Hey Salespeople

From starting her career as a Sales Rep for Salesforce to now working as the VP of Commercial Sales for FireEye, Christina Foley has witnessed firsthand how sales has changed and adapted to keep winning. Jeremey and Christina walk through the evolution and offer actionable advice on everything from storytelling to forecasting. 

Get ready for triple the guests, triple the actionable advice, and triple the fun in this unique episode of the Hey Salespeople Podcast. What are the odds that 3 brothers end up in sales? How does that even happen? Jeremey and the McDonough Brothers - Jeff, Jim, and Mike - discuss their career journeys and what they have learned along the way. 

Kevin Dorsey is known for mic drops. In this episode, PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. In short, he thinks we’re doing it wrong. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople.

You may have the best product in the world, but without a successful and customer-specific demo, it can be difficult to get prospects on board. As the Director of Sales Engineering at Guru, Rob Falcone is a wealth of knowledge when it comes to delivering meaningful experiences to customers and how demos play an important role in that. In this episode, Jeremey and Rob walk through the entire demo process, covering everything from the importance of discovery to tips on how to successfully close.

Stephanie Brookby is a value engineer. She currently serves as the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google. Along the way, she’s benefitted from being scrappy, hustling, and not being afraid to ask for what she wants. Stephanie and Jeremey dig into those topics and explore the true meaning of value engineering.

At TOPO, Kristina McMillan makes it her mission to help sales organizations deliver the best experiences possible to their buyers. As the Vice President of Research, Kristina has a team of analysts who combine strategy with actionable best practices for some of the world’s fastest growing companies. In this episode, Jeremey and Kristina discuss ways salespeople can create value in their messaging while establishing credibility and trust with buyers.

Michael Arrieta began his sales career going door-to-door with CUTCO knives, but quickly added Chief of Staff at Dell to his resume. Less than 10 years later he became DocuSign’s Vice President of Communications, Media, Utilities, & Energy. In this episode, Jeremy and Mike walk through the key lessons that he learned while navigating his career ladder and discuss the strategy behind moving from mid-market to enterprise. (Spoiler: it’s all about who you hire.) 

Keenan was born selling. As Chief Antagonist at A Sales Guy Inc, he’s showing others how to find the same success in sales. In this unfiltered interview, Keenan unapologetically calls it as he sees it. Keenan and Jeremey debate everything from the right approach to sales training to when to break up with a prospect. 

James is the founder of the UK’s largest professional organization for salespeople, Sales Confidence. Is sales in the UK all that different than in the US? James and Jeremey sat down to compare and contrast the two approaches. They cover everything from GDPR to delivering value on the first call.

Peter is well-known for founding the Modern Sales Pros (MSP) community, but did you know he founded a talent search engine and sold it to Monster? In this episode (dubbed a ‘sales nerd explosion’), the duo discusses everything from the concept of ‘selling ice to an Eskimo’ to a pipeline for hiring to the necessity of sales math in modern sales.