My guest for this week is Mary Lombardo. We have a lot of fun talking about her experience and knowledge with hiring and training salespeople. Enjoy part 1 of the 4-part mini-series.

In Part 1, Mary and I talk about:

Where the sales manager/trainer should beHow much initial sales training to provideWhen to let a new rep talk to prospects

Catie’s Info:

Catie is a seasoned sales leader with a passion for coaching and people development and a track record of quota attainment, driving YoY growth, and building a cultivating true value selling methodologies within an organization. 

She believes that great cultures produce great results, that empowered people empower others, and that there is no limit to what a team of gritty, hardworking, genuinely curious people can do when they are committed to winning together.

She is an avid proponent of the power and possibility of digital transformation, a lover of all things digital, and genuinely enthusiastic about technology’s ability to drive human connection. She believes that great brands build great connections and harness best in class technology to drive genuine engagement and build real relationships, which has turned her into a MarTech enthusiast with a love for all things sales and marketing.

Catie’s Links:

LinkedIn: https://www.linkedin.com/in/catieivey/

Twitter: https://twitter.com/catiecoutinho

DemandBase: https://www.demandbase.com/

E152 - Transcript

Jason: Welcome to the sales experience podcast. My name is Jason Cutter and on today's episode I have another guest. Her name is Catie Ivey. She is currently the regional VP of sales at Demandbase and has been in sales for over 12 years and sales leadership roles at some companies you may be familiar with like Salesforce and Marketo. Catie, welcome to the sales experience podcast.

Catie: Thanks so much. Great to be here.

Jason: So I wanted to start, and this is a trend I've been doing recently with guests where I'm doing the research and I have the information and I see somebody's LinkedIn page and I just love the bios and I've been reading them. So I want to start off with that. So Katie's bio for anyone who wants to know, and you can also read this on her LinkedIn is I believe that great cultures produce great results, that empowered people, empower others, and that there's no limit to what a team of gritty, hardworking, genuinely curious people can do when they are committed to winning together. Now, at first when I was starting to read that Catie, I was thinking gritty and I was thinking, huh, that's not a good fit. And that sounds like the old school like harsh sales tactics. And then I read the rest. And it's funny that combination of the three with the gritty, hardworking and genuinely curious is, you know, potentially like the perfect formula for success in sales.

Catie: Oh well thanks for that. First of all, I didn't know that's where we're starting, but I'm a big fan of kind of what you just kind of laid the groundwork for. So thanks for taking the time to do that. And I agree. I mean you can't be kick ass in sales unless you've got some grit. We get told no 95% of our lives in every role in every level in the sales profession. So I just think you've got to have grit and gotta have resilience. But it is, it's so much about that intrinsic curiosity, loving what you're doing and that concept of teams. I don't think that sales is a one man show. I don't think it's a solo sport. And I think if you're surrounded by exciting, inspiring people, then the capacity for grit changes pretty