Episodes
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My guest today is Annelies Husmann, Head of Enterprise Sales at Gong! Annelies is a highly accomplished sales leader with a career that began in politics of all places. More recently, after putting over a decade of sales experience under her belt, she traveled the world full time with her husband, and now resides in Bay Area. Annelies and I are both native Texans and ironically enough, I spent a few years traveling full time with my family recently as well. This is a jam-packed conversation full of golden nuggets that you can take to your team and implement right away!
Connect with Annelies on Linkedin.
Annelies' recommended resources:
https://cerebralselling.com/Any book by Jill Konrath7 Questions newsletter from Sequoia CapitalFoundation CapitalGong's BlogThe Michelle Obama Podcast on SpotifyChallenger SaleHBRDare to LeadFirst Break all the RulesWhite Fragility
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
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Sales in the Subscription Economy newsletterI help recurring revenue businesses get it together & grow through coaching, consulting, sales team recruiting, and as a fractional executive. Check out SubscriptionCoach.com and let's see how I can add immediate value to your subscription organization!
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My special guest today is Jenny Lewis, Director of Sales at SurveyGizmo! Jenny is an accomplished sales leader with a solid track record of success in real estate, insurance, and technology. She's known for her uncanny ability to build, motivate, coach, mentor, and develop high performing sales teams. And she's joining us today from just down the road from me in beautiful Boulder, CO!
Connect with Jenny on LinkedIn and SurveyGizmo.
Jenny's Recommendations:
Oprah's Masterclass: The PodcastLeader's Eat LastHow to Win Friends and Influence PeopleChallenger SaleSales Gravy PodcastMake it Happen Mondays – B2B Sales Talk with John BarrowsThe Culture Code
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterI help recurring revenue businesses get it together & grow through coaching, consulting, sales team recruiting, and as a fractional executive. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My special guest today is Anna Elwood, VP of Customer Success and Sales at Teachable! Anna holds a masters in fine arts from Penn State University and started her tech career as an early employee at Zocdoc. As the VP of Customer Operations at Zocdoc, Anna built out the post sales operations processes and teams across 3 locations globally. After 8 years of incredible success at Zocdoc, Anna moved to Knotel as the Global Head of Customer Success. And as with any of my other distinguished guests, is a member of Revenue Collective.
Connect with Anna on LinkedIn and Teachable.com
Anna's Recommendations:
Revenue CollectiveThe Good Jobs StrategyWork Rules
Also mentioned on the show: US Businesses Must Take Meaningful Action Against RacismConnect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletter
I help founders of SaaS, subscription, and online membership businesses get their revenue machines running at full strength through coaching, consulting, recruiting, and as a fractional executive. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization! -
My guest today is executive coach J. Ryan Williams. Ryan is a former VP of Sales turned Executive Coach - he works with CEOs and emerging leaders, and new VPs of sales, particularly through challenges with revenue, building teams and scaling companies. He is a Y-combinator alum, certified executive coach from the UC Berkeley Haas School of Business, and also holds a masters from the University of Chicago. Ryan's coaching clients range from US Navy SEALs to CEOs who have been backed by Google, A16Z, YC and other top VCs in Silicon Valley.
Connect with Ryan on LinkedIn and on his website!Ryan's Recommendations:
SaaStr PodcastPresenceThe Coaching HabitThe Advice TrapThe Effective ExecutiveThe Infinite Game
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletter
I help recurring revenue businesses get it together & grow through coaching, consulting, sales team recruiting, and as a fractional executive. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization! -
My guest today is Cliff Unger. Cliff oversees global sales and business development at KORE Software, having spent more than 20 years at various hardware and software organizations. He graduated from the Eller School of Business at the University of Arizona and has been passionate about sales since quite an early age. Cliff’s been fortunate to spend time at organizations at various stages of growth and scale, including well-known Denver companies like ReadyTalk and Cloud Elements and recently at InVisionApp, which is a leader in UX design and prototyping.
Connect with Cliff on LinkedIn and at KOREsoftware.com
Cliff's Recommendations:
The Tim Ferriss ShowSalesLoft's contentGainsight's conentSaaStrSalesforLifeTo Sell is HumanThe First 90 DaysFrom Impossible to InevitableExtreme OwnershipRadical CandorRide of a Lifetime9 Lies About WorkSales Management Simplified
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletter
I help recurring revenue businesses get it together & grow through coaching, consulting, sales team recruiting, and as a fractional executive. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization! -
My guest today is Troy Conquer, co-founder and CRO at Go Nimbly. Troy is a software engineer by training and has been in the RevOps space for many years. He has played a huge role in Go Nimbly's success and I'm so excited to talk sales & revenue with him today!
Connect with Troy on Go Nimbly and on LinkedIn.
Troy's recommendations:
CourseraChorusFlip the Script on YouTube by ChorusHey Salespeople podcastThursday Night SalesGetting RealHacking MarketingTriangle Selling
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterI help recurring revenue businesses get it together & grow through coaching, consulting, sales team recruiting, and as a fractional executive. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Rich Park, Vice President of pipeline strategy & business development at Zuora. Rich holds degrees from UC Davis and the Peter Drucker School of Management. And though his career had humble roots, beginning as an SDR, he is coming at us now with over 20 years of experience in sales, consulting, and executive leadership. Rich lives just down the road from me in beautiful Denver. His favorite hobbies are white water rafting and sampling Colorado's numerous microbreweries.
Connect with Rich on LinkedIn and Zuora.
Rich's recommended resources:
Get in the Door PodcastHow I Raised Myself From Failure to Success in SellingHey Salespeople podcastThe Sales PodcastDeep SurvivalThe ServantLeadershipThe Effective ExecutiveSubscribed
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Dailius Wilson, Vice President of Sales & Growth Marketing at GetAccept. Dailius has a resume about a mile long, including but not limited to, a storied sales leadership career, avid volunteerism & mentorship, named in the Australian 30under30 list, had the most read article on LinkedIn, worldwide, in 2017 & 2018, and for the cherry on top, has appeared as a guest on the Ellen show.
Connect with Dailius on LinkedIn and GetConnect.
Dailius' recommended resources:
The Failing & Scaling PodcastAnimal FarmThe Little Red Book of SellingTo Sell is Human
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Kyle Petersen, VP of Sales at Gusto, an all-in-one, cloud-based solution that helps over 100,000 small businesses (including Subscription Coach), onboard, pay, and insure their teams. Kyle is a husband, father, a veteran of the United States Navy, and a sales leader who is passionate about creating a culture that allows individuals to do the best work of their lives through a foundation of trust, integrity, authentic communication, and impeccable commitments.
Connect with Kyle on LinkedIn and on Gusto.
Kyle's recommended resources:
SalesHacker PodcastThe Sales Leadership PodcastThe Brutal Truth About Sales & Selling PodcastHow I Built This podcast & (Amanda's note) if you have kids, Guy Roz also co-hosts Wow in the World ;)The Five Dysfunctions of a TeamConscious BusinessRadical CandorBlueprints for a SaaS Sales OrganizationGusto's COVID-19 Small Business Resource Hub
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Germain Brion, Senior Vice President of Global Sales at Chargebee. Germain joined Chargebee almost 5 years ago after a happenstance ride in a shared Uber in San Francisco. At the time, there were only 3 people on the sales team, but 4 and a half years later sales is nearly 100 people strong! Since the beginning of Germain's tenure there, he's multiplied their revenue many times over, developed and scaled a highly effective sales process and team, enacted a game-changing freemium for start-ups, and has successfully taken Chargebee upmarket. Germain is also a 2-time founder and avid sailor!
Connect with Germain on LinkedIn and at Chargebee.com.
Germain's recommended resources:
Predictable RevenueThe Sales Acceleration FormulaRebootMindsetTrillion Dollar CoachModern Sales ProsSaaStr
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Dave DeRosa, VP of Sales at Satuit Technologies. Dave is the my only guest to date, that I'm aware of, that has been tased...as in "don't tase me bro." It was voluntary, but still... He started his star studded sales career in the music industry working alongside executives whose clients were Bruno Mars, Jay Z, Phil Collins, and dozens of other major acts. It was there he realized his true passion lied in serving customer directly and controlling his own income, which led him to begin his now decade long career in SaaS sales. In that decade he's worked in transportation, public safety, and most recently, asset management at Satuit Technologies.
Connect with Dave on LinkedIn.
Dave's recommended resources:
SalesHackerGary VaynerchukBrian G BurnsThe Challenger SaleEmotional Intelligence 2.0The Sales Acceleration Formula
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedIn
Twitter
Sales in the Subscription Economy newsletterIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Dallas is coming at us today with an enviable sales leadership resume. He's held 4 VP of Sales positions, is a 2 time founder, highly sought after consultant, active mentor & advisor, and Chairman & Chapter head of both the Denver and Phoenix chapters of Revenue Collective. He has also been named one of the top 100 sales coaches in technology and has been recognized for building one of the top 10 cultures in technology sales. Dallas is currently the chief business officer at Felux – building the worlds largest industrial marketplace.
Connect with Dallas on LinkedIn.
Dallas' recommended resources for sales leaders:
The James Altucher ShowThe Kevin Rose ShowThe Twenty Minute VCa16z podcastSalesHacker podcastPocketMediumThe Score Takes Care of ItselfThe Hard Thing About Hard ThingsHigh Output ManagementConnect with Amanda Northcutt:
SubscriptionCoach.com
LinkedInTwitter
Sales in the Subscription Economy newsletter
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Joe Yeager, Sales Director at Cloudify, is a seasoned sales professional with over 25 years of experience. He has a reputation for being hyper-focused on the customer and conducting himself with the highest degree of professionalism and integrity. So it only makes sense that he has not only exceeded quota at every single sales position he's ever held, but has a very effective management style that motivates teams and produces amazing results as well!
Connect with Joe Yeager on LinkedIn and at Cloudify.co!
Joe's recommended resources:
BlinkistThe Challenger SaleThe Sales Acceleration Formula
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedInTwitter
Sales in the Subscription Economy newsletter
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is Drew Lawrence, Director of Sales at Xactly Corp. Drew is a high-effort, high-energy, high-impact manager with an impressive sales background in a variety of industries. Drew is also a serial founder, and was spoken extremely highly of by our guest from episode 4, Mike Brouwer. So naturally, I had to have him on the show! Drew provides sales wisdom across the board, but takes a deep dive into sales compensation structure for recurring revenue sales teams that you don't want to miss. Listen up!
Connect with Drew on LinkedIn and Xactly Corp.
Drew's recommended resources for sales leaders:
Salesloft blog Outreach.io blogGong.io blogSales Disruptors blog on Xactly CorpSalesforce blog5 Dysfunctions of a TeamExtreme OwnershipTraction
Connect with Amanda Northcutt:
SubscriptionCoach.com
LinkedInTwitter
Sales in the Subscription Economy newsletter
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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My guest today is sales pro Steve Smith, Global Head of Sales for Myagi. Steve has an impressive educational & professional background, having put in time at both Stanford & Harvard and has held sales leadership positions at both Uber and Yelp, among others. He shared fantastic advice that should be applying to any sales organization right now, so listen up!
Connect with Steve on LinkedIn and at Myagi.
Steve's recommended resources for sales pros:
SalesHackerModern Sales ProsMax AltschulerPete KanazjyThe Hard Thing About Hard ThingsHigh Output ManagementConnect with Amanda Northcutt:
SubscriptionCoach.com
Twitter
LinkedIn
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Mike Brouwer has over 20 years of sales experience, having held 3 VP of Sales positions, and is now in the Chief Customer Officer at Maxwell, headquartered in Denver, CO. In this interview, Mike unleashes an arsenal of actionable sales advice that we should all be following during this crisis. Maxwell, an enterprise SaaS solution for lending professionals, is an incredible example of an organization with successful cross-departmental communication & incentive alignment, even as we're all working remotely right now – Mike shared how they do it, so listen up!
Connect with Mike at himaxwell.com and on LinkedIn.
Mike's recommended resources:
The Sales in the Subscription Economy newsletter
https://tomtunguz.com/
https://soarselling.com/
The Hard Thing About Hard ThingsConnect with Amanda Northcutt:
SubscriptionCoach.com
Twitter
LinkedIn
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Chris Ochs is the VP of North American Sales for Factoreal. Chris' sales career has spanned the gamut, from knives to organic food and now with 15 years under his belt in SaaS within the email deliverability and marketing automation space. Chris shares amazing wisdom on building sales teams, including why he likes to hire athletes, and challenges us all to think ahead to what we want our sales organizations to look like after the global pandemic is over – what do you need to be doing right now to make it happen? Don't miss this fun and energetic kick in the pants that I think we all need right now!
Connect with Chris at Factoreal and on LinkedIn.
Connect with Amanda Northcutt:
SubscriptionCoach.com
Twitter
LinkedIn
It's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Mary Grothe is the CEO of SalesBQ and a legendary sales master with records every sales pro dreams of! Her breadth of experience and knowledge is enviable and she holds absolutely nothing back in this interview – you don't want to miss it!
SalesBQ Resources:
Sales pros: check out the SalesBQ Training Room here and get to work!
Sales leaders: Download the free RevOps Audit Master Template right from the SalesBQ homepage now!Connect with Mary Grothe on SalesBQ and on LinkedIn.
Connect with Amanda Northcutt:
SubscriptionCoach.com
Twitter
LinkedInIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
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Aaron Dorondo is a sales veteran with an impressive resume, including time at Google and a number of successful startups. He brings a tremendous amount of sales and leadership wisdom to the podcast, including how to navigate sales in the midst of the global pandemic. His insights are both thought provoking and actionable – listen up!
Connect with Aaron at Follow Up Boss and on LinkedIn.
Connect with Amanda Northcutt:
SubscriptionCoach.com
Twitter
LinkedInIt's time to step up your sales game – I can help. Grab a 30 minute call with me now and let's see how I can add immediate value to your subscription organization!
