Lynne Capozzi is the Chief Marketing Officer (CMO) with Acquia. Lynne supports Marketing leading modern digital transformation efforts by being close to the buyer. While technology enables transformation, it's the fundamentals that make it possible. Fundamentals like defining ideal customer profiles, account segmentations and buyer personas. The ability to build 1:1 relationships with buyers starts with the fundamentals. Technology allows you top connect the dots with the data....
Jan 10, 2021•32 min•Ep. 2
Brett has made a career of helping software companies grow... FAST! As a Partner at Bonfire Ventures, Brett infuses software companies with a sales process, leadership, comp plans and a blueprint for sales growth. Sales is the lifeblood of any business, Brett is the man to help grow fast! Check out "Around the Bonfine" for more insights from Brett https://medium.com/@BonfireVC
Jan 03, 2021•44 min•Ep. 1
For Jackie Bosque-Diaz sales is all about providing value. Value starts with understanding who is the best fit for your product or services. Fit is so important because if without fit, it's incredibly hard to take a value first approach. Fit help you as a seller to deeply understand your buyer and consequently how you can help their business. For Jackie, that can be an uphill battle, as she is educating her buyer on the value of tapping into the hispanic market. Find Jackie on LinkedIn: https://...
Nov 15, 2020•37 min•Ep. 16
Chris Walker is the Founder and CEO of Refine Labs and the Host of the State of Demand Gen Podcast. Chris and I have recorded several shows together, this time we drill into ABM. ABM is really nothing new, but the term was adopted by marketers as a way to better align with sales. Great in concept, but poor in execution. Like good concepts in Marketing, ABM has turned into a tactic driven by the tech vendors in the space. Find Chris at http://refinelabs.com and The State of Demand Gen Podcast htt...
Nov 08, 2020•30 min•Ep. 15
Brede joins the show as the VP of Sales at Dynamicweb, a Denmark based software company offering a cloud based Digital Experience for its customers. https://www.dynamicweb.com/ Brede talks about transitioning from a traditional product based sales model to digital, the challenges of globalization and selling through the channel. Fit is critical, defining up front who you serve best is key, then focusing your sales efforts on solving problems. Find Brede on LinkedIn: https://www.linkedin.com/in/b...
Nov 01, 2020•40 min•Ep. 14
Enterprise deals are complex, Seismic's Evan Kelsay shares the secret to winning an enterprise deal. Winning over the prospect is only half the battle, enterprise deals are as much about selling your internal stakeholders as external. Evan and I take a tactical deep dive into everything from prospecting to deal negotiations in this episode. It's a can't miss! Find Evan on LinkedIn https://www.linkedin.com/in/evankelsay/ Find Sesismic at http://seismic.com...
Oct 25, 2020•48 min•Ep. 13
As a product marketer, Elizabeth Gafford is sold to... a lot! Everything from MarTech tools to consulting, when you are in marketing you are a prime target for a lot sales efforts. Elizabeth comes to the Love Selling Hate Sales Podcast with a buyers perspective. Transparency is a winning formula at every stage of the sales process. The conversation takes some great twists and turns, how sales can marketing teams can successfully collaborate, how to engage buyers, and the importance of data in sa...
Oct 18, 2020•38 min•Ep. 12
A career in sports, media and entertainment, Bouker Pool is selling the dream! This episode takes twists and turns through cold calling ticket sales from the white pages to huge private equity pitches. Bouker is currently the Chief Commercial Officer at USA Cycling. Their team is currently in preparations for the 2021 Olympics! Get involved at http://usacycling.org
Oct 11, 2020•46 min•Ep. 11
The Founder of Scott Leese Consulting, Surf and Sales, and Thursday Night Sales, Scott Leese has developed unique communities for sellers and sales leaders. Scott takes us through his personal journey as a seller, sales leader and now evangelist for the sales profession. Scott helps companies go from $0-$25 by developing scalable sales process. Each week Scott helps hundreds of sales professionals through Thursday Night Sales, the worlds largest weekly sales happy hour. (thursdaynightsales.com) ...
Oct 04, 2020•46 min•Ep. 10
The rise of MarTech at the turn of the century changed B2B sales. 20 years laters we are seeing a resurgence in the fundamentals of sales. Human first, relationships, customer centric sales. Catie Ivey is a Regional VP of Sales with Demandbase, she talks about he Big 3 Priorities as a sales leader. 1. Ensuring her team is the best version of themselves 2. Creating as much revenue as possible 3. Building predictability Find more from Catie on LinkedIn https://www.linkedin.com/in/catieivey...
Sep 27, 2020•43 min•Ep. 9
"I am a sales girl at heart." Profound words from Rubi Rodriguez, President of BiQi Marketing. Sales has a lot of negative stigmas, but at the end of the day, it about the people, creativity and providing value. Love Selling Hate Sales Season 2 Episode 8, is an amazing journey with 2 incredible women on sales, humanity and creating something real for people regardless of the sale. Please visit https://biqimarketing.com/, to learn more about Rubi Rodriguez and Stephanie Armstrong....
Sep 20, 2020•52 min•Ep. 8
Autum has been a seller and sales leaders for decades, but there is nothing like being the CRO and Co-Founder of a company. PartnerTap helps sellers take action in the channel. Channel sales is its own unique beast but Autum brings incredible energy and passion to enabling channel sales leaders and sellers have an impact. Check out Partnertap.com to crack the channnel sales code.
Sep 13, 2020•41 min•Ep. 7
Your sales process will win you deals! Skipping steps is a sure fire way to lose a deal. Most of the time when we skip steps it's because we let the buyer lead us down a path based on perceived urgency. We've all done it! The A-Player sticks to the the process inherently. If you want to get there, dial in on the process. Dig into the playbook your team has assembled, make sure you are making every at-bat count. A career enterprise seller and leader, we break down sales process, sales culture and...
Sep 06, 2020•46 min•Ep. 6
Damian joins the show bringing decades of sales and sales leadership experience. Today Damian helps founders get over their own head trash as it relates to sales. Damian is intentional about organizations and sellers having a deep understanding of who you serve and how you serve them. Until you understand that simple truth, you can never really sell. Find Damian at vpsales.co.
Aug 30, 2020•50 min•Ep. 5
Jeremey Donovan of Salesloft is a self proclaimed, "Biggest Fraud in Sales." Starting his career as an engineer, Jeremey Donovan takes an analytical approach to sales and selling. All of the data an analytics come down to one thing for Jeremey... the ability to take Action. There was not a single topic we discussed where Jeremey didn't focus on how to action against whatever the topic.
Aug 23, 2020•42 min•Ep. 4
Chris is a marketer by trade, but when you start your own business, you are in the business of SELLING! Chris is the founder and CEO of Refine Labs which is a marketing company focused on ensuring that what marketing contributes to sales organizations is revenue. Since the inception of Refine Labs Chris has been the sole salesperson responsible for bring in leads and closing business. Chris 100% drinks his own champagne relying on an inbound marketing model targeting the right fit customers to p...
Aug 17, 2020•25 min•Ep. 3
Jon Manly is a sales veteran finding sales in 2006, in 14 years has been an SDR, AE, Sales Manager and currently works and the Senior Vice President of Enterprise Sales at GHA Technologies. Jon is a math and logic guy and learned early on that sales is a numbers game. That hasn't stopped him from taking a 100 year view with his customers. Meaning customer centricity is everything, which is the focus of his book to be released October 27, 2020 titled Stop Touching Base.
Aug 09, 2020•49 min•Ep. 2
Season 2 launches this Sunday at 8am ET with dual guests Kiva Kolstein and Alea Homison. If you are a seller and want to hear what world class sales enablement looks like you will want to listen to this episode. Kiva and Alea talk about... - Expectations working in a fast paced start-up environment - Continually investing in top producers, not just the middle and bottom - Creating systems to unlock creativity in the seller - What they are looking for in the interview process These two were absol...
Aug 02, 2020•50 min•Ep. 1
Cold calling sucks! Justin Williams and the team at Ken Lundin & Associates help sellers master the cold call with the 90 Day Alpha Program. This episode takes a deep dive into the psychology of a cold call, how to keep prospecting while closing and the importance of deeply understanding the buyer.
Jul 19, 2020•49 min•Ep. 12
Tonni Bennett is a kick ass sales leaders who is more naturally drawn to the art of sales than the science. She talks about how the importance of the two actually shift in different stages of a company lifecycle, which I find fascinating. Early stage - the art (defining the art) is more important. Late stage - the metrics are more important. Not mention our discussion about great storytelling being the 🔑 to great selling. Finally, maybe my favorite topic... product market fit for sellers. What ...
Jul 12, 2020•40 min•Ep. 11
Trust, Community, Humanizing. These are the three works which describe this episode with Palo Alto Networks VP of Corporate Sales. Amy brings a fundamentally human element to sales leadership. In a profession driven by metrics, especially at the leadership level Amy focuses on building community. Sales is nothing without trust, it takes very intentional effort to not turn every one on one with a seller into a pipeline meeting. It's important to make time for coaching and to develop relationships...
Jul 05, 2020•42 min•Ep. 10
There is no seller on the planet who embraces the grind like Brett Samurin. This guy has over 15 years is SaaS sales and has never taken a single day for granted. When you think through the lens of Love Selling Hate Sales, the art vs. science, the relationships vs. the metric, Brett does it all. Not to mention he is a personal friend and all around great dude. You want to learn how to learn how to be a sales pro? This is the episode for you.
Jun 28, 2020•37 min•Ep. 9
It was truly amazing to hear about how Roy and the team Chorus leverage the massive amount of data from call recordings to build a supporting sales community internally. When we talk about the metrics (sales) side of the equation, the team at Chorus takes it to a whole other level. In an extremely positive and constructive sales environment built on amplifying the talents of the team.
Jun 22, 2020•42 min•Ep. 8
Jim and I met on a LinkedIn thread on the topic of scripting in sales. Jim is a sales coach and trainer and brings decades of experience on building fluency in sales and doing it at scale. Jim's 3 compounds to building fluency are... 1. The markets you sell into 2. The people you sell to 3. The products and how people use them The combination of these three areas encapsulate the conversation in sales. The key is taking the best conversations across sellers to help transfer knowledge to the great...
Jun 15, 2020•34 min•Ep. 7
Scott is the founder of Top1FM and the Sales Success Podcast where he regularly interviews the top individual contributor from companies across the US. The lessons learned from interviewing over 200 top producers have had an amazing impact on his own career. Scott shares dozens of great anecdotes in this episode of Love Selling Hate Sales with a heavy emphasis on the Love Selling piece. Scott is a firm believer of a quality focused long game, always planting seeds for the future. Stick around be...
Jun 08, 2020•45 min•Ep. 6
Jake Dunlap is the Founder and CEO of Skaled Consulting. Jake is Shaping the Future of Modern Sales and Marketing. He has a rare balance of the the art and science of sales. Jake believe the data serves as your short cut to finding buyers who are going to be the most receptive to your message. He learned early on selling tickets to for a MLB club that there are trends in the data you can use to your advantage. The data will only get you so far, you must have the skill to successfully sell. Skill...
Jun 01, 2020•39 min•Ep. 5
David Karr brings well over a decade of B2B enterprise sales leadership to the Love Selling Hate Sales Podcast. 2017 brought a career shift into marketing where he lead brand rebuilds and transitions of an industrial company to digital transformation. Dave is focused on brining down the barrier between sellers and their marketing counterparts by being the voice of the customer. Deep understanding of the buyer, sometimes getting uncomfortably close to the customer is the only way to make it happe...
May 25, 2020•33 min•Ep. 4
Kyle joins Love Selling Hate Sales with 2 decades of sales and marketing experience under his belt. Kyle teaches us that selling is "romance" if we are not creating a feeling during the courtship of our prospects then we are doing it wrong. Kyle puts to LOVE in Love Selling. Sellers have an opportunity today to collaborate with marketing to leverage deep understanding of the buyer and the buyer journey to create that meaningful connection. You know that moment in a sales cycle when you you are o...
May 18, 2020•46 min•Ep. 3
This episode of the Love Selling Hate Sales Podcast features Regional Vice President of Sales from YouAppi and Author of Technology Quotient, Justin Michael. The time spent with Justin is incredibly insightful as he dives into the parallel path necessary to be successful in sales in the modern world. The path manages playing the high quality and personalized long game with the need to hit numbers now short game required to make a living and keep your job in a highly competitive environment. The ...
May 11, 2020•38 min•Ep. 2
Like most people who find themselves selling for a living, Joe took is own unique path. Just months away from wearing a lab coat, Joe pivoted his passion for healthcare and nutrition into a career in sales. There is nothing like that perfect blend of passion and ability to build relationships and solve problems. Joe String's journey as a top notch seller has him poised to educate, mentor and train those who follow in his footsteps.
May 04, 2020•42 min•Ep. 1
