Hey Salespeople

Steve DeMarco, Chief Revenue Officer of LeanData, has had a number hanging over his head at the beginning of every fiscal year for nearly three decades now. While it never gets easier, Steve has collected many strategies for how to cope with that kind of monster quota. Steve and Jeremey root down into the specifics of crystallizing your goals, not treating opportunities like Fabergé eggs, and how to unstick a stuck deal. Visit SalesLoft.com for show notes and insights from this episode. 

This episode of the Hey Salespeople Podcast brings you a very special guest host: Sydney Sloan, CMO at SalesLoft! Sydney speaks with Doug Landis, a growth partner at Emergence Capital, who lives and breathes all things sales and go-to-market. We learn why it’s important to be empathetic to whoever’s on the other side of the table, what your #1 job is when public speaking, and how to overcome fears in the world of sales. Visit SalesLoft.com for show notes and insights from this episode. 

Ever since Kelly Flowers stepped into sales and was given a number to hit, she’s been passionate about being proactive versus reactive in her career. Now the Senior Manager of Customer Success for Enterprise Renewals at New Relic, Kelly and Jeremey talk about customer success, the secret to forecasting, and the systems she built to be more proactive. Visit SalesLoft.com for show notes and insights from this episode.

After losing a deal that cost him a nearly $100,000 commission check, Mark Fershteyn was haunted by what went wrong. As a result, he started Recapped, a company that's working on bringing mutual action plans to salespeople. Mark and Jeremey discuss what a mutual action plan is, the reasons people can be resistant to them, and the benefits of being able to collaborate with clients on a deal. Visit SalesLoft.com for show notes and insights from this episode.

As every industry contends with how to operate through the uncertainty of the COVID-19 pandemic, sales organizations are coming up with creative solutions for maintaining connectivity, productivity, and culture despite social distancing. Jess Klek, who is SalesLoft’s VP of Enterprise Sales and Co-Chair of the Women's Integrated Network, serves as guest host for this timely episode. Ang McManamon, Global Head of Sales at Knotel, talks with Jess about how managers need to come from a place of trust and not fear with remote employees, touches on the benefits of virtual happy hours, and dips into the big question: What if it turns out we're more productive with more people working from home? Visit SalesLoft.com for show notes and insights from this episode. 

Belal Batrawy, founder of the norm-defying hashtag #deathtofluff, is on a mission to change the “hustle and grind” mentality of sales into a healthier mindset. Jeremey asks Belal about the key questions to ask when vetting a position, why the challenges of sales management is such an important topic, and the potential problems with promoting top-performing sales reps to manager. Visit SalesLoft.com for show notes and insights from this episode.

Steve Benson, CEO of Badger Maps, moonlights as the host of the Outside Sales Talk Podcast. So suffice it to say, he knows a thing or two about the transition from inside sales to outside sales as companies scale. Jeremey takes the opportunity to grill him about when inside sellers should be allowed to travel, how to handle price objections, and what it takes to be an effective sales manager. Visit SalesLoft.com for show notes and insights from this episode.

Dailius Wilson’s career was built on B2C at a young age when he talked his way into a job at the “Australian equivalent of Best Buy” by saying he’d work commission-only. Within two months, he’d performed so well that higher-ups were interviewing him about his techniques. Now, as VP of Sales & Growth at GetAccept, he looks back on the differences between selling to the masses, and selling to the highly-educated and analytical people in the B2B market. Visit SalesLoft.com for show notes and insights from this episode. 

John Kearney, Director of Go To Market Strategy at Aventri, comes on the Hey Salespeople Podcast to talk about a first-time topic for the show: how to enable sellers to sell new solutions. Whether those solutions arise due to internal product development or acquisitions, John and Jeremey discuss how storytelling plays a key component in a seller's strategy. Visit SalesLoft.com for show notes and insights from this episode.

Becc Holland, head of sales development at Chorus.ai, is so passionate about sharing her successful personalization methodology with SDRs that she’s created a video series called Flip the Script to do just that. Becc and Jeremey explore her ideas about the predication of great emails, why she doesn’t necessarily view LinkedIn as a place to prospect, and how psychographic principles can bring integrity back to sales. Visit SalesLoft.com for show notes and insights from this episode.