Hey Salespeople

If you’re only reading about China in the news, you may not have a clear idea of exactly what’s happening on the ground. Brian Miller, CEO of Easy China Warehouse, has been watching it all live from Shenzhen, and has some on-the-ground info to share with Jeremey. Brian updates Jeremey on how his life and his 3PL company have been affected by the virus. Though none of us have defeated the virus, Brian finds the enduring optimism of the Chinese very energizing! Visit SalesLoft.com for show notes and insights from this episode.

Even as the economy begins to recover, sales orgs are still constantly modifying how to manage their customer bases. Everyone’s still in “survival mode,” and Nadia Rashid from Seismic believes that the key to any sales org’s success is positioning their company as a long-term partner to prospects and existing clients. This approach led her, as VP of East-Enterprise and Mid-Market Sales, to find ways to keep her reps motivated and empathic toward customers. Eager to share what she’s learned, Nadia sprinkles bits of gold throughout her conversation with Jeremey. Visit SalesLoft.com for show notes and insights from this episode. 

By now, video calls and virtual team meetings are the new normal. And while transitioning from in-office work to WFH required making more adjustments than simply using Zoom, Kent Venook was ready. As Vice President of Global Sales Development at Talkdesk, Kent had already developed effective methods of remotely hiring and onboarding new SDRs -- the pandemic just made him get a little more creative with how he applied what he already knew to his SDR team. In this episode, Kent shares tactics he has found successful, such as promoting video-call power-hours and creating engaging check-ins. Visit SalesLoft.com for show notes and insights from this episode. 

Never underestimate where your career can take you. For Billy Keels, his career took him from St. Louis, Missouri, all the way to France, then to Italy, and then to Spain! Speaking with Jeremey from Barcelona -- where he works as a Key Account Manager at SAP -- he shares some insights on learning, employee empowerment, and management leadership that he learned along the way. Visit SalesLoft.com for show notes and insights from this episode. 

What are the differences between the sales forecasts of smaller companies and those of the world's biggest companies? Domenic Cervini says it's all in the details. He would know. Domenic, currently the VP of Revenue Operations at DHI Group, has 20 years of experience forecasting, sometimes even at companies all the way up to the Fortune 10. With Jeremey, he really gets into those details -- probability adjustments, the degree of scripting, pipeline health meeting -- and shares his insights. Visit SalesLoft.com for show notes and insights from this episode. 

Europe is not a monolith. Reaching out to any of its 44 countries — with their various cultural differences — can seem daunting. Luckily for us, Kata Nyitrai, the Head of the Global Head of Sales Development at Meero, has simplified the process. Kata gives Jeremey tips on improving the success rate of cold outreach by paying attention to differences in language and culture in Europe — but also includes tips for Latin America and the Middle East! Visit SalesLoft.com for show notes and insights from this episode. 

When you want to disrupt the status quo, you tell a provocative story of change. But when you are trying to get clients to renew, you ARE the status quo. So what do you do? After 10 years of original research, Tim Riesterer has a compelling answer. As Chief Strategy Officer at Corporate Visions, Tim has refined a precise choreography for getting renewals to stay — and for getting them to grow with you instead of seeking competitors. Visit SalesLoft.com for show notes and insights from this episode. 

What’s the best way to manage your team as they work from home? Well, they say “What gets measured gets managed,” and Scott Sutton seems to agree. As Vice President of Revenue Operations at ZoomInfo, Scott has spent the past few weeks making sure that his company’s activity reporting is spot-on so that everyone can stay productive and effective. In this episode, Scott explains to Jeremey why the best response to unprecedented times is more data. Visit SalesLoft.com for show notes and insights from this episode. 

Turns out the most engaging tool for online prospecting also happens to be pandemic-proof. Michael Litt has been in love with video since he got his first camcorder, and he’s spent the past decade as CEO and Founder of Vidyard innovating the ways video is used for sales. In this episode, Michael walks Jeremey through all the reasons that video is a great tool at all stages of the sales process - and demonstrates why giving a kid a camcorder is a lot like giving a pig a pancake! Visit SalesLoft.com for show notes and insights from this episode. 

Creating or refining a sales enablement structure from the ground up can be a daunting process, to say the least. Leah Levitte has some ideas on how to simplify it. As Head of Sales Enablement at HHAeXchange, Leah has spent some time defining and re-defining the employee life-cycle from beginning to end. Talking with Jeremey, Leah hones in on the important first steps of building sales enablement from scratch, such as asking the right questions, and the pitfalls to avoid, such as chasing off-task “quick wins.” Visit SalesLoft.com for show notes and insights from this episode.