Hey Salespeople

Looking at the reply rates of a campaign is the gold standard for measuring email effectiveness. Wes Baker argues you should instead focus more on sentiment. As the Senior Manager of Demand Generation at Jitterbit, Wes is responsible for streamlining inbound and outbound channels using their sales tech stack. In this episode, Wes gives his take on where sales engagement is today, tips for measuring effectiveness, and how he sees AI impacting the future of sales. 

If you know and love the book, Predictable Revenue, you have Aaron Ross to thank. The award-winning author and Co-CEO of Predictable Revenue, Inc. is an expert on driving growth, building successful outbound teams, and increasing productivity. In this episode of the Hey Salespeople podcast, Aaron and Jeremey discuss why growth should not just be focused on hiring more salespeople, and how to be more effective with the salespeople you already have. 

There is no denying that the sales landscape is radically changing and Kurt Heusner is leading the charge. As the Vice President, Americas Digital Sales at Citrix, Kurt is redefining the customer experience and helping organizations move toward subscription and cloud models. In this episode of the Hey Salespeople Podcast, Kurt shares sales techniques for the new buying environment and everything you need to know about building rapport, personalization, and the new generation of sales leadership. 

When Tori Belkin came into her role as Director of Sales at Ceros, she was tasked with building the sales training program from scratch. Learn how she approached it and the three strategy pillars she’s employed to scale the sales function. Bonus: listen to Tori and Jeremey role play how to establish an upfront contract using the Sandler methodology.

Kiva Kolstein and Alea Homison are AlphaSense’s CRO and VP of Sales Strategy, respectively. Together, they have established a formula for onboarding that leads to excellence from their new sales hires. This process is so thorough that they compare it to Marine boot camp, where sales reps leave the program feeling ready to go to battle (no push-ups required though). 

As Senior Research Director of Marketing Operations and Demand Generation at Forrester, Kerry Cunningham brings a unique marketing perspective to the Hey Salespeople Podcast. Jeremey and Kerry discuss inbound leads, account based marketing, and the advantage that a sales rep exuding calm confidence has. 

How does someone go from being ‘sales impaired’ to a sales technology evangelist? Find out in this Hey Salespeople Podcast where LinkedIn’s Roberto Beltran discusses his career in Sales Development Operations. Roberto has witnessed first hand how the sales landscape has evolved and weighs in on new sales waves, artificial intelligence, and the future of sales tech. 

Anthony Iannarino is well-known for his sales leadership, but Jeremey digs deep into his four levels of sales. Learn why level 4 - the trusted advisor - really is the holy grail, and the reason you still need the prior 3 levels. 

As the Chief Sales Officer at Forrester, our guest speaker Kelley Hippler has worked with the best and brightest in the tech industry. In this episode, Jeremey and Kelley discuss ways to drive strategy, structure, and success in this ‘age of the customer.’ 

Steven Broudy, known for his collection of Hawaiian shirts, is Head of Sales at Bevy. However, he started his career as Ranger Sniper Team Leader in the U.S. Army. Listen as Jeremey and Steven discuss how to build decentralized but empowered teams, the importance of approaching new jobs with a beginner’s mindset, and why creating a community of practitioners is so powerful.