Podcasts about Sales development

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

This episode is the audio from our webinar on objection handling. We were joined by Will Aitken, Founder of WillAitken.com, Jack Wauson, GTM Team Lead at Mixmax, and Abdulla Casino, Manager of Sales Development at ZoomInfo. Check out more free content and get coaching at ⁠⁠⁠⁠https://outboundsquad.com

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

Die Themen im heutigen Versicherungsfunk Update sind: Hans John verstorben: Branche trauert um VSH-Pionier Die Versicherungsbranche nimmt Abschied von Hans John. Der Gründer der Hans John Versicherungsmakler GmbH verstarb am 3. Mai 2025. Als Vorreiter der Vermögensschaden-Haftpflicht für Makler und Mitbegründer des AfW hat er die Branche maßgeblich geprägt. Sein Engagement für Weiterbildung, Interessenvertretung und Gemeinschaft bleibt unvergessen. BaFin-Bericht: Lebensversicherer unter Druck – Übergangsmaßnahme senkt Solvenzquoten Alle Lebensversicherer erfüllten 2024 weiterhin die Solvenzvorgaben. Doch eine Neuberechnung der Übergangsmaßnahme ließ die ausgewiesenen Quoten deutlich sinken. Die BaFin betont zugleich: Die ökonomische Kapitalausstattung bleibt stabil. Die Aufsicht will künftig noch stärker auf Effizienz, Proportionalität und Augenmaß setzen. Verwirrung bei Finanzbegriffen: „Saldo“ ist meistgesuchtes Wort Laut einer aktuellen Analyse von OANDA ist „Saldo“ mit 4.800 monatlichen Google-Suchanfragen der am häufigsten gesuchte Finanzbegriff in Deutschland. Auch „Rendite“ und „EBITDA“ gehören zu den Top-Begriffen, die viele Deutsche verwirren. Die Stadt mit dem höchsten Pro-Kopf-Interesse an Finanzwissen ist Mannheim. Ein klarer Hinweis, wie wichtig verständliche Finanzbildung auch für Vermittler und Berater bleibt. Ascendia holt Sebastian Leifkes als Head of Sales Development Zum 1. April 2025 verstärkt Sebastian Leifkes die Ascendia Gruppe als Head of Sales Development. Der langjährige tecis-Manager soll das organische Wachstum der Partnerunternehmen sowie gruppenweite Vertriebsinitiativen und den Allfinanz-Bereich ausbauen. EasyRepair entlastet Werkstätten: Fottner bestätigt Praxistauglichkeit Die Autolackiererei Fottner hat das neue Tool „EasyRepair“ der Innovation Group im Reparaturalltag erfolgreich getestet. Das System sorgt für sofortige Freigaben und garantiert Werkstätten eine verbindliche Zahlungszusage – ein Plus an Effizienz und Planungssicherheit. Inhaber Robert Fottner betont: „Wir können schneller und sicherer kalkulieren – und sparen erheblich an Verwaltungsaufwand.“ Mehr Service, mehr Courtage, mehr Netzwerk Dr. Alexandra Handerer geht neue Wege in der Versicherungsbranche – als erste freie Maklerbetreuerin unterstützt sie Vermittlerinnen und Vermittler unabhängig, praxisnah und mit einem klaren Ziel: nachhaltige Geschäftsmodelle statt schneller Skalierung. Im Interview spricht sie über ihr Netzwerk, ihre Rolle als Bindeglied zwischen Maklern und Versicherern – und warum Loyalität und Menschlichkeit zentrale Erfolgsfaktoren sind. Lesen Sie hier das Interview >>>

Your competitors are already using AI. Don't get left behind. Weekly strategies used by PE Backed and Publicly Traded Companies →https://hi.switchy.io/U6H7SThis episode was so good, we're bringing it back!In this episode, Ryan Staley interviews Jeremey Donovan, EVP of RevOps' strategy at Insight Partners. They discuss Jeremey's extensive background in sales, tech, and marketing, and delve into the transformative role of AI in go-to-market strategies. Jeremey shares insights on the challenges and opportunities of AI in sales development, the distinction between inbound and outbound sales, and the potential for AI to enhance full cycle selling. The conversation concludes with Jeremey highlighting successful AI-driven initiatives within portfolio companies and offering advice on leveraging AI for sales efficiency.Chapters00:00 Introduction to Jeremy Donovan and His Background05:53 Sales Development and AI: Opportunities and Challenges11:59 Full Cycle Selling and AI Integration17:59 Conclusion and Where to Find Jeremy Donovan

Cognism's VP of Sales Development, Catherine Olivier, sits down with David Wilkins to unpack what it really takes to be an impactful SDR leader in today's sales landscape. They dive into the difference between good and great SDR teams, how to build high-performing teams from the ground up, and why strong leadership is about more than just tracking activity. David shares practical advice for SDR leaders navigating change, scaling teams, and standing out in an increasingly competitive market.

How did no one notice these AI Agents?

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

  If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.   The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation. Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks. Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects. The resources mentioned in this episode are: Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies. Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting. Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process. Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity. Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.ADDITIONAL RESOURCESLearn more about Mike Earnest:https://www.linkedin.com/in/mike-earnest-1a0a607/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] The Importance of Recruiting in Sales Leadership[00:01:59] Three Rules of Recruiting[00:03:08] Building a Culture of Promotion[00:08:56] Traits to Look for in New Recruits[00:15:57] Challenges and Strategies in Recruiting[00:32:44] Sourcing Top Talent[00:37:03] Defining the Ideal Candidate Profile[00:38:10] Proactive Pipeline Generation Strategies[00:39:23] Leveraging New Hires for Recruitment[00:42:08] Creative Recruitment Tactics[00:46:29] Retention Strategies for Top Talent[00:51:17] Challenges of Leadership Transitions[01:00:28] Supporting New ManagersHIGHLIGHT QUOTES[00:01:10] "You have to create a culture of recruiting. It's our pipeline generation as leaders."[00:03:09] "You better have a culture of promotion."[00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit.[00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."?[00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels."[00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."

In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research.KEY TAKEAWAYSPositive Psychology in Sales: The importance of leveraging natural talents and behaviors for success in sales is emphasized, advocating for positive psychology approaches over trying to change inherent traits.Effective Talent Assessment: AuctusIQ's approach to sales performance assessment focuses on identifying behaviors and competencies directly linked to successful sales outcomes, helping organizations align talent strategies with commercial goals.Transformation Through Training: The necessity for tailored, individualized training plans is highlighted to effectively develop sales reps and managers, thereby improving performance and revenue growth.Gender in Sales: Research shows that women in sales often outperform their male counterparts, though they remain underrepresented. Organizations are encouraged to recruit more women and leverage their unique strengths.Sustained Development: Continuous measurement and re-measurement, combined with coaching and training, significantly enhance proficiency in sales competencies, directly impacting revenue.QUOTES"What we're doing is we're really getting underneath those natural patterns of behavior, those talents that explain why some people succeed.""Everything we measure is anchored in what explains success.""You see that mental edge differentiates professionals even more than at a collegiate level.""Positive psychology is aligning your natural gifts that help you be great at certain things into doing those things so you can reach excellence.""The biggest thing is you've got to make sure you're measuring what matters."Find out more about Courtney McCashland through the link/s below:https://www.linkedin.com/in/courtney-mccashland/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

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How do you stand out in a saturated, digitally dominated world? In this episode, I sit down with Scott Grates, TEDx speaker and USA Today bestselling author of Referrals Done Right, to uncover the power of relationships, consistency, and creating memorable customer experiences. Topics Covered: The challenge of standing out in today's digital world The Purple Cow and Blue Ocean Strategy approaches to differentiation Why the most competitive industries demand a unique customer experience The importance of consistency in building brand awareness and customer loyalty How relationships drive referrals and business growth Why asking better questions leads to better business opportunities How small business owners can compete against corporate giants The role of connection agents in today's marketplace Resources Mentioned: Referrals Done Right – Scott Grates' book on mastering referral-based growth Purple Cow by Seth Godin – Standing out in a crowded marketplace Blue Ocean Strategy – Creating uncontested market space Want to connect with Scott? Visit scottgrates.com or find him on LinkedIn (but no spam, please!).

Brent Pohlman, CEO of Midwest Laboratories, is a people-first leader who believes in coaching, authenticity, and leading from the heart. Since taking on the CEO role in 2016, he has built a thriving culture by focusing on people, processes, and technology—in that order.As a faith-driven leader, Brent is passionate about helping others develop self-awareness, cultivate gratitude, and embrace authentic leadership. He is also the author of Leaders Look Within: Own Your Heart to Live a Life of Gratitude, where he shares his philosophy on leading with values and trust. SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Brent Pohlman, CEO of Midwest Laboratories and author of Leaders Look Within.Brent shares how authentic leadership starts from within—by understanding your own heart, values, and purpose. He discusses the power of self-reflection, trust-building, and gratitude in leadership, and how these principles directly impact sales success and business growth.This episode is packed with real-world insights on self-awareness, the importance of coaching, and how a people-first culture can drive lasting success.

In this episode of Redefining Outbound, Cognism's VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with business objectives, and setting teams up for long-term success.

Is college really the only pathway to success? Shayla Gifford, entrepreneur, loan officer, Branch Manager at Guild Mortgage, VP of Sales Development, and national coach, has proven that a college diploma is not the only key to success.  Leaving behind the confines of a classroom, her insatiable curiosity and unwavering ambition propelled her toward a destiny far beyond what she could have imagined. The journey, however, was not without its challenges. Shayla faced rejection and failure before she found success outside of her comfort zone.  Join us as we unravel the story of a college dropout who defied expectations, defied convention, and emerged as a game-changing entrepreneur. In this inspiring episode, Darius and Shayla share their invaluable lessons as entrepreneurs. They highlight the importance of persistence, transcending comfort zones for success, being coachable, and thinking bigger. Tune in for motivating insights that will empower your entrepreneurial journey. Topics include: What Shayla learned during her involvement in network marketing What inspired Shayla to value authenticity over conformity How Shayla handled rejections during her transition into the mortgage business Finding and appreciating people's great qualities when recruiting and leading them The benefits of building a close-knit team and fostering a supportive environment The importance of persistence and not letting temporary obstacles define failure Achieving success outside of your comfort zone How to be coachable and why it matters What makes a good coach The value of thinking bigger and not limiting oneself And other topics… Connect with Shayla: Instagram: https://www.instagram.com/shaygiff/  LinkedIn: https://www.linkedin.com/in/shayla-gifford-3019396/ YouTube: https://www.youtube.com/channel/UCGaSsziZzd-RGC4KebhRyqw  Connect with Darius: Website: https://therealdarius.com/ Linkedin: https://www.linkedin.com/in/dariusmirshahzadeh/ Instagram: https://www.instagram.com/whoompdarius/ YouTube: https://therealdarius.com/youtube Book: The Core Value Equation https://www.amazon.com/Core-Value-Equation-Framework-Limitless/dp/1544506708 Sponsored by: Indeed: Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/DARIUS. Shopify: Sign up for a $1/month trial period at shopify.com/darius. Rocket Money: Cancel unwanted subscriptions and reach your financial goals faster at RocketMoney.com/Darius.  Write a review for The Greatness Machine using this link: https://ratethispodcast.com/spreadinggreatness.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back. With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results. About the Guest Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc.  Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey. Connect with Kelly Key Takeaways- Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success. - Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota. - Behavior Matters as Much as Performance: Being a "quota crusher" isn't enough—collaboration, integrity, and consistency are key to long-term success. - AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential. Quotes "Revenue intelligence makes arguments about 'who said what' obsolete by providing unfiltered, real-time data everyone can trust." Recommended Resources Books:- Setting the Table by Danny Meyer Newsletter: - Endurance by Katie Ceccarini Podcast: - Grit with Joubin Mirzadegan Connect with Kelly⁠ ⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Website

It's silly how many companies manage their inbound leads, and Troy is on a mission to change that. Click a "request a demo" button. Talk to someone who was in college 7 months ago who asks you scripted questions. Meet again with someone who re-asks these questions. Then in meeting #3, see what you initially wanted based on the button click. We dig into the future of initial demos for inbound leads. Check it out!

SaaStr 782: How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us to share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing. -------------------------------------------------------------------------------------------- 

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This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today's sales landscape. Sean Murray is Senior Director of Sales and Sales Development at LeadIQ, a pipeline generation platform focused on delivering high-quality contact data. With over a decade of experience across various sales roles, Sean has transformed LeadIQ's sales development approach from a volume-based to a quality-focused strategy. Before LeadIQ, Sean held positions at Salesforce, Conga, and Meltwater.

Sales development is an essential function for addressing pipeline challenges and driving business growth. However, CSOs are struggling to evolve the function and maximize SDRs' impact on revenue. Gartner expert Shiela Rahimian joins the podcast to discuss the best practices sales leaders should consider when assessing and optimizing their sales development function, and how to measure that function's impact.Shiela Rahimian is a Director Analyst in the Gartner for Sales Practice, where she covers all aspects of sales execution with an emphasis on pipeline generation and development, optimizing inside sales roles, launching key account programs, account planning, evolving sales processes, methodologies and playbooks within sales enablement functions. As a former Director of Sales Enablement and Sales Consultant, Mrs. Rahimian provides sales leaders with practical guidance on how to improve performance and results. 

The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality. Meghan started in Marketing at MongoDB as employee number 8 as the first non engineering hire, and then seven years later took over Sales Operations in preparation for their IPO.CAC and Growth discuss the evolution of Sales Ops with Meghan and discuss several key topics including:The career journey from Marketing to Sales OperationsThe evolution of Sales Operations post IPOSales Operations vs Revenue OperationsGTM changes required when converting to Usage-Based PricingCentralized planning to decentralized global planning - an operations perspectiveHearing how the role of Sales Operations evolves from pre IPO to post IPO and continuing to $2B+ directly from a person who has been in the middle of making that journey possible makes for a highly informative conversation and a unique guest centric SaaS Talk with the Metrics Brothers episode!!!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Welcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, covering areas like Digital Demand, RevOps, Sales Development, and GTM Strategy. In this episode (GTM Live #38), Chris talks about: Why attribution models are more of the problem than the solution The limitations of traditional KPI systems in marketing and sales Breaking away from the inbound vs. outbound debate How a factory-like GTM structure can streamline pipeline creation The challenges of working with partners and the pitfalls of PLG models The critical role of RevOps in strategic GTM alignment Redefining SDR roles and the value of integrated data And more… Listen to this full episode to learn how you can reshape your company's go-to-market approach for greater efficiency and growth. – GTM Live is a weekly live event every Tuesday at 12pm CST. Register here to have Chris answer your specific questions. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris's short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

SaaStr 773: CRO Confidential: Moving Beyond Traditional Sales, Clay CEO & Co-Founder Kareem Amin on the Future of AI-Driven Growth CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we're headed. How Clay approaches GTM itself and how they've realized their level of success in such a short amount of time. They also dive into how Clay is transforming the way companies approach growth by leveraging data and AI. Kareem shares his journey, from founding Frame, acquired by SailThru, to his time as VP of Product at Wall Street Journal, and now leading Clay. The episode covers the evolution of revenue systems, the role of AI in go-to-market strategies, and how Clay successfully carved out its niche in the tech landscape. Don't miss the insights on leveraging happy customers, creative campaigns, and innovative tactics for business growth! -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code NOVEMBER20 for an extra discount on our very best pricing. --------------------------------------------------------------------------------------------  This episode is sponsored by: mmhmm.app Build client relationships faster with mmhmm, the app that helps you impress prospects in every meeting. Create and send recordings that help them get to know you. Try it free on Mac and Windows at mmhmm.app. That's M-M-H-M-M dot app --------------------------------------------------------------------------------------------

Welcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, including Digital Demand, RevOps, Sales Development, and GTM Strategy.  In this episode (from GTM Live #37), Chris talks about: Who should own the GTM strategy (hint: it's not the CMO) Why GTM should function like a factory Post-sale reporting lines Attribution vs. business-level KPI's  CMO & CEO alignment LTV:CAC vs. GTM Efficiency Larger vs. smaller team dynamics And more… Listen to this full episode to hear how these frameworks can transform your company's GTM approach. *** If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. *** Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris's short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, we're sharing the audio from our recent webinar on the current state of sales development. Colin Specter, SVP of Revenue at Orum, joined us to discuss 2024 trends and offer insights and predictions for 2025. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don't rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiation in B2B sales. Keno offers insights into effectively managing price perception and ensuring the customer's focus remains on the value of the solution, rather than cost. With a focus on crafting an impactful ROI and leveraging business cases, Keno highlights the importance of negotiation as a competency requiring strategic planning and training. Tune in to hear a detailed overview of Keno's negotiation protocol, which includes qualifying negotiation conditions, understanding the customer's alternatives, and the importance of preparing for trade-offs to secure a favorable deal.ADDITIONAL RESOURCESConnect and learn more about Keno Helmi: https://www.linkedin.com/in/keno-helmi-74779329/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:07] Kino Helmi's Career Journey[00:02:05] The Importance of Early Negotiation[00:04:51] Characterizing Your Product as Premium[00:08:03] Handling Pricing and Value Discussions[00:12:24] The Role of Discovery in Negotiation[00:26:12] Budgetary Pricing and ROI[00:33:32] Navigating Late-Stage Sales Challenges[00:35:04] The Importance of ROI in Negotiations[00:40:35] Mastering the Art of Shock and Awe[00:41:53] Qualifying the Negotiation[00:43:34] Leveraging Non-Price Elements[00:44:37] Aligning Sales Reps and Company Goals[00:56:31] Establishing a Walkaway PointHIGHLIGHT QUOTES[00:09:25] "Negotiation is a process, not an event."[00:35:47] "Ultimately, you're going to be judged relative to the ROI."[00:41:04] "Shock and awe: No matter what the counter proposal is, fall out of your seat; provoke a reaction."[01:00:13] "Every great deal has a thousand mothers and fathers to it. Everybody signs up and says, 'Oh, we were part of that deal.' Every bad deal is a rep on an island."

This week our host Brandi Starr is joined by MJ Smith, CMO of Colab. Meet MJ Smith, a dynamic leader with a robust background in the industrial and software sectors. From her key roles at Refine Labs and FTSE 100 Halma to leading marketing at Colab, MJ brings a wealth of experience and strategic insights.  In this episode of Revenue Rehab, Brandi and MJ dive into the pivotal role of marketing leadership in owning the entire pipeline number, a function traditionally dominated by sales. They explore how marketers can effectively manage and optimize pipeline generation, focusing on executing known strategies with excellence and maintaining innovation. Join Brandi and MJ as they unravel actionable strategies, emphasizing quality over quantity, to drive exceptional results and foster a culture of internal competition and creativity. Bullet Points of Key Topics + Chapter Markers: Topic #1 Owning the Entire Pipeline Number as a CMO [08:45] MJ Smith discusses the benefits of marketing leadership taking ownership of sales development to streamline processes and avoid inter-department conflicts. "When marketing owns the entire pipeline, you treat SDRs as a channel to distribute your messaging, ensuring resources are invested more efficiently," MJ shares. "It prevents a lot of the 'sales vs. marketing' battles over who's responsible for revenue." Topic #2 The Importance of Personalization in BDR Outreach [16:22] MJ emphasizes the necessity of personalized interactions over mass-produced messages for Business Development Representatives (BDRs). "It's about crafting meaningful connections rather than pushing out scripted automation. Personalized touchpoints can significantly enhance the effectiveness of your outreach," she asserts, highlighting how tailored communication can drive better results. Topic #3 Mastering One Channel Before Moving to Another [29:54] In discussing growth strategies, MJ advises focusing on perfecting one marketing channel at a time. "Conferences, despite their high costs, were part of our initial strategy because they allowed for rich, face-to-face interactions that translated into valuable leads," she explains. "Our idea was to execute top-tier strategies rather than chasing every new trend. It's about quality over quantity, making each channel work exceptionally well before expanding further.  So, What's the One Thing You Can Do Today? MJ's ‘One Thing' is to launch a use case campaign to drive targeted growth. "Start by collecting customer interaction data, such as calls, to identify recurring needs and frustrations. Analyze this data to uncover patterns and insights, and then use these findings to create specific marketing assets like ads or landing pages. This targeted approach allows you to demonstrate your capability in addressing both strategic messaging and tactical execution. By focusing on this task, you can achieve meaningful results within a two to three-week cycle.” Buzzword Banishment: Buzzword Banishment: MJ's Buzzword to Banish is "headcount." MJ dislikes this term because she believes it dehumanizes roles that are filled by real people. She emphasizes that referring to team members merely as numbers undermines their value and contributions, reducing them to mere headcounts rather than recognizing them as individuals with unique skills and importance. Links: Get in touch on: LinkedIn Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

This is episode 701. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Mark Magnacca, President and Co-Founder, Allego, Inc. and Mark Lonzo, Director of Sales Development at The Hillman Group. MARK MAGNACCA'S TIP:  "To take your sales career to the next level, pick a philosophy. In the same way that there's lots of great philosophies out there in terms of how to grow your business, how to be consultative, the key is to try to find one that you can actually follow. Trying to mix and match or mix religions, so to speak, is a lot harder than to pick one approach that you believe in and that you can hold onto and stay with over the long term." MARK LONZO'S TIP: " I have a sign in my office that says, “If we're not changing, we're dying.” Always look for ways that you're always changing and evolving as a person. Don't become stagnant in your career. Always look for ways to improve. It's a constant self-improvement process that you need to engage in."

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn't some futuristic fantasy—it's happening now in today's AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don't use AI will be replaced by those who do.”In this episode of Sales Talk for CEOs, Alice explores how AI can reshape your go-to-market (GTM) strategy. Let's dive into the key takeaways and action steps every CEO should consider.AI's Impact on Customer Success and MarketingBefore tackling sales, let's look at how AI is already transforming customer success and marketing. AI enhances customer interactions by delivering fast, accurate responses, personalizing communication, and even predicting customer needs.In marketing, AI tools handle content creation, manage social media, and even assist with graphic design. This ensures consistent messaging and saves your team countless hours.Sales and AI: Navigating the New FrontierIntegrating AI into sales feels like stepping into uncharted territory. There's enormous potential, but also new challenges. Some CEOs worry AI might dilute their brand's voice or leak sensitive data. The truth? When used properly, AI is a game-changer.Action Steps for CEOs: Implementing AI in SalesEstablish Clear Guidelines: Set rules on AI use to protect data security. Make sure your team knows the risks of free AI tools and has clear directives on approved software.Train Your Sales Leaders: Train sales leaders on AI policies and tool usage. Then, empower them to educate their teams so AI becomes a strategic advantage, not a point of confusion.Use AI for Research and Personalization: Tools like xIQ offer valuable insights into prospects, help with SWOT analyses, and tailor messaging based on personality types. Your team can use this information to connect on a deeper level.Craft AI-Powered Emails and Messages: AI can help create engaging, personalized emails. However, always review and refine the content to ensure it's accurate and fits your brand's tone.Develop Sales Strategies Using AI:AI can analyze account data, spot new opportunities, and suggest next steps. This helps your team make informed decisions and stay ahead of the competition.Stay Competitive by Embracing AIAI is rapidly changing how sales teams operate. By integrating it into your GTM strategy, you can improve efficiency, boost customer engagement, and drive more revenue. As Alice Heiman says, “AI is here; it's doing great things. We need to use it, but we need to be smart.”Ready to learn more about using AI in your sales strategy? Tune in to the full episode of Sales Talk for CEOs with Alice Heiman for a deeper dive.Chapters00:02 Introduction to AI in Sales01:51 Establishing AI Guidelines and Policies03:25 AI in Customer Success and Marketing06:22 Addressing Fears and Misconceptions About AI in Sales08:53 Training and Implementing AI for Sales Teams10:06 AI Tools for Sales Coaching11:28 AI for Sales Research and Prospecting14:16 AI for Crafting Effective Sales Communication17:05 AI for Developing Sales Strategies20:42 Conclusion and Call to Action

On today's episode of The Goats of Growth, Cris Mendes, VP of Sales at WEVO, talks about his unique approach to coaching by first identifying the limiting beliefs that may be preventing people from achieving their goals. Once identified, he works with them to overcome those beliefs so they can reach their full potential.   Cris' deep passion for coaching, influenced by his own experiences with impactful mentors, is palpable throughout this episode. With a focus on sales fundamentals and personal growth, Cris also dives into the core traits that define great salespeople, including the importance of curiosity and coachability.  Here's what to listen for: Coaching in Sales: The significance of effective coaching in sales, focusing on both ability and proficiency to drive long-term success. Overcoming Limiting Beliefs: How understanding and overcoming personal limiting beliefs can unlock potential in sales and life. Curiosity and Sales Success: Why curiosity is one of the most essential traits for a successful salesperson. Discipline Over Talent: The role of discipline in achieving sales success, often outweighing natural talent. Chris's Linkedin Profile Timestamps 00:00  Introduction to Cris Mendes 02:06 The Passion for Coaching and Development. 05:17 Fundamentals of Sales Skills. 07:11 Overcoming Limiting Beliefs. 10:20 Practical Coaching Techniques. 14:44 Understanding Neuro-Linguistic Programming. 17:18 The Importance of Curiosity in Sales. 24:54 Ability vs. Proficiency in Sales. 32:47 The Role of Discipline in Sales Success. 36:34 Curiosity and Coachability in Hiring. 48:40 Rapid Fire Questions and Closing Thoughts.

Sales development training broken? It doesn't have to be. In this episode of the Sales Management Podcast, we're joined by Gabe Lullo, CEO of Alleyoop, to uncover and remedy the common pitfalls in sales development training. 

In this episode of The D2D Podcast, Doug Bush, Director of Sales Development at SalesRabbit, shares how the Amplify Software is transforming door-to-door sales with gamification. Amplify drives rep engagement and performance by leveraging personalized competition setups, real-time data analytics, and behavioral insights. Doug provides actionable strategies, including customized coaching techniques and comprehensive performance tracking, to help sales teams thrive in competitive environments.JP Arlie and Doug also dive deep into how SalesRabbit Amplify goes beyond tracking—it enhances performance by tailoring approaches to each rep's unique motivators. With features like real-time dashboards, gamified leaderboards, and detailed metrics, Amplify empowers teams to increase efficiency, reduce turnover, and consistently close more deals.Learn how this powerful tool integrates seamlessly with your existing processes, providing instant feedback and fostering a culture of continuous improvement that drives growth and builds a high-performance sales culture. Additionally, you'll learn how, in a gamified environment, salespeople can be categorized into four different player types.You'll find answers to questions such as:How does SalesRabbit Amplify improve door-to-door sales?What is gamification in sales, and how does it work?How can real-time data boost D2D sales performance?What are the benefits of customized coaching in sales?How does SalesRabbit help teams close more deals?How to identify different personality types in individuals?How to manage different types of employees?What software assist managers in managing their sales teams?Tips and tricks for gamifying processes in the workplace.How can I gamify my business or team management?Get in touch with Doug and get to know more about SalesRabbit's Sales Gamification Software (Amplify):https://www.linkedin.com/in/dsbushhttps://salesrabbit.com/amplify-gamification/Free test to know your player type: https://salesrabbit.com/player-type/ -Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Grant, President of Nasuni, to discuss his impressive career trajectory from CMO to CRO and now President. Dave shares his journey, key insights, and the importance of a holistic go-to-market strategy. The conversation covers the role of rev ops, the importance of a strong corporate culture, and the significance of balancing short-term execution with long-term strategy. Key takeaways include leveraging sales and marketing symbiosis for better outcomes, focusing on transparency within the company, and the value of building a supportive network. Notable quotes from industry leaders highlight Dave's unique blend of strategic and tactical skills. This episode is sponsored by Sandler and Sales Community.KEY TAKEAWAYSCareer Progression: Understand the key skills and mindset shifts necessary to transition from a CMO to a CRO and ultimately to President.Sales and Marketing Alignment: Learn about the importance of integrating marketing efforts with sales to ensure cohesive go-to-market strategies and successful outcomes.Company Culture: Discover how Nasuni's transparent and team-oriented culture contributes to its success and employee satisfaction.Strategic Partnerships: Gain insights into how Nasuni leverages partnerships with hyperscalers and channel partners to enhance its market presence and drive growth.Challenges and Opportunities: Hear about the challenges in brand awareness and the strategies Nasuni employs to overcome them and capitalize on its market potential.QUOTESDave Grant on Team Dynamics: "I think team translates into what goes on in the workplace. As long as you're a good teammate, most of it, the rest of it plays out."Randy Seidl on Marketing Metrics: "MKLs are great, but what's it doing to turn into an SQL and something that's really trying to add value?"Dave Grant on Company Culture: "Paul Flanagan puts it best when he says you take care of your employees. They take care of customers and everything else follows."Dave Grant on Nasuni's Growth: "We believe we have the potential with the addressable market we have in front of us... We can be a standalone publicly traded company."Find out more about Dave Grant through the link below:https://www.linkedin.com/in/dgrant4/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

The following guest sits down with host Justin White:•   Andrew Chavez, National Director of Sales Development, UMortgageGenerate Consistent Business by Nailing Down the Basics of Sales ActivitiesGet up every day and do the basics exceptionally well. That mindset helped Andrew Chavez become a Green Beret who served two tours of duty in Afghanistan. How has this concept helped Andrew coach mortgage loan officers with less than 3 years of experience close an average of more than four loans per month? Listen to Episode 76 of Good. Better. Broker. as we find out how to identify and execute the fundamentals of daily sales activities.In this episode of the Good. Better. Broker. podcast, you'll learn how a military veteran is using lessons he learned as a Green Beret to help mortgage loan originators find success.In this episode, we discuss ...•   1:55 – why the lessons Andrew learned in the military help him coach LOs•   3:12 – how Andrew transitioned from being a Green Beret to the mortgage business•   5:58 – the meaning of “brilliance in the basics” and “trooping the line”•   12:23 – why Andrew coaches brokers to read and search guidelines•   14:33 – Andrew's emphasis on communicating with branch managers•   16:14 – how Andrew gets people to buy into his coaching strategy•   19:44 – how LOs can build relationships with referral partners•   22:51 – how to determine what your plan and daily activities should be•   23:48 – the meaning of framing success and applying perspective•   26:08 – why Andrew teaches LOs to have a repeatable processShow Contributor:Andrew Chavez Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM's in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or XConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   X•   YouTubeHead to uwm.com to see the latest news and updates.

In this episode of the Sales Development Podcast, host David Dulany converses with industry veteran Ilan Kopecky about his transformative journey from leading high-performance SDR teams at Salesforce to launching a franchise in parking lot restriping business. Ilan shares his candid experiences, including the challenges and red flags that led him to leave the tech sales world. He discusses the soul-searching moments, the support from his family, and the eventual decision to bet on himself and venture into a niche industry. The episode offers valuable insights into entrepreneurship, the rewards of starting anew, and the profound impact of aligning one's career with personal passions and values. Tune in to learn about the unexpected yet fulfilling transition from SaaS to Entrepreneurship, and how Ilan is redefining his professional life.Want more Pipeline and Revenue?  Tenbound Free Resources: Newsletter  https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/ https://www.linkedin.com/in/davidkdulany/ https://youtube.com/@Tenbound https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Auto-Subscribe https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w?sub_confirmation=1 Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2 Podcast Supporter Club https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X's name”, next best would be using the information from X's conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT'S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

This is episode 679. Read the complete transcription on the Sales Game Changers Podcast here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Joe Tarulli, GM and Dennis Been, Sales Development Leader at Pyrotek. JOE'S ADVICE:  "if you want to be successful, model success. Find a mentor in their organization who's having the type of success that they want to have, invite them to coffee, take them to lunch, pick their brain, ask them good questions. What are they doing? How are they structuring their days? Who are they calling on? What questions are they asking? I've looked at people who were already doing what I wanted to do, and I've asked, and people are generally very happy to share that with you." DENNIS' ADVICE:  "Being one step ahead is a mantra, is a phrase we use continuously in our company. It comes back to being proactive as well. But being one step ahead with everything you do is going to make the difference going forward for you."

This is episode 677. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Alleyoop Women in Sales leaders Nicole Wasilnak and Holly Sauer. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. NICOLE'S ADVICE:  “The SDR job is tough but keep doing it because the experience that you will get out of that role is something that you can't learn in any other role in sales. All of my program directors started out as SDRs” HOLLY'S ADVICE:  “My advice is for the people who SDRs call. Be curious about a value proposition that is presented in a way that made you lean in, because they might be calling with a solution to something that's going to change your entire organization.”

What is an SDR leader thinking about in their first 90 days? This episode digs into how Paul thinks about preparing for and executing within his new position. If you're going into a new role or hiring someone as a new manager, this episode is worth a listen!

In Today's episode is my interview with Paul M. Neuberger – the man who never sleeps! He is the founder & CEO of C-Suite For Christ which has chapters across the US and an international following.  Paul is a keynote speaker of many topics like “Everybody's An Entrepreneur”, “Insane Productivity”, “Overcoming Fear” the author of the book “The Secrets To Cold Call Success” and he does Sales Development training.  Stop believing lies of fear, anxiety and doubt. Don't surround yourself with talent but instead with passion. These people will knock down doors. Many leaders are concerned with the impossibility of pleasing everyone. Ultimately, the responsibility rests with you. It's a long podcast but worth it - check it out now! 

Would you like to know the five critical success factors for speaking, business and life? Tune in to my conversation with Curt Tueffert and learn:    How speaking can help you achieve success in whatever you do What to do to master your skill of public speaking  How to write speeches with ease What Curt's 5 pillars for success in business and life are What it means to be a passionate speaker  How to find your passion in life Curt Tueffert is the VP of Sales Development for a $1.7B Houston, TX based company, the author of 5 Stones For Slaying Giants, and so much more. In his 20 years at DXP, Curt has managed the Houston sales team with revenue targets of $100 million and developed a complete line of sales training programs. Curt is also an adjunct professor at the University of Houston where he has been teaching Sales and Marketing for over 25 years. Connect with Curt: https://peaksalesstrategy.com/    

On Episode 399 of The No Limits Selling Podcast, we have Jake Tacher. He has a diverse work experience spanning various roles and industries. Jake is currently the CRO and Cofounder of Automated Revenue, a position they have held since June 2022. Prior to this, Jake founded and served as CEO of The SDR Whisperer starting in November 2021. Jake also worked as a Sales Director at Wake Up Wealthy from September 2022. Jake has also worked independently as a Fractional Sales Director/Consultant, starting in March 2021. Before that, they held the position of Director of Sales Development at Woven from September 2021 to February 2022, and as a Fractional SDR Manager from May to September 2021.   Umar Hameed and Jake Tacher discussed sales techniques and strategies, emphasizing the importance of personalizing pitches, using storytelling, and keeping calls concise. They also highlighted the need to identify and address clients' pain points directly. Additionally, they emphasized the importance of leaders prioritizing their team members' development and fostering an environment that encourages growth and trust.   Find Jake Tacher: LinkedIn: https://www.linkedin.com/in/jake-tacher/    [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: https://nolimitsselling.com/ Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: https://mindsetboosters.com/ Find us on Social Media:   LinkedIn:  https://www.linkedin.com/in/umarhameed Facebook Community:  https://www.facebook.com/groups/mindsetboosters/ Instagram:  https://instagram.com/coachumar.co Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar:  https://link.agent-crm.com/widget/appointment/meetumar

  If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone! Have you heard the myths about building successful SDR BDR teams? Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team. In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals. From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration. I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams. Skills you will learn in this Episode: Mastering the art of building high-performing SDR BDR teams. Accelerating your career through strategic sales development role progression. Crafting sales email frameworks that captivate and convert. Embracing the power of an omnichannel sales approach for amplified results. Elevating sales outreach with the impact of personalized strategies.   The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:14 - Importance of Sales Development 00:06:55 - Personalization in Sales Outreach 00:11:33 - The Role of Coaching in Sales Development 00:14:41 - Creating Quality Pipeline 00:16:00 - Multi-Threaded Selling 00:17:33 - Career Development Path 00:20:39 - Bridging the Skills Gap 00:23:09 - SDR Role Duration 00:29:41 - SDRs' Daily Activities and Time Management 00:31:41 - Leveraging LinkedIn Engagement 00:34:15 - Challenges and Solutions in Sales Development 00:36:09 - Leveraging Text Messaging in Sales Outreach 00:41:57 - Adding Value in Sales Touchpoints 00:43:17 - Leveraging LinkedIn for Prospecting 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence 00:51:47 - Consolidating Inbound and Outbound Sales 00:55:35 - Joey's Favorite Movie 00:57:13 - Conclusion and Farewell 00:00:00 - Introducing Joey Vendel 00:15:45 - Importance of Personalized Selling 00:30:22 - Leveraging Technology in Sales 00:45:18 - Adapting to Changing Sales Landscape Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, an application to help sales leaders grow their sales numbers at scale. 00:01:14 - Importance of Sales Development Mario Martinez Jr. and Joey Vendel discuss the challenges and importance of sales development, focusing on outbound and inbound strategies in the current sales landscape. 00:06:55 - Personalization in Sales Outreach Joey Vendel emphasizes the importance of personalized outreach in sales, sharing his passion for Minnesota sports as a way to build rapport and connect with prospects. 00:11:33 - The Role of Coaching in Sales Development Joey Vendel explains the key elements of effective coaching for SDRs, including reviewing sales activity, account strategy, pipeline development, and career aspirations to drive success in the role and beyond. 00:14:41 - Creating Quality Pipeline Joey discusses the importance of creating a quality pipeline for outside sales to close deals effectively, especially when targeting enterprise customers with multiple stakeholders and buying groups. 00:16:00 - Multi-Threaded Selling Mario and Joey delve into the concept of multi-threaded selling, which involves bringing in different personas and stakeholders to build a business case for account executives when selling to large organizations. 00:17:33 - Career Development Path The conversation shifts to the career development path for BDRs and SDRs, highlighting the challenges of transitioning to management or AE roles. Joey shares how their velocity program helps SDRs develop closing skills and progress towards AE roles. 00:20:39 - Bridging the Skills Gap Mario and Joey discuss the importance of bridging the skills gap between SDR and AE roles, emphasizing the need for coaching and development to prepare SDRs for handling deals and conversations effectively. 00:23:09 - SDR Role Duration Joey provides insights into the average duration of SDR roles at Seismic, emphasizing the importance of learning and progression within the role before aspiring to transition into AE roles. 00:29:41 - SDRs' Daily Activities and Time Management Joey discusses the average daily activities of their SDRs, including emails, dials, and LinkedIn steps. He emphasizes the importance of time management and framing these activities as "effort metrics" within their control. 00:31:41 - Leveraging LinkedIn Engagement Mario and Joey discuss the importance of engaging on LinkedIn posts to stand out. They emphasize the need for personalized and thoughtful comments to make an impact, leading to a potential product enhancement idea for Joey's company. 00:34:15 - Challenges and Solutions in Sales Development Joey highlights the challenge of tracking engagement on LinkedIn and mentions a tool called Surfy for synchronizing LinkedIn messages. They discuss the importance of an omni-channel approach in reaching prospects. 00:36:09 - Leveraging Text Messaging in Sales Outreach Joey and Mario discuss the use of text messaging in sales outreach, emphasizing the need for an established relationship before using text as a channel. They also touch on the strategy of connecting all three channels - phone, text, and LinkedIn. 00:41:57 - Adding Value in Sales Touchpoints The importance of bringing value in every touchpoint is highlighted. Joey emphasizes the need for personalized, relevant messages for specific prospects, and Mario shares insights on the PVC sales methodology - personalization, bringing value, and a call to action. 00:43:17 - Leveraging LinkedIn for Prospecting Joey explains the importance of using the follow button on LinkedIn as part of the outbound cadence. He emphasizes the value of the follow button in engaging passive buyers and triggering a response from them. 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence Joey discusses the key elements of a successful sales cadence, including personalization, problem statement, value proposition, and interest-based call to action. He highlights the importance of concise and value-driven messaging in both emails and cold calls. 00:51:47 - Consolidating Inbound and Outbound Sales Joey talks about the decision to consolidate inbound and outbound sales under the same team at Seismic. He explains how this hybrid model has improved MQL to demo conversion rates and strengthened the partnership between the sales and marketing teams. 00:55:35 - Joey's Favorite Movie Joey shares his all-time favorite movie, "Crazy, Stupid, Love," and mentions his tradition of asking SDRs about their favorite movie when they start at Seismic. He invites listeners to use the movie title in their subject line when reaching out to him. 00:57:13 - Conclusion and Farewell Mario Martinez Jr. concludes the episode by thanking the listeners and encourages them to keep selling effectively until the next episode. 00:00:00 - Introducing Joey Vendel Mario Martinez Jr. introduces the guest, Joey Vendel, and sets the stage for the upcoming discussion on sales strategies. 00:15:45 - Importance of Personalized Selling Joey Vendel emphasizes the significance of personalized selling and the impact it has on building strong customer relationships and driving sales success. 00:30:22 - Leveraging Technology in Sales The conversation shifts to the role of technology in sales, with Joey Vendel sharing insights on how to effectively leverage technology to streamline sales processes and improve efficiency. 00:45:18 - Adapting to Changing Sales Landscape Mario Martinez Jr. and Joey Vendel discuss the need for sales professionals to adapt to the evolving sales landscape and embrace new strategies and tools to stay competitive in the market. Crafting Irresistible Sales Email Frameworks for Maximum Impact Crafting sales email frameworks that are personalized, concise, and value-driven is key to maximizing impact in prospecting activities. Leveraging technology and the latest sales tools to enhance the effectiveness of sales cadences and outreach strategies is vital in the modern sales landscape. Storytelling can be a powerful tool in sales, allowing sales professionals to create compelling narratives that resonate with prospects and drive engagement. Mastering the Art of Building High-Performing SDR BDR Teams Crafting a successful sales development team involves understanding the key pillars of team architecture, activity optimization, omnichannel presence, and coaching to drive success. Aligning different roles within the team with the organization's sales process and customer base is essential for building a scalable and efficient team. Balancing volume and personalization in sales outreach is crucial for engaging prospects effectively. Accelerating Your Sales Development Career Progression SDRs can accelerate their career progression by gaining exposure to running inbound deals in addition to outbound responsibilities. Programs like Seismic's velocity program allow top-performing SDRs to showcase their skills in closing deals and prepare for advancement to AE roles. It's crucial to focus on skill development, refinement of discovery and demonstration skills, and preparing SDRs for future career growth opportunities within the organization. The resources mentioned in this episode are: Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. Connect with Joey Vendel on LinkedIn and mention that you heard him on the modern selling podcast. Personalize your outreach to Joey Vendel to get a response, showing that you did research about him and his role. Use the subject line Crazy Stupid Love when reaching out to Joey Vendel to get his attention. Give the modern selling podcast a five-star rating and review on iTunes.

Segment 1 with for mer Congressman Patrick J. Kennedy starts at 0:00I have many times talked and written about my struggle with depression and anxiety over the past 40 years. How it affected me, my family and my businesses- and we have featured other people over the last 15 who have had the courage to combat a similar struggle which is all too common among entrepreneurs and small business owners.Remembering that President John F. Kennedy, published his classic book Profiles in Courage, he hoped to inspire “political courage” by telling the stories of brave U.S. senators who changed America. In PROFILES IN MENTAL HEALTH COURAGE, Former congressman Patrick Kennedy adapts his uncle's idea to showcase the acts of “mental health courage” that happen in private: what it takes for those living with mental illness and addiction to find care and treat their illnesses, and the risk they take telling their stories in a country without adequate mental health understanding, infrastructure, and care. Patrick Kennedy is one of the leading voices on mental illness while he was in Congress. Soon after the death of his father, Senator Ted Kennedy he left congress to devote himself to mental health Advocacy.Segment 2 with Robert and Brian Moran starts at 14:12We are continuing our discussion on the challenges of mental health. A year back, I listen to a podcast called: "I Didn't Ask for This” where a father and son cover mental illness from all angles- primarily from their own experiences. I thought it would be perfect to have them on the show today. Brian Moran was the Executive Director of Sales Development at the Wall Street Journal where he oversaw the sales development and marketing programs for the financial and small business categories among the many Journal brands. Now of course he is a small business expert that runs Small Business Edge. Robert Moran is their marketing manager.A must listen episode for every small business owner and entrepreneur that struggles with depression, anxiety and some kind of addiction. 

  Want to make better investment decisions and strategic growth plans? I've got the solution for you to achieve that. Get ready to improve your venture capital investment strategies and take your business to the next level. Let's dive in and uncover the key to successful growth-stage investment strategies. Does this sound familiar? You've been bombarded with templatized outreach from investors who don't seem to know anything about your business? You're left feeling frustrated and disrespected, wondering if anyone took the time to understand your unique needs. It's time to change the game and experience a more strategic and tailored approach. Say goodbye to generic pitches and hello to a personalized, value-driven connection. It's time to engage with investors who truly understand your vision and goals. Discover the unexpected sales technology revolution that's reshaping the industry. Unveil the inside secrets of how a venture capitalist is transforming growth-stage investment strategies. Learn how AI and automation are augmenting the human touch in sales. Find out the surprising movie choice of a Boston native turned New York investor. Stay tuned for the jaw-dropping insights that will change the way you approach sales tech forever. This is Matt Melymuka's story: Matt Melymuka, co-founder and managing partner at Peakspan Capital, offers a unique perspective on venture capital investment strategies. His journey into the world of growth-stage investment began over 15 years ago, focusing on B2B software. His passion for this niche led him to establish Peakspan Capital, a firm dedicated solely to B2B software. Matt's approach emphasizes specialization and strategic partnerships, aiming for a collaborative, domain-specific engagement with companies. His commitment to a focused, growth-driven investment strategy has not only shaped his professional journey but also reflects his dedication to creating impactful, sustainable partnerships. This journey showcases Matt's unwavering dedication to the B2B software industry and his passion for strategic, growth-focused investment strategies. AI should not be thought of as replacing the seller or replacing a selling function or replacing even the seller's brain. AI is all about augmenting the seller. - Mario Martinez Jr. This week's special guest is Matt Melymuka, the co-founder and managing partner of Peakspan Capital. He brings over a decade of expertise in growth-stage investment strategies. With a focus on late-stage growth companies, Matt's leadership at Peakspan has resulted in managing $2 billion across three funds and a $600 million active investment vehicle. His specialized approach centers on B2B software, encompassing sales, marketing, and hospitality technology. Matt's philosophy of maintaining alignment with ambitious yet pragmatic objectives has led to a remarkably low capital loss ratio of 1.4%, demonstrating his commitment to collaborative and sustainable growth for entrepreneurs. As a guest on the Modern Selling Podcast, Matt promises an insightful conversation on venture capital investment strategies that will undoubtedly enlighten and inspire entrepreneurs, business leaders, and investors. In this episode, you will be able to: Mastering Venture Capital Investment Strategies: Uncover the secrets to successful growth-stage investments and maximize your returns. Navigating Sales Technology Trends 2023: Stay ahead of the curve with the latest advancements in sales tech, giving your business a competitive edge. Implementing B2B SaaS Marketing Best Practices: Learn how to effectively market your B2B SaaS product and boost your customer acquisition. Embracing AI and Automation in Sales: Streamline your sales processes and enhance productivity by harnessing the power of AI and automation. Excelling in Effective Fundraising for Startups: Discover the key tactics for successful fundraising, propelling your startup to new heights. The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:21 - Focus and Specialization at Peakspan Capital 00:07:23 - Contrarian Approach to Venture Capital 00:10:03 - Fundraising Challenges and Personal Revelation 00:13:14 - Traveling with Kids and Parenting 00:13:44 - Parenting and Family Dynamics 00:15:09 - Market Trends in 2023 00:17:16 - Sales Organization Investment 00:19:41 - Strategic Approach to Sales Investment 00:24:24 - Buyer-Centric Sales Tech Trends 00:28:23 - The Importance of Writing Skills in Sales 00:29:07 - Personalization in Sales Outreach 00:30:50 - Technology's Impact on Sales Training 00:33:56 - The Role of Technology in Sales and Marketing 00:39:27 - Strategic Relationship Building in Sales 00:42:02 - The Role of AI in Sales Development 00:43:26 - Technology as an Enabler 00:44:06 - Augmenting the Seller with AI 00:46:29 - Focus on Augmentation, not Replacement 00:47:18 - Contact Information Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso, the creators of FlyMSG, a personal writing assistant and text expander application. 00:01:21 - Focus and Specialization at Peakspan Capital Matt Malamuka explains Peakspan Capital's focus on B2B software, with a specialized approach to investing in growth stage companies with real products, customers, and revenue. They aim to partner with capital-efficient companies and maintain optionality for the entrepreneur. 00:07:23 - Contrarian Approach to Venture Capital Matt discusses Peakspan's philosophy of being "decidedly contra Silicon Valley," aiming to avoid the pitfalls of excessive funding and rapid growth at the expense of operational risk. They focus on aligned and pragmatic growth strategies with like-minded entrepreneurs. 00:10:03 - Fundraising Challenges and Personal Revelation Mario Martinez shares his experience with fundraising for his second business and acknowledges the challenges and uncertainties of the process. Matt also reveals his personal passion for travel and his family's commitment to no screen time for their three-year-old daughter. 00:13:14 - Traveling with Kids and Parenting Matt discusses the challenges of traveling with young children and their decision to avoid screen time for their daughter. He shares the creative ways they entertain her on long flights, emphasizing the importance of storytelling and interactive activities. 00:13:44 - Parenting and Family Dynamics Matt discusses the challenges of balancing family life and parenting, particularly around mealtime and screen time for children. He emphasizes the importance of eating dinner together as a family without distractions. 00:15:09 - Market Trends in 2023 Matt shares insights into the challenging software market trends in 2023, highlighting a decline in growth rates and the impact on sales tech companies. He discusses the need for companies to navigate the tough market conditions and make strategic adjustments. 00:17:16 - Sales Organization Investment Matt and the host discuss the importance of reinvesting in the sales organization during tough market conditions. They emphasize the value of retaining and investing in the right sales talent while focusing on customer base expansion and upselling. 00:19:41 - Strategic Approach to Sales Investment The conversation delves into the strategic approach to sales investment during challenging times, emphasizing the need to cut non-performing personnel while re-investing in tools, technologies, and training for the sales team. 00:24:24 - Buyer-Centric Sales Tech Trends Matt discusses the shift from sales-centric to buyer-centric trends in sales tech, emphasizing the importance of catering to buyer needs and providing relevant information in a non-intrusive way to drive informed decision-making. 00:28:23 - The Importance of Writing Skills in Sales The conversation starts with a focus on increasing productivity by making sellers smarter. The inability to write well is identified as the biggest time suck for sellers, leading to the templatization of content. 00:29:07 - Personalization in Sales Outreach The guest shares a personal experience of receiving a connection request and highlights the importance of personalization in sales outreach. Strategies to make outreach more personalized, such as adding a period after the first name, are discussed. 00:30:50 - Technology's Impact on Sales Training The conversation delves into the challenges of adding technology without making sellers smarter or addressing their biggest problems, such as writing skills. The lack of training on the entire sales process and utilization of technology is identified as a common issue. 00:33:56 - The Role of Technology in Sales and Marketing The impact of technology on sales and marketing stacks is discussed, emphasizing the need for a mindset shift towards technology as an enabler of sales rather than an obstacle. The importance of seamlessly integrating technology into the existing workflow of reps is highlighted. 00:39:27 - Strategic Relationship Building in Sales The guest emphasizes the significance of leading with valuable content in sales outreach to build strategic relationships with entrepreneurs. The approach of personalizing emails and showing a strategic level of rapport is discussed as a respectful and effective strategy in investor conversations. 00:42:02 - The Role of AI in Sales Development Matt discusses how AI augments the role of the SDR and enables full lifecycle sellers by automating tasks like creating collateral and content for prospects. 00:43:26 - Technology as an Enabler Matt emphasizes that technology should enhance the seller's ability to have personalized and engaging conversations, ultimately driving better outcomes and more time for human interaction. 00:44:06 - Augmenting the Seller with AI Matt gives an example of how AI can augment sellers by creating a product that helps them write social media posts quickly, saving time and increasing engagement speed. 00:46:29 - Focus on Augmentation, not Replacement Matt stresses the importance of viewing AI as a tool that supplements and enhances existing workflows, making sellers better, faster, and more data-informed in their decision-making. 00:47:18 - Contact Information Matt provides his email and LinkedIn profile for anyone interested in reaching out to him for further discussion or collaboration. Mastering Venture Capital Investment Venture capital investment requires specialization and domain expertise, as emphasized by Matt Melymuka in the episode. PeakSpan Capital's focus on B2B software and sustainable growth highlights the importance of targeted investment strategies. By targeting companies in the emerging growth phase, investors can align with pragmatic objectives for long-term success. Navigating Sales Technology Trends Matt Melymuka and Mario Martinez Jr. delve into the challenges and trends in sales technology, particularly in relation to AI and automation. The conversation emphasizes the need for technology to seamlessly integrate into sales workflows, enabling sales professionals to make data-informed decisions. Understanding the impact of technology on sales processes is crucial for businesses navigating the evolving landscape of sales tech. Elevating B2B SaaS Marketing B2B SaaS marketing strategies can benefit from a personalized and genuine approach, as discussed by the guests in the episode. Matt Melymuka highlights the value of thematic alignment and specialization in sales tech investments to drive success in B2B SaaS marketing. Investing in AI-enabled platforms can enhance sales processes, augmenting the role of sales professionals and improving engagement with prospects. The resources mentioned in this episode are: To save 20 hours or more in a month and increase your productivity, download FlyMSG for free, on Chrome and Edge. It's your free text expander and personal writing assistant. Connect with Matt Melymuka on LinkedIn and mention that you heard him on the Modern Selling Podcast. Email Matt Melymuka at matt@peakspancapital.com to get in touch with him directly. Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support. Watch The Shawshank Redemption, Matt Melymuka's all-time favorite movie, for a captivating cinematic experience.

In this episode of Sales Transformation, Collin Mitchell and Ronan Pessar discuss how to build a successful SDR (Sales Development Representative) team. They cover topics such as the financial considerations of building a team, the importance of understanding the value of conversations in sales, and the cost of hiring and managing SDRs. They also provide tips for hiring the right people, including using asynchronous video interviews and structured interviewing techniques. Overall, this episode provides valuable insights for sales leaders looking to optimize their SDR teams.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Ronen Pessar (Founder, Ronen Pessar Advisory)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!

FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q's, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo's interactive by asking the prospect what jumps out to them right away. Start your demo's with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal