13 Jobs - The Chief Revenue Podcast (Formerly Rev-Up Sales)

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In episode 26 we are going to talk about the challenges that you are most likely going to face when building out and managing sales teams.

For this, we have an incredible guest on the show, his name is Asad Zaman.

Asad is the CEO of Sales Talent Agency, a leading recruitment agency focused on helping their clients build elite go-to-market teams.

Sales Talent Agency is a category leader in North America and has recently expanded its operations into parts of Europe and Asia-Pacific. Over the past 15 years, they have helped 1500+ companies hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way, they have facilitated over $550M in salaries.

As you can see, Asad certainly has experience in this field and he is more than qualified to teach us more about sales teams and how to build and manage them properly.

Out of all the problems and difficulties you can experience when building a sales team, we’ve narrowed it down to 5 main areas where you are most likely going to face big challenges and what to do when that happens.

We are also going to touch on a lot of issues and situations that this new year will bring that will help you understand the importance of having a well-planned and well-thought process for building and managing great sales teams.

Of course, Asad is going to share with us what are the key elements for building and managing teams so, make sure to listen to this incredible conversation so that you can be prepared for anything, we are sure you are going to learn a lot from it.


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The world is always changing, things are moving on all the time, and knowledge is expanding constantly.

We are the facilitators of those changes but we also have to catch up with them and reflect on the way we think about the world, people, etc.

We were used to experiencing changes in a very soft-paced manner, but of course, changes happened very abruptly after some events that shook the world in 2019.

Now that the situation is a little bit more under control, we can look back and formulate a question, with all that change, what has changed in sales?

In this episode, we are going to answer that with our guest Rob Taylor.

Rob is an award-winning marketing professional with 13 years of professional marketing experience.

He has seen the rise of digital marketing and adapted businesses to embrace the format rather than fear it.

Over the years Rob has worked with globally recognised companies to help introduce modern marketing concepts and projects to support the workforce, these include Amazon, Google, Shell UK, and Live Nation.

As Rob says, lockdowns and pandemics have accelerated what was happening anyway, and that includes the changing face of customers and how they expect you to behave, how they expect you to show up, how they expect you to engage with them.

So, what is happening right now?

Listen to this conversation to understand what is going on in sales at the moment, and why many things have changed dramatically.

This episode is going to be very useful to you and it will give you tools to formulate some questions about your business, recognise what has changed in your particular industry and act in a way that allows you to catch up with those changes.


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In episode 24 of the Rev Up Sales podcast, we return to the subject of SDRs, but this time we are talking to a very young man that we happen to know very well.

His name is Chad Ockerse. Chad is a high-performing sales executive at EzyVet and was one of the very first SDRs that Apprento placed back in early 2021.

We were so proud to hear the news when Chad went on to break every company record as an SDR, including being promoted in record time!

In this episode, Chad is going to tell us what are the most important things to have in place in order to become a successful SDR.

Goals are always what we aim for but, are we sure we are doing our best efforts to accomplish them?

There are a lot of approaches to hitting goals and certainly, a full-proof method that works for everybody doesn’t exist. However, there are a couple of things worth mentioning about hitting goals and how it relates to having a good mentality.

That’s why in this episode, Chad is going to tell us about his habits, his mentality, and how it has been the key that’s allowed him to be where he is at such a young age, and he is also going to share with us many valuable lessons that he’s learned in these years.

So, if you are wondering what can you do to become a successful SDR this is the perfect episode for you.

It doesn’t matter if you are just starting up or if you want to be better at what you already do, we are sure this conversation is going to answer any questions you might have about this topic and you are also going to learn incredibly valuable lessons from a talented and committed young man.


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Sales Development Reps are a crucial component of a team. Their main focus is sales prospecting so, they don’t close the sales, but they are the ones that generate leads.

Having an SDR function in your business can be incredibly useful and practical if done right. That’s why today, we are going to talk about how you can build out your own SDR function with David Dulany.

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development pipeline production.

Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually.

In this episode, we are going to try and clear any doubts by answering all the main questions people have around SDR’s. When should you set up an SDR team? Are SDR teams always necessary? What does it take for an SDR team to work properly?

David has deep experience building highly successful Sales Development programs from scratch for technology companies so, he is certainly the right person to talk about this topic with us.

If you are looking into building your own SDR team or if you are having any second thoughts about your existing SDR team, this episode is going to be especially valuable for you.

If you are not considering implementing an SDR team right now that’s ok, we are sure this episode will help you as well by giving you tools to evaluate your business’s situation at the moment and determine if the time has come for your business to have an SDR team.


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In this episode, we are going to talk about how to build community with the Queen of community building, Leslie Greenwood.

Leslie has been in startups and B2B SaaS for over a decade. She was the VP of Member Success and the first executive hire for Pavilion (formerly Revenue Collective), a global membership community focused on go-to-market executives.

She built the playbook that created amazing evangelists out of current members and was instrumental in growing the community from 2K to 10K members in just under 2 years. Leslie is passionate about the value of connection and evangelism in business.

She founded Chief Evangelist Consulting to bring the power of Evangelist-Led Growth and community to everyone in the SaaS startup world, creating an ecosystem for evangelists and supercharging growth for all.

Leslie knows how important is to set priorities straight in community building. Why do you want to build one in the first place?

Most people are like, “Yeah, this is awesome. Let's build a community”, but they don't actually know why they want to build a community. And there are many different types of communities you can build, whether it's a support community, whether it's product community, engagement community, and acquisition community.

So, as Leslie says, even knowing the biggest, overarching why is important. But then understanding that the community is a community, that it is a gathering of people is just as important. People want to get together, so you have to think about the softer side of community, and what are you going to bring to that as a company to get your community to be sticky. And why? Why do people want to come to you?

There are many things to consider if you want to build a strong community but luckily, Leslie is here to show us the way and to make things as easy as possible so that you can start building a community to help your business.

Make sure to listen to episode 22, you’ll be learning a lot from Leslie’s experience and you are going to be able to identify what type of community you want to build and how you can do it so, don’t miss it.


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In episode 21 we are going to talk about entrepreneurship and sales with an incredible guest, William Ballance.

William is a sales rep turned startup founder, today he is the CEO and founder of Lavender, the number 1 email assistant for sales professionals.

Lavender is a sales email assistant. It really exists wherever a sales rep is, Gmail, Outlook, Outreach, SalesLoft, etc, to help them write a better email in less time.

There are lots of ways it does that. But at the end of the day, it just helps them get more replies and save time on their email by writing more effectively.

Today William is going to share with us his journey from sales to entrepreneurship, and how did he get from a sales job to building the top email assistant for sales professionals.

It certainly wasn’t easy, he experienced times when his company was 10 days away from missing payroll, and got the last investment they needed to get profitability at the very last minute. He had to sell his car to get started, barely made groceries, and rent several times.

So, it has been more struggle than ease along the way although now he’s got a stable company with 1000s of users all over the world, and massive brands using their product to increase their reply rates.

At the end of the day, all that effort and sacrifice did pay off for William, do you want to know how William did it? Listen to this episode to know his story.

This episode certainly illustrates all the struggles some entrepreneurs typically go through when they are starting up, but it also shows how big efforts get paid off in the end, so don’t miss this conversation, we are sure you’ll find it helpful.


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In episode 20 of the Rev Up Sales podcast, we are joined by Jake Dunlap.

Jake is the CEO of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.

Jake has a huge amount of experience partnering with growing companies to help them set up the infrastructure, whether it's the operations, the playbook, or strategic leadership, with more established companies they help them to modernise and really implement best practices.

Jake and his team work with hundreds of companies every year so, he really gets a chance to see the good, the bad, and the ugly of how people are building and scaling revenue teams today.

In this episode, Jake is going to share with us his take on what should companies be doing. What should leaders be doing? And also, what should frontline people be doing to be world-class A-players?

At the company level, Jake has realised that there are some core things that can really make a huge difference when done right. For instance, how common is it to see people saying “oh, I did my job”, somebody else would say “I did mine”, and so on?

Unfortunately, this happens a lot, and it is the purest example of misalignment at the company level. There's no incentive for them to collaborate.

Now, let’s take a look at the companies that are successful in 2022. They are companies that think about that. “I realise we should all focus on revenue” Okay, that makes sense. Let's just get aligned to revenue.

Marketing can actually contribute with some leads that will then produce that leg of revenue; short sales organisation may have some component of compensation for wraps tied to renewal.

The important thing is that many companies don’t know how to work together and that is a huge drawback, even more nowadays that people have found huge potential in collaboration.

There are really a lot of things involved in building a world-class revenue function so, make sure you don’t miss this episode as we are going to dive into all the little details and actions you can take to really make a difference in this regard.


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In episode 19 of the Rev Up Sales podcast, we are going to talk about an often-ignored but extremely enlightening stage of the sales process that happens or should happen if a sale has been lost.

We are talking about reviewing and analysing why a sale didn’t come to fruition.

To dive deeper into this topic, we have the pleasure of having Cian McLoughlin on the show with us.

Cian is a regular sales and marketing commentator in the mainstream media. His sales blog has been selected as one of the Top 50 Sales Blogs in the world for the seventh year running by Top Sales World magazine.

He is also the author of the Amazon bestseller Rebirth of a Salesman (voted one of the Top 50 Sales Books in the world for the past 5 years).

His expertise spans all aspects of the sales lifecycle from strategic sales execution, sales training, enablement, channel and alliances management, to Win Loss programs, which is what we will be focusing on today.

Reviewing why you lost a sale is essential if you don’t want it to keep happening, but evaluating wins is also important to get to discriminate what worked from what didn’t.

Is this something your business does? Have you implemented any Win Loss programs yet? If so, how do they work?

In this episode, Cian is going to talk us through every step, and every bit of information that you are going to need to start evaluating what is actually happening when a sale is either won or lost.

So, if you want to be able to do better evaluations of your successes and failures you should listen to this episode because Cian is a master of this craft.

Once you implement this in your business you will have a clearer understanding of the weaknesses and strengths you and your team have so that you know where you should put your efforts and dramatically reduce losses.


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This week, we are joined by someone who is a little bit different from a lot of our guests. Normally, it's sales leaders or folks in the sales space, but in episode 18, we have Josef Rakich with us.

Josef Rakich’s purpose & passion in life is helping people transform their physique, mindset and improve their lives - each month he reaches more than 10 million people, with more than 4 million active fans and over 160,000 clients across over 60 countries through his online fitness business JRF.

Josef strongly believes that having a good strong mindset is the most important thing when it comes to achieving anything in life. So, in this episode we talked about how a strong mindset is built, what habits are going to help you live a healthier life and how being healthy and working on your physical fitness can play into your work life.

This was an amazing conversation and we really touched on a lot of points concerning health, wellness, and mindset for success so, listen to this episode to identify what things you could change in your daily life to improve your performance and to feel a lot better with yourself at the end of the day.

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SDRs are a crucial component of a sales team, they assist prospects in identifying solutions to their problems, and they focus on moving, and qualifying leads through the sales pipeline.
Their role is very important for organisations but, very often, businesses hire the wrong people for this role. Why?

Because they have a deep belief that hiring extroverted and ambitious people is always the way to go. You’d probably think that too, but let me tell you, it’s not.

There are a couple of different elements that make great SDRs and in this episode, we are going to talk about them, we’re also going to dive into what is causing SDR teams to fail so badly.

For this purpose, we are joined by Ricky Pearl, a man who loves problem-solving and who has a lot of experience with this particular issue.

Earlier in his career, Ricky noticed that many business owners seemed to be encountering issues with hiring, training, and managing their sales teams - he knew there "was something there."

He drew on his extensive management, sales, and technical experience to create Pointer - an outsourced sales agency that uniquely provides "sales as a service" to businesses who don't have the time or resources to effectively manage their own internal sales department.
The other day, I was reading some stats and a large global consulting organisation said that if an organization's hiring SDRS, typically 30 to 40% of them will not work out, and they'll leave the team.

Those numbers are crazy! So, what can be done to have an SDR team that does what it should, where people don’t have the need to walk out as soon as they can?

In this episode, we are going to answer that question and we’re going to touch on all the problems that make SDR teams fail. Listen to this episode to know what things you should be paying attention to when you hire SDRs so that your team doesn’t end up following the same path those 30 to 40% have.


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