Great Day in Sales

Summary

In this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organized and focused. Additionally, she shares insights from Kobe Bryant's Mamba Mentality and the value of context in sales. Finally, Katie describes what a great day in sales looks like to her.

Takeaways

• Physical health plays a crucial role in sales performance and resilience.
• Building up women leaders requires mentorship, support, and helping them overcome imposter syndrome.
• The RAP framework (Reflect, Assess, and Plan) helps sales professionals stay organized and focused.
• Context is important in sales, and understanding the full picture leads to better decision-making.
• A great day in sales involves starting the day with reflection and goal-setting, being fully prepared for meetings, and ending the day with quality time with family.

Chapters

00:00 Introduction and Background

03:42 The Importance of Physical Health in Sales

08:09 Building Up Women Leaders

13:19 The RAP Framework for Sales

19:17 The Mamba Mentality and Context in Sales

23:24 A Great Day in Sales

25:02 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this episode of the Great Day in Sales podcast, Justin interviews Matt Buchalski, the VP of Sales at RealPage. Matt shares his background and career journey, which includes transitioning from financial sales to technology sales. He discusses the changes and growth he has experienced at RealPage, including the company's acquisition and the impact of COVID-19 on the housing market. Matt emphasizes the importance of team building and promoting from within, highlighting the value of training, development, and coaching. He also discusses the evolving approach to sales and selling, particularly in selling to the C-suite. Matt concludes by sharing his perspective on what makes a great day in sales.

Takeaways

• Transitioning from one industry to another can provide new opportunities for growth and success.
• Building and promoting from within a team can lead to increased productivity, credibility, and a strong company culture.
• Adapting sales strategies to changing market dynamics, such as selling to the C-suite, can lead to better results.
• Finding joy and fulfillment in the small wins and daily progress is key to having a great day in sales.

Chapters

00:00 Introduction and Background

01:33 Changes at RealPage

04:30 Promoting Career Growth

08:08 Building and Managing Teams

12:05 Approach to Sales and Selling

18:34 Selling to the C-Suite

22:50 Promoting from Within

25:33 What Makes a Great Day in Sales

28:05 Conclusion

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

In this podcast episode, Tony Bennett shares her journey from sales at UPS to becoming a VP of Sales at Daily. She discusses her experience of building sales from zero to 20 million at Terminus and the importance of problem-solving in sales. Tony emphasizes the need to focus on value and avoid perfectionism when enabling others to sell. She also highlights the different selling stages and the importance of adapting to change. Tony shares principles for sales leaders, including the importance of feedback and building trust with the team. Finally, she discusses what makes a great day in sales.

Takeaways

Building sales from zero to 20 million requires constant problem-solving and adapting to change.
Enabling others to sell involves providing frameworks and flexibility in training.
Avoid perfectionism and focus on value in the sales process.
Principles for sales leaders include listening to feedback, building trust, and avoiding favoritism.
A great day in sales is one where the right actions are taken to lead to a sale, regardless of the outcome.

Chapters

00:00 Introduction and Background
03:05 Building Sales from Zero to 20 Million
06:06 Figuring Out How to Sell vs. Enabling Others to Sell
09:06 Avoiding Perfectionism and Focusing on Value
12:23 Different Selling Stages and Adapting to Change
17:22 Principles for Sales Leaders
21:57 What Makes a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Greg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales are achieved when things work and when there is a sense of accomplishment and value creation.

Takeaways

• Use the Give, Get, Goal framework to prepare for sales calls and meetings.
• Differentiate yourself by providing value, building rapport, and establishing hunger.
• Prioritize quality over quantity in outbound sales and focus on target accounts.
• Invest time in individualized communication and warm referrals for better results.
• Great days in sales are achieved when things work and there is a sense of accomplishment and value creation.

Chapters

00:00 Introduction and Background
01:09 The Give, Get, Goal Framework
04:16 The Importance of Call Prep
07:12 Differentiating Yourself in Sales
08:05 Memorable Deals and Sales Success
13:23 Establishing Hunger and Building Rapport
16:26 Outbound Sales and Prioritizing Quality
19:09 The Value of Individualized Communication
25:04 Building Relationships and Warm Referrals
26:35 Creating Great Days in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Chet Lovegren, also known as the Sales Doctor, discusses his methodology for sales training and enablement. He emphasizes the importance of understanding the specific needs and challenges of each sales team and provides a tailored prescription for success. 

We discuss the resurgence of cold calling and the need for a balanced approach to outbound sales. He highlights the significance of participation and engagement in sales teams and the role of coaching in developing top performers. His insights on identifying and nurturing the best sellers and the key to having a great day in sales are next level. You'll want to listen to this one the whole way through! 

Takeaways

• Sales training and enablement should be tailored to the specific needs of each sales team.
• Cold calling is making a comeback, especially in industries outside of the SaaS echo chamber.
• Participation and engagement are crucial in sales teams, and coaching should focus on direction rather than delegation.
• The best sellers are those who understand the process, have a growth mindset, and consistently perform well.
• A great day in sales is one where conversations are focused on understanding the prospect's needs and telling stories that align with their challenges and goals.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Summary

Amir Torabi, VP of Sales at Sendlane, shares his journey from a sales role in a recruitment agency to his current position. He emphasizes the importance of identifying one's strengths and being open to new opportunities. Amir discusses the market shifts that led to Sendlane's growth and the strategies they implemented to adapt. 

We highlight the significance of deal inspection and the need to focus on high-potential leads. Something that many companies fail to do anything with. 

Finally, Amir defines a great day in sales as the culmination of effort and the achievement of significant deals. This is a good one! 

Takeaways

• Identify your strengths and be open to new opportunities in your career.
• Adapt to market shifts and focus on high-potential leads.
• Implement deal inspection to ensure a clear understanding of timelines, stakeholders, and variables in the sales process.
• A great day in sales is the culmination of effort and the achievement of significant deals.

Chapters

00:00
Introduction and Background

04:00
Discovering a Passion for Sales

07:27
Transitioning to a Sales Role

10:40
Adapting to Market Shifts

15:35
Doing More with Less

20:46
The Importance of Deal Inspection

26:19
Defining a Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Join us as we chat with Jessica, the VP of Sales at Deskera. Jessica walks us through her sales journey and her leap from a large organization to a startup. You'll gain insights into how she hones her problem-solving skills to tackle different areas of the business and the importance of segmentation in propelling the business forward and pinpointing the ideal customer. This riveting discussion underscores the perks of concentrating on segmentation for both team and company growth.

We'll also unravel the essence of setting goals and cultivating habits for SDRs and AEs to effectively arrange meetings and seal deals. Discover why it's critical to identify individual strengths and allocate time accordingly, rather than adhering to a one-size-fits-all strategy. We also explore the advantages of a diverse sales team comprising SDRs and AEs, and the optimal way to structure the team for peak success. 

Finally, we dissect the importance of building a successful sales team, emphasizing the value of diverse skill sets within the team, including internal promotions and leveraging the talents of both SDRs and AEs. Jessica leaves us with some thought-provoking insights on setting up frameworks for success in sales, controlling the controllables, and allowing individuals to focus on their strengths. It's a power-packed episode you won't want to miss!

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Join us as we interview Kyle Poll, a seasoned sales leader, as he narrates his intriguing career path including Linkedin and Gympass in the US. Kyle shares how a variety of roles, including missionary work and his experience in financial services, helped shape his understanding of sales. He vividly details his nine-year tenure at LinkedIn during its early days and how he helped shape its growth. 

Kyle provides fascinating insights into his transition from LinkedIn to Gympass. He details his process of building his team and adapting to the new platform. Kyle emphasizes the importance of identifying patterns and trends to drive success and how a clear vision and an understanding of the industry can bridge the gap between old and new platforms. 

We end the episode with Kyle's advice on how to achieve your goals by identifying and committing to daily activities. Don't miss out on this episode filled with insightful and inspiring tales from a now seasoned pro. 

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

Imagine navigating the intricate labyrinth of PropTech sales, moving your company from high-velocity small business sales to a more enterprise-focussed approach. That’s exactly what our guest, John, has done over his 15-year sales career, including stints at industry giants like Cisco. In this illuminating conversation, we explore the unique facets of PropTech, a realm distinct from other industries, and the opportunities ripe for the taking. Hear about John’s transition journey with Valkyrie and the challenges of longer sale cycles in the enterprise market. We dig deep into key topics like account segmentation, territory alignment, and the essential understanding of total addressable market (TAM). John also gives us insights into why a dedicated enterprise sales team is a game-changer and how third-party resources can be a treasure trove of information on potential clients.

Moving on from there, we delve into the nitty-gritty of training and KPIs for sales teams, especially when moving upmarket. Ever wondered about the magic of a structured operating rhythm and how a quota calculator can be your secret weapon in determining necessary inputs for desired outputs? John unpacks this for us. We also demystify the concept of 'sales math', a crucial understanding of pipeline coverage and activity in relation to goals. John underlines the critical balance between leading and lagging indicators and the inescapable need for accountability and ownership from sales reps. Learn about the role of a mad dash tracker in visualizing progress towards company, pod, and individual goals. This episode is a gold mine of insights if you're serious about steering your sales team towards success in an upmarket setting.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro

We are joined by Dustin Sears, a seasoned sales expert at Intellishift, who shares the secrets behind his team's incredible tripling of production within just a year. Listen in as he explains the importance of creating an environment that not only fosters a strong work ethic but also encourages fun and camaraderie. 

Dustin gives us a peek into the workings of IntelliShift, an all-in-one fleet platform that has revolutionized fleet management with integrated GPS telematics, AI dash cameras, maintenance, fuel cards, and compliance. He underscores the importance of having an internal fire and setting personal and team goals, highlighting how such attributes help fuel motivation and energy within a sales team.

In the second half of the discussion, Dustin dives into the strategies and tactics his team uses to stay ahead of the competition. Hear about their unique approach to cold calling, and how a custom video helped them win a significant deal. He shares his insights on what a great day in sales looks like, stressing that it's not all about closing deals, but rather, it's about enjoying the journey and the process. Don't miss out on this enriching conversation filled with practical tips and advice for anyone looking to supercharge their sales strategy.

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro