Hey Salespeople

Chris Dorsey is Vice President of Sales & Business Development at Boomtown!, a company that helps organizations orchestrate effortless customer experiences. In this episode, learn about Chris’ take on customer experience, account-based marketing, what it’s like to go from finance to sales, and how his data and coding background benefited his sales career. Jess Klek, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. Chris, Jess, and Jeremey talk about growing product knowledge models, Chris’ innate entrepreneurial spirit, his thoughts on the intersection of salespeople and coding, and why data literacy is something all salespeople should cultivate. Visit SalesLoft.com for show notes and insights from this episode.

Brad Stanghetta is Senior Vice President of Sales at AlidaCXM, creator of the world’s first CXM and insights platform. In this episode, learn about Brad’s thoughts on establishing systems, outbound prospecting, and the dangers of (and lessons in) going viral over a subject line. Amanda Georgoff, RVP of Enterprise Sales at SalesLoft, joins as guest host. Brad, Amanda, and Jeremey talk about establishing systems and what customer experience means to him – and how he ensures customer feedback permeates throughout an organization. Plus, stay until the end of the episode to hear Brad’s six criteria for hiring! Visit SalesLoft.com for show notes and insights from this episode.

Ada Vaccaro is Senior Sales Manager at Bench, a company that organizes the financials of small businesses, independent contractors, and entrepreneurs. In this episode, learn about the unique challenges of staffing a sales team for only a few months out of the year. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Jessica, Aly, and Jeremey talk about the top three qualities Ada looks for in high-performing sales reps, how to plan capacity for a flexible workforce, and the ease with which salespeople can slip into other roles. Visit SalesLoft.com for show notes and insights from this episode.

In this episode of Hey Salespeople, Jeremey speaks with Sales Development Leader Jessica Nelson about her leadership experience across multiple companies and her philosophies on closing out your quarter with a bang. Jess Kleck, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. Learn about Jessica’s opinion on the “end-of-quarter hero” story, and why front-loading the month is always the right move. Jessica also talks about when to intervene and when to empower your reps, what to focus on at the end of the quarter, and how to ensure the next quarter’s pipeline stays healthy. Visit SalesLoft.com for show notes and insights from this episode.

When the world turned upside-down, companies like Zoom and Slack benefited. But adjusting to a positive shock can be just as challenging as reacting to a negative one. Ask Chris Turley, Senior Director of Sales Operations at Bill.com, who helped his team recalibrate after WFH increased his company's relevance. In a dynamic conversation with Jeremey, Chris shares how he helped his BDRs deal with quota adjustments, plus tips for easing tool adoption and training your own boss. Visit SalesLoft.com for show notes and insights from this episode. 

Vince Beese is Head of Enterprise at Kustomer, a customer service CRM platform helping contact centers and businesses reimagine service and support in today’s customer-first world. In this episode, Vince discusses the art of closing the deal, a subject he’s particularly knowledgeable about. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Vince, Shaundai, and Jeremey talk about how to get a better close rate, Vince’s three phases of sales, and why slowing down as you approach the close is a deal-killer. Vince also details how to decide which deals are winnable and tips for discussing your competitors with prospects. Visit SalesLoft.com for show notes and insights from this episode.

Marc Diouane is Chief Business Officer of Checkr, a company that makes it easy for thousands of customers to hire millions of people every year. In this episode, learn about the need for constant iteration and how to build an organization with this in mind. Marc and Jeremey talk about staying curious, moving from direct to indirect sales, and why innovation and disruption need to be top of mind for leaders. Marc also discusses the three universal characteristics of a good salesperson and the best way to dip your toes in international business waters. Visit SalesLoft.com for show notes and insights from this episode.

Bryan Caplin is CRO at Andela, a company that helps companies build high-performing engineering teams with Africa’s most talented software engineers. In this episode, learn about how the need for engineers has changed over the years. Bryan and Jeremey discuss planning for 2021 amidst uncertainty, the logistical challenges of having four main hubs on the other side of the world, and why you likely won’t find any sales books on his shelf. Bryan also talks about the value of a rep who can code and what changes he sees in store for the industry. Visit SalesLoft.com for show notes and insights from this episode.

Steve Fitz is CRO at Sumo Logic, a company that enables organizations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing. In this episode, learn about what challenge he’s most focused on and how sales will always be a “people” business. Steve and Jeremey also talk about red and green flags in hiring, building a revenue strategy to sustain growth, and how his team has revamped since shifting to a work-from-home model. Steve also discusses developing a channel strategy and how he sees sales evolving over the next decade. Visit SalesLoft.com for show notes and insights from this episode.

George Mogannam is Chief Revenue Officer at SnapLogic, an intelligent integration platform that helps interconnect data and applications to get business value. In this episode, learn about George’s take on building a culture of accountability and why first-line managers have the most important role in a sales organization. Jess Klek, SVP of Sales Verticals & Financial Services at SalesLoft, joins as guest host. George, Jess, and Jeremey talk about how innate intellectual curiosity makes a great salesperson, the three reasons sales reps fail, and what he trains managers to look for when hiring new reps. George also discusses how to manage your day as a successful salesperson as opposed to being managed by your inbox, plus measuring enablement while everyone is working from home. Visit SalesLoft.com for show notes and insights from this episode.