Podcasts about sales vp

During the last few episodes, we’ve been discussing the benefits of a good hiring team in developing job specs as a foundation for recruiting, evaluating, and selecting successful managers and executives. I was recently asked to do an executive assessment for a media company that (in part) provides information to businesses to help them protect assets and people’s lives, minimize costs, and maximize sales opportunities. It’s been a successful segment that needs acceleration, The position is Senior Vice President. Business Intelligence, a B to B program development and execution role. In prior years, Business Intelligence had its own sales, marketing, technical, and operations groups reporting to a profit center GM. Now these groups are under separate functional leaders in a new matrix environment. So, the only people directly managed by the SVP are project managers and an inside service and sales support team. The job specs focused on the SVP’s needs to be a great collaborator in both program development and implementation. Initially, I’m thinking that collaborative team play is a key element along with strong program analytic, development, organization, and coordination skills. However, the hiring team’s job description used words like “spearhead and drive the business” which sounded more like direct business leadership. The CEO helped me get clearer the organization structure change and the matrix emphasis. The candidate’s background emphasized organizational and executive support but not direct business driving positions. That said, there was noteworthy success in business analytics related to mergers and acquisitions and playing a support role in orchestrating these organizational growth deals. In the most recent job, he had some influence in getting his company to create a separate business division of a previously integrated enterprise. He was appointed to a Chief Commercial job where he supported the Sales VP in shaping and negotiating sales contracts at the executive level. The candidate also had nice experience in SaaS companies, a similar to my client. Watch https://youtu.be/gOnzkSmSUMg

During the last few episodes, we’ve been discussing the benefits of a good hiring team in developing job specs as a foundation for recruiting, evaluating, and selecting successful managers and executives. I was recently asked to do an executive assessment for a media company that (in part) provides information to businesses to help them protect assets and people’s lives, minimize costs, and maximize sales opportunities. It’s been a successful segment that needs acceleration, The position is Senior Vice President. Business Intelligence, a B to B program development and execution role. In prior years, Business Intelligence had its own sales, marketing, technical, and operations groups reporting to a profit center GM. Now these groups are under separate functional leaders in a new matrix environment. So, the only people directly managed by the SVP are project managers and an inside service and sales support team. The job specs focused on the SVP’s needs to be a great collaborator in both program development and implementation. Initially, I’m thinking that collaborative team play is a key element along with strong program analytic, development, organization, and coordination skills. However, the hiring team’s job description used words like “spearhead and drive the business” which sounded more like direct business leadership. The CEO helped me get clearer the organization structure change and the matrix emphasis. The candidate’s background emphasized organizational and executive support but not direct business driving positions. That said, there was noteworthy success in business analytics related to mergers and acquisitions and playing a support role in orchestrating these organizational growth deals. In the most recent job, he had some influence in getting his company to create a separate business division of a previously integrated enterprise. He was appointed to a Chief Commercial job where he supported the Sales VP in shaping and negotiating sales contracts at the executive level. The candidate also had nice experience in SaaS companies, a similar to my client. Watch https://youtu.be/gOnzkSmSUMg

Travis Cook, Sales VP at Franchise Ventures, joins the show to break down the world of lead generation —how it works, who it's for, and how his platform is helping thousands of aspiring entrepreneurs find the perfect business opportunity and helping franchise brands grow. We explore how brands and consultants should approach their lead generation, how essential it is to have the right processes, and how the right CRM tool can make or break your business.  For more info and resources check out Franchise Ventures and Franchise Insights.  For a great sales automation platform built for franchising check out clienttether.com

Unlock the secrets of sales leadership and discover the power of tenacity with Sylvain Jacob, Vice President of Sales at MicroServe. Listen as Sylvain takes us on his inspiring journey from a paperboy to leading a dynamic sales team in the competitive IT services industry. You'll learn invaluable lessons on understanding customer needs, building partnerships with OEMs, and the sheer joy of acquiring new customers, as well as navigating the challenges of payment collections.    Sylvain shares his conscious transition from a high-performing individual contributor to a leadership role, underscoring the pivotal role of mentorship. Gain insight into how coaching and guidance helped him overcome initial setbacks and develop his leadership skills. This episode emphasizes the importance of mentoring within organizations and through external programs, demonstrating the rewarding experience of guiding new graduates and the broader cultural impact of giving back to the community.   We'll also explore the entrepreneurial culture at MicroServe, where autonomy and long-term relationships are key. Sylvain explains how the company avoids micromanagement and embraces a performance-driven yet flexible environment. Learn about the benefits of being privately owned, promoting from within, and the strategic importance of engaging early in the sales cycle. Don't miss Sylvain's insights on CRM management and the exciting future plans for optimizing sales processes at MicroServe.  Sylvain Jacob is a dynamic sales and management executive with a strong foundation in IT solutions and strategic partnerships across Canadian enterprise and public sectors. With a Bachelor of Business Administration in Operational Research from Université du Québec à Trois-Rivières, he began his career at Hewlett Packard and advanced to VP of Sales at Microserve. Known for his communication, business analysis, and strategic thinking skills, Sylvain consistently exceeds sales goals by fostering long-term relationships and uncovering new opportunities. He is bilingual, fluent in English and French.   Quotes: "Sales starts with a 'no.' It's about finding the customer's pain point and having the tenacity to keep the conversation going until you can help them."   "Leadership skills are honed over time, not innate. My journey from an individual contributor to a leadership role was guided by valuable mentorship."   "It's not all about you; it's about the value you provide to the organization. Shift your perspective and think about how you can deliver value."    Links:    Sylvain's LinkedIn - https://www.linkedin.com/in/sylvainjacob1/   Microserve - https://www.microserve.ca     Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog  

Feb. 7, 2024 | Ford loses $500M in Q4; Nissan's U.S. sales VP Judy Wheeler by Automotive News

In Episode Five, May Kotsopoulos, a former Vermont Division 1 basketball player and Greek National Team point guard, brings us along her transition going from a pro athlete, all the way up to a VP at a top tech sales firm. Throughout this eye-opening sit down, May explains how she used what she learned as an athlete, as transitional skills in the corporate world. And how you can, too.

Devdutt Yellurkar is a managing partner at CRV and has a wealth of experience as a sales VP, CEO, and venture capitalist. He has worked with several successful startups and has a deep understanding of the sales process and building successful companies. Devdutt is also a co-founder of the VC fund named Propeller, which focuses on investing in companies that address climate change.In this conversation with John McMahon, Devdutt shares his insights on how his experience in sales has helped him as a CEO and venture capitalist. He discusses the importance of sales in building a company and the role of a CEO in selling the company's vision. He talks about making hiring mistakes and how sales has changed with the speed of new technologies and new sales models. Devdutt emphasizes the need for empathy and non-judgmental support when working with founders and the importance of persistence in achieving success. Finally, he discusses the impact of climate change and how venture capital can be a powerful tool in addressing this global issue.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:08:10] The importance of selling as a CEO[00:11:11] Selling enterprise software and the importance of storytelling[00:11:53] Jack Welch admitted to making hiring mistakes as a CEO.[00:14:48] Forecasting in sales helped in forecasting as a CEO.[00:16:49] Pipeline coverage is key to mitigating deal slippage.[00:19:03] Tough experiences provide valuable lessons for growth.[00:27:01] Implementation of sales methodology and importance of qualification.[00:30:51] Importance of being a grandparent, not a parent, as a board member.[00:44:04] The power of persistence in achieving success.[01:04:48] Propeller VC fund was started to address climate change.ADDITIONAL RESOURCESLearn more about Devdutt Yellurkar: https://www.linkedin.com/in/devduttyellurkar/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:54:15]  "Because you want your resource, your best resources are actually focused on taking a pro license and moving it to a strategic relationship, because that's when emotional intelligence is needed."[01:04:23] "You can't just be a sales guy because, you know, as we discussed earlier, a lot of this is around product market fit. And that is a lot through kind of understanding the market, understanding your customer. Understanding technology."

According to research from Sales Enablement PRO's State of Sales Enablement Report 2023, when reps understand the winning behaviors that will help them improve performance, they are 74% more likely to effectively replicate them with buyers. So what role does effective training and coaching play in an overall enablement strategy? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Malia Di Salvo, senior manager of training effectiveness at Upwork. Thanks for joining, Malia! I'd love for you to tell us about yourself, your background, and your role. Malia Di Salvo: I am super excited to be here. A little about myself, as you mentioned, I lead the training and effectiveness team here at Upwork. Under my purview, we have sales coaches, we have onboarding that is part of my scope, as well as a leader enablement program called lead up. A little bit about me, I am in Seattle, Washington so I am just getting in to enjoy the fall weather. I have a master’s in teaching. I’ve been a salesperson, a sales leader, in enablement, leading onboarding, coaching, and all those fun things. This has just been really the opportunity to marry a lot of my passions into one role and be able to play a part in the strategic vision and helping our sales teams and go-to-market teams really become effective. Marrying all my favorite things together now. SS: I love that. As you mentioned, you specialize in both training effectiveness and sales coaching at Upwork. Tell us about Upwork’s approach to training and coaching what are the key components of your enablement strategy and how do training and coaching both play a role in this? MD: One of the things that really drew me to Upwork was the fact that they had a sales coach team and we’re looking at expanding it and building it. Having been a sales coach in the past, I recognize the impact that coaches can really have when it comes to not just driving rep behavior and skill change, but ultimately revenue. One of the things that drew me was the fact that they had a portion on this team. Training and effectiveness to me, when it comes to our overall enablement strategy is really about effectiveness, like exactly what the team is. With enablement, we partner closely with our marketing team. We have a content enablement team that we really work closely with when they build playbooks or talk tracks, and then we launch the training and the pull-through. Training and effectiveness, to me, are one of the most paramount parts to pulling that enablement strategy forward and through all the way to application to competency to mastery. We’re integrally tied to our enablement as well as our overall strategy when it comes to driving revenue and impact. SS: I love that. We have this theme here at Highspot to help others understand what good looks like. What does good look like for sales training? In other words, what makes for an effective training program? MD: Sure, I think the overall best look for training is if it’s tied into larger strategic initiatives for the org. What are the overarching OKRs? Our OKRs should align back up into the go-to-market organizations and all the way up and through. Good looks like being able to tie your initiatives to those larger-scale initiatives and start showing the impact you’re having on those initiatives. I like to say that with enablement and with training and coaching, it’s really hard to say we’ve caused those success metrics, but have we correlated with them? What part of the equation were we when it came to attaining those overall strategic initiatives? Were we part of the equation? Anyone who’s in enablement knows it’s really hard. There’s a lot of squishiness in enablement when it’s like, did we make an impact or not? I think it’d be if you tie it into those larger initiatives, so you can show correlation to having achieved those, and that’s where it really shows the impact. I feel like when it comes to some of the programs that we’re doing to achieve these OKRs and these larger-scale programs, you start looking at progressive metrics along the way. For example, if we have a certain large-scale OKR from the CRO or Sales VP or whoever that might be. What are some of the programs we tie in place to tie back into them? If they’re looking to achieve X amount of revenue by the end of the year or by the end of the quarter, we can look at some programs to start increasing some of the leading indicators to tie into those ultimate goals. If we focus on setting more net new meetings or better qualifications or things like that, do we see an increase in some of these leading indicators knowing that they will impact the lagging indicators? That’s where the correlation starts to come in, and that’s where the enablement program happens. You need to be able to show that pull through that you were able to do, not just launching something, but the reinforcement, and then the ultimate indicator is like, oh, we saw an uplift in those new meetings and new opportunities I’m covering, knowing that that will ultimately lead to some of the larger scale programs and initiatives. SS: I love how you guys are able to draw that correlation. I have a similar question about sales coaching. What, from your perspective, does good look like for sales coaching, and what are maybe some of the core components of an effective coaching program? MD: I mean, there are anecdotal and empirical ways to say what good looks like with coaching. My coaches both come from sales, so they’re very empirical. They’re like, how do I know I’ve been successful? How do I know what I’m doing is making an impact on these teams? Since they come from very black-and-white situations where it’s like, you were successful today, you’re successful this month, or you weren’t, there’s that anecdotal and empirical type of way. Let’s start with the empirical. Do we see an uplift in any metrics? If you started coaching a rep and you’ve had them on your roster for X amount of time, did you see an uplift in some of the behavior and the indicators you were trying to impact? It’s really case by case because you might have one rep and this is very situational as well. You might have one rep who is really struggling with getting to the power in the deal. They’re having trouble gaining executive alignment. The coaching strategy is on that. We look at, did we get an increase in the VP plus opportunity or personas added onto these opportunities. Someone might have been struggling to close deals, so the coach comes in and really focuses on why aren’t you closing deals as strongly. Oh, well, they’re not creating urgency enough earlier in the sales process. We can start looking at the deal to move from stage one to stage two faster. On the empirical side, there are multiple ways you can look at that correlation. Again, I’m going to say correlation because the coaches are working tightly with the sales leadership as well. There are multiple things coming at them to help drive this particular behavior set. You can see the correlation on the empirical side. Anecdotally, it’s really like, do the reps get excited to meet with them? Are they like, hey, can I be on your roster this next month, or are the leaders like, hey, can so and so be on your roster this next month? They get a great Slack message at the end of the session like this was really great and impactful. You really helped me close this deal. When it comes to what good looks like, it really is twofold. There’s empirical and anecdotal, and you can look at it and I feel like you have to take both of them into account because. As a coach, people have to want to meet with you for you to be impactful. That’s where the anecdotal comes in before the empirical can even happen. SS: Absolutely. Now, I know, especially this year, a lot of organizations are hyper-focused on how they can improve productivity, especially amongst their revenue-generating teams. How can real-world coaching help to scale the productivity of a sales team? MD: That’s a great question. I think right now in this day and age, everyone is being asked to do more with less. We are off the teams that are impacted by rifts and layoffs. You have the sales teams that were cut drastically and are still having to drive revenue. How do you really focus on the most impactful part of your revenue team to do that? One of the things that I talk about and that we’re really looking to focus on as well here at Upwork is moving the middle. How do you identify the most robust group of people where the marginal benefit of them increasing their quota attainment by 1% will exponentially increase your revenue and productivity goals? The A players and the non-A players, we’ll say, the D and F players, that’s where the leaders can really lean into that. That’s where you’d be that the sales coach side of the house can really lean into the middle and focus on their productivity. How do we, again, get more with less, but not just necessarily more, but better conversations, better quality conversations, more power in the deal, and more effective ways to create urgency? We really try to focus on the middle portion, because again, that’s where we find if we see the increase in productivity, the increase in deals, the increase in quota attainment, that’s really going to drive our revenue goals in a whole, in a whole new direction. The coaching team can really help the leaders focus on and double down on that as well. To be able to help achieve some of that productivity and those revenue goals that we still have to hit. Every company still has to hit. SS: Absolutely. How do you guys leverage Highspot to help bring your coaching strategy to life? MD: Our company, our org is set up a little differently than other companies. Our enablement function and our sales enablement function focus on our content enablement. They live in our marketing department, and so my team lives in the ops department. We work really closely with our content enablement team to be able to develop playbooks, develop plays, develop talk tracks, and all these things to be able to double down and reinforce. We partner closely with them to build that content out, and then we launch the live training. We launch any e-learns you might need to have as well. It’s a double-down approach. We can use Highspot as well for reinforcement and to ensure we can get the insights we need. Anyone in enablement has heard of the Kirkpatrick model for measuring success. I think we use Highspot and recognize that Highspot is a great asset to us as we look to measure that impact. For level one for reaction, we can get the training survey and maybe do a quick pull to see if it was impactful, but for level two and level three, you start seeing the behavior, the learning, input, and impact. You can do the role plays and have them uploaded in Highspot. We have the reinforcement material. Who’s accessed it? Who’s been in the playbook that we created? Did it help drive a deal forward? It’s a real way to get that empirical data where it’s really hard to enablement, a way to continue that progressive measurement of success by utilizing the tool properly you can really start getting those insights. You can also see who hasn’t utilized it and get some feedback on why you aren’t there. Why haven’t you used it? We can pivot quickly as well to ensure that the material is as used as possible if you will. SS: Do you have any wins or best practices you can share about the outcomes of leveraging Highspot for sales coaching? MD: It’s all wins to me. Anytime we can utilize a tool to see what’s working, and what’s not. This is the beginning of the year we launched a program called Gaining Executive Alignment. As with every other company out there, as we’re all trying to get our people as equipped and enabled as possible, having power on the deal is really important. We partnered with our enablement team to build out the content and playbook for gaining executive alignment series. We were able to have a progressive series program where we did three different live sessions. We did some content and playbooks associated with it. We were able to not just use our live training, but also our content team to be able to measure who’s utilizing it. How is it working? We continue to still use it. We saw that when we focused on it, it really helped you, but we saw a pretty decent increase in actually getting power on deals and setting up new meetings with the right people as well. We’re able to back that into insights we use from it. If the person’s getting good, getting more deals or they’re getting more power on deals, of course, even in the Highspot, a lot utilizing some of the talk tracks and the playbooks that we have. There’s an easy correlation to make. If you use it it actually works. SS: Now, we’ve talked a lot about ongoing training and coaching, but I know that you guys are also using Highspot to help with your onboarding process. Tell us a little bit more about that and how you leverage Highspot in your onboarding program. MD: We’re actually in a revamp of it too right now, and I was just speaking with Nikki, who is our owner of Highspot over here at Upwork. Historically, we’ve used it for e-learnings and getting them on the path for that, but as we look to revamp our onboarding program and make it a more, I won’t say progressive, but for lack of a better word, progressive approach towards a true ramping experience versus this kind of like exponential curve and then fall off. We’re looking at how we’re going to be utilizing Highspot to have that experience be even more interactive with our new hires. Can we have a new hire landing page where every new hire goes to the page, they knows exactly what their journey is, where they are on the journey, what e-learnings are going on that week, what milestones we call them, and what assessments are coming down. We’re actually revamping it and going to be doubling down on our Highspot usage for our new hire training to really make it a much more singular source of truth for our new hires to come in. It’s not so, go to the search bar and find it, and here’s e-learning. It’s going to be a one-stop shop. I’m excited for what we’re going to be doing. I know that it’s going to be a lot more impactful to our new hires. It’s a new way that we’ll be utilizing Highspot. One of the other things we’re going to be looking at doing with our new hire experience is as we’re building out this content or revamping this content, what I think we’ve found is that governance is really hard as we like having people leaving the business or moving into new roles. We have to go in and update any e-learning or any videos where they were in. We’re also looking at making sure we have facilitator guides so that anyone who does come in can take over quickly. We’re going to start utilizing AI. You know, ding, ding, ding, the term of the quarter of the term of the year. How do we bring AI into some of our e-learnings and things too, to really make it a much more general approach versus a specific sales leader or person speaking to it? We’re also going to look at how we have a gated way within Highspot to have all of these facilitators, like kind of the backend, like with that leaders can access specifically where it holds all the facilitator guides, holds all the depth. If it’s like, oh shoot, this leader’s out this week, in the Highspot link, here’s the facilitator guide, here’s the deck you’re going to be presenting to the person who might be filling in for them. We’re going to be looking to expand over how we use Highspot for our new hire instance. We’re working on the plan this quarter with a potential launch in Q1, or Q2. I am excited to see how that turns out and how that’s going to impact our new hires coming in. SS: Amazing. Well, I’m excited about those plans as well. You guys are doing amazing already. You guys have incorporated Highspot training and coaching into day to day workflows of your reps, and you guys are already seeing an 83 percent recurring usage, which is amazing. I think adoption and usage are really critical in order to ensure that you’re seeing that intended behavior change. My last question for you, sales leaders obviously play a very critical role in reinforcing behavior from the top. How do you enable sales leaders to effectively support their teams and reinforce the value of training and coaching? MS: Great question. I got to give huge props again to Nikki, who is our manager over at Enablement. She owns, runs, and really drives that adoption for Highspot. She’s an incredible partner. I couldn’t do this without her. Reinforcement is the key when it comes to any enablement programs. I think we have all been at companies that had training rollouts, whatever that might be, new programs, new products, new pricing, new methodology, and it’s like, oh, great. We’re going to be sitting in this training and let’s check the box and get it done and then the next shiny thing happens and that’s all fizzled out and forgotten. Reinforcement is a huge part of success for any program or anything you’re trying to launch as we all know, but it’s also the hardest thing to do. What we’ve been looking to do, especially knowing that leaders have so much on their plate, is enablement teams are often a team of one or two. How do you scale that reinforcement? How do you enable and provide the leaders with the tools that they need to help you reinforce that? How we use Highspot is after we have training for some of our larger scale programs, we create what’s called a meeting in a box. It’s simple, but it’s a one-sheet that ties out just some decks that can provide some additional team huddle materials, and one-on-one questions to help continue that conversation. With leaders, we try to make it as simple as possible, knowing that their days are insane and slammed. I’ve said it before and I’ll say it again, I think frontline leaders have the hardest job in any organization. That middle manager, you’re really managing up, down, across in so many different ways. In enablement and training, our job, when it comes to making sure that we get behavior and skill change and that these training are impactful, is on that reinforcement and that sustained motion. While we depend on the leaders a lot, how do we make it as easy as possible? We create this meeting in the box, we share it with the leaders afterward, and then we can, using Highspot, look at who’s actually going in and utilizing that resource and that tool. It does a few things. It’s like, okay, they’re utilizing it, it’s being adopted like that’s that level two of Kirkpatrick, we’re starting to see it. We can see who’s not using it. Again, it’s a great way to go and see if someone’s not utilizing it, why not? Our goal is to get 100% of our leaders utilizing our content and at least getting in there to assess it and be able to pull through to the application. It’s a way to also get feedback and really identify the not, the non-adopters, which is to me the key. Who’s not utilizing it and why not? We can quickly iterate quickly, by seeing who’s not actually going in there and getting some insights from Highspot. We can go in really quickly and be like, Hey, Mr. Sales leader, let’s have a quick conversation, a couple of questions. My customers are the sales leaders, so I want to know what’s not working so that we can make it right so that they’re utilizing it and their teams are impacted as well. SS: I love what you guys are doing. It helped to enable your sales leader. You guys are doing a fantastic job there at Upwork. Thank you so much for joining us today. MD: This was awesome. Thanks for having me. Thanks for having such a great tool too. We are huge Highspot fans over here. SS: To our audience, thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Neil Rogers is a speaker and recently published author of the book, Bar Tips: Everything I Needed To Know In Sales I Learned Behind The Bar. This episode tracks a multi-pivot journey from bartending at Tia's & Boston Sail Loft to consummate salesperson and entrepreneur.  He talks about struggling through school but finding his way, mastering sales performance and how bartending prepared Neil for it all -- landing ultimately in his role as owner and VP of Marketing & Sales at Rogers Marketing for nearly 26 years. There's a lot of wisdom in this one for you if you're seeking more meaning in a new professional space, and broader life lessons on transferring your skills to find more purpose on an unconventional path!

Neil Rogers is a speaker and recently published author of the book, Bar Tips: Everything I Needed To Know In Sales I Learned Behind The Bar. This episode tracks a multi-pivot journey from bartending at Tia's & Boston Sail Loft to consummate salesperson and entrepreneur.  He talks about struggling through school but finding his way, mastering sales performance and how bartending prepared Neil for it all -- landing ultimately in his role as owner and VP of Marketing & Sales at Rogers Marketing for nearly 26 years. There's a lot of wisdom in this one for you if you're seeking more meaning in a new professional space, and broader life lessons on transferring your skills to find more purpose on an unconventional path!

Today we're talking to Robert Hann, Global Sales VP at Entrust. We discuss the oncoming threat of a post-quantum world, the risk of “harvest now, decrypt later,” and when we'll really know that we've moved into the post-quantum future. All of this right here, right now, on the Modern CTO Podcast!  For more about Entrust, check out their website: https://www.entrust.com/ Have feedback about the show? Let us know here

In this episode of The Outbound Sales Podcast, Eric Balis, Outsourced/Fractional Sales VP at Sales Xceleration, joins Chris Zuby of UpLead to discuss why a solid business foundation is so integral to their success.

Mark Goldberger is Head of Enterprise Sales at Ramp, the fastest-growing corporate card and bill payment software in America, and recently named Most Innovative Company in North America by Fast Company. Prior to joining Ramp, Mark was the first enterprise rep at TripActions (now Navan), where he helped bring in more than $100m of ARR as an IC and sales leader. Before TripActions, Mark worked at Highfive, a video conferencing company since acquired by Dialpad. In Today's Episode with Mark Goldberger We Discuss: 1. From Wine Industry to Sales Leader: How Mark made his way into the world of enterprise sales having been in the wine industry? Mark sent out 100 CVs for his first sales role, why did they not respond? How should companies think differently about the people they hire? What could he have done better with the outreach? What does Mark know now that he wishes he had known when he entered the world of sales? 2. The Sales Playbook and Why You Should Never Hire a Sales VP First: Why does Mark believe that you should never hire a Sales VP as the first sales hire? What does Mark mean when he says product-customer-fit is more important than product-market-fit? Why does Mark believe that revenue does not matter with your first customers? If revenue does not matter, what should you be trying to get out of them? When should the founder handover sales to either a junior or more senior hire? 3. How to Hire 10x Sales Teams: The Process: How does Mark structure the process for hiring 10x sales reps? What questions are most revealing in identifying a 10x sales rep? How do they respond? Why does Mark want candidates to pitch his own product back to him? How does Mark make the hiring process more challenging to really test the quality of candidates? What is the core difference between losers and winners in sales? 4. Discounting, Champions, Creating Urgency: Why does Mark not like discounting? Where do many sales teams use it poorly? How does Mark like to create urgency in a sales process? What works? What does not? How can sales reps know whether they truly have a deal champion within a buyer? What is the right way for sales reps to ask to meet the exec buyer? When is the right time to ask to meet the exec buyer? What are some clear signs that you are not speaking to a decision-maker? 5. Building a High-Functioning Sales Org: What is the right way to do deal reviews? How often? Who should be invited? What is the right way to do sales onboarding for all new reps? Why is traditional outbound still the most important thing in a sales process? Why do so many people get pipeline qualification so wrong?

Frank Fillman is CRO/Country Leader Australia for Salesforce where he is responsible for responsible for the overall strategy, execution, success, and growth of the $1B+ Australian market across all industries. Prior to Salesforce, Frank was SVP/GM @ Tableau where he was responsible for the strategy, execution, and growth of Tableau's Top Accounts. Over the last 10 years at Salesforce, Frank's accomplishments include $500M+ new revenue closed in 5 years and $1B+ revenue managed. As a result, Frank has been awarded #1 Sales VP of the Year, North America, 3 times! Huge thanks to Zhenya Loginov @ Miro for the intro to Frank today. In Today's Episode with Frank Fillman We Discuss: 1.) From Selling Kitchen Utensils to Leading $1BN Revenue Line for Salesforce: How did Frank first make his way into the world of sales selling kitchen utensils? Why does Frank believe, "how you handle tragedy defines you"? How did it define him? What does Frank know now that he wishes he had known when he started in sales? 2.) Build and Execute the Sales Playbook: How does Frank define what a "sales playbook" is today? What is it not? Literally, what are the first steps to building a sales playbook? Is it the founder who does it? What does a good playbook have? What does a bad playbook have? What makes the best? What tools should founders and sales leaders use to create their playbook? 3.) Enterprise Deal Dynamics 101: Why does Frank believe that you should never start with the price or "send over numbers"? How can enterprise sellers create urgency in a deal cycle? What works? What does not work? How does Frank advise sales teams on the use of discounting? How open should reps be in communicating the win for them as well as the win for the customer of closing a deal? 4.) Building the Bench: How does Frank structure the hiring process for all new sales reps? Why does Frank believe that all sales leaders want to be super reps? How does Frank rank high potential vs high experience when hiring reps? What matters more; the exec have experience in the sector you are selling into or the deal size? What are the single biggest mistakes founders and leaders make when hiring sales? 5.) Setting Quota and Deal Reviews: How does Frank advise founders on setting quotas? Why does Q1 set the tone for the year? How does Frank conduct deal reviews? How often? With who? What is the agenda? What is the one question that Frank always asks when a rep says, "the client told us it was not a priority and so it slipped into next quarter"? How does Frank advise founders and sales leaders on multi-threading large enterprise accounts? Items Mentioned in Today's Episode: Frank's Most Recent Book: The Go-Giver: A Little Story About a Powerful Business Idea  

Hunters and Unicorns Productions Dear Future CRO - A Culture Crunch and GrowthQ collaboration Join the GrowthQ Community: www.growthq.co The team at Hunters and Unicorns is excited to announce their pop-up podcast collaboration bought to you by Culture Crunch and GrowthQ. Titled ‘Dear Future CRO', we talk to dynamic and diverse sales leaders and listen to their advice for tomorrow's CROs. “Remember that you're a CRO because you were a great sales leader and being a great sales leader is the first priority of the CRO. Don't forget the things about sales leadership that are important - building high performance teams, giving great sales coaching to the sales leaders, and talking to the customers of your organization. You are the top salesperson in the organization with access to every customer and every top salesperson so take advantage and understand what's working in your organization and what's not.” Today we are joined by Larry Satterfield, retired Sales Leader at Jazz Networks, to talk about his professional career from learning the sales playbook back in the eighties, to becoming the Sales VP for companies like Dell, Tanberg, and Cisco. Leading with the philosophy of “lift as you climb”, Larry has solidified the science behind sales growth and competitiveness and is currently coaching CEOs and CROs across the industry, consistently creating opportunities and sponsors for the next generation of future revenue leaders to shine. Join in to listen to Larry's expert opinion on how to transition from sales to leadership as well the value of mentorship and sponsorship, and what it can do for your company. Sharing his strategies for increasing diversity and minimising unconscious bias in the hiring process, Larry talks about his personal journey from the bottom to the top and offers valuable advice to young professionals looking to get into leadership positions.

The SVP of Business Development and Strategic Alliances at Rapid7, Julian Waits has had a long and impressive career in the cybersecurity industry. He has held positions from software developer to field systems engineer, M&A director, Sales VP, and CEO. Cyversity: https://www.cyversity.orISAC: https://www.it-isac.org SANS: https://www.sans.org Julian Waits LinkedIn: https://www.linkedin.com/in/julianwaits/

Guest: Lisa Magnuson Guest Bio: Lisa Magnuson works with Sales VP's and their senior salespeople to develop and close their largest opportunities. She calls them 5X deals and she guides opportunity teams through the long, complex, and messy journey to ultimately ‘Ring the bell' with big wins.   Guest Links: Pre-call Prep Guide   Books: The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly  The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships   The 48-Hour Rule and Other Strategies for Career Survival LinkedIn Learning Courses: How to Effectively Engage Executives Pre-call Prep for Virtual or In Person Deals Books: The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly  The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships   3 Secrets to Increase Sales with Existing Customers   About Salesology®: Conversations with Sales Leaders Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

A new 3PL Live Episode is out now with Gunner Miller. Gunner Miller has had an incredible journey through multiple worlds – as a pro wrestler, college football athlete, and Sales VP at 12 Point Logistics. His content strategy on LinkedIn quickly grew his followership to 8000 in just one year with over 1.2 million organic views! In the latest 3PL Live episode, Gunner reveals some of the secrets behind this success and discusses how he deals with pressure while succeeding across many different roles. 3PL Systems Team

In this episode, Ryan is joined by the founder and CEO of SaaS buying company Vendr. Ryan previously worked in a sales leadership position at HubSpot before creating Vendr, where he successfully grew from Zero to $30 million in just 3 years. He talks to Ryan about how he pivoted from sales to founder and shares his top secrets to scalable success and how you can do it too.  KEY TAKEAWAYS Vendr's primary strategy for revenue growth is inside direct. They have found that mid-market is their sweet spot and rely heavily on this and an outbound strategy. The creation of Vendr was to help companies buy software efficiently. Through their knowledge, expertise and management they help companies save both time and money as well as aid them in buying the perfect software fit. Ryan always knew he wanted to build and run his own company but up until starting Vendr, he hadn't had much success. After creation, Ryan quickly realised how scalable his concept for Vendr was, it superseded his expectation of being a lifestyle business and has now raised over $215million in funding. As almost every company in the world becomes familiar with SaaS they also quickly discover the chaos it can sometimes bring, Vendr helps to solve this. Sales are the most important element in Ryan's success, he believes in ‘selling first', learning what the problems your customers have and then solving them and selling that solution to them. Don't build things simply because you think they might be useful or you want to have tech, build things that you know solve a problem. “Let's make it hard to not buy Vendr” was one of Ryan's core principles when founding the business. He set out to ensure that the ROI for the customer would be so good and easy for them to understand that they can't say no to buying their product. Delight your customers, ask them why you are delighting them and then ask them to refer you. Then execute this, doing all the work for the referral. This is the highest closing channel Vendr use. BEST MOMENTS  “I've tried plenty of start-ups in the past, all of them have failed” “If you can distil your business down to one line, it actually means you've drastically simplified your mission” “A lot of your problems go away if you're selling” “Build things because it actually solves a problem” “Lack of transparencies leads to inefficiencies” Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com www.ryanstaley.io  EPISODE RESOURCES https://www.linkedin.com/in/ryanneu/ ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World's Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsSee omnystudio.com/listener for privacy information.

Her book starts with the powerful sentiment: "Sales isn't a dirty word!" and so did our conversation. Mandy is not only the VP, Global Accounts at Hospitality Performance Network but is also the author of a great book called, "Sales Tales: The Hustle, Humor, and Lessons from a Life in Sales".  Mandy has a very down to earth style in sharing what she loves about the sales profession and how everything we do involves selling - so embrace it rather than shy away from it. 

On today's Token CEO Erika gives us a look inside her world and tells us about what has been on her schedule including a PLL board meeting, PENN earnings, PMT & Grit Week, hiring a new head of sales at Barstool and much more. As always, Erika answers your questions, but this week focuses specifically on feeling overwhelmed at work. Plus we're joined by Barstool's VP of Sales, Ryan McDermott and Barstool's VP of Brand Integration, MB Gambke and Rone. They take a deep dive into how Barstool pitches and works with different brands, Barstool's relationship with Mattress Firm and The Most Dangerous Game Show and why companies trust their vision to make the product great. Enjoy! (00:01:05) Boardroom (00:15:31) Q&A (00:30:53) Brand Integration

In questa puntata del podcast, incontro Alessandro Villa, Sales VP di VTex Italia, azienda che ha realizzato in Italia con il supporto dell'istituto di ricerca BVA Doxa, un sondaggio quali-quantitativo sulle nuove abitudini ed esigenze di acquisto online alla luce dell'impatto della pandemia sul comportamento dei consumatori. Tra gli attuali acquirenti online, 6 su 10 hanno iniziato ad acquistare o hanno incrementato la frequenza di acquisto digitale proprio con l'arrivo del Covid. Dai dati del sondaggio emerge ora un chiaro consolidamento di questa tendenza: oggi il 57% del campione intervistato continua a utilizzare l'eCommerce e il 26% ha mantenuto le abitudini di shopping online acquisite durante la pandemia. La ricerca evidenzia inoltre alcuni suggerimenti, indirizzati alle aziende e ai retailer, per il concreto sviluppo di un eCommerce efficace.Per leggere la trascrizione del podcast: https://www.mistergadget.tech/111639/italiani-e-acquisti-online-cosa-e-cambiato-con-la-pandemia-podcast/

The Ultimate Cold Calling Strategy + Script for B2B Sales→ https://softwaresalesguide.com/

→Only $10/month for private coaching in weekly live meeting & access to 24/7 members chat https://www.youtube.com/channel/UCVH-JPDuoBUO_CCfASplB0w/join →Connect with Trent on LinkedIn https://www.linkedin.com/in/trentdressel/ →Show Taylor your support https://www.linkedin.com/in/taylorsafford/

In der Mittagsfolge begrüßen wir heute Ines Räth, Co-Founder und Co-CEO von Nilo.Health, und sprechen mit ihr über eine erfolgreiche Finanzierungsrunde in Höhe von 7,5 Millionen Euro. Nilo.Health ist ein Mental Health Startup, welches eine ganzheitliche Plattform für mentale Gesundheit entwickelt hat. Nach Unternehmensangaben wird das Usererlebnis an die individuellen Bedürfnisse adaptiert, wodurch unter anderem spezifische telemedizinische Beratungen angeboten werden können. Dabei kann die Zielgruppe der Angestellten beispielsweise Videoconsulting mit Psychotherapeutinnen und Psychotherapeuten sowie weitere Expertinnen und Experten über die Plattform in Anspruch nehmen. Nilo.Health wurde 2019 von Ines Räth, Catalina Turlea und Jonas Keil in Berlin gegründet und hat einen weiteren Sitz in München. Seit dem Launch arbeitet das Startup global mit über 120 Unternehmen zusammen und ist in über 40 Sprachen verfügbar. In einer Seed-Finanzierungsrunde konnte das Berliner Startup nun 7,5 Millionen Euro einsammeln. Die Runde wurde von dem Early-Stage VC Speedinvest angeführt. Die weiteren beteiligten Investoren sind PROfounders Capital, Vorwerk Ventures und Atlantic Labs. Außerdem haben sich die Business Angels Hanno Renner, Co-Founder von Personio und Investor in u.a. PocketLaw, Zavvy, WorkMotion, PowerUs und Spiff, Jonas Rieke, ebenfalls Co-Founder von Personio, Oliver Manojlovic, Sales VP bei Personio und Michael Wax, Co-Founder von Forto, an der Seed-Runde beteiligt. Mit dem frischen Kapital möchte Nilo.Health weiterhin in die europäische Expansion investieren.

Our guest today, Jesse Woodbury is a disruptor in SaaS sales and a host of a successful podcast show SaaS Sales Players.   High dollar SaaS sales tend to involve at least half a dozen stakeholders with crazy competition and them being educated about the industry. Enter Jesse Woodbury, he has created 2 frameworks that help providers close over 7 figures in ARR.    Key Takeaways:    The SaaS market currently growing by 18% each year and is expected to grow to 22% by end of 2022 and is being considered to transform the IT industry from a cost centre to a value centre.   SaaS adaption in the Health care industry is growing at the rate of 20% per year.     The main ingredient for disruption is being a thought leader while creating and putting out content regularly which roughly equates to making 100 cold calls or sending 100 emails a day.     Content can be repurposed and packaged up in a way that your buyers consider you a thought leader in their industry.      He also changes his mind-set and considered being a consultant or a partner instead of a salesperson as the main prospects are executive-level buyers like CEO, COO, CTO, CFO etc. which in turn increased the deal sizes and time.     Tips for frontline SaaS salesperson – read and compile relevant articles to your industry and take snippets that might be relevant to your buyers. Package and share them with your potential clients, even in the middle of buying/deal cycles. This helps you build credibility, and value and position yourself as a partner in their business.  Status Quo of SaaS Sales – One had to fix an appointment and sell the hardware or servers on company premises, usually a large multi-million dollar complex deal.     With a lot of market automation techniques and more than 20,000 SaaS companies trying to sell their services, there is a lot of noise. Executives aren't sure which tool is valuable and supports their business.       Being in SaaS sales is an incredibly lucrative game if you play the game right. The best sellers have been figured from implementing content.    Being a sales rep in a high ticket SaaS company, the role is to create valuable content for buyers. It can be specific about which tackles/handle a problem.     With the current status quo, the average tenure for a Sales VP in SaaS companies is 18 months, and even shorter tenure with frontline reps, resulting in huge financial losses and potential revenue.  Even if you have a small subset of your reps posting relevant content to your buyers, word gets around that they are available to partner with your business and solve problems.     Jesse's advice to the sales rep is to “find the medium, platform or channel that works best for you, some people that are tweeting, for others it may be LinkedIn. As for me, I like recording podcasts. I know a lot of reps who have found success with video content.”    The status quo was to update your name and numbers in the sales force and inform your manager about the next steps to close the deal. Jesse suggests making the deal more conversational and collaborative, that's how you know make your deals more predictable and have more span of control.        Quote of the show:  18:40 – 19:12   “Being in SaaS is an incredibly lucrative game if you play the game right, but if you're not playing the game effectively. Sales is the highest and the lowest paying job in the planet. Sales is very much what you kill and if you can't do that because you're sticking to the status quo, then how you do continue hitting you're numbers and continue on with the profession. So that's been the challenge and that's why the shift has to happen more broadly”    Links:  LinkedIn: https://www.linkedin.com/in/jessewoodbury/  Company Website: https://www.kustomer.com      Ways to Tune In:  Amazon Music - https://music.amazon.com/podcasts/eccda84d-4d5b-4c52-ba54-7fd8af3cbe87/disruption-interruption  Apple Podcast - https://podcasts.apple.com/us/podcast/disruption-interruption/id1581985755  Google Play - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cub21ueWNvbnRlbnQuY29tL2QvcGxheWxpc3QvODE5NjRmY2EtYTQ5OC00NTAyLThjZjktYWI3YzAwMmRiZTM2LzNiZTZiNzJhLWEzODItNDhhNS04MDc5LWFmYTAwMTI2M2FiNi9kZDYzMGE4Mi04ZGI4LTQyMGUtOGNmYi1hZmEwMDEyNjNhZDkvcG9kY2FzdC5yc3M=  Spotify - https://open.spotify.com/show/6yGSwcSp8J354awJkCmJlD  Stitcher - https://www.stitcher.com/show/disruption-interruption YouTube - https://youtu.be/pbP9a8YYHJ4  See omnystudio.com/listener for privacy information.

Insights from a Sales VP who helped grow sales at Coyote Logistics to $1.2B a year. He has also picked two unicorn start ups to grow--Stord which was recently valuated at over $1B and Flock Freight which is taking off faster than bitcoin. Justin discusses his time as vocalist before having to refocus and build his life in logistics. This interview has many life lessons. 9.15.2021 Positive Hip-Hop by MaxKoMusic | https://maxkomusic.com/ Music promoted by https://www.chosic.com/free-music/all/ Creative Commons Attribution-ShareAlike 3.0 Unported (CC BY-SA 3.0) https://creativecommons.org/licenses/by-sa/3.0/ --- Support this podcast: https://anchor.fm/transportationlogistics/support

Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. Today's guest is visiting from New York. Amy Hrehovcik is the host of the Revenue Real Hotline. certified Sales B.A., and sales pioneer. She's here to share with us what she's doing and how we can have fun with what we do in sales.    Amy was raised by a Sales VP, so her relationship with sales and things related to it comes from a different perspective. For her, it's about being able to help someone hone in on what is most important to them and help them get it. Coming from a career path in politics, Amy felt like she wanted to do something true to her. Her father gave her this advice: when you work to develop your work, producers, skills, and the ability to create something from nothing, they will serve you very well throughout your career.   As a sales professional at a high level, Amy realized her passion was in sales enablement. Empowering peers and those around her became the foundation of her mindset. In a world where both consumers feel like a number, and it's no surprise based on how salespeople are treated and trained. In many cases, it comes down to reputation and management of your reputation.  Amy focused specifically on mental health, which is something that has been left out of the conversation in the past.    In regard to sales enablement, we are in a place where salespeople cannot remove themselves from their reputation. This happens when you aren't doing a  good enough job connecting and learning about your prospects. Sales professionals are taught to persuade, which doesn't feel good. We need to shift from persuasion to influence. When we pigeonhole sales teams into working in a system that doesn't work for them, resentment builds. If you feel this way, you're not alone. When you're presented with a system that doesn't align with you, consider saying “I'll think about that” and move forward with your process. Sales processes have been designed for the company, not the buyer. It's about shifting the mindset and understanding buyers work on their own terms now more than ever.    LINKS   Amy Hrehovcik on LinkedIn   @amy_hrehovcik   https://revenuereal-hotline.simplecast.com/

How do you transition into tech sales? How do you make progress as a woman in sales? And how do you just let things go? In this episode of Quota Queens, Liz & Daisy speak with their guest, Shaina Shiwarski. Shaina was the Vice President of Strategic Sales at Emissary.io and her book of business was responsible for 80-90% of their revenue. Shaina gives advice on how she succeeds in the world of sales, how to sell yourself, and how to find meaning in what you are doing. Shaina gives us tons of nuggets of wisdom from someone who has been there. "You are your own entrepreneur in whatever company you're in" #SetYourOwnGoals #YourShitIsTheHottestShit

Greg Grand is the founder and CEO of G Squared Advisors, he leveraged his sales, leadership, business acumen, and strategic planning experience to help small and mid-sized businesses drive aggressive, sustainable revenue growth. Functioning as a Fractional VP of Sales or on a project basis, he works with organizations on strategic and tactical improvements to their overall approach to Sales. Connect with Greg: Website: https://gsquaredadvisors.com/ Book's Greg Recommends: "New Sales Simplified", buy here: https://amzn.to/2Va91g4 +++++ Subscribe to the Podcast! ▶︎ PODCAST | https://bit.ly/3bU6D3l Please Follow & Connect with me! Link's Below ▶︎ WEBSITE | https://tyzerevans.com ▶︎ YOUTUBE | https://youtube.com/c/tyzerevans ▶︎ INSTAGRAM | https://instagram.com/tyzerevans ▶︎ FACEBOOK | https://facebook.com/grindsellelevate ▶︎ LINKEDIN | https://linkedin.com/in/tyzerevans ▶︎ TWITTER | https://twitter.com/tyzerevans ▶︎ TIKTOK | https://tiktok.com/tyzerevans ▶︎ PATREON | https://patreon.com/tyzerevans Check out Tyzer's other podcast "The Book Legion" at https://thebooklegion.com

Rich's sales ethics were forged early: two years as a United Methodist pastor followed by 19 years at IBM in sales and marketing leadership roles rising to be a Business Unit Executive. He practiced and honed his skills as a Sales VP in several technology firms prior to joining Miller Heiman for 10 years as Sales VP and Managing Director of the Channel Sales practice where he “wrote the book” on direct and channel sales, The Hybrid Sales Channel. Rich is currently Channel Chief and Head of Strategy for ScaleX.ai, an AI for Sales technology firm HQ in Denver.If you'd like to learn more about working with Lisa and her team directly, go to lisawilliamsco.com and learn how to hire yourself!

Teletrac Navman is one of the oldest telematics companies in existence, working on fleet and vehicle data communication systems for over 30 years. ADAPT Automotive spoke with Kurt Wyman, Teletrac Navman's North American GM and Sales VP, about advancement his company has been making in the field of telematics and how developments in the fleet management sector could effect the overall automotive industry.  Be sure to check out ADAPT Automotive on Facebook and Twitter, and visit ADAPTautomotive.com for latest on industry trends and tech. 

OUR SPONSORS FOR THIS EPISODE:Trajectory: Startup - Ideation to Product/Market FitA brand new book by entrepreneur and investor Dave Parker.This hot-off-the-presses publication is THE playbook for those at the earliest stages of the startup journey. Or even if you are just contemplating the jump to entrepreneurship. To get this great resource, go to dkparker.com or find anywhere you buy books.In this episode Stephen and Dan discussed:growing up in an Oregon suburbhow a chance elective sent his life on a new pathworking with his brother as co-founderswhy a developer's non-coding background mattersStephen Ajayi is the Co-Founder and CEO of YearOne, a company that helps individuals coming out of code schools, land incredible jobs. But getting jobs for Bootcamp grads is not all they do. YearOne also supports new employees through their early careers within technology companies - setting them up for long-term success as well. Stephen knows the journey of the YearOne community, intimately. He moved away from a pre-med track in college to pursue programming, all from the chance selection of taking an elective course in computer science. He went on to dive headfirst in a coding school and ultimately emerged as a Sales VP for a Silicon Valley startup. So, he’s seen from both sides the challenges and friction in the hiring process. And YearOne is particularly focused on coders coming from less traditional backgrounds. And to him, those backgrounds are a major strength. YearOne has a great journey - through the Portland tech ecosystem, to Techstars, and now with backing from great investors like Zeal Capital Partners and Black Founders Matter.Stephen and YearOne have a terrific story. Make sure to listen in.MORE on STEPHEN and YEARONEStephen:linkedin.com/in/stephenkajayitwitter.com/stephenkajayiYearOne:joinyearone.iolinkedin.com/company/yearonecareers/about/twitter.com/YearOnecareersFollow Founders Unfound: Like and share - help us grow!PODCAST TRANSCRIPT#blackfounders #blackentrepreneurs #founderstory #underrepresented #underestimated #founderAfricandescent #techplacement See acast.com/privacy for privacy and opt-out information.

Richard Jackson former Sales VP at Citrix and NVIDIA joins the #GetAmplified Team to share his experience of running regional sales teams in the US and EMEA.  Richard shares his vast experience from running small startups to global teams and we gain a great insight into what it is like to move to the US for work.

More than a Few Words is a marketing conversation for business owners hosted by Lorraine Ball Our guest, Thomas Libby spends a lot of time on LinkedIn. And the time pays off, because he uses the platform to help people get to know, like and trust him.   Why isn't it effective for everyone?   Often it is because they treat it like a platform and not a chance for a conversation. for example, you wouldn't walk up to somebody on the street or walk into a meeting and immediately launch into a sales pitch about a new wonderful, bright, shiny object you are selling.  Too many people try that approach on LinkedIn. Immediately after connecting, the first message you get from them is that look at this bright, shiny object that we're selling, are you interested in it? They forget there should be some foundational work done there. Instead of launching into a sales pitch, try offering something of value. like sharing a resource or asking a question.    About Thomas Libby Tom is a seasoned Sales VP and Business Development Executive. He is a Co-Founder of the SmarketingConnect.com and also the CEO of Diversified Sales Solutions, Inc., a firm that provides outsourced sales solutions.  Getting Sales strategy right is part vocation, part mission for Tom.  

In the last episode, the problem described was a good example of Tribal Knowledge gone amok.  The scheduler loved to respond to crises and he and the shop foreman had an unwritten understanding that all jobs identified as priorities by the CEO would be introduced into the schedule to meet the targeted dead line.  They did this knowing full well that the consequence would be the problem identified by the team noted above.  In the course of the analysis, this fact was discovered and it took a good deal of coercion to get them admit how they did the scheduling.  And it turned out that the cause of their procedure was a memo from the CEO that all hot jobs would meet their delivery date.  So these two guys changed the procedure themselves so that the CEO would not yell at them. The message here is that once secretive Tribal Knowledge is uncovered, unless there is a No Blame release of finger pointing, the path to a clean solution is difficult.  We got the scheduler and the shop foreman to become part of the solution by contributing ideas to the team.  The end result was getting to the root cause of the problem and a complete change in the scheduling of jobs.I would like to make a comment here about the CEO who caused the creation of the problem in the first place.  When we dig into the source of many of these Tribal Knowledge wastes, they have their roots in casual comments of the CEO.  The CEO might say something like, “Gee that looks like an expensive way to do that.” Or “Why are all those hot jobs not making it to the floor?”   We saw the way the second comment created the problem discussed in this chapter.  The CEO was responsible for the hot jobs problem from a comment that he inadvertently made to the foreman and the scheduler.  In a funny story that an associate of mine experienced, a CEO asked him to find out why the production process had slowed down so much.  Upon investigation, it took my friend about 15 minutes to find the problem.  It turns out that the CEO had made a casual comment about spending too much on something and so the CFO instituted a process to make sure he saw all PO's and the Sales VP had to get a copy as well, etc and it took forever for an order to hit the floor from receipt in sales.My advice to CEOs when they walk the floor: Be careful!  Best, Len Bertain

My next guest on the Scale You Sales Podcast show is Lisa Magnuson has walked in the shoes of sales leaders. She was an award-winning sales manager and led the charge as a Sales VP for several Fortune 50 companies. Totalling over 35 years of experience, she has worked with large, medium and small corporate clients across a broad spectrum of industries. 00:00 Why complexity means doing things simply. 01:08 Why salespeople need to pay attention to the changes? 04:30 Why as a sales professional, it is important to understand what the prospect's priorities are? 06:36 Why value also means outcomes? 09:50 Are you thinking from the customer's point of view? 13:32 Why you must ask yourself - what is good for the customer? 16:58 Clients only care about how you can help them! 21:29 Why doing things in a practical way, like pre-call planning, is critical to your success. 25:42 End Get your Pre-Call Planning Tool  https://toplinesales.com/resources/ https://www.linkedin.com/in/toplinesales/ https://twitter.com/Lisa_magnuson

Rich Blakeman, CRO & Head of Strategy at ScaleX.ai, has spent his life in tech, leading global teams in Channel, Alliance, and Direct Sales- and leading sales transformations for some of the world's greatest companies during 10 years as Sales VP for Miller Heiman.  Rich started his professional career as a United Methodist pastor, and moved on to spend 19 years with IBM in sales and marketing leadership roles.  Rich says, we live in a human world where integrity, experience, and relationships matter. In this episode, Rich explains that Sales is about how the client wants to buy not about how you want to sell, big concepts guide and keep everybody aligned, and not worrying about things you can't control. Rich emphasizes that content is everything, the result is defined on the outcome for others.  Listen to Rich to see for yourself how he creates an outcome for others, every time.   Secrets to Win Big with Arjun Sen brings you leaders from around the world and all walks of life. 

This week on #sALESwithASLAN, we welcome Pacific Mills Training Partners President, Penny Honea as we continue our #TalesFromTheFrontLines series. During a 25-year career in IT distribution, Penny learned many lessons, took many trainings, let many teams. We unpack that journey and what lead her to becoming a #ASLANCertifiedReseller. There is something in this episode for #salesreps and #salesmanagers alike. #salestips

Read the complete transcription on the Sales Game Changers Podcast website. NANCY’S TIP FOR EMERGING SALES LEADERS: “For me, leadership is taking the time to purposefully build a diverse team.  Internalize that you’re going to get better by being around people who are different than you. Making that extra effort makes a team that much stronger, and I wish I did see more of that across the IT industry.  If everybody could have that attitude, the differences are going to make me better and make us better as a team. I think about it from a perspective of how we’re going to get better, how we’re going to bring in different ideas and make us all grow. Diversity is growing from people who are very different than I am.” This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on February 8, 2021. It featured Nancy Bohannan, Red Hat State & Local and Education (SLED) VP of Sales.]    

You always have the kind of people that will doubt you so you can’t do it. All kinds of naysayers. The question is, are you determined enough to fight for your dreams?   Tony Taveras has been with Linear Roofing for 5 years. He's the Sales VP and he's grown his team from a person of 1 to 100 plus project managers in multiple states in less than 5 years. Troy earned a partnership as an owner in year 4 with the company and now one of the 3 owners in this top rising company in the industry. The leading buyer of shingles in DFW through their supply company by far compared to any company doing insurance restoration residential. He started out with LA Fitness, he's been in the fitness space. In all this craziness, he happened to be an IFBB PRO LEAGUE and 2021 as a top 20 classic physique competitor in the world looking to battle for the top titles in the world in my second year.    On this episode of Step It Up Entrepreneur, Tomas Keenan and Tony Taveras are in depth-discussion of Tony’s journey from rags to a successful athlete and entrepreneur. Listen in to an interview that will teach you to realize your power to change your fate and inspire you to take action to make your dreams come true. What You’ll Learn: Tony shares the strategic system that he developed to train people to run the business and produce great results in the most effective way  Why it’s important to really help your client than just closing the deal How Tony built up his business muscles at a young age and his greatest inspiration that made him who he is today Favorite Quote: “Just when I got into LA Fitness, I got obsessed with it. I got obsessed with it in a good way. Laser-focused. Obsessed with it to the point where nothing is gonna get in the way that will stop me from reaching that goal and every single day you work towards that.” —Tony Taveras   Connect With Tony: Instagram  Facebook  https://www.linearroofing.com/   How To Get Involved: From his start in the GPS tracking industry to founding the Step It Up Academy, Tomas Keenan is on a mission to break out of the concept of “average” and reach success that is anything but. And he wants you to join him.   Check Tomas out on Facebook, LinkedIn, Instagram, and don’t forget to visit tomaskeenan.com and sign up to make sure you never miss an episode drop.   Enjoyed the episode? Hop over to Apple Podcasts for more! Like and share to help spread the word. We appreciate your support—and we hope to return the favor: Leave a review to let us know what you want to hear from Tomas next.  Click here to listen to this episode on Apple Podcasts!

Teddy Helfrich, Sales VP for Welcome Home, introduces their purpose-build for senior living CRM to Pam McDonald, Foresight Radio’s Producer. Teddy says, “First and foremost, we wanted Welcome Home to be super easy to use and be happy with; even dare I say, love it. Executives get all this great reporting, great insight for business decisions. That's kind of the secret sauce.” Listen to the episode where Teddy details the numerous benefits to be gained from a CRM your staff loves; and visit their website. Please let me know if there’s any more you need.

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs     https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.     Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

Invitamos a Carmen González Gens, Sales VP en Huawei Technologies "El Tsunami no existe" el programa que nos invita a pensar en el mundo que viene, las tecnologías y el movimiento hacia el cambio de modelo en el que nos encontramos. Escúchanos en directo siempre en masQUEUNAradio.com y en nuestras apps. Vuelve a escuchar todos los programas de "El tsunami no existe" aquí. También puedes suscribirte en cualquier plataforma de podcast. Consulta programación para no perderte los próximos programas. Programa presentado y dirigido por Silvia Leal. También estamos en Linkedin Somos radio exclusivamente de contenido, que emite siempre en directo a través de nuestra web, IVOOX y las apps, tanto por IOS como para Android. También usamos los canales de tv para emitir los directos y que la radio se convierta en imagen. En ocasiones en nuestra cuenta de twitter y en otras ocasiones en nuestro canal de youtube o nuestra web. Para aquellos que no pueden escucharnos en directo, siempre tienen la ocasión de encontrarnos a través de los podcast. Nos puedes encontrar en SPOTIFY, ITUNES, IVOOX, SOUNCLOUD, GOOGLE PODCAST y siempre en las apps y, por su puesto, en en nuestra web. Si quieres comunicarte con nosotros a través de WhatsApp no dudes en hacerlo.

My guest today has walked in the shoes of sales leaders. She was an award-winning sales manager and led the charge as a Sales VP for several Fortune 50 companies. Totaling over 35 years of experience, she has worked with large, medium and small corporate clients across a broad spectrum of industries. She founded Top Line Sales in 2005, and has a proven track record of helping corporate clients overcome the barriers to winning TOP Line Accounts™. These clients boast of closed contracts totaling over $350 million in new revenue due to her “roll up your sleeves” approach to help her clients win. She is the author of two award winning books: The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships and her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. Her popular webinar series, Winning 5X Deals, is broadcast monthly through the BrightTALK Sales Experts Channel (available anytime on demand).

Hey Brand Nerds! We have a big dude in the building who has generated huge revenues all with a smile!!. What a fun ride with Lefko who shares many great stories including his college HOF hoops career with the University of Pennsylvania Quakers and throughout his very successful run in business in ad sales. Oh and lots to learn including these highlights: • Brut Day by Faberge - https://www.youtube.com/watch?v=G9ElSFcr7Ho&feature=youtu.be • Right People + Diverse Team Culture = Results • Nice to be important, but important to be nice • “Don't sell me, tell me” • Words Matter • 32, 6, 312, 290 • Power of Athletes as Brands • FINALS #Turner #Fox #Discovery #6packmedia #PennBasketball #adsales #marketing #sportsmarketing #Branding #HOF

Hey Brand Nerds! We have a big dude in the building who has generated huge revenues all with a smile!!. What a fun ride with Lefko who shares many great stories including his college HOF hoops career with the University of Pennsylvania Quakers and throughout his very successful run in business in ad sales. Oh and lots to learn including these highlights: • Brut Day by Faberge - https://www.youtube.com/watch?v=G9ElSFcr7Ho&feature=youtu.be • Right People + Diverse Team Culture = Results • Nice to be important, but important to be nice • “Don’t sell me, tell me” • Words Matter • 32, 6, 312, 290 • Power of Athletes as Brands • FINALS #Turner #Fox #Discovery #6packmedia #PennBasketball #adsales #marketing #sportsmarketing #Branding #HOF

Tom Castley, VP of Sales for Outreach UK, heads the London office and has 20 years of experience supporting sales organisations in Europe's tech space. Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.

How many times do you get asked, “What do you do?” How do you answer? Before Clay Hebert, I try to use a title, like Sales VP or Instructor. Maybe a sentence or two about the particulars of the job or the industry. The trouble is you are fishing in the dark if you don't know what the other person is interested in. Why are they asking you? It might be just so they can say what they do; it might be just small talk to break the ice and start a conversation. Or it might be genuine interest in what you do -- probably not, but it is possible. Clay's formula is easy enough. Here's it is: I (blank) people to (blank). For example, I teach people to fish. or I help people fly. The goal is to be interesting, maybe a little mysterious or intriguing. The goal isn't to be informative and complete. It's not a job interview. It's a social interaction. --- Support this podcast: https://anchor.fm/greg-dyche/support

The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden. In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's happening the sales right now. Especially, with the impact of COVID, and the complexity his team is dealing with. Against this backdrop, Scott, Joe, and Brian discuss the perceived value and impact of Sales Enablement. The discussion includes: Peeling back the layers of VP of Sales challenges and situations, so you can gain more empathy The perceived impact of Sales Enablement Orchestration Tips and ideas on how to role-play sales enablement value Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation, and be part of the continued elevation of the profession. Support this podcast

Darin and Mike are joined by 3 California business owners from the salon industry to discuss how their companies are being affected by the second government lockdown order. Minda Ghio is the Sales VP for Beauty Solutions, a wholesale distributor of upscale, high-performance hair & beauty products to salons in California, Arizona & Nevada. Gayle Fulbright is the CEO of Headlines The Salon in Encinitas, CA, named a Salon Today Top 200 Salon for 13 years straight. Austin Campbell is the owner of over a dozen Sola Salon franchises in the San Diego area, an innovative salon studios concept where beauty professionals rent individual studios within each franchise location.

Lisa is an experienced, Author, Host, Director, Foundation Board Member, and a Manager of Sales Operation. Lisa has a first-hand understanding of Sales VP’s; their unique challenges and opportunities. Not only has she walked in the shoes of a Sales VP but she ran the Sales Executive Mastermind Group for years in Portland, OR. - says Jim Andrews(Sales Executive, VP of Sales, Director of new logo, Customer Success and Retention

Welcome to Episode 49 of our podcast, Courageous Conversations, hosted by Leanne Pilkington. In this episode, we welcome back Louisette Geiss, Co-Founder of RWIRELA, women's rights advocate, Sales VP, and former producer, actress, writer and director. Louisette talks about the recent financial ruling against Weinstein, what being on the other side of this ruling is like, how COVID has impacted herself and the real estate market in the USA, maintaining a positive outlook and her upcoming project that's in the works. Don't forget to subscribe to the podcast via Apple Podcasts, Stitcher, Spotify or Google Podcasts.

Welcome to Episode 49 of our podcast, Courageous Conversations, hosted by Leanne Pilkington.In this episode, we welcome back Louisette Geiss, Co-Founder of RWIRELA, women’s rights advocate, Sales VP, and former producer, actress, writer and director. Louisette talks about the recent financial ruling against Weinstein, what being on the other side of this ruling is like, how COVID has impacted herself and the real estate market in the USA, maintaining a positive outlook and her upcoming project that's in the works.Don’t forget to subscribe to the podcast via Apple Podcasts, Stitcher, Spotify or Google Podcasts.

Chris Collura, our VP of Federal Sales joins me, and what a story he has. We talked a lot about the Federal space, and even Space Shuttles, Kennedy Space Center, and more. I really enjoyed talking to Chris and listening to his story, and I think you will too.If you enjoyed this episode please subscribe to get notified about new episodes. If you have question, comments, or suggestions please send an email to ruckcast@commscope.com.For more in-depth training, please visit our training portal at https://training.ruckuswireless.com

Lisa Magnuson shares valuable insights about what 41 Sales VP's have to say about their greatest challenges, especially when it comes to building a 5X deal engine. She’ll answer some questions like: Why is pre-call planning one of the most powerful tools in a seller's arsenal? Are 'War rooms' the norm in your company?  If not, find out why they should be. Lisa has walked in the shoes of sales leaders, including small business owners.  She was an award-winning sales manager and led the charge as a Sales VP for several sales organizations across a variety of geographies, including executive positions with two Fortune 50 companies. Lisa is a published author of countless articles on sales topics ranging from pre-call planning to landing TOP Line Accounts™.  She is the author of multiple award winning books including her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals - Repeatedly. Download the Pre-Call Sales Plan at Topline Sales. Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Welcome to Episode 36 of our podcast, Courageous Conversations, hosted by Leanne Pilkington.In this episode, we welcome back Louisette Geiss, Co-Founder of RWIRELA, women’s rights advocate, Sales VP, and former producer, actress, writer and director. Louisette talks about what life is like right now both personally and in real estate during the COVID-19 pandemic in the USA, the latest updates on the Harvey Weinstein case, the impact of gun hoarding and what's next on the agenda for her.Don’t forget to subscribe to the podcast via Apple Podcasts, Stitcher or Spotify.

Welcome to Episode 36 of our podcast, Courageous Conversations, hosted by Leanne Pilkington. In this episode, we welcome back Louisette Geiss, Co-Founder of RWIRELA, women's rights advocate, Sales VP, and former producer, actress, writer and director. Louisette talks about what life is like right now both personally and in real estate during the COVID-19 pandemic in the USA, the latest updates on the Harvey Weinstein case, the impact of gun hoarding and what's next on the agenda for her. Don't forget to subscribe to the podcast via Apple Podcasts, Stitcher or Spotify.

Gary has lead a great and interesting life and isn't slowing down a bit.  We  follow along Gary's path from growing up on a farm to meeting a "cute blonde" , to moving to Michigan, Wisconsin, Kansas, and then ultimately to Houston, TX.  He explains his career and how he transitioned his career from a Sales VP to a recruiter (which he still does part time today).  If you know Gary, you know he gives alot of time and energy to charities .  He is also a long time sailor.  Although Gary says you know all about him,  this conversation will most likely let you learn more to his story. From this episode:Habitat for Humanity www.Habitat.orgSleep in Heavenly Peace www.SHPBeds.orgThe Elissa  www.galvestonhistory.org

Read the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. Be authentic and true to yourself." Shawn Rodriguez is the Vice President for State and Local Government and Education at Worldwide Technology, also known as WWT. Previously he held sales leadership positions at NetApp, Splunk and Forescout Technologies. Find Shawn on LinkedIn!

Tim Hardin represents the best in all of us who aspire to leadership. An artful turn-around expert with deep knowledge, enviable discipline, and incredible skill, Tim has carefully constructed a successful career built on a single, powerful idea: make a meaningful impact. To get there, he’s made what many might call counterintuitive, maybe even counterproductive, career choices, taking at times one step backward to eventually make two leaps forward – all with a crystal clear view of making a purposeful impact on both the people and the world around him. This is where lessons in leadership meet lessons in life.

Welcome to Episode 11 of our podcast, Courageous Conversations, hosted by Leanne Pilkington. In this episode, we hear from Louisette Geiss, Co-Founder of RWIRELA, women's rights advocate, Sales VP, and former producer, actress, writer and director. She talks about the Harvey Weinstein case, the impact this has on her career at the time, how she paved herself a different path and the legacy she has built by speaking up. Don't forget to subscribe to the podcast via iTunes, Stitcher or Spotify.

Welcome to Episode 11 of our podcast, Courageous Conversations, hosted by Leanne Pilkington.In this episode, we hear from Louisette Geiss, Co-Founder of RWIRELA, women’s rights advocate, Sales VP, and former producer, actress, writer and director. She talks about the Harvey Weinstein case, the impact this has on her career at the time, how she paved herself a different path and the legacy she has built by speaking up.Don't forget to subscribe to the podcast via iTunes, Stitcher or Spotify.

Episode 64 - A Few Words with Susan McKenney and Tom Libby  In this episode, I talk to Susan McKenney and Tom Libby, co-founders of Smarketing Connect, an online guide that connects the local startup and small business community with marketing and sales resources (https://www.smarketingconnect.com/).  Susan McKenney Susan has a passion for connecting people and giving referrals. Susan is a co-founder of Diversified Sales Solutions and Smarketing Connect. She helps small companies and startups achieve improve results through Sales performance, planning & management,. She works to improve sales representatives business goals by sales enablement and sales process improvement. Her specific niche is teaching and training on the power of Networking and Referral based selling. She most recently helped launch the Smarketing Connect to address the close relationship and need for Sales and Marketing in small businesses and startups using Local Sales and Marketing Professionals. She is a former Sales professional with over twenty years of experience across many industries. Her background includes executive sales management, sales team creation, sales training. Susan has helped recruit and build sales organizations, creating direct selling teams. She has developed and conducted "custom" sales and product training programs for small companies and startups. She has consulted many small businesses in MA in the last six years. Tom Libby Tom is a seasoned Sales VP and Business Development Executive. He is a Co-Founder of the SmarketingInstitute.Org and also the CEO of Diversified Sales Solutions, Inc., a firm that provides outsourced sales solutions. Getting Sales strategy right is part vocation, part mission for Tom. Over the past 18 years Tom has developed his management, leadership, and sales skills in diverse industries and includes experiences in startups, small companies up to and including fortune 500 companies. He has received numerous awards and accolades during his career. He is a business professional with demonstrated results, as well as the ability to produce in high pressure situations. Today, Tom uses his sales & management experience to deliver interim management, training and coaching to small companies.

What does it take to make the world’s best rum a household name? Find out with Yolo Rum’s Vice President of National Sales, Greg ‘the Rock.’ With a background in the liquor industry that’s unmatched, Rock has more than two decades of experience and passion for the people and the craft involved with working in the alcohol industry.  

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Failing to Plan is a Plan to Fail Part II in our series on common challenges that we see across our customer and prospect base is focused on planning.  Specifically developing the plan, adapting the plan, and execution.  One of the biggest challenges organizations we work with have relative to planning, is clarity around expectations, which leads to issues with focus & expectations around speed.  Setting expectations, establishing a plan, working the plan, and adapting the plan all play a critical role in this process.  We hope you enjoy the discussion and look forward to your feedback. Questions Addressed What are some of the challenges organizations face when it comes to planning? Why is adapting the plan the third step? Why is it important as a park ranger to know how to take a punch in the head? How does this apply to us in Sales? Key Takeaways Defining expectations, creating a plan, adapting the plan.  One of the biggest challenges organizations face relative to planning, is clarity around expectations.  This usually leads to issues with focus.  Ryan Carson reinforced this point on a previous podcast, when talking about issues with hiring that first Sales VP. When it comes to planning - begin with the end in mind. Know that perspective may be different depending on role.  i.e. VP of Marketing vs VP of Sales vs VP of Operations.  Design thinking - once we understand the objective, we design backward.  Create a plan that helps you get to that objective.  It is important to identify the gates that you will need to get through in order to meet the objective. (Think of a road trip) "Everyone has a plan until they get punched in the mouth" - Mike Tyson  Know that you will need to adjust the plan once you start gathering additional information. Maybe the use cases you have identified are not accurate. Your plan is philosophical, it will never be perfect.  Apply your OODA loop - Observe, Orient, Decide, Act, and repeat the loop. (link)  Communicate the plan, adjust, iterate, optimize. Something is going to happen, that you do not expect One question we should ask ourselves - What are the things you are doing on your end to adjust your loop, so that the competition cannot get inside your loop? The fundamentals. How do you ask the right questions to get to the root problem/challenge? How do you position your solution in the context of the customer need? You don't know until you know As you go through this, you identify patterns, and identify different ways to address the issue. Training helps you prepare and know how you will react to the situation.  (Pepper spray discussion/example) Experience should provide clarity. Everyone wants to move fast. The process we follow Set a goal - Buy-in on the objective is important (identify and establish your goals) Establish measurable items that work toward the goal Set a plan to help you execute on the measurables - consider how you might address the objective (i.e. growth within the base, identifying partners, etc.) Evaluate the data to determine success. A weak plan with a solid foundation is better than a solid plan with a weak foundation. Show Links Catalyst Sale Twitter LinkedIn hello@catalystsale.com Product & Sales Alignment - a Catalyst Sale Workshop Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

“Freedom lies in being bold.”  ― Robert Frost As I reflect on where I am today and the strides I’ve made in the past few years both professionally and personally, I see one trait that links everything together: making bold decisions.   Below are a few stories that I talked about in my recent podcast and why making bold decisions can help fast-track your personal development. 1). Introduction To Sales In college, I played tennis competitively and, naturally, taught tennis every summer.  When I got shoulder surgery and was unable to teach, I needed to find an alternative.  I stumbled upon an advertisement for a Sales job at Cutco.  For those unfamiliar, this means cold calling people to set appointments to sell them kitchen cutlery in their homes.  So I was a 19-year-old kid (who looked 13), with a sling on one arm and a bag of knives in another, walking into people’s homes to sell them on the dream of Cutco knives. That summer, I was the number 7 rep in all of New England and made some good money. And that’s when I fell in love with Sales.  And my life hasn’t been the same. 2). Joining The Professional Market  The next summer I interned at TechTarget, where I currently work.  I loved the atmosphere of the company and told the Recruiting Manager (who ran our intern program) that I wanted a job.  She said she appreciated the interest but that I hadn’t done enough over the summer to earn a position.  The job was in Sales and I did no networking or showed any passion for the craft of Sales.   The next day, I knocked on the CEO’s door unannounced.  In an intimidating manner, he says “Okay, you got 5 minutes. What do you want?”. Long story short, we talked for 55 minutes and I got the job. This opened my door to the professional world, which changed my life.   3). Moving Across The Country  While working in Boston, I knew my next growth opportunity would be to move to our San Francisco office.  One night, I heard a tip that someone had quit in that office.  I immediately called the Sales VP that ran their office - we had never spoken before.  I said “Bill, this is Tom Alaimo, I know there’s an opportunity out there and I want it.” 5 days later I signed the papers and moved across the country. Best (bold) decision I’ve ever made. 4). Creating Content In 2017, I wanted to make my voice heard.  I wanted to build a mastermind network.  I wanted to write and to create a podcast but the fear of letting my colleagues and strangers know my thoughts were seemingly too big of fears to conquer.   Then one day, I finally hit “submit” on my first blog post.  The next week, I hit “submit” on my first podcast. It’s completely changed my life. I wrote about all of the lessons I’ve learned and this has been an amazing experience. My Challenge To You Identify where you have an opportunity to make a bold decision that can impact your future and GO FOR IT.   Ask for that raise, join that non-profit, take on that fitness challenge.   Nothing worthwhile in life will come easy.   Climb that mountain and get after it. Sign up for the weekly Millennial Momentum Newsletter. No BS, All hustle

Story telling time with one of the best. Eric welcomes, Mitch Long, a Sales VP at KazSource, Inc where he leads the way in sales activity and educating the market on insurance. In this episode they talk about business in 2017, perspectives of the insurance market and the Pittsburgh Steelers! Mitch is an incredible story teller and he shows why in this fast paced interview. For the business owner, learning how to connect at a deep level with your clients is critical in today's fast paced economy. Mitch shares his stories including the time he left the company he planned on retiring with. Eric also questions Mitch on what he has learned from running 10 marathons for his business, how the 50 to 60 plus year olds are handling the changing business landscape including the use of social media, and what is going on with the long term care market. The post EP004: Perspectives of an Experienced Go-Getter with Mitch Long appeared first on KazSource.

Join host Larry Jordan, live from the trade show floor at the 2017 NAB Show, in this episode of the Digital Production Buzz, as he discusses the latest news and announcements with:   * Susyan Huang, Sales VP of Accusys Storage Ltd.… The post Digital Production Buzz @ NAB Show 2017 – Show 5 appeared first on Digital Production Buzz.

Welcome Panelteers, we’re Breaking the Panel! Charles, Paul, and Chris aim to entertain and they’re here to do just that. BIG news as Charles begins to break away from the church. From the CW to Netflix, are fans feeling superhero fatigue or are production houses phoning it in? Mass Effect: Andromeda is mostly pretty, but should more attention been given to facial animations and who’s to blame? Sources inside BioWare spill the wonderfully rendered beans. In a recent interview with ICv2 Marvel’s Sales VP makes statements about lagging sales in 2016 that are, a bit, controversial. The hosts talk about the culprits and whether the story was properly framed.   Report: BioWare “Outsourced” Mass Effect: Andromeda Facial Animations What’s to Blame for Marvel Comic’s Down Sales in 2016? MARVEL'S DAVID GABRIEL ON THE 2016 MARKET SHIFTMarvel VP of Sales blames diversity for falling comic book salesNO, DIVERSITY DIDN’T KILL MARVEL’S COMIC SALESMARVEL'S PROBLEM ISN'T DIVERSITY -- IT'S MUCH BIGGER (AND IT'S NOT JUST MARVEL'S PROBLEM)   Be sure to check out over at Breaking the Panel for full show notes, links, and our archives!   Hosts: Charles McFall, Paul Klotz, and Chris Wisdom Producer at Large: Mike Woodard Publisher:  Chris Wisdom Breaking the Panel is brought to you by the Giant Size Team Up Network --- Send in a voice message: https://anchor.fm/breakingthepanel/message Support this podcast: https://anchor.fm/breakingthepanel/support

Welcome Panelteers, we’re Breaking the Panel! Charles, Paul, and Chris aim to entertain and they’re here to do just that. BIG news as Charles begins to break away from the church. From the CW to Netflix, are fans feeling superhero fatigue or are production houses phoning it in? Mass Effect: Andromeda is mostly pretty, but should more attention been given to facial animations and who’s to blame? Sources inside BioWare spill the wonderfully rendered beans. In a recent interview with ICv2 Marvel’s Sales VP makes statements about lagging sales in 2016 that are, a bit, controversial. The hosts talk about the culprits and whether the story was properly framed.   Report: BioWare “Outsourced” Mass Effect: Andromeda Facial Animations What’s to Blame for Marvel Comic’s Down Sales in 2016? MARVEL'S DAVID GABRIEL ON THE 2016 MARKET SHIFTMarvel VP of Sales blames diversity for falling comic book salesNO, DIVERSITY DIDN’T KILL MARVEL’S COMIC SALESMARVEL'S PROBLEM ISN'T DIVERSITY -- IT'S MUCH BIGGER (AND IT'S NOT JUST MARVEL'S PROBLEM)   Be sure to check out over at Breaking the Panel for full show notes, links, and our archives!   Hosts: Charles McFall, Paul Klotz, and Chris Wisdom Producer at Large: Mike Woodard Publisher:  Chris Wisdom Breaking the Panel is brought to you by the Giant Size Team Up Network --- Send in a voice message: https://anchor.fm/breakingthepanel/message Support this podcast: https://anchor.fm/breakingthepanel/support

Whitney Sales is the VP of Sales at TalentIQ, has been involved in bringing products to market and managing high growth sales teams for over a decade. She is the creator of the Sales Method, a strategic framework for launching products, which she used to help three companies earn a place on the Inc 5000 fastest growing companies list. Prior to joining TalentIQ, Whitney held executive positions at Wanelo and SpringAhead and currently serves as a mentor at StartX, Alchemist, and previous guest Acceleprise and a huge thanks to Michael Cardamone @ Acceleprise for the intro to Whitney today. In Today’s Episode You Will Learn: How did Whitney make her way into the world of SaaS and more specifically sales? What are the 5 key criteria that founders need to consider before embarking on the sales process? How specific and targeted should a customer profile be? How many profiles can they have? What are the best questions to determine the optimal customer segment? How can founders identify which buyers are innovators? What tools are best for this? Once discovered, how should founders approach these innovators? Founders learn about gaps in customer information from selling. So how close should the integration of content marketing and selling be in the early days? 60 Second SaaStr What are Whitney’s preferred tools for her tech stack? What does Whitney know now that she wishes she had known at the beginning? Does the proliferation of sales tools make it harder or easier? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Whitney Sales

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This is the initial voyage of the Sales Managers episode which we’ll release the first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this. The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talk about how to look at, and assess, your sales team so you know where to focus your attention – and how to grow your business. This is for Sales VP’s, Sales Managers, Regional Managers or anyone who manages/oversees a sales team.