershipsWhere Alex sees the future of B2B agency partnerships headingPartner with PartnerPrograms:PartnerPrograms.ioPartnership Jobs:Careers at HubSpotNorth America Channel Lead - CrownpeakDirector, Product Partnerships at KlaviyoSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Andrew Lindsay, SVP of Corporate Development and Business Development at HubSpot. Andrew and Adam discuss tips on building out your partner program and the various kinds of partnerships you should be thinking about. We also get into how HubSpot has built such an engaged community that serves them till this day - at $1bn in revenue and growing!Topics Covered:How Andrew got into partnerships via banking and consultingWhat partnerships Andrew recommends you think about as you begin building and scaling your partner programWhy investing in the HubSpot community from the earliest days was one of the key levers for HubSpots growth Why Corporate Development is tightly aligned with Business Development and learnings on combining the two rolesWhere Andrew sees the future of B2B partnerships headingPartner with HubSpot:HubSpotPartner with HubSpotPartnership Jobs:Careers at HubSpotNorth America Channel Lead - CrownpeakDirector, Product Partnerships at KlaviyoBusiness Development Manager - Consulting Partners at ProductboardSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Pete Caputa, CEO at Databox (previously VP of Sales at Hubspot). Pete and Adam discuss the early days of building out HubSpot's Partner Program and all the learnings that came with it. We then get into Databox and how Pete thinks about partnerships as CEO of the growing business analytics company. Topics Covered:What the founding story was of HubSpot's Partner Program - how did it happen?What the early days of building HubSpot's Partner Program were likeHow did the evolution of partnerships come about at HubSpot and how did they scaleHow Pete thinks about partnerships at Databox given all his experienceWhere Pete sees the future of B2B partnerships headingPartner with Databox:DataboxPartner with DataboxPartnership Jobs:North America Channel Lead - CrownpeakDirector, Product Partnerships at KlaviyoBusiness Development Manager - Consulting Partners at ProductboardSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Join host Adam Michalski as he interviews Jason Breed, Global Lead of Partnerships and Alliances at Crownpeak.Jason and Adam discuss how to get your organization partner ready - including internal change management across sales, customer success, and operations. Topics Covered:How to create an Ideal Partner Profile (ICP)Why Jason keeps his partner program focused by designHow to get your company partner ready with internal change managementHow to think about partner influence and why it's critical to successWhere Jason sees the future of B2B partnerships heading for CrownpeakPartner with Crownpeak:CrownpeakPartner with CrownpeakReach out to JasonPartnership Jobs:North America Channel Lead - CrownpeakDirector, Product Partnerships at KlaviyoBusiness Development Manager - Consulting Partners at ProductboardSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Rich Gardner, VP of Global Strategic Partnerships at Klaviyo.Rich and Adam discuss transitioning your org from direct selling to selling through/with partners. We get into the weeds on how to minimize channel conflict between sales and partnerships and even how to set up compensation for long-term success.Topics Covered:How to transition from direct selling to selling with/through partnersWhat are all the benefits partners can provide - hint, it's more than just a lead channelHow to minimize channel conflict between partnerships and sales How to properly set up compensation structures that will let you go-to-market team thriveWhere Rich see the future of B2B partnerships heading for KlaviyoPartner with Klaviyo:KlaviyoPartner with KlaviyoReach out to RichPartnership Jobs:Director, Product Partnerships at KlaviyoBusiness Development Manager - Consulting Partners at ProductboardSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Mark Brigman, CEO at PARTNERNOMICS®. Mark and Adam discuss the past, present, and future of partnerships with specific emphasis on the use of data, systems, and tools that are being developed to help leaders achieve greater levels of success.Topics Covered:What's happening in the past, present, and future of the partnership ecosystemHow to leverage data and tools to maximize the value of partnerships for your companyWhat coursework is available to ramp your knowledge on partnerships as effectively as possibleWhy now is the decade of partnerships and why you should careWhere Mark & Adam see the future of B2B partnerships headingPartner with PARTNERNOMICS®:PARTNERNOMICSPartnership CoursesPartnership Jobs:Business Development Manager - Consulting Partners at ProductboardSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Alex Thomson, RVP of EMEA at Quantum Metric and Daniel Lancioni, Partnerships Director at Quantum Metric. Alex, Daniel and Adam discuss how to think about your partner ecosystem from a sales perspective.Topics Covered:How to think about your partner ecosystem from a sales perspectiveHow to leverage agencies for go-to-market as a growing SaaS companyWhat the difference is between technology partners and services partners from a revenue perspectiveWhat it's like building a new category and how to pave the wayWhere Alex & Daniel sees the future of B2B partnerships headingPartner with Quantum Metric:Quantum MetricPartner with Quantum MetricSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Marne Reed, Chief Evangelist of Brand Experiences at PFL.com.Marne and Adam discuss best practices on leveraging your partner ecosystem in your sales motion - strategies, how to ensure reciprocity, and more. Topics Covered:Why making sure your sales rep are reciprocating value is critical to co-sellingHow to leverage your partner ecosystem in your sales motion as effectively as possibleHow to make sure your sales team understands the partner ecosystem and the role it playsWhat best practices Marne can share on effective co-marketing Where Marne sees the future of B2B partnerships headingPartner with PFL:PFLPartner with PFLSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Norma Watenpaugh, CEO and Founding Principal of Phoenix Consulting Group.Norma and Adam discuss going from an anti-partner culture to a partner focused culture. Norma also shares her experience from working with companies like Adobe, Amazon, Cisco, Dell, Intel, IBM + more on what works and what doesn't in building your partner ecosystem. Topics Covered:Why Norma started Phoenix Consulting Group and how she helps her Fortune 1000 clientsHow to change your culture from anti-partner to partner focused and the pitfalls to avoidWhat insights Norma has gotten from building ecosystems at major clients like Adobe, Amazon, + moreWhat resources Norma recommends from the Alliances of Strategic Partnership ProfessionalsWhere Norma sees the future of B2B partnerships headingPartner with Phoenix Consulting:Phoenix ConsultingAlliance of Strategic Partnership ProfessionalsSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Tim tells us about his journey from being homeschooled in Illinois to becoming a sales executive in Silicon Valley, learning how to manage people that were more senior than he was, changing Hired's business model, why he joined Sama, working for an impactful organization, and empowering people to be successful.

Join host Adam Michalski as he interviews Nancy Ridge, Founder & President at Ridge Innovative. Nancy and Adam discuss how she goes about educating executives on the value partnerships can bring to your company. We also discuss creating a culture of that promotes innovation. Topics Covered:What questions Nancy sees most revenue leaders asking about partnerships and whyHow to educate your executives on the value that partnerships can bring to your companyHow to create a culture of innovation at your company and why it starts with employeesWhat excites Nancy most about what she's seeing in the partnership spaceWhere Nancy sees the future of B2B partnerships headingPartner with Ridge Innovative:Ridge InnovativeCulture of Innovation PodcastSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Asher Mathew, Chris Samila, and Tai Rattigan of Partnership Leaders.Asher, Chris, Tai and Adam discuss everything from how Partnership Leaders got started all the way to what's coming in future for the community. You might even find out who officially started the Slack channel! Topics Covered:How Asher, Chris, and Tai met and decided to start a community focused on partnership professionalsHow PL got started - with all the details around why and how the community got builtAll the great initiatives that PL provides today that you can take advantage of as a memberAll the details on everything that's coming in the future for members of PLHow to get started with PL today if you're not already a memberJoin Partnership Leaders:Partnership LeadersFind Partnership Leader LinkedInSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io.

Join host Adam Michalski as he interviews Ramsey Pryor, Founder at Port of Entry Partners.Ramsey and Adam discuss the how, why, and what to do when it comes to international expansion. This is a must-listen for any growing company who wants to expand internationally. Topics Covered:When should you begin thinking about international expansion for your business?What markets you should be focusing on and how to prioritize themHow to put together an expansion plan and what you need to be thinking about to be successfulHow partnerships play into your international expansion strategy Where Ramsey sees the future of international expansion going - hint, it's not slowing down!Partner with Port of Entry Partners:Port of Entry PartnersThe International Expansion PodcastSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io.

Join host Adam Michalski as he interviews Bryn Jones, CEO at PartnerStack. Bryn and Adam discuss why most SaaS companies fail to get to their desired state of distribution and why partnerships are the key differentiator for the companies who really succeed. We also discuss the exciting news on PartnerStacks recent Series B!Topics Covered:Why Bryn and his co-founders started PartnerStackHow to maximize your distribution by focusing on your partner programHow to avoid the major pitfalls the most SaaS companies make when focusing on distributionWhat's coming next for PartnerStack and the exciting Series B announcementWhere Bryn sees the future of SaaS partnerships heading and how PartnerStack fits inPartner with PartnerStack:PartnerStackPartner with PartnerStackSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

 JB:How’d you get into sales? RS:Always fun to reflect on how you got here as you extrapolate out your careerWhen I finished school- got a shiny piece of paper and asked Now what? You feel proud, excited, that you have enough and pretty quickly can become deflated trying to get your career startedI probably sent out hundreds of applications - had the fortunate timing graduating in 2008 during the recessionI figured out how to learn different skillsTraveled for almost 2 years after school, I found work, worked in Nicaragua for a few months teaching econ and learning SpanishI remember calling my bank to check my balance and told me I had $25 left, I was PUMPED!I had $25 to start my career journey, a lot of problem solving and skills I learned from traveling on how to get from here to there.Grew up in New Hampshire and had a friend hiring for a sales role selling merchant accountsI had no idea what I was getting into, day 2/3 I knew it wasn’t the job for me but decided, If I’m in this I need to figure out how to be GREAT at something. So I stayed there for 1.5 years.I figured how to connect with the customers, the flow of a sales call. I would set goals for myself to see how quickly I could close the dealsIt wasn’t the most sophisticated sale but I decided I wanted to gain a higher degree of mastery Reached out to Forrester research - some of the best experiences of my early sales career- Thrown into the deep end with tech buyers who had been purchasing tech & research for decades!Thought I knew what I was doing as this junior guy and I stumbled my first few monthsHad a great leader who was a great motivator and great coach, Michelle AllenPut me into an underperforming  territory of Chicago and she bet on me to turn it around!Ended up #1 in the company in sales, got to fly private with the CEO Could see the impact I had on businesses, thought it was amazing and wanted to see what’s next?!Heard about HubSpot and never had any research on them, but hadn’t been covering the market for HubSpot Found a friend as a recruiter at HubSpot, wanted to learn SaaS and engage with these higher level buyers, and follow a great leadership team. It gave me an opportunity to learn something new and I was struggling my first 4-5 months and I couldn’t figure out why?Why aren’t my playbooks that had worked time and time again working, I realized I needed to be open to learning and bringing my history with me. Don’t just bring your old playbooks but look to learn and be curious.A lot of great people from HubSpot alumni are doing great things NOW! Was able to step into my time as a leader at HubSpot, you think you’re taking off in your career and you stumble and fall, but hope to FAIL FORWARD. When I first stepped into leadership it was incredibly humbling, you have to stop and reflect, What am I doing right? What am I doing wrong? How can I reach out to peers and mentors to improve and find guidance?VirtueDen- reached out to build their go to market, 2 guys with an awesome tool that didn’t have a big sales background. I love building things.  I love figuring out how to get from here to there!Got to dive into the inner working of the machine which opened up the Compass opportunity, it’s adding all of these pieces together from my past experience.  Going from how customer learn shop and buy to align in an industry I haven’t worked in before. Connect with people across the entire organization, each new role is more challenging than the last and has been great, great to celebrate heading into the public market with the team of course. JB: What an awesome sales journey over multiple years with the past view into being a young grad and traveling that all culminates to give you a unique perspective on leadership.  Multiple times struggling and failing forward with new challenges each time.   RS:I'm so grateful for the experience. There’s nothing to make a career easy.A Career is a hard thing to buildI remember Mike Volpe coming in saying “ when you look back at your career it’s going to look like this steady up and to the right, but when you’re in it it’s going to feel like a staircase”  You figure something out you go up, and plateau a bit, then do it again It’s so hard to wrap your head around when you’re in the trenches everyday. It’s really important that you don’t give up on yourself, developing yourself and leaning into being better everyday because it compounds.  JB: Compounding tiny changes is so powerful over a career to move into a leadership role. Everyone is making things up every day along the way you need to be open to learning, to feedback to continually improve.  So much motivation and inspiration  RS:Hitting quota for the month/year, the great note from your manager are all so fleetingIt can be exhausting to reach for those milestones. Reaching for those milestones is important, it’s a part of it but there has to be more, you won’t find joy/pleasure if you’re just shooting for the number.milestones it will lead to burnout JB: How do you think about setting goals and defining the bigger goals? RS:Every year at the start of the year around Christmas to the start of January I take 2 weeks off, totally disconnect and spend time with family.I take that time to reflect, used to journal now on apple notesI focus on the bigger things, more macro level and step back because one bad day shouldn’t get me downExample:  Buy a new house this year. Read x  numbers of books in a year.  Then I can take my next step to find books and then they sit next to bed and I read them throughout the yearPersonal goal setting is super helpfulThe business stuff will come through the cadence of the specific organization and understand the Northstar to understand WHY I’m doing the specific things everydayIf you miss out on WHY you’re doing the calls, the emails, etc. Your customers also get a terrible experience when you don’t think about the why. You miss out on the ability to slow down to think “why am I sending this message to this person at this time?” It takes the connectivity between the end goal and the day to day activities that don’t feel transactional JB: Everyone will have their own unique system that works for them. You mentioned setting goals but struggling many different times. How do you bounce back from the tough months/weeks? RS:“I can accept failure, I can’t accept not trying” - Michael JordanThe failure piece is bound to happen!Did Fail Fast Fridays at Compass for a year to share the things that we failed on over video that would be highlighted.You have to be of the mindset, especially if you’re doing something new, you’re going to fail and if you’re uncomfortable trying new things or something, you get stuck there more than anything!For me, I tend to not take myself too seriously, if you get overly caught up in the emotion of the outcome you’re aiming for.  You become reactive vs. proactive- as soon as you get reactive, you are dooming your future because you stop focusing on pipeline creation while you are too nervous about closingIf you’re working for leaders where they are emotional to all of the reactions and make decisions from an emotional state vs. what are our options to refine to a better path/outcome next month or quarter. You can work for those leaders that make decisions objectivelyI want to know I’m going to show up to the same person everyday whether the business is running well or not and be in a safe spot where I try to be a steady northstar. JB:  How do you manage yourself daily? What practices do you have?RS:Exercise is a good thing. I would always go to the gym on my travels or in the morning.  Last year I was reeling a bit through the pandemic. Was in Boston in Q2 and couldn’t do that normal routine. This last year was tough.  Are you just going to grip the wheel and grind it out or look for something new?Typically it was running, cycling and some weights stuff. I ended up getting into yoga over the last year. Going into a classroom doing yoga wasn’t going to be possible in 2020. In the past I was doing long runs, trail runs, century rides and I would mix in yoga. But I forgot about the mental piece as much as the physical stuff is really centering. You forget everything around you when you’re in it. I would wake up early AM, roll out the yoga mat and go to the office and take a long walk 40 mins to the office. Then I’ve been looking for new hobbies to occupy my mind and separate me from work. Reading. Got into fly fishing and I’m terrible, getting caught up everywhere and LOVING IT. I’ve added 2 new things of Yoga and Fly fishing to my routine this year that have helped. JB: I’ve talked to a lot of people that have been struggling, burned out, gripping the wheel tighter and still haven’t found the ability to find something new and get past the first few challenges where you find new opportunities and leverage a growth mindset to find the best in what’s going on now. The first key to mental health is physical health.  It’s really challenging to have mental health if you don’t take care of your physical health. Talk to us about some of the Top qualities in Reps? RS:How do you find the common denominator?Lots of people go to Grit and tenacity, persistence and those things matter. But there are some unique qualities you find. The best reps tend to be incredible educators.  It’s hard to test for when interviewing. When you sell a product it’s important to know how to help people learn the product and go through the process. The folks that are excellent at educating the process and the why it matters of the product, tend to do very well.They will get you 80% of the way there, still need to drive urgency, can talk Sandler & Challenger and all these things. If it’s confusing for your buyer to understand the process for evaluating and WHY this purchase matters to them, you’ll lose every single time.  JB: Love winning or hate losing more? RS: Never been asked this question, heard it many times and never able to just answer it. I love winning more than I hate losing, it’s rooted in my belief that losses are an opportunity to win next time. You may have taken my pawn, but we still have an entire game left.  JB: Top qualities in leaders RS: Great coach, I want to learn from whoever I work with. Teach me how to do what you’re doing and help me be better than who I was starting today. I want to know they’re invested in me. JB: How do you be a great coach? RS:They need to know you’re authentic. New manager goes right to call shadow and giving feedback. If there isn’t a consistent culture of feedback across the team. Feedback can start to feel punitive.  You have to create an environment of learning across the team before you push into coaching. Maybe bringing the team together to talk about what it means to inspire this culture of feedback, who you want to be and your investment in helping them. You need a starting point to initiate the coaching.  It can’t just happen every now and then, it needs to be consistent. Continue, start, stop doing. Build a framework to make it easy to receive.  When you inspire those things across the team, I’m always getting feedback, everyone is getting it and still working here! It’s an investment in me and my future JB: To see coaching as an investment in myself and my future self. Learning how to get from here to there. All of these experiences help you go from where you are today and where you’re headed.  RS:LinkedinInstagram @Rpspillla

Join host Adam Michalski as he interviews Rachael Powell, Chief Customer Officer at Xero.Rachael and Adam discuss what is customer experience, how is it relevant to your partnerships, and what are best practices to help you succeed. Topics Covered:How COVID has impacted small business and the learnings Xero has hadHow Xero structures the partner experience side of the organizationHow to manage overall customer experience at an org as large as XeroBest practices for KPIs to use when managing customer experienceWhere Rachael sees the future of B2B partnerships headingPartner with Xero:XeroPartner with XeroDevelop with XeroCareers at XeroSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski along with Jared Fuller and Justin Bartels from the PartnerUp Podcast for this special cross-pod episode. Jared, Justin and Adam discuss the future of B2B partnerships and what may be coming around the corner. Topics Covered:What are projections for the paths partnerships can take over the coming yearsWhy a tech stack is critical for B2B partnerships to succeedHow partnerships will follow a similar innovation arch as sales and marketingWhat are the key things learnings Justin, Jared, and Adam have from speaking with leading expertsWhere we all see the future of B2B partnerships headingGet in Touch:PartnerUp PodcastSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Brad Bowery, Business Development & Strategic Partnerships at Zendesk for Startups.Brad and Adam discuss best practices for building a partner program specifically focused around Startups, VCs, Accelerators, and Universities. Topics Covered:What are best practices for companies building partner programs for the Startup EcosystemHow do Startup Ecosystems Partner Programs differ from traditional partner programsHow to avoid major pitfalls in building for startups - what not to do if you want to succeedWhat are the key things Brad has done at Zendesk for Startups to succeedWhere Brad sees the future of B2B partnerships headingPartner with Zendesk:ZendeskZendesk for StartupsPartner with ZendeskSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Anne McClelland, VP of XaaS Channel Optimization Research at TSIA.Anne and Adam discuss SaaS ecosystem strategies and best practices from Anne's experience working at industry leaders like IBM, Microsoft, Red Hat, & Cisco. Topics Covered:What are best practices for SaaS companies looking to maximize go-to-market benefits of partnersWhat are the big trends that are happening in the channel ecosystemHow the channel has evolved as SaaS has become more prolific What are the major pitfalls you need to avoid in your ecosystem as you grow your partner programWhere Anne sees the future of B2B partnerships headingPartner with TSIA:TSIAGet in touch with AnneSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Dan Rippey, Director of Partner Programs & Experiences at Microsoft. Dan and Adam discuss how Microsoft runs their best-in-class partner program and lessons learned. Topics Covered:How Microsoft structures their partner programWhat are the main KPIs Microsoft focuses on to manage their partner programWhat are the most common mistakes to avoid for folks looking to scale their partner programWhat's next for the Microsoft Partner Program Where Dan sees the future of B2B partnerships headingPartner with Microsoft:MicrosoftPartner with MicrosoftSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Jill Rowley.Jill and Adam discuss building partnership ecosystems from a go-to-market perspective and why "surrounding the buyer" is critical now to success.Topics Covered:How Jill thinks about partnership ecosystems and the role they play in the broader go-to-market strategyWhat are the best practices Jill has learned from her experience working and advising at companies like Marketo, Hubspot, Oracle, Salesforce, + moreWhy "surrounding the buyer" is critical to success for SaaS companies todayWhy the reseller partnership doesn't work well in SaaSWhere Jill sees the future of B2B partnerships headingContact Jill:LinkedInSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io. 

Join host Adam Michalski as he interviews Diane Krakora, CEO at PartnerPath. Diane and Adam discuss how PartnerPath evaluates a clients partner/channel program and the most common mistakes she sees in the market today. Topics Covered:How Diane evaluates a clients partner & channel program to determine next stepsWhat is her Partner Maturity Curve framework and how can you apply it to your businessWhat are the most common mistakes SaaS companies make with respect to partnershipsHow COVID-19 has affected the partnership landscape and what's coming nextWhere Diane sees the future of B2B partnerships headingPartner with PartnerPath:PartnerPathPartnerPath Resource CenterSponsors:Partnership LeadersPartnered.ioSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.io.