Summary Embark on a captivating journey with Justin as he sits down with Alyson Baber, a brilliant VP of Sales at Outreach.io. Allyson's unconventional career trajectory is not uncommon, but very fascinating. From chemical engineering to medical sales, she's now leading one of the most dynamic teams of sales people in tech. Allyson shares her invaluable strategies for building trust and managing expectations within her team. She reflects on her experiences in high-growth companies, painting a vi...
Mar 19, 2024•30 min•Season 1Ep. 30
Summary Embark on an exhilarating journey with Justin as he ventures into the realm of sales mastery alongside the esteemed Mike Wolber, the ingenious Chief Revenue Officer of Rent Dynamics. Mike unveils the blueprint for crafting a thriving sales organization. Prepare to be captivated as Mike shares his visionary approach to recruitment, advocating for the hiring of sales academics and the formulation of a robust go-to-market strategy. Brace yourself for a whirlwind of insights as Mike delves i...
Mar 07, 2024•24 min
Justin and Jen discuss various aspects of sales, including selling like a buyer, the importance of likability, applying a buyer-centric approach, understanding trade-offs, insights from sales kick-offs, promoting organic content sharing, building sales teams, the role of subject matter experts, and creating a great day in sales. They emphasize the need to understand the buyer's perspective and tailor the sales approach accordingly. They also highlight the value of building relationships and prov...
Mar 05, 2024•46 min•Season 1Ep. 19
Summary Delve into the fascinating world of sales with Kyle Asay, the visionary VP at MongoDB, as he unveils the secrets behind his remarkable career journey and the evolution of his groundbreaking sales frameworks. With a blend of wisdom and innovation, Kyle emphasizes the transformative power of personal development and the art of tailoring sales processes to individual strengths. From dissecting team structures to navigating the complexities of remote work, Kyle offers unparalleled insights i...
Feb 29, 2024•28 min
Summary In this riveting episode, Justin Ashby delves into the world of sales development with none other than Gabe Lullo, the mastermind CEO behind Alley-oop, an SDR agency. With passion and expertise, they navigate through the intricate landscape of sales, tackling crucial topics such as the art of onboarding SDRs, the enduring significance of phone calls in outbound sales, and the untapped potential of LinkedIn as a sales powerhouse. Venturing further, they explore the transformative shift to...
Feb 07, 2024•26 min
Summary Embark on an exhilarating journey with Justin as he unravels the fascinating career narrative of Collin Mitchell, the dynamic managing partner at Leadium, a fractional SDR agency. Join them in exploring the evolution from Collin's early days in sales to the creation and sale of multiple companies. Discover the untold benefits of partnering with a fractional SDR agency and delve into the pivotal role of a quality-centric approach in outbound sales. Collin sheds light on the art of persona...
Jan 31, 2024•29 min
S ummary In this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where...
Jan 31, 2024•28 min
Summary Mary Kheedo, Vice President of Sales at Growth Loop, shares her insights on the first 30 days in a new sales leadership role. She discusses her background in sales, including her experience at HubSpot and Lytics. Mary emphasizes the importance of creating a 30, 60, 90 day plan and building trust with the team. She also highlights the need for relentless prioritization and the value of self-reported quick wins. Overall, Mary provides valuable advice for sales leaders transitioning into ne...
Jan 23, 2024•26 min•Season 1Ep. 14
Summary Step into the World of Sales Excellence with Justin Otley, Head of Talk Desk's Dynamic Sales Development Team! Uncover the Secrets Behind Career Milestones, A Players' Magic, and the Art of Crafting Your Best Day in Sales. Elevate your strategy as Justin spills the beans on promoting from within, unleashing A Players, and turning team motivation into a powerhouse of success! Takeaways Promoting from within is crucial for building a successful sales development team. A players are essenti...
Jan 17, 2024•31 min•Season 1Ep. 13
Summary Devin Williams, from Instabug, discusses the importance of emotional intelligence (EQ) in sales and how it can lead to success. He shares his career background and highlights from the biggest deal in Instabug history. Devin explains that EQ is the key to understanding oneself and others, and it can improve various skills such as active listening, empathy, and relationship building. He provides frameworks and practices for developing EQ and emphasizes the importance of leading by example ...
Jan 13, 2024•30 min•Season 1Ep. 13
Summary In this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organiz...
Jan 13, 2024•27 min
Summary In this episode of the Great Day in Sales podcast, Justin interviews Matt Buchalski, the VP of Sales at RealPage. Matt shares his background and career journey, which includes transitioning from financial sales to technology sales. He discusses the changes and growth he has experienced at RealPage, including the company's acquisition and the impact of COVID-19 on the housing market. Matt emphasizes the importance of team building and promoting from within, highlighting the value of train...
Jan 10, 2024•29 min•Season 1Ep. 12
Summary In this podcast episode, Tony Bennett shares her journey from sales at UPS to becoming a VP of Sales at Daily. She discusses her experience of building sales from zero to 20 million at Terminus and the importance of problem-solving in sales. Tony emphasizes the need to focus on value and avoid perfectionism when enabling others to sell. She also highlights the different selling stages and the importance of adapting to change. Tony shares principles for sales leaders, including the import...
Dec 20, 2023•25 min•Season 1Ep. 11
Summary Greg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales ar...
Dec 20, 2023•30 min•Season 1Ep. 11
Summary Chet Lovegren, also known as the Sales Doctor, discusses his methodology for sales training and enablement. He emphasizes the importance of understanding the specific needs and challenges of each sales team and provides a tailored prescription for success. We discuss the resurgence of cold calling and the need for a balanced approach to outbound sales. He highlights the significance of participation and engagement in sales teams and the role of coaching in developing top performers. His ...
Dec 14, 2023•37 min•Season 1Ep. 9
Summary Amir Torabi, VP of Sales at Sendlane, shares his journey from a sales role in a recruitment agency to his current position. He emphasizes the importance of identifying one's strengths and being open to new opportunities. Amir discusses the market shifts that led to Sendlane's growth and the strategies they implemented to adapt. We highlight the significance of deal inspection and the need to focus on high-potential leads. Something that many companies fail to do anything with. Finally, A...
Dec 05, 2023•33 min•Season 1Ep. 10
Join us as we chat with Jessica, the VP of Sales at Deskera. Jessica walks us through her sales journey and her leap from a large organization to a startup. You'll gain insights into how she hones her problem-solving skills to tackle different areas of the business and the importance of segmentation in propelling the business forward and pinpointing the ideal customer. This riveting discussion underscores the perks of concentrating on segmentation for both team and company growth. We'll also unr...
Dec 04, 2023•24 min•Season 1Ep. 2
Join us as we interview Kyle Poll, a seasoned sales leader, as he narrates his intriguing career path including Linkedin and Gympass in the US. Kyle shares how a variety of roles, including missionary work and his experience in financial services, helped shape his understanding of sales. He vividly details his nine-year tenure at LinkedIn during its early days and how he helped shape its growth. Kyle provides fascinating insights into his transition from LinkedIn to Gympass. He details his proce...
Dec 01, 2023•27 min•Season 1Ep. 8
Imagine navigating the intricate labyrinth of PropTech sales, moving your company from high-velocity small business sales to a more enterprise-focussed approach. That’s exactly what our guest, John, has done over his 15-year sales career, including stints at industry giants like Cisco. In this illuminating conversation, we explore the unique facets of PropTech, a realm distinct from other industries, and the opportunities ripe for the taking. Hear about John’s transition journey with Valkyrie an...
Dec 01, 2023•23 min•Season 1Ep. 7
We are joined by Dustin Sears, a seasoned sales expert at Intellishift, who shares the secrets behind his team's incredible tripling of production within just a year. Listen in as he explains the importance of creating an environment that not only fosters a strong work ethic but also encourages fun and camaraderie. Dustin gives us a peek into the workings of IntelliShift, an all-in-one fleet platform that has revolutionized fleet management with integrated GPS telematics, AI dash cameras, mainte...
Dec 01, 2023•27 min•Season 1Ep. 7
Everyone give a warm yee-haw to Keegan Otter, the software cowboy. Known for his success at outreach.io, he know leads the sales team at Warmly. He shares how he differentiated himself in a crowded market by using unique tactics such as personalized videos in LinkedIn messages, and the power of connections in leading to new opportunities. Listen in as Keegan talks about his journey from an SDR to the head of revenue, and the lessons he's learned along the way. He's a master of implementing succe...
Dec 01, 2023•30 min•Season 1Ep. 5
Ever wonder why some businesses skyrocket while others plateau? Join us for an enriching conversation with Dave Boyce, a seasoned sales professional and MBA adjunct, who unravels the secret sauce to accelerating business growth - a perfect blend of product-led growth (PLG) and sales. He shares an eye-opening experience of selling a mere whiteboard concept for whopping $6 million when he was an individual contributor. Plus his years in management with some of the hottest startups in Utah and Sili...
Dec 01, 2023•26 min•Season 1Ep. 4
Join us for a riveting conversation with Steve, the VP of a sizable sales team at ZoomInfo. Steve started his career in insurance, following in his father's footsteps, before making the switch to the tech world with ZoomInfo. Listen in as he discusses his growth within the company, the transition from a salesperson to a manager, and then to a VP. He also shares his passion for his job and the learning opportunities he has had, emphasizing the importance of job satisfaction and continuous growth....
Dec 01, 2023•29 min•Season 1Ep. 4
We had the privilege of sitting down with Craig Daly, a seasoned software sales leader turned CEO. Craig takes us on a journey of his career, recounting his experiences at powerhouse companies such as Qualtrics and Podium, and sharing the challenges he's encountered in his transition from sales leader to CEO. Listen in as he emphasizes the importance of finding the right type of salespeople for different roles and how authenticity play a pivotal role in sales success. Craig was one of the first ...
Nov 30, 2023•28 min•Season 1Ep. 1
