Driving B2B Sales Revenue
74 episodes - English - Latest episode: over 2 years ago -Interviews and insights about driving B2B sales revenue and growing successful sales organizations from sales leaders at the front lines of modern B2B selling.
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Episodes
#69 Getting Social Selling Right - But Really!
December 13, 2021 10:00 - 27 minutes - 18.7 MBABOUT THE GUEST: Ryann Dowdy, CEO & Co-Founder at Social Sellers Academy Sales Expert, Ryann Dowdy, helps 7 and 8 figure CEOs generate daily sales on demand WITHOUT more of their time, by building + training high-performing sales teams. Ryann is passionate about helping successful business owners take back control of the revenue in their business, their time, and their freedom by building a profitable sales team. With her business partner, Kelly Roach, they are on a mission to free CE...
#68 How to Incorporate Digital Into Your Company’s Sales Efforts
November 29, 2021 10:00 - 22 minutes - 15.6 MBABOUT THE GUEST: Mark Thompson, Co-Founder of PayKickstart Mark Thompson is the co-founder of PayKickstart an industry-leading billing and affiliate management platform for subscription-based businesses. Mark loves the subscription-economy and helping startups and mature businesses maximize revenue. As a 10-year online Entrepreneur, he has created and sold multiple 6 and 7 figure businesses, while generating over $20M dollars online. You can find Mark on LinkedIn here: https://w...
#67 Is Sales Training & Consulting Broken?
November 15, 2021 10:00 - 32 minutes - 22.2 MBABOUT THE GUEST: Ken Lundin, Founder of Ken Lundin & Associates Ken Lundin found his mission while standing in his front lawn in Atlanta in 2011, when he learned from the people who had purchased it that his house had been sold by the bank. With his business - and the last 6 years of his life - up in smoke, he took a mid-level sales position and over the course of the next 2 years was offered 2 promotions attaining the role of SVP of Sales within two years. With his unique perspective on ...
#66 How a Pro Sports Mentality Can Foster Sales Success
November 01, 2021 09:00 - 28 minutes - 19.9 MBABOUT THE GUEST: Lee Hackett, CEO of BluprintX Lee Hackett is a professional footballer turned entrepreneur and investor. He has successfully grown 3 companies to $10m+ in sales and engineered trade sales to FTSE200 listed corporations. Lee advises global CMOs on B2B sales, marketing, and advertising strategy, using his 7-Step C-Suite Framework to build thought leadership, effective funnels, and revenue attribution. Lee has invested in SalesTech, MarTech, and AdTech startups in the...
#65 How to Make Selling ‘Bulletproof'
October 18, 2021 09:00 - 36 minutes - 25.3 MBABOUT THE GUEST: Shawn Rhodes, Chief Sales Sergeant at Bulletproof Selling Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams continuously improve pipelines and performance. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some of the most dangerous places on the planet - has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal, and INC. His ...
#64 How to make the sales manager a force multiplier
October 04, 2021 09:00 - 38 minutes - 26.3 MBABOUT THE GUEST: Emmet Florish, CEO at Ctrl.io Emmet Florish co-founded Ctrl.io for plate-spinning sales managers to channel the time they spend with their team day to day into sustainable, longer term performance. He knows what it takes to get a team firing on all cylinders, performing over and above quota, from being a successful individual contributor to first sales hire on the ground. Emmet has led and expanded sales teams to contribute millions of dollars of revenue and quadruple ...
#63 How to Make CRM Better and Easier
September 27, 2021 09:00 - 30 minutes - 21.3 MBABOUT THE GUEST: Jeroen Corthout, CEO of Salesflare Jeroen is co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and fast-growing startups. Salesflare was founded when Jeroen and his co-founder Lieven wanted to manage the leads for their software company in an easier way. They didn’t like to keep track of them manually and built Salesflare, which pulls customer data together automatically. It’s now the most popular CRM on P...
#62 Relationship Sales at Scale
September 20, 2021 09:00 - 31 minutes - 21.7 MBABOUT THE GUEST: Dan Englander, CEO of Sales Schema Dan Englander is a New York-based author and entrepreneur. As the first employee and Senior Account Manager, Dan helped launch IdeaRocket, the premier studio for high-quality animated explainer videos. He brought in business and managed productions for Fortune 500s and startups like Venmo. He’s the founder of Sales Schema, a site that helps companies win by melding sales and digital marketing. He’s the author of "Mastering Account Man...
#61 Sales Enablement Like You’ve Never Known It (But Should)
September 13, 2021 09:00 - 48 minutes - 33.2 MBABOUT THE GUEST: Dr. Tom Tonkin PhD, CEO of the Conservatory Group Dr. Tom Tonkin PhD is an executive in the Professional Services and Software Sales arena and has over 30 years of business and technology experience. He is currently serving as the CEO of the Conservatory Group as well as the Co-Founder and Dean of Students that the Sales Conservatory. In addition, he is also the Head of Strategic Accounts at SAMI Games, the first crowd-sourced global solution for soft skills, and the CRO...
#60 Should Salespeople Invest in Their Personal Brand?
September 06, 2021 09:00 - 41 minutes - 28.6 MBABOUT THE GUEST: Henry Kaminski Jr., founder of Unique Designz Henry Kaminski Jr. is the founder of Unique Designz, a full-service design, branding, and digital marketing agency that is dedicated to helping personality brands; coaches, consultants, influencers, speakers + authors design / grow their brands, scale their profits + increase their exposure online. He’s is the host of the popular “Brand Doctor’s Podcast” where he talks about strategiesthat help entrepreneurs design reputabl...
#59 How and Why Empathy and Vulnerability are Critical to your Sales Success
August 30, 2021 09:00 - 40 minutes - 28.1 MBABOUT THE GUEST: James Trezona, Author of Humanizing B2B and the Chief Punk and Founder at Rooster Punk James co-founded Rooster Punk with the mission to become the world's most admired B2B storytelling agency. As James puts it, “with the purpose of HumanizingB2B driving us, we've grown quickly - working with amazing marketing visionaries as clients and talent as peers. The proof of the power of leading with empathy was that we doubled in team size during the pandemic - which we also used ...
#58 The Journey From Sales = The CEO to a Sales Team
August 23, 2021 09:00 - 30 minutes - 21.2 MBABOUT THE GUEST: Colson Steber, Co-CEO of Ag Access and Communications for Research (CFR) Colson Steber is the visionary of the research logistics services business, leading sales, marketing, and finance. Colson is a relentless optimizer, always learning and improving on leading the team to be put in a position to succeed. After completing his Mizzou MBA he joined CFR in 2012 and bought the company in 2016. Colson has served on the Insights Association Great Lake Chapter board for 8 years...
#57 Sales Automation: How to Get it Right & Thrive
August 16, 2021 09:00 - 32 minutes - 22.1 MBABOUT THE GUEST: Sam Ovett, Co-Founder of Mobile Pocket Office Sam Ovett was a professional whitewater guide who turned his passion for exploration into an obsession with business automation. He Co-Founded Mobile Pocket Office with his father. They help rapidly growing and established businesses grow by leveraging human resources in the form of automated business processes in the five areas of business systems: Attract, Convert, Fulfill, Delight, and Refer to streamline productivity and i...
#56 Girlz Who Sell: Challenges & Opportunities
August 09, 2021 09:00 - 33 minutes - 23.3 MBABOUT THE GUEST: Heidi Solomon-Orlick, Vice President of Global Sales at VXI and Founder and CEO of GirlzWhoSell Passionate Business Development leader with 30 years of global BPO experience. Proven professional skilled in solving customer challenges through thought leadership, innovation, active listening and problem solving, team collaboration, exceptional and sustainable service delivery. I am a Diversity and Inclusion champion and change agent, entrepreneur and mentor. I am commit...
#55 The Power and the Possibilities of Digital Transformation
August 02, 2021 09:00 - 36 minutes - 24.9 MBABOUT THE GUEST: Priscilla McKinney, CEO at Little Bird Marketing Priscilla is the fifth of five girls. She and her sisters traveled the world singing which involved matching dresses, puppet shows and a lot of road trips. Thirty four houses, three countries, five states, four high schools and a degree in Cultural Anthropology later, Priscilla has miraculously found her way into her most ideal place in the world - at the intersection of MARKETING, BUSINESS and MARKET RESEARCH. You can l...
#54 Mastering & Managing The Basics and Fundamentals of Sales
July 26, 2021 09:00 - 38 minutes - 26.8 MBABOUT THE GUEST: Jon Ferrara, Founder & CEO of Nimble Jon is a serial entrepreneur and noted speaker about social, sales, and marketing. He has re-imagined CRM by building Nimble - The Simple CRM for Office 365 & G Suite. Ferrara is best known as the co-founder of GoldMine Software Corp, one of the early pioneers in Customer Relationship Management (CRM) for Small to Medium-sized Businesses (SMBs). He has been recognized by Forbes as one of the Top 10 Social CEOs, Top 10 Social Salespeople ...
#53 Accountability: Very Powerful When You Do It Right
July 19, 2021 09:00 - 24 minutes - 16.7 MBABOUT THE GUEST: Don Markland, VP of Sales at 411 Local and CEO of Accountability Now From Don’s LinkedIn Profile: I'm an entrepreneur myself in addition to being a full-time Chief Revenue Officer. I own my own executive coaching and business strategy firm, Accountability Now™, so I can stay close to startups and businesses that are looking to achieve hyper-growth but can't seem to get over the hump. I help start-ups, particularly in the SaaS and FinTech industry launch, scale, and max...
#52 Sales AI - Something to Fear or Embrace?
July 12, 2021 09:00 - 37 minutes - 25.5 MBABOUT THE GUEST: Chad Burmeister, Founder & CEO of ScaleX.ai Meet Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. Chad empowers sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. Find Chad on LinkedIn here: https://www.linkedin.com/in/chadburmeister/ Here is where you can get his book AI for Sales for free: https://www.scalex.ai/ebooks ABOUT THE EPISODE: Even be...
#51 Scaling: Not Exactly What You Might Think & Why That Matters
July 05, 2021 09:00 - 32 minutes - 22.3 MBABOUT THE GUEST: Larry Trenwith, CMC - SMB Growth & Scaling Specialist Larry has been solving business growth and scaling challenges in a myriad of markets and economic conditions for over 25 years. Previous executive roles include CEO/President, COO and VP Sales for technology companies from start-ups to $70 million in annual sales. As a business advisor and Certified Management Consultant he has collaborated with the leadership teams of numerous small/medium enterprises and helped th...
#50 Sales Tech Helps You Do More - For Better or For Worse
June 28, 2021 09:00 - 39 minutes - 27.4 MBABOUT THE GUEST: Chris Beall, CEO of ConnectAndSell, Inc. For most of the past 30 years, Chris has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately ...
#49 Sales as collaboration: Great idea, but how?
June 21, 2021 09:00 - 38 minutes - 26.2 MBABOUT THE GUEST - ROSS RICH, FOUNDER AND CEO AT ACCORD From Ross’ LinkedIn profile: Currently building inAccord.com to move B2B sales from Vendorship -> Partnership 🤗 SF based, Canada raised 🇨🇦 Outside of work, I love to: - Ski Tahoe, hike Marin, & play/coach soccer - Explore meditation, yoga & mindfulness - Adventure through new countries & cultures Inspiring Reads: - The Alchemist - The Book of Joy - A Short History of Nearly Everything - Abundance - The Mak...
#48 Sales AI like you’ve never seen - and you’re going to love it!
June 14, 2021 09:00 - 30 minutes - 20.9 MBABOUT THE GUEST - ADAM RUBENSTEIN, CO-FOUNDER & CEO OF TRAQ365 Adam Rubenstein is a serial entrepreneur who has built 3 successful companies. In his current role as CEO and Co-Founder of Traq365, he oversees Sales, Strategy, and Operations. He most recently served as the Co-Founder & COO of MotionPoint Corporation. Prior to MotionPoint, Mr. Rubenstein co-founded Convenience Products Corporation (“CPC”) to create a market for new technology-based products — prepaid calling cards and pre...
#47 CRM as a Competitive Advantage - But You Have to do it Right
June 07, 2021 09:00 - 32 minutes - 22.4 MBABOUT THE GUEST - JOSH SWEENEY, FOUNDER OF FOUNDERSCALE Josh Sweeney is a seasoned entrepreneur, who’s relentless drive has given him the platform to build big ideas, and even bigger companies. One of his successes, Atcore Systems, was acquired in 2016 by a leading partner in the CRM industry. Experiencing the impact of various sales and marketing challenges over the years, Josh founded FounderScale. He has made it his mission to help founder-led organizations increase sales. Because o...
#46 Lessons From Three Decades on the Front Lines of Modern Selling
May 31, 2021 09:00 - 35 minutes - 24.2 MBABOUT THE GUEST - PAUL LESSER, ENTERPRISE SALES EXECUTIVE AT NECTAR Paul Lesser is an experienced enterprise software sales professional, selling subscription software to Fortune 1000s companies. Part of his expertise is provisioning enterprise collaboration environments that consist of Microsoft, Cisco, Zoom, Genesys, Avaya, or any other platform. Representing Nectar Services, his approach to sealing sales deals stem from adding value to his prospects and customer relationships. Among th...
#45 Selling The Right Way, Even As A VC-Backed Company
May 24, 2021 09:00 - 24 minutes - 16.6 MBABOUT THE GUEST - ANDREW BUTT, CEO AT ENABLE From Andrews LinkedIn Profile: Founder & CEO of Silicon Valley venture-backed SaaS platform. My vision is for intelligent deals to connect every trading relationship to drive mutual success. My mission is to digitize the deal economy by creating the best product, operational excellence and a unique sustainable high performance culture driving team retention, growth and customer success. Enable is a Series-A funded SaaS product for comp...
#44 How to Build a High Impact Outbound Sales Team
May 17, 2021 09:00 - 27 minutes - 19.1 MBABOUT THE GUEST: COLLIN MITCHELL, CEO OF MONSTER VOIP AND HOST OF THE SALES HUSTLE PODCAST Collin Mitchell is a serial entrepreneur who is passionate about technology and his mindfulness practice. His first entrepreneurial project was with his wife in their apartment living room which they bootstrapped together to 5 million dollars of revenue within 26 months. Most recently, he has been working on Monster VoIP, a nationwide unified communications provider that gives enterprise features a...
#43 Surviving, Adapting & Thriving in Times of Great Change
May 03, 2021 09:00 - 34 minutes - 23.5 MBABOUT THE GUEST: ZAFER KARACA, VP at IBM Zafer Karaca, currently serves as Vice President of the Cloud and Services business in Enterprise & Commercial segments for IBM US. Mr. Karaca is responsible for a segment serving 100,000 IBM clients in North America, driving ~$1.6B business on an annual basis. Mr. Karaca is also managing New Client Acquisition, Red Hat Synergy and other key Growth Initiatives for Enterprise go to market teams in his current capacity. Prior to that, Mr Karaca w...
#42 Creating a LinkedIn Ecosystem Designed for Sales Success
April 26, 2021 09:00 - 30 minutes - 21.2 MBABOUT THE GUEST: KENT LEWIS, PRESIDENT AND FOUNDER AT ANVIL MEDIA As President and Founder of Anvil Media, Inc., Kent Lewis is responsible for managing operations, marketing and business development towards its purpose of creating meaningful impact for Anvil’s clients, community and its employees through creative problem-solving, making and leveraging connections and educating others. Under his leadership, Anvil has accumulated the following awards and recognition since inception in 2000: ...
#41 Getting Past Call Reluctance and Into Appointments
April 12, 2021 09:00 - 27 minutes - 18.7 MBABOUT THE GUEST: JENNIFER HASAN, PRINCIPAL AT PROSPECTING WORKS From Jenn’s website: “I’m on a mission to change how we go about setting appointments that benefits everyone involved, even the gatekeeper. I help B2B companies schedule more qualified appointments by building a customized prospecting process that is perfectly executed and accurately measured.” You can reach Jenn on LinkedIn here: https://www.linkedin.com/in/jenniferhasan/ Or here at her website: https://www.pros...
#40 Harnessing the Power of Role Plays Done Right
March 29, 2021 09:00 - 31 minutes - 21.4 MBABOUT THE GUEST: BOB GRAVELY, CERTIFIED PRACTICE LEADER AT GROWTH 10 Bob started his career in the insurance industry and spent 15 years traveling the world as a reinsurance broker ending as a specialty insurance agency owner. He has also owned and operated 3 companies outside of insurance, served as COO for two, served as CSO for another, and worked as a sales and management consultant for many others. Bob takes a process and people-first approach to business He believes that successf...
#39 Getting attention for your business in a very noisy world
March 15, 2021 05:00 - 24 minutes - 17 MBABOUT THE GUEST: JON SCHRAM, PRESIDENT OF THE PURPLE GUYS Jon Schram is a husband, father, and entrepreneur. He is the founder and CEO of The Purple Guys, a Midwest-based information technology support company. The company has grown since 2001 to become the Midwest’s premier IT support company with more than a 96% customer satisfaction rating. Jon and his wife, Jill, have three children and have founded two businesses. You can find Jon on LinkedIn here: https://www.linkedin.com/in/pur...
#38 Sales Enablement: Great idea, but...
March 01, 2021 06:00 - 32 minutes - 22.1 MBABOUT THE GUEST: SEAN CAMPBELL, CEO OF CASCADE INSIGHTS From Sean’s LinkedIn Profile: “I've been mentoring and educating business professionals for over 20 years. Whether it's the Fortune 50, unique startups, business school students, or the team at Cascade, I've greatly enjoyed any opportunity I've been given to train, educate, or mentor. I've also been a professional services firm owner for more than 20 years. My work has spanned consulting engagements with tech giants and startup...
#37 The Balancing Act of Selling While Managing and Leading
February 15, 2021 06:00 - 26 minutes - 18.4 MBABOUT THE GUEST: ANDREW JELLISON, DIRECTOR OF SALES AND BUSINESS DEVELOPMENT AT VOTACALL Andrew joined Votacall in 2003 and is the Co-Director of Sales, tasked with leading the company’s revenue strategy and growth. He is responsible for the sales teams day-to-day operations and works with partners and clients alike to introduce the Votacall Customer Experience. Andrew resides in Marblehead, Massachusetts with his wife and three daughters. Outside of work, you can find him watching his k...
#36 Sales Died in 1997
February 01, 2021 06:00 - 33 minutes - 23.1 MBABOUT THE GUEST: JEREMY BURKE, DIRECTOR OF BUSINESS DEVELOPMENT AT DRYRUN Jeremy Burke is the Director of Business Development at Dryrun. He excels at developing new market opportunities, communities and teams in the business world and comes to Dryrun after a decade with Intuit Canada, makers of QuickBooks. Jeremy has a passion for supporting small businesses, consulting with over 35K small businesses across Canada and training over 3K accountants and bookkeepers on a vast assortment of b...
#35 The Path to Leadership is Paved With Seized Opportunities
January 18, 2021 06:00 - 35 minutes - 24.1 MBABOUT THE GUEST: STEPHANIE COX, VP OF SALES & MARKETING at LUMAVATE From Stephanie’s LinkedIn Profile: "I’m a recovering perfectionist who believes you should “ship” new initiatives as fast as possible and constantly iterate on them based on the data. Speed > Perfection. I have an endless amount of crazy ideas and I enjoy challenging what’s possible. Ask anyone who has ever worked with me. I use the Oxford comma, love Coke, and hate crappy design. I speak candidly, have exception...
#34 The Right Sales Actions and Why They Don’t Happen Enough
January 04, 2021 06:00 - 25 minutes - 17.8 MBABOUT THE GUEST - JUSTIN GRAY, CEO AT LEADMD Justin is a serial entrepreneur serving currently as the CEO and founder of LeadMD, the world’s largest marketing automation consultancy having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them to success. In addition to LeadMD, Justin is also the Co-Founder of PaidSuite, a SaaS payment technology provider, and Greyson Organics, an organic farm in rural Missouri he co-owns ...
#33 Ollie the ‘Happiness Officer’ on Hiring for Sales
December 14, 2020 06:00 - 29 minutes - 20.5 MBABOUT THE GUEST: OLLIE SHARPE, VP OF REVENUE, EMEA AT SALESLOFT Ollie Sharpe has an extensive leadership background in the technology space. He is known for developing high-performing sales teams with a strong focus on fostering talent. Ollie is currently the VP of Revenue, EMEA at SalesLoft, following a tenure leading successful teams at LinkedIn in the UK. Ollie is passionate about the art and science of sales, delivering exceptional customer experiences, and shaping culture in hyper-grow...
#32 Anatomy of an Epic Sales Hire
December 07, 2020 06:00 - 33 minutes - 22.8 MBABOUT THE GUEST - JACOB GEBREWOLD, ACCOUNT EXECUTIVE AT KLUE Jacob Gebrewold's claim to fame is that LinkedIn's CEO shared his update rap about getting his job as an AE @ Klue. If you asked him for the Coles Notes of his story, he'd tell you "Two Ethiopian refugees raised a rapping competitive debater who went into tech sales.” For a story of how an unconventional background translated into a tech sales career, how a creative millennial leverages 2020-era prospecting strategy, and one of t...
#31 Everything you always wanted to know about CROs but were afraid to ask
November 30, 2020 06:00 - 29 minutes - 20.4 MBABOUT THE GUEST - WARREN ZENNA, FOUNDER OF THE CRO COLLECTIVE Warren Zenna has 20+ years of experience in the B2B sales and marketing industry as a top B2B seller, sales leader, and Executive PL buyer of B2B services. He recently founded The CRO Collective as a resource to help ensure that CROs succeed - and that the CEOs who appoint them to do so in a way that maximizes success and mitigates the enormous risks. Find out more about The CRO Collective on the web at www.TheCROCollective.com...
#30 People Buy From People with Brian Sexton
November 23, 2020 06:00 - 27 minutes - 18.8 MBABOUT THE GUEST - BRIAN SEXTON, HOST OF THE INTENTIONAL ENCOURAGER PODCAST Brian Sexton is a seasoned veteran Sales, Sales Management, Territory Building and Customer Engagement Specialist of 25 years across four different industries. In his career, Brian has won numerous and has been nominated for Sales awards for Overall Territory Growth, Gross Profit achievement, Largest Customer gained and has set Sales records in his previous companies still unmatched. Brian has built and managed Sal...
#29 The Core Principles of Excellent Sales Leadership
November 16, 2020 06:00 - 30 minutes - 21.2 MBABOUT THE GUEST - HAMP HAMPTON, CHIEF REVENUE OFFICER AT CADALYS From Hamp’s LinkedIn Profile: C-Level Sales Pro, experienced Player/Coach sales manager with extensive experience building new business units, managing pipeline growth and sales processes, skilled at C-suite negotiations and long sales cycle management; scaling current revenue centers to exceed quotas, hiring, training & managing sales teams while also finding new enhanced revenue opportunities. Extensive expertise in busines...
#28 The Art of Becoming a Strategic Sales Leader
November 09, 2020 06:00 - 32 minutes - 22.4 MBABOUT THE GUEST: ROSS NIBUR, DIRECTOR OF OPERATIONS AT TOAST In Ross’ own words: I love solving the puzzles of scaling businesses and empowering front-line players to execute their jobs more easily. My idiosyncratic perspective is born from my entrepreneurial journey from prep cook to a sales rep, and now, operations leader at a Forbes Top 10 Cloud Company. My secret technique is the ability to scale the mix of data, process, and technology a modern team has to engage with to execute t...
#27 Embracing Pivotal Change and What it Takes to Make it Happen
October 26, 2020 05:00 - 19 minutes - 13.6 MBABOUT THE GUEST: ALLISON METCALFE, CRO AT DEMANDBASE Allison Metcalfe is the Chief Revenue Officer for Demandbase. In her role, Metcalfe is responsible for leading Demandbase’s revenue operations. Metcalfe joins Demandbase after a successful tenure at LiveRamp where she was responsible for building successful business lines and high-performing teams, including LiveRamp TV, the company’s multi-million dollar TV advertising division. Earlier in her career, Metcalfe was a Director of Cust...
#26 From Hip Hop to Chess - The Winning Sales Philosophy of DeJuan Brown
October 19, 2020 05:00 - 31 minutes - 21.7 MBABOUT THE GUEST: DEJUAN BROWN, SR. DIRECTOR, GLOBAL SALES AT SEISMIC In his own words... “Since I started waiting tables in the ‘90s, I've always had a passion for people and service. That passion has translated, decades later, most naturally into sales. I've had significant success as an individual contributor, and as a sales leader, and still believe that sales is a human contact sport.” Find DeJuan on LinkedIn here: https://www.linkedin.com/in/dejuanbrown/ Or on Twitter here...
#25 Walking the Walk of a Trusted Advisor in the Time of Covid
October 12, 2020 05:00 - 29 minutes - 20.2 MBABOUT THE GUEST: STEVEN ANTONACCI, SENIOR TEAM LEAD AT SMITH AND ASSOCIATES From Steve’s LinkedIn profile: “In my role as Team Lead, I serve the team as mentor, teacher, and sales leader. My goal is to develop and maintain effective, mutually satisfying relationships and to bring my clients to the highest level of fulfillment by providing responsive service and addressing the full spectrum of their supply chain challenges. I do this through needs analysis, process review/improvements a...
#24 A Holistic Approach to Hiring and Leading a Revenue Organization
October 05, 2020 05:00 - 27 minutes - 19 MBABOUT THE GUEST - KEVIN MULRANE, VP MID-MARKET SALES AND CUSTOMER EXPERIENCE AT GLOBAL WEB INDEX Kevin Mulrane has 15 years of sales experience specializing in building and scaling Saas revenue organizations. Kevin's expertise is with early-stage technology startups scaling from zero to $50+ million in revenue. Kevin is currently the Vice President of Mid-Market Sales Customer Experience at GlobalWebIndex. Kevin has had held key revenue leadership roles at Madison Logic, AOL, and Feedviso...
#23 Sales Hiring for Diversity, Inclusion, and Effectiveness
September 28, 2020 05:00 - 32 minutes - 22.1 MBABOUT THE GUEST - RAKHI VORIA, DIRECTOR, IBM GLOBAL DIGITAL SALES DEVELOPMENT As the Director of IBM Global Digital Sales Development, Rakhi Voria manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. Within the DSD sales force, there are ~350 Digital Development Representatives and Business Development Representatives responsible for driving client engagement, deal progression, and closure of select deal...
#22 Bringing the Discipline of Ops Into Sales
September 21, 2020 05:00 - 26 minutes - 18.2 MBABOUT THE GUEST: ALFRED “AP” PARKER IV, DIRECTOR OF BUSINESS DEVELOPMENT AT DUPRÉ LOGISTICS Alfred “AP” Parker IV is a self-described servant leader who has leveraged his time in multiple operations roles to become a successful complex logistics sales and marketing leader. AP recently started a podcast called "The Driving Force Podcast" for aspiring logistics, transportation, and supply-chain professionals. AP along with Matt Loggins, interview guests to share their journeys of success, a...
#21 Making Social Work as a Sales Tool
September 14, 2020 05:00 - 34 minutes - 23.8 MBABOUT THE GUEST - IAN MOYSE, EMEA SALES DIRECTOR AT NATTERBOX Ian Moyse is EMEA Sales Director for Natterbox. He has sat on the boards of a number of industry bodies; FAST (Federation Against Software Theft), CIF (Cloud Industry Forum) and Eurocloud. He was awarded the accolade of BESMA UK Sales Director of the year and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World . Ian was rated #1 Cloud influencer Onalytica and has been recognized as a leading cloud B...
#20 The Good Things That Come From Sales & Marketing Alignment
September 07, 2020 05:00 - 29 minutes - 20 MBABOUT THE GUEST - JENNY KNIGHTING, FOUNDER AND CEO AT THE NUTCRACKER AGENCY Jenny has worked with a number of ambitious start-ups, leading commercial strategy and making bold business growth plans a reality. With a wealth of experience in media, manufacturing, services and events, Jenny brings a unique creativity and perspective to every launch, scale and strategy. As founder and CEO of Nutcracker Agency, Jenny has led her team to win multiple awards, including finalist in the Best New Bu...