Decision Point

Kendra Warlow joins Brad Seaman on Decision Point! With Kendra's wide ranging interests, and love of helping people, Brad and Kendra dive into the life of a Sales Coach. Kendra talks about the events that led up to her discovery's of the importance of mentality in sales. Join Brad and Kendra as they take you through some pieces of the mentality a good salesperson should have.

This is just part 1 of this 2 part interview. Stay tuned to Decision Point for more from this interview with Kendra Warlow!

Mark Shalinsky, PhD, stops by to get season 4 of Decision Point off to a great start. Mark and Brad discuss the ways businesses need to operate in order to be successful. It's not just one way, but a multitude of options that will determine your successes. Mark also brings his idea of data driven sales calls to the forefront, and breaks it down so you can implement his highly successful process into your own workflow. What makes your client tick? How many rejections are there really? Can you overcome any rejection? Mark answers all of these questions and more in this intriguing conversation.

We are now getting ready for the second year of the show. which we're really excited about. We wanted to take a few minutes to talk about what we learned from doing the show last year, and discuss what we have in store for next year of Decision Point. Every guest had his or her own story, and experience. So many inspirational stories, we met so many great guests, and built a lot of good friendships along the way. Can't say enough, or give enough thanks to everyone who came on the first season.

So in Season 2 we are going to discuss the People, Process, and Technologies that will help you get to the top of any market. We are going to be bringing you some more tangible material; we'll not only be doing the interviews that you are used to, but we will also be talking about books, quotes, strategies, market trends ; all things that will help you as a sales leader, marketer or founder move you from where you are to where you aspire to be.

One of the focus areas of our conversations this season has been what people have learned through the adversity we've all faced in some form or fashion this past year. The ripple effects of 2020 are plentiful, and in many ways, the way business gets done has changed for good. So what did people learn through this experience that is helping them move forward and succeed?

On this week's show, we're sharing some stories from a few of our guests this season that all intertwine and give various examples and perspectives of the adversity that sales teams and sales reps have faced in the past year and how those experiences are leading to new opportunities to thrive. Listen in!

One of the common themes that seems to run through the stories we hear on our show is a willingness to take a leap - a leap that often doesn't make sense to those around us - and a belief in self followed by action.

We started this third season by speaking with Mary Grothe, CEO of SalesBQ and House of Revenue. Mary grew up in the performing arts before a car accident derailed those plans. We asked her how that moment propelled her into sales and the story is incredible. Listen to how Mary approached the challenges of being a new sales rep. Without experience to back her up, she made point of identifying problems the team was facing and enacting solutions. In doing so, she found the opportunity for growth and made her impact to the team not only visible - but undeniable.

Is there truth in the story you tell yourself? Luis Calixto's inner monologue told him that he wasn't good enough and that his accent would hold him back from a successful sales career. It turns out that was a lie. Luis is excelling as a BDR and is helping others step into the role with confidence.

Luis joined us on Decision Point to share the steps he took to change the narrative in his head and become a successful BDR. He also shares about his move from Mexico to the UK, how he found his calling in sales, and what steps every new sales rep should take when starting their new job in order to set themselves up for success. Take a listen!

Follow Luis: https://www.linkedin.com/in/luishercalixto/

What do you do when your success as a BDR is dependent upon inbound leads that don't exist? How do you tackle business development and revenue operations needs when there's no system in place? How do you solve your company's Salesforce challenges when you don't have the answers? If you're Jacki Leahy, you roll up your sleeves and get to work.

Listen in to hear how Jacki found success in her sales career by thinking outside the box and taking initiative to solve problems that everyone else was content to let slide. Jacki's ability to crush her quota, drive revenue, and become a Salesforce expert have everything to do with problem solving and going the extra mile.

Jacki Leahy knows a thing or two about facing adversity. But her journey is defined by turning setbacks into opportunities for growth and advancement. From kindergarten teacher to real estate agent to BDR to leading rev ops, Jacki has added to her toolbelt at every step and learned valuable lessons from every experience.

Jacki joined us on Decision Point to talk about how a moment of sales success turned into a lost job and a long journey to finding her place in the sales world. She also shares stories of the people that helped her along the way and how her personality and inner drive have helped her carve out her own niche as Salesforce Consultant at Eustace Consulting. Listen in!

Follow Jacki: https://www.linkedin.com/in/jackileahy/

Learn More about Eustace Consulting: https://www.eustaceconsulting.com/

Last week, we spoke with Scott Cowley, Head of Agency at HeySummit, who shared about the wild ride his company experienced last year. Scott also operates a consulting business called The Sales Mastermind, in which he helps founders who lead their sales effort but aren't "sales" people.

Whether you're a founder yourself or leading a sales team that's hiring new reps and trying to understand how to set them up for success, Scott's tips are applicable. As he puts it, "If you don't know how to sell the thing you're doing, the person you hire won't either." Listen in to hear how he's making sales a strength for growing companies.

Just a little over a year ago, HeySummit didn't have a true sales team and was focused on helping small, scrappy creators connect with their audiences through virtual events. Almost overnight, everything changed. Head of Agency Scott Cowley was tasked with creating a new sales process for a completely new type of customer on the fly. And the results have been stellar.

Scott joined us on Decision Point to talk about HeySummit's wild ride in 2020 and how they're approaching the future of a space in which the sky's the limit. Scott also shares a story about his early days as a sales rep and the challenges he faced - including working two jobs to make ends meet. How did he make the leap? It all started with a desire to learn and a fearlessness to ask big questions. Take a listen!

Follow Scott: https://www.linkedin.com/in/scottcowleyau/

Learn More about HeySummit: https://www.heysummit.com/