Hey Salespeople

Throughout Ralph Barsi’s career, he’s been observing the intricacies of the companies he’s worked for and the tactics of his colleagues. He’s recognized patterns that define effective reps, and has emulated those traits to become a team leader. Now VP of Global Inside Sales at Tray.io, Barsi shares his insights on how to overcome five barriers to gain sales efficiency. Visit SalesLoft.com for show notes and insights from this episode. 

When Jessica Fewless started out her career in marketing... the sales and marketing teams really didn't talk to each other. Over the course of her experience, she’s learned how to work things so that sales and marketing are in absolute lockstep when it comes to Account-Based Marketing. Now VP of Customer Experience at Demandbase, she talks with Jeremey about how salespeople can implement certain motions in order to be more successful. Visit SalesLoft.com for show notes and insights from this episode. 

Listeners of the Hey Salespeople Podcast know that Jeremey is particular about who he allows on the show, requiring that even CEOs must have carried a bag at some point. Justin McDonald, CEO of RambleChat, did just that for over a decade. This episode’s topic is all about risk mitigation in the sales process. Learn about the key risks in early stage pipeline creation, why situational awareness is critical, and what AEs can do to leverage their political capital. Visit SalesLoft.com for show notes and insights from this episode. 

David Dulany, Founder & CEO of Tenbound, had a surprising amount of fun setting up his internal SDR team. During the process, David gained insights on the art and science of sales that have helped him refine his relationship to the discipline. Together, David and Jeremey explore ways to find the optimal sales channel, where the sweet spot of message personalization lies, and why discipline is the key to taking opportunity. Visit SalesLoft.com for show notes and insights from this episode.

Supporting salespeople and leaders with process and data is something on which Will Foley, Director of Revenue Operations at Splash, thrives. And with Jeremey being the RevOps and strategy person he is, you can expect a fair amount of geeking out during their talk. They’ll cover things like getting a lone wolf seller on board with a methodology, leading with the people side from a change management perspective, and reinforcing through simple habit exercises. Visit SalesLoft.com for show notes and insights from this episode. 

Some people would see not having a biology background as a barrier to working for a company that specializes in genome engineering, but not Harrison Waid. Harrison took getting a foot in the door at Synthego Corporation as an opportunity to immerse himself into molecular biology, by taking courses and learning everything he possibly could on the subject. On this episode of the Hey Salespeople Podcast, Harrison talks with Jeremey about what it’s like to be Director of Sales Enablement for a company that makes precise changes to DNA. Visit SalesLoft.com for show notes and insights from this episode. 

Gary Survis, an Operating Partner at Insight Partners, has a lot to say about account based marketing as it pertains to sales and beyond. Things like: “It always comes down to trust,” and “People don't want to be getting mindless emails,” and “I'm a huge Malcolm Gladwell fan.” But don’t let us spoil it for you - press play to listen to Gary and Jeremey's whole conversation now. Visit SalesLoft.com for show notes and insights from this episode. 

Celine Maher is a Senior Director of Corporate Sales and Business Development for EMEA at New Relic. Translation: She participates in leading a US-based company’s efforts across Europe, the Middle East, and Africa — a task that requires an intense amount of sales effectiveness. Celine and Jeremey talk about managing communication across different time zones, maximizing capacity in a lean organization, and how personal challenges can change your perspective on everything. Visit SalesLoft.com for show notes and insights from this episode. 

Sales is an up and down game of wins and losses, with reps constantly experiencing peaks and valleys. So why is there a stigma around talking about mental health in the industry? Richard Harris, founder of the Harris Consulting Group, understands that no relationship works well when you’re not supposed to talk about your experience. So, he and Jeremey discuss everything from how individuals can clear their head during the day to which Dr. Seuss story is the greatest sales book of all time. Visit SalesLoft.com for show notes and insights from this episode. 

What precisely is a hotlist in the world of sales development, and how do you manage it? These are questions that Mo Moran, Director of Sales Development at an enterprise talent acquisition software suite called Greenhouse, can answer in detail. Mo and Jeremey discuss the Earth, Wind, Fire, Water mechanism she uses with her reps, how to leverage all your outreach methods, and the impact of a physical gift. Visit SalesLoft.com for show notes and insights from this episode.