Hey Salespeople

We all have experienced great managers... and then not so great managers. Richard Park, Senior Vice President of World Wide Sales at SurveyGizmo walks through the characteristics of both and shares best practices to be the best leader possible. From letting your reps fail to always asking what more you can do, Richard and Jeremey discuss sales coaching strategies and how to thrive on the front line.

You’ve probably heard of life hacking, but what are simple ways you can hack your sales game? Jean-Édouard Silva and Stephanie Salomonsen are both Account Development Executives at iCIMS. In this episode, they share tools and strategies that have made their lives easier as salespeople. From their sales engagement platform and cadence structure to leveraging marketing for prospecting emails, the two discuss all the tricks of the trade!

What is the best way to enable front line managers? Danielle Stefanello, Global Director of Sales Enablement & Effectiveness at WeWork, unpacks her five key competencies for an effective sales manager in this episode. From active listening to stakeholder management, Danielle and Jeremey discuss their experiences as managers and share immediately actionable ways to become a better leader. 

How do you lead an enterprise organization through massive simultaneous changes to the culture and the business model? Wendy Caputo is PTC’s Lead to Revenue Process Director and she was a key player in the organization’s move to a subscription model and shift in culture. In this episode, she explains how the organization overhauled its performance in three short years.

How do you avoid a death spiral? Aon’s Sales Force Effectiveness Practice Leader, Scott Sands, breaks down what happens when you grow earnings but miss revenue expectations. The next action determines whether it’s the virtuous cycle or the death spiral for a company. In this episode, Scott explains what leads to the death spiral... and what the cure is.

On this special episode of the Hey Salespeople podcast, we not only have a guest but also a guest host. SalesLoft’s CEO Kyle Porter sits down with Zoom Info and DiscoverOrg’s CEO Henry Schuck to discuss how to scale a sales organization. The two share tips on everything from hiring and demos to email optimization and getting in on the ground floor as executives. You won’t want to miss Jeremey Donovan’s five takeaways from Kyle and Henry’s conversation.

We often focus on turning prospects into customers, but how do we prevent those customers from jumping ship? Cameron Brain, CEO of Everyone Social, and Jeremey discuss how to drive adoption, engagement, and retention on this episode of the Hey Salespeople podcast. Cameron shares his tips on maintaining a competitive edge while never diverting focus away from the customer.

In this episode, Winning By Design’s founder, Jacco van der Kooij, talks about who is really responsible when sales teams don't make quota... and it's not the rookie reps. Jacco challenges our way of thinking about hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now. Listen to learn those 3 sales methodologies salespeople need to master… and be able to switch between in 5 mins of a sales call.

We often hear about scaling sales, but how can you ensure that customer success keeps up when you’re at the top of the S-curve? Toast’s SVP of Customer Success, Emmanuelle Skala, is cracking the code. In the episode, she shares the most important metrics to monitor, explains how she tracks tickets to have more visibility into effectiveness, and how Toast is using AI to support customer success agents.

Does the phone call have a place in today’s digital world? DialPad’s Chief Strategy Officer Dan O’Connell thinks it does, and its role will expand as technology advances. In this episode of the Hey Salespeople Podcast, Dan reveals how phone calls and call recording can enhance your sales process. He also talks about his path to senior management and shares the leadership advice he’s learned along the path.