Summary In this episode, Nikki Lang emphasizes the importance of maintaining a human connection in sales. Nikki shares her journey into tech sales, highlighting her experiences and the significance of soft skills in building relationships with buyers. She discusses the need for warmth and empathy in sales interactions, the balance between rapport building and discovery, and the importance of self-connection for genuine engagement. The conversation concludes with Nikki's perspective on what const...
Dec 17, 2024•23 min
Summary Colin Specter, SVP at Orum, shares his journey from being the original sales hire to scaling the sales team at Orum. Colin discusses the importance of technology in sales, the challenges of building a sales team, and his strategies for training and enabling new hires. He emphasizes the need for documentation, feedback loops, and the significance of maintaining a positive mindset for success in sales. Takeaways The importance of technology in sales, particularly AI solutions, can signific...
Dec 11, 2024•30 min
Summary Helen Calvin, the new CEO of Buildout, shares her unique journey from a background in behavioral psychology to becoming a sales leader and eventually a CEO. The conversation explores the importance of understanding customer psychology in sales, the transition from CRO to CEO, and the need for a shift in compensation structures to motivate sales teams effectively. Helen emphasizes the significance of celebrating small wins and maintaining a customer-centric approach in all roles within a ...
Dec 03, 2024•30 min
In this episode of the Great Day in Sales podcast, Justin interviews Ron Halbert, Vice President of Sales Development at Sirion. Ron shares his extensive background in software sales and discusses the importance of understanding the ideal customer profile (ICP) for contract management. He emphasizes the challenges faced by sales development representatives (SDRs) when engaging with high-level executives and the critical factors contributing to scalable SDR organizations' success. Ron also highli...
Oct 31, 2024•28 min
Summary Mike Rhea, the Chief Revenue Officer at Intelligent Technical Solutions discusses his extensive background in sales, his journey through various companies and the strategies he employs to scale sales teams effectively. He emphasizes the critical role of discovery in the sales process, explaining how understanding a prospect's problems can lead to successful outcomes. Mike also delves into the importance of pricing and value perception, as well as the significant impact of leadership on s...
Oct 23, 2024•28 min
Summary Ellen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizational change and the strategies that have proven effective in ma...
Oct 08, 2024•25 min
Summary Meredith Chandler, Head of New Business at Unicrn, discusses her career in sales and the rise of fractional sales leadership. She shares her experiences working at companies like Yelp, Indeed, Samsara, SPIF, and Captivate IQ. Meredith explains the concept of fractional sales and how it can benefit companies looking to scale their sales teams without the cost of hiring full-time employees. She also emphasizes the importance of coaching and continuous learning in sales. A great day in sale...
Oct 02, 2024•32 min
Summary Michael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustments as necessary. A great day in sales, according to Cupps, involves progre...
Sep 24, 2024•24 min
Summary 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 SD...
Aug 27, 2024•34 min
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 kno...
Aug 20, 2024•22 min
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...
Aug 15, 2024•23 min
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...
Aug 06, 2024•26 min
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 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 thr...
Jul 23, 2024•47 min
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. Takeaways Understanding the...
Jul 16, 2024•25 min
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, w...
Jul 09, 2024•31 min
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...
Jul 02, 2024•44 min
Summary 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. Take...
Jun 25, 2024•29 min
Summary 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, cre...
Jun 17, 2024•24 min
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 vari...
Jun 10, 2024•29 min
Summary 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 ...
May 28, 2024•22 min
Summary 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...
May 20, 2024•26 min
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 ...
May 13, 2024•31 min
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 conce...
May 06, 2024•30 min
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 mi...
Apr 29, 2024•27 min
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. ...
Apr 23, 2024•26 min•Season 1Ep. 23
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...
Apr 17, 2024•32 min•Season 1Ep. 23
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, go...
Apr 15, 2024•43 min•Season 1Ep. 22
Summary 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 an...
Apr 09, 2024•37 min•Season 1Ep. 21
Summary Justin Ashby interviews Jeff Torbeck, VP of Revenue at Gun.io. They discuss various topics related to sales management and team building and focus in on how a high performing team can be a place of constant learning. Jeff shares his insights on focusing on individual performance, balancing quota performance and team fit, and the evolving perception of sales as a valued profession.d The conversation emphasizes the importance of collaboration, continuous learning, and customer-centric sell...
Apr 04, 2024•28 min•Season 1Ep. 20
Summary Join a riveting conversation with Donald Kelly as he unravels the art of mastering LinkedIn for prospecting and sales. In this dynamic discussion, Donald unveils the secrets to regularly connecting with key individuals, delivering valuable content, and sparking engagement. Brace yourself for insights into injecting personality into your LinkedIn presence and leveraging your company page to forge connections. Donald and Justin unveil the Connect, Share, Engage method, empowering sales pro...
Mar 26, 2024•46 min
