Hey Salespeople

Mary Grothe is the CEO of Sales BQ, an outsourced RevOps firm. She helps rebuild sales and marketing departments profitably. In this podcast, Mary talks about selling complex products (enterprise software, anyone?), the importance of transparency with buyers early on, and how to embrace the unique qualities of your top-performing sales reps. Listen in as Mary and Jeremey discuss these topics and what it looks like to build playbooks that help sales teams improve their strategy and processes. Visit SalesLoft.com for show notes and insights from this episode.

Clay Bentley is the VP of Sales at Metadata, a B2B demand generation platform that performs the most critical functions of your ABM programs. In this podcast, Clay and Jeremey talk about everything from adjusting your ICP in account-based marketing to building sales organizations. Listen in as they discuss why account-based strategy needs to support the full customer lifecycle and how to have better sales conversations about the everyday, tactical concerns that resonate with buyers. Visit SalesLoft.com for show notes and insights from this episode.

Jim Dickie is a Research Fellow at Sales Mastery and one of the original founders of CSO Insights. In this podcast, he shares examples of companies creatively using AI in their sales processes today and discusses how advancements in the Internet of Things (IoT) will have implications on the B2B buying experience. Listen to Jim and Jeremey discuss how AI and IoT will change the dynamic between buyers and sellers, transforming salespeople from vendors into collaborators and co-creators of solutions. Visit SalesLoft.com for show notes and insights from this episode.

Bradford Shannon is not your average RevOps professional. With an unusual career path that led him from the restaurant industry to tech, Bradford has a unique perspective on the intersection of customer service, support, and optimizing sales team processes. Now a Technical Project Manager at Citrix, Bradford promotes sales effectiveness with tools and systems to support the digital sales team. In his discussion with Jeremey, Bradford shares the circuitous but intentional path that brought him to Citrix, and reviews the critical elements of the tech stack lifecycle. Visit SalesLoft.com for show notes and insights from this episode.

What does it take to be in the top 1% as a salesperson? If anyone should know, it’s Scott Ingram. Scott is the founder and CEO of Sales Success Media and hosts the Sales Success Stories Podcast where he interviews the top 1% of sales professionals. He also serves as Account Director at Relationship One. Aside from being hyper-focused, Scott has identified two patterns of success in the reps he’s interviewed. Throughout his conversation with Jeremey, Scott also shares his thoughts on where so-called “success predictors” can fail and even mislead. Visit SalesLoft.com for show notes and insights from this episode.

When times are tough, it’s easy for us to fall into survival mode and deliver suboptimal results. But what does it take to make the switch from surviving to thriving? Stepp Sydnor has some answers. Stepp, CEO of Stepp Sydnor Training Solutions, has made a career advising salespeople — and Fortune-500 CEOs — on how to identify survivors and help them behave more like thrivers. Jeremey and Stepp discuss some of the common quota-killing habits of survivors, like reactivity and repetitiveness, and map out more adaptive behaviors that help thrivers sell in any condition. Visit SalesLoft.com for show notes and insights from this episode. 

Ryan Bott, Global Vice President of Inside Sales at Sodexo, has worn many hats over the years. That’s why his conversation with Jeremey is so dynamic: Ryan explains the advantages of channel sales, highlights the importance of cadence, and tells a story about an innovation that led to the iPhone. He closes the conversation with an informative and inspiring message about the incredible changes that occurred at his company as a result of their initiatives to prepare women for leadership positions. This one’s a can’t-miss!

George Brontén just came out with a book for all of us called Stop Killing Deals. As CEO and Founder of Membrain, a sales enablement CRM, George has learned a thing or two about behaviors that lead to success in sales. He starts his conversation with Jeremey by correcting some bad assumptions salespeople make - such as “buyers and sellers are logical” - before diving into his views on the future of AI in sales. Visit SalesLoft.com for show notes and insights from this episode. 

Anita Absey learned the power of empathy over the course of her career. Today, as Chief Revenue Officer at LRN, Anita uses empathy every day to keep her team engaged and healthy, and also to make customers feel understood. After detailing how empathy informs her work, Anita regales Jeremey with tales of her career progression and lessons she learned along the way. Visit SalesLoft.com for show notes and insights from this episode.