Hey Salespeople

Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape. Listen to this episode of Hey Salespeople to learn more about Tyler’s strategy when it comes to PQLs and his three part axis of qualification. Visit Salesloft.com for show notes and insights from this episode.

Lindsey Liranzo is a master when it comes to growth and development. When she’s not putting her skills to the test with clients, she’s growing and developing her own career in sales leadership. From teaching English in Thailand, then working in the finance department at NASA, to now serving as the Director of Online Sales and Sales Development at one of the most richly valued tech companies in the world, Lindsey has distilled the key ingredients necessary to scale a successful leadership role. Listen to this episode of Hey Salespeople to learn more about Lindsey’s journey to her sales leadership role at Zoom (and why teachers make great salespeople). Visit Salesloft.com for show notes and insights from this episode.

According to Engagio’s CEO and Co-Founder Jon Miller, the relationship between marketing and sales should be less of a lead handoff and more of a soccer game. Jon shares his actionable advice on how to bridge the gap and encourage open communication for selling success. In this episode, Jon and Jeremey discuss the evolution of account-based selling and how it has changed the way that sales and marketing should work together.

How are great sales cultures built? Brian Trautschold is the Co-Founder and Chief Operations Officer at Ambition and has a pretty impressive track record of building great cultures at numerous organizations. He shares the key indicators of strong and struggling company cultures and how it all boils down to alignment, accountability, and authenticity.

Catie Ivey is the RVP of Sales at Demandbase and has made her mark in the account-based marketing space. She comes on the Hey Salespeople podcast to talk with Jeremey not about ABM, but about diversity in sales. The two discuss the data-backed benefits of a diverse workplace, common misconceptions, and actionable advice for women in sales. Make sure to catch Catie’s unique perspective on mentorship and her tips on everything from filler words to body language.

Tim Riesterer is the Chief Strategy Officer at Corporate Visions and he makes it his mission to deliver customer conversations that win. Tim and Jeremey discuss Corporate Visions’ recent study on sales engagement personalization and the key takeaways from it. The two discuss everything from increasing open rates to why salespeople should care about benchmarking in this data-packed episode of the Hey Salespeople podcast.

Everyone wants value. Craig Rosenberg and Dan Gottlieb, both analysts at TOPO, discuss how to think outside of the box when delivering that value to prospects. From storytelling to experimenting with channels beyond just email and phone, Craig and Dan give their best practices for prospecting and advice on how to build connections and engage in a new and creative way. You won’t want to miss Jeremey’s three immediately actionable takeaways!

It takes a lot of work to keep things simple and Dennis O’Malley, CEO at Caliva, learned that first hand as he transitioned from an enterprise organization to a vertically integrated cannabis company. Dennis and Jeremey discuss how authenticity, consistency, and transparency are key to any thriving business and how to build a rhythm of high-performance culture.

Sales Development Reps and Account Executives are two entirely different roles. How you manage those two roles should also be entirely different. Meg Hewitt, Regional Manager of Retail & Consumer Goods at Salesforce shares how to navigate through both styles of leadership and provides actionable advice on hiring, authenticity, and running one-on-one meetings. Make sure to jot down Meg’s tips on how to stand out as an SDR for that next promotion. 

Tana McDermott is currently the Vice President of Revenue Operations at Workiva but has held almost every sales role imaginable. She dives into which sales methodologies have had the greatest impact on her career journey and how she had built high performing teams. Jeremey and Tana share leadership tips on everything from sales comp to keeping reps incentivized and accountable on this episode of the Hey Salespeople Podcast.