Episodes

  • Summary
    In this riveting episode, Justin Ashby delves into the world of sales development with none other than Gabe Lullo, the mastermind CEO behind Alley-oop, an SDR agency. With passion and expertise, they navigate through the intricate landscape of sales, tackling crucial topics such as the art of onboarding SDRs, the enduring significance of phone calls in outbound sales, and the untapped potential of LinkedIn as a sales powerhouse. Venturing further, they explore the transformative shift towards full cycle sales and the pivotal role of identifying the ideal customer profile (ICP) in driving success. Drawing from his vast experience at the helm of a renowned SDR organization, Gabe imparts invaluable wisdom, stressing the significance of consistent activity metrics and the art of delayed gratification in the competitive realm of sales. Buckle up for an enlightening journey through the nuances of sales strategy, as Justin and Gabe provide a treasure trove of insights sure to empower sales professionals everywhere.

    Takeaways

    Consistent activity metrics are key to success in sales.Phone calls are still the most effective channel for booking meetings.Leveraging LinkedIn and creating content can help build trust and credibility.Identifying and refining the ideal customer profile (ICP) is crucial for effective sales targeting.

    Chapters

    00:00 Introduction and Background

    03:06 Quickest Way to Onboard SDRs

    05:05 The Importance of Phone Calls in Outbound Sales

    07:12 The Role of LinkedIn in Sales

    12:39 Labeling SDRs on LinkedIn

    15:22 The Shift to Full Cycle Sales

    18:31 Identifying the Ideal Customer Profile (ICP)

    22:35 What Makes a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Embark on an exhilarating journey with Justin as he unravels the fascinating career narrative of Collin Mitchell, the dynamic managing partner at Leadium, a fractional SDR agency. Join them in exploring the evolution from Collin's early days in sales to the creation and sale of multiple companies. Discover the untold benefits of partnering with a fractional SDR agency and delve into the pivotal role of a quality-centric approach in outbound sales. Collin sheds light on the art of personalized and targeted outreach, unveiling the magic that happens when LinkedIn and phone calls unite. Brace yourself for insights into the importance of testing and tailoring outbound strategies, customized to individual circumstances. As the episode concludes, gain a glimpse into what defines a remarkable day in the ever-evolving world of sales. This is your front-row ticket to an episode pulsating with wisdom and strategic sales revelations.

    Takeaways

    Partnering with a fractional SDR agency can supplement or enhance an existing outbound motion, especially for early-stage companies or specific use cases.A quality-focused approach to outbound sales, with personalized and targeted outreach, is more effective than generic and mass outreach strategies.Combining LinkedIn and phone calls can be a powerful combination for building relationships and initiating conversations.Testing and customizing outbound strategies is crucial, as there is no one-size-fits-all approach.

    Chapters

    00:00 Introduction and Background

    03:05 The Approach of Leadium and Partnering with an Agency

    08:16 Building an Outbound Motion and the Importance of Quality

    12:29 Ideal Scenarios for Partnering with a Fractional SDR Agency

    16:36 Effective Channels for Outbound Sales

    25:00 Testing and Customizing Outbound Strategies

    26:09 What a Great Day in Sales Looks Like

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

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  • Summary
    In this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business analyses. This episode is your passport to a world of sales wisdom and leadership strategies.
    Takeaways

    Align compensation plans with company objectives to drive desired behaviors and outcomes.Have open conversations with reps to understand what types of deals motivate them the most.Incentivize marketing teams based on pipeline generation and closed-won revenue.A great day in sales involves collaborating with reps on their path to quota, working on deals that deliver value to both the customer and the company, and analyzing the success of the business.

    Chapters

    00:00 Introduction and Background

    03:00 Transition to Sales Leadership

    08:19 Structuring Compensation Plans

    16:32 Aligning Comp Plans with Company Objectives

    23:06 Improving Comp Plans

    25:37 What Makes a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Mary Kheedo, Vice President of Sales at Growth Loop, shares her insights on the first 30 days in a new sales leadership role. She discusses her background in sales, including her experience at HubSpot and Lytics. Mary emphasizes the importance of creating a 30, 60, 90 day plan and building trust with the team. She also highlights the need for relentless prioritization and the value of self-reported quick wins. Overall, Mary provides valuable advice for sales leaders transitioning into new roles.

    Takeaways

    Create a 30, 60, 90 day plan to guide your actions and priorities in a new sales leadership role.Focus on building trust and credibility with your team and cross-functional stakeholders.Prioritize tasks and activities that align with your goals and objectives, and be willing to make tweaks and adjustments along the way.Celebrate self-reported quick wins from your team members as a measure of success and progress.


    Chapters

    00:00 Introduction and Background
    02:00 Experience at HubSpot and Lytics
    03:07 First 30 Days in a New Role
    04:14 Approaching a New Role Differently
    06:30 Yearly Planning and Challenges
    08:38 Creating a 30, 60, 90 Day Plan
    09:57 Building Trust and Stakeholder Management
    12:17 Holding to the 30, 60, 90 Day Plan
    13:59 Comfort with Making Changes
    15:45 Frameworks and Learning in a New Role
    17:23 Tweaking and Quick Wins
    19:51 Transitioning to Sales Leadership
    20:31 Relentless Prioritization
    23:27 Having a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary
    Step into the World of Sales Excellence with Justin Otley, Head of Talk Desk's Dynamic Sales Development Team! Uncover the Secrets Behind Career Milestones, A Players' Magic, and the Art of Crafting Your Best Day in Sales. Elevate your strategy as Justin spills the beans on promoting from within, unleashing A Players, and turning team motivation into a powerhouse of success!
    Takeaways

    Promoting from within is crucial for building a successful sales development team.A players are essential for scaling success and should be given opportunities to share their knowledge with the team.Motivating the team with competitions and recognition can drive performance and create a positive work environment.A great day in sales is when you prioritize and accomplish the tasks that you know will lead to success.


    Chapters
    00:00 Introduction and Career Milestones
    04:16 Promoting from Within
    09:45 Building an SDR Program
    12:38 Identifying and Scaling A Players
    19:45 Motivating the Team with Competitions
    28:00 A Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Devin Williams, from Instabug, discusses the importance of emotional intelligence (EQ) in sales and how it can lead to success. He shares his career background and highlights from the biggest deal in Instabug history. Devin explains that EQ is the key to understanding oneself and others, and it can improve various skills such as active listening, empathy, and relationship building. He provides frameworks and practices for developing EQ and emphasizes the importance of leading by example as a sales manager. Devin also discusses how to identify EQ gaps in salespeople and defines a great day in sales as focusing on consistent inputs rather than just outcomes.

    Chapters

    00:00 Introduction and Career Background

    02:39 Discussing the Biggest Deal in Company History

    05:25 The Importance of Emotional Intelligence in Sales

    10:30 Frameworks and Practices for Developing Emotional Intelligence

    15:23 Enabling Emotional Intelligence as a Sales Manager

    19:18 Identifying EQ Gaps in Salespeople

    25:23 Defining a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    In this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organized and focused. Additionally, she shares insights from Kobe Bryant's Mamba Mentality and the value of context in sales. Finally, Katie describes what a great day in sales looks like to her.

    Takeaways

    Physical health plays a crucial role in sales performance and resilience.Building up women leaders requires mentorship, support, and helping them overcome imposter syndrome.The RAP framework (Reflect, Assess, and Plan) helps sales professionals stay organized and focused.Context is important in sales, and understanding the full picture leads to better decision-making.A great day in sales involves starting the day with reflection and goal-setting, being fully prepared for meetings, and ending the day with quality time with family.

    Chapters

    00:00 Introduction and Background

    03:42 The Importance of Physical Health in Sales

    08:09 Building Up Women Leaders

    13:19 The RAP Framework for Sales

    19:17 The Mamba Mentality and Context in Sales

    23:24 A Great Day in Sales

    25:02 Conclusion

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    In this episode of the Great Day in Sales podcast, Justin interviews Matt Buchalski, the VP of Sales at RealPage. Matt shares his background and career journey, which includes transitioning from financial sales to technology sales. He discusses the changes and growth he has experienced at RealPage, including the company's acquisition and the impact of COVID-19 on the housing market. Matt emphasizes the importance of team building and promoting from within, highlighting the value of training, development, and coaching. He also discusses the evolving approach to sales and selling, particularly in selling to the C-suite. Matt concludes by sharing his perspective on what makes a great day in sales.

    Takeaways

    Transitioning from one industry to another can provide new opportunities for growth and success.Building and promoting from within a team can lead to increased productivity, credibility, and a strong company culture.Adapting sales strategies to changing market dynamics, such as selling to the C-suite, can lead to better results.Finding joy and fulfillment in the small wins and daily progress is key to having a great day in sales.

    Chapters

    00:00 Introduction and Background

    01:33 Changes at RealPage

    04:30 Promoting Career Growth

    08:08 Building and Managing Teams

    12:05 Approach to Sales and Selling

    18:34 Selling to the C-Suite

    22:50 Promoting from Within

    25:33 What Makes a Great Day in Sales

    28:05 Conclusion

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    In this podcast episode, Tony Bennett shares her journey from sales at UPS to becoming a VP of Sales at Daily. She discusses her experience of building sales from zero to 20 million at Terminus and the importance of problem-solving in sales. Tony emphasizes the need to focus on value and avoid perfectionism when enabling others to sell. She also highlights the different selling stages and the importance of adapting to change. Tony shares principles for sales leaders, including the importance of feedback and building trust with the team. Finally, she discusses what makes a great day in sales.

    Takeaways

    Building sales from zero to 20 million requires constant problem-solving and adapting to change.
    Enabling others to sell involves providing frameworks and flexibility in training.
    Avoid perfectionism and focus on value in the sales process.
    Principles for sales leaders include listening to feedback, building trust, and avoiding favoritism.
    A great day in sales is one where the right actions are taken to lead to a sale, regardless of the outcome.

    Chapters

    00:00 Introduction and Background
    03:05 Building Sales from Zero to 20 Million
    06:06 Figuring Out How to Sell vs. Enabling Others to Sell
    09:06 Avoiding Perfectionism and Focusing on Value
    12:23 Different Selling Stages and Adapting to Change
    17:22 Principles for Sales Leaders
    21:57 What Makes a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Greg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales are achieved when things work and when there is a sense of accomplishment and value creation.

    Takeaways

    Use the Give, Get, Goal framework to prepare for sales calls and meetings.Differentiate yourself by providing value, building rapport, and establishing hunger.Prioritize quality over quantity in outbound sales and focus on target accounts.Invest time in individualized communication and warm referrals for better results.Great days in sales are achieved when things work and there is a sense of accomplishment and value creation.


    Chapters

    00:00 Introduction and Background
    01:09 The Give, Get, Goal Framework
    04:16 The Importance of Call Prep
    07:12 Differentiating Yourself in Sales
    08:05 Memorable Deals and Sales Success
    13:23 Establishing Hunger and Building Rapport
    16:26 Outbound Sales and Prioritizing Quality
    19:09 The Value of Individualized Communication
    25:04 Building Relationships and Warm Referrals
    26:35 Creating Great Days in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Chet Lovegren, also known as the Sales Doctor, discusses his methodology for sales training and enablement. He emphasizes the importance of understanding the specific needs and challenges of each sales team and provides a tailored prescription for success.

    We discuss the resurgence of cold calling and the need for a balanced approach to outbound sales. He highlights the significance of participation and engagement in sales teams and the role of coaching in developing top performers. His insights on identifying and nurturing the best sellers and the key to having a great day in sales are next level. You'll want to listen to this one the whole way through!


    Takeaways

    Sales training and enablement should be tailored to the specific needs of each sales team.Cold calling is making a comeback, especially in industries outside of the SaaS echo chamber.Participation and engagement are crucial in sales teams, and coaching should focus on direction rather than delegation.The best sellers are those who understand the process, have a growth mindset, and consistently perform well.A great day in sales is one where conversations are focused on understanding the prospect's needs and telling stories that align with their challenges and goals.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Summary

    Amir Torabi, VP of Sales at Sendlane, shares his journey from a sales role in a recruitment agency to his current position. He emphasizes the importance of identifying one's strengths and being open to new opportunities. Amir discusses the market shifts that led to Sendlane's growth and the strategies they implemented to adapt.

    We highlight the significance of deal inspection and the need to focus on high-potential leads. Something that many companies fail to do anything with.

    Finally, Amir defines a great day in sales as the culmination of effort and the achievement of significant deals. This is a good one!

    Takeaways

    Identify your strengths and be open to new opportunities in your career.Adapt to market shifts and focus on high-potential leads.Implement deal inspection to ensure a clear understanding of timelines, stakeholders, and variables in the sales process.A great day in sales is the culmination of effort and the achievement of significant deals.

    Chapters

    00:00
    Introduction and Background

    04:00
    Discovering a Passion for Sales

    07:27
    Transitioning to a Sales Role

    10:40
    Adapting to Market Shifts

    15:35
    Doing More with Less

    20:46
    The Importance of Deal Inspection

    26:19
    Defining a Great Day in Sales

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Join us as we chat with Jessica, the VP of Sales at Deskera. Jessica walks us through her sales journey and her leap from a large organization to a startup. You'll gain insights into how she hones her problem-solving skills to tackle different areas of the business and the importance of segmentation in propelling the business forward and pinpointing the ideal customer. This riveting discussion underscores the perks of concentrating on segmentation for both team and company growth.

    We'll also unravel the essence of setting goals and cultivating habits for SDRs and AEs to effectively arrange meetings and seal deals. Discover why it's critical to identify individual strengths and allocate time accordingly, rather than adhering to a one-size-fits-all strategy. We also explore the advantages of a diverse sales team comprising SDRs and AEs, and the optimal way to structure the team for peak success.

    Finally, we dissect the importance of building a successful sales team, emphasizing the value of diverse skill sets within the team, including internal promotions and leveraging the talents of both SDRs and AEs. Jessica leaves us with some thought-provoking insights on setting up frameworks for success in sales, controlling the controllables, and allowing individuals to focus on their strengths. It's a power-packed episode you won't want to miss!

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Join us as we interview Kyle Poll, a seasoned sales leader, as he narrates his intriguing career path including Linkedin and Gympass in the US. Kyle shares how a variety of roles, including missionary work and his experience in financial services, helped shape his understanding of sales. He vividly details his nine-year tenure at LinkedIn during its early days and how he helped shape its growth.

    Kyle provides fascinating insights into his transition from LinkedIn to Gympass. He details his process of building his team and adapting to the new platform. Kyle emphasizes the importance of identifying patterns and trends to drive success and how a clear vision and an understanding of the industry can bridge the gap between old and new platforms.

    We end the episode with Kyle's advice on how to achieve your goals by identifying and committing to daily activities. Don't miss out on this episode filled with insightful and inspiring tales from a now seasoned pro.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Imagine navigating the intricate labyrinth of PropTech sales, moving your company from high-velocity small business sales to a more enterprise-focussed approach. That’s exactly what our guest, John, has done over his 15-year sales career, including stints at industry giants like Cisco. In this illuminating conversation, we explore the unique facets of PropTech, a realm distinct from other industries, and the opportunities ripe for the taking. Hear about John’s transition journey with Valkyrie and the challenges of longer sale cycles in the enterprise market. We dig deep into key topics like account segmentation, territory alignment, and the essential understanding of total addressable market (TAM). John also gives us insights into why a dedicated enterprise sales team is a game-changer and how third-party resources can be a treasure trove of information on potential clients.

    Moving on from there, we delve into the nitty-gritty of training and KPIs for sales teams, especially when moving upmarket. Ever wondered about the magic of a structured operating rhythm and how a quota calculator can be your secret weapon in determining necessary inputs for desired outputs? John unpacks this for us. We also demystify the concept of 'sales math', a crucial understanding of pipeline coverage and activity in relation to goals. John underlines the critical balance between leading and lagging indicators and the inescapable need for accountability and ownership from sales reps. Learn about the role of a mad dash tracker in visualizing progress towards company, pod, and individual goals. This episode is a gold mine of insights if you're serious about steering your sales team towards success in an upmarket setting.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • We are joined by Dustin Sears, a seasoned sales expert at Intellishift, who shares the secrets behind his team's incredible tripling of production within just a year. Listen in as he explains the importance of creating an environment that not only fosters a strong work ethic but also encourages fun and camaraderie.

    Dustin gives us a peek into the workings of IntelliShift, an all-in-one fleet platform that has revolutionized fleet management with integrated GPS telematics, AI dash cameras, maintenance, fuel cards, and compliance. He underscores the importance of having an internal fire and setting personal and team goals, highlighting how such attributes help fuel motivation and energy within a sales team.

    In the second half of the discussion, Dustin dives into the strategies and tactics his team uses to stay ahead of the competition. Hear about their unique approach to cold calling, and how a custom video helped them win a significant deal. He shares his insights on what a great day in sales looks like, stressing that it's not all about closing deals, but rather, it's about enjoying the journey and the process. Don't miss out on this enriching conversation filled with practical tips and advice for anyone looking to supercharge their sales strategy.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Everyone give a warm yee-haw to Keegan Otter, the software cowboy. Known for his success at outreach.io, he know leads the sales team at Warmly. He shares how he differentiated himself in a crowded market by using unique tactics such as personalized videos in LinkedIn messages, and the power of connections in leading to new opportunities. Listen in as Keegan talks about his journey from an SDR to the head of revenue, and the lessons he's learned along the way.

    He's a master of implementing successful sales strategies within a team. He highlights the importance of empowering team members, fostering innovation and collaboration, and using an Omni-channel strategy to maximize the chances of resonating with potential clients.

    We explore how sales development is adapting to 2023. We discuss how to effectively reach potential clients through various channels, taking into account the preferences of different generations, with a particular emphasis on the importance of engagement over simply booking meetings.

    Keegan wraps up by sharing his thoughts on what a great day in sales looks like and emphasizes the importance of a positive mindset in the marathon that is sales. So tune in, be inspired, and find out how to make an impact in your industry.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Ever wonder why some businesses skyrocket while others plateau? Join us for an enriching conversation with Dave Boyce, a seasoned sales professional and MBA adjunct, who unravels the secret sauce to accelerating business growth - a perfect blend of product-led growth (PLG) and sales. He shares an eye-opening experience of selling a mere whiteboard concept for whopping $6 million when he was an individual contributor. Plus his years in management with some of the hottest startups in Utah and Silicon Valley.

    His insights emphasize the game-changing power of harmoniously integrating product and sales strategies within any go-to-market approach.

    Our chat with Dave also illuminates the balance between PLG and traditional sales methods. His firsthand experience of transitioning from a sales-centric approach to a PLG strategy reveals the key role of understanding the end user and offering a generous set of product features.

    We dig into the importance of instrumentation in smoothing out the customer journey and explore how to catch and leverage monetization opportunities while crafting a product. We touch on critical decisions such as keeping transactions within the platform or engaging outside sales for successful product launch and monetization.

    Get ready to fill your entrepreneurial toolbox with these golden nuggets of wisdom.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • Join us for a riveting conversation with Steve, the VP of a sizable sales team at ZoomInfo.

    Steve started his career in insurance, following in his father's footsteps, before making the switch to the tech world with ZoomInfo. Listen in as he discusses his growth within the company, the transition from a salesperson to a manager, and then to a VP. He also shares his passion for his job and the learning opportunities he has had, emphasizing the importance of job satisfaction and continuous growth.

    Steve also discusses the evolution of sales strategies at ZoomInfo. He walks us through how the go-to-market strategy has transformed from a broad email approach to a more specialized and segmented one. Drawing from his extensive experience, he underscores the importance of fine-tuning every step of the sales funnel for maximum efficiency and conversion rates. For anyone looking to advance in their career or improve their go-to-market strategy, Steve's insights are invaluable.

    In the final segment, Steve explores strategies for managing a successful sales team, using ZoomInfo as an example. He shares his approach to boosting morale and motivation during challenging periods, recognizing individual strengths, and fostering a culture of collaboration and competitiveness.

    So, whether you're a seasoned professional or just starting your career in sales, this episode offers a wealth of knowledge and advice. Tune in to gain insights on navigating career transitions, managing sales teams, and achieving success in the tech industry.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro

  • We had the privilege of sitting down with Craig Daly, a seasoned software sales leader turned CEO. Craig takes us on a journey of his career, recounting his experiences at powerhouse companies such as Qualtrics and Podium, and sharing the challenges he's encountered in his transition from sales leader to CEO. Listen in as he emphasizes the importance of finding the right type of salespeople for different roles and how authenticity play a pivotal role in sales success.

    Craig was one of the first sales reps to commit to social selling on Linkedin in the country. He was invited to one of the first pre-sales navigator events held by the business world's social media platform.

    Lastly, we talk about the ins and outs of sales and go-to-market strategies in Utah's burgeoning tech industry. Hear about the importance of relationship building and emotional intelligence, as well as the need for product excellence and innovation.

    Great Day In Sales Podcast Intro 

    Great Day in Sales Podcast Outro