Special Guest Episode.

Jamal Reimer is an author, coach, and former Enterprise seller who spent over 20 years in software sales. His book, Mega Deals Secrets published in 2021 documents the art of closing his first $50m deal whilst working for Oracle. He went on to land multiple +$50m deals and ranked in the top 1% of performers. He now offers his insights to aspiring Enterprise Sellers and has coaches reps from businesses including Salesforce, Oracle, VMware, Outreach, Cisco, Seismic, DocuSign, Dynatrace and Gartner.

He joins us to talk about the Enterprise Selling landscape in Australian technology. And, what Sellers can do right now to reach the pinnacle of the profession.

Nick Hultink brings an unparalleled tenure of achievement with a remarkable 167% average attainment across 11 years at Salesforce. 

He shares his foundations in sales, built upon an inhererited approach to life from his immigrant family background. 

We also discuss his extraodrindary career with Salesforce, and his biggest learnings for career trajectory and success. Expect to hear insights on strategy, activity and mindset to level up your won carere trajectory.

Finally Nick talks us through his recent decision to join Databricks, and plans for the future.

Michael James is a Senior Enterprise Account Executive with HubSpot.

Few career trajectories beat Michael’s. He’s spent 8 years with HubSpot, as a consistent Presidents Club Recipient and Top Performer. Alongside quota attainment his experience now lends itself to providing subject matter expertise and mentorship to new hires.

Whilst we often see Reps move to different SaaS businesses to ‘move upwards’ in career development. Michael has a unique tenure and record of promotion (no less than 7 promotions in his 8 years from BDR to Senior Enterprise).

His journey has by no means been easy and he shares wisdom on how other reps can navigate promotion and career development.

Interestingly we talk about the question that every rep faces at some point in their career;

"Should I stay with this business, or is it time to make a move? "

Don’t miss Michael’s framework for success.

Travis Hughes is Account Executive with Conga. He brings an elite mindset, studying at the prestigious United States Military Academy at West Point, and Columbia University. Followed by an apprenticeship in software sales with salesforce before moving on to Conga, where he's recently been crowned number one global sales rep.

This episode is with James Demetrios, Head of Mid Market ANZ at Slack.

James brings an authentic and humble approach which has driven his success. We talk through the principles that drive him.

2:44 Childhood and early foundations (early work ethic)

3:40 Work experience outside of technology 

6:00 Taking a non-traditional route outside tertiary education 

6:30 What is a growth mindset?

7:46 How is growth mindset being utilised among top performers?

8:23 Why feedback is a gift

9:00 The best reps seek out and accept change

17:00 Is the software industry too binary in how it recruits sales reps?

19:45 How to articulate your experience to land a role in tech sales

20:50 Maslow’s hierarchy of needs

22:20 Purpose 

25:01 Career identity and authenticity

26:10 What’s the downside of having an identity related to work

28:00 Resilience

30:00 Advice for younger reps going through a rough time

32:20 Nobody likes surprises – communicate early

33:29 The best performers build better relationships internally 

35:30 Principles of success: Planning, investing in yourself, craftsmanship, solidarity, empathy, resilience, authenticity

38:50 How do you define success?

40:00 What’s your daily routine?

Technology seller - turned philanthropist, Carl Gough shares his extraordinary story. Founder of Meetmagic, Carl has faced much adversity, starting life under tough circumstances. When he founded his company he was 'dead broke, and facing eviction'.

He describes how he found his purpose - creating a sustainable fundraising model for charities and has given almost $1.5 million away.

A business leader with real authenticity, he proves there's much to be gained, in being yourself.

This is a Special Guest Episode with Tatafu Polata-Nau, a decorated Wallabies player who spent 15 years in elite international rugby union at the very top of the game.

Tatafu represented Australia ninety times alongside a revered domestic career.

He’s now forging a career in technology sales with Monday.com. We talk about the journey ahead having recently joined the industry,

Tatafu talks about mindset and the foundations that shaped his career, and how he’s utilising them to reach top performance in his new craft.

The new series of talking tenets brings actionable insights from Australia’s high performers in sales and business. We’ll talk to those consistently performing at the top level in their respective disciplines, and come highly revered by their peers.

Mark Baskin is an APAC Top Rep with SaaS business Hubspot. A 3 x Presidents Club Winner for consecutive years he's also been awarded APAC Top Rep multiple times. Highly revered by his peers for his knowledge in methodology and process, he shares the mindset that has helped him become a professional MMA fighter, and high achiever in the business world.

Topics

Early foundations, MMA

Delayed gratification - Natural or nurtured?

How do you define success?

Principles (tenets) of high performance

What keeps you hungry now you've had some success?

Autonomy and fulfilment in sales

What's been the key to your success as APAC top rep?

Sales coaching

Lessons for sellers entering the industry

A career in technology sales? We often tell job seekers without relevant experience to focus on soft skills (motivation, competitiveness, coachability). All very important things, but often not enough to win a role in tech sales. Start-up founder and Sales Leader, Sean Grealy shares his actionable tips for those looking to transition, or take their first step in technology sales.

You can work harder than anyone else, and by doing that alone you can get into the top bracket of sales performers. But what if you’re already doing that? How do you become Top 10%, Top 5%, Top 1%? How do you reach your full potential?

It’s a topic I’m personally fascinated with so I enjoyed the chat with Cam Elliot of GoodHabitz. Cam brings an extensive career in hiring, coaching and leading salespeople, and has worked with Cam with thousands of sellers. He breaks down his key 3 components for success in sales. 

Topics:

Early foundations and attraction to sales

Why are people drawn to sales?

Are salespeople born or nurtured?

What are your tenets for success in work and life?

The two things all great salespeople have in common

Introvert v extrovert

The three components of success in sales

How much can education improve performance? 

The best environment for learning

Advice for aspiring tech sales professionals