Afleveringen
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Summary
Simplifying operations is crucial in SDR organizations to improve execution and productivity.Enterprise sales require a different approach, but the strategies for getting responses and setting meetings are similar to other sales roles.Building a community of SDR leaders is valuable for networking, learning, and career growth.Surprise wins in sales, such as getting a positive response or closing a deal unexpectedly, are incredibly rewarding.The Pipeline Pipeline conference is a must-attend event for SDR leaders.
Sam Nelson, founder of strleader.com and creator of the Pipeline Pipeline conference, shares his journey from selling funeral insurance to becoming an expert in SDR training and consulting. He emphasizes the importance of simplifying operations in SDR organizations and focusing on repeatable processes. Sam discusses the unique challenges and opportunities in enterprise sales and highlights the value of building a community of SDR leaders. He also shares his excitement for, and invites SDR leaders to attend the Pipeline Pipeline conference.
TakeawaysSound Bites
"Outbound prospecting is an art and a science; you need a balance of creativity and data-driven strategies to truly excel.""The right sales engagement platform can transform your approach, making it more efficient and effective, while also providing valuable insights.""Aligning marketing efforts with sales objectives isn't just beneficial; it's crucial for driving cohesive and impactful business growth.""Robust SDR training is essential—not just for immediate results, but for building a foundation of skills that will serve salespeople throughout their careers."Chapters
[00:00] Introduction and Background
[06:02] From Funeral Insurance to Outreach
[11:26] Creating a Community of SDR Leaders
[19:20] Unlocking Success in SDR Organizations
[23:50] The Changing Landscape of Sales
[29:30] The Thrill of Surprise Wins in Sales
[31:23] Join the Pipeline Pipeline Conference
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Anthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of educating customers based on the salesperson's institutional knowledge. A great day in sales, according to Anthony, is one where a clear goal is set and executed well.
Sales success is driven by mindset and focusing on controllablesCreating a sense of urgency is crucial in selling to niche industriesGiving salespeople agency within a framework leads to better performanceSalespeople's institutional knowledge can be a valuable asset in educating customersA great day in sales is one where a clear goal is set and executed well
Takeaways
Sound Bites"It's the process, not the outcome, that defines a great day for us and our team."
"Let's set a goal and then largely forget about the goal and figure out how to have a great day each and every day."
"Set a goal, then focus on having a great day every day; the results will follow."
Chapters
00:00 Introduction and Background
03:35 The Power of Mindset in Sales
09:11 Empowering Salespeople with Agency
12:55 Leveraging Institutional Knowledge in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Zijn er afleveringen die ontbreken?
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Summary
Brooke Searle, an SDR manager at Podium, shares her unconventional path into sales and her experience leading an SDR team. She discusses the importance of building belief in her team members and helping them achieve their goals. Brooke emphasizes the value of understanding the personal lives and aspirations of her team members and how it contributes to their success. She also highlights the continuous learning and development opportunities in the sales industry.
Takeaways
Building belief in team members is crucial for their successUnderstanding the personal lives and aspirations of team members contributes to their motivation and performanceContinuous learning and development are essential in the sales industrySDR managers play a significant role in opening doors and providing opportunities for career growthSound Bites
"Sales encompasses far more than just meeting quotas and hitting numbers; it's deeply rooted in human connection and personal development."
"As a leader, my top core value is building belief in others."
"To me, a great day in sales is defined by whether I can walk away knowing I made a meaningful impact."
Chapters00:00 Introduction and Background
03:19 Brooke's Journey to SDR Manager at Podium
06:08 Managing an International SDR Team
08:55 Transitioning from SDR to Manager
11:19 Coaching and Developing SDRs
16:30 Continuous Learning in the Sales Industry
19:49 Defining a Great Day in Sales
21:43 The Importance of SDR Managers
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Tyler Denboer, VP of Sales at Office Ally, shares his career path and experiences in sales leadership. He emphasizes the importance of having the right people on the team and providing them with proper coaching and enablement. Tyler discusses the challenges of building out the sales and marketing organization at Office Ally and the need for strong frameworks and processes. He also talks about the metrics that matter and the significance of executing against them every day. Tyler believes that a great day in sales is when he and his team are hitting the metrics that drive success.
Having the right people on the team is crucial for success in sales.Coaching and enablement are essential for helping reps reach their full potential.Building out a sales and marketing organization requires strong frameworks and processes.Focusing on the metrics that matter and executing against them every day leads to success in sales.
TakeawaysSound Bites
"The key to success is understanding why."
"A great day in sales means executing on the metrics that matter."
"We often underestimate the cost of distractions; staying on track is crucial to avoid losing valuable time."
Chapters
00:00 Tyler's Sales Career Path
03:18 Onboarding and Getting Started at Office Ally
05:39 Building Out the Sales and Marketing Organization
07:41 Scaling the Sales Team at Office Ally
10:43 Validating Growth and Territories
13:05 The Importance of the Right People on the Team
16:48 Coaching and Enablement for Success
20:37 What a Great Day in Sales Looks Like
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Adam Robinson, CEO and co-founder of Retention.com and RB2B, discusses his journey as an entrepreneur and the success he has achieved in hitting the million ARR milestone with each startup. He shares his insights on the power of building an audience on LinkedIn and the challenges of implementing a product-led growth (PLG) strategy.
Adam has been able to hit the million ARR milestone quicker with each startup he has launched.Building an audience on LinkedIn has been a powerful strategy for Adam to generate awareness and credibility.Implementing a product-led growth (PLG) strategy requires careful consideration and a well-executed plan.Being transparent and controversial in content can attract attention and engagement.Offering a free product can help spread awareness and drive adoption.A community-based approach can potentially lead to lower churn and increased customer loyalty. Bootstrapping a SaaS business allows for independence and control over the company's growth.Product-market fit is crucial for success, and when achieved, everything the company does works.Transparency in content creation can be a powerful tool for building an audience and attracting customers.The role of sales teams is evolving in a PLG model, with a greater emphasis on marketing and creating signals for outreach.Enterprise sales can be a potential avenue for growth, but it requires time and effort to navigate the complexities of compliance and decision-making processes.A great day in sales is characterized by the excitement of new opportunities and the promise of something big.
Adam also explores the concept of being transparent and controversial in his content, the importance of offering a free product, and the potential for lower churn through a community-based approach.
This is one you'll want to listen to - and drop a comment if you like Adam's approach to a new era of sales and GTM.
TakeawaysChapters
00:00 Introduction: Adam Robinson's Journey as an Entrepreneur
02:40 LinkedIn and Building an Audience
03:36 Challenges of Implementing a PLG Strategy
04:34 Transparency and Controversy in Content
05:36 The Power of Offering a Free Product
13:07 Community-Based Approach for Lower Churn
23:25 Bootstrapping and Scaling a SaaS Business
24:24 The Power of Product-Market Fit
25:17 Transparency in Content Creation
26:59 The Evolving Role of Sales in a PLG Model
28:56 Navigating Enterprise Sales
30:23 The Excitement of New Opportunities in SalesGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Ryan Jump, the director of sales at Scorpion, shares insights on managing a sales team, focusing on the individual, and the transition to selling to home service companies. He emphasizes the importance of understanding and addressing the unique needs of each sales rep and the value of building trust and authenticity within the team. Ryan also discusses the concept of designing your day and the significance of intentional and disciplined daily actions in sales.
Understanding the unique needs of each sales rep is crucial for effective sales management.Building trust and authenticity within the team is essential for fostering a positive and collaborative work environment.Designing your day with intentional and disciplined actions is key to achieving success in sales.
TakeawaysSound Bites
"Rarely is there a one size fits all approach to doing things."
"Alysio resonates with me because it allows individuals to align with their goals and measure their success, offering immediate feedback on their performance—an invaluable tool from the start."
"Don't sell the same way as everyone else. Find the approach that makes you most successful. Different paths can lead to the same goal; discover what works best for you."
"No matter where you are as a salesperson, it's okay. Recognize your current position and determine your next steps."
Chapters
00:00 Introduction to Ryan Jump and Scorpion Sales Team Management
02:58 The Impact of Understanding the Individual in Sales Management
05:58 Building Trust and Authenticity in Sales Teams
09:10 Designing Your Day: Intentional and Disciplined Actions in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Jason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer's needs. A great day in sales, according to Jordan, involves productivity, winning deals, and impactful coaching.
Focus on the right opportunities and avoid wasting time on bad deals or customers.The sales pipeline is a crucial tool that should be used to improve sales performance, not just for forecasting.Different industries and buyer needs require different sales approaches, ranging from consultative selling to transactional selling.Coaching is a vital aspect of sales management, and it is important to focus on coaching those who are receptive and coachable.A great day in sales involves productivity, winning deals, and impactful coaching.
TakeawaysSoundbites:
“The way you sell is dictated by the way the customer wants to buy.”"The sales pipeline is the greatest tool a sales force has."
“Stop calling bad customers and stop chasing bad deals.”
Chapters
00:00 Introduction and Background of Jason Jordan03:21 The Importance of Focusing on the Right Opportunities
06:23 The Role of Consultative Selling
11:27 Understanding Different Sales Roles
25:39 What Makes a Great Day in Sales?
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Leslie Venetz, founder of a sales-led go-to-market agency, shares her journey in sales and content creation. She highlights the importance of community, knowledge sharing, and tailoring content for different platforms like LinkedIn and TikTok. Leslie discusses her sales methodology, focusing on earning the buyer's attention, and offers resources like objection scripts and voicemail tips. She emphasizes personalized outreach, data-driven decision-making, and balancing metrics. Leslie also reflects on her career mistakes, stressing the importance of aligning personal values with sales practices. A great sales day for her includes meditation, creative outreach, knowledge exchange, and fun.
Earning the right to the buyer's attention is the foundation of effective sales.Creating a repeatable and scalable sales process is crucial for growth.Personalization is key in sales outreach, including tailoring voicemails and messages to resonate with the recipient.Metrics play a crucial role in sales, providing data for decision-making and helping to identify effective strategies.Aligning personal values with sales practices is essential for long-term satisfaction and success.
TakeawaysSound Bites
"If it's not repeatable, it's not scalable."
"Without data, strategic iteration is impossible."
"Win-loss analysis should be constant."
"A great day in sales is giving, receiving, and searching out knowledge."
"Craft your voicemail script like a cold call."
Chapters00:00 Introduction and LinkedIn Live Mishap
03:37 Getting to Know Leslie Venetz
07:01 Creating Content on LinkedIn and TikTok
09:39 Becoming Comfortable with Outbound Sales
13:24 Developing the Earn the Right Methodology
16:26 Structuring a Repeatable and Scalable Sales Process
24:18 Career Mistakes and Lessons Learned
26:05 Aligning Personal Values with Sales Practices
39:15 What Makes a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Snoball evolved from a business listing site to a SaaS product based on the indicators of self-contained sales motions and organic groundswell in demand.Companies often view referrals as a net new cost and are hesitant to proactively engage with customers, creating an opportunity for Snoball's ongoing customer nurture and conversation engine.When hiring, it's important to screen for qualities like instincts, curiosity, and grit, and to always make reference calls.As a CRO, Alex focuses on strategic deals that have ancillary value and acts as a support system for his AEs, jumping in on demos and providing feedback.Snoball's short-term goal is linear revenue growth, while their midterm goal is net profitability. They are also exploring opportunities in broader markets.A great day in sales is characterized by clarity, where every member of the organization has a clear understanding of the company's identity, messaging, and their own role in achieving success.
In this podcast episode, Justin interviews Alex Knight, the CRO of Snoball. They discuss Alex's background, the evolution of Snoball from a business listing site to a SaaS product, and the indicators that led to the decision to focus on software. They also talk about the maturity level of companies when it comes to referrals and the skills that have benefited Alex in his role as CRO. They touch on hiring strategies, time management as a sales leader, and the future goals of Snoball.
Takeaways
Sound Bites
"We're not trying to build a billion dollar or a $500 million business either."
"Companies are not designing their referral program because they don't want to open Pandora's box."
"You get one word to describe what your sales organization gets every single day going forward. I actually think clarity would be the word."
Chapters
00:00 Introduction and Background
02:22 The Evolution of Snoball: From Business Listing Site to SaaS Product
05:38 Hiring Strategies for Sales Roles: Screening for Instincts, Curiosity, and Grit
13:14 Time Management as a CRO: Strategic Deal Focus and Support for AEs
25:29 The Importance of Clarity in Sales: Confidence, Goal Tracking, and Mission AlignmentGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Building a personal brand on LinkedIn can open up opportunities and lead to personal and financial growth.Companies should focus on enabling their employees to build personal brands rather than treating them as megaphones for promoting the company.Employees should stay with a company if they believe in its culture, product, and leadership, as it allows them to build relationships and increase their commissions over time.A great day in sales includes prospecting, creating content, and setting up meetings, with the possibility of closing a deal.It is important to find a balance between personal interests and career goals when choosing a company to work for.
Vin Matano, a sales professional and content creator, shares his insights on personal branding and the benefits of creating content on LinkedIn. He emphasizes the importance of employees building their personal brands and how it can positively impact the company they work for. Vin also discusses his career at Demandbase and the value of staying with a company for an extended period of time. He shares his perspective on what a great day in sales looks like, which includes prospecting, creating content, and closing deals.
TakeawaysSound Bites
"You shouldn't be telling your employees or even influencers that you work with what to post, rather let them share their experience through their own eyes."Chapters
00:00
Introduction and Background03:10
The Power of Personal Branding07:25
Enabling Employees to Build Personal Brands21:04
What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Melissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She also discusses how she coaches others on video selling and the various ways video can be used throughout the sales process.
If the usual sales process isn't yielding results, don't hesitate to think outside the box and find what works for you.Video selling can be a powerful tool for building connections and booking meetings with high-level executivesMaintain a balanced approach in sales and don't let the highs and lows affect youCreate video libraries to enable and support your sales teamUse video throughout the sales process, from prospecting to follow-ups
TakeawaysSoundbites:
“Video Selling was my superpower.”
“You can book C-suite executives from Fortune 500 companies using these videos."
“If it's not scary, then you're not challenging yourself enough.”
Chapters00:00 Introduction and Career Path
10:37 Discovering the Power of Video Selling
21:23 Using Video Throughout the Sales Process
25:53 Maintaining a Balanced Approach in Sales
27:13 The Key to a Great Day in Sales: Getting a Good Night's Sleep
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Selling to creatives requires a different approach and a focus on creativity in the sales process.Standing out and being creative in outreach efforts can make a significant impact in engaging potential customers.A strong sales and marketing partnership is crucial for success, with clear communication and collaboration.Radical candor and feedback are essential for fostering a positive sales culture and continuous improvement.Being prepared and having clear goals and expectations helps ensure everyone is aligned and working towards the same objectives.
Brooke Goddard, a sales leader at Design Pickle, discusses the unique challenges and strategies of selling to creatives. She shares her background in sales and highlights the importance of creativity in the sales process. Brooke emphasizes the need to stand out and be creative when reaching out to potential customers, including using motion graphics and personalized videos. She also emphasizes the importance of a strong sales and marketing partnership and the value of radical candor and feedback in fostering a positive sales culture. Finally, Brooke discusses the importance of being prepared and having clear goals and expectations to ensure everyone is rowing in the same direction.
Takeaways
Sound Bites
"On LinkedIn, we've been seeing great success by utilizing voice messages."
"What really sets us apart is the cohesive unit we've built between our sales and marketing teams"
"If you fail at something, no problem, fail fast and let's move on together."
"Being very honest is in our culture; it's actually one of our core values. It's called 'tell it to me straight.'"
Chapters
00:00 Introduction and Addressing Creatives
03:23 Reaching Out to Creative People
06:17 Organizing the Sales Team
08:02 The Advantage of Creativity in Outreach
10:23 Fostering a Positive Sales Culture
15:19 Leadership and Setting ExpectationsGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Hire salespeople who have a can-do spirit and are naturally curiousFocus on leading indicators and understand your unique KPIsBuild relationships and collaborate across different marketsGet involved in the local community to understand the dynamics and needs of clientsCreate a sense of camaraderie and competition within the sales teamBalance remote work and in-person visits to different marketsBe action-oriented and prioritize doing over talking
Kody Klenow, Vice President of Local Revenue at Lee Enterprises, shares insights into sales leadership and managing a large sales team across multiple markets. He discusses his career path and the unique sales program he graduated from. Kody emphasizes the importance of being a connector across the organization and fostering collaboration among sales teams in different markets. He also highlights the significance of hiring salespeople who are involved in and knowledgeable about the local community. Kody shares his approach to building team morale and driving competition, as well as the challenges and benefits of managing a remote sales team.
Takeaways
Chapters
[00:00] Introduction and Career Path
[06:46] The Importance of Local Knowledge and Involvement
[10:56] Creating Team Morale and Driving CompetitionGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Kevin Dorsey shares his insights on leadership and building successful sales teams. He emphasizes the importance of defining what good looks like and following the four D's: define, document, demonstrate, and deliberately practice. Kevin also highlights the value of customer interviews in understanding the buyer's perspective and tailoring messaging. He encourages salespeople to focus on making prospects want the product rather than just understanding it. A great day in sales, according to Kevin, involves self-care, intentionality, prospecting, practice, and creating a desire for the product in potential customers.
Chapters
00:00 Introduction
00:15 Kevin's Background
01:13 The Need for Leadership Training
05:40 Scripting and Scorecards
09:24 Building Processes Before Hiring
10:44 Customer Interviews
12:44 Documenting Processes
21:32 Understanding Results
25:23 A Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Taylor Safford, CRO at Netcraft, shares his journey from being one of the earliest hires at Qualtrics to leading sales teams and scaling offices. He emphasizes the importance of embracing a mindset shift and focusing on leading indicators to achieve success in sales. Taylor discusses the challenges and lessons learned from scaling sales teams and highlights the significance of defined roles, expectations, and accountability in building successful relationships. He also explains the concept of point productivity and its impact on sales performance. Taylor concludes by sharing his perspective on what constitutes a great day in sales.
Takeaways
Embrace a mindset shift and take ownership of your success in sales.Focus on leading indicators and simplify your approach to achieve your goals.Build successful relationships by defining roles, setting expectations, and fostering accountability.Implement a point system to track productivity and prioritize high-impact activities.A great day in sales involves creating pipeline, progressing and closing deals, and personal growth.Chapters
00:00 Introduction and Background
04:15 Overcoming Challenges at Qualtrics
07:01 The Importance of Leading Indicators
10:20 Scaling and Managing Sales Teams
15:42 Approach at Netcraft
21:57 Implementing Point System
25:47Defining a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
In an exclusive conversation, George, the Chief Revenue Officer at Recharge, unveils the secrets to crafting a thriving sales career and ascending to the ranks of a true sales virtuoso. With fervor and finesse, he imparts the wisdom of transcending the mere title of a salesperson, advocating for the transformation into a consummate sales professional.
Through the prism of his own journey, George underscores the pivotal role of harmonizing success and fulfillment, fashioning a cultural milieu ripe for exponential growth. Moreover, he unveils the clandestine art of mastering time and productivity, unraveling the blueprint for orchestrating a stellar day in sales.
In essence, George's discourse transcends conventional wisdom, offering an arsenal of leadership principles and avant-garde approaches destined to propel sales professionals into unprecedented realms of triumph and accomplishment.Takeaways
Being a sales professional is about being passionate and dedicated to sales as a career, rather than viewing it as a fallback option.Success in sales requires continuous learning and improvement, and sales professionals should strive to be knowledgeable and skilled in all aspects of their role.Creating a culture of growth and development is essential for building successful sales teams.Maximizing time and productivity is crucial for achieving success in sales and in life.Chapters
00:00 Introduction and Background
01:01 Career at Qualtrics
01:26 Transition to Recharge
03:20 Building Sales Careers
04:07 Becoming a Professional Seller
05:04 Balancing Success and Happiness
05:33 Leadership Principles for Success
06:31 Career Growth and Development
07:30 Creating a Culture of Growth
08:28 Maximizing Time and Productivity
09:20 Changing Mindsets and Expectations
10:27 Balancing Success and Happiness
11:20 Defining a Great Day in Sales
19:43 Balancing Career Growth and Personal Life
22:29 Maximizing Time and Focusing on Priorities
25:21 Maximizing Every Moment
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Buckle up for a dynamic ride as Justin sits down with Kevin Mulrane, the VP of Sales powerhouse at BioSentry. In this electrifying episode, Kevin spills the beans on his thrilling journey in sales leadership and the art of crafting sales playbooks that pack a punch. Get ready to be energized as Kevin dishes out his top-notch insights on seamlessly integrating into seasoned teams, turbocharging team performance through coaching, and mastering the art of time management as a sales leader. With infectious enthusiasm, Kevin champions the spirit of perpetual learning and adaptation, urging sales teams to embrace evolution and continually refine their processes for unstoppable success. Join us for a lively discussion where Kevin divulges his methodology for transforming each day in sales into a dynamic landscape of growth and enhancement.
Takeaways
Building sales playbooks involves understanding the sales motion, identifying areas for improvement, and defining a consistent way of doing things.Joining a tenured team requires change management and involving the team in the process of building new processes and resources.Enabling and coaching the team involves constant reinforcement of best practices, role-playing, and celebrating wins.Time management as a sales leader requires prioritizing one-on-ones, team meetings, and working on high-priority tasks aligned with the team's objectives.A great day in sales is one where you learn something new and apply that knowledge to improve your sales process and achieve better outcomes.Sales teams need to constantly learn and adapt to evolving markets, buyer behaviors, and sales processes.Chapters
00:00 Introduction and Background
02:10 Building Sales Playbooks
06:34 Challenges of Joining a Tenured Team
10:56 Enabling and Coaching the Team
14:59 Time Management as a Sales Leader
19:07 What Makes a Great Day in Sales
22:00 Constant Learning and Adaptation
25:23 Conclusion
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Luke Wilson, CEO of Signpost, shares his journey to his current role and his passion for serving small to medium businesses. He discusses the challenges and opportunities of stepping into a remote organization as CEO and emphasizes the importance of building a strong go-to-market motion. Wilson highlights the value of investing in training and development for sales teams and the need to focus on upselling and cross-selling to existing customers. He concludes by emphasizing the importance of learning from every customer interaction and using those insights to improve.
Takeaways
Invest in training and development for sales teams to improve their skills and effectiveness.
Focus on upselling and cross-selling to existing customers to maximize revenue opportunities.
Build a strong go-to-market motion that aligns with the needs of small to medium businesses.
Learn from every customer interaction to continuously improve and provide better service.
Chapters
00:00 Luke Wilson's Path to Signpost
02:02 Taking on the Role of CEO
05:17 Stepping into a Remote Organization
08:54 Preparing for the CEO Position
11:02 Building a Go-to-Market Motion
12:24 Passion and Excitement for the Role
19:19 Investing in Training and Development
23:29 Reorganizing for Success
26:00 Focusing on Upselling and Cross-Selling
29:14 Making Every Day a Great Day in SalesGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Morgan Ingram, everyone! Huge following on LinkedIn, incredible advisor to many brands, and has his own company to consult and help built incredible sales orgs.
In this conversation, Morgan and Justin discuss what makes a great day in sales, setting goals, and productivity levers.
They emphasize the importance of reverse engineering goals and aligning activities with those goals.
They also discuss the significance of personal and professional goals and how they drive motivation.
Goals, goals, goals. But it wasn't all about goals!
Morgan shares the 'stoplight method' for tracking productivity, which involves categorizing activities as green (money-making activities), yellow (preparation), and red (breaks). They also touch on the importance of competition, learning from teammates, and experimenting with new strategies.
They also talk about the value of experimentation and having fun in sales. Morgan shares his strategies for staying productive, including blocking off his calendar and focusing on high-leverage activities. He also discusses his motivations, such as location and time freedom, creating memorable experiences, making an impact, and avoiding the 'anti-why' scenario.Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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Summary
Consider the location and market conditions when building and scaling sales organizations.Put sales processes on paper to create a foundation for success and make it easier to coach and scale.Track leading indicators and results to accurately predict and plan for future success.Stay motivated by enjoying the daily activities and finding ways to make a meaningful impact.Diversify income streams and plan for the future to maintain lifestyle and income levels.
Scott Lease has been part of 11 exits, and worked with 12 unicorns. He's got one of the most storied backgrounds in Silicon Valley and has since made the move to Austin to continue building and scaling sales organizations.
In this episode, he emphasizes the importance of putting sales processes on paper and customizing solutions for each company. So many people run their sales orgs from their heads - it doesnt work!
Scott also highlights the significance of tracking leading indicators and results in sales. He shares his motivation and mindset, drawing inspiration from athletes like Michael Jordan and Tom Brady. Scott reflects on memorable deals and discusses his plans for the future, including diversifying income streams. He concludes by emphasizing the importance of enjoying the daily activities in sales.
TakeawaysChapters
00:00 Introduction and Background
03:04 Moving to Austin and Changing Sales Organizations
05:51 Customizing Sales Solutions
08:59 The Importance of Putting Sales Processes on Paper
11:53 Tracking Leading Indicators and Results
15:59 Motivation and Mindset in Sales
22:49 Staying Motivated and Planning for the Future
29:12 Creating a Great Day in SalesGreat Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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