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In this episode of the Great Day in Sales podcast, Justin interviews Ron Halbert, Vice President of Sales Development at Sirion. Ron shares his extensive background in software sales and discusses the importance of understanding the ideal customer profile (ICP) for contract management. He emphasizes the challenges faced by sales development representatives (SDRs) when engaging with high-level executives and the critical factors contributing to scalable SDR organizations' success. Ron also highlights the significance of diagnosing failure points in sales processes, building trust with team members, and measuring success through team happiness.
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Deals are won and lost at Discovery.You have to start off at looking at, do you have the right people?Trust the process.Pricing can also be intent.A great day in sales is did I do the things today?The importance of continuous training on psychology and asking the right questions.Leadership plays a crucial role in sales success.Understanding the prospect's commitment to solving their problems is key.Sales reps need to focus on the outcomes of their questions.Creating a culture of accountability and high standards is essential.
Mike Rhea, the Chief Revenue Officer at Intelligent Technical Solutions discusses his extensive background in sales, his journey through various companies and the strategies he employs to scale sales teams effectively. He emphasizes the critical role of discovery in the sales process, explaining how understanding a prospect's problems can lead to successful outcomes. Mike also delves into the importance of pricing and value perception, as well as the significant impact of leadership on sales success. The conversation highlights actionable insights for sales professionals looking to improve their processes and achieve better results.
TakeawaysSound Bites
"Deals are won and lost at Discovery.""You have to start off at looking at, do you have the right people?""Trust the process."
Chapters00:00
Introduction and Background02:01
Scaling Sales Teams05:59
The Importance of Discovery in Sales12:58
Understanding Pricing and Value19:10
The Role of Leadership in Sales SuccessGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Ellen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizational change and the strategies that have proven effective in maintaining team morale. She also explores how to tailor change management approaches to individual team members for smoother transitions and better outcomes.
Positive thinking and focusing on the future state are powerful in sales.Effective change management involves assessing the current state, creating a plan, and aligning on priorities.Change is hard, so it's important to make it personal and relate it to individual benefits.Cross-functional alignment and communication are crucial for successful go-to-market strategies.A great day in sales is achieved by recognizing small wins and the good that happens.
Takeaways
Sound Bites
"A great day in sales to me looks like achieving a small win, or ideally multiple wins.""Positive thinking and focusing on the future are important for everyone in the organization."
"Managing change well starts with having a clear vision and good communication."
"Don't overwhelm people with too many changes at once to avoid confusion and stress."
"Helping each person handle change smoothly is crucial for reducing difficulties."
"When a model or framework no longer fits, it's time for operational changes."
Chapters
00:00 Introduction and Background02:48 Implementing Change Management
06:09 Managing Change without Ruffling Feathers
09:10 Challenges of Change Management
11:06 Lessons from Scaling at HubSpot
13:53 Cross-Functional Alignment in Go-to-Market
15:53 Managing a Large Sales Organization
20:56 Defining a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Meredith Chandler, Head of New Business at Unicrn, discusses her career in sales and the rise of fractional sales leadership. She shares her experiences working at companies like Yelp, Indeed, Samsara, SPIF, and Captivate IQ. Meredith explains the concept of fractional sales and how it can benefit companies looking to scale their sales teams without the cost of hiring full-time employees. She also emphasizes the importance of coaching and continuous learning in sales. A great day in sales, according to Meredith, is when she is moving the needle and able to afford shopping at higher-end grocery stores.
Takeaways
Fractional sales leadership is a cost-effective solution for companies looking to scale their sales teams without the expense of hiring full-time employees.Coaching and continuous learning are crucial for sales professionals to improve their skills and achieve success.A great day in sales is when you are moving the needle and making progress towards your goals.Investing in a sales coach can greatly benefit salespeople at any stage of their career.Sound Bites
"Fortunately, many companies now offer learning and development stipends. It’s becoming common to see $500 to $1,000 per year for employees to spend on books, coaching, or online learning."
"I believe that while some closers have an innate talent, most of their skills are developed through learning and experience."
"Everyone can be busy, but Alysio excels at mitigating time mismanagement."
Chapters
00:00 Introduction and Background
02:55 The Concept of Fractional Sales Leadership
06:43 The Importance of Coaching and Continuous Learning
10:14 Indicators for Fractional Sales
13:05 Choosing Fractional Sales vs Hiring Full-Time Employees
16:55 Qualities of a Talented Salesperson
21:54 Navigating a Sales Career
28:18 What Makes a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Manage time effectively and prioritize tasks based on values and goals.Stack activities to maximize productivity and minimize distractions.Use technology, such as video and CRM, to streamline sales processes.Reflect on actions and make adjustments to improve results.A great day in sales involves progressing deals, prospecting, and impacting future pipeline.
Michael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustments as necessary. A great day in sales, according to Cupps, involves progressing deals, prospecting, and impacting future pipeline.
TakeawaysSound Bites
"The challenge with that is that there's been a lot of studies done, but just about on average 21 to 23 minutes of time you wasted if you get distracted from doing whatever your work was.""The only thing you can control is what you're doing now. So try to stay present in that moment.""The social channels can be a big time waste if you're doing it incorrectly."Chapters
[00:00] Introduction and Background
[02:32] The Concept of Time Bandit and Behaviors of Sales Teams
[06:01] Managing Time and Stacking Activities
[09:12] Using Technology to Improve Sales Productivity
[12:08] Identifying Pitfalls and Opportunities in Sales
[16:03] Suggestions for Improving Productivity
[19:29] Defining a Great Day in SalesGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Simplifying operations is crucial in SDR organizations to improve execution and productivity.Enterprise sales require a different approach, but the strategies for getting responses and setting meetings are similar to other sales roles.Building a community of SDR leaders is valuable for networking, learning, and career growth.Surprise wins in sales, such as getting a positive response or closing a deal unexpectedly, are incredibly rewarding.The Pipeline Pipeline conference is a must-attend event for SDR leaders.
Sam Nelson, founder of strleader.com and creator of the Pipeline Pipeline conference, shares his journey from selling funeral insurance to becoming an expert in SDR training and consulting. He emphasizes the importance of simplifying operations in SDR organizations and focusing on repeatable processes. Sam discusses the unique challenges and opportunities in enterprise sales and highlights the value of building a community of SDR leaders. He also shares his excitement for, and invites SDR leaders to attend the Pipeline Pipeline conference.
TakeawaysSound Bites
"Outbound prospecting is an art and a science; you need a balance of creativity and data-driven strategies to truly excel.""The right sales engagement platform can transform your approach, making it more efficient and effective, while also providing valuable insights.""Aligning marketing efforts with sales objectives isn't just beneficial; it's crucial for driving cohesive and impactful business growth.""Robust SDR training is essential—not just for immediate results, but for building a foundation of skills that will serve salespeople throughout their careers."Chapters
[00:00] Introduction and Background
[06:02] From Funeral Insurance to Outreach
[11:26] Creating a Community of SDR Leaders
[19:20] Unlocking Success in SDR Organizations
[23:50] The Changing Landscape of Sales
[29:30] The Thrill of Surprise Wins in Sales
[31:23] Join the Pipeline Pipeline Conference
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Anthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of educating customers based on the salesperson's institutional knowledge. A great day in sales, according to Anthony, is one where a clear goal is set and executed well.
Sales success is driven by mindset and focusing on controllablesCreating a sense of urgency is crucial in selling to niche industriesGiving salespeople agency within a framework leads to better performanceSalespeople's institutional knowledge can be a valuable asset in educating customersA great day in sales is one where a clear goal is set and executed well
Takeaways
Sound Bites"It's the process, not the outcome, that defines a great day for us and our team."
"Let's set a goal and then largely forget about the goal and figure out how to have a great day each and every day."
"Set a goal, then focus on having a great day every day; the results will follow."
Chapters
00:00 Introduction and Background
03:35 The Power of Mindset in Sales
09:11 Empowering Salespeople with Agency
12:55 Leveraging Institutional Knowledge in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Brooke Searle, an SDR manager at Podium, shares her unconventional path into sales and her experience leading an SDR team. She discusses the importance of building belief in her team members and helping them achieve their goals. Brooke emphasizes the value of understanding the personal lives and aspirations of her team members and how it contributes to their success. She also highlights the continuous learning and development opportunities in the sales industry.
Takeaways
Building belief in team members is crucial for their successUnderstanding the personal lives and aspirations of team members contributes to their motivation and performanceContinuous learning and development are essential in the sales industrySDR managers play a significant role in opening doors and providing opportunities for career growthSound Bites
"Sales encompasses far more than just meeting quotas and hitting numbers; it's deeply rooted in human connection and personal development."
"As a leader, my top core value is building belief in others."
"To me, a great day in sales is defined by whether I can walk away knowing I made a meaningful impact."
Chapters00:00 Introduction and Background
03:19 Brooke's Journey to SDR Manager at Podium
06:08 Managing an International SDR Team
08:55 Transitioning from SDR to Manager
11:19 Coaching and Developing SDRs
16:30 Continuous Learning in the Sales Industry
19:49 Defining a Great Day in Sales
21:43 The Importance of SDR Managers
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Tyler Denboer, VP of Sales at Office Ally, shares his career path and experiences in sales leadership. He emphasizes the importance of having the right people on the team and providing them with proper coaching and enablement. Tyler discusses the challenges of building out the sales and marketing organization at Office Ally and the need for strong frameworks and processes. He also talks about the metrics that matter and the significance of executing against them every day. Tyler believes that a great day in sales is when he and his team are hitting the metrics that drive success.
Having the right people on the team is crucial for success in sales.Coaching and enablement are essential for helping reps reach their full potential.Building out a sales and marketing organization requires strong frameworks and processes.Focusing on the metrics that matter and executing against them every day leads to success in sales.
TakeawaysSound Bites
"The key to success is understanding why."
"A great day in sales means executing on the metrics that matter."
"We often underestimate the cost of distractions; staying on track is crucial to avoid losing valuable time."
Chapters
00:00 Tyler's Sales Career Path
03:18 Onboarding and Getting Started at Office Ally
05:39 Building Out the Sales and Marketing Organization
07:41 Scaling the Sales Team at Office Ally
10:43 Validating Growth and Territories
13:05 The Importance of the Right People on the Team
16:48 Coaching and Enablement for Success
20:37 What a Great Day in Sales Looks Like
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Adam Robinson, CEO and co-founder of Retention.com and RB2B, discusses his journey as an entrepreneur and the success he has achieved in hitting the million ARR milestone with each startup. He shares his insights on the power of building an audience on LinkedIn and the challenges of implementing a product-led growth (PLG) strategy.
Adam has been able to hit the million ARR milestone quicker with each startup he has launched.Building an audience on LinkedIn has been a powerful strategy for Adam to generate awareness and credibility.Implementing a product-led growth (PLG) strategy requires careful consideration and a well-executed plan.Being transparent and controversial in content can attract attention and engagement.Offering a free product can help spread awareness and drive adoption.A community-based approach can potentially lead to lower churn and increased customer loyalty. Bootstrapping a SaaS business allows for independence and control over the company's growth.Product-market fit is crucial for success, and when achieved, everything the company does works.Transparency in content creation can be a powerful tool for building an audience and attracting customers.The role of sales teams is evolving in a PLG model, with a greater emphasis on marketing and creating signals for outreach.Enterprise sales can be a potential avenue for growth, but it requires time and effort to navigate the complexities of compliance and decision-making processes.A great day in sales is characterized by the excitement of new opportunities and the promise of something big.
Adam also explores the concept of being transparent and controversial in his content, the importance of offering a free product, and the potential for lower churn through a community-based approach.
This is one you'll want to listen to - and drop a comment if you like Adam's approach to a new era of sales and GTM.
TakeawaysChapters
00:00 Introduction: Adam Robinson's Journey as an Entrepreneur
02:40 LinkedIn and Building an Audience
03:36 Challenges of Implementing a PLG Strategy
04:34 Transparency and Controversy in Content
05:36 The Power of Offering a Free Product
13:07 Community-Based Approach for Lower Churn
23:25 Bootstrapping and Scaling a SaaS Business
24:24 The Power of Product-Market Fit
25:17 Transparency in Content Creation
26:59 The Evolving Role of Sales in a PLG Model
28:56 Navigating Enterprise Sales
30:23 The Excitement of New Opportunities in SalesGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Ryan Jump, the director of sales at Scorpion, shares insights on managing a sales team, focusing on the individual, and the transition to selling to home service companies. He emphasizes the importance of understanding and addressing the unique needs of each sales rep and the value of building trust and authenticity within the team. Ryan also discusses the concept of designing your day and the significance of intentional and disciplined daily actions in sales.
Understanding the unique needs of each sales rep is crucial for effective sales management.Building trust and authenticity within the team is essential for fostering a positive and collaborative work environment.Designing your day with intentional and disciplined actions is key to achieving success in sales.
TakeawaysSound Bites
"Rarely is there a one size fits all approach to doing things."
"Alysio resonates with me because it allows individuals to align with their goals and measure their success, offering immediate feedback on their performance—an invaluable tool from the start."
"Don't sell the same way as everyone else. Find the approach that makes you most successful. Different paths can lead to the same goal; discover what works best for you."
"No matter where you are as a salesperson, it's okay. Recognize your current position and determine your next steps."
Chapters
00:00 Introduction to Ryan Jump and Scorpion Sales Team Management
02:58 The Impact of Understanding the Individual in Sales Management
05:58 Building Trust and Authenticity in Sales Teams
09:10 Designing Your Day: Intentional and Disciplined Actions in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Jason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer's needs. A great day in sales, according to Jordan, involves productivity, winning deals, and impactful coaching.
Focus on the right opportunities and avoid wasting time on bad deals or customers.The sales pipeline is a crucial tool that should be used to improve sales performance, not just for forecasting.Different industries and buyer needs require different sales approaches, ranging from consultative selling to transactional selling.Coaching is a vital aspect of sales management, and it is important to focus on coaching those who are receptive and coachable.A great day in sales involves productivity, winning deals, and impactful coaching.
TakeawaysSoundbites:
“The way you sell is dictated by the way the customer wants to buy.”"The sales pipeline is the greatest tool a sales force has."
“Stop calling bad customers and stop chasing bad deals.”
Chapters
00:00 Introduction and Background of Jason Jordan03:21 The Importance of Focusing on the Right Opportunities
06:23 The Role of Consultative Selling
11:27 Understanding Different Sales Roles
25:39 What Makes a Great Day in Sales?
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Leslie Venetz, founder of a sales-led go-to-market agency, shares her journey in sales and content creation. She highlights the importance of community, knowledge sharing, and tailoring content for different platforms like LinkedIn and TikTok. Leslie discusses her sales methodology, focusing on earning the buyer's attention, and offers resources like objection scripts and voicemail tips. She emphasizes personalized outreach, data-driven decision-making, and balancing metrics. Leslie also reflects on her career mistakes, stressing the importance of aligning personal values with sales practices. A great sales day for her includes meditation, creative outreach, knowledge exchange, and fun.
Earning the right to the buyer's attention is the foundation of effective sales.Creating a repeatable and scalable sales process is crucial for growth.Personalization is key in sales outreach, including tailoring voicemails and messages to resonate with the recipient.Metrics play a crucial role in sales, providing data for decision-making and helping to identify effective strategies.Aligning personal values with sales practices is essential for long-term satisfaction and success.
TakeawaysSound Bites
"If it's not repeatable, it's not scalable."
"Without data, strategic iteration is impossible."
"Win-loss analysis should be constant."
"A great day in sales is giving, receiving, and searching out knowledge."
"Craft your voicemail script like a cold call."
Chapters00:00 Introduction and LinkedIn Live Mishap
03:37 Getting to Know Leslie Venetz
07:01 Creating Content on LinkedIn and TikTok
09:39 Becoming Comfortable with Outbound Sales
13:24 Developing the Earn the Right Methodology
16:26 Structuring a Repeatable and Scalable Sales Process
24:18 Career Mistakes and Lessons Learned
26:05 Aligning Personal Values with Sales Practices
39:15 What Makes a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Snoball evolved from a business listing site to a SaaS product based on the indicators of self-contained sales motions and organic groundswell in demand.Companies often view referrals as a net new cost and are hesitant to proactively engage with customers, creating an opportunity for Snoball's ongoing customer nurture and conversation engine.When hiring, it's important to screen for qualities like instincts, curiosity, and grit, and to always make reference calls.As a CRO, Alex focuses on strategic deals that have ancillary value and acts as a support system for his AEs, jumping in on demos and providing feedback.Snoball's short-term goal is linear revenue growth, while their midterm goal is net profitability. They are also exploring opportunities in broader markets.A great day in sales is characterized by clarity, where every member of the organization has a clear understanding of the company's identity, messaging, and their own role in achieving success.
In this podcast episode, Justin interviews Alex Knight, the CRO of Snoball. They discuss Alex's background, the evolution of Snoball from a business listing site to a SaaS product, and the indicators that led to the decision to focus on software. They also talk about the maturity level of companies when it comes to referrals and the skills that have benefited Alex in his role as CRO. They touch on hiring strategies, time management as a sales leader, and the future goals of Snoball.
Takeaways
Sound Bites
"We're not trying to build a billion dollar or a $500 million business either."
"Companies are not designing their referral program because they don't want to open Pandora's box."
"You get one word to describe what your sales organization gets every single day going forward. I actually think clarity would be the word."
Chapters
00:00 Introduction and Background
02:22 The Evolution of Snoball: From Business Listing Site to SaaS Product
05:38 Hiring Strategies for Sales Roles: Screening for Instincts, Curiosity, and Grit
13:14 Time Management as a CRO: Strategic Deal Focus and Support for AEs
25:29 The Importance of Clarity in Sales: Confidence, Goal Tracking, and Mission AlignmentGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Building a personal brand on LinkedIn can open up opportunities and lead to personal and financial growth.Companies should focus on enabling their employees to build personal brands rather than treating them as megaphones for promoting the company.Employees should stay with a company if they believe in its culture, product, and leadership, as it allows them to build relationships and increase their commissions over time.A great day in sales includes prospecting, creating content, and setting up meetings, with the possibility of closing a deal.It is important to find a balance between personal interests and career goals when choosing a company to work for.
Vin Matano, a sales professional and content creator, shares his insights on personal branding and the benefits of creating content on LinkedIn. He emphasizes the importance of employees building their personal brands and how it can positively impact the company they work for. Vin also discusses his career at Demandbase and the value of staying with a company for an extended period of time. He shares his perspective on what a great day in sales looks like, which includes prospecting, creating content, and closing deals.
TakeawaysSound Bites
"You shouldn't be telling your employees or even influencers that you work with what to post, rather let them share their experience through their own eyes."Chapters
00:00
Introduction and Background03:10
The Power of Personal Branding07:25
Enabling Employees to Build Personal Brands21:04
What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Melissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She also discusses how she coaches others on video selling and the various ways video can be used throughout the sales process.
If the usual sales process isn't yielding results, don't hesitate to think outside the box and find what works for you.Video selling can be a powerful tool for building connections and booking meetings with high-level executivesMaintain a balanced approach in sales and don't let the highs and lows affect youCreate video libraries to enable and support your sales teamUse video throughout the sales process, from prospecting to follow-ups
TakeawaysSoundbites:
“Video Selling was my superpower.”
“You can book C-suite executives from Fortune 500 companies using these videos."
“If it's not scary, then you're not challenging yourself enough.”
Chapters00:00 Introduction and Career Path
10:37 Discovering the Power of Video Selling
21:23 Using Video Throughout the Sales Process
25:53 Maintaining a Balanced Approach in Sales
27:13 The Key to a Great Day in Sales: Getting a Good Night's Sleep
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Selling to creatives requires a different approach and a focus on creativity in the sales process.Standing out and being creative in outreach efforts can make a significant impact in engaging potential customers.A strong sales and marketing partnership is crucial for success, with clear communication and collaboration.Radical candor and feedback are essential for fostering a positive sales culture and continuous improvement.Being prepared and having clear goals and expectations helps ensure everyone is aligned and working towards the same objectives.
Brooke Goddard, a sales leader at Design Pickle, discusses the unique challenges and strategies of selling to creatives. She shares her background in sales and highlights the importance of creativity in the sales process. Brooke emphasizes the need to stand out and be creative when reaching out to potential customers, including using motion graphics and personalized videos. She also emphasizes the importance of a strong sales and marketing partnership and the value of radical candor and feedback in fostering a positive sales culture. Finally, Brooke discusses the importance of being prepared and having clear goals and expectations to ensure everyone is rowing in the same direction.
Takeaways
Sound Bites
"On LinkedIn, we've been seeing great success by utilizing voice messages."
"What really sets us apart is the cohesive unit we've built between our sales and marketing teams"
"If you fail at something, no problem, fail fast and let's move on together."
"Being very honest is in our culture; it's actually one of our core values. It's called 'tell it to me straight.'"
Chapters
00:00 Introduction and Addressing Creatives
03:23 Reaching Out to Creative People
06:17 Organizing the Sales Team
08:02 The Advantage of Creativity in Outreach
10:23 Fostering a Positive Sales Culture
15:19 Leadership and Setting ExpectationsGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Hire salespeople who have a can-do spirit and are naturally curiousFocus on leading indicators and understand your unique KPIsBuild relationships and collaborate across different marketsGet involved in the local community to understand the dynamics and needs of clientsCreate a sense of camaraderie and competition within the sales teamBalance remote work and in-person visits to different marketsBe action-oriented and prioritize doing over talking
Kody Klenow, Vice President of Local Revenue at Lee Enterprises, shares insights into sales leadership and managing a large sales team across multiple markets. He discusses his career path and the unique sales program he graduated from. Kody emphasizes the importance of being a connector across the organization and fostering collaboration among sales teams in different markets. He also highlights the significance of hiring salespeople who are involved in and knowledgeable about the local community. Kody shares his approach to building team morale and driving competition, as well as the challenges and benefits of managing a remote sales team.
Takeaways
Chapters
[00:00] Introduction and Career Path
[06:46] The Importance of Local Knowledge and Involvement
[10:56] Creating Team Morale and Driving CompetitionGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Kevin Dorsey shares his insights on leadership and building successful sales teams. He emphasizes the importance of defining what good looks like and following the four D's: define, document, demonstrate, and deliberately practice. Kevin also highlights the value of customer interviews in understanding the buyer's perspective and tailoring messaging. He encourages salespeople to focus on making prospects want the product rather than just understanding it. A great day in sales, according to Kevin, involves self-care, intentionality, prospecting, practice, and creating a desire for the product in potential customers.
Chapters
00:00 Introduction
00:15 Kevin's Background
01:13 The Need for Leadership Training
05:40 Scripting and Scorecards
09:24 Building Processes Before Hiring
10:44 Customer Interviews
12:44 Documenting Processes
21:32 Understanding Results
25:23 A Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Taylor Safford, CRO at Netcraft, shares his journey from being one of the earliest hires at Qualtrics to leading sales teams and scaling offices. He emphasizes the importance of embracing a mindset shift and focusing on leading indicators to achieve success in sales. Taylor discusses the challenges and lessons learned from scaling sales teams and highlights the significance of defined roles, expectations, and accountability in building successful relationships. He also explains the concept of point productivity and its impact on sales performance. Taylor concludes by sharing his perspective on what constitutes a great day in sales.
Takeaways
Embrace a mindset shift and take ownership of your success in sales.Focus on leading indicators and simplify your approach to achieve your goals.Build successful relationships by defining roles, setting expectations, and fostering accountability.Implement a point system to track productivity and prioritize high-impact activities.A great day in sales involves creating pipeline, progressing and closing deals, and personal growth.Chapters
00:00 Introduction and Background
04:15 Overcoming Challenges at Qualtrics
07:01 The Importance of Leading Indicators
10:20 Scaling and Managing Sales Teams
15:42 Approach at Netcraft
21:57 Implementing Point System
25:47Defining a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
- Daha fazla göster
