Ashley & Katrine's Infinite Revenue Playlist

Hiring the right people and promoting a great culture is the only foundation that matters to business execution. Without the right people on your team, how can you expect to be aligned to achieve your goals?

Today we welcome Co-Founder and CEO of Blueprint Expansion, Krissy Manzano, to talk about how making the GTM space more inclusive for women and other minorities, all starts with how we hire.

Krissy is a transformative leader with 13 years of experience reshaping businesses across middle Tennessee. Starting as an individual contributor, she ascended to sales leadership before making the bold leap to become an entrepreneur. She’s passionate about supporting women in leadership and promoting diversity in hiring through actions, not merely words.

Throughout her years as a working professional, Krissy has became a stanch believer in a few matters.
 
First, she believes that if hiring feels like a guess to your team, then you're doing it wrong. Second, she knows hiring is largely broken because of the unconscious biases that we all have about other people.  

Lucky for us,  she's joins us today to talk about how we can make our hiring processes feel predictable and begin removing our team's biases to ultimately make the GTM space more inclusive (and therefore more successful). 

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Today’s guest is a ‘sales leader with a crush on marketing”. 

Welcome to the stage Laura Erdem, all the way from Copenhagen! 

Like many sellers, Laura describes finding herself in a sales career as a total accident. And yet, she now runs the North America Sales team at a startup called Dreamdata, a fully automated B2B Customer Data Platform. 

While Laura is a first time sales leader, she has a ton of experience in enterprise sales and excels in helping reps build their own personal brand on LinkedIn to bring in inbound leads. She’s even known to get creative with her sales demos, taking prospects for walks, runs, and even bike rides while she gets to know them.

Laura joins us today to take all things sales, pipeline generation,  social selling, and of course, sharing her experience as a woman in revenue. 

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If you're a seller, you've probably rolled your eyes or huffed and puffed at having to do a sales training at some point during your career (we've all been there).

But according to Paty Araiza, you get what you give when it comes to sales trainings. To have a successful sales enablement program, you need both leadership and individual sellers to invest effort.

Paty is the Sales Enablement Manager at iMatrix, a sales coach, and a brand new founder of her SDR training academy, Ignite Sales Academy. Throughout her sales career, she has been an SDR Team Lead, an SDR Manager, and, now, a Sales Enablement Manager, where she mentors, coaches, and nurtures countless sales professionals at every level to achieve their goals. Most importantly, Paty is a proud mom.
 
Listen to the full episode to hear Paty's share what it takes to create a successful sales enablement and training program as well as her experience as a woman in revenue.

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It's not everyday that you're joined by "The GTM People's Champion".

And luckily, that's exactly who today's guest is, Corrina Owens.

Corrina is an award-winning revenue marketer with 13+ years of experience. Her specialities lie in account-based marketing, demand generation, content creation, and go-to-market strategies. She currently co-hosts the GTM podcast, [Direct], formerly the Chief Evangelist Officer of Purple Cork, and advises several tech start-ups such as Aptivio and Postal.

Corrina joins us to talk about all things Account-Based Marketing, GTM first strategies, as well as her experience as a woman working in revenue.

Account-based marketing (ABM) is a strategic approach that focuses on high-value accounts in a market or business. ABM strategies focus on creating personalized buying experiences for better customer acquisition, relationship-building, and business growth.

Tune into today's episode to talk all things ABM with the queen of ABM herself, Corrina. 

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According to Christina Brady,  women, especially at work, can possess a scarcity mindset. And there is a reason.

Women tend to protect "what they have". It stems from being biologically wired to grow and nurture.  So when roles, especially leadership roles, are far and few between, it's unsurprising that some women feel like there's only "room for one at the top".

Why? Because only 15.7% of founders are women.‍ Becayse only 2.3% of VC funding goes to all-female founding teams. Because only 31.7% of top executive positions across all industries are women. Because for every $1 a man makes, on avg a woman makes $0.82. ‍ Because it will take 131 years to see gender economic parity – which keeps increasing every year.

Christina Brady, Co-Founder and CEO of Luster, is on a mission to change this narrative. With 16+ years of overall SaaS sales experience and 10+ years of executive leadership in the SaaS space, she has a proven track record of leading individuals and organizations to growth & profitability through creative, scalable, and targeted strategy. 

And now, finally a CEO herself, she's made it a point to lead with diversity and make sure women know that there is room for everyone at the top. 

Tune in to today's episode to hear more about how Christina teaches us how to combat biases, avoid the scarcity mentality, and even share some trade secrets on how to become the best seller on your team (hint, it has to do with improv). 

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It's tough out there as a seller right now. So what can you do to stand out?

According to Mafalda Johannsen, the best sellers bring lot of different skills and qualities to the table. Everything from top-notch organizational skills to copywriting to dabbling in social selling to having a decent understanding of technical matters is required if you want to be the best.

Mafalda is the Director of Growth at Wonderway, a German Sales Enablement Startup that just developed an AI coaching tool called Wonderway COACH. She has reviewed and improved hundreds of sales onboarding and trainings which has given her unique expertise and knowledge in understanding what will genuinely help a sales rep succeed.

Outside of Wonderway, Mafalda hosts and moderates sales webinars, has two sales podcasts (A Day in the Life of... and Sales Training DReadly Sins), and is now working on a sales book in Portuguese. She is also a masterclass instructor at SDRs of Germany.

Listen to today's episode to dive into the multifaceted sides of a successful sales rep. 

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Happy International Women’s Day!

March 8th serves as a global day to celebrate the achievements of women and marks a call to action for accelerating women's equality.

This years theme, as set by the United Nations, is “Invest in Women: Accelerate Progress”, and what better way to invest in women than by understanding how women’s health is impacted by the workplace and how we can make it better?

Which is why cohosts Ashley and Katrine have invited women’s health experts, Danielle Keiser and Haley White, to talk about how we can build towards making the workplace more inclusive for those with uteruses.

Why? Because the workplace was literally designed to be optimal for a man’s body. Everything from working from 9am to 5pm to the temperature of offices are meant to create the best working conditions for men specifically.

Women and those with uteruses have been trained to live in a linear world with cyclical bodies, which poses many challenges and prevents them for showing up as their best selves.

This podcast, our mission, our purpose, is not about ignoring brilliant men or about making the work place ‘less comfortable’ for them. 
It’s what about all those women whose names should easily fall off the tongue too? 
It’s what about all those women whose achievements should also be recognized? 
It’s why can’t we create a workplace where women are also able to experience optimal working conditions? 

Today's episode dives into all of these questions.

Join us to celebrate International Women’s Day by listening to our bonus episode with Danielle Keiser and Haley White.

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Only 15.7% of founders in North America are women.

Our good friend Zoya Segelbacher joins that small percent of women this week as she formally announces the launch of her company, Uncapped. 

Uncapped is a sales platform designed to bring more diversity into tech sales and improve sales rep retention by providing networking opportunities and B2B sales education to individuals and company sales teams.

It's important for Ashley & Katrine's Infinite Revenue Playlist to constantly feature and highlight women founders and entrepreneurs, because there are so few of them but we know there are so many aspiring female leaders in all corners of the world.
 
As the saying goes "you can't be what you can't see",  and Zoya is a very real role model that women everywhere can look up to. 
 
Zoya's journey to founding Uncapped reminds us that success in entrepreneurship is attainable for women and her story inspires others to pursue their ambitions. Young, a woman, and a person of color, Zoya is breaking barriers one by one, not just by candidly sharing stories of overcoming obstacles and achieving success, but also by building a company that is all about empowerment and community. 

Join us in celebration of Zoya's launch of Uncapped by listening to her episode. 

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Have you ever heard of a "Professional Wing Woman"? Until meeting Shaena Harrison, we hadn't either. But given it's Valentine's Day, a day all about connection, we figured it would be a great time to figure out what exactly it means. 

On this weeks episode, Shaena Harrison breaks down how she became the tech spaces's go-to "Professional Wing Woman". Her unique roll is all about weaving powerful connections between ideas and individuals, drawing from her experiences with iconic events like TEDx and roles at places like LinkedIn and Singularity University. 

She harnessed her superpower launching Tjena (pronounced Shaena), where she champions "Human Connection as a Service" – a fresh B2B spin, melding event matchmaking with the playful "have you met TED" strategy. 

Give Shaena's episode a listen to hear more about how the future of business is all about relationship-building, as she acts are your personal  guide on how to turn each connection and relationship in your network into a business opportunity. 

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Selling in the tech space in 2023 was an incredibly difficult job. Some reports show only 28% of sellers actually hit quota.

Yet, cohosts Ashley and Katrine had the opportunity to sit down with Christie Young, an Account Executive (AE) who not only hit her ramping new hire quota - she went on to hit a fully ramped sellers quota to qualify for President’s Club.

At the time of this recording, Christie was a Senior Enterprise Account Executive at Collibra, a data intelligence cloud. She began her tech sales career almost four years ago as a Business Development Representative (BDR) and specializes in data & analytics SaaS. Last year she was 154% to quota and made President’s Club, an annual contest that is awarded to an elite group of sales reps for attaining their quota. 

Tune into today's episode to listen to Christie to talk about how she found success in a tough year, how she navigates the tech space as a woman, and how she’s leaned on mentors to guide her through tough times.

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