Hey Salespeople: Recent Episodes

Jeremey Donovan

Sales is an art and a science. Join Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, as he interviews the brightest minds in modern sales to bring you immediately actionable advice. If you have a passion for sales, are looking to further your career, or just want to hear some great, practical tips, this is the podcast for you.

Ravi Rajani is the CEO of Ravi Rajani Consulting, which focuses on strengthening the connection between salespeople and prospects using the power of storytelling. This week, host Jenna Sacks and Ravi explore the concept of feature telling versus storytelling, how to earn the focus of potential clients, and how to use a high-impact personal story to develop trust and build a connection. Ravi also shares exercises you can do to make yourself a more effective sales storyteller. Visit Salesloft.com for show notes and insights from this episode.

Aleks Gollu is the CEO and co-founder at 11Sight, an inbound video call and customer engagement platform for revenue teams.

In this episode, host Jenna Sacks chats with Aleks about the increasing importance of speed to lead and how video can play akey role in creating instant connection with prospects. Aleks shares his view on how technology has slowed down the sales process and puts high-velocity sales models at risk.

Chip House is the Chief Marketing Officer at Insightly, a modern, scalable CRM. Host Jenna Sacks sits down with Chip to chat about the functions of a CRM that are core to success and which pieces are crucial for helping salespeople manage effective customer outreach. Chip also talks about the importance of authentic contact and the role that sales messaging plays in the buyer journey. Visit Salesloft.com for show notes and additional insights from this episode.

Nate Henry is the VP of Channel Resellers at Birdeye, an all-in-one reputation and customer experience platform for local businesses and brands to manage their digital presence. In this episode, host Jenna Sacks and Nate chat about the importance of challenging yourself and your team.. They also discuss the right ways to be involved in a deal as a leader, as well as the value of feedback after a sales call. Visit Salesloft.com for show notes and insights from this episode.

Juhi Saha is the Vice President of Partnerships and Alliances at Clearbit, a data activation platform that allows companies to discover, engage, and convert their most valuable customers from one flexible go-to-market foundation. In this episode, host Jenna Sacks and Juhi talk about the importance of maximizing partnerships and identifying key factors that drive retention and successful internal communication. Juhi dives into the different variables that impact different partnerships and how to maintain them. Visit Salesloft.com for show notes and insights from this episode.

Eric Leipzig is an enterprise account executive at Ontic, a comprehensive intelligence software specializing in corporate security that protects Fortune 500 and enterprise companies from physical security threats. In this episode, host Jenna Sacks and Eric cover the importance of building lasting relationships with clients, as well as understanding where in the sales cycle communication is essential to strengthen a potential deal. Eric discusses the best way to use multi-threading to benefit deals as well as how to arm stakeholders with effective tools for successful, organization-wide buy-in. Visit Salesloft.com for show notes and insights from this episode.

Ila Gold is an account executive at Stripe, a financial infrastructure platform for businesses to accept payments, grow revenue, and accelerate new business opportunities. In this episode, host Jenna Sacks and Ila discuss how to qualify opportunities, especially in tumultuous economic environments when the strongest potential leads are most needed. Ila digs into managing competing opportunities with a focus on customer pain points. Visit Salesloft.com for show notes and insights from this episode.

Amelia Taylor is an account executive at Carabiner Group, a Revenue Operations consulting service that makes Rev-Ops easy for clients across the globe. In this episode, Amelia sits down with Jenna Sacks to explain the benefits of social selling. She shares that letting your guard down and connecting on a human level can build champion relationships that will help you in the long term. Visit Salesloft.com for show notes and insights from this episode.

Katie Forte is the Director of Account Management at Greenhouse, an enterprise talent acquisition software that helps businesses deliver measurable hiring results. In this episode, Katie and Jenna discuss the key steps to building a successful team: strategy, structure, and people. Katie also digs into the importance of the account manager role. Plus, learn how love languages can improve your leadership strategy. Visit Salesloft.com for show notes and insights from this episode.

Chuck Marcouiller is the VP of Revenue Enablement at FreightWaves, a platform that provides comprehensive news insights and market data for the freight industry. In this episode Chuck shares his three Cs for success: consensus, clarity, and confidence. He and Jenna also discuss the benefit of honesty in sales, even when it comes to the limitations of your product, and how to differentiate yourself from your competitors. Visit Salesloft.com for show notes and insights from this episode.

Farzad Rashidi is the Lead Innovator and Co-Founder at Respona, the all-in-one PR and outreach software that allows online businesses to build backlinks to boost organic traffic. In this episode, he joins Jenna Sacks to discuss building a productive partnership between sales and marketing. Farzad also shares his steps to a successful demo, from pre-call prep to follow up tactics and how to use your time with a prospect effectively. Visit Salesloft.com for show notes and insights from this episode.

Alison Graham is the Global Account Manager at Amazon Web Services, which provides reliable and scalable cloud computing platforms to businesses all over the world. In this episode, she and host Jenna Sacks dig into what makes a great salesperson. According to Alison, "number one is discipline." She also shares advice on how to prioritize and create a schedule that will help you achieve your goals. Visit Salesloft.com for show notes and insights from this episode.

Colleen Ruggiero is the Director of Customer Experience at Firstbase, a remote work software service that helps companies manage the physical assets of their employees working from home. Join Colleen and host Jenna Sacks as they discuss the changing landscape of remote work and the importance of fostering empathy and understanding of the customer experience across teams. You’ll also hear Colleen share her experience building out the customer experience team at a growing startup. Visit Salesloft.com for show notes and insights from this episode.

Mo Moran is the Senior Director of Sales Development at Greenhouse, a provider of enterprise talent acquisition software that helps businesses pursue better hiring results. In this episode, Mo joins Jenna Sacks to take a comprehensive look at career ladders. They break down the process of creating promotion paths and pinpointing areas for skill development. Whether you're a manager trying to create growth opportunities for your team or someone seeking to progress your own career, Mo's advice will help you take the first step. Visit Salesloft.com for show notes and insights from this episode.

Sean Robinson is Regional Vice President of Enterprise and Commercial Sales at Automox, a cloud-native IT operations platform for modern organizations. In this episode, Sean and host Jenna Sacks discuss how outbound sales have changed in a largely remote workforce. They explore the benefits of reverse engineering processes and give advice on how to encourage an entrepreneurial spirit in your team. According to Sean, “everyone should take ownership in the company. Everyone should be their own entrepreneur.” Visit Salesloft.com for show notes and insights from this episode.

Rich Park is the vice president of commercials sales at @ThoughtSpot, a Modern Analytics Cloud company dedicated to creating a more fact-driven world through an easy-to-use analytics platform. He and host Jenna Sacks examine how the workforce has changed in the midst of the pandemic and the Great Resignation. They delve into how to adapt to managing remotely, how early career sales reps can communicate their needs, and how to be ferocious about your learning.

We also say farewell to longtime host Jeremey Donovan who is pursuing a new opportunity beyond Salesloft. Visit Salesloft.com for show notes and insights from this episode.

Sean Murray is a Strategic Account Manager at LinkedIn, where he and his Sales Solutions team help customers develop their sales and marketing strategies to drive incremental revenue. In this episode, Sean and host Jenna Sacks discuss working effectively with cross-functional partners, aligning processes to customers’ unique needs, and how to leverage internal resources and external contacts when building relationships. Visit Salesloft.com for show notes and insights from this episode.

Jeff Beaumont is the Director of Customer Success Operations at GitLab, a complete DevOps platform that works to fundamentally change the way development, security, and operations teams collaborate and build software. In this episode, Jeff joins co-hosts Jenna Sacks and Jeremey Donovan to dig into customer health scores, the difference between technical account and customer success managers, and the importance of onboarding. Visit Salesloft.com for show notes and insights from this episode.

Jessica Wine is the Area Vice President of Enterprise Sales at OwnBackup, a leading cloud-to-cloud backup and recovery, archiving, and sandbox seeding vendor. In this episode, co-hosts Jeremey Donovan and Jenna Sacks speak with Jessica about strategies for managing periods of high growth. They examine when you should promote internally and hire externally as well as discuss successful interview processes. Jessica also offers us a window into her teams' structures. She explains the relationships between her account development representatives and her account executives and the ways account based marketing has helped her organization. Visit Salesloft.com for show notes and insights from this episode.

Emilia D’Anzica is the founder of Growth Molecules, LLC, a company of growth revenue advisors who deliver data-driven customer success strategies to enable teams and customers. Join Emilia and co-hosts Jeremey Donovan and Jenna Sacks as they dive into Emilia’s experiences building customer success teams. They discuss essential customer success metrics everyone in SaaS should know, techniques to facilitate an executive business review, and the importance of prioritizing customer success early. As Emilia says, “the companies that I've had the opportunity to work with, where they've done it right from the get-go, have been very successful.” Visit Salesloft.com for show notes and insights from this episode.

Will Quigley is a Regional Vice President of Sales at Seismic, a sales enablement platform that helps teams become more productive and engage with buyers. In this episode, Jeremey and Will talk about the importance of mutual plans and how to be a better coach. Visit Salesloft.com for show notes and insights from this episode.

Tamara Miller is an Enterprise Sales Executive for Google Cloud, which provides a series of modular cloud services including computing, data storage, data analytics, and machine learning. In this episode, Jeremey, Tamara, and guest co-host Jenna Sacks discuss how to add value for customers and build relationships with different types of people. Visit Salesloft.com for show notes and insights from this episode.

Haley Katsman is the Vice President of Revenue Strategy at Highspot, a sales enablement platform that brings together content training, coaching, and analysis. In addition to running ops and analytics and account development, Haley’s team is also responsible for enablement, so she and Jeremey discuss the factors needed to maintain a well-oiled revenue engine. Visit Salesloft.com for show notes and insights from this episode.

Sarah Woodbury is the Director of Sales at The Predictive Index, a talent optimization company that helps employers make data-driven decisions about potential candidates and current employees. In this episode, Sarah joins Jeremey and guest co-host Jenna Sacks to discuss assessing candidates and Predictive Index's unique leadership structure. Visit Salesloft.com for show notes and insights from this episode.

Katie Baudler is the Manager of Microsoft Channels Sales Specialists for LinkedIn and an Advisor to Fairstream, an organization that partners with different underrepresented community organizations. In this episode, Jeremey and Katie talk about her strategies in creating successful enterprise deals and learning from past opportunities. Visit Salesloft.com for show notes and insights from this episode.

John-Luke Kessler is the Director of Sales at AutoServe1, a dealer vehicle inspection platform that helps auto repair shops, automotive garages, and car dealer service centers build trust with customers. In this episode, John-Luke talks to Jeremey about selling into blue collar leadership and how to help your team succeed both professionally and personally. Visit Salesloft.com for show notes and insights from this episode.

Jake Anderson is the Director of North America Enterprise Sales at Dialpad, an all-in-one cloud communications and customer engagement platform. In this episode, Jake and Jeremey discuss fostering internal systems of communication and how to assess thoughtfulness. Visit Salesloft.com for show notes and insights from this episode.

Nathan Laryea is a commercial director at Gartner CEB, a research and advisory firm focused on helping teams achieve their most critical priorities. In this episode, Nathan and Jeremey talk about their strategies for hiring the best candidates and how automation and the AI presence in sales is pushing sellers and salespeople to evolve. Visit Salesloft.com for show notes and insights from this episode.

Tom Whalen is the Director of Inside Sales at McKesson, a global healthcare company and distributor of pharmaceuticals, medical supplies, and other wellness tools and services. In this episode, Tom talks to Jeremey about maintaining office culture while working remotely and how to effectively manage teams in a large company. Visit Salesloft.com for show notes and insights from this episode.

Caroline Kinlin is the VP of Field and Channel Marketing at Varonis, a cybersecurity company focused on protecting enterprise data on premises and in the cloud. In this episode, Caroline and Jeremey talk about creating communities through channel marketing and working with customers as well as potential customers in finding a common goal. Visit Salesloft.com for show notes and insights from this episode.

John Hinds is a Sales Director for the US and Latin America at Talkwalker, a consumer intelligence and social listening platform. In this episode, Jeremey and John discuss what sales leaders can do to level up their game and how they pursue learning. Visit Salesloft.com for show notes and insights from this episode.

Frances Arville is an EMEA sales manager for G2, a company that helps buyers make smarter software decisions based on authentic peer reviews. In this episode, Frances talks about the challenges of being an American salesperson in Europe and how to overcome cultural barriers in an international environment. Visit Salesloft.com for show notes and insights from this episode.

Connor Strapp is the Senior Division Vice President of Sales at insightsoftware, a financial analysis platform that provides financial reporting and enterprise performance management software. In this episode, Connor talks about the traits he looks for in potential new hires and reveals the importance of adding a bit of fun to your business profile. Visit Salesloft.com for show notes and insights from this episode.

Chris Walker is the founder of Refine Labs, a demand accelerator firm, which helps B2B companies rethink their marketing, build their brands, shape demand funnels, and create pipeline. In this episode, Chris and guest host Sydney Sloan, CMO at Salesloft, discuss the importance of creating visibility for yourself as a seller and the changes they predict for the future of go-to-market sales. Visit Salesloft.com for show notes and insights from this episode.

Colin Specter is the VP of Sales at Orum, which offers multi-line dialing to help reps get into live conversations with prospects more rapidly. In their conversation, Colin and Jeremey discuss the importance of leading with positivity, how the service industry creates the ideal sales foundation, and the best way to connect through a cold call. Visit Salesloft.com for show notes and insights from this episode.

Luke Ruffing is an Enterprise Account Executive at PandaDoc, a document workflow automation platform. In this episode, Luke reveals the philosophy behind his effective cold-call opening line and discusses the importance of encouraging questions. Visit Salesloft.com for show notes and insights from this episode.

Sam McKenna is the founder of #samsales, a consulting business that helps with every level of the sales process — from sales development to executive leadership. In their conversation, Sam shares with Jeremey her approach to multi-threading and the importance of building a brand around your ideas and creating content. Visit Salesloft.com for show notes and insights from this episode.

Mathieu Cognac is the VP of Global Sales Operations and Marketing Operations at MessageBird, an omnichannel communications platform for businesses to communicate with their customers, which includes household names like Facebook, Google, Uber, WhatsApp, and Airbnb. In this episode, Jeremey, Mathieu, and guest co-host Jenna Sacks discuss 2022 revenue planning, hiring challenges, and operating based on Amazon’s principles. Visit Salesloft.com for show notes and insights from this episode.

Ted Bergstrom is a Senior Enterprise Account Executive at SAP Customer Experience, which enables companies to manage the full customer experience from lead to fulfillment. In this episode, Jeremey, guest co-host Katie-Jane Bailey, and Ted get into what it takes to be a highly effective enterprise account executive. Visit Salesloft.com for show notes and insights from this episode.

Lydia Rahill is the Director of Strategic Accounts at CB Insights, an insights platform that helps companies and investors understand disruptive technology. Lydia tells Jeremey about a particular work day she spent as a nervous wreck, explains which two fundamental skills reps are bound to fail without, and recalls selling burned Shaggy CDs at an Ireland elementary school. Visit Salesloft.com for show notes and insights from this episode.

Nelson Gilliat is the author of a new book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms. In this episode, Jeremey and Nelson discuss the contrarian ideas in his book, alternatives to the predictable revenue model, and the nuances of doing away with quotas and commissions. Visit Salesloft.com for show notes and insights from this episode.

Jesse Rosenbaum is an Enterprise Account Manager at Varonis, a company that helps organizations understand what's going on with their data, who has access to that data, and how that data should be used. Among other topics, Jesse and co-hosts Jeremey Donovan and Jenna Sacks delve into strategic account seller compensation, prospecting, and deal intelligence. Visit Salesloft.com for show notes and insights from this episode.

Ashley Welch is the Co-Founder of Somersault Innovation, a sales enablement firm. She also has two decades of previous experience in sales leadership. In this episode, Amanda Georgoff steps in as host to discuss great discovery, co-creation and the concept of “Me LLC.” Visit Salesloft.com for show notes and insights from this episode.

Emily Critchfield is Vice President of Sales Operations at Samsara, a pioneer in the connected operations cloud that helps companies manage their fleet vehicles, sites, assets, and equipment. In this episode, Emily and Jeremey discuss the priorities that fall within the first 90 days as a sales ops leader. Visit Salesloft.com for show notes and insights from this episode.

Clay Blanchard is the Vice President of Sales Operations at Collibra, where he landed after stints at LinkedIn and Salesforce. Jeremey considers Clay a friend and a mentor, which makes for a great conversation about hacky sacks, account planning and how to get more value out of your tools. Visit Salesloft.com for show notes and insights from this episode.

AJ Umandap is the Vice President for Go to Market Strategy Operations and Planning at Forter, an e-commerce fraud prevention platform. In this episode, Jeremey and AJ talk about important aspects of go to market strategy, including total available market estimation and account and territory planning. Visit Salesloft.com for show notes and insights from this episode.

Andy Whyte is the author of MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale, a book Jeremey calls a “must-read” for anyone wanting to understand the methodology. Ollie Sharpe, Salesloft’s VP of Revenue Operations for EMEA, joins as a first-time co-host to converse with Andy about testing champions, the different flavors of RFPs and why MEDDICC made such an impression on Andy. Visit Salesloft.com for show notes and insights from this episode.

Jason Bagshaw is Regional Sales Manager at Deltek, which provides software that helps project-focused businesses execute on time and on budget. In this episode, Jason talks with Jeremey about helping companies grow their government business, making sure his life is a positive feedback loop, and the reasons he’s stayed with the same company for nearly two decades. Visit Salesloft.com for show notes and insights from this episode.

Tom Murtaugh is Vice President of Go-To-Market Operations at BigID, a data governance, security, and privacy platform and Forbes 2021 Cloud 100 company. In this episode, hear about Tom’s work on territory modeling, a subject that is near and dear to the hearts of both Jeremey and his guest co-host Jenna Sacks, Salesloft’s Director of Revenue Strategy. Visit Salesloft.com for show notes and insights from this episode.

Jack Teller is an Account Executive at NetSuite, where he’s been destroying quotas year after year. In this episode, Jack reveals what rings true across both inbound and outbound sales, explains why he’d tap his BDR quota just so he could do other things, and drives home the importance of identifying what pieces of a job don’t require talent. Visit Salesloft.com for show notes and insights from this episode.

Chris Falcone is a Senior Enterprise Account Executive at OwnBackup. In this episode, learn how Chris consistently hits between 200% to 600% of his quota by staying organized and creating internal and external connections. Visit Salesloft.com for show notes and insights from this episode. Visit SalesLoft.com for show notes and insights from this episode.

Scott Cunningham is the Senior Director of Global Channels at OwnBackup, the leading data backup, archiving, and sandbox seeding app on the Salesforce App. In this episode, Scott Cunningham delves into how to strategically create influence, where to find partners who will accelerate the sales process, and why employers need to start using incentives other than gift cards. Visit Salesloft.com for show notes and insights from this episode.

Alex Grubbs is a Legal Solutions Executive at LexisNexis. In this episode, Alex shares how connecting with customers is all about honesty, confidence, and something she likes to call “bar talk.” Visit Salesloft.com for show notes and insights from this episode.

Fahad Nawaz is an Enterprise Relationship Manager at LinkedIn. In this episode, Jeremey and guest co-host Katie-Jane Bailey learn about the three hats Fahad wears as an account manager, the importance of using available information to set expectations, and what working in a Parisian sandal shop taught Fahad about the two types of shoppers. Visit Salesloft.com for show notes and insights from this episode.

Kyle Norton is the Head of Revenue for Canada at Shopify, a commerce platform that helps independent businesses start, sell, market, and manage. In this episode, Kyle explains why he loves teaching radical transparency between sellers and their prospects, a philosophy he leaned into after asking himself: “Why are we as sellers so hesitant to lay out all the facts and be more consultative in the process?" Visit SalesLoft.com for show notes and insights from this episode.

Nick Cegelski is a Senior Account Executive for Time by Ping. He’s also the co-host of one of Jeremey’s favorite podcasts, 30 Minutes to President's Club. In this episode, which was recorded when Nick was an Enterprise Account Executive at SurePoint Technologies, Nick reveals why he appreciates getting clubbed in the head, why he’s not crazy about the "Are we winning?" question, and who the podcast guest was on his “$75,000 episode.” Visit Salesloft.com for show notes and insights from this episode.

Morgan Mifsud is a Strategic Enterprise Customer Success Manager at ZoomInfo, which helps revenue teams hit their numbers by leveraging account and contact data. In this episode, Morgan shares how he aligns with hard-to-reach clients, manages time through a top-down approach, and integrates into his customers’ teams. Visit SalesLoft.com for show notes and insights from this episode.

Wayne McCulloch is the Global Head of Customer Success for Google Cloud SaaS products. He is also the author of a recently-published book called The Seven Pillars of Customer Success, which Jeremey lauds as the best book on customer success he’s ever read. Wayne touches on why empathetic people in customer success need to step up, why CS need to understand their job is not to sell, and why it’s important not to focus so much on churn. Visit SalesLoft.com for show notes and insights from this episode.

Kevin Gilman is the National Account Executive over at American Public Media, which produces and distributes many award-winning public radio programming and podcasts. In this episode, Kevin talks about starting out as a journalism major, the nuances of selling ads for public radio, and how dramatically marketing has changed with the proliferation of digital. Visit SalesLoft.com for show notes and insights from this episode.

Brandon Bornancin is the CEO and Founder of Seamless.AI, which helps the world connect to opportunity by finding emails and cell phones for anyone. In this episode, Brandon reveals why Tom Brady is the most inspirational winner to him, role plays a sales call live with Jeremey and flexes his motivational speaker skills. Visit SalesLoft.com for show notes and insights from this episode.

Ashvin Vaidyanathan is the VP of Customer Success and Insights at LinkedIn. He is also the former Chief Customer Officer at the dominant customer success platform Gainsight and the author of The Customer Success Professional's Handbook. Ashvin and Jeremey discuss the current and future state of customer success, including its evolution and some of those pesky questions that surround it today. Visit SalesLoft.com for show notes and insights from this episode.

Dasha Vasilyeva is a Director of Sales East for 6sense, an account engagement platform that helps B2B organizations achieve predictable revenue growth. Dasha and Jeremey talk about her career journey, from being the top rep five years running to successfully managing other people. Visit SalesLoft.com for show notes and insights from this episode.

Nikki Minzenmayer is a Corporate Account Executive at Snowflake, a data platform built for the cloud. Nikki provides a fresh recollection about what it's like to get started in sales, talks about how technical use cases can help generate revenue, and reveals how she developed her business acumen. Visit SalesLoft.com for show notes and insights from this episode.

Andy Bergen is the Chief Customer Officer at Seismic, a company focused on ensuring that sellers have the right content at the right time. In this episode, Andy reveals what involving the support team really shows customers and discusses the importance of selling to the value that your product provides. Visit SalesLoft.com for show notes and insights from this episode.

Tricia Gellman, the CMO at Drift, has over 20 years of marketing experience building brands and leading change at some of the world's most iconic companies, such as Apple, Adobe, and Salesforce. SalesLoft’s CMO and guest host Sydney Sloan talks with Tricia about aligning go-to-market planning, partnering with sales, and brand-building. Visit SalesLoft.com for show notes and insights from this episode.

Ian Koniak is the Strategic Account Director at Salesforce, one of the leading CRM platforms. In this episode, learn why Ian changed his mindset to prioritize the success of his customers and the benefits of truly understanding company culture. Visit SalesLoft.com for show notes and insights from this episode.

Jen Allen is a Key Account Executive at Challenger Inc, a business management consultancy. In this episode, Jen talks about how to effectively engage clients during the sales process and how to create alignment with your buyers . Visit SalesLoft.com for show notes and insights from this episode.Visit SalesLoft.com for show notes and insights from this episode.

Jake Jeffries is a strategic account executive at Branch, a marketing attribution platform for mobile apps. In this episode, Jake breaks down his choreographed sales technique and how he builds relationships with buyers as a top AE. Visit SalesLoft.com for show notes and insights from this episode.

Lauren Rayappu is an enterprise account executive at Yotpo, an e-commerce marketing platform. In this episode, learn about how Lauren built up her network and why she thinks it’s important to get BDR experience. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Jeannie Sabaroff, the VP of Global Sales at Tipalti. In this episode, learn about Jeannie’s proactive management style, and why she believes that good leadership relies on prioritizing the success and happiness of your employees. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode. Visit SalesLoft.com for show notes and insights from this episode.

Andee Harris is the CEO of Challenger Inc, a business management consultancy. In this episode, Andee breaks down the common obstacles faced by sales teams, from hiring strategies to management styles. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Jessica Green, the SVP of Customer Success at Lever. In this episode, listen to how Jessica approaches Customer Success by leading with empathy and how she balances the professional and personal in re-entering the workplace after maternity leave. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Steve Bernstein is Principal at Waypoint Group, a B2B focused customer experience firm. In this episode, learn about how Steve views the role of CS and what are the right questions to ask to guarantee customer engagement and create long lasting relationships. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Jess Klek, the SVP of Financial Services at SalesLoft. In this episode, learn from the “team building Titan” herself on what she looks for when hiring and assembling her sales teams and how she teaches the values of having a growth mindset. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Curtis Moore is the Senior Director of Strategic Account Sales for the Eastern United States at Okta, an internet identity provider. In this episode, listen to how Curtis teaches the value of “people buy from people” to his team and how to utilize your champions to seal the deal. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Preeya Voss, the Regional Vice President of Sales at BetterUp. In this episode, listen to how Preeya connects authenticity and building relationships to being successful in sales and as a leader. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Julia Shapiro is the Director of Sales, North America for Oktopost, a B2B social media management and employee advocacy platform. In this episode, Julia speaks about her hard-earned journey up and around the corporate ladder and how she has utilized her experiences to get her from retail to sales leadership. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Allye O’Brien, the Director of Revenue Operations at Chief. In this episode, learn about how Allye’s passion for being an impactful leader and advocating for other female leaders has been the key to her success. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Chris DiLollo and Sam Berg work for VTS, a leasing and asset management platform for commercial real estate. In this episode, Chris and Sam drop wisdom about best practices for sales, such as leveraging evangelists, promoting transparency and harnessing your own curiosity. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Pia Heilmann, the Director of Sales, EMEA at Klaviyo. In this episode, listen to how Pia navigates selling to a European market while dealing with the pandemic and Brexit and how she centers the customer journey at every step of sale. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Kelly Campbell is a Legal Technology Account Executive at LexisNexis, the leading global provider of business information and analytics to the legal and risk professions. In this episode, Jeremey is joined by co-host Reena Ambai to hear Kelly’s thoughts on the power of emulation, why she prefers taking her time in discovery and what it means to be a great salesperson. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Daniella Bellaire, Global Head of Revenue Enablement at Shopify. In this episode, learn about how Daniella is creating opportunities for a new generation of sales people and the importance of knowing your “story brand”. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Kristie Jones is a principal at the Sales Acceleration Group, where they help founders build, scale and grow their sales teams. In this episode, Kristie covers ground from the behavioral traits of true hunters and CSMs to why she believes in leaving people better than she found them. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Lauren Lynch, Director of Sales at Rapid Seven. In this episode, learn about Lauren’s philosophies of how to empower and inspire your team and earn success together. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Alex Kane is a Senior Strategic Account Executive and Team Lead at Samsara, an Internet of Things company focused on building technology to create connected operations. In this episode, Alex regales Jeremey with tales about once wanting to be Dan Draper, learning survival skills as an ADR, and going door to door while freezing in Omaha. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Sandi Klose, Managing Director of Primary Accounts at S&P Global. In this episode, hear about what Sandi has learned by managing sales teams on an international level and how she has found the mentors who got her to where she is today. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Erin Mathurin is the Region Sales Leader for Enterprise Major Accounts at LinkedIn, a platform that needs no introduction. She joins Jeremey to talk about barriers for people of color in sales, why salespeople are so susceptible to burnout, and the beauty of a good staycation. Visit SalesLoft.com for show notes and insights from this episode.

Chris Kornbrust is Senior Director of Enterprise Sales at Seismic, a leading sales enablement and marketing orchestration platform. In this episode, Chris talks about correlating his mixed martial arts training into sales, running his second business venture into the ground and his path to becoming a frequent top rep. Visit SalesLoft.com for show notes and insights from this episode.

Lauren Craig is the SVP of Sales over at Checkout.com, a global E-Commerce processor. In this episode, Lauren talks about having to strategize on the global market and navigate sales during the pandemic. She also describes how her analytical background as a former chemist informs her approach as the Head of Sales. Visit SalesLoft.com for show notes and insights from this episode.

Dave Kurlan, CEO of Objective Management Group, is also the author of Baseline Selling, which Jeremey recommends as one of the must-read books in the sales lexicon. In this episode, learn the 21 core competencies for modern selling, get tips on how to be an elite salesperson, and understand why Jeremey regards Dave as one of the godfathers of modern selling. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Lauren Miskelly, who recently joined Plaid to lead and build out their mid-market sales organization after 13 years at Google. In this episode, hear why Lauren, who was named “The Authentic Acquirer” on the Future Female CROs list, believes it’s important to be yourself — regardless of the situation. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Sathi Roy, Director of Real Estate Operations at Better. In this episode, hear Sathi’s journey to sales from real estate and how leading by empowerment and “making the results romantic” is how she finds success in her team. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Phil Lautman is an enterprise account manager at HashiCorp, where they provide infrastructure automation for companies that run applications across multiple cloud environments. In this episode, learn about how Phil has become an expert in selling across different types of sales “oceans” and what he learned from taking the path of sales management to become a top AE. Visit SalesLoft.com for show notes and insights from this episode.

Katie Jane Bailey is a senior enterprise account executive at Figma, a browser-based digital design platform. In this episode, hear about the parallels between musical theater and sales, advice on pivoting different careers into sales and how to reframe restrictive thinking around sales methodologies. Visit SalesLoft.com for show notes and insights from this episode.

Marton Chesler is a senior account executive at Tripactions, a corporate travel and expense management platform. In this episode, learn about how knowing both the product and the industry can accelerate your success as an AE. Visit SalesLoft.com for show notes and insights from this episode.

Justin Roff-Marsh is an author of The Machine: A Radical Approach to the Design of the Sales Function, a book with ideas that blow Jeremey’s mind. In this provocative episode, hear why Justin believes that SDRs should be fired or have their roles reconfigured, why first meetings shouldn’t be called discovery meetings, and why paying commissions in a complex sales environment is “too silly for words.” Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with the Vice President of Sales at Unity Technologies, Laura Palmer. In this episode, listen to Laura describe how she leads with vulnerability and empathy and how she builds “psychological safety” on her team. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Caite Ivey, RVP of Sales for National Division at Demandbase. In this episode, hear why Catie — who was dubbed “The Empowerment Educator” on the Future Female CROs list — believes helping leaders uncover their superpowers is so crucial. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Lizzie Rouleau, Director of Sales at TripActions Liquid. In this episode, Lizzie shares what it was like to pivot through the pandemic and why it pays off to take adventures. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Matt Bright is a Sales Director at SNYK, a platform that helps developers incorporate security earlier into their development lifecycle. In this episode, learn about how taking risks and taking on responsibility early in your career can accelerate the path to being a great AE. Visit SalesLoft.com for show notes and insights from this episode.

Megan Gallagher is the Commercial Senior Account Executive at Walkme, whose digital adoption platform helps users by adding a visible layer on top of websites and enterprise software. In this episode, learn about what it takes to be an outstanding account executive and how confidence and storytelling can make or break a sale. Visit SalesLoft.com for show notes and insights from this episode.

Troy Sorrento is a Team Lead & Senior Account Executive at Lookout, a leading iOS and Android security platform. In this episode, learn about how Troy got into sales and his advice on how to grow into a great Account Executive. He also shares the best ways to engage channel partners and his point of view on prospecting. Visit SalesLoft.com for show notes and insights from this episode.

Greg Burlak is the Director of Sales, Strategic Accounts at Checkr, Inc., an AI-powered background check company. In this episode, learn about what it takes to be a great Account Executive, what Greg thinks is the most effective sales strategy, and his own personal process as an AE. Visit SalesLoft.com for show notes and insights from this episode.

Jason Jordan is a Sales Management Expert, author, entrepreneur and a lecturer in sales and sales management at the University of Virginia. In this episode, learn about how Jason teaches sales to undergraduate and graduate business students. Jason also reveals his “recipe” for identifying a great sales manager and talks about what he thinks is the greatest innovation in sales. Visit SalesLoft.com for show notes and insights from this episode.

This year, Women In Sales Everywhere (WISE) teamed up with SalesLoft to highlight powerhouse women in SaaS that we predict will be future CROs. This week, we’re sitting down with Marissa Ash, VP of Marketplace Strategy and Operations at Transfix. In this episode, Marissa shares why feedback is a gift and the two sides of sales: art and science. Sydney Sloan, CMO of SalesLoft and Alex Adamson, Executive Director of WISE, host this special edition of Hey Salespeople. Visit SalesLoft.com for show notes and insights from this episode.

Ernest Owusu is Sr. Director of Sales Development at 6Sense, an Account Engagement Platform that shows companies where their customers are in the buying journey and when it’s time to engage. In this episode, Ernest and Jeremey “geek out” (Jeremey’s words) on “all things sales development.” Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Ernest, Shaundai, and Jeremey also have a frank discussion about diversity in tech and the experience of being a Black person in sales, and what can be done to change implicit biases. Visit SalesLoft.com for show notes and insights from this episode.

Tom Williams is the CEO of DealPoint, a deal mapping and customer collaboration platform for complex sales. In this episode, learn why “managing the deal” continues well after the ink dries and how to alert prospects to problems they might not even know they have. Visit SalesLoft.com for show notes and insights from this episode.

Assa Eldar is the Head of Sales at Lusha, a company that helps business professionals establish a fast and true connection with their leads. In this episode, learn about Assa’s favorite tools, what he sees as the biggest challenge for outbound SDRs, and the art of bottom-up prospecting. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

Edan Gottlib is the VP of Global Sales at Cloudinary, a company that helps create, manage, and deliver media via the cloud to any application. In this episode, Edan shares his thoughts about different go-to-market strategies. Jess Klek, SVP of Sales Vertical & Financial Services at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

Colin Day is the Managing Director for EMEA and Asia PAC at Oktopost, a company that enables B2B marketing teams to amplify their brand on social media and measure the real impact of social on the business. In this episode, Colin talks about sales outside of North America and the differences in hiring and selling processes around the world. Visit SalesLoft.com for show notes and insights from this episode.

Steph Gerpe is Director of Customer Success at Glint, a People Success platform that leverages real-time people data to help global organizations increase employee engagement. In this episode, Steph shares how collaboration and alignment between customer success and sales has been clutch in driving their success. Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, joins as guest host. The trio also discuss the two things Steph focuses on most when hiring, and why small magic moments with the customer matter. Visit SalesLoft.com for show notes and insights from this episode.

Jason Cimino is an Account Lead at Rightpoint, a company that creates positive human interactions that drive meaningful business outcomes. In this episode, Jason talks about the ins and outs of selling services and how it’s different from selling software and other products. Jason also dishes out tips and tricks for account executives on the front lines and shares how he gets deals closed. Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

Meka Asonye is the VP of Sales at Mixpanel, a company that helps businesses build powerful self-serve analytics to help customers convert, engage, and retain more of their own customers. In this episode, Meka shares how he adds value to every touch to connect with prospects. Jeremey and Meka also discuss the benefits of hiring internally and the consultancy frameworks from which Meka hails, and how he applies the lessons learned in that world to sales. Visit SalesLoft.com for show notes and insights from this episode.

Greg Casale is the Founder & CEO of Reveneer, a company that provides outbound SDRs as a service. In this episode, hear Greg’s unique perspectives on how the sales process has changed and how he retains incredible outsourced outbound sales reps. Jess Klek, SVP of Sales Vertical & Financial Services at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

Chris Jones is the CRO of BetterCloud, a SaaSOps platform that enables IT professionals to discover, manage, and secure the growing stack of SaaS applications in the digital workplace. In this episode, learn what it’s like to lead remote sales teams during times of uncertainty. Shawn Fowler, VP of Sales Enablement at SalesLoft, joins as guest host. Jeremey, Shawn, and Chris also talk about value selling and the evolution of the sales enablement role. Visit SalesLoft.com for show notes and insights from this episode.

Mark Girvan is the Chief Commercial Officer of FreshBooks, the creator of accounting software for self-employed professionals and their teams. In this episode, Mark talks to Jeremey and guest host Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, about the unique process of selling to micro-businesses and why he thinks micro-businesses will be a dominant force in the future. He also shares how he gauges which reps will “make it” and which won’t. Visit SalesLoft.com for show notes and insights from this episode.

Jack Webber is SVP Sales at RealPage, a leading global provider of software and data analytics to the real estate industry. In this episode, Jack discusses how to mentor (and how to be mentored!), challenging your team as a servant leader, the transitions he’s handled in his career, and the magical power of paying it forward. Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, joins as guest host. Visit SalesLoft.com for show notes and insights from this episode.

Chris Dorsey is Vice President of Sales & Business Development at Boomtown!, a company that helps organizations orchestrate effortless customer experiences. In this episode, learn about Chris’ take on customer experience, account-based marketing, what it’s like to go from finance to sales, and how his data and coding background benefited his sales career. Jess Klek, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. Chris, Jess, and Jeremey talk about growing product knowledge models, Chris’ innate entrepreneurial spirit, his thoughts on the intersection of salespeople and coding, and why data literacy is something all salespeople should cultivate. Visit SalesLoft.com for show notes and insights from this episode.

Brad Stanghetta is Senior Vice President of Sales at AlidaCXM, creator of the world’s first CXM and insights platform. In this episode, learn about Brad’s thoughts on establishing systems, outbound prospecting, and the dangers of (and lessons in) going viral over a subject line. Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, joins as guest host. Brad, Amanda, and Jeremey talk about establishing systems and what customer experience means to him – and how he ensures customer feedback permeates throughout an organization. Plus, stay until the end of the episode to hear Brad’s six criteria for hiring! Visit SalesLoft.com for show notes and insights from this episode.

Ada Vaccaro is Senior Sales Manager at Bench, a company that organizes the financials of small businesses, independent contractors, and entrepreneurs. In this episode, learn about the unique challenges of staffing a sales team for only a few months out of the year. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Jessica, Aly, and Jeremey talk about the top three qualities Ada looks for in high-performing sales reps, how to plan capacity for a flexible workforce, and the ease with which salespeople can slip into other roles. Visit SalesLoft.com for show notes and insights from this episode.

In this episode of Hey Salespeople, Jeremey speaks with Sales Development Leader Jessica Nelson about her leadership experience across multiple companies and her philosophies on closing out your quarter with a bang. Jess Kleck, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. Learn about Jessica’s opinion on the “end-of-quarter hero” story, and why front-loading the month is always the right move. Jessica also talks about when to intervene and when to empower your reps, what to focus on at the end of the quarter, and how to ensure the next quarter’s pipeline stays healthy. Visit SalesLoft.com for show notes and insights from this episode.

When the world turned upside-down, companies like Zoom and Slack benefited. But adjusting to a positive shock can be just as challenging as reacting to a negative one. Ask Chris Turley, Senior Director of Sales Operations at Bill.com, who helped his team recalibrate after WFH increased his company's relevance. In a dynamic conversation with Jeremey, Chris shares how he helped his BDRs deal with quota adjustments, plus tips for easing tool adoption and training your own boss. Visit SalesLoft.com for show notes and insights from this episode.

Vince Beese is Head of Enterprise at Kustomer, a customer service CRM platform helping contact centers and businesses reimagine service and support in today’s customer-first world. In this episode, Vince discusses the art of closing the deal, a subject he’s particularly knowledgeable about. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Vince, Shaundai, and Jeremey talk about how to get a better close rate, Vince’s three phases of sales, and why slowing down as you approach the close is a deal-killer. Vince also details how to decide which deals are winnable and tips for discussing your competitors with prospects. Visit SalesLoft.com for show notes and insights from this episode.

Marc Diouane is Chief Business Officer of Checkr, a company that makes it easy for thousands of customers to hire millions of people every year. In this episode, learn about the need for constant iteration and how to build an organization with this in mind. Marc and Jeremey talk about staying curious, moving from direct to indirect sales, and why innovation and disruption need to be top of mind for leaders. Marc also discusses the three universal characteristics of a good salesperson and the best way to dip your toes in international business waters. Visit SalesLoft.com for show notes and insights from this episode.

Bryan Caplin is CRO at Andela, a company that helps companies build high-performing engineering teams with Africa’s most talented software engineers. In this episode, learn about how the need for engineers has changed over the years. Bryan and Jeremey discuss planning for 2021 amidst uncertainty, the logistical challenges of having four main hubs on the other side of the world, and why you likely won’t find any sales books on his shelf. Bryan also talks about the value of a rep who can code and what changes he sees in store for the industry. Visit SalesLoft.com for show notes and insights from this episode.

Steve Fitz is CRO at Sumo Logic, a company that enables organizations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing. In this episode, learn about what challenge he’s most focused on and how sales will always be a “people” business. Steve and Jeremey also talk about red and green flags in hiring, building a revenue strategy to sustain growth, and how his team has revamped since shifting to a work-from-home model. Steve also discusses developing a channel strategy and how he sees sales evolving over the next decade. Visit SalesLoft.com for show notes and insights from this episode.

George Mogannam is Chief Revenue Officer at SnapLogic, an intelligent integration platform that helps interconnect data and applications to get business value. In this episode, learn about George’s take on building a culture of accountability and why first-line managers have the most important role in a sales organization. Jess Klek, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. George, Jess, and Jeremey talk about how innate intellectual curiosity makes a great salesperson, the three reasons sales reps fail, and what he trains managers to look for when hiring new reps. George also discusses how to manage your day as a successful salesperson as opposed to being managed by your inbox, plus measuring enablement while everyone is working from home. Visit SalesLoft.com for show notes and insights from this episode.

Paul Williamson is Head of Sales at Plaid, a platform that makes it easy for consumers to connect their financial accounts with the apps and services they want to use. In this episode, learn about the acquisition process from the perspective of both the acquirer and acquired. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Paul, Shaundai, and Jeremey talk about the importance of finding a mentor, encouraging salespeople to win as a team, and communicating culture during a merger. Paul also discusses his wide variety of reading material and the biggest career area in which he still needs guidance. Visit SalesLoft.com for show notes and insights from this episode.

Germain Brion is SVP of Global Sales at Chargebee, a platform for managing subscription revenue operations. In this episode, learn about Germain’s atypical sales career path and his serendipitous introduction to Chargebee. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Germain, Aly, and Jeremey talk about Germain’s favorite interview question (and then make him answer it!), learning from early mistakes, and aligning sales and marketing teams for success. Germain also details his philosophies on empowering sales managers to break high-level bottlenecks and how your values can empower the decision-making of your team. Visit SalesLoft.com for show notes and insights from this episode.

Michael Gagliano is Senior Director of Sales at #paid and Charlie Locke is VP of Sales at HiMama. But today, we’re learning about SDR Nation, their online community where SDRs can receive career advice and coaching from sales leaders hand-selected by Charlie and Michael. In this tag-team episode, Charlie and Michael discuss the difference between dreams and goals, the mission behind SDR Nation, and erasing the stigma of being a salesperson. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Charlie, Michael, Aly, and Jeremey also talk about the SDR Nation experience and what makes a good coach. Visit SalesLoft.com for show notes and insights from this episode.

Nate Gilmore is CRO of PandaDoc, a company that provides automation software to improve deal workflow, insights, and speed while delivering an amazing buying experience. In this episode, learn about Nate’s quest to build predictable and scalable revenue in a challenging time. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Nate, Aly, and Jeremey talk about the art of the perfectly-timed proposal, PandaDoc’s new freemium e-signature product, and how they decided to pivot to a freemium model during COVID. Nate also discusses why he left his law career and how discipline and time management are the keys to being number one. Visit SalesLoft.com for show notes and insights from this episode.

Kara Surrena is SVP of Sales at Listrak, a marketing automation platform for retailers. In this episode, learn about Kara’s background in client services and strategy and how that uniquely positioned her to move into the sales space with the client at the forefront. Aly Merritt, Head of Community at SalesLoft, joins as guest host. In this episode, Kara, Aly, and Jeremey talk about learning from your customers and assimilating their feedback for growth, plus empowering the sales team to tap into skills they already possess. Visit SalesLoft.com for show notes and insights from this episode.

Angus Robertson is CRO at Axcient, a new type of cloud platform that eliminates data loss, keeps applications up and running, and prevents IT infrastructures from going down. In this episode, learn about Angus’ approach to learning (hint: find someone who scares you) and his unique sales insight after serving as both CMO and now CRO of Axcient. Shaundai Person, Account Manager at SalesLoft, joins Jeremey as guest host, and the three pin down what constitutes a good lead, how to be top-of-mind for a reseller with many partner options, and progressing your agenda with metrics that matter. Visit SalesLoft.com for show notes and insights from this episode.

Stephen Murray is President and COO at Booster, a school fundraising company on a mission to change the world by strengthening schools. In this episode, Stephen explains his philosophy around growing at the speed of your organization and staying ahead, and how an injury and exodus from the military led him to Booster and a seat in the C-suite. Jeremey and Stephen also discuss how a company centered around the traditional school year was impacted by COVID-19 and how they survived when schools and fundraising grinded to a halt. Find out how Booster reinvented who they are in a post-COVID world, and created a better, more creative company culture in its wake. Visit SalesLoft.com for show notes and insights from this episode.

Julie Drimel is VP, Global Business Development and Sales Productivity at Oracle NetSuite, a leading cloud ERP solution. In this episode, Julie shares her career journey from recruiter to sales executive, and lessons learned along the way. Kyle Porter, CEO of SalesLoft, joins as guest host. Listen as Julie, Kyle, and Jeremey discuss sales leadership challenges like hiring, BDR management, structuring teams and training programs, and more. Visit SalesLoft.com for show notes and insights from this episode.

Justin Michael is a sales technologist, futurist, and author. In this episode, Justin and Jeremey talk about the future of sales, with emphasis on sales development and the sales tech ecosystem. Listen as they discuss unorthodox sales email tactics, AI-generated emails, hyper-personalization, how AI will change sales jobs, what technology quotient means, and more. Visit SalesLoft.com for show notes and insights from this episode.

David Cichelli is a Revenue Growth Advisor at The Alexander Group, a consulting firm that helps companies eliminate guesswork to generate sustainable revenue growth. In this episode, David and Jeremey discuss all things sales compensation. Hear about commissions versus fixed pay, best practices for structuring spiffs, the danger of over-assigning quota, how job design impacts sales compensation, and more. Visit SalesLoft.com for show notes and insights from this episode.

Rachel Haley is Co-Founder and CEO of Clarus Designs, a consulting firm specializing in corporate growth through efficient scaling to maximize potential. In this episode, Shawn Fowler, VP of Sales Enablement at SalesLoft joins as guest host. Listen as Rachel, Shawn, and Jeremey discuss the most common challenges sales organizations face, solving the problems behind the symptoms, sales processes for SMB versus enterprise, and more. Visit SalesLoft.com for show notes and insights from this episode.

Costa Harbilas is SVP of Global Sales at Intapp, a company that provides the first and only industry cloud for professional and financial services. In this episode, Costa shares what’s different about selling to a partner-led organization versus a traditional corporation. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Listen in as Costa, Aly, and Jeremey discuss the importance of customer-centric selling, value-engineering, and how to overcome resistance to change when rolling out an account process. Visit SalesLoft.com for show notes and insights from this episode

Greg Raiz is an angel investor who builds companies and products that improve lives with technology and design. He’s helped ship apps to over 100 million customers. In this episode, Amanda Georgoff, RVP Enterprise Sales at SalesLoft, joins as guest host. Listen in as Greg, Amanda, and Jeremey discuss learning, leadership, AI’s potential, where AI-powered engagement goes wrong, and the skills salespeople should develop now to capitalize on future AI and machine learning opportunities. Visit SalesLoft.com for show notes and insights from this episode.

Glenn Felson is CSO at Breather, a leading provider of space-as-a-service, with a growing network of private workspaces serving businesses like Google, Spotify, and Airbnb. In this episode, learn about Glenn’s newfound excitement for CRM. Amanda Georgoff, RVP Enterprise Sales at SalesLoft, joins as guest host, too. Listen in as Glenn, Amanda, and Jeremey discuss CRM, the most important trait for a salesperson to have, why tenure is so important in sales positions, and more. Visit SalesLoft.com for show notes and insights from this episode.

Nathan Bliss is VP of Sales and Marketing at Kinsta, a premium WordPress hosting provider serving brands like GE, Intuit, and TripAdvisor. In this episode, Nathan and Jeremey discuss how some CROs are acquiring new responsibilities like owning marketing or services. Hear what sales leaders can learn from winning baseball teams, how to adapt to a new position and develop the right skills, what it means to level up the sales industry, and more. Visit SalesLoft.com for show notes and insights from this episode.

Rob Rosenthal is CRO at Bloomreach, an AI-driven platform that helps companies grow online revenue by creating, personalizing, and scaling premium commerce experiences. In this episode, Rob and Jeremey talk about how and why organizations should move from point solution selling to platform selling. Learn about solving big picture problems vs. singular issues, the need for sales specialization, what it takes to land multi-million dollar deals, and more. Visit SalesLoft.com for show notes and insights from this episode.

Carrie Lazorchak is CRO at SimilarWeb, a market intelligence platform that helps companies understand, track, and grow their digital market share. In this episode, Carrie and Jeremey talk about mentorship and providing growth paths within an organization. Listen in as they discuss continuous learning, how to find mentors, transitioning from a peer to a boss, why Carrie conducts skip level meetings, and more. Visit SalesLoft.com for show notes and insights from this episode.

Bob Marsh is EVP of Sales at Bluewater Technologies, a company that specializes in audio visual integration and event technology services. In this episode, Bob and Jeremey talk about the path that led Bob from his first job in sales to his current role as CRO. They discuss how to have rich business conversations, the value of a teaching culture, why some reps progress to management roles, and more. Visit SalesLoft.com for show notes and insights from this episode.

Andy Mowat is VP of Growth Marketing & GTM Operations at Culture Amp, a platform that helps companies collect, understand, and act on employee feedback. In this episode, Andy and Jeremey talk about building a go-to-market team that ties together all of the functions within your company. Listen in as they discuss hiring best practices, keeping operations teams nimble, getting your hands dirty as a leader, going from one product to a multi-product solution, and more. Visit SalesLoft.com for show notes and insights from this episode.

Nick Casale is Director of Sales at Sendoso, a sending platform for account-based everything. In this podcast, Nick and Jeremey talk about whether effective personalization at scale is possible and what it means to go beyond personalization. Listen in as they discuss better ways to engage prospects, the importance of leading with authenticity and empathy, how to approach direct mailing when prospects are working remotely, and more. Visit SalesLoft.com for show notes and insights from this episode.

Steve Benson founded Badger Maps with the goal of helping outside salespeople be more successful. He’s also host of the Outside Sales Talk podcast. In this episode, Steve and Jeremey talk about why sales leaders need to adjust their mindset and strategy in a down economy. Listen in as they discuss the importance of value-driven sales conversations, navigating pricing negotiations, what to expect from procurement teams, and how to make your messaging resonate with buyers in difficult times. Visit SalesLoft.com for show notes and insights from this episode.

Seth Ashby is Senior Director of Worldwide Inside Sales at Sprinklr, a leading customer experience management platform. In this podcast, Seth and Jeremey talk about the challenges of leading a fully remote inside sales team. Listen in as they discuss the importance of celebrating small wins, which KPIs truly matter, how to help your sellers provide value in every interaction, and more. Visit SalesLoft.com for show notes and insights from this episode.

Lori Richardson is the CEO of Score More Sales, Founder and President of Women Sales Pros, and a top sales influencer on LinkedIn. Much of her work is focused on assessing and evaluating salespeople and sales leaders. In this podcast, Lori and Jeremey talk about predictive factors for job performance, what it means to hold salespeople accountable, why it’s so important to make data-based decisions, and more. Visit SalesLoft.com for show notes and insights from this episode.

Justin Welsh is the former CRO of PatientPop, where he helped grow revenue from nothing to $50 million. Today, he advises and consults for small-to-midsize SaaS companies. In this episode, Justin and Jeremey talk about lessons Justin learned in starting as a VP of Sales with just one rep all the way to growing and leading a successful sales organization. Listen in as they discuss what Justin looked for in the hiring process and why it’s important for salespeople to build their own brand. Visit SalesLoft.com for show notes and insights from this episode.

JC Otero is Manager of Sales Development at Informatica, a company that delivers enterprise data integration and management software, powering analytics for big data and cloud. In this episode, JC and Jeremey talk about how busy sales professionals can use their skills to make a difference in their communities. Get inspired as they discuss JC’s volunteer experience teaching financial literacy to at-risk middle school children, helping build the largest deaf empowerment NGO in Kenya, and more. Visit SalesLoft.com for show notes and insights from this episode.

Dave Wilner is CRO of Auth0, the first identity management platform for application builders that serves up more than 100 million logins a day. In his time with the company, Dave has helped scale Auth0 from $800,000 to over $100 million in revenue. Listen in as Dave and Jeremey discuss everything from growing a sales organization to customer success to 360-degree management and the right time to delegate. Visit SalesLoft.com for show notes and insights from this episode.

Franco Anzini is VP of Revenue Operations at Malwarebytes, a leading cybersecurity platform. In this podcast, Franco and Jeremey talk about how to adapt to constant market fluctuations in the time of COVID. Listen in as they discuss solving marketing and sales alignment issues, B2B versus B2C challenges during COVID, and maintaining an optimization mindset in uncertain economic times. Visit SalesLoft.com for show notes and insights from this episode.

Mario Martinez Jr. is CEO and founder of Vengreso, a digital sales training company helping B2B sales teams create more conversations with qualified buyers. In this podcast, Mario and Jeremey talk about the new normal for sales and how omnichannel prospecting can help sellers reach buyers now. Listen in as they discuss tips for improving your social selling efforts, booking meetings, and how to be irresistible with video. Visit SalesLoft.com for show notes and insights from this episode.

Colleen Stanley is President and Chief Selling Officer at SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. Colleen is an acclaimed sales expert, author, and keynote speaker. In this podcast, she and Jeremey discuss the importance of a learning attitude, the key characteristics of emotional intelligence, and how cultivating the right soft skills helps salespeople execute hard selling behaviors. Visit SalesLoft.com for show notes and insights from this episode.

Michael Watkins is co-founder of Genesis Advisors, a leadership development firm, and a professor at the IMD Business School in Switzerland. He’s also author of The First 90 Days: Critical Success Strategies for New Leaders at All Levels. In this special episode, Michael joins Steve Goldberg, SalesLoft’s new CRO, as they discuss how to navigate your first 90 days as a sales leader. Whether you’ve received a promotion, moved to a different company, or even transitioned to a newly created role, there’s something in this podcast for you. Visit SalesLoft.com for show notes and insights from this episode.

Mary Grothe is the CEO of Sales BQ, an outsourced RevOps firm. She helps rebuild sales and marketing departments profitably. In this podcast, Mary talks about selling complex products (enterprise software, anyone?), the importance of transparency with buyers early on, and how to embrace the unique qualities of your top-performing sales reps. Listen in as Mary and Jeremey discuss these topics and what it looks like to build playbooks that help sales teams improve their strategy and processes. Visit SalesLoft.com for show notes and insights from this episode.

Clay Bentley is the VP of Sales at Metadata, a B2B demand generation platform that performs the most critical functions of your ABM programs. In this podcast, Clay and Jeremey talk about everything from adjusting your ICP in account-based marketing to building sales organizations. Listen in as they discuss why account-based strategy needs to support the full customer lifecycle and how to have better sales conversations about the everyday, tactical concerns that resonate with buyers. Visit SalesLoft.com for show notes and insights from this episode.

Jim Dickie is a Research Fellow at Sales Mastery and one of the original founders of CSO Insights. In this podcast, he shares examples of companies creatively using AI in their sales processes today and discusses how advancements in the Internet of Things (IoT) will have implications on the B2B buying experience. Listen to Jim and Jeremey discuss how AI and IoT will change the dynamic between buyers and sellers, transforming salespeople from vendors into collaborators and co-creators of solutions. Visit SalesLoft.com for show notes and insights from this episode.

Bradford Shannon is not your average RevOps professional. With an unusual career path that led him from the restaurant industry to tech, Bradford has a unique perspective on the intersection of customer service, support, and optimizing sales team processes. Now a Technical Project Manager at Citrix, Bradford promotes sales effectiveness with tools and systems to support the digital sales team. In his discussion with Jeremey, Bradford shares the circuitous but intentional path that brought him to Citrix, and reviews the critical elements of the tech stack lifecycle. Visit SalesLoft.com for show notes and insights from this episode.

What does it take to be in the top 1% as a salesperson? If anyone should know, it’s Scott Ingram. Scott is the founder and CEO of Sales Success Media and hosts the Sales Success Stories Podcast where he interviews the top 1% of sales professionals. He also serves as Account Director at Relationship One. Aside from being hyper-focused, Scott has identified two patterns of success in the reps he’s interviewed. Throughout his conversation with Jeremey, Scott also shares his thoughts on where so-called “success predictors” can fail and even mislead. Visit SalesLoft.com for show notes and insights from this episode.

When times are tough, it’s easy for us to fall into survival mode and deliver suboptimal results. But what does it take to make the switch from surviving to thriving? Stepp Sydnor has some answers. Stepp, CEO of Stepp Sydnor Training Solutions, has made a career advising salespeople — and Fortune-500 CEOs — on how to identify survivors and help them behave more like thrivers. Jeremey and Stepp discuss some of the common quota-killing habits of survivors, like reactivity and repetitiveness, and map out more adaptive behaviors that help thrivers sell in any condition. Visit SalesLoft.com for show notes and insights from this episode.

Ryan Bott, Global Vice President of Inside Sales at Sodexo, has worn many hats over the years. That’s why his conversation with Jeremey is so dynamic: Ryan explains the advantages of channel sales, highlights the importance of cadence, and tells a story about an innovation that led to the iPhone. He closes the conversation with an informative and inspiring message about the incredible changes that occurred at his company as a result of their initiatives to prepare women for leadership positions. This one’s a can’t-miss!

George Brontén just came out with a book for all of us called Stop Killing Deals. As CEO and Founder of Membrain, a sales enablement CRM, George has learned a thing or two about behaviors that lead to success in sales. He starts his conversation with Jeremey by correcting some bad assumptions salespeople make - such as “buyers and sellers are logical” - before diving into his views on the future of AI in sales. Visit SalesLoft.com for show notes and insights from this episode.

Anita Absey learned the power of empathy over the course of her career. Today, as Chief Revenue Officer at LRN, Anita uses empathy every day to keep her team engaged and healthy, and also to make customers feel understood. After detailing how empathy informs her work, Anita regales Jeremey with tales of her career progression and lessons she learned along the way. Visit SalesLoft.com for show notes and insights from this episode.

If you’re only reading about China in the news, you may not have a clear idea of exactly what’s happening on the ground. Brian Miller, CEO of Easy China Warehouse, has been watching it all live from Shenzhen, and has some on-the-ground info to share with Jeremey. Brian updates Jeremey on how his life and his 3PL company have been affected by the virus. Though none of us have defeated the virus, Brian finds the enduring optimism of the Chinese very energizing! Visit SalesLoft.com for show notes and insights from this episode.

Even as the economy begins to recover, sales orgs are still constantly modifying how to manage their customer bases. Everyone’s still in “survival mode,” and Nadia Rashid from Seismic believes that the key to any sales org’s success is positioning their company as a long-term partner to prospects and existing clients. This approach led her, as VP of East-Enterprise and Mid-Market Sales, to find ways to keep her reps motivated and empathic toward customers. Eager to share what she’s learned, Nadia sprinkles bits of gold throughout her conversation with Jeremey. Visit SalesLoft.com for show notes and insights from this episode.

By now, video calls and virtual team meetings are the new normal. And while transitioning from in-office work to WFH required making more adjustments than simply using Zoom, Kent Venook was ready. As Vice President of Global Sales Development at Talkdesk, Kent had already developed effective methods of remotely hiring and onboarding new SDRs -- the pandemic just made him get a little more creative with how he applied what he already knew to his SDR team. In this episode, Kent shares tactics he has found successful, such as promoting video-call power-hours and creating engaging check-ins. Visit SalesLoft.com for show notes and insights from this episode.

Never underestimate where your career can take you. For Billy Keels, his career took him from St. Louis, Missouri, all the way to France, then to Italy, and then to Spain! Speaking with Jeremey from Barcelona -- where he works as a Key Account Manager at SAP -- he shares some insights on learning, employee empowerment, and management leadership that he learned along the way. Visit SalesLoft.com for show notes and insights from this episode.

What are the differences between the sales forecasts of smaller companies and those of the world's biggest companies? Domenic Cervini says it's all in the details. He would know. Domenic, currently the VP of Revenue Operations at DHI Group, has 20 years of experience forecasting, sometimes even at companies all the way up to the Fortune 10. With Jeremey, he really gets into those details -- probability adjustments, the degree of scripting, pipeline health meeting -- and shares his insights. Visit SalesLoft.com for show notes and insights from this episode.

Europe is not a monolith. Reaching out to any of its 44 countries — with their various cultural differences — can seem daunting. Luckily for us, Kata Nyitrai, the Head of the Global Head of Sales Development at Meero, has simplified the process. Kata gives Jeremey tips on improving the success rate of cold outreach by paying attention to differences in language and culture in Europe — but also includes tips for Latin America and the Middle East! Visit SalesLoft.com for show notes and insights from this episode.

When you want to disrupt the status quo, you tell a provocative story of change. But when you are trying to get clients to renew, you ARE the status quo. So what do you do? After 10 years of original research, Tim Riesterer has a compelling answer. As Chief Strategy Officer at Corporate Visions, Tim has refined a precise choreography for getting renewals to stay — and for getting them to grow with you instead of seeking competitors. Visit SalesLoft.com for show notes and insights from this episode.

What’s the best way to manage your team as they work from home? Well, they say “What gets measured gets managed,” and Scott Sutton seems to agree. As Vice President of Revenue Operations at ZoomInfo, Scott has spent the past few weeks making sure that his company’s activity reporting is spot-on so that everyone can stay productive and effective. In this episode, Scott explains to Jeremey why the best response to unprecedented times is more data. Visit SalesLoft.com for show notes and insights from this episode.

Turns out the most engaging tool for online prospecting also happens to be pandemic-proof. Michael Litt has been in love with video since he got his first camcorder, and he’s spent the past decade as CEO and Founder of Vidyard innovating the ways video is used for sales. In this episode, Michael walks Jeremey through all the reasons that video is a great tool at all stages of the sales process - and demonstrates why giving a kid a camcorder is a lot like giving a pig a pancake! Visit SalesLoft.com for show notes and insights from this episode.

Creating or refining a sales enablement structure from the ground up can be a daunting process, to say the least. Leah Levitte has some ideas on how to simplify it. As Head of Sales Enablement at HHAeXchange, Leah has spent some time defining and re-defining the employee life-cycle from beginning to end. Talking with Jeremey, Leah hones in on the important first steps of building sales enablement from scratch, such as asking the right questions, and the pitfalls to avoid, such as chasing off-task “quick wins.” Visit SalesLoft.com for show notes and insights from this episode.

Now that working from home has become the new normal, what’s going to happen to the future of sales? Bryan Elsesser’s been asking himself questions like that for months. As Senior Director of Sales Development at Aircall, Bryan monitors trends in his own company, and in the industry at large, that have given him an idea of which cultural shifts will last (hint: expect a lot more WFH). Bryan breaks it all down for Jeremey, while dropping insights about shifting workplace culture and the importance of trust and professionalism in the current landscape. Visit SalesLoft.com for show notes and insights from this episode.

Data may drive innovation, but what data are right for optimizing sales operations? JM Wilke, Head of Sales Operations at Qualia, has a good idea. While revamping Qualia’s enterprise sales team, JM developed a simple process for training low-performers to demo like high-performers. JM gets in the weeds on the subject — and why feature-dumping is a rookie mistake — in her conversation with Jeremey. Visit SalesLoft.com for show notes and insights from this episode.

What distinguishes high-performing salespeople from average ones? Some might say competency, or empathy. But Nicolas Vandenberghe, CEO of Chili Piper, believes that “mentalizing” — the ability to understand what motivates others — is the most valuable skill that a salesperson can possess. Talking to Jeremey, Nicolas breaks how mentalizing differs from empathy and offers tips on how to improve the skill. Visit SalesLoft.com for show notes and insights from this episode.

There’s no shortage of talk about uncertainty right now. So what’s a sales org to do? If Mark Roberge, Managing Director of Stage 2 Capital, could make only one recommendation, it would be this: Pivot boldly. Fortunately, he shares even more recommendations. SalesLoft CEO Kyle Porter, serving as a special guest host to celebrate our 100th episode, also warns against the danger of late pivots and provides a neat formula for measuring customer retention from short-term data. Visit SalesLoft.com for show notes and insights from this episode.

Lauren McGuire is a product of sales career pathing. She knows the value in learning skills and layering them nicely instead of trying to master them all at once. And as VP of EMEA Sales at TripActions, she knows what it’s like to look back from a high rung on a career ladder to reflect on the journey. In doing so, Lauren and Jeremey discuss embracing feedback, jumping into roles, and working through a recession. Visit SalesLoft.com for show notes and insights from this episode.

Envision a world where useless, hourlong training sessions don’t exist. Sounds incredible, right? Luckily for us, Kyle Coleman, VP of Revenue Growth & Enablement at Clari, has spent his management career not only envisioning this world but creating it. In this episode, Kyle lets Jeremey in on a few secrets of his success refining enablement trainings — mini-lessons by video, “just-in-time” info drops, a little healthy competition — and explains a succinct way to tell marketing to tone down the fluff. Visit SalesLoft.com for show notes and insights from this episode.

As teams are built, the first hire makes all the difference, something that Alexandra Adamson, Executive Director of WISE, knows all too well. Thankfully, Alexandra has developed a simple framework for determining how to confidently pass the baton to the ideal first sales hire — and how to know when it might be time to let them go. In her conversation with Jeremey, Alexandra drops tips on how to identify a “Renaissance rep,” how to help more women excel in sales, and why it’s important to build playbooks during the initiation phase. Visit SalesLoft.com for show notes and insights from this episode.

For SDRs, dial hangover is definitely a thing. That’s why Greg Nigro, Director of Business Development at Blackbaud, has spent the past couple of years honing strategies to cure dial hangover by keeping SDRs feeling engaged and on-task. While chatting with Jeremey, Greg provides insight into why sharing company stats empowers SDRs to make more sales and why waiting to promote SDRs leads to more success. Visit SalesLoft.com for show notes and insights from this episode.

By her own account, Julia Segel, Senior Director of Sales Strategy & Operations at Catalant Technologies, gets heartburn when she can't concisely explain what “good” looks like for a company. Fortunately, her years spent using data to optimize efficient sales inputs and effective sales outputs have given her the toolset to identify what “good” is — and then make it better. Listen to Julia and Jeremey parse through the pros and cons of ruthless prioritization, how to start transferring the top-seller productivity to the rest of the company, and the importance of selling Scholastic wrapping paper. Visit SalesLoft.com for show notes and insights from this episode.

Brad Smith, Co-Founder of Sonar Software, can’t predict the future - but he knows how to get ready for it. The years Brad spent using metrics to manage his own sales pipelines have fashioned him into a tech-stack tactician. Brad and Jeremey lay out strategies for keeping a healthy pipeline, predicting trends, and ensuring that sales goals are set up to get knocked down. Visit SalesLoft.com for show notes and insights from this episode.

Throughout Ralph Barsi’s career, he’s been observing the intricacies of the companies he’s worked for and the tactics of his colleagues. He’s recognized patterns that define effective reps, and has emulated those traits to become a team leader. Now VP of Global Inside Sales at Tray.io, Barsi shares his insights on how to overcome five barriers to gain sales efficiency. Visit SalesLoft.com for show notes and insights from this episode.

When Jessica Fewless started out her career in marketing... the sales and marketing teams really didn't talk to each other. Over the course of her experience, she’s learned how to work things so that sales and marketing are in absolute lockstep when it comes to Account-Based Marketing. Now VP of Customer Experience at Demandbase, she talks with Jeremey about how salespeople can implement certain motions in order to be more successful. Visit SalesLoft.com for show notes and insights from this episode.

Listeners of the Hey Salespeople Podcast know that Jeremey is particular about who he allows on the show, requiring that even CEOs must have carried a bag at some point. Justin McDonald, CEO of RambleChat, did just that for over a decade. This episode’s topic is all about risk mitigation in the sales process. Learn about the key risks in early stage pipeline creation, why situational awareness is critical, and what AEs can do to leverage their political capital. Visit SalesLoft.com for show notes and insights from this episode.

David Dulany, Founder & CEO of Tenbound, had a surprising amount of fun setting up his internal SDR team. During the process, David gained insights on the art and science of sales that have helped him refine his relationship to the discipline. Together, David and Jeremey explore ways to find the optimal sales channel, where the sweet spot of message personalization lies, and why discipline is the key to taking opportunity. Visit SalesLoft.com for show notes and insights from this episode.

Supporting salespeople and leaders with process and data is something on which Will Foley, Director of Revenue Operations at Splash, thrives. And with Jeremey being the RevOps and strategy person he is, you can expect a fair amount of geeking out during their talk. They’ll cover things like getting a lone wolf seller on board with a methodology, leading with the people side from a change management perspective, and reinforcing through simple habit exercises. Visit SalesLoft.com for show notes and insights from this episode.

Some people would see not having a biology background as a barrier to working for a company that specializes in genome engineering, but not Harrison Waid. Harrison took getting a foot in the door at Synthego Corporation as an opportunity to immerse himself into molecular biology, by taking courses and learning everything he possibly could on the subject. On this episode of the Hey Salespeople Podcast, Harrison talks with Jeremey about what it’s like to be Director of Sales Enablement for a company that makes precise changes to DNA. Visit SalesLoft.com for show notes and insights from this episode.

Gary Survis, an Operating Partner at Insight Partners, has a lot to say about account based marketing as it pertains to sales and beyond. Things like: “It always comes down to trust,” and “People don't want to be getting mindless emails,” and “I'm a huge Malcolm Gladwell fan.” But don’t let us spoil it for you - press play to listen to Gary and Jeremey's whole conversation now. Visit SalesLoft.com for show notes and insights from this episode.

Celine Maher is a Senior Director of Corporate Sales and Business Development for EMEA at New Relic. Translation: She participates in leading a US-based company’s efforts across Europe, the Middle East, and Africa — a task that requires an intense amount of sales effectiveness. Celine and Jeremey talk about managing communication across different time zones, maximizing capacity in a lean organization, and how personal challenges can change your perspective on everything. Visit SalesLoft.com for show notes and insights from this episode.

Sales is an up and down game of wins and losses, with reps constantly experiencing peaks and valleys. So why is there a stigma around talking about mental health in the industry? Richard Harris, founder of the Harris Consulting Group, understands that no relationship works well when you’re not supposed to talk about your experience. So, he and Jeremey discuss everything from how individuals can clear their head during the day to which Dr. Seuss story is the greatest sales book of all time. Visit SalesLoft.com for show notes and insights from this episode.

What precisely is a hotlist in the world of sales development, and how do you manage it? These are questions that Mo Moran, Director of Sales Development at an enterprise talent acquisition software suite called Greenhouse, can answer in detail. Mo and Jeremey discuss the Earth, Wind, Fire, Water mechanism she uses with her reps, how to leverage all your outreach methods, and the impact of a physical gift. Visit SalesLoft.com for show notes and insights from this episode.

Steve DeMarco, Chief Revenue Officer of LeanData, has had a number hanging over his head at the beginning of every fiscal year for nearly three decades now. While it never gets easier, Steve has collected many strategies for how to cope with that kind of monster quota. Steve and Jeremey root down into the specifics of crystallizing your goals, not treating opportunities like Fabergé eggs, and how to unstick a stuck deal. Visit SalesLoft.com for show notes and insights from this episode.

This episode of the Hey Salespeople Podcast brings you a very special guest host: Sydney Sloan, CMO at SalesLoft! Sydney speaks with Doug Landis, a growth partner at Emergence Capital, who lives and breathes all things sales and go-to-market. We learn why it’s important to be empathetic to whoever’s on the other side of the table, what your #1 job is when public speaking, and how to overcome fears in the world of sales. Visit SalesLoft.com for show notes and insights from this episode.

Ever since Kelly Flowers stepped into sales and was given a number to hit, she’s been passionate about being proactive versus reactive in her career. Now the Senior Manager of Customer Success for Enterprise Renewals at New Relic, Kelly and Jeremey talk about customer success, the secret to forecasting, and the systems she built to be more proactive. Visit SalesLoft.com for show notes and insights from this episode.

After losing a deal that cost him a nearly $100,000 commission check, Mark Fershteyn was haunted by what went wrong. As a result, he started Recapped, a company that's working on bringing mutual action plans to salespeople. Mark and Jeremey discuss what a mutual action plan is, the reasons people can be resistant to them, and the benefits of being able to collaborate with clients on a deal. Visit SalesLoft.com for show notes and insights from this episode.

As every industry contends with how to operate through the uncertainty of the COVID-19 pandemic, sales organizations are coming up with creative solutions for maintaining connectivity, productivity, and culture despite social distancing. Jess Klek, who is SalesLoft’s VP of Enterprise Sales and Co-Chair of the Women's Integrated Network, serves as guest host for this timely episode. Ang McManamon, Global Head of Sales at Knotel, talks with Jess about how managers need to come from a place of trust and not fear with remote employees, touches on the benefits of virtual happy hours, and dips into the big question: What if it turns out we're more productive with more people working from home? Visit SalesLoft.com for show notes and insights from this episode.

Belal Batrawy, founder of the norm-defying hashtag #deathtofluff, is on a mission to change the “hustle and grind” mentality of sales into a healthier mindset. Jeremey asks Belal about the key questions to ask when vetting a position, why the challenges of sales management is such an important topic, and the potential problems with promoting top-performing sales reps to manager. Visit SalesLoft.com for show notes and insights from this episode.

Steve Benson, CEO of Badger Maps, moonlights as the host of the Outside Sales Talk Podcast. So suffice it to say, he knows a thing or two about the transition from inside sales to outside sales as companies scale. Jeremey takes the opportunity to grill him about when inside sellers should be allowed to travel, how to handle price objections, and what it takes to be an effective sales manager. Visit SalesLoft.com for show notes and insights from this episode.

Dailius Wilson’s career was built on B2C at a young age when he talked his way into a job at the “Australian equivalent of Best Buy” by saying he’d work commission-only. Within two months, he’d performed so well that higher-ups were interviewing him about his techniques. Now, as VP of Sales & Growth at GetAccept, he looks back on the differences between selling to the masses, and selling to the highly-educated and analytical people in the B2B market. Visit SalesLoft.com for show notes and insights from this episode.

John Kearney, Director of Go To Market Strategy at Aventri, comes on the Hey Salespeople Podcast to talk about a first-time topic for the show: how to enable sellers to sell new solutions. Whether those solutions arise due to internal product development or acquisitions, John and Jeremey discuss how storytelling plays a key component in a seller's strategy. Visit SalesLoft.com for show notes and insights from this episode.

Becc Holland, head of sales development at Chorus.ai, is so passionate about sharing her successful personalization methodology with SDRs that she’s created a video series called Flip the Script to do just that. Becc and Jeremey explore her ideas about the predication of great emails, why she doesn’t necessarily view LinkedIn as a place to prospect, and how psychographic principles can bring integrity back to sales. Visit SalesLoft.com for show notes and insights from this episode.

Scott Leese has a lot going on. As the author of “Addicted to the Process”, he is now working on his second book. As the CEO and Founder of Scott Leese Consulting, he is now also the CEO and Founder of a roving conference called Surf and Sales. Finally, as a father of two, he is now balancing household chores with working from home. He and Jeremey discuss the ins and outs of being a VP of Sales, what it's like to write a sales book, and why it’s so crucial to “pick the right horse.” Visit SalesLoft.com for show notes and insights from this episode.

Rob Jeppsen, founder and CEO of Xvoyant and the host of the Sales Leadership Podcast, comes on the Hey Salespeople Podcast to talk about the importance of AEs creating purpose-driven activities, why intent is more important than technique, and his rule of thumb for one-on-one meetings. Listen in to what Jeremey calls the most "jam-packed with actionable best practices" episode of the show yet. Visit SalesLoft.com for show notes and insights from this episode.

Scaling without compromising consistency is a tricky goal most growing companies aim for, but don’t always achieve. Gary Smyth, the Senior Director of Inside Sales and Sales Development at Informatica has put numerous processes in place to ensure that his team excels as it expands. In this Hey Salespeople episode, Gary and Jeremey take on complex topics such as SDR management, hiring, and enablement. Visit SalesLoft.com for show notes and insights from this episode.

Years ago, Chris Giles witnessed firsthand the power of making a difference in the lives of others when he helped lead fundraising efforts for improving the lives of many sick children. Moved by the experience, Chris, who is also the founder of the Faktori - a company that's focused on employee development - started the Make a Difference Movement to inspire others. Listen in to find out how Chris’s ability to sell, communicate, and network contributed to changing the world. Visit SalesLoft.com for show notes and insights from this episode.

You’ve heard the phrase “dress for the job you want,” but have you heard the philosophy of acting the role of the promotion you want? Colleen Manning, whose career started from a cashier at McDonald's to now VP of Sales at Clora, knows what it takes to snag a promotion - and when to give them out. Colleen and Jeremey get into work-life balance, the benefits of shadowing others, and how to set yourself up for promotion. Visit SalesLoft.com for show notes and insights from this episode.

Being the first sales hire at a company affords a singular look into the triumphs and errors that a new business makes as it scales. That was the case for Robert Lopez, who now leads new customer acquisition with a team approaching 200 for Justworks -- a company which helps entrepreneurs grow their business through an all-in-one HR benefits and payroll platform focused on SMB. In this episode of the Hey Salespeople Podcast, Robert and Jeremey talk about the benefits of being cash-strapped, what makes recruiters target your salespeople, and how to build a company for the ages. Visit SalesLoft.com for show notes and insights from this episode.

The demand for great sales ops candidates is higher than the supply, which presents a challenge for companies looking to attract top talent. As Head of Sales Development at TwentyPine, a specialized sales ops and Salesforce recruiting shop, Aaron Leeder is perfectly positioned to discuss how quickly hiring managers should be moving, how to cut negotiations off at the pass, and the best way for candidates to research companies. Aaron and Jeremey discuss all this — and more — in this episode of the Hey Salespeople Podcast. Visit SalesLoft.com for show notes and insights from this episode.

As a Digital Marketing Practice Leader at tech giant IBM, where Pamela Lapeyrolerie started out as a receptionist more than 30 years ago, she has learned a lot about, well...learning. From taking courses at a community college for career advancement to teaching new sellers how to hone their soft skills, Jeremey and Pamela discuss how important it is to never stop seeking out new information. Visit SalesLoft.com for show notes and insights from this episode.

If you ask Kyle Smith, Director of Sales and Customer Success over at The Bridge Group, he’ll tell you that Customer Success is the least well-defined of all the big sales roles. He’ll also tell you about the multiple challenges associates with being ill-defined, what the next logical step is, and where he’s seeing unification in the industry. Join Jeremey as he learns all the CS insider knowledge in this episode of the Hey Salespeople Podcast. Visit SalesLoft.com for show notes and insights from this episode.

Scripting the sales process is a hot topic — one that Collin Cadmus knows very well. His thoughts on the ways companies should strategize sticking to their playbook have evolved from his first sales role at Single Platform to his current position as VP of Sales at Aircall. Jeremey talks with Collin about the way effective senior reps may influence your script, the difficulty of being 100% rigid with your pitch, and why posting tips on LinkedIn isn’t as corny as you may think. Visit SalesLoft.com for show notes and insights from this episode.

Rahim Fazal, CEO of SV Academy has a fascinating backstory: After being fired from McDonald’s, he and a friend started a business in high school and quickly sold it for millions. Today, he’s a crusader for increasing diversity in how people get hired, trained, and developed into leadership positions. He and Jeremey talk about whether Rahim regrets not getting an undergraduate degree, the importance of having access to mentors, and how leaders can begin to shatter the elitism that exists in hiring and people development. Visit SalesLoft.com for show notes and insights from this episode.

McClain Smith, Director of SMB & Sales Development at Lucidchart, believes that curiosity can advance deals with prospects -- but only if it’s genuine. He also states that being passionate about something makes someone a better salesperson -- but only if it’s authentic. How exactly did McCain learn that these traits can facilitate better conversations through every phase of the sale cycle? Find out in this episode of the Hey Salespeople Podcast. Visit SalesLoft.com for show notes and insights from this episode.

Marty Enns, VP of North America Commercial Sales at Clari, and his team have led about 2,000% growth over the last six quarters. Naturally, Marty and Jeremey talk about what it's like to manage and scale a hyper-growth organization. They also touch on the give-to-get relationship of buyer and seller, how to score follow-up calls, and why Marty started a book club for his team. Visit SalesLoft.com for show notes and insights from this episode.

Why should you pause before answering a question, even if you know the answer? How do you motivate sales professionals so that their drive doesn’t need to be continually fed? If there are three frogs on a log and one decides to jump off, how many are left? Brian Remington, an experienced sales leader and mentor, has the answers to all three in this episode of the Hey Salespeople Podcast. Visit SalesLoft.com for show notes and insights from this episode.

When Jamal Reimer was a rookie salesperson, he couldn’t even begin to imagine closing a $10 million deal. Fast forward to today, and this strategic account manager at Oracle underwent a massive mindset shift, closed multiple $50,000,000+ deals, and created the Mega Deal Secrets Masterclass. Tune in to learn Jamal’s insights on how to close mega deals, an uncovered topic of discussion for the Hey Salespeople Podcast until now. Visit SalesLoft.com for show notes and insights from this episode.

Dave Munson, VP of Direct Sales at Axon — the law enforcement technology company known for its Taser brand — has closed many a quarter and knows just how intense of a time that can be. In this Hey Salespeople episode, you’ll find out why deals lost at the end of the quarter were actually doomed from the beginning, how inside sales teams are run, and what three characteristics make a job candidate attractive. Visit SalesLoft.com for show notes and insights from this episode.

The underdog strategy is one of smarts, grit, and investment. Laura Palmer knows this first hand; her career spans from working at a small San Francisco startup during the dot-com bubble, to then joining Google Enterprise in its early days, to her current role as Vice President of Sales at Unity Technologies. In this Hey Salespeople episode, Laura and Jeremey discuss different influences inside an organization, the #1 reason that people move to Gmail, and why being the underdog is way more fun than you would think. Visit SalesLoft.com for show notes and insights from this episode.

As the end of the decade fast approaches, Sarah Rochkind, Director of Mid Market & SMB Sales at Axiom, breaks down the kinds of questions everyone in sales should be reflecting on. Sarah and Jeremey hold a magnifying glass up to weighty topics like territory strategy, career pathing, and organizational complexity. Visit SalesLoft.com for show notes and insights from this episode.

Mike Weinberg, an expert who has written multiple books on the art of sales, has walked the walk over his career in roles such as VP of Sales, Director of Sales, and Regional Sales Manager. Known for his bluntness, Mike covers a lot in this Hey Salespeople episode, including: what constitutes sales management malpractice, the thing he’s constantly reminding sales leaders and managers of, and why Gary Vee’s message in content may not be applicable to the average B2B salesperson. Visit SalesLoft.com for show notes and insights from this episode.

From his time at Marketo to his presence on LinkedIn and current role as VP of Marketing at EverString, Matt Amundson is probably a name you have heard before. What you might not have heard is his thoughts on data-driven prospecting and marketing, the new wave of data around intent, or the best way to get a hotel upgrade. Listen to this episode of the Hey Salespeople podcast to learn all of the above! Visit SalesLoft.com for show notes and insights from this episode.

Having a CRO and a CMO in one interview is a golden opportunity to talk about sales and marketing alignment, and Jeremey does exactly that in this episode of the Hey Salespeople Podcast. CMO Meagen Eisenberg and CRO Rich Liu of the corporate travel management platform TripActions, discuss best practices for tying sales and marketing together. The trio starts by questioning the legitimacy of the topic, and it only gets more nuanced and interesting from there. Visit SalesLoft.com for show notes and insights from this episode.

Dave Gerhardt, the Vice President of Marketing at Drift, takes on a touchy topic: How do you sell to people when you know they don’t want to be sold? Dave and Jeremey go down some interesting avenues that bring listeners into the land of social psychology. Visit SalesLoft.com for show notes and insights from this episode.

Deva Rangarajan, a faculty member and Director for the Center for Professional Selling at Ball State University, brings both a practical and an academic perspective to sales. Having traveled extensively for work, Deva has tremendous insight into how customers operate in different regions of the world. He and Jeremey delve into NPS scores, the "Amazonification of Expectations", and being seen as a trusted advisor in the era of social media. Visit SalesLoft.com for show notes and insights from this episode.

In this milestone 50th episode of Hey Salespeople, Chris Orlob and Jeremey talk about what it really means for sales to be a chainlink system. With Chris being the Senior Director of Product Marketing at Gong.io, one of the leading conversational intelligence platforms, we couldn’t let him leave without discussing a healthy dose of fascinating sales stats. Visit SalesLoft.com for show notes and insights from this episode.

As someone who’s constantly fielding prospecting emails, Stephanie Middaugh knows a thing or two about spotting a sequence or drip campaign a mile away. That’s why it’s all the more impressive when someone can cut through the noise and get her attention. In this Hey Salespeople episode, find out what it takes to effectively sell to Divvy’s Senior Sales Enablement Manager. Visit SalesLoft.com for show notes and insights from this episode.

Jeff Winters may be the president of Sapper Consulting, an outsourced SDR firm, but that doesn’t mean Jeremey won’t take on him on in the great "Insource vs Outsource SDR” debate. They discuss the future of sales engagement, and, of course, get into immediately actionable advice on outbound strategy. Visit Salesloft.com for show notes and insights from this episode.

Dan Dawson wants to be challenged. As the Senior Partner and Chief Sales Officer at Force Management, that means being an expert consultant on what issues buyers are trying to solve - even before they do. In this Hey Salespeople episode, Dan and Jeremey discuss the benefits of doing your homework before getting in the room with a prospect. Visit Salesloft.com for show notes and insights from this episode.

For Ashley Grech, becoming Global Head of Sales at Square was no cakewalk. After graduating with an MBA in the heart of a financial crisis, she learned early on that sales means listening to people’s pain and solving problems as a result of it. From her 12 years at a prestigious bank, she uses her experience to teach salespeople how they can up their game through listening and storytelling. Listen to this episode of Hey Salespeople to learn her thoughts on the necessity of MBAs, dealing with economic crises, and the importance of keeping diversity in your salesperson pool. Visit Salesloft.com for show notes and insights from this episode.

As Conversational Marketing Manager at Drift, Sara Pion knows that the human-to-human part of the sales process can’t be left out of the equation. She explains that automated or not, conversations still come down to personal connection. Whether it’s fine-tuning chats between bots and customers or ditching her computer for a face-to-face meeting with her sales team, Sara is a master at quick engagement, efficient processes, and keeping relationships fluid. Listen to this episode of Hey Salespeople to hear more about her journey from up-selling as a kid at a lemonade stand to using insights to solve pain points today. Visit Salesloft.com for show notes and insights from this episode.

When it comes to the role of frontline sales manager, Dave Brock wrote the book (literally). Dave is the CEO of Partners in EXCELLENCE as well as the author of Sales Manager Survival Guide. While new frontline sales managers often fixate on hitting a number, Dave suggests spending time getting to know the role, the team, and the company first. Listen to this episode of Hey Salespeople to learn why Dave thinks the worst thing a new frontline sales manager can be is an excellent closer. Visit Salesloft.com for show notes and insights from this episode.

Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape. Listen to this episode of Hey Salespeople to learn more about Tyler’s strategy when it comes to PQLs and his three part axis of qualification. Visit Salesloft.com for show notes and insights from this episode.

Lindsey Liranzo is a master when it comes to growth and development. When she’s not putting her skills to the test with clients, she’s growing and developing her own career in sales leadership. From teaching English in Thailand, then working in the finance department at NASA, to now serving as the Director of Online Sales and Sales Development at one of the most richly valued tech companies in the world, Lindsey has distilled the key ingredients necessary to scale a successful leadership role. Listen to this episode of Hey Salespeople to learn more about Lindsey’s journey to her sales leadership role at Zoom (and why teachers make great salespeople). Visit Salesloft.com for show notes and insights from this episode.

According to Engagio’s CEO and Co-Founder Jon Miller, the relationship between marketing and sales should be less of a lead handoff and more of a soccer game. Jon shares his actionable advice on how to bridge the gap and encourage open communication for selling success. In this episode, Jon and Jeremey discuss the evolution of account-based selling and how it has changed the way that sales and marketing should work together.

How are great sales cultures built? Brian Trautschold is the Co-Founder and Chief Operations Officer at Ambition and has a pretty impressive track record of building great cultures at numerous organizations. He shares the key indicators of strong and struggling company cultures and how it all boils down to alignment, accountability, and authenticity.

Catie Ivey is the RVP of Sales at Demandbase and has made her mark in the account-based marketing space. She comes on the Hey Salespeople podcast to talk with Jeremey not about ABM, but about diversity in sales. The two discuss the data-backed benefits of a diverse workplace, common misconceptions, and actionable advice for women in sales. Make sure to catch Catie’s unique perspective on mentorship and her tips on everything from filler words to body language.

Tim Riesterer is the Chief Strategy Officer at Corporate Visions and he makes it his mission to deliver customer conversations that win. Tim and Jeremey discuss Corporate Visions’ recent study on sales engagement personalization and the key takeaways from it. The two discuss everything from increasing open rates to why salespeople should care about benchmarking in this data-packed episode of the Hey Salespeople podcast.

Everyone wants value. Craig Rosenberg and Dan Gottlieb, both analysts at TOPO, discuss how to think outside of the box when delivering that value to prospects. From storytelling to experimenting with channels beyond just email and phone, Craig and Dan give their best practices for prospecting and advice on how to build connections and engage in a new and creative way. You won’t want to miss Jeremey’s three immediately actionable takeaways!

It takes a lot of work to keep things simple and Dennis O’Malley, CEO at Caliva, learned that first hand as he transitioned from an enterprise organization to a vertically integrated cannabis company. Dennis and Jeremey discuss how authenticity, consistency, and transparency are key to any thriving business and how to build a rhythm of high-performance culture.

Sales Development Reps and Account Executives are two entirely different roles. How you manage those two roles should also be entirely different. Meg Hewitt, Regional Manager of Retail & Consumer Goods at Salesforce shares how to navigate through both styles of leadership and provides actionable advice on hiring, authenticity, and running one-on-one meetings. Make sure to jot down Meg’s tips on how to stand out as an SDR for that next promotion.

Tana McDermott is currently the Vice President of Revenue Operations at Workiva but has held almost every sales role imaginable. She dives into which sales methodologies have had the greatest impact on her career journey and how she had built high performing teams. Jeremey and Tana share leadership tips on everything from sales comp to keeping reps incentivized and accountable on this episode of the Hey Salespeople Podcast.

We all have experienced great managers... and then not so great managers. Richard Park, Senior Vice President of World Wide Sales at SurveyGizmo walks through the characteristics of both and shares best practices to be the best leader possible. From letting your reps fail to always asking what more you can do, Richard and Jeremey discuss sales coaching strategies and how to thrive on the front line.

You’ve probably heard of life hacking, but what are simple ways you can hack your sales game? Jean-Édouard Silva and Stephanie Salomonsen are both Account Development Executives at iCIMS. In this episode, they share tools and strategies that have made their lives easier as salespeople. From their sales engagement platform and cadence structure to leveraging marketing for prospecting emails, the two discuss all the tricks of the trade!

What is the best way to enable front line managers? Danielle Stefanello, Global Director of Sales Enablement & Effectiveness at WeWork, unpacks her five key competencies for an effective sales manager in this episode. From active listening to stakeholder management, Danielle and Jeremey discuss their experiences as managers and share immediately actionable ways to become a better leader.

How do you lead an enterprise organization through massive simultaneous changes to the culture and the business model? Wendy Caputo is PTC’s Lead to Revenue Process Director and she was a key player in the organization’s move to a subscription model and shift in culture. In this episode, she explains how the organization overhauled its performance in three short years.

How do you avoid a death spiral? Aon’s Sales Force Effectiveness Practice Leader, Scott Sands, breaks down what happens when you grow earnings but miss revenue expectations. The next action determines whether it’s the virtuous cycle or the death spiral for a company. In this episode, Scott explains what leads to the death spiral... and what the cure is.

On this special episode of the Hey Salespeople podcast, we not only have a guest but also a guest host. SalesLoft’s CEO Kyle Porter sits down with Zoom Info and DiscoverOrg’s CEO Henry Schuck to discuss how to scale a sales organization. The two share tips on everything from hiring and demos to email optimization and getting in on the ground floor as executives. You won’t want to miss Jeremey Donovan’s five takeaways from Kyle and Henry’s conversation.

We often focus on turning prospects into customers, but how do we prevent those customers from jumping ship? Cameron Brain, CEO of Everyone Social, and Jeremey discuss how to drive adoption, engagement, and retention on this episode of the Hey Salespeople podcast. Cameron shares his tips on maintaining a competitive edge while never diverting focus away from the customer.

In this episode, Winning By Design’s founder, Jacco van der Kooij, talks about who is really responsible when sales teams don't make quota... and it's not the rookie reps. Jacco challenges our way of thinking about hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now. Listen to learn those 3 sales methodologies salespeople need to master… and be able to switch between in 5 mins of a sales call.

We often hear about scaling sales, but how can you ensure that customer success keeps up when you’re at the top of the S-curve? Toast’s SVP of Customer Success, Emmanuelle Skala, is cracking the code. In the episode, she shares the most important metrics to monitor, explains how she tracks tickets to have more visibility into effectiveness, and how Toast is using AI to support customer success agents.

Does the phone call have a place in today’s digital world? DialPad’s Chief Strategy Officer Dan O’Connell thinks it does, and its role will expand as technology advances. In this episode of the Hey Salespeople Podcast, Dan reveals how phone calls and call recording can enhance your sales process. He also talks about his path to senior management and shares the leadership advice he’s learned along the path.

Looking at the reply rates of a campaign is the gold standard for measuring email effectiveness. Wes Baker argues you should instead focus more on sentiment. As the Senior Manager of Demand Generation at Jitterbit, Wes is responsible for streamlining inbound and outbound channels using their sales tech stack. In this episode, Wes gives his take on where sales engagement is today, tips for measuring effectiveness, and how he sees AI impacting the future of sales.

If you know and love the book, Predictable Revenue, you have Aaron Ross to thank. The award-winning author and Co-CEO of Predictable Revenue, Inc. is an expert on driving growth, building successful outbound teams, and increasing productivity. In this episode of the Hey Salespeople podcast, Aaron and Jeremey discuss why growth should not just be focused on hiring more salespeople, and how to be more effective with the salespeople you already have.

There is no denying that the sales landscape is radically changing and Kurt Heusner is leading the charge. As the Vice President, Americas Digital Sales at Citrix, Kurt is redefining the customer experience and helping organizations move toward subscription and cloud models. In this episode of the Hey Salespeople Podcast, Kurt shares sales techniques for the new buying environment and everything you need to know about building rapport, personalization, and the new generation of sales leadership.

When Tori Belkin came into her role as Director of Sales at Ceros, she was tasked with building the sales training program from scratch. Learn how she approached it and the three strategy pillars she’s employed to scale the sales function. Bonus: listen to Tori and Jeremey role play how to establish an upfront contract using the Sandler methodology.

Kiva Kolstein and Alea Homison are AlphaSense’s CRO and VP of Sales Strategy, respectively. Together, they have established a formula for onboarding that leads to excellence from their new sales hires. This process is so thorough that they compare it to Marine boot camp, where sales reps leave the program feeling ready to go to battle (no push-ups required though).

As Senior Research Director of Marketing Operations and Demand Generation at Forrester, Kerry Cunningham brings a unique marketing perspective to the Hey Salespeople Podcast. Jeremey and Kerry discuss inbound leads, account based marketing, and the advantage that a sales rep exuding calm confidence has.

How does someone go from being ‘sales impaired’ to a sales technology evangelist? Find out in this Hey Salespeople Podcast where LinkedIn’s Roberto Beltran discusses his career in Sales Development Operations. Roberto has witnessed first hand how the sales landscape has evolved and weighs in on new sales waves, artificial intelligence, and the future of sales tech.

Anthony Iannarino is well-known for his sales leadership, but Jeremey digs deep into his four levels of sales. Learn why level 4 - the trusted advisor - really is the holy grail, and the reason you still need the prior 3 levels.

As the Chief Sales Officer at Forrester, our guest speaker Kelley Hippler has worked with the best and brightest in the tech industry. In this episode, Jeremey and Kelley discuss ways to drive strategy, structure, and success in this ‘age of the customer.’

Steven Broudy, known for his collection of Hawaiian shirts, is Head of Sales at Bevy. However, he started his career as Ranger Sniper Team Leader in the U.S. Army. Listen as Jeremey and Steven discuss how to build decentralized but empowered teams, the importance of approaching new jobs with a beginner’s mindset, and why creating a community of practitioners is so powerful.

From starting her career as a Sales Rep for Salesforce to now working as the VP of Commercial Sales for FireEye, Christina Foley has witnessed firsthand how sales has changed and adapted to keep winning. Jeremey and Christina walk through the evolution and offer actionable advice on everything from storytelling to forecasting.

Get ready for triple the guests, triple the actionable advice, and triple the fun in this unique episode of the Hey Salespeople Podcast. What are the odds that 3 brothers end up in sales? How does that even happen? Jeremey and the McDonough Brothers - Jeff, Jim, and Mike - discuss their career journeys and what they have learned along the way.

Kevin Dorsey is known for mic drops. In this episode, PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. In short, he thinks we’re doing it wrong. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople.

You may have the best product in the world, but without a successful and customer-specific demo, it can be difficult to get prospects on board. As the Director of Sales Engineering at Guru, Rob Falcone is a wealth of knowledge when it comes to delivering meaningful experiences to customers and how demos play an important role in that. In this episode, Jeremey and Rob walk through the entire demo process, covering everything from the importance of discovery to tips on how to successfully close.

Stephanie Brookby is a value engineer. She currently serves as the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google. Along the way, she’s benefitted from being scrappy, hustling, and not being afraid to ask for what she wants. Stephanie and Jeremey dig into those topics and explore the true meaning of value engineering.

At TOPO, Kristina McMillan makes it her mission to help sales organizations deliver the best experiences possible to their buyers. As the Vice President of Research, Kristina has a team of analysts who combine strategy with actionable best practices for some of the world’s fastest growing companies. In this episode, Jeremey and Kristina discuss ways salespeople can create value in their messaging while establishing credibility and trust with buyers.

Michael Arrieta began his sales career going door-to-door with CUTCO knives, but quickly added Chief of Staff at Dell to his resume. Less than 10 years later he became DocuSign’s Vice President of Communications, Media, Utilities, & Energy. In this episode, Jeremy and Mike walk through the key lessons that he learned while navigating his career ladder and discuss the strategy behind moving from mid-market to enterprise. (Spoiler: it’s all about who you hire.)

Keenan was born selling. As Chief Antagonist at A Sales Guy Inc, he’s showing others how to find the same success in sales. In this unfiltered interview, Keenan unapologetically calls it as he sees it. Keenan and Jeremey debate everything from the right approach to sales training to when to break up with a prospect.

James is the founder of the UK’s largest professional organization for salespeople, Sales Confidence. Is sales in the UK all that different than in the US? James and Jeremey sat down to compare and contrast the two approaches. They cover everything from GDPR to delivering value on the first call.

Peter is well-known for founding the Modern Sales Pros (MSP) community, but did you know he founded a talent search engine and sold it to Monster? In this episode (dubbed a ‘sales nerd explosion’), the duo discusses everything from the concept of ‘selling ice to an Eskimo’ to a pipeline for hiring to the necessity of sales math in modern sales.

John began his career selling power tools, but today he teaches some of the top sales teams in the world how to sell better. In this episode, Jeremey and John talk about how to NOT make your life harder and applying A/B testing to every aspect of your process.

Alyssa has had a rocket on her back throughout her career, but it hasn’t come without a lot of hard work and being receptive to feedback. In this episode, Jeremey and Alyssa talk about personal development and dive into the two hallmarks of sales (do you know what they are?).

You can leave a million voicemails for Trish, but you won’t get a bite if you don’t have a fascinating opening line. In this episode, Jeremey and Trish talk about topics that range from sales leadership skills to the right (and wrong) ways to prospect. Spoiler alert: people appreciate honesty.