Decision Point: Recent Episodes
MonsterConnect
What do you do when you are faced with a tough decision? In sales and in life, how we navigate those moments can define our path to success.
On Decision Point, we dive into the hallmarks of mentally tough people who thrive on tough decisions by interviewing experts who have risen to the challenge. You’ll learn about the qualities that lead to growth as a sales person and as a human being - And it all starts with doing the things that you can control.
Today on the podcast we have Erica Rooney an executive coach and consultant, Chief People Officer, C-Suite "whisperer", wife, mom, entrepreneur, and fitness fanatic. She is on a mission to help anyone to break out of their sticky floors and bust through the glass ceiling, to live a life filled with purpose, passion, and peace. Erica is also the host of the podcast "From Now to Next" where she explores limiting beliefs that keep people trapped in their own sticky floors, to help others redefine success and chase big and bold dreams!
Today on the podcast is Karen Hite, co-founder of Hite Digital. They are changing the way Digital Marketing is done. Their Franchise model has allowed them to improve the lifestyle of agency owners by providing all the tools, knowledge, systems and resources so they can focus on what they love most: connecting with people and providing results.
On this episode of Decision Point Brad is talking with Bob about how to manage sales teams individually based on personality styles. Bob is the President at OPUS Productivity Solutions focusing on Performance, Productivity and Profitability Through People.
Dale Zwizinski, VP of North American Sales for Beezy, stops by Decision Point to talk about his risks in the sales environment. The successes and failures. What caused them both, and what he's learned from them both. After having 7 startups in 4 different countries, Dale has a wealth of experience to share with anyone who needs to hear it in today's ever-changing sales world. Along with that, Dale's 20 years of experience in enterprise sales will provide anyone with some assistance along the way.
Dale is back on the podcast to talk about the importance of having a coach, healthy and unhealthy behavior in sales teams and more!
On this episode, we're bringing old school Decision Point back and talking about adversity and how to work through it. Bre is has had a lot of adversity and we talk about it all on this weeks podcast!
Find Bre on LinkedIn: https://www.linkedin.com/in/bresprague
On this episode of Decision Point we're talking with Barrett about how social media can impact your business and how to grow a business to fit your needs.
On this week's episode of Decision Point, we have Sydney Handel. We talk about her past experiences and where she got to this point in her life, but also how different generations work. Don't miss this episode.
In this episode Brad talks with Cynthia Handel about the differences in roles of sales teams, how Cynthia started in sales and her various roles in a sales team! Don't miss this episode of Decision Point.
On this episode Brad is sitting down with Zack Cox, cofounder of Pidgi. Pidgi is a lead Intelligence as a Service. Pidgi helps sellers break into new accounts by identifying and tracking the job movements of past product users and former buyers.
Today on the episode is Marc Mac. After a little mishap with not recording, you're going to be jumping right into the conversation. Marc is a Conversationalist, Lead Migration Specialist, Tech Stack Optimizer, Growth Advisor, Senior Sales Executive at Caret & Co-Host of SDRInsider's Mac and Zack in the Morning. This episode is full of great nuggets that you don't want to miss.
Kiel - who helped Brad get this podcast started is back on to talk about why podcasting is importing, what he's up to now, and why the podcast started! Join us.
Join Brad and Troy as they discuss tech sales and closing deals. Stay to the end for a promo code from Troy!
With all the changes in the sales landscape, Jen Allen has had to adapt. Mistakes will happen, but by falling back on the tried and true Challenger methods, those mistakes won't be as costly. Join Brad and Jen as they discuss the changing market, and what it means for salespeople and the Challenger method!
Serving, growing, and empowering people are three tenets Jeff Zelaya holds close. From his time as a Sales Consultant until now as the VP of Franchise Development at Hite Digital, Jeff focuses on his impact on his clients more than the bottom line.
This service first focus has allowed Jeff to empower clients everyday, and not have to worry about the bottom lines. Join Brad, as Jeff explains how he's found success along his journey, and how he continues to help and empower new people everyday!
With a record of superior results and proven skills in driving new business, growing customers, developing talent, and creating a high-energy, high-performance culture, Callan Harrington has a wealth of experience to draw on when helping new clients as part of Flashgrowth!
Join Brad as he sits down with Callan Harrington to discuss his journey to CEO of Flashgrowth. Learn the winding path Callan took, and heed the lessons he learned along the way!
Emanuel Carpenter has spent much of his sales life in Sales and Business Development, either as a rep or as the head of the SDR team. With his most recent book, "Now That's How You Lead an SDR Team" Emanuel has gone on to share his keys to success as an SDR, and a leader of the SDR teams.
Emanuel sits down with Brad for the second part of his two-part interview for Decision Point. As he explains the difference's of a regular SDR and BDR compared to when they step up and into a management role. Emanuel also goes on to explain the reasons why some promoted individuals succeed while others don't.
Emanuel Carpenter has spent much of his sales life in Sales and Business Development, either as a rep or as the head of the SDR team. With his most recent book, "Now That's How You Lead an SDR Team" Emanuel has gone on to share his keys to success as an SDR, and a leader of the SDR teams.
Emanuel sits down with Brad for the first part of his two-part interview for Decision Point. As he imparts the importance of an SDR and the need to have them be able to develop their own path in the role.
In part 2 of this 2 part interview, Brad sits down with Nigel Green, author of “The Revenue Harvest” to hear about his 7 keys to overcoming any obstacle or setback, and why adjusting your mindset will make you more successful in business.
After working for a decade, and building two different sales teams that produced over $50m in revenue yearly, Nigel walked away from the high-paying executive job. He changed his mindset and decided to start living his life around family, time, and optionality. Now as an author and coach, Nigel is sharing his knowledge in workshops and through his coaching program.
To find out more about Nigel, head on over to NigelGreen.co!
In part 1 of a 2 part interview, Brad sits down with Nigel Green, author of "The Revenue Harvest" to hear about his 7 keys to overcoming any obstacle or setback, and why adjusting your mindset will make you more successful in business.
After working for a decade, and building two different sales teams that produced over $50m in revenue yearly, Nigel walked away from the high-paying executive job. He changed his mindset and decided to start living his life around family, time, and optionality. Now as an author and coach, Nigel is sharing his knowledge in workshops and through his coaching program.
To find out more about Nigel, head on over to NigelGreen.co!
Joining Brad on this episode of Decision Point is the Founder of FDTC and Host of the SaaS Talks: From Lead to Close Podcast, Mor Assouline. With experience in SaaS companies who have failed and excelled, Mor has a wealth of knowledge to draw on when giving his secrets to success. Number one in his bag is coaching, and the importance of finding an actual coach, not just the best sales person.
From the beginning, Donald Kelly knew he had to be able to sell himself to be able to find a place in the sales world. What better way than a podcast. Join us as Brad Seaman sits down with the Sales Evangelist host, and they talk through the ups and downs of Donald's journey.
Growing up in Arizona, being home-schooled, you don't get much opportunity to build relationships during class. When you take a sales role selling services, you have to build relationships. Rebekah Panepinto tells us her story, and how she learned the key to sales is building quality relationships, and how she learned to do that despite being home-schooled through High School.
For a lot of people, they follow the set path. For others, their paths take a different route. That's what happened with Devin Johnson, who chose to pay his school tuition by selling sneakers in his trunk. Then eventually after some trial and error, founded Kennected, and is now selling Software from an office. Join us as Devin stops by Decision Point to share some of the lessons he learned with Brad Seamen.
Amelia Taylor has always competed with herself to make it happen. But what does making it happen look like in the sales world. Is it a talent? A skill? Something in-between? These are the things Amelia and Brad discuss on this brand new episode of Decision Point
With a wide ranging experience in the sales world, it's only a matter of time before you finally find the niche you were meant to sell. This is what happened with Abby King.
Abby joins Brad on Decision Point to talk about her journey through sales and how it led her to a SaaS sales position, and even more. Starting her new position as a Market Development Manager for Textio, is evidence enough of the successes she's been able to find through her career.
We're not losing to our competitors. We're losing to customer risk aversion. We're losing to the customer's gut feeling that no matter how much "better" our solution may be, the road to "better" involves change, cost, productivity losses while the team learns how to do/use something new, confusion, and disruption. These are the words Jennifer Allen lives by, and the words of a Challenger.
Jennifer Allen stopped by Decision Point recently to talk with Brad about Challenger. The misconceptions people have had about Challenger. What is a Challenger really? Also. why people who are Challenger's tend to excel in the sales world.
Ryan Matonis, the founder of Lead Engines, a software designed to turn any cold outreach system into a lead generating machine. Stops by to talk about his journey through the world of SaaS sales.
With no experience in sales before beginning the journey, and after now founding an SaaS company, Ryan had to teach himself the ins-and-outs of the SaaS sales world. Ryan explains to Brad those tricks he learned and more in his journey to where he is today.
What are the traits of a great team? How do you train and retain a great team? As a leading authority on helping companies make more effective hiring decisions, it’s Bob Kreisberg’s job to know the answers.
Bob is the President of OPUS Productivity Solutions, a consulting firm that specializes in improving the people productivity of their clients. He joined us on Decision Point to discuss how in today's changing sales environment, the task of keeping and training quality talent has changed over the years and how it's on companies to do more to find the right people and keep them there.
Troy Barter, Director of Sales with Hired, stops by Decision Point to discuss Brand building, idea execution, and more within the SaaS sales world. Brad and Troy discuss Troy's journey to today, and all of the setbacks and moments that made his journey so influential to his best practices today.
With over 15 years of experience in sales and 8 years as a sales leader in SaaS Troy has had the privilege of helping scale multiple sales organizations to billion dollar valuations and multi-billion dollar acquisitions.
Marcus A. Chan stops back by to talk with Brad about what he's seen and experienced from those who are top sellers. Also what behaviors and mannerisms he has found that seem to make up the top people. Finally Marcus explains a few things that should be improved if you wanted to become the top salesperson on your team.
After discussing his early journey through life. Marcus explained what working in his family's restaurant meant to his success today. Also, why selling Speedo's to make it through college was such a game changer for his journey on the previous episode of Decision Point
Marcus A. Chan stops by to talk with Brad about his early journey through life. Where did he get his work ethic from? What made him this driven? Where did he pick up his most experience? Marcus explains what working in his family's restaurant meant to his success nowadays, as well as why selling Speedo's to make it through college was such a game changer for his journey.
This is just part 1 of Marcus's story, stay tuned for the next episode of Decision Point to hear the remainder of his story, which will release 11/11/2021!
Amahl Williams, Partner at Reveal Group, stops in to Decision Point to talk with Brad about creating a culture of excellence in a business, what it really means, and how automation can help smooth out the process and not have you stuck inside during happy hour.
Amahl had his successes in the sales field for many years before taking on the new challenge RPA and IPA technologies to get businesses running smoother. But it was with his successes from sales, as well as a military raised background coupled with a collegiate athletic career, that allowed Amahl to face this new challenge and quickly adapt to the different needs it presented.
Asia Corbett, Head of Revenue and Community Operations for RevGenius, stops by to talk with Brad on this episode of Decision Point. From financial impacts, to the simple day-to-day stuff, Asia explains the importance of RevOps in the everchanging SaaS landscape. Along the way we learn how Asia ended up in Operations and what other setbacks helped lead her on her journey to where she is today.
Dale Zwizinski, VP of North American Sales for Beezy, stops by Decision Point to talk about his risks in the sales environment. The successes and failures. What caused them both, and what he's learned from them both.
After having 7 startups in 4 different countries, Dale has a wealth of experience to share with anyone who needs to hear it in today's ever-changing sales world. Along with that, Dale's 20 years of experience in enterprise sales will provide anyone with some assistance along the way.
Jared Robin, co-founder of RevGenius, continues his conversation with Brad on this weeks episode of Decision Point. After learning the origin of RevGenius, Jared expands on that as to the importance of building communities, and how much they have impacted the new look sales environment. There wasn't a recipe to go off of for Jared and the RevGenius crew, but he's working to figure out that recipe and share it with everyone during RevCon. RevCon hopes to be Jared's vision towards an annual convention for RevGenius members that will tell the next chapter of the community as they continue to grow.
Jared Robin, co-founder of RevGenius, a community of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other, stopped by to talk with Brad about building and harnassing communities correctly, the origins of RevGenius, and RevCon, where we will get a look into the next steps for RevGenius, RevGenius 2.0.
Katryn Kolt, Sales Manager with GrowthGenius, has plenty experience with sales. From elevator, construction, and more sales environments, Katryn has now moved into Technology Sales. With her move to the new sales environment, most would struggle, not Katryn though. Hear what she has to say about the Technology Sales world, and the advantages she's found with selling tech over other sales industries.
Director of Enablement with Milestone Inc, Tom Slocum knows a thing or two about developing and creating effective strategies to grow your pipeline. So much so, he co-founded Outbound SOS to help train and develop sales talent.
Tom and Brad continue their discussion on Milestone Inc, as well as what led Tom to help to found Outbound SOS. Tom breaks down the issues he sees in the current development strategies, and explains the difference between what is true, and what's not true, about the sales world, and how to develop an effective strategy for you to be successful navigating it.
Director of Enablement with Milestone Inc, Tom Slocum knows a thing or two about developing and creating effective strategies to grow your pipeline. So much so, he co-founded Outbound SOS to help train and develop sales talent.
Tom and Brad discuss Milestone Inc, as well as what led Tom to help to found Outbound SOS. Tom breaks down the issues he sees in the current development strategies, and explains the difference between what is true, and what's not true, about the sales world, and how to develop an effective strategy for you to be successful navigating it.
Ryan Staley, founder and CEO of Whale Boss, stopped by Decision Point to talk with Brad about the setbacks and obstacles he faced along the way to founding Whale Boss, and stepping out on his own during a pandemic.
Ryan Staley works with founders and Revenue Leaders implement a 7-8 figure sales system in 3 months based on the principles he had to learn the hard way. Ryan's mission is to share with you the first principles so that you can stop chasing the demanding growth expectations from PE's, VC's or even yourself. To learn more from Ryan you can visit www.ryanstaley.io or find him on LinkedIn for more daily content!
Have you ever been wondering who the customers are that check your website, but don't fill out your forms? A lot of wasted potential everytime a visitor doesn't fill out the form, isn't it? With Jesse's experience, it doesn't have to be that way. What about issues with your sales and marketing teams not working together? Jesse and Brad discuss what might be causing the rift.
Jesse Ouellette stops by Decision Point to talk with Brad for part 2, talking about his experiences in sales, and SaaS that led to him founding not one, but two companies to help improve the efficiency of SaaS and their sales and marketing teams.
Have you ever been wondering who the customers are that check your website, but don't fill out your forms? A lot of wasted potential everytime a visitor doesn't fill out the form, isn't it? With Jesse's experience, it doesn't have to be that way.
Jesse Ouellette stops by Decision Point to talk with Brad about his experiences in sales, and SaaS that led to him founding not one, but two companies to help improve the efficiency of SaaS and their sales and marketing teams.
Jonathan Gandolf, CEO and Co-founder of The Juice stopped by to talk with Brad Seaman on this episode of Decision Point. Jonathan, who's winding career path has taken many bends, shares his experience in adaptation, and his growth in what is already an ever-growing market.
Jonathan describes himself as a left-brain marketer with a right brain problem. His interests, experience, and expertise are deeply rooted in data and analytics. However, he has a curiosity and am motivated by chasing and executing innovative ideas.
Struggling in the new landscape to make a mark? Looking to gain an advantage in the Social Media world? Social Selling, or the combination of Sales and Marketing using social media, has been one of the more successful ideas to come from the Pandemic landscape, if done correctly. Ryan Scalera, of Dooly, drops by to talk to Brad about his experiences in the Sales and Marketing world, and what led him down the path he has found himself on now. Not having to use a resume for the last few years being just one perk of Ryan's success.
Ryan Scalera has found success both in sales, and more recently in various Edu-tainment videos. His success has led many to ask what makes it so unique. Simply put Ryan's Social Selling abilities are making many rethink their current, some may say outdated techniques to approaching the current market landscape.
You're a growing business, but you just can't get over that final bump in the road, is it time to outsource? Will it even work? What do I need to do? All these answers and more are answered
Vice-president of MarketSource Inc, Ben Simms joins Brad on this weeks episode of Decision Point. With his knowledge and experience in outsourcing for growing business, Brad gets the information needed on what to expect when outsourcing different tasks. What are your first steps, when is the best time, and how much success should you realistically expect. All of this and more on this brand new episode of Decision Point!
Have you ever wondered when the tech world will finally integrate into the entrepreneurship world? That time might be closer than you think. Join Brad as Martin Heibel, Founder of Ciara, stops by to discuss the booming market in Munich, the combination of tech into entrepreneurship, and why be an educator can help any entrepreneur succeed!
Joining Brad on this episode of Decision Point is Nicole Yunker, Associate Broker with Berkshire Hathaway. Brad and Nicole continue to discuss the steps in Nicole's life that led her from the front row of a Communication's class at Ball State to finding success in a path she never considered for herself! This is part two of the two-part interview with Nicole, please check back to the last episode of Decision Point for part one of this interview!
Joining Brad on this episode of Decision Point is Nicole Yunker, Associate Broker with Berkshire Hathaway. Brad and Nicole discuss the steps in Nicole's life that led her from the front row of a Communication's class at Ball State to finding success in a path she never considered for herself! This is part one of the two-part interview with Nicole, stay tuned for the second part coming up soon on Decision Point!
Joining Brad on this episode of Decision Point is Steven Schmidt, CEO/Founder of TIDAL Consulting. Brad and Steven discuss the steps in Stevens life that led him into the path of sales, and particularly top-of-funnel sales. From trying to study to be a playwright at an Ivy League school, to selling radio ads in the Midwest, it all led to a single idea for Steven. Making sure that whatever he did, he made an impact. Hear all of Steven's thoughts on making an impact and more on this episode of Decision Point!
Kendra Warlow continues her conversation from part 1 with Brad Seaman on Decision Point! With Kendra's wide ranging interests, and love of helping people, Brad and Kendra dive into the life of a Sales Coach. Kendra talks about the events that led up to her discovery's of the importance of mentality in sales. Join Brad and Kendra as they take you through some pieces of the mentality a good salesperson should have.
Kendra Warlow joins Brad Seaman on Decision Point! With Kendra's wide ranging interests, and love of helping people, Brad and Kendra dive into the life of a Sales Coach. Kendra talks about the events that led up to her discovery's of the importance of mentality in sales. Join Brad and Kendra as they take you through some pieces of the mentality a good salesperson should have.
This is just part 1 of this 2 part interview. Stay tuned to Decision Point for more from this interview with Kendra Warlow!
Mark Shalinsky, PhD, stops by to get season 4 of Decision Point off to a great start. Mark and Brad discuss the ways businesses need to operate in order to be successful. It's not just one way, but a multitude of options that will determine your successes.
Mark also brings his idea of data driven sales calls to the forefront, and breaks it down so you can implement his highly successful process into your own workflow. What makes your client tick? How many rejections are there really? Can you overcome any rejection? Mark answers all of these questions and more in this intriguing conversation.
We are now getting ready for the second year of the show. which we're really excited about. We wanted to take a few minutes to talk about what we learned from doing the show last year, and discuss what we have in store for next year of Decision Point. Every guest had his or her own story, and experience. So many inspirational stories, we met so many great guests, and built a lot of good friendships along the way. Can’t say enough, or give enough thanks to everyone who came on the first season.
So in Season 2 we are going to discuss the People, Process, and Technologies that will help you get to the top of any market. We are going to be bringing you some more tangible material; we’ll not only be doing the interviews that you are used to, but we will also be talking about books, quotes, strategies, market trends ; all things that will help you as a sales leader, marketer or founder move you from where you are to where you aspire to be.
One of the focus areas of our conversations this season has been what people have learned through the adversity we’ve all faced in some form or fashion this past year. The ripple effects of 2020 are plentiful, and in many ways, the way business gets done has changed for good. So what did people learn through this experience that is helping them move forward and succeed?
On this week’s show, we’re sharing some stories from a few of our guests this season that all intertwine and give various examples and perspectives of the adversity that sales teams and sales reps have faced in the past year and how those experiences are leading to new opportunities to thrive. Listen in!
One of the common themes that seems to run through the stories we hear on our show is a willingness to take a leap - a leap that often doesn’t make sense to those around us - and a belief in self followed by action.
We started this third season by speaking with Mary Grothe, CEO of SalesBQ and House of Revenue. Mary grew up in the performing arts before a car accident derailed those plans. We asked her how that moment propelled her into sales and the story is incredible. Listen to how Mary approached the challenges of being a new sales rep. Without experience to back her up, she made point of identifying problems the team was facing and enacting solutions. In doing so, she found the opportunity for growth and made her impact to the team not only visible - but undeniable.
Is there truth in the story you tell yourself? Luis Calixto’s inner monologue told him that he wasn’t good enough and that his accent would hold him back from a successful sales career. It turns out that was a lie. Luis is excelling as a BDR and is helping others step into the role with confidence.
Luis joined us on Decision Point to share the steps he took to change the narrative in his head and become a successful BDR. He also shares about his move from Mexico to the UK, how he found his calling in sales, and what steps every new sales rep should take when starting their new job in order to set themselves up for success. Take a listen!
Follow Luis: https://www.linkedin.com/in/luishercalixto/
What do you do when your success as a BDR is dependent upon inbound leads that don’t exist? How do you tackle business development and revenue operations needs when there’s no system in place? How do you solve your company’s Salesforce challenges when you don’t have the answers? If you’re Jacki Leahy, you roll up your sleeves and get to work.
Listen in to hear how Jacki found success in her sales career by thinking outside the box and taking initiative to solve problems that everyone else was content to let slide. Jacki’s ability to crush her quota, drive revenue, and become a Salesforce expert have everything to do with problem solving and going the extra mile.
Jacki Leahy knows a thing or two about facing adversity. But her journey is defined by turning setbacks into opportunities for growth and advancement. From kindergarten teacher to real estate agent to BDR to leading rev ops, Jacki has added to her toolbelt at every step and learned valuable lessons from every experience.
Jacki joined us on Decision Point to talk about how a moment of sales success turned into a lost job and a long journey to finding her place in the sales world. She also shares stories of the people that helped her along the way and how her personality and inner drive have helped her carve out her own niche as Salesforce Consultant at Eustace Consulting. Listen in!
Follow Jacki: https://www.linkedin.com/in/jackileahy/
Learn More about Eustace Consulting: https://www.eustaceconsulting.com/
Last week, we spoke with Scott Cowley, Head of Agency at HeySummit, who shared about the wild ride his company experienced last year. Scott also operates a consulting business called The Sales Mastermind, in which he helps founders who lead their sales effort but aren’t “sales” people.
Whether you’re a founder yourself or leading a sales team that’s hiring new reps and trying to understand how to set them up for success, Scott's tips are applicable. As he puts it, "If you don’t know how to sell the thing you’re doing, the person you hire won’t either." Listen in to hear how he's making sales a strength for growing companies.
Just a little over a year ago, HeySummit didn’t have a true sales team and was focused on helping small, scrappy creators connect with their audiences through virtual events. Almost overnight, everything changed. Head of Agency Scott Cowley was tasked with creating a new sales process for a completely new type of customer on the fly. And the results have been stellar.
Scott joined us on Decision Point to talk about HeySummit’s wild ride in 2020 and how they’re approaching the future of a space in which the sky's the limit. Scott also shares a story about his early days as a sales rep and the challenges he faced - including working two jobs to make ends meet. How did he make the leap? It all started with a desire to learn and a fearlessness to ask big questions. Take a listen!
Follow Scott: https://www.linkedin.com/in/scottcowleyau/
Learn More about HeySummit: https://www.heysummit.com/
Last week, Stephanie Blair, Founder and CEO of Know and Flourish, joined us on the show to share the stories of resiliency she experienced last year from her clients and how people were navigating in uncharted career territory on the fly. On this bonus episode, Stephanie shares some key insights on what she looks for in a leader that is ready to level up.
At Know and Flourish, Stephanie helps unlock potential within her clients - both as individual leaders and the companies they operate. How does she identify that potential and know that someone is the right fit for her process? It starts with two key traits, and they may not be what you think. A desire to learn and vulnerability. Take a listen!
Download Stephanie’s Guide to Develop 5 Critical Leadership Skills: https://www.knowandflourish.com/giveaway/
Follow Stephanie: https://www.linkedin.com/in/blairstephanie/
As an executive coach, Stephanie Blair is passionate about unlocking high achiever’s potential and helping good leaders grow into great leaders. And although 2020 presented unforeseen challenges for her clients, the overarching theme of the past year has been one of resiliency. She joined us on Decision Point to share a few of those stories.
Stephanie is the CEO and Founder of Know and Flourish, which is committed to propelling their clients’ growth and helping determine their strategic path that allows them to thrive in this modern, disrupted world. During our conversation, Stephanie shares her career journey and where she developed a love for coaching leaders. She also shares some key traits of successful salespeople and how to overcome mental obstacles like impostor syndrome. Take a listen!
Download Stephanie’s Guide to Develop 5 Critical Leadership Skills: https://www.knowandflourish.com/giveaway/
Follow Stephanie: https://www.linkedin.com/in/blairstephanie/
Anyone who has worked in sales knows that it is all too easy to let the ebbs and flows of the job impact your state of mind - for better or for worse. Patrick Downs is the Sales Enablement and Training Manager at PandaDoc and the co-host of The Customer Engagement Lab podcast. As a sales leader and coach, he’s passionate about helping sales reps separate their role from their identity.
Patrick joined us on Decision Point to share how he’s taking a different approach by celebrating the right things and helping his reps separate the idea of success or failure in their role from their everyday life outside of sales. He also explains how his diverse background prepared him for this role and how PandaDoc is thinking about customer engagement in new and exciting ways. Take a listen!
Learn More About PandaDoc: https://www.pandadoc.com
Follow Patrick: https://www.linkedin.com/in/patmike/
From working at a hotel to being a high school teacher to being named Conga’s Global BDR of the Year in her first true sales role, Olivia Huff’s career has been one of big changes and fast success. Taking a leap of faith into the world of sales is no small feat, but Olivia’s determination to learn, grow, and lean into her greatest strengths has helped her find her calling.
Olivia is now the Customer Success Lead at Canopy, a revenue leadership hub that connects, analyzes, and actively monitors every data point across your revenue team. She joined us on the show to talk about what she learned during her early career transitions and how those experiences helped shape her view of where she wants to be. She also shared her experience of taking on a sales role at a fast-paced start-up in 2020 and how Canopy is positioned to thrive. Take a listen!
Learn More About Canopy: https://canopy.io
Follow Olivia: https://www.linkedin.com/in/olivia-brown-huff-1726b484/
Mary Grothe and her team at SalesBQ and House of Revenue experienced the ups and downs of 2020 just like the rest of us, but they also experienced it alongside their clients who they were helping navigate uncharted waters. While there were plenty of stories to tell, one thing was clear, and it’s at the heart of Mary and her team’s mission: their clients were finding new ways to flourish and scale, and it all begins with focusing on all aspects of the revenue engine — marketing, sales, and customer success.
We talked with Mary about her rise through the sales ranks to CEO and revenue leader, and how her drive to succeed and belief in herself played an integral role in her success. We also discussed the challenges facing companies who took a hit in 2020 due to COVID and how investing in their entire revenue ecosystem can not only get things back on track, but level up their entire organization. Listen in!
Learn More About House of Revenue: https://www.houseofrevenue.com/
Follow Mary: https://www.linkedin.com/in/marygrothe/
Tonni Bennett’s sales career has been one of growth, change, opportunity, and success. From selling software to selling solutions, from player to coach, from start-up to enterprise, Tonni has seen it all en route to her role as Director of Sales at Twilio. What did she learn along the way that has prepared her to lead her team into the future of cloud communications? She joined us on Decision Point to share her story.
We talked with Tonni about her career journey and what it was like to go from an Account Executive at SalesLoft to Vice President of Sales at Terminus. Tonni also shared some of the key differences between selling software and selling solutions and talked about how Twilio has uncovered new “green” opportunities in 2020 that are helping grow the business. Take a listen!
Learn More About Twilio: https://www.twilio.com
Follow Tonni: https://www.linkedin.com/in/tonnibennett/
Learn More About MonsterConnect: https://www.monsterconnect.com
With a beautiful new home, a growing family, and a six-figure sales job, David Inman decided to join the military. It was something he knew he needed to do, even if there was no real strategy involved. As it turned out, his time serving with the United States Air Force prepared David for the next chapter in his career and helped him learn some valuable lessons in becoming a better father, husband, friend, and sales leader.
We spoke with David on the latest episode of Decision Point about his journey and his return to Sandler Training as a Sales Coach. He shared some of his passions when it comes to sales training and how technology advancements are changing the game for high-performing salespeople in 2020. Take a listen!
Learn More About Sandler Training: https://www.thetrustpointe.sandler.com/
Follow David: https://www.linkedin.com/in/inmandavid/
Learn More About MonsterConnect: https://www.monsterconnect.com
Earlier this year, Fiona Nguyen walked away from a career in nursing to forge a new career path in sales. Why? She was unfulfilled in her work and knew that her goal-oriented mindset was better suited for something else. Two months into her role as an SDR at ringDNA, Fiona achieved 236% of her quarterly ramp quota and is on the fast-track for an Account Executive role.
We welcomed Fiona onto Decision Point to discuss the leap of faith she took when changing careers in the midst of a pandemic and get her take on how others feeling unfulfilled in their work can find a better opportunity. We also asked Fiona about the early lessons she’s learned in her new sales career and how she’s putting her strengths to work in this new environment. Take a listen!
Learn More About ringDNA: https://www.ringdna.com
Follow Lisa: https://www.linkedin.com/in/fionanguyen95
Learn More About MonsterConnect: https://www.monsterconnect.com
Ever get exhausted with the marketing and sales back and forth? In many organizations, there is a historic rift between the two teams, both of whom are trying to work toward the same goal, but with very different ideas of how to get there. But what if both teams were on the same team? That’s what life is like at Marathon Health, where B2B marketer Troy Purdue holds the title of Sales Enablement Director.
Troy joined us on the podcast to discuss how marketing and sales work in tandem at Marathon Health and stay in close collaboration as prospects move through the funnel. When OurHealth and Marathon Health merged earlier this year and re-branded, it was more important than ever for Troy and his team to find synchronicity and prepare for the next phase. Listen in to learn how they’ve done it.
Learn More About Marathon Health: https://www.marathon-health.com
Follow Troy: https://www.linkedin.com/in/troypurdue/
Learn More About MonsterConnect: https://www.monsterconnect.com
This year, our home office spaces have become more valuable than ever. But with all of the potential disruptions that working from home presents, how can you create a semi-controlled and professional environment?
We asked Lisa Seal, Vice President of Revenue at Belay Solutions, how her sales team handles the remote working environment. What standards should we hold ourselves and our teams to when it comes to holding video calls with prospects, customers, and other team members? Take a listen!
Like so many businesses, Belay Solutions had some big problems to solve when the COVID-19 pandemic arrived in March. Fortunately, Lisa Seal and her sales team were prepared. As a company with a wealth of experience working together remotely, Belay made a quick transition in their sales approach. And it all began with asking, “How can we help?”
Lisa is the Vice President of Revenue at Belay, the leading Virtual Staffing Solutions company. Belay’s unique “servant sales” approach allowed them to craft helpful resources for companies that were scrambling to transition to a remote working environment, and opened new doors for conversations with their prospects and customers. Learn how Belay’s pivot impacted their business and how your sales team can learn to look for ways to help before they start to sell. Take a listen!
Learn More About Belay Solutions: https://belaysolutions.com/
Follow Lisa: https://www.linkedin.com/in/lisa-seal
Learn More About MonsterConnect: https://www.monsterconnect.com
As we think about the lasting impact 2020 will have on our sales teams and sales strategies, one might wonder if there is another moment in history that we can learn from. We asked Todd Caponi, author of The Transparency Sale, and a self-proclaimed sales history buff, for an example of how an event or cultural pivot from the past may give us insight into how sales teams can adapt to today's challenges.
As it turns out, there are no shortage of examples from history, but the key takeaway may surprise you. Listen in!
It’s our nature as salespeople to sell prospects on what’s good about our service or product. But what if you started the sales conversation by sharing what isn’t? It sounds counterintuitive, but Todd Caponi, author of The Transparency Sale, believes that being open about the things you’re giving up in order to be great at your “core” is the key to sales success.
While serving as the Chief Revenue Officer of Chicago's PowerReviews, Todd learned how reviews & feedback are changing the world of B2B selling - you can no longer hide your flaws and expect to get away with it. Todd joined us on Decision Point to share how transparency is the key to winning today’s customers who want to understand the full experience they’ll have when using your product - the good and the bad. How can you train your sales reps to sell with transparency, quickly qualifying more deals in your pipeline in the process? Listen in to find out!
Learn More About The Transparency Sale: https://www.transparencysale.com
Follow Todd: http://linkedin.com/in/toddcaponi/
Learn More About MonsterrConnect: https://www.monsterconnect.com
How can you effectively sell to someone when they can’t see you and you can’t see them? This year has provided an avalanche of challenges to businesses, but for salespeople specifically, the days of meeting in person and closing the deal feel like eons ago. That’s why Margaret Henney believes in video - and its power as a selling tool.
She’s the Director of Marketing at Covideo, the easiest way to record, send, and track personalized video emails through your favorite channels. Margaret joined us on Decision Point to share some helpful tips for salespeople when it comes to creating personalized videos for prospects and clients, as well as some insight into how video calls have changed the way we’re building trust and relationships with each other. Take a listen!
Learn More About Covideo: https://www.covideo.com/
Follow Margaret: https://www.linkedin.com/in/margaret-henney-566b769/
Learn More About MonsterConnect: https://www.monsterconnect.com
As we all know, the best kinds of gifts are those that are given with the receiver in mind - not the giver. In sales, the concept of gifting is no different. We asked Chris Belli, VP of Marketing and Business Development at Studio Science, about his opinion on gifting as a sales strategy.
According to Chris, a thoughtful and intentional gift at the right time can have a huge impact. But it all starts with building a real relationship with your prospects and getting to know them on a human level. Listen in as Chris shares what's worked for him and how that can apply to your business.
Why is a relationship-driven approach to sales becoming a lost art, particularly in the tech industry? Chris Belli has some ideas. As Vice President of Marketing and Business Development at Studio Science, a design and innovation agency, Chris and his team are helping their clients create great customer experiences that are anything but transactional.
Chris joined us on Decision Point to share how the expectations of new Account Executives have shifted and what we lose when we rely on a list of cold prospects instead of building relationships in our communities. Chris explains his approach to the sales process and how building lasting relationships can lead to business that keeps coming back. Listen in!
Learn More About Studio Science: https://www.studioscience.com/
Follow Chris: https://www.linkedin.com/in/cbelli/
Learn More About MonsterConnect: https://www.monsterconnect.com
Last week on Decision Point, we heard Bob Kreisberg, President of OPUS Productivity Solutions, share how the profile of the salesperson has evolved over the past 20 years. Today we hear how you can pinpoint the right personalities to add to your sales team and ensure that the right people are filling the right seats.
OPUS Productivity Solutions is a consulting firm that specializes in improving the people productivity of their clients. Bob's expertise in helping companies make more effective hiring decisions is changing the way OPUS customers are thinking about structuring their teams and maximizing their potential.
Learn More About OPUS Productivity Solutions: https://www.opusproductivity.com/
Follow Bob: https://www.linkedin.com/in/bobkreisberg/
Learn More About MonsterConnect: https://www.monsterconnect.com
What are the traits of a great salesperson? And are those traits the same today as they were 20 years ago? As a leading authority on helping companies make more effective hiring decisions, it’s Bob Kreisberg’s job to know the answers.
Bob is the President of OPUS Productivity Solutions, a consulting firm that specializes in improving the people productivity of their clients. He joined us on Decision Point to discuss how the role - and the personality - of great salespeople has changed over the years and how companies can find the right people to fill the right role.
Bob also shares some insights on how the information age has created a more knowledgeable and thorough buyer, which has changed the sales landscape and required individual salespeople and sales teams to evolve.
Learn More About OPUS Productivity Solutions: https://www.opusproductivity.com/
Follow Bob: https://www.linkedin.com/in/bobkreisberg/
Learn More About MonsterConnect: https://www.monsterconnect.com
In a special bonus episode, Brandon Steiner, founder and president of The Steiner Agency and Collectible Xchange, shares a story of the time he took the court with Michael Jordan - and walked away victorious. Talk about overcoming adversity!
In 2000, Steiner attended a basketball camp with Jordan and challenged him to a game of 4-on-4. What follows is a story of unexpected triumph and an encouragement to tackle any and every mountain that lies in front of you.
Learn More About MonsterConnect: https://www.monsterconnect.com
Brandon Steiner is someone that understands how to make the most of an opportunity. He’s the founder and president of The Steiner Agency and Collectible Xchange and the author of multiple books on leadership in business.
Growing up as a poor kid in Brooklyn, Brandon turned his paper route into a certified business by adding value to the customers he served. He learned early on that if you understand someone’s true needs, and truly care about serving them, almost anything is possible.
I had Brandon on the show to talk about what drives him to give back to those around him and how his upbringing instilled core values of mental toughness. He also shares some stories from his journey that highlight the importance of being ready to make big decisions and how to maximize opportunities once those decisions are made.
Learn More About The Steiner Agency: https://brandonsteiner.com/
Follow Brandon: https://www.linkedin.com/in/brandonsteiner/
Late last year, I happened to stumble upon a Tedx video that really inspired me. The woman giving the talk shared a powerful story about getting fired from her C-suite position and what it means to be true to yourself when faced with adversity.
Her name is Heather Monahan and she’s a best-selling author, keynote speaker, entrepreneur, and founder of Boss In Heels. Heather was kind enough to come on our show to share more about the event that changed the course of her career and what she gained from that difficult experience that has helped her become a leading voice when it comes to creating confidence in others. Listen in to hear her story.
Learn More About Heather: https://heathermonahan.com
Follow Heather: https://www.linkedin.com/in/theheathermonahan
Learn More About MonsterConnect: https://www.monsterconnect.com
Al Samouelian is the CEO at RPM, a logistics and supply chain company, and one of the fastest growing companies in America. Al hasn’t been sheltered from adversity during the COVID-19 pandemic, but he recently got a perspective check when his 5-year-old daughter serendipitously placed a book about mental toughness on his desk one morning.
We invited Al onto the show to talk about that moment with his daughter and his journey from sales leader to organizational leader. But as the conversation progressed, we got into some other areas, including a truly impactful story about his late father, Big Al. Listen in to hear the full story.
Learn More About RPM: https://www.rpmmoves.com/
Follow Al: https://www.linkedin.com/in/al-samouelian-9224a417/
Is gratitude a key component of mental toughness? Scott MacGregor thinks so. He’s the Founder and CEO of Something New LLC and the author of “Standing O!” and “Standing O! Encore” which are collections of essays from athletes, CEOs, and entrepreneurs sharing the lessons they’ve learned from influential people in their lives.
We talked with Scott about how living a life of gratitude has helped him overcome adversity in life and in sales. The conversation may change your perspective on the power of gratitude - and not just gratitude for the good things. But also having gratitude for the hard things that shape us and make us stronger. Listen in to hear Scott’s story.
Check out “Standing O!”: https://www.amazon.com/Standing-Scott-MacGregor/dp/1947486071
Follow Scott: https://www.linkedin.com/in/macgregorscott/
Morgan Ingram’s road to sales success has been anything but ordinary. Morgan is the Director of Sales Execution and Evolution at JB Sales and is also the host of his own show called The SDR Chronicles, which provides motivation, tactics and skills for all aspects of the SDR journey. He’s also a successful public speaker and - at heart - a motivator.
In order to become the kind of voice that could coach others to success, Morgan had to learn how to channel his natural enthusiasm amidst adversity and failure. And as you’ll hear at the top of our conversation, his dedication to perseverance and preparation came in quite handy during an unexpected conversation with a stranger that changed everything.
Check out the SDR Chronicles: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA
Follow Morgan: https://www.linkedin.com/in/morganjingram
Learn more about MonsterConnect: https://www.monsterconnect.com
Dr. Rob Bell is a mental toughness coach who works with corporate and professional athletes, and he is also the author of one of the single best books on the topic of mental toughness. It’s called “The Hinge.” It’s about how life events connect us to who we are going to become - and how to deal, handle, and cope with adversity and success.
Whether you are an athlete or a salesperson, we are all striving to attain success in one way or another. We talked with Rob about “The Hinge” and how he sees these concepts in action with the people he works with. Is the kind of mental toughness that leads to success something you’re just born with or is it something you earn through experience? Listen in to find out.
Learn more about Rob Bell: https://drrobbell.com
Follow Rob: https://www.linkedin.com/in/drrobbell
Learn more about MonsterConnect: https://www.monsterconnect.com
What do you do when you are faced with a tough decision? In sales and in life, how we navigate those moments can define our path to success.
On Season 1 of Decision Point, MonsterConnect CEO Brad Seaman will dive into the hallmarks of mentally tough people who thrive on tough decisions by interviewing experts who have risen to the challenge. You’ll learn about the qualities that lead to growth as a sales person and as a human being - And it all starts with doing the things that you can control.