Hey Salespeople

Paul Williamson is Head of Sales at Plaid, a platform that makes it easy for consumers to connect their financial accounts with the apps and services they want to use. In this episode, learn about the acquisition process from the perspective of both the acquirer and acquired. Shaundai Person, Junior UI Engineer at SalesLoft, joins as guest host. Paul, Shaundai, and Jeremey talk about the importance of finding a mentor, encouraging salespeople to win as a team, and communicating culture during a merger. Paul also discusses his wide variety of reading material and the biggest career area in which he still needs guidance. Visit SalesLoft.com for show notes and insights from this episode.

Germain Brion is SVP of Global Sales at Chargebee, a platform for managing subscription revenue operations. In this episode, learn about Germain’s atypical sales career path and his serendipitous introduction to Chargebee. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Germain, Aly, and Jeremey talk about Germain’s favorite interview question (and then make him answer it!), learning from early mistakes, and aligning sales and marketing teams for success. Germain also details his philosophies on empowering sales managers to break high-level bottlenecks and how your values can empower the decision-making of your team. Visit SalesLoft.com for show notes and insights from this episode.

Michael Gagliano is Senior Director of Sales at #paid and Charlie Locke is VP of Sales at HiMama. But today, we’re learning about SDR Nation, their online community where SDRs can receive career advice and coaching from sales leaders hand-selected by Charlie and Michael. In this tag-team episode, Charlie and Michael discuss the difference between dreams and goals, the mission behind SDR Nation, and erasing the stigma of being a salesperson. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Charlie, Michael, Aly, and Jeremey also talk about the SDR Nation experience and what makes a good coach. Visit SalesLoft.com for show notes and insights from this episode.

Nate Gilmore is CRO of PandaDoc, a company that provides automation software to improve deal workflow, insights, and speed while delivering an amazing buying experience. In this episode, learn about Nate’s quest to build predictable and scalable revenue in a challenging time. Aly Merritt, Head of Community at SalesLoft, joins as guest host. Nate, Aly, and Jeremey talk about the art of the perfectly-timed proposal, PandaDoc’s new freemium e-signature product, and how they decided to pivot to a freemium model during COVID. Nate also discusses why he left his law career and how discipline and time management are the keys to being number one. Visit SalesLoft.com for show notes and insights from this episode.

Kara Surrena is SVP of Sales at Listrak, a marketing automation platform for retailers. In this episode, learn about Kara’s background in client services and strategy and how that uniquely positioned her to move into the sales space with the client at the forefront. Aly Merritt, Head of Community at SalesLoft, joins as guest host. In this episode, Kara, Aly, and Jeremey talk about learning from your customers and assimilating their feedback for growth, plus empowering the sales team to tap into skills they already possess. Visit SalesLoft.com for show notes and insights from this episode.

Angus Robertson is CRO at Axcient, a new type of cloud platform that eliminates data loss, keeps applications up and running, and prevents IT infrastructures from going down. In this episode, learn about Angus’ approach to learning (hint: find someone who scares you) and his unique sales insight after serving as both CMO and now CRO of Axcient. Shaundai Person, Account Manager at SalesLoft, joins Jeremey as guest host, and the three pin down what constitutes a good lead, how to be top-of-mind for a reseller with many partner options, and progressing your agenda with metrics that matter. Visit SalesLoft.com for show notes and insights from this episode.

Stephen Murray is President and COO at Booster, a school fundraising company on a mission to change the world by strengthening schools. In this episode, Stephen explains his philosophy around growing at the speed of your organization and staying ahead, and how an injury and exodus from the military led him to Booster and a seat in the C-suite. Jeremey and Stephen also discuss how a company centered around the traditional school year was impacted by COVID-19 and how they survived when schools and fundraising grinded to a halt. Find out how Booster reinvented who they are in a post-COVID world, and created a better, more creative company culture in its wake. Visit SalesLoft.com for show notes and insights from this episode.

Julie Drimel is VP, Global Business Development and Sales Productivity at Oracle NetSuite, a leading cloud ERP solution. In this episode, Julie shares her career journey from recruiter to sales executive, and lessons learned along the way. Kyle Porter, CEO of SalesLoft, joins as guest host. Listen as Julie, Kyle, and Jeremey discuss sales leadership challenges like hiring, BDR management, structuring teams and training programs, and more. Visit SalesLoft.com for show notes and insights from this episode.

Justin Michael is a sales technologist, futurist, and author. In this episode, Justin and Jeremey talk about the future of sales, with emphasis on sales development and the sales tech ecosystem. Listen as they discuss unorthodox sales email tactics, AI-generated emails, hyper-personalization, how AI will change sales jobs, what technology quotient means, and more. Visit SalesLoft.com for show notes and insights from this episode.

David Cichelli is a Revenue Growth Advisor at The Alexander Group, a consulting firm that helps companies eliminate guesswork to generate sustainable revenue growth. In this episode, David and Jeremey discuss all things sales compensation. Hear about commissions versus fixed pay, best practices for structuring spiffs, the danger of over-assigning quota, how job design impacts sales compensation, and more. Visit SalesLoft.com for show notes and insights from this episode.