I'm Not Selling You Anything: Recent Episodes
Brian Montoya
It’s easy to roll your eyes at tech podcasts, mostly because they're too long (or too boring). Brian Montoya, also known as “The Wolf of Ya'll Street”, does his best job of being neither. The goal of each episode is simple: to help lift your startup, your career, or even just your mood. NOTE: each episode is around 20 min or less because editing takes too long and I don't have the patience for it 🧱
Welcome back! Today I'm joined by my two pals Jon Festejo (CEO, Salesbricks) and Trenton Truitt (GTM SaaS Leader) to wax on about the evolution of B2B SaaS sales, specifically the importance of in-person and remote strategies. Trenton cut his teeth selling in-person in the late 90's with PTC, a company that took the pen and paper out of engineers and designers hands and replaced it with AutoCAD. Jon Festejo, Co-founder and CEO of Salesbricks, cut his teeth in-person, and then started a company remotely during COVID. Stick around to hear how in-person is making its way back into top-performing sales organizations, along with a warning to US-based sellers.
(00:00) Meet Trenton and Jon
(01:29) How Jon met Trenton (and he's been taking his money ever since)
(06:33) How Trenton kicked his career off smoke-stacking (in-person!)
(08:47) Mold Manufacturers, Horsefly's, and Great Conversation
(11:02) You can't fake it in-person
(12:47) Trenton's Got Spidey Sense
(14:00) The Social Contract x High-Trust
(15:58) Show up to a prospect unannounced?
(17:06) Trenton has done his fair share of sitting in a lobby
(19:33) Navigating the Remote Work Challenges
(21:46) Going wide
(24:32) Captain Truitt trusts, but always verifies
(27:16) What do you do when you get GHOSTED?
(28:58) Most Valuable Conversation: The Hallway One
(29:38) A16Z's Executive Briefing Center with Satya
(32:35) How Jon showed up in-person to get the deal over the line
(33:44) US-based sellers are in trouble!
(35:27) Trenton's two final observations
(37:16) Thank-you, and goodbye
Welcome back! Today we've got Marc Thomas. He's a marketer from Cardiff (thats the UK) that went from professional shill to professional weirdo. A personal inspiration of mine who took time out of his day to talk about the problems he is solving for B2B companies, the move away from playbook based marketing, and glistening in the nighttime covered in ghee ... Stick around and get to know Marc Thomas a liiiiittle differently. Vamos!(00:00) Welcome back!(01:02) Marc asks Brian "What's the riskiest subject line you've ever sent?"(01:18) Marc's job explained in a way an 8-year old would understand(01:47) Marc went from professional shill to a professional weirdo(04:49) The challenges that Marc is solving (and how)(08:51) The move away from Playbook Based Marketing(12:57) Marc's thoughts on video as a strategy(17:54) An unexpected compliment(18:35) Marc can lick his elbow and crack chestnuts w/ his shoulder blade(20:59) Music that Marc likes(22:37) The $100 purchase that has most positively affected Marc's life(23:53) Marc often thinks about slathering himself in ghee and wrestling strangers(25:06) Marc answers The Billboard Question. . . . . . . . . .🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/📼 Marc's Custom Mixtape (featuring Sleaford Mods) -- https://sptfy.com/PU5B💡Positive Hüman -- https://www.positivehuman.co/. . . . . . . . . .Thanks for watching/listening!
Tired of boring sales outreach? B2B video master Morgan J. Ingram drops gems to personalize your outreach on this week's episode of "I'm Not Selling You Anything." Learn his "aha moment", why Sendspark rules for video prospecting, and how to crush that 45% response rate. Plus, hear why email is out (mostly) and video is IN for building B2B relationships that convert. Hit play, get inspired, and start closing deals like Morgan... Vamos!(00:00) Welcome back!(00:26) Morgan explains what he does at AMP in a way an 8-year old would understand(00:40) Morgan's superhero origin story started with "How to Get Your Dream Job"(03:40) Why did you switch from Loom to Sendspark?(05:27) What makes Sendspark better for the work Morgan does?(08:01) What makes Sendspark different from what you were using before?(08:44) When is a good time to send a video?(11:49) The Desktop App changed the game for Morgan(13:53) RESULTS from using Sendspark (18:13) What Morgan would do for work in an Alternate Universe(19:57) This purchase under $100 changed the game for Morgan(23:53) What makes Morgan weird?(25:27) The Billboard Question (its everyone's favorite)(28:43) What music does Morgan like?. . . . . . . . . .
🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Morgan's Custom Mixtape (featuring Above & Beyond) -- https://sptfy.com/PPRx
💡AMP Creative -- https://ampcreative.io/
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On this episode Brian sits down with Steve Ruiz, a member of the go-to-market team at Salesbricks, for an insightful discussion on the power of video outreach and more. From discussing his superhero origin story to the impact of using Sendspark for outbound messaging, Steve's journey and insights offer invaluable lessons for anyone in the b2b tech space. Steve and Brian go way back, stick around for an engaging and heartfelt conversation on humanizing your outreach and the value of supporting friends along the way. Vamos!(00:00) Welcome back!(00:28) Steve is all-in on Austin for 2024(01:26) Steve explains what he does at Salesbricks in a way an 8-year old would understand(01:58) Steve's superhero origin story came when he was working in CRE(04:31) The biggest thing Steve has learned from early stage founders(05:44) What do founders say when they come back around?(06:52) What does "close deals faster" really mean?(08:47) Why Steve thinks Sendspark is positioned to win(09:27) Cold email isn't working. Here's what has. (Linkedin!)(10:45) Communicating Salesbricks value prop in outreach using Sendspark(11:40) Steve shares the signals that prompt him to send a video(12:43) Steve shares the results of incorporating video into the process(14:53) What would you say to someone on the fence?(16:02) Video is a massive differentiator(17:33) Steve's pandemic escape to a farm on Long Island(18:38) The purchase of less than $100 that has impacted his life the most (recently)(19:51) Steve's unusual habit(21:40) If Steve had a billboard what would it say?Thanks for watching/listening!
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Steve's Custom Mixtape (featuring TV On The Radio) -- https://open.spotify.com/playlist/5aKIaAGoD6sbmwnHQPuNfV?si=Srzi516cSnyzN7LnE8yKaQπ=u-ZGAOdCwxTzOu
💡 The Keith Haring Foundation -- https://www.haring.com/
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Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
This week we had the pleasure of diving into the world of sales, talent acquisition, and human connection with Amy Volas, founder of Avenue Talent Partners. Amy shared her journey from James Bond to Executive recruitment, and how she has learned to make the most of every interaction along the way. Stick around and get to know Amy a little bit better -- vamos!(00:00) Welcome to Sendspark Studio South!(01:45) Amy was bit by James Bond(04:27) What challenge is Amy solving and how is she doing it differently?(07:03) How do you stand out in the job market?(10:56) Amy's post-interview video script(12:43) Trends that Amy is happy to see(15:11) Amy's alternate universe (18:55) What would Amy do if she wasn't afraid?(20:08) What was Amy's favorite purchase under $100?(20:32) If these past 5 years were a chapter, whats it called?(21:00) What makes Amy weird?(22:27) The Billboard QuestionThanks for watching/listening!
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
💡 Avenue Talent Partners is executive recruitment for early-stage startups -- without the cringe https://avenuetalentpartners.com/
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Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
Melissa Gaglione, Account Executive at software startup company Deel shares her journey from cable news reporter in rural Texas to software sales talent on the global stage.(00:00) Intro(00:46) Melissa explains what she does in a way an 8-year old would understand(01:43) Melissa shares her superhero origin story (04:04) The future is video(06:18) Melissa explains how she uses Sendspark in her sales motion(11:05) When do you send a video?(14:44) Melissa is growing deals by 10x by using video(17:17) What would you say to someone in sales considering Sendspark?(21:18) What does Melissa do for work in an alternate universe?(21:51) What purchase under $100 has most positively impacted your life? (22:59) What makes Melissa weird?(24:42) Who should we interview next?(25:04) The Billboard Question
Thanks for listening/watching!
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Melissa's Custom Mixtape (featuring Spice Girls) -- https://open.spotify.com/playlist/5Se1gF8F49Yx7unym2NUje?si=DXkaCpNBRca6HEjk8eseOgπ=u-RMKRU47sRHqA
💡 Deel is your all-in-one platform for global team onboarding, equipment, payroll, and more https://www.deel.com/
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Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
Melis Dural, Founder/CEO at Ekos.ai joins us on I'm Not Selling You Anything to share how she leverages Sendspark to keep her hybrid community platform humming.
00:00 Welcome to Sendspark Studio South00:52 (ELI5) Explain EKOS like I'm 5 years old02:05 What is your superhero origin story?07:55 How will AI transform your customer communications?09:09 Whats your inbox look like? 11:07 How Ekos is using Sendspark to boost clicks, open rates, and shorten the sales cycle13:39 What Sendspark features do you love?15:33 What would you say to someone who's considering video outbounding (and Sendspark)?17:16 What do you do for work in an alternate universe?18:39 What makes you weird?20:08 What purchase of $100 or less has most positively impacted your life in the last six months?20:31 What kind of music do you like to listen to? 22:08 The Billboard Question (its everyone's favorite)
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Melis' Custom Mixtape (featuring Coltrane) -- https://spotify.link/9z7fRm6ERDb
💡 All-in-one engagement platform for hybrid community management -- https://ekos.ai/
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Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
Alexis is a sales engineer for networking giant Cisco and one of the brightest new content creators in the B2B tech space. Stick around and learn about her transition from aerospace engineering to tech sales, the importance of customer-facing skills in a virtual world, and the positive impact of content creation in B2B.
00:00 Welcome to Sendspark Studio South01:29 What is your superhero origin story?04:31 What part of the Sales Engineer job keeps you up at night?07:17 What will be different in your customer communications in one year vs. now?10:10 Has leveraging Tiktok and Linkedin helped you achieve your goals?12:19 What style of video has worked best?13:33 What are some of the downsides of creating content?15:08 What makes you weird?17:10 What purchase of $100 or less has most positively impacted your life in the past 6 months?18:00 The Billboard Question (everyone's favorite)Thanks for listening!
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Alexis's Custom Mixtape (featuring Dropkick Murphy's) -- https://open.spotify.com/playlist/0goWRrp78jEl6ilp1emkW5?si=WkQkUz40RLunMLQWgDsI9A
🌁 Bridge to possible -- www.cisco.com
. . . . . . . . . .Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
Caroline Maloney runs the sales community and customer marketing over at Apollo. She also happens to be Brian's neighbor!
00:00 Welcome to Sendspark Studio South00:26 Explain what you do at Apollo like I'm 5 years old 02:00 What is your Superhero origin story?04:11 How has conference season been treating you?07:12 Meeting set, demo booked. How do you follow up?09:04 How Caroline leverages video at Apollo13:05 Results from leveraging video 14:09 What would you say to someone considering Sendspark?14:53 What would you be doing for work in an alternate universe?15:45 What is an unusual habit or absurd thing about yourself that you love?17:00 What purchase of 100 or less has most positively impacted your life?18:11 What music do you like to listen to?18:59 Who should we interview next?19:48 The Billboard Question (its everyones favorite)Thanks for listening!
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🍾 Our MAGNUM-LEVEL sponsor for this episode -- https://www.salesbricks.com/
📼 Caroline's Custom Mixtape (featuring Little Mermaid) --
https://spotify.link/jertNwbUbEb
💡Find leads and close more deals -- https://www.apollo.io/
. . . . . . . . . .Sendspark is the #1 Video Platform for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Try it for FREE: https://www.sendspark.com/
Welcome back to another episode of INSYA! In this episode, we're joined by Mark Osborne, the Head of Sales at Elevate. We skate deep into the world of sales, technology, and the human element that makes all the difference. Mark shares his insights on the challenges of leveraging AI, the importance of genuine conversations, and how to remove friction from the sales cycle. So grab your headphones and get to know Mark a liiiiitttle bit differently – VAMOS!
00:00 Welcome to Sendspark Studio South00:43 What is your superhero origin story?03:48 What has changed the most in your outbound approach in the past few years?09:27 What will be different in sales communications in one year vs. now?10:30 How many emails in your inbox are video?13:34 How Elevate uses Sendspark to boost reply rates19:24 What makes you weird?20:12 What purchase of $100 or less has most positively impacted your life in the past 6 months?20:51 What music do you like to listen to? (we made a Spotify mixtape a little further down!)21:40 The Billboard Question (its everyone's favorite)Thanks for watching/listening! ✨
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Mark's Custom Mixtape (featuring Stevie Ray Vaughn) --> https://spotify.link/TM4uc7wxEDb
💡Drive Revenue with Absolute Confidence --> https://thinkelevate.com/
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Sendspark is the #1 screen recording tool for B2B sales teams. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind. Get started today --> www.sendspark.com
This week we’re joined by Keegan Otter, Head of Sales over at Warmly. Keegan is a huge fan of using video in outbound, and he shares why, how, and his results. Stick with us and get to know B2B's Software Cowboy a liiiiitttle bit better – VAMOS!
00:00 Welcome to Sendspark Studio South00:14 What does Manny Medina put in his hair?00:58 What is your Superhero origin story?03:46 What has changed the most in your outbound strategy in the past few years?06:47 What will be different in sales communications in one year vs. right now?08:19 How many emails in your inbox right now have video outreach in them?09:22 How Warmly leverages video outbound with Sendspark 11:43 Keegan shows us exactly how he uses Sendspark within Warmly's outreach campaigns13:52 What kind of results have you seen?15:02 What would you say to someone considering video outreach with Sendspark?15:47 What makes you weird?16:54 What recent purchase of $100 or less has most positively impacted your life?19:41 Who should we interview next?20:02 What kind of music do you like to listen to?20:43 The Billboard QuestionThanks for watching/listening!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Keegan's Custom Mixtape (featuring Georgia Florida Line) --> https://spotify.link/H0AVras9sDb
💡Warmly --> https://warmly.ai/
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
This week we’re joined by Udi Ledergor, Chief Evangelist over at GONG. Udi was someone I’d heard about right when I first started in this industry. The style of marketing that he brought to the forefront during his years as CMO at GONG paved the way for people like me to take part in the wild and wacky world of B2B SaaS. Stick with us as we talk about Udi’s superhero origin story, what he’d have on a billboard if given the chance, and pasta with funny names we can’t pronounce – ANDIAMO!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Udi's Custom Mixtape (featuring Vivaldi) --> https://spotify.link/vNn6ZLlXjCb
💡Watch Udi the Magician --> https://www.youtube.com/watch?v=HYp_3On1hWU
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
Welcome back to I’m Not Selling You Anything! Today we’ve got Strategic AE at Rubrik, Jacob Karp. Jacob isn’t the most talented, he’d be the first one to tell you. But what he lacks in natural gifts he makes up for with grit, work ethic, and the desire to be the best. It’s what he’s leveraged to become a successful seller during some of the more difficult times our industry has faced. Why don’t you head over to Home Depot and grab a shovel because we’re digging in – vamos!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Jacob's Custom Mixtape (featuring Thrice) --> https://spotify.link/LJhnTfAOXBb
💡What I thought HaaS meant (I was wrong) --> https://hassavocadoboard.com/
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
Jon Festejo is the CEO/Co-founder of Salesbricks and when I first met Jon I was interviewing with him to be their very first sales hire and within 5 minutes he said “you’re not my sales guy”. He somehow saw past that facade I had been hiding behind most of my life and he found what you see today. He cracked the door open and I ran right through it. That sense of dread I used to feel waking up? Its gone. My Sunday’s aren’t so scary anymore. I get paid to be myself and I’m filled with an immense sense of gratitude. I know it’s a privilege. This one has been a long time coming, it is my pleasure to bring you my conversation with my friend, Jon Festejo.
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Jon's Custom Mixtape (featuring The Beatles) --> https://spotify.link/EvD926KoMBb
💡Founder Story --> https://www.salesbricks.com/founder-story
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
JAMES URIE. HIGH-IMPACT PARTNERSHIPS @ CLOSE CRM. CONSTRUCTED FROM THE FINEST IN SKIN AND BONE. RELAXES WITH COLD PLUNGES AND ICE PACKS. PUNCHES UV SUNLIGHT IN THE FACE WITH A HOWLER BROTHERS SUN HOODIES. NOT WEIRD. QUITE CHARMING REALLY. A SUSTAINABLE AND ECO FRIENDLY EPISODE THAT WILL MAKE YOU SMARTER THAN EATING YOUR VEGETABLES. STICK AROUND. VAMONOS!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 James' Custom Mixtape (featuring Nina Simone) --> https://spotify.link/e9qCjyQDABb
💡Give the sun the middle finger --> https://howlerbros.com/products/loggerhead-hoodie?variant=40698222182515
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
Welcome back to INSYA, the only podcast in tech that isn’t boring! Today we’ve got Josh Odom, former CTO at Mailgun, an email delivery service that helps you send, receive and track emails. If there’s anyone qualified to talk about how to get your messages in the inbox its him. Stick around and listen to his superhero origin story, the things that make him a weirdo, and of course, how to get your email across the void and in front of your prospects. Grab a shovel bc we’re digging in!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Josh's Custom Mixtape (featuring Texas Country 🤠) --> https://spotify.link/6QZD3x4QnBb
💡Buy these, you won't regret it --> https://rb.gy/983ly
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Welcome back to I’m Not Selling You Anything! Presented by Sendspark, humanize your outreach and send a video. This week we’ve got Matt Green, CRO of Sales Assembly. I’ve always found a sort of connection with this guy. The way he goes about his professional life out on professional social media is very similar to how I go about mine. Irreverent, flippant, and most importantly, amusing. Why are we like this? Because at the end of the day, none of us are getting out alive so throw caution to the wind, stick with us and get to know B2B Billy Mays lookalike, a liiiiittle bit better.
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Matts's Custom Mixtape (featuring Linkin Park 🤘) --> https://open.spotify.com/playlist/2Iah8hmTni7ek212sTKtql?si=rSmESfYyTO2qciom16BlVw&nd=1
💡When Matt shaves he also kind of looks like this guy --> https://cwgmagazine.files.wordpress.com/2009/09/dashboard.jpg
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Welcome back to I’m Not Selling You Anything; Presented by Sendspark, humanize your outreach and send a video. This week we’ve got Scott Edmonds, CRO over at Syncari and yeah he’s responsible for all the money and stuff and we talk a little bit about that but did you know that his favorite thing in the world is fish sauce? That rocks out to old school Pantera? That he once fought a bear? Ok that last one isn’t true. Sit back and get to know my new friend Scott Edmonds a liiiiiittle bit differently.
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Scott's Custom Mixtape (featuring Pantera 🤘) --> https://open.spotify.com/playlist/3GOzPUyNTXfCTNL3oakvPZ?si=u2soF2hfTmWo9yMmo9_7eQ
💡Sync your GTM w/ unified data and activated insights --> www.syncari.com
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Saad Khan joins us LIVE IN-STUDIO this week on I’m Not Selling You Anything in an episode that the King of Spain is calling “the finest 20 minutes on the internet” (but in Spanish). Saad is a sales leader that hates BDR appreciation week. Why? Because he thinks it’s bullsh*t. Instead, he takes action within organizations to give the role the respect it deserves versus a week full of lip-service and pizza parties. Based out of Toronto, Saad is also a DJ, which makes this episodes mix-tape a can’t miss (its in the show notes). Pull up a chair and stick around – get to know Saad a liiiiiittle differently.
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Saad's Custom Mixtape (featuring Gorgon City) --> https://open.spotify.com/playlist/43GXCVv3EiJ5BBbsXB6m5R?si=F-F8YRwySpiLMEH1MCfVRw&nd=1
💡Subscribe to Saad's Khantent --> https://khantent.substack.com/
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Welcome back to INSYA! This week’s guest currently trains sales, marketing and CS teams to add mercifully short video prospecting to their outbound. A power user of Sendspark he has a background in writing and directing, and was also a performer at the world famous Second City in Chicago. One of the most creative people I’ve had the pleasure of meeting, Chris delivers a deeply personal, energetic conversation that you won’t forget. Stick with us and get to know Chris Bogue a little bit differently. Vamos!
🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Bogue's Custom Mixtape (featuring HOT BBQ) --> https://open.spotify.com/playlist/5AJNNOQDPJISslIFSO62qq?si=4TKNKKLaQKmkl-6mTUdLUg
💡The Complete Guide to Selling on Video --> https://chris-bogue.thrivecart.com/complete-guide-to-selling-on-video/
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Sendspark is video for sales that scales. Make personalised videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Welcome back to Season 6 of I’m Not Selling You Anything, presented by Sendspark, humanize your outreach and send a video.
On this week’s episode we managed to get a hold of Travis Tyler, Senior Content Producer and more or less the face of PandaDoc. Travis is someone who moved from back office marketing roles into one that sees him front and center for one of the more popular SaaS product in the market. We talk about his bit by a spider moment, some of the people in the B2B space that we admire, what makes him weird and what B2B buying looks like today. Kick back, stick around.
🍾 Our MAGNUM-LEVEL sponsor for this episode --> Salesbricks
📼 Custom mixtape for Mr. Travis Tyler --> https://open.spotify.com/playlist/01dHJChT9uV234ZMLcMKpn?si=dEEuMw5aRqSpEyjRfT7heQ&nd=1
💡The Customer Engagement Lab --> https://www.pandadoc.com/library/the-customer-engagement-lab/
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Sendspark is video for sales that scales. Make personalized videos to share with your customers and prospects to cut through the noise and make a human connection. Book more meetings, close more deals, and accelerate the sales cycle with an easy-to-use video platform that was built specifically with sales teams in mind.
SENDSPARK ✨ SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.sendspark.com
Join me this week as I have a candid conversation with one of the more prominent B2B video creators in our world. You've seen him previously as the face of Sales Feed and now Head of Sales Training and Content at Lavender, Will Aitken is someone who I admire. And its not for his talent, his height, or his dreamy blue eyes. Its his dedication. You think its easy being the face of a B2B company? Consistently coming up with original relevant funny ideas, and then producing them. Making them real. Pumping out high-production quality content multiple times a week for years? You might be a seller listening to this and thinking “that sounds better than what I'm doing right now” and maybe it is but I got news for you, its not easier and don't forget the grass is always greener. Stick with us and let's get to know Will Aitken a little bit differently. Vamos!
🍾 Our MAGNUM-LEVEL sponsor for this episode --> Complete.so
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Salesbricks is the easiest way for your company to sell software. Design pricing, connect features to plans, close deals, and manage subscriptions and entitlements. Ditch the headaches today (and down the road) with better revenue from the start.
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Welcome back to INSYA! The only podcast in B2B tech that isn’t boring! On this episode we’re joined by Jen Allen-Knuth, she got her start back when internet wasn’t really a thing which is surprising because Jen and I are kind of the same age and I refuse to think back that far. From CEB/Gartner, to Chief Evangelist at Challenger, to co-founder of Social Social and now also showcasing her talents holding down Community at Lavender. Stick with us and find out why DemandJen finds herself firmly entrenched in everyone’s top-right quadrant. (That was a Gartner reference.) Vamos!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Complete.so
MUSIC: Tunes that get JAK goin (its the entire Coldplay at Soldier Field set-list) --> https://open.spotify.com/playlist/6Z9227UyMqVBwAoy29lJAa?si=ayXkfe0GSjOgyp0WyGHD9g
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Salesbricks is the easiest way for your company to sell software. Design pricing, connect features to plans, close deals, and manage subscriptions and entitlements. Ditch the headaches today (and down the road) with better revenue from the start.
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Welcome back to INSYA, the only podcast in B2B tech that isn’t boring! Additive vs Multiplicative. Additive is "let's add one more seller", multiplicative is “how can I help everyone around me? How can I influence many?". That’s what Tony Granados does. He finds the systems, the processes, the approaches that help companies not just build sellers, but an army of them.
From hoarding URL’s for artisanal puppy tuxedos to a career-defining experience at Datadog my convo with Tony saw him flash the qualities that have made him so successful. Presence, vast systems knowledge, and relatability. Drill down and get to know my friend Tony, a little bit differently. Hagale no le de miedo!
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🍾 Our MAGNUM-LEVEL sponsor for this episode --> Atlas
GROOVE: Tunes that get TG goin' --> https://open.spotify.com/playlist/3tCBl6ZTjaXnoU4hbLoJl3?si=cSnYMt82SyC53waJRR5bDw
READ: Artisanal Puppy Tuxedos are a real thing --> https://www.poshpuppyboutique.com/collections/tuxedos
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Salesbricks is the easiest way for your company to sell software. Design pricing, connect features to plans, close deals, and manage subscriptions and entitlements. Ditch the headaches today (and down the road) with better revenue from the start.
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Hit us up at www.salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Welcome back to INSYA, the only podcast in B2B tech that isn’t boring! This week’s conversation is with a fellow Long Islander who has a lot more cooking equipment, greys in his beard, and money than me. Quentin Packard is the VP of Global Sales for Spectro Cloud, they provide solutions that help the enterprise run Kubernetes their way, anywhere. COME ON IN for Quentin’s stories on closing deals in Balzano, Italy, how to build and serve world-class go-to-market teams, but STICK AROUND to get to know Quentin a little differently. Siga mi gente, bien pueda!
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Our 🍾 MAGNUM-LEVEL sponsor --> Atlas
LISTEN: TUNES THAT GET QP GOIN' --> https://open.spotify.com/playlist/4ei2Rs6dpme3Ya5wt18vEX?si=ybCZZk_PQI-L45PLlI_nBw&nd=1
READ: When Biggie & Tupac Freestyled at Madison Square Garden --> https://hiphophero.com/when-tupac-shakur-and-biggie-smalls-freestyled-on-stage-together/
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. Better revenue starting on Day One. Get started today at www.salesbricks.com
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Considered by many as The Worst Marketer in the World, this guy caught my attention early on as I was feeling my way through the dark room full of things to trip over, B2B SaaS. He was offering free 1v1’s to people interested in starting a Tiktok account to bolster their marketing efforts. I took him up on it and continued to follow his journey through Refine Labs, co-founding Easy Mode, co-hosting Cheat Codes podcast and recently taking a seat with one of our favorites in the space, Lavender. Stick with me and get to know Todd Clouser, Marketer Extraordinare a liiiiiiiiiittle bit differently. Vamos!
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Our 🍾 MAGNUM-LEVEL sponsor --> Atlas
LISTEN: TUNES THAT GET TODD GOIN' --> https://open.spotify.com/playlist/4rbpojncasqAXepAoabWyH?si=mXS0QRPbTZS8FyJ2fWu9aA
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. Better revenue starting on Day One. Get started today at www.salesbricks.com
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Welcome back to Season 5 of INSYA, the only podcast in tech that isn’t boring! This week we kick things off with a superstar in the PLG world. Put if this way: if You think crossing the chasm is tough… Try successfully transitioning your company from Sales-led to Product-led. It can be done but few live to tell the tale. Who am I talking about? Former Co-Founder/CCO of Cobalt now tearing it up at the helm of yet another Product-led monster at Userflow, my favorite Dane in The Bay, Esben Friis-Jensen.
Stick with us and get to know Esben a liiiiiiittle bit differently.
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Our 🍾 MAGNUM-LEVEL sponsor --> Atlas
LISTEN: TUNES THAT GET ESBEN GOIN' --> https://open.spotify.com/playlist/7tUbCbpBEOc0WIxtb29hXF?si=EODFBIrySUmbKOZhrc5_2w
READ: From Sales-led to Product-led --> https://productled.com/blog/from-sales-led-growth-to-product-led-growth
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With Salesbricks you don’t need to devote expensive dev time to build all that out. Get started building revenue today at www.salesbricks.com
SALESBRICKS SOUNDS SPECTACULAR. HOW DO I GET STARTED? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
I took a trip to NYC for a RevOps Co-Op event last spring and I remember it well because it was at a location in Noho that 18-years ago used to be the office I walked into every day for my 1st summer internship. And, thats where I met today’s guest. Bethany Stachenfeld is the CEO and Co-founder of Sendspark. Its a better Loom, brilliant for video communications with customers and fills a hole nicely for async comms with teammates in different time zones– we’re quite pleased with it here at casa Salesbricks. Stick around and get to know Bethany a liiiiitle bit differently. VAMOS!
VAMONOS!
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Our 🍾 MAGNUM-LEVEL sponsor --> Complete.so
TUNES THAT GET BETHANY GOIN' --> https://open.spotify.com/playlist/77WW1nq154hBojyCBbvJnG?si=9f65565475044b65
GJD --> https://tinyurl.com/2bfx4tc3
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With Salesbricks you don’t need to devote expensive dev time to build all that out.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
I guessed my Worldle on the first try and my prize was meeting with one of Macedonia’s brightest exports, Anita Kirkovska. Founder of Meeple.ai, Anita really leaned in to our conversation and let the world know that besides being really really smart, she’s also kind of weird! If I lived anywhere near Macedonia I’d want to hang out with her all the time. Why? Put yourself close to people you admire. Join me on this special episode that crosses a whole bunch of time zones and get to know Anita Kirkovska a little bit differently.
VAMONOS!
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Our 🍾 MAGNUM-LEVEL sponsor --> Complete.so
Anita's custom Spotify mixtape --> https://open.spotify.com/playlist/4EvwwGjHntKPKkUKM8AYsF?si=QXaz2ZP6TrKQNQQNCrsNDg
tiny cups --> https://tinyurl.com/mpt3797v
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With Salesbricks you don’t need to devote expensive dev time to build all that out.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
B2B Tiktok is a wild and wonderful place and today I have the pleasure of introducing you to one of the people that makes that corner of the internet so interesting. The only person I've met who can make CRM workflows interesting, Max Cohen is the madman that will haunt your Hubspot dreams. Settle in for a brief conversation that highlights getting mugged in Central Park, Cottage Cheese, and Pokemon Go! Stick with us and get to know my friend Max a liiiiiittle bit differently.
VAMONOS!
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Our 🍾 MAGNUM-LEVEL sponsor --> Complete.so
Max's custom Spotify mixtape --> https://open.spotify.com/playlist/5TOqoOjkJyEsChbB55UH7M?si=vZTwgPMNQ4uN4aTwX-9l4A
Pokemon GO playing tourist mugged in Central Park --> https://gothamist.com/news/pokemon-go-playing-tourist-mugged-in-central-park
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Salesbricks is the easiest way for your company to sell software. Design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With Salesbricks you don’t need to devote expensive dev time to build all that out.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Had a delightful chat with a man many of us know for his meteoric rise in SaaS. He was the CRO that took Hubspot public, Board Member of every goddamn solution in your tech stack, senior lecturer at HBS. WE ALL KNOW THIS.
But, do you know Mark's superhero origin story? Did you know he was a spiritual person? I bet you didn't because everyone seems to always asks him the same questions on these and if you know anything about me it's I don’t like doing the same thing Tom Dick and Jane do. So sit back and don't hit skip because you’re about to get to know Mark Roberge a liiiiittle bit differently.
VAMONOS!
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Our 🍾 JEROBOAM-LEVEL sponsor --> https://flatfile.com/
Mark's custom Spotify mixtape --> https://open.spotify.com/playlist/1Ts1krsEDoKHjlhObIPkCY?si=e75-ys2bQGenGUM58nhzSg
Mark's really proud of this one, he made everyone read it at the company Thanksgiving dinner --> https://www.stage2.capital/science-of-scaling
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Salesbricks is the easiest way for your company to sell software.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Do you remember your first paycheck? I do. It was 2007 and my net pay was $1200. Didnt even bother to look at how that number was landed on, I took that money and spent it all on a Armani Collezioni blazer. I’m actually wearing it right now. Still fits like a glove.
When our guest Rani Mavram got her first paycheck she didn't immediately run down to Soho to spend it. She hit up her direct report (at Google no less) and asked the questions few do. “How was this calculated?” “Do you think this is going to change in the future?” “Whats this look like on your end?” PAUSE its no surprise that a few short years later she co-founded Complete. A company that equips direct reports AND managers with the tools they need to have more structured (less awkward) conversations around compensation.
Stick with me and lets get to know Rani Mavram a liiiiiiittle bit differently – VAMOS.
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Our 🍾 JEROBOAM-LEVEL sponsor --> https://flatfile.com/
Rani's custom Spotify mixtape (feat. more EDM than you can shake a glow stick at) https://open.spotify.com/playlist/7snZZAy5vORTnx3LLyOmbS?si=3ba0572c03664320
Complete.so-- www.complete.so
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
We are one week away from the one-year anniversary of having started INSYA and I still can’t believe it. They say you need to reach 20 episodes to know if you’ve got a podcast on your hands, today I’m bringing you number 30.
Hailing from Honolulu, Brent Grimes is the founder/ceo of reef.ai. He had answers to our questions that I didn’t think I’d be nearly as surprised with but we’re always surprising ourselves here at salesbricks. Don’t hit skip bc it’s time to get to know Brent a liiiiiittle bit differently— vamooooooos!
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Our 🍾 JEROBOAM-LEVEL sponsor --> http://withpact.com
Brent's custom Spotify mixtape if you want to go back to 90's East Coast hip/hop --> https://open.spotify.com/playlist/4aaQntR7ZlTUerBMhWJw7h?si=9S7-OwW7RDi0D2NLSU53gg&nd=1
THE NET RETENTION ENGINE --www.reef.ai
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
He was bit by a spider. That was Ross’s answer to my opening question. Took me a while to get onto his schedule but it finally happened and he didn't disappoint. He started out in the entertainment industry a decade ago out in NY, which is pretty unique considering where he is today. Co-founder and CEO of Accord, mutual action plan software that lets you build repeatable sales processes that help you win and onboard customers faster, Ross joins me so we can all get to know him a little bit differently. Oh, and before I forget, we’re releasing in-app signing at salesbricks. Which is great because you won’t have to wait around for an email and deal with Docusign anymore. Sell faster and keep your money!
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Our 🍾 MAGNUM-LEVEL sponsor --> www.complete.so
Ross's custom Spotify mixtape (feat. Biggie + Lord Flacko) --> https://open.spotify.com/playlist/6z0HlodcF3mNFJUEKFCleI?si=Bn-0QpeaQFKmO5gQsNU9ag
ALPACA YOGA --> https://tx-ture.farm/alpaca-yoga/
ACCORD - BUILD REPEATABLE PROCESSES TO WIN AND ONBOARD CUSTOMERS FASTER -- https://inaccord.com/
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
I recently visited LA for the first time last month and had the pleasure of spending a sunny Saturday afternoon galavanting Abbott Kinney in Venice with today’s guest. I’d first met Joanna Drews in NYC back in 2008? 2009? It was back when espresso martini’s were cool the first time. Since then Joanna has gone on to achieve great success, forging her place within the media measurement industry eventually co-founding and becoming the CEO of Hyphametrics. A beautiful soul inside and out you’ve got 15-minutes, settle in and get to know my friend Joanna a little bit differently.
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Our 🍾 MAGNUM-LEVEL sponsor --> www.complete.so
Joanna's custom Spotify mixtape (feat. Biggie + Lord Flacko) --> https://open.spotify.com/playlist/69NZuQnOXBXQMxUtaPI0C1?si=_aBiEq6vQdGyjBiZer2FVA
Hyphametrics Dispatches --> https://www.hyphametrics.com/dispatches
"Freezer Door" Espresso Martini --> https://www.tiktok.com/@177milkstreet/video/7150760135873334570
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Its the season premier of I’m Not Selling You Anything and this week I wanted to kick things off with my friend Andy Mowat, CEO of Gated. VP Operations at Upwork, COO at Prialto, took BOX to the moon, drove GTM operations at CultureAmp, you may find that impressive, sure, but to me its the fact that he still does rotisserie basketball with his friends every year. 30+ years of doing it the old school way, drafting in person with a pen and pad. I think Jesus did it that way. That’s commitment! It’s my pleasure to bring you my chat with Andy, he’s a brilliant fella with a great story to tell. Spend the next 15 minutes getting to know him a little differently – VAMOS!
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Our 🍾 JEROBOAM-LEVEL sponsor --> https://www.iriscx.com/
Andy's custom Spotify mixtape --> https://open.spotify.com/playlist/7ofpdM6DTZJpP1l2qBD0C5?si=RWNGnHhVSrCYKDzm3oQ19w
The Gated Manifesto --> https://www.gated.com/about/manifesto
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
I didn't think i’d ever bring up the Trailer Park Boys in a professional scenario, but we’re constantly surprising ourselves here at salesbricks these days. This week’s guest is Guillermo Salazar, CEO of IrisCX, a fellow participant in the Stage 2 Capital Summer Accelerator, and proud Canadian. Within a minute or two of meeting him I brought up that mockumentary about the misadventures of a group of Canadian trailer park residents and we were off to the races. That was my way of building quick rapport. I built a bridge. Stick with us it’s our season finale!
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Our 🍾 JEROBOAM-LEVEL sponsor --> www.withpact.com
Guillermo's custom Spotify mixtape --> https://open.spotify.com/playlist/2VPTOVVtwxa1YosPfdt3wU?si=24270f20997e42d5
Rickyisms --> https://www.youtube.com/watch?v=Jfq3c4Cf1Fs&ab_channel=jeffcorbin
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
The majority of these episodes have highlighted some extraordinary people with names that many of us recognize. And thats by design! Seriously, who wants to listen to a couple of people you’ve never heard of talk to each other?
Today is different. Today is for me. Every person you meet changes your life-- some a lot more than others. Most the time we don’t realize it, or when we do its too late to say thanks. This is my thank you.
He’s worked for some of the most recognizable brands in the world, creator of the E*Trade Baby super bowl commercial, co-creator of Juice Crew and currently hanging his hat as Chief Creative Officer at Web3 carbon capture outfit ecosapiens.
By far and away the funniest person I’ve ever met, it is my pleasure to bring you my conversation with my great friend, Garret Kane Dafferner.
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Our 🍾 MAGNUM-LEVEL sponsor --> ecosapiens
Garrets's custom Spotify mixtape, prepare to ruin some drywall --> https://open.spotify.com/playlist/3AlIl2ouRpWmKoi9qGZv2A?si=K97VHzo6SzusZmQF4cmxqA&nd=1
If you want Borax crytals, you need to boil a man --> https://vimeo.com/223636514
If anyone from LSFC reads this, meet me @ Partners. Kyle, call your neighbor.
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
The first time I realized I was doing a decent job here at salesbricks came after a compliment from today's guest. A real marketing professional! Today I'm joined by Gabrielle Hughes, Head of Marketing for Stage 2 Capital. I met Gabby as salesbricks joined the Stage 2 summer accelerator and I've already learned so much. She was kind enough to drop in and answer our 6(ish) questions.
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Our 🍾 MAGNUM-LEVEL sponsor --> www.getatlas.io
Gabrielle's custom Spotify mixtape to pump you up for that Brooklyn warehouse party --> https://open.spotify.com/playlist/2e4uIBv4kM0k7PZ3hkoGDL?si=lWlfee_VRcuj-JmS53CU1g
Stage 2 featured us on their blog. Que bueno! --> https://blog.stage2.capital/the-top-3-mistakes-made-when-creating-sales-contracts
If Mark Roberge is reading this. HMU on Linkedin, lets get you on the show!
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
In his book, The Hard Thing About Hard Things, Ben Horowitz credited the hiring of Mark Cranney to a line from the great Colin Powell: “You must hire for strength, not for lack of weakness.” … and I think I see what he meant.
Back in June I asked Adam Aarons who I should interview next and without hesitation he grinned and said: Mark Cranney. Not knowing any better I went ahead and just… texted him. You’d be surprised what you get if you’re not afraid to ask.
From farming in Southern Idaho to hands-on operator at some of the most successful companies in technology, Mark has seen what it takes to achieve outsized success. It is my immense pleasure to bring you my conversation with this legend of the sales game; and you better listen up good because as it turns out he doesn’t do many of these. Lucky me means lucky you!
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Our 🍾 JEROBOAM-LEVEL sponsor --> www.withpact.com
Mark's custom Spotify mixtape featuring Drizzy and ELO --> https://open.spotify.com/playlist/2RlI6EUq42yuA8OSh3mpQW?si=5e89abb3a1514968
The book I referenced at the top --> https://www.amazon.com/Hard-Thing-About-Things-Building/dp/0062273205
Cranney Farms 🥔 --> https://cranneyfarms.websmithguy.com/cranney-ranches/
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Terrified. Cold sweats. Nausea.
I nervously paced and practiced my words ahead of addressing a room full of Silicon Valley operators that would make the 1927 Yankees shudder. These were titans in the industry that were little more than strangers, and they'd all shown up for us. My heart was pounding out of my chest.
And that’s when this week’s guest placed his hand on my shoulder, looked me square in the eye, cleared his throat and said “your fly is open”.
Former EVP of Product at Marketo, founder of Aptrinsic and currently serving as CEO of Syncari, Nick Bonfiglio joins me to talk about the things that keep him up at night, his time as the CTO at Lucasfilm, and an absurd habit that might not seem so absurd these days.
Nick has been helping individuals and corporations grow for 30+ years, and if you join us for the next 20 minutes you’ll become one of them.
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Nick's custom Spotify mixtape featuring 80's rock group TESLA --> https://open.spotify.com/playlist/4YD9YHRAzbeitiHj7amdTM?si=4cdd124d12e24fea
AppleTalk --> https://en.wikipedia.org/wiki/AppleTalk
Nick even wrote a book! Mastering Product-Led Growth --> https://www.amazon.com/Mastering-Product-Experience-SaaS-Personalized/dp/099947491X/?_encoding=UTF8&pd_rd_w=UuFtI&pf_rd_p=91202c6f-1c11-4e3d-b51a-3af958cedd30&pf_rd_r=HZMM9E2ZQKEZQ8P8AJM4&pd_rd_wg=7VG0V&pd_rd_r=2a47eebf-a90a-4ef1-9ee9-7df7658990e4&content-id=amzn1.sym.91202c6f-1c11-4e3d-b51a-3af958cedd30&ref_=aufs_ap_sc_dsk
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Randy is old school. HOW OLD SCHOOL? Well, he was around when Digital Voice Exchange (DVX) was first introduced, you might know it by its more common name: voicemail.
Randy shares some timely advice that applies for professionals in any vertical: the "5 M's" every successful company has in common, things to consider before taking on a new role, and the secrets to becoming a successful CRO.
Randy Seidl is the former VP of Sales for Dell EMC, and currently the Founder of Sales Community, a membership-only community for revenue professionals to learn and connect with some of the very best CRO's in technology.
Join us! Won't even take ya 20 minutes.
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Randy's custom Spotify mixtape featuring Billy Joel (he went to my high school!): https://open.spotify.com/playlist/4YD9YHRAzbeitiHj7amdTM?si=4cdd124d12e24fea
WANG DVX (Digital Voice Exchange): https://www.nytimes.com/1984/10/14/business/wang-s-search-for-a-new-market.html
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salesbricks is a revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote expensive dev time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product.
I REALLY WANT A DEMO BC SALESBRICKS SOUNDS AWESOME. Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
I met up with SaaS veteran Adam Aarons last month over dim sum in San Francisco and right away knew he would be a fantastic guest on the show. He joins us this week to discuss the four (4) things successful companies share in common, why he invested in salesbricks, and who he would root for when Tom Brady makes it back to Gillette Stadium.
We all know Adam the mercurial salesperson turned CRO that shepherded OKTA to IPO, but there's another side to Adam, too. Take a few minutes out of your day and find out who that is.
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Adam's custom Spotify mixtape featuring Jay-Z.
Want to go do that thing you've always wanted to do? Shia took a page from Art Williams.
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salesbricks is a zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote DEV time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product. Best part? It starts at only $99 a month.
Interested? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
If you're in sales and lost a deal before you've probably found yourself going down the What-If list. What if i showed this? What if I said that?
Fact is, you're not in the room when the decision is made. That's where our guest Nate Nasralla, founder of Fluint, steps in. Fluint helps you sell with a committed champion during every deal to ensure a seat at the decision table.
When Nate isn't busy building companies that solve major problems he enjoys snowboarding the backcountry, reading War & Peace while eating waffles, and smart comedy.
You've got 20 minutes, lean in and listen to Brian and Nate chop it up on INSYA.
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- Nate's custom Spotify mixtape featuring Edvard Grieg and Mos Def: https://open.spotify.com/playlist/6q8PNwRdawjfzPl3nQXYYz?si=HEZfGY9cSleG9o4Z_A0vvQ
- Curious what your SparkType is? https://sparketype.com/sparketest/
- Stop losing deals when you're not in the room, with Fluint.
- Check out Nate's 100% free Enterprise Sales Playbook.
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salesbricks is a zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote DEV time to build all that out. Think of salesbricks as a Shopify experience for the people who buy your software. Best part? It starts at only $99 a month.
Interested? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
We're running with the MedTech theme for the 2nd week in a row!
Mike McGurk is the regional sales lead at Delta Medical Systems, a big reseller of Siemens medical devices. Mike's team works deal sizes that make enterprise SaaS sales look like a children's playdate, but funny enough, his approach translates beautifully.
You've got 20 minutes-- lean in and listen to two friends chop it up on INSYA.
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Mike's custom Spotify mixtape featuring Kanye and AC/DC: https://open.spotify.com/playlist/4Ukq0PHc3RLkmok29TWJDC?si=816b9f42ac9f4597
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salesbricks is a zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote DEV time to build all that out. Think of salesbricks as a Shopify experience for the people who buy your software. Best part? It starts at only $99 a month.
Interested? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
Biotech is NOT immune to salespeople!
Tim Harvey is the CEO of Owl Peak Labs, a biotech company who's breakthrough imaging technology is going to revolutionize colon cancer detection.
You want to talk about determination and not taking no for an answer? Tim and his team pitched ONE HUNDRED NINETY times before their seed round was taken up.
You've got 20 minutes-- lean in and listen to two friends talk about something that can save your life.
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Tim's custom Spotify mixtape featuring The Teskey Brothers: https://open.spotify.com/playlist/0x4sQIyBV1mrEuoIOQx0xD?si=eYyS-4X1Roev0WMMAVlb_w&nd=1
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salesbricks is a zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote DEV time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product. Best part? It starts at only $99 a month.
Interested? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
William Ballance is the CEO of Lavender, a sales email assistant that is sort of like Grammarly if Grammarly's job was to make you money. Listen in to our brief episode and give Lavender a try for free.
William's Custom Playlist, for all you deep focus aficionados: https://open.spotify.com/playlist/6AFweM4nJpnQXqScvtorfF?si=6410b36cd898469e
Lavender's hilarious cartoon music video: Its Lavender Duh.
salesbricks is a zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. With salesbricks you don’t need to devote DEV time to build all that out. Think of salesbricks as a Shopify experience for the buyers of your software product. Best part? It starts at only $99 a month. Interested? Contact steve@salesbricks.com
Follow us all over the place! https://linktr.ee/salesbricks
So, let's go back to November, I’d just completed the 1st episode of INSYA and I was feeling pretty good. So good in fact, that I sent a DM (and a prayer) to one of the most accomplished podcasters in the sales game, asking him if he would consider joining me on the show.
Imagine my surprise when he showed up.
His show the Sales Enablement Podcast Is the Gold standard in the industry with over 2 million downloads, and if that wasn’t enough, he’s the author of two award winning books, with a third SELL WITHOUT SELLING OUT one in ascension.
Andy Paul, thank you so much for joining me on I'm Not Selling You Anything.
Are you making it easy for customers to buy your software? Make it even easier with salesbricks. A zero-code revenue platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements. Think of salesbricks as a Shopify experience for the buyers of your software product.
One of the reasons I like doing this podcast is I get to meet some really impressive people, Tom Alaimo is one of them. An accomplished podcaster and fan of 90s Rap and Hip/Hop, we had a lot of fun on this one. He currently plies the sales trade at one of the hottest start ups in tech, but got his start in college selling CUTCO door-to-door!
Know who else started out selling CUTCO? Adam Aarons, CRO at OKTA. He’s done pretty well so, Tom, can’t wait to see you eventually perched at The Top.
Come with, its a good one.
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This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists with an eye beyond the horizon.
salesbricks is a low-code e-commerce platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements.
Mclain Roth is the VP of Global Business Development at Telnyx, a CPaaS that specializes in telephony for modern organizations.
Listen in as he tells us about a not-as-often heard problem with the SDR role today. This one is under 15 minutes and you'll get Mom's Spaghetti as a treat about halfway through.
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This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists forecasting whats beyond the horizon.
salesbricks is a low-code e-commerce platform where your customers can buy, renew, recast, or upgrade your software at any time. People want to buy differently, let them do that.
Garret Kraham is a Linkedin profile optimization guru at Kennected. Owner of 2 German shepherds and one of the Top 10 beards in Tech, he is most FAMOUSLY known for being 1 of 43 people in American history to move from FL to Indiana.
Hear about how he came to be a social-selling machine and stick around for a VERY deep answer to The Billboard question.
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This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists forecasting whats beyond the horizon.
salesbricks is a low-code e-commerce platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements.
Connor Candito is a sales guy that likes to invest and advise. He is FAMOUSLY an investor in hot Silicon Valley revtech salesbricks, also an early GTM member of the Airkit team. Connor joins Brian and shares a few thoughts on what he thinks will change in 5 years for software sales, how to think in decades, not years, and what he would have on a giant billboard.
This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists forecasting whats beyond the horizon.
salesbricks is a low-code e-commerce platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements.
Robbie Hassett is a Mid-Market AE at YEXT, an AI search solution that helps brands get answers to customers faster. Robbie jumps on to tell us how he pivoted from retail to technology, offers a powerful piece of advise from a mentor, and turns The Billboard Question around on our host Brian.
Give this one a listen and learn how to hologram into board rooms here.
This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists with an eye on the future.
salesbricks is a low-code e-commerce platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements.
Ryan Tyrell is a Customer Success Strategist at Adobe, with a particular focus on their e-commerce platform, Marketo. Ryan shares what he feels are some of the key characteristics of a successful CS team, a powerful piece of advise from a mentor, and some kind words for our host, Brian.
Get a little Wim Hof Breathing Exercises going and pop this episode on.
This episode is sponsored by SaaStrodamus, a salesbricks community of like-minded founders and technologists with an eye on the future.
salesbricks is a low-code e-commerce platform where you can design pricing and packaging, connect features to plans, close deals, and manage subscriptions and entitlements.
Chuk Kanu, founder of Humblebrag, joins us as the second New York founder to join us in a row to kick off our second season.
Listen in as we wax poetic about the mission of Humblebrag, some thoughtful insight into what he sees in venture capital for POC over the next 5 years, and his inspiration for doing one of the harder things you can do out here in the world of entrepreneurship, start a company.
Hiroyuki Sowano - "SCENE"
The Innovation Blind Spot by Ross Baird
Jared Robin, Founder of RevGenius joins Brian to answer our 6 questions and to kick off Season 2 of I'm Not Selling You Anything.
"The bigger the name, the clunkier the process" - Jared
"Sell Without Selling, I think thats the name of Andy Paul's new book." - Brian
Season 1 is in the books!
Big thanks to Pat Hopkins, Mitch Chesney, Tom Slocum, Elliot Garcia, and Jeff Swan for joining our inaugural season and thanks to our listeners for tuning in!
We return with Season 2 the 1st Wednesday of 2022 and we promise better questions, more value, and a lot more laughs.
I'm Not Selling You Anything is a podcast sponsored by The SaaStronauts, a salesbricks community.
Tech leader and founder of Outbound SOS Jeff Swan joins Brian for 6 questions on "I'm Not Selling You Anything".
This episode is sponsored by The SaaStronauts, a salesbricks community.
Business Development superstar Elliot Garcia joins Brian for 6 questions on "I'm Not Selling You Anything".
Elliot spent nearly 10 years in the hospitality industry before pivoting to tech and lighting the scene on fire with triple digit meetings booked over his first quarter in the seat.
Clocking in just over 10 minutes, this is one you'll be able to enjoy with your coffee or right before your next phone call if you're a maniac.
This episode is sponsored by The SaaStronauts. A space in space for builders and sellers of modern SaaS applications.
SaaS leader 🔥Tom Slocum joins Brian for 6 questions on "I'm Not Selling You Anything".
Tom provides some actionable intel on how to get yourself in the email outreach groove and a very special answer to everyone's favorite question, "The Billboard".
This episode is sponsored by The SaaStronauts. A safe space in space for builders and sellers of modern SaaS applications.
Sales Engineer leader Mitch Chesney joins Brian for 6 questions on "I'm Not Selling You Anything"