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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.
 
We Fix Broken Salespeople. If you feel like something is "off" in your sales career and want to figure out what it is, this is the podcast for you. After having a breakdown in 2015 Red discovered that he needed to try to do things differently. He then spent years taking apart and rebuilding sales processes to make it work the right way. Many of the old cliches did not survive the testing process. If you are frustrated by your sales, join us in the workshop. Until then. Go fix yourself.
 
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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 dev…
 
It is easy to look at our customers and talk about how emotional or unreasonable they are, but how often do we look at our own emotions within an organization? Are we actually treating ourselves like human beings with complex emotions or are we treating ourselves like replaceable statistics? As always, if you are looking for more training you can f…
 
We all hate cold calling. On this episode I go through why cold calling is inefficient and how to build a process that allows you to stop cold calling forever As always, if you are looking for more training you can find a ton of new information at brokensalespeople.com You can also find me on social media! Feel Free to connect! https://www.linkedin…
 
We need to learn how to be the right kind of person to help our customers become the heroes of their own journey. That means we have to go through some tough times. Here is how vulnerability can help you, your customer, and your organization. For more info, please visit BrokenSalespeople.com. You can also find me on social media! Feel Free to conne…
 
I recently heard a rumor about something happening behind the scenes in the #Ukraine war that everyone should know. It explains so much about Russia's actions and it gives us a lot of insight on how we should be running our own companies. For more info, please visit BrokenSalespeople.com. You can also find me on social media! Feel Free to connect! …
 
There is a phrase you see a lot in the business and self help world. "You either win or you learn." And while that is true most of the time, there is a toxic element of that idea that we need to discuss. This episode Red talks about how that idea can overlap with Kobe Bryant, Wilt Chamberlain, and the NXIVM cult from upstate New York. As always, if…
 
We have all had at one point or another complained about a gatekeeper. We know, deep down, that we can help this prospect do something amazing, but we cannot seem to get past the gate and speak to the person we need to. What if there is a better way? This episode in the workshop Red talks about how to not only get past Gatekeepers, but be happy you…
 
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…
 
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 managin…
 
For years, the easiest way to track your salespeople was simply counting how many outgoing phone calls there were and you will inevitably see results. Sadly, spam filters and cell phone updates have made things much more complex. This episode we talk about creating the right lead measures, actually measuring them, and make sure you are not being mi…
 
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 lever…
 
For those of you who have not seen the Brandon Sanderson "It's Time to Come Clean" video, I highly suggest it. It is a masterwork on launching a product and shows the power of building an audience. This is something every salesperson and company should watch. In this video I go into why it was important, and how we can take a cue from Sanderson and…
 
Today is International Women's day, and it is time to clean our own house and talk about some of the issues we have created that are damaging to the women in the sales world. Today I go through Green Hill Recovery's list of toxic masculine traits and how they dovetail into the sales world. https://greenhillrecovery.com/toxic-masculinity-vs-healthy-…
 
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 tech…
 
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 ext…
 
I did not plan to record this podcast. I did not think that it was something that I should talk about. However if I did not, I would be neglecting my own emotional intelligence and the emotional and physical well-being of tens of millions of others. Special thanks to Mike O' Connor and Ira Bowman for pointing this out to me and convincing me to rec…
 
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 metr…
 
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. Vis…
 
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 reve…
 
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 …
 
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 Salesl…
 
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 pe…
 
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 Salesl…
 
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…
 
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 Sal…
 
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 ins…
 
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…
 
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 pre…
 
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. Visi…
 
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 n…
 
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 revenu…
 
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 note…
 
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 I…
 
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 nuanc…
 
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 inte…
 
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 ins…
 
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 e…
 
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 …
 
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…
 
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 near…
 
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 Strate…
 
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…
 
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 ep…
 
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