Podcasts about salesloft

In episode 5 of Platform Builders, Christine Spang and Isaac Nassimi chat with Scott Mitchell, former CTO of Salesloft, about the challenges and triumphs of scaling a high-growth B2B SaaS company. Scott shares his experiences navigating hyper-growth, from tackling critical infrastructure bottlenecks to fostering a culture of adaptability. They also explore the evolution of sales technology and the impact of AI on the future of sales engagement.

Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe. He has trained over 8,000 salespeople across diverse businesses and, during his tenure at Alleyoop, he has personally hired and managed more than 1,500 SDRs. With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture. Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success. What you will learn Why great salespeople don't always sound like salespeople—and how authenticity wins. How AI tools are being used in sales for real-time call scoring, objection handling, and personalized prospect research. Why content + cold calls is the winning combo in modern sales (and why email is losing power). How LinkedIn content builds social proof—and what not to do when connecting with potential clients. How Gabe built a successful sales agency by spotting a gap in lead generation and training SDRs with AI-powered support.

In this episode of Sales Tech Deep Dive, we sit down with Abhijit Mitra, CEO of Outreach, to explore the rapidly evolving landscape of sales technology. Mitra shares his journey from leading enterprise software initiatives at Oracle, SAP, and ServiceNow to joining Outreach in 2023. He discusses how Outreach has expanded beyond sales engagement into conversation intelligence, deal management, and AI-driven forecasting, unifying once-disparate categories like sales engagement, Salesforce automation, and revenue intelligence into a $25 billion and growing market. Mitra highlights Outreach's differentiation as a "system of action", leveraging AI to streamline sales workflows, automate repetitive tasks, and provide real-time insights to sales teams. He also introduces AI-powered sales agents that proactively assist reps with prospecting and account research, reducing manual effort and improving efficiency. Additionally, he shares Outreach's broader industry focus, expanding from high-tech to telecommunications, financial services, and global enterprise customers like Siemens. The conversation also touches on the future of AI in sales, debunking misconceptions about Outreach as merely a prospecting tool, and how AI-driven workflows will reshape sales execution. Mitra envisions a world where AI partners with sales professionals, enabling them to focus on strategic conversations and relationship-building rather than administrative tasks. For those interested in learning more about Outreach, Mitra invites listeners to visit the company's newly revamped website and engage with their AI-powered SDR team. outreach.io Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

If you've hung around me for longer than five minutes, you've heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you'll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.  They lean on email because it's easier to hide behind a keyboard than pick up the phone and face rejection. But here's the cold, hard truth: Email as a prospecting channel has suddenly stopped working.  Recent data indicates that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they're getting only a tenth of the response.  Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your prospecting emails dressed up in a pink bunny suit, riding a unicorn, tossing hundred dollar bills in the air and prospects are still going to ignore you.  Essentially salespeople and their AI minions are banging out more and more email to make up for the lower response rates leading to a vicious cycle of diminishing returns. At this point, for all intents and purposes, email prospecting is dead.  The Decline of Email Prospecting  What happened?  In the past, crafting cold email involved strategic thought and personalized messages unique to each prospect. It was a slow process which meant salespeople sent fewer but more effective prospecting emails that were at least tolerable for prospects.  If your email didn't connect, your prospect would just delete it and, sometimes, at least respond that they were not interested.  The slow decline of email as a prospecting channel began 10 years ago with the advent sales engagement platforms like OutReach and SalesLoft. These platforms opened the door to reps to send streams of automated emails in multi-step cadences at the push of a button. Then two years ago, AI burst onto the scene and suddenly everything changed. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would “replace” salespeople altogether. Just push a button and AI does the hard work to fill the pipeline. All Prospecting Email is Suspicious  These AI apps churn out prospecting emails using “hyper-personalization,” scraping tokens off your LinkedIn profile, grabbing a crumb of information from your Facebook feed, and slapping that into an email to make it look human.  But here's the problem: buyers aren't stupid. The second they sniff out that a robot is behind the curtain, it completely turns them off. People don't like to be manipulated — especially by AI. Once they realize they've been duped by AI, they trust nothing else in their inbox.  And because AI can send emails 24/7 — relentlessly — without taking a coffee break or a vacation, inboxes have been flooded with this shallow AI-generated drivel.  The reality is that these platforms are basically spam machines that turned the slow decline of email prospecting into a fast moving avalanche of pain. These AI powered sales automation tools have scaled email volume to an extraordinary and unsustainable level. The deluge of AI generated email has led to a phenomenon called the Great Ignore in which all prospecting messages — good or bad, human or AI generated — are cast into the same bucket and ignored by the prospects. Sales Prospecting Cynicism Buyers are drained, exasperated, and exhausted with this crap. I talk to decision-makers every day who say, “I don't open any email from someone I don't already know anymore. I just delete it. I don't have time for that.” And if they do open your email and see it's obviously AI text, rather than just deleting your email,

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Not all prospects offer equal opportunity, so how do you identify and prioritize your accounts, and then message them in a way that gets a response?Charlotte Johnson, top Account Executive at Salesloft, shares her methods of strategically tiering accounts and developing tier-specific messaging that gets results. Charlotte will reveal how she evaluates prospect potential beyond company size and name recognition and develops targeted outreach strategies based on meaningful opportunity indicators.You'll Learn:How to evaluate and tier accounts based on opportunity potentialTechniques for focused outreach, using strategic research and insightsSpecific messaging strategies that consistently drive engagementThe Speakers: Will Aitken and Charlotte JohnsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfoLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Frank Dale, EVP of Product Management at Salesloft joined us in this episode to share a few insights on the state of modern Sales and Salestech; Key topics covered: The evolution of B2B Sales Optimizing salestech and sales processes for better ROI The future of SalesTech

The unique mindset of prospects at the start of the year creates an ideal window of opportunity. So as the new year approaches, it's time to revisit those leads that went cold or didn't convert in 2024. Guest experts Salman Mohiuddin and Krysten Conner are joining us to share their top strategies, templates, and talk tracks that will help you re-engage your pipeline and begin 2025 strong. You'll learn which deals to prioritize for re-engagement, effective techniques to revive leads without "just following up," and when it's time to move on from a deal that just isn't going to happen. You'll Learn:How to reconnect with leads that ghosted, went cold, or didn't convertEffective re-engagement strategies beyond the basic follow-upHow to know when it's time to move on from a stalled dealThe Speakers: Will Aitken, Krysten Conner and Salman MohiuddinIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft, Nooks and AlignedLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Chris Nagy's finance career began with a foundation in problem-solving, influenced by his early passion for math and logic. He started in commercial finance, focusing on pricing and market dynamics, which shaped his understanding of value differentiation and operational efficiency. His experience included IPO readiness, strategic planning, and time at BlackRock, where he gained insights into large-scale finance operations. Relationships played a key role in his ascent, with his first CFO role stemming from a decade-old professional connection. Over his career, he has navigated diverse roles, blending strategic planning and finance to drive business success.Episode Highlights:Balancing Growth and Profitability: Focuses on aligning growth with sustainable profitability to ensure long-term success.Data-Driven Decision-Making: Builds from reliable data to generate insights and drive performance.Cross-Functional Collaboration: Partners with key teams to align efforts and enhance efficiency.Agility in Dynamic Markets: Adapts quickly to market changes using driver-based models and actionable insights.Learn more about Chris Nagy's Career Journey: Visit Us

Identify your anonymous website visitors. Push their LinkedIn profiles to Slack in real-time with our Forever Free plan. Pay to save time and push to Outreach, Salesloft, Instantly, Salesforce, and Hubspot. Connect with Pete

What's the most creative thing you've ever done to get a prospect's attention?Keith Weightman asked nearly 200 sales reps and got many creative responses back. From the simplest “why didn't I think of that” to the more intense and inspiring approaches, we talked about 10 of the most creative prospecting angles you've ever heard. And not a single one of them started with “I hope this email finds you well.”Find out why creativity is so important in prospecting, and how you can use it to stand out from the crowd.You'll Learn:10+ creative approaches to get a buyer's attentionHow to brainstorm your own creative ideas to book your next meetingWhy thinking outside the box is such an effective tool in your prospecting playbookThe Speakers: Will Aitken and Keith WeightmanIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft and Sendspark

In Episode 82 of Topline, hosts Sam Jacobs, AJ Bruno, and Asad Zaman welcome back David Obrand, CEO of SalesLoft, for a lively discussion on navigating the shifting world of enterprise sales. David dives into SalesLoft's strategic move toward enterprise growth, highlighting why focusing on profitability and staying adaptable is crucial in today's unpredictable economy. They also explore how AI is shaping sales, the hurdles of staying competitive, and how go-to-market strategies are evolving to meet the moment. Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen now. If you haven't already, make sure to check out David's first Topline appearance where he discusses the three pillars of navigating the enterprise market. Want more? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.  

Multithreading is a proven way to increase your win rate – yet 80% of all sales reps are afraid to do it. Listen and learn how to be among the elite 20% who close 25% more deals. You'll learn how to overcome potential blockers, access the power players, when to make the ask, and more.Walk away with the templates and examples you need to create your own multithreading playbook and get to President's Club status!You'll Learn:Why multithreading matters, and how you can do it wellWays to overcome obstacles and get in front of the right playersHow to create your own playbook of best practices in multithreadingThe Speakers: Jason Bay and Debra SenraIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft, Aligned and Outbound SquadLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

In this episode of The Revenue Leadership Podcast, Mark Niemek, Chief Revenue Officer at Salesloft, opens up about his journey from Salesforce to Salesloft. He talks about the company's shift from being product-driven to a platform-focused organization and shares his thoughts on the critical role of operational discipline, transforming talent, and preserving company culture during times of change. Mark also highlights the power of a unified sales strategy, stressing how a consistent framework can boost forecasting accuracy and improve deal management. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Want more content? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

David Obrand is the CEO of Salesloft, which powers durable revenue growth for the world's most demanding companies. Salesloft's industry-leading Revenue Orchestration Platform uses purpose-built AI to help market-facing teams prioritize and take action on what matters most, from first touch to upsell and renewal.  — Read the Magazine and Join the Community for Impact: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://⁠⁠⁠⁠real-leaders.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Apply for the The 2025 Real Leaders Impact Awards: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://real-leaders.com/top-impact-companies-2025/

Revenue orchestration is emerging as a new software category aimed at guiding best practices in sales to drive repeatable outcomes. In this episode of Bloomberg Intelligence's Tech Disruptors podcast, Salesloft's CEO David Obrand joins Niraj Patel, BI senior software analyst, to discuss the rapidly evolving sales-software stack across organizations, Salesloft's competitive position and how chief technology officers are managing the “great growth squeeze.”

Struggling to stand out in a sea of sales sameness?Chris van Praag shared the creative and unconventional ways he uses to book meetings with prospects.From using quirky email formats to unforgettable outreach strategies, Chris has come up with some of the most innovative and effective prospecting methods – and they work. Watch and steal his methods! You'll Learn:Creative, engaging strategies for successful outreachHow to watch for the “Tier 3 Signals” that potential customers often sendHigh-effort ways to creatively engage prospects, that are well worth the effortThe Speakers: Will Aitken and Chris van PraagIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong, Salesloft, HippoVideo

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Coralie de Robert, Sales Director at Salesloft.Coralie dives into the intricate world of sales performance management, sharing her strategies for maintaining team productivity and focus amidst end-of-quarter pressures.She provides a detailed overview of the skills assessment framework used with her team, emphasizing the importance of product mastery, communication, and attitude in developing top-performing sales reps.Coralie discusses the market shift towards profitability over market share, highlighting the challenges of customer acquisition and cost-cutting. Discover how she is fostering a high-performance culture by increasing coaching time and setting clear expectations.Coralie also shares her vision of transitioning from managing to leading, aiming to inspire and develop leadership skills within her team and the broader tech industry.Don't miss this insightful episode packed with practical tips and leadership wisdom.

In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and empathy. Mark's journey, underpinned by the guidance of his lifelong mentor, offers a compelling case for the power of deep listening and thoughtful questioning. Tune in to learn how to inspire your team, navigate complex sales landscapes, and build lasting customer relationships. Takeaways: Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn't just selling; it's about solving customer problems. Encourage your team to understand and focus on their customers' needs and the problems they need to solve.Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.Quote of the Show:“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark NiemiecLinks:LinkedIn: https://www.linkedin.com/in/mniemiec/ Website: https://salesloft.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Strategic/enterprise-level sales are not your typical kind of sales. It requires a completely different technique and a personalized approach, but the huge results are well worth the effort.In this Daily Sales Show episode, we're joined by Corey Goldstein, Strategic Account Director at Salesloft. He's showing us how to change our way of doing business at the highest levels so we can achieve the highest success. Join us and learn how to use a personalized approach to land multiple mega-deals, you'll gain the tactical strategies you need to close larger accounts.You'll Learn:How to use strategic prospecting to get into the roomWays to win over C-level stakeholdersHow to move deals across the line – and what to do nextThe Speakers: Will Aitken and Corey GoldsteinIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft

In this episode, we sit down with Oana Manolache, Founder and CEO of Sequel.io, a groundbreaking platform that enables companies to host webinars directly on their websites. Oana shares her journey from working at HP to creating Sequel.io, a tool that is transforming how businesses engage with their audiences through seamless and integrated live events. Oana discusses the unique features of Sequel.io, such as no-code setup, instant on-demand access, and rich blog content powered by Sequel AI. Learn how companies like Carta, Salesloft, and Amazon are leveraging Sequel.io to drive revenue growth and increase website traffic by hosting webinars directly on their platforms. Discover the future of live events and customer engagement as Oana shares insights on the importance of an integrated customer journey and how Sequel.io is making it easier for marketers to create high-quality live engagement experiences. This episode is packed with valuable insights for anyone interested in the future of webinars, live events, and customer engagement. This show is supported by www.matchrelevant.com. A company that helps venture-backed Startups find the best people available in the market, who have the skills, experience, and desire to grow. With over a decade of experience in recruitment across multiple domains, they give people career options to choose from in their career journey.

In this episode of the SaaS Revolution Show, we're back at the SaaStock Growth Stage for an insightful panel discussion between David Appel (Head of SaaS & Software Vertical at Sage Intacct), Kathrin Koedderitz (Sr Sales Director at Globalization Partners), Ferran Puig (Director of Partnerships & Business Development at Capchase), and Zack Lipton (Sr Revenue Enablement Manager - EMEA at Salesloft). "When we started Salesloft in EMEA, we had one sales rep that was stellar. Everyone would just watch his calls. They all knew – watch his calls. And he got really good by watching one of the reps in the US. And it's just, you know, very informal, institutional knowledge but the point I'm trying to make here is, if you can identify that then you can coach that behaviour into people. You can tell people who the top performers are, you can make your top performers more vocal so that other people know where to find that content," Zack Lipton, Senior Revenue Enablement Manager at Salesloft The session was packed full of actionable takeaways to revitalise your sales team, including: - How and why to focus on innovation - OKRs and how to track and adapt long term goals - How to combat lengthening sales cycles - How you can coach and develop your sales reps to learn from top performers - And more! Check out the other ways SaaStock is serving SaaS founders

In this episode of Stronger Sales Teams, Ben engages in a profound discussion with Gabe Lullo, CEO of Alleyoop, regarding the convergence of AI and sales. They explore the key opportunities AI brings to sales, such as enhanced research capabilities that empower sales representatives with deeper insights into their prospects, thereby facilitating more personalised interactions. Gabe also provides insights into various tools like Regie.ai and Aurum that their team employs to enhance their sales development efforts. However, they highlight potential challenges, including regulatory issues and the necessity of maintaining empathy (or the human touch) in customer engagements. About the Guest: Gabe Lullo serves as the CEO of Alleyoop, a highly regarded sales development agency recognised for its innovative approaches in sales, marketing, recruitment, and management. With an impressive CV, Gabe began by establishing and operating his own business specialising in sales training and has since played pivotal roles in the expansion of prominent organisations such as ZoomInfo, SalesLoft, and Outreach. Key Takeaways: AI enhances research capabilities, providing sales teams with valuable insights into prospects, leading to more informed and personalised engagements. Tools like Reggie.ai and Aurum are revolutionising the sales landscape by automating key aspects of the sales process, such as playbook creation and predictive dialling. Sales leaders must navigate the regulatory landscape carefully, ensuring compliance and maintaining trust in AI-driven interactions. Despite AI advancements, human empathy and trust remain irreplaceable, especially in more nuanced and complex sales conversations. Successful sales strategies must integrate strong content creation and thought leadership to support outbound efforts and drive higher engagement rates. Time Stamp: 0:00 Intro 1:00 Guest Introduction 3:15 Alleyoop 5:40 AI from an Opportunity Lens 7:34 AI Copiloting with Sales People 9:00 Tools to Shorten a Client's Knowledge Curve 10:29 Drawbacks of AI 12:11 Personalisation Issues Around AI 15:36 AI Taking Over SDR Role 18:24 Where to Focus for Lead Generation 20:56 Guest's Socials 21:31 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Episode SummaryIn this episode Bill Kenney shares his journey from an art school student to a business owner, and how he co-founded Focus Lab with a business partner. The discussion covers common reasons why companies need to rebrand, such as company maturity, M&A activity, and addressing trademark issues. Bill offers tips for successful branding projects, including setting expectations, keeping the core team small, and trusting the process even when faced with criticism. He emphasizes maintaining a company's core values and culture while adapting to changing market needs. The episode also explores potential pitfalls in B2B branding, such as over-relying on competitors and seeking too many subjective opinions. About the guest Bill Kenney is the Co-founder, Partner, and CEO of Focus Lab and Odi, two global B2B branding agencies. Past clients include Marketo, Salesloft, Zuora, Braze, Outreach, LaunchDarkly, Twilio, Adobe, ASAPP, Luminate, Netflix, Shopify, and many others. Bill is also the author of the Amazon best-seller "Conquer Your Rebrand." When he's not working you can find Bill in one of three places: his couch, the local Jiu-Jitsu gym, or his camper in Vermont. Connect with Bill Kenney Key takeaways- Common reasons for rebranding include company maturity, M&A activity, trademark issues, and the need to differentiate from competitors. - Tips for successful branding projects include setting expectations, keeping the core team small, and trusting the process even when faced with criticism. - Maintaining a company's core values and culture is crucial when rebranding, as it helps bring the brand's heart and soul forward. - Potential pitfalls in B2B branding include over-relying on competitors, seeking too many subjective opinions, and over-emphasizing measuring ROI. - AI can be a useful tool in enhancing visual storytelling, but it cannot replace the human interaction and strategic decision-making required for successful branding. Quotes"The brand is going to be so much larger and different in received through different meanings than what it is when you're creating it." -Bill Kenney Recommended Resource Books: - “Daring Greatly” by Brene Brown - “Can't Hurt Me” by David Goggins - “Traction” by Gino Wickman - “The Infinite Game” by Simon Sinek Podcasts:- A Bit of Optimism hosted by Simon Sinek ⁠Connect with Bill Kenney⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

In this weeks' Scale Your Sales Podcast episode, my guest is Ollie Sharpe. Ollie spent 10 years at LinkedIn, starting when nobody knew what LinkedIn was! One of the 1st 15 employees outside the US. Then left to set up Salesloft in EMEA as 1st person on the ground and grew them to more than $25m and 125 people. Now Chief Commercial Officer at Lative. In today's episode of Scale Your Sales podcast, Ollie Sharpe, former LinkedIn executive, shares valuable insights on sales, leadership, and diversity. He emphasizes the importance of fostering a strong, inclusive sales culture, highlighting the impact of conscious leadership, mental well-being, and cognitive diversity. The discussion also covers gender diversity, partnership-based sales, and diverse hiring practices. Welcome to Scale Your Sales Podcast, Ollie Sharpe.   Timestamps: 00:00 Unlocking Sales Success: Secrets to A Diverse and Inclusive Culture 04:27 Conscious leadership fosters awareness and mental wellbeing. 06:52 Diverse teams require different leadership and understanding. 10:50 LinkedIn culture interview process reveals candidate's values. 16:03 Partnering with buyers and hiring individuals similarly. 17:01 Emphasizing partnership, consultation, and disqualification in sales. 20:04 Medic and the art of selling effectively. 25:54 Build employer brand showing care for individual needs. 27:19 Candidates value acknowledging and addressing diversity issues. 33:00 LinkedIn senior executive pushes for gender diversity. 34:35 Men more open to mistreatment in offices.   https://www.linkedin.com/in/olliesharpe/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website to watch or listen.

SaaStr 753: Unveiling the 2024 CRO Playbook, How to Navigate A Shifting Sales Environment with Salesloft's CRO Mark Niemiec In this insightful podcast, Mark Niemiec, the CRO of SalesLoft, shares his strategic approach and key lessons learned since joining the company in February. Drawing from his extensive experience at Salesforce and Cisco, Mark discusses the challenges and opportunities that come with onboarding as a new CRO, especially in dynamic market conditions. He emphasizes the importance of vision setting, strategic planning, and effective communication. Mark also provides practical tips on customer engagement, team dynamics, and the significance of maintaining a balanced work-life routine. Whether you're a founder, sales leader, or aspiring CRO, this episode offers valuable actionable insights for driving successful change in your organization.

Jason Lemkin is one of the OG SaaS investors with all of his first five investments turning into unicorns with Pipedrive, Algolia, Talkdesk, Salesloft and RevenueCat all in his portfolio. SaaStr is the largest global community in SaaS and he has taught a generation the fundamentals of SaaS on saastr.com. In Our Second Episode of This Week in SaaS: 1. Wiz Rejects Google's $23BN Acquisition Offer: How does Jason analyse the price of the offer? $23BN for a $500M ARR business growing 120% YoY? What is the reasoning for Google in pursuing the acquisition? If Wiz had of proceeded in the process, what are the chances it would have made it through regulators? Why did Wiz walk away from the offer? If Jason were on the board, what would he have done? Is there a correlation between the downfall of Crowdstrike and Wiz turning down the offer? What does this mean for the M&A market moving forward? Will there be a secondary round now in place for Wiz at $23BN? 2. Crowdstrike: WTF Happens from Here: Did Crowdstrike manage the crisis in the right way? What would Jason have done differently? What is the bull case for Crowdstrike moving forward from this point? What are the bear case for the company? Could this snowball and be the end? What will this do to company requirements on having single point of failure solutions? Where will the market cap of Crowdstrike be at the end of 2024? 3. LegalTech: Show Me the Money: $1BN in a Single Day: Clio announced a $900M round at a $3BN valuation. How does Jason analyse this? What does Jason make of Harvey's $100M raise at a $1.5BN valuation? Why does Jason think 2025 will be the year for AI parity? Why will we see the majority of SaaS features be commoditised in 2025? What is the single biggest regret that Jason has in his investing career?

In this episode of Stronger Sales Teams, host Ben Wright continues his chat with sales training authority Richard Harris. They explore the intricacies of sales leadership, with a particular emphasis on the common challenges encountered by novice sales leaders and the strategic methodologies to surmount them. Richard draws on his extensive expertise in transforming individual contributors into effective leaders, stressing the pivotal roles of interpersonal skills, accountability, and cultivating a culture of enjoyment and involvement within sales teams. They discuss practical steps for building and maintaining team cohesion and morale through engaging activities and strategic planning. Richard also offers actionable advice on how to manage new teams or restructure existing ones, always focusing on building a culture of high performance and mutual respect. About the Guest: Richard Harris is a globally recognised sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller's Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly. Key Takeaways: The transition from sales contributor to sales leader requires a strong focus on mastering soft skills, such as effective communication, delivering constructive feedback, and maintaining team morale. Setting clear expectations and accountability measures from the outset is crucial for driving performance and consistency within the team. Integrating fun through contests and incentives fosters a motivated and engaged team environment, encouraging both individual and collective achievements. When forming new sales teams, invest in thorough onboarding and training to instill the right culture and operational standards from the beginning. Address any negative behaviours or toxic team members early to maintain a healthy, productive team atmosphere. Prioritise the overall health of the team over retaining top performers who contribute negatively to team dynamics. Time Stamps: 0:00 Intro 3:18 Guest's Journey 5:14 Issues Around Sales Leadership Today 6:36 Leadership Problem: Soft Skills 9:34 Accountability 12:20 Fun 16:51 Where Sales Leaders Should Focus On 23:39 Guest Socials 24:33 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

In this episode, Ken Babcock welcomes Ben Gardner, VP of Customer Experience and AI Strategy at Salesloft onto the podcast. Fun fact: Ben was the champion of the first-ever Tango pilot!Ben brings extensive experience in SaaS and leadership, with a unique background transitioning from a high school math teacher to the software industry. With 8 years of experience in SaaS, 10+ years in leadership and 3 years in education, he has his fair share of leadership and team building experiences under his belt.This episode centers around an ongoing Salesforce migration Ben led at Salesloft, which aims to consolidate and unify data across platforms from recently acquired companies. This migration is handled meticulously, with an eight-month lead time and a sandbox environment for user acceptance testing. Listen for insights on: ways to get a deep understanding for your end users day-to-day processes through ride alongs, involving employees in decision-making, and clearly communicating the reasons behind changes to gain buy-in the importance of ensuring a smooth transition by enlisting a diverse team and maintaining legacy systems as a fallback optionLessons on what not to do from personal software rollout experience at past companiesthe role of ongoing monitoring, feedback mechanisms, and open communication to address issues promptly.the challenges in adopting new software, the necessity for thorough testing, and the common pitfalls of underestimating change management.Like what you heard? Subscribe, leave us a review, and let us know who in Operations and Enablement should be our next guest.

Summary Mark Niemiec, Chief Revenue Officer at SalesLoft, discusses the challenges in B2B sales and the importance of delivering a compelling value proposition. He emphasizes the need for sellers to understand their customers' language, challenges, and context in order to rise above the noise and deliver a 10 out of 10 message. Niemiec also highlights the importance of executive-level conversations and the need for sellers to communicate the power and value of their sales cycle to executives. He shares strategies for creating a point of view and delivering a clear and concise message that resonates with executives. Additionally, Niemiec discusses the role of AI in sales and the need for sellers to embrace it in order to differentiate themselves and stay ahead in the rapidly changing sales landscape. The conversation covers topics such as the use of AI in sales, the importance of timing and relevance in sales, the role of face-to-face meetings, personal branding and social selling, and the value of mentors and continuous learning in sales. The guest, Mark Niemiec, shares his experiences and insights from his career in sales and leadership roles. Takeaways Understanding the customer's language, challenges, and context is crucial for delivering a compelling value proposition. Sellers need to communicate the power and value of their sales cycle to executives. Creating a point of view and delivering a clear and concise message is essential for resonating with executives. AI is a game-changer in sales and sellers need to embrace it to differentiate themselves and stay ahead in the rapidly changing sales landscape. AI can be a valuable tool in sales, helping to identify and prioritize customer buying signals. Timing and relevance are crucial in sales, and sellers need to be proactive in engaging with buyers at the right time. Face-to-face meetings are still important in sales, especially for strategic enterprise accounts, but video calls can be effective for lower velocity deals. Personal branding and social selling can be valuable, but the focus should be on delivering unique insights and value to customers. Mentors play a crucial role in sales success, and continuous learning is essential for improvement. Success in sales is measured by the ability to solve customer problems and make a positive impact on customers' lives. Sound Bites "In order to get above the noise, you've got to deliver a 10 out of 10 in every one of those categories." "Exposure is super important. Our sellers need exposure to executives." "How do you take that six month, nine month sales cycle and condense it down into 60 seconds or 90 seconds?" "I didn't Uber was getting into space, but maybe the water's warm guys jump on it." "Yeah, I mean, it's all about timing today and relevance." "So in I think 2010 or 2011, I started getting the itch to want to do something a little bit different." Chapters 00:00 Introduction and Assessment of the Current State of B2B Sales 03:08 The Importance of Delivering a Compelling Value Proposition 06:12 The Role of Executive-Level Conversations in Sales 10:10 Creating a Point of View for Effective Communication 15:00 Embracing AI to Stay Ahead in Sales 28:30 The Importance of Timing and Relevance in Sales 32:55 The Value of Face-to-Face Meetings 36:43 Personal Branding and Social Selling in Sales 40:34 The Impact of Mentors and Continuous Learning in Sales 46:38 Defining Success in Sales

In this episode of Topline, the hosts welcome Dan Gottlieb, Vice President at Gartner, to discuss the evolving landscape of sales technology. The conversation delves into the competitive dynamics among sales tech companies such as Gong, Outreach, and Salesloft, exploring how these companies navigate growth and innovation challenges. Dan also shares insights on the importance of AI and data interoperability in shaping the future of sales tech, the potential for large enterprises to adopt these technologies, and more. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps. Secure your ticket to GTM2024 in Austin (October 14 - 16).     

In episode fo Stronger Sales Teams, Ben Wright invites sales training specialist Richard Harris to explore sales strategies, emphasizing the path of the seller in enhancing the buyer's journey. Richard presents his belief that the buyer's journey does not exist; rather, it is the buyer's experience influenced by the seller's journey. This thought-provoking perspective directs the discussion towards practical sales techniques capable of significantly enhancing team effectiveness. The pair delves into essential themes including handling discount requests, the significance of grasping the buyer's economic influence, and the skill of negotiation. Richard imparts valuable strategies for managing discount inquiries, stressing the significance of establishing mutual terms and generating economic value. The discussion also touches upon mental well-being, with Richard underscoring the importance of openness and setting clear objectives in sales leadership. This episode is rich with insights that B2B sales managers can apply to develop, inspire, and retain highly effective sales teams. About the Guest: Richard Harris is a globally recognized sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller's Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly. Key Takeaways: Sales conversations should focus on value and experience rather than just features and benefits to differentiate from AI-driven interactions. Understand customer expectations and always seek mutually beneficial terms when negotiating discounts. Shift the ROI conversation to discuss the buyer's current economic challenges and opportunities, making the discussion more relevant and impactful. Incorporate vulnerability and mental health support into your leadership style to create a more resilient and high-performing team. Incorporate specific mutual benefits, such as case studies or customer quotes, directly into contracts to streamline negotiations later. Time Stamp: 0:00 Intro 0:58 Guest Introduction 4:03 The Seller's Journey 7:15 Positive Outcome for the Buyer 10:45 Over Discounting 19:57 ROI Journey 24:15 Mindset 28:43 Guest's Socials 30:01 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

AI isn't just a buzzword. It's a game-changer that can revolutionize how your sales and marketing teams operate.In this powerhouse episode, Randy Littleson, CMO of Salesloft, unveils how AI is reshaping the landscape of revenue generation. From transitioning to a multi-product company to integrating cutting-edge technology without sacrificing user experience, Randy lays down precisely how Salesloft thinks about AI. Randy also delves into the human aspect, emphasizing the importance of transparent communication—a lesson he learned during various mergers and acquisitions. especially during mergers and acquisitions, and the need for patience and vision during transformation processes. His real-life anecdotes stressing the need for patience and vision during moments of transformation are a goldmine for any high-achieving revenue leader.Get ready to elevate your revenue game and be inspired by proven strategies that redefine what's possible in sales and marketing. In this episode, you'll learn:How embracing AI as a collaborative tool can elevate sales and marketing efforts, automate mundane tasks, and drive predictable revenue performance.Why transparent communication and integration planning are crucial for successful mergers and acquisitions.The importance of cultivating patience and maintaining a long-term vision while navigating new business opportunities.Jump into the conversation:10:33 Drift becomes a Salesloft product.13:24 Effective communication and transparency ensure consistent messaging.18:15 Collaboration is critical for ongoing campaign success.26:38 Leveraging AI to streamline and prioritize tasks.

Prospects scan their email inboxes looking to delete anything that smells like sales. So if you're still sending cold emails with subject lines like “Quick Question” it's time to switch it up.Listen to this Daily Sales Show to learn how to write non-salesy, down-to-earth subject lines that get emails read (not archived). You'll Learn:Mistakes that will send your email straight to the trashUnique subject line strategies that get your emails opened3 subject line frameworksThe Speakers: Will Aitken and McKenah JohnsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft

Send us a Text Message.“We get hung up on how powerful is defined or how success is defined and it looks different for all of us; how we want to make an impact looks different for all of us. Each one of us has that greatness inside of us; you are powerful beyond measure.”Get ready for an enlightening episode with the incredible Margaret Weniger, career coach and norm violator extraordinaire!Margaret has spent over a decade diving deep into what truly drives people to live their best lives, both personally and professionally. From her impactful role as a sales executive at top companies like SalesLoft and MindBody, Margaret has always believed in prioritizing personal development as the key to organizational success.In this empowering conversation, Margaret shares her wisdom on navigating career pivots, building successful side hustles, and finding your unique path to fulfillment. For every woman striving to make her mark in the workplace, this episode is packed with insights you won't want to miss!Tune in and get inspired by Margaret's journey and actionable advice that can help you take control of your career and live to your fullest potential.Connect with Margaret:Margaret Wenigerhttps://www.instagram.com/risingtidepodcast/https://www.linkedin.com/in/margaretweniger/https://www.tiktok.com/@risingtidepodcastSupport the Show.Visit the Have A Seat website for more conversations or Have A Seat with me and register to be a guest at: www.haveaseatconversations.com.Thanks for listening!

#updateai #customersuccess #saas #business Sam Loveland, Chief Customer Officer at SalesLoft, joins Jon Johnson, User Testing and Michael Forney, VP of CS at Responsive to delve into the intersection of AI and customer success. From leveraging generative AI to the challenges of managing multiple AI tools, the conversation unravels key insights and practical strategies for achieving customer success metrics. Timestamp 0:00 - Preview & Intro 7:50 - Human touch in the AI world 13:10 - Using AI for CS insights 22:30 - Challenges for integrating tools & systems 25:53 - How does leadership evaluate CSMs 29:47 - Automating customer onboarding 33:40 - Enhancing productivity & generating value using AI 39:44 - Closing ___________________________

Jason Lemkin is one of the OG SaaS investors with all of his first five investments turning into unicorns with Pipedrive, Algolia, Talkdesk, Salesloft and RevenueCat all in his portfolio. SaaStr is the largest global community in SaaS and he has taught a generation the fundamentals of SaaS on saastr.com. In Our First Ever Episode of This Week in SaaS 1. PluralSight Goes to Zero: WTF happened to PluralSight? How did it go from $3.5BN to $0? Will this have a wider impact on the willingness of PE to buy tech companies? Who are the next contenders to go from hero to zero? Zendesk? Anaplan? Will this generation of PE funds be let off by their LPs for a poor vintage? 2. Salesforce's Worst Stock Market Drop Since 2004 + Mongo Takes a 23% Hit: Why did Salesforce lose $50BN of market cap in a single day? Is the same true for MongoDB taking a 23% hit in one day? What does it mean when the new normal is these once hyper-growth companies now growing only 6% per annum? 3. The Settlers into Slow Growth: Why does Jason believe that Dropbox and Box have both settled into a world of slow growth? What happens to Twilio from here in a world post Jeff Lawson? What happens to Retool from this point on? Would Jason be a buyer of Notion at $10BN? 4. Venture Capital is Broken: Why does Jason believe that we need to see a relation of public multiples for the math in venture capital to work again? Why does Jason believe that the way we mark portfolios with TVPI leads to corrupt and bad behaviour? How does Jason think we will solve the problem of liquidity with IPOs being shut, M&A being out of the window and now PE being a doubt as the source of buyers?

Come see Tom Alaimo build a sales sequence from the ground up.In this live sneak peek of Tom's process, you'll learn how he plans, writes, and publishes a high-conversion sales cadence from A-Z. Join us to see a pro at work and learn his process for building successful cadences (in just 30 minutes)!You'll Learn:Questions to ask yourself before putting a cadence togetherTop channels to consider reaching out onHow many steps to include in your cadenceThe Speakers: James Buckley and Tom AlaimoIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Salesloft

Jason Lemkin is one of the OG SaaS investors with all of his first five investments turning into unicorns with Pipedrive, Algolia, Talkdesk, Salesloft and RevenueCat all in his portfolio. SaaStr is the largest global community in SaaS and he has taught a generation the fundamentals of SaaS on saastr.com. In Today's Episode with Jason Lemkin We Discuss: 1. Growth Rates and Churn Rates: Average/Good/Great: What is a growth rate that would excite Jason in a SaaS company? What is average? What levels of churn would worry Jason to see? What would excite him to see? What does Jason never tolerate when it comes to either growth rate or retention? 2. What Founder Combination Always Wins: Why does Jason believe you cannot lose money on a CEO salesperson and a technical CTO founding partnership? Why does Jason always meet the CTO for a second meeting in the diligence process? What questions does he ask? What do the best CTOs do or say? Why does Jason always want to sell his shares when the founders want to sell? Why does Jason believe that a company is never the same when the founders leave? 3. WTF is Happening in the World of VC: Why does Jason believe that pricing is worse than it has ever been in venture? Why does Jason believe that traditional seed VC is systemically broken? Why are companies getting stuffed with more cash than ever before? What does Jason know now about dilution that he wishes he had known when he started? Why does Jason believe that you should always recycle everything? 4. WTF is Happening in PE and Later Stage Markets: What happens to all the overpriced acquisitions like Zendesk and Salesloft where private equity way overpaid for them, they have no growth and no product innovation? What happens to the generation of public companies like Box, Dropbox and Twilio, all with low growth and little product innovation in the single-digit market caps? Why does Jason believe that Klaviyo is the most undervalued public company today? What does Jason believe will happen to Anaplan with Pigment eating their lunch?

In this week's mini-episode, our Topline hosts and David Obrand of Salesloft discuss addressing the gap in pricing between early customers and new customers for SaaS companies. The hosts discuss the challenges and strategies for handling this issue, including the psychological aspect, setting expectations upfront, and emphasizing the value provided to early customers. Want more Topline? Read episode recaps or join our Slack channel to engage with other listeners here.  

This episode officially marks one year of Topline! We are excited to kick off Season 2 with a very special guest: David Obrand, renowned SaaS leader and the current CEO of SalesLoft. In this episode, David breaks down Salesloft's 3 pillars for successfully navigating the enterprise market. He also delves into the need for a revenue orchestration platform and recounts his transition to CEO at Salesloft following the founder's leadership, including more invaluable go-to-market and leadership insights. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners or read the episode recaps.

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On ISEs3 Episode 12, Erich Starrett is joined by Dr. Shawn Fowler, whom he originally met when Shawn was VP, Sales Enablement (a true cross-functional #Orchestrator) at SalesLoft, and a gracious host of his first executive board meeting as President of the Atlanta Revenue Enablement Society back in early 2020. Before then, Dr. Fowler had been the World Wide Director of Enablement & Learning for IBM, and is now a Partner in his own sales strategy and sales enablement consulting venture: RevenueReady.Highlights from the episode include...PAST:⌛️ Shawn "stumbled" into the profession working as the first services salesperson for Silverpop - essentially selling desired business outcomes. The SVP of sales, Todd McCormick, announced he was hiring a head of sales enablement and the hiring manager Drew Pronté said "hey, the CEO said that you should probably be the guy." ⌛️ He didn't know what sales enablement was. At the time he was pursuing a PhD in educational psychology so he combined what he learned from working as a sales engineer and as a services salesperson with what he knew about how psychology of learning works ...and he found himself implementing their first ever Sales Enablement program. ⌛️ His first Sales Enablement event was hosted by SiriusDecisions in Atlanta. "I was thinking we need to start something where we do that on a regular basis. This was easily the most valuable thing that I've done in the last six months."⌛️ "Getting a seat at the table was probably the biggest factor in helping me be successful in sales enablement."⌛️ Silverpop was purchased shortly thereafter by IBM when he then developed and executed their global expansion go-to-market plan. "I had the opportunity to see what it looks like in a much bigger level. IBM is basically a handful of multi billion dollar companies all put together. And I was part of one of those multi billion dollar companies inside of it. I got to see how these really big enterprise complex sales work, how you have to enable people across multiple different continents."⌛️ Shaw was responsible for internal sales enablement including customer service and sales engineers and external - partner enablement - as well. "I think it makes a lot of sense, honestly, when you are in that position you have the opportunity to identify and eliminate a lot of the organizational issues that negatively affects your customer and that negatively affect the team as well."PRESENT:

Steve Goldberg is a veteran sales leader who has closed some of the most significant deals in the history of Salesforce and Salesloft - most recently serving as CRO at the latter. Steve takes us behind the scenes of his biggest wins and toughest losses, sharing hard-won lessons on what it takes to succeed in enterprise sales and navigate the Fortune 500. He also opens up about the personal sacrifices he's made along the way and the mentors who have shaped his approach to leadership. 00:00: Introduction to the podcast and guest Steve Goldberg 02:05: Steve's early career, psychology background, and transition to sales 10:01: The shift to cloud computing and Steve's move to Salesforce 13:14: The importance of caring about the customer and the product 14:36: The pivotal moment with Salesforce and Dell 27:07: Steve's personal sacrifices and the impact of big deals on his career 32:28: The emotional and financial stakes of the AT&T deal 37:55: The balance between personal sacrifice and career success 39:26: The emotional rollercoaster of closing big deals 40:31: Common reasons deals fall through and how to navigate them 43:48: The importance of relationships and finding a path to success 46:52: Setbacks in Steve's career 49:19: The importance of running towards something, not away 50:18: Career mistakes and the value of learning from them 56:22: The longevity of a career and finding enjoyment in the work 57:44: Specific lessons from mentors and their influence 01:00:56: Establishing a love for the process and longevity in a career 01:03:12: Balancing work with personal life and having an outlet

It's time to go from theory to action. In this session, you'll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft's Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft's unique perspective as an innovator in the category.

On today's episode, CJ welcomes Chad Gold, the CFO of G2 and the former CFO of Salesloft. Gold shares valuable insights on the role of finance in startups and the qualities that set you on the path for a successful CFO career in venture-backed ecosystems. If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics — SPONSORS: NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist. Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages.

On Today's episode, CJ welcomes Chad Gold, the CFO of G2 and the former CFO of Salesloft. Gold shares valuable insights on the role of finance in startups and the qualities that set you on the path for a successful CFO career in venture-backed ecosystems. Chad has raised money from some of the best investors in the business, including Vista Equity, Permira, Accel, IVP, and Insight. And he's built world class finance teams for hypergrowth.On this episode we cover * The concept of building lines, not dots, with investors* How to decide how much time to dedicate to investor meetings vs running the business* How majority recaps work, and the equity implications for execs and employees* How finance teams can make the news, in a good way* And we go way back to get some early lessons he learned on the finance team at Home Depot when he was just starting his careerNot only does Chad have the best name for a CFO, he's extremely thoughtful about how FP&A and finance can plug into the business to be drivers, not passengers, during periods of hypergrowth. He's also one of the people who comes to mind when I think about building a durable, successful career as a reputable venture backed chief financial officer. If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics—SPONSORS:NetSuite provides financial software for all your business needs. More than 37,000 thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages.

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works. But what if you can't think of any new sales techniques? Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably.  They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches.  Learn non-traditional sales methods for building a pipeline in this TSE episode.  The Paradigm Shift in Sales Training Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development.  They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits.  Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process. The Art of Building Partnerships Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships. Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses. Leveraging Networks: The Nearbound Concept Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers.  Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies.  When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic. Startup Growth and Scaling Challenges Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors.  She pointed out the difficulties in cold outbound sales, including a low success rate.  She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques. Emphasizing Trust and Connection Monica and Donald also cover the significance of trust and personal connection in business dealings.  They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers. Building Nontraditional Sales Foundations Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology.  Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships.  However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects. Thanks to Monica's invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry.   "And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart. Resources Monica Stewart on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Charlotte's LinkedIn Playbook FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you've targeted using Sales Navigator Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add Maximize your companies' internal connections to build your prospecting list by asking them to introduce you PATH TO PRESIDENT'S CLUB Account Executive SMB @ Salesloft Account Executive Emerging @ Salesloft Sales Development Representative @ Salesloft Team Lead, Sales Development @ Integrate THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Clari: How to Sell to the CFO Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Sales Process Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

Steve Goldberg is the Chief Revenue Officer at Salesloft, the sales engagement platform that was acquired by Vista in 2022 for $2.3BN. Prior to Salesloft, Steve was Group Vice President of Enterprise at Yext and before that was a Senior VP @ InsideSales.com. In Today's Episode with Steve Goldberg: 1. Becoming a Sales Leader: When did Steve first fall in love with sales? Why does Steve believe sales is more psychology than anything else? What can sales reps do to master the psychology of their prospects? What does Steve know now about sales that he wishes he had known in the beginning? 2. How to Close Prospects Faster Than Ever: How does Steve build relationships with prospects very fast? What questions does he ask? How does Steve know if he is really speaking to a buyer? What are the signals? How does Steve advise sales reps on getting multiple relationships within an account to prevent the potential of losing your champion? How does Steve feel about discounting? When is the right time to do it? 3. How To Do The Best Deal Reviews: What makes good vs great deal reviews? Who is invited? Who is not? Who sets the agenda? Who is responsible for what? How do deal reviews change throughout the quarter and throughout the year? Is a deal slipping into the next quarter an acceptable excuse for a sales rep to give? 4. How to Ensure Renewals in a World When They are Not Guaranteed: Have all budgets centralized back to the control of the CFO? Are people right to say that no CFOs are buying new technology today? What is the best way to show to customers the value you provide? Why does Steve believe revenue operations is the most valuable role within an org?

Frank Dale is the SVP of Product Management for SalesLoft, where he helps shape how SalesLoft fuels growth for best-in-class sales teams worldwide. Frank has been helping sales leaders succeed for a long time and is also the founder and CEO of Costello, which was ultimately acquired by SalesLoft. Frank joins us today in an important conversation around myths associated with AI and sales and ways we can use modern tools to help teams accomplish more than they may have ever dreamed was possible. This is an important episode for every leader as they help each member of their team choose growth…not just the grind. You can connect with Frank on LinkedIn here (https://www.linkedin.com/in/frankdale/). You can learn more about SalesLoft here (https://www.salesloft.com/). Follow Salesloft on LinkedIn here (https://www.linkedin.com/company/salesloft/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here (https://www.salesleadershipunited.com).