Decision Point

From the beginning, Donald Kelly knew he had to be able to sell himself to be able to find a place in the sales world. What better way than a podcast. Join us as Brad Seaman sits down with the Sales Evangelist host, and they talk through the ups and downs of Donald's journey.

Growing up in Arizona, being home-schooled, you don't get much opportunity to build relationships during class. When you take a sales role selling services, you have to build relationships. Rebekah Panepinto tells us her story, and how she learned the key to sales is building quality relationships, and how she learned to do that despite being home-schooled through High School.

For a lot of people, they follow the set path. For others, their paths take a different route. That's what happened with Devin Johnson, who chose to pay his school tuition by selling sneakers in his trunk. Then eventually after some trial and error, founded Kennected, and is now selling Software from an office. Join us as Devin stops by Decision Point to share some of the lessons he learned with Brad Seamen.

Amelia Taylor has always competed with herself to make it happen. But what does making it happen look like in the sales world. Is it a talent? A skill? Something in-between? These are the things Amelia and Brad discuss on this brand new episode of Decision Point

With a wide ranging experience in the sales world, it's only a matter of time before you finally find the niche you were meant to sell. This is what happened with Abby King. Abby joins Brad on Decision Point to talk about her journey through sales and how it led her to a SaaS sales position, and even more. Starting her new position as a Market Development Manager for Textio, is evidence enough of the successes she's been able to find through her career.

We're not losing to our competitors. We're losing to customer risk aversion. We're losing to the customer's gut feeling that no matter how much "better" our solution may be, the road to "better" involves change, cost, productivity losses while the team learns how to do/use something new, confusion, and disruption. These are the words Jennifer Allen lives by, and the words of a Challenger. Jennifer Allen stopped by Decision Point recently to talk with Brad about Challenger. The misconceptions people have had about Challenger. What is a Challenger really? Also. why people who are Challenger's tend to excel in the sales world.

Ryan Matonis, the founder of Lead Engines, a software designed to turn any cold outreach system into a lead generating machine. Stops by to talk about his journey through the world of SaaS sales. With no experience in sales before beginning the journey, and after now founding an SaaS company, Ryan had to teach himself the ins-and-outs of the SaaS sales world. Ryan explains to Brad those tricks he learned and more in his journey to where he is today.

What are the traits of a great team? How do you train and retain a great team? As a leading authority on helping companies make more effective hiring decisions, it's Bob Kreisberg's job to know the answers.

Bob is the President of OPUS Productivity Solutions, a consulting firm that specializes in improving the people productivity of their clients. He joined us on Decision Point to discuss how in today's changing sales environment, the task of keeping and training quality talent has changed over the years and how it's on companies to do more to find the right people and keep them there.

Troy Barter, Director of Sales with Hired, stops by Decision Point to discuss Brand building, idea execution, and more within the SaaS sales world. Brad and Troy discuss Troy's journey to today, and all of the setbacks and moments that made his journey so influential to his best practices today. With over 15 years of experience in sales and 8 years as a sales leader in SaaS Troy has had the privilege of helping scale multiple sales organizations to billion dollar valuations and multi-billion dollar acquisitions.

Marcus A. Chan stops back by to talk with Brad about what he's seen and experienced from those who are top sellers. Also what behaviors and mannerisms he has found that seem to make up the top people. Finally Marcus explains a few things that should be improved if you wanted to become the top salesperson on your team. After discussing his early journey through life. Marcus explained what working in his family's restaurant meant to his success today. Also, why selling Speedo's to make it through college was such a game changer for his journey on the previous episode of Decision Point