Unlock the secrets of transformation from a business development rep to a go-to-market guru with Chris Alto, CEO and co-founder of Zipper, and former HubSpot whiz. In this enlightening episode, Chris shares his wisdom on how sales skills are not just beneficial but essential for budding entrepreneurs. He takes us on a thrilling ride through his career, demonstrating the power of consultative selling—a technique that he perfected at HubSpot—which focuses on guiding customers through their purchasing decisions, rather than pushing products onto them. Feel the rush of cold calling without the chill, as Chris breaks down his innovative strategies for turning potential rejections into golden opportunities. His enthusiasm for what many dread is contagious, offering up his own strategies that pivot on persistence and informed prospecting. Listen up as Chris throws the traditional sales script out the window and instead crafts a genuine, two-way conversation with clients. His live demonstration of an effective opening line might just be the trick to revamp your own cold calling technique. Finally, dive into the mental game of sales and entrepreneurship, where resilience is key, and small victories pave the way to success. Chris correlates his triathlon training to the sales grind, highlighting the importance of staying motivated and celebrating every win, no matter the size. His storytelling prowess comes to life as he elucidates how to pitch an MVP to investors by constructing a narrative of future prosperity. So, if you're eager to grow and succeed in the entrepreneurial world, Chris Alto's insights are the tools you need to start building your empire.

Unlock the secrets to scaling sales teams and driving company growth as Mike Hanauer, the mastermind behind Datto's remarkable success story and a brilliant market leader, shares his wealth of knowledge with us. Discover Mike's transition from nuclear engineering to the forefront of sales strategy, and how his leadership pipeline initiatives have been a game-changer in nurturing internal talent. His hands-on experience as CRO at Scout and the pathway to a successful acquisition by Barracuda MSP is a treasure trove for anyone in a high-stakes sales environment. Feel the pulse of a sales team as we explore the subtle art of motivation and the power of personal connections with Mike Hanauer. Learn how tapping into individual aspirations can turn quotas into meaningful achievements, and why building trust is more than just a leadership tactic—it's the foundation of a thriving culture. Then, we navigate the complex process of identifying future leaders, challenging the conventional wisdom that top sales performers are automatically cut out for management roles. Mike underscores the importance of consistent performance and an eagerness to learn as true indicators of potential. Wrapping up this insightful journey, we discuss the strategic frameworks that can make or break a company's growth trajectory. Mike and I share our personal transitions and the importance of aligning every level of an organization, from understanding your ideal customer profile to ensuring that each team member is rowing in the same direction. If Mike's strategic insights strike a chord with you, he's just a message away on LinkedIn or email, ready to connect and continue the conversation. Join us for this episode of 'All the Greats' that's teeming with actionable advice for the ambitious go-getter.

Unlock the secrets to transforming your sales team's performance with Jaimee Diglio, CEO of InFirst Consulting and a captivating TEDx speaker, as we delve into the art of collaboration and leadership. Jamie and I unravel the complexities of nurturing modern sales teams, emphasizing the shift from traditional leadership strategies to a more empathetic and individualized approach. Discover how to boost engagement, not just revenue, and master the communication techniques that matter in an era where we're incredibly connected yet paradoxically disconnected. Embark on a journey of self-discovery with insights on the value of self-awareness in leadership. I share with you the importance of recognizing your team's unique strengths, much like assembling a winning Moneyball team, where each member's individual talents are maximized. We explore the profound impact a supportive organizational culture can have on innovation and reducing turnover. It's about creating a space where differences are not just acknowledged but celebrated, leading to a more cohesive and effective team. End on a note that's all about growth—both personal and professional—as we talk about the courage it takes to show vulnerability and the transformation that leaders can experience when they reframe their mindsets. The concept of a 'win room,' where team values and energy converge, is introduced, setting the stage for success. For a deeper connection and more golden nuggets of wisdom, I invite you to continue the conversation with Jaime Diglio on LinkedIn. This episode is your guide to not just leading but inspiring your team to thrive in today's challenging landscape.

Unlock the full potential of LinkedIn with the guidance of Bob Woods, LinkedIn expert and host of the Making Sales Social podcast, as we embark on a journey to harness the platform for unparalleled sales success. Prepare to revolutionize your professional networking and relationship-building tactics, as Bob and I dissect the evolution of LinkedIn into a prime destination for B2B interactions. Our conversation maps the route from optimizing your profile to mastering the art of engaging potential customers, ensuring you walk away with an arsenal of strategies to target your Ideal Customer Profile and boost your business networking acumen. Step into the world of social selling with confidence as we zero in on actionable advice to elevate your LinkedIn presence. Discover how to craft content that resonates, the art of fostering meaningful interactions, and the nuances of navigating 'Who's Viewed Your Profile' to unearth networking gold. As Bob lays out the blueprint from his agency, Social Sales Link, we address the often-overlooked concept of health in sales success and how AI is transforming the sales landscape. Together, we break down the mechanics of profile optimization, balancing calendar bookings, and integrating LinkedIn into your sales team's daily rhythm—all while overcoming the imposter syndrome and standing out in your industry. Cap off the episode with a deep dive into the art of personalization in social selling. I share insider tips on commenting with intention, outsmarting the LinkedIn algorithm, and the underestimated influence of video messaging to connect with your network on a personal level. Tune in as Bob and I underscore the necessity of authenticity in your LinkedIn engagements, proving that a few strategic moves can unlock new opportunities and reinforce the platform's power for genuine, sales-driving connections. With this treasure trove of insights, you're set to transform your LinkedIn endeavors into a dynamic engine for your sales career.

Unlock the secrets of customer satisfaction and discover the transformative journey of Michael Bradford, from inside sales to VP of operations at the innovative feedback company Happy or Not. This episode promises to reveal how on-site feedback devices have revolutionized the way businesses measure performance, serving as a continuous 'heart monitor' rather than a periodic 'EKG' snapshot. We're taking you behind the scenes of Michael's career, starting with his foundational years at MBNA America, to discuss how early encounters and experiences can set the stage for a successful trajectory in leadership and sales. Embark on a masterclass in sales coaching and customer adaptation, where Michael and I dissect the philosophies that drive success in the realm of sales. The episode provides an intimate look into the necessity of self-reflection, showcasing how listening to recorded calls can sharpen your sales acumen from reactive order taking to proactive problem-solving. Learn how a relentless coaching mentality, much like in sports, can bolster sales performance and foster a customer-centric approach that turns challenges into victories. Finally, step into the debate over the relevance of traditional sales strategies in a modern, technology-driven market. We tackle the skepticism around cold calls and stress the unchanging importance of personal relationships in sealing deals. Through honest anecdotes and shared experiences, we demonstrate that, despite a world inclining towards text-based communication, the human element and authenticity remain invaluable in the art of sales. Michael's insightful stories and strategies, along with his open invitation to connect on LinkedIn, offer a wealth of knowledge for anyone looking to master the greats' approaches to sales and life.

Unlock the secrets of sales operations mastery as we sit down with Tierney Didier, Senior Director of Revenue Ops in Analytics at LivePerson, who brings her unparalleled expertise to the mic. Grasp the importance of structured quarterly routines like QBRs, and learn how Tierney's own transition from sales to sales support has positioned her to truly 'get' the sales perspective, offering insights that refine the balance between process simplicity and the adoption of new methods. This episode peels back the layers of sales effectiveness, highlighting the often-overlooked value of relationship-building and the necessity of consistent, fundamental practices even as we chase the allure of new projects. Step into the world of collaborative triumphs, where Tierney guides us through the harmony of sales, marketing, and cross-functional partnerships, all in service of strategic data use. We discuss the delicate dance of extracting high-quality data from on-the-go sales reps while simultaneously providing them with dashboards that turn numbers into actionable insights. The episode reveals the inner workings of project management tools that keep our initiatives sharply focused and showcases the vibrant culture of inclusion and accountability that can elevate a team's efforts from good to extraordinary. Finally, Tierney and I dissect the lifeblood of any sales operation—the integrity of data. She shares the proactive steps needed to cultivate trust in data accuracy, emphasizing the importance of establishing a solid sales operations foundation early in a company's life cycle. We also examine the creation and use of global dashboards, highlighting how these tools can align organizational goals and provide a transparent view of business health. This episode is a blueprint for those looking to understand the critical role of sales operations in bridging the gap between ambitious financial objectives and the day-to-day realities faced by sales teams.

Unlock the secrets of transforming your sales development skills with Alex Schofield of Confluent as we dissect the evolution of SDR roles in the enterprise environment. Prepare to be enlightened on the strategic shift towards fostering high-quality conversations and swift transactions while navigating the complex responsibilities that come with it. This episode is a masterclass in adapting to the modern sales landscape, highlighting the delicate balance between efficiency and the indispensable human touch. The sales world is abuzz with AI and automation, but we're here to dissect how to maintain a personal connection in this high-tech era. Alex and I discuss the power of meticulous research and establishing a robust point of view before engaging with prospects, ensuring you cut through the digital noise. We explore strategies for making your outreach resonate, from limiting the number of daily calls to tailoring communications for specific industries, ensuring that your sales efforts are not just efficient but truly effective. We wrap up with invaluable insights on the art of follow-up and the importance of cultivating professional relationships, even beyond the immediate sales horizon. Alex shares his preference for LinkedIn as a networking powerhouse and extends an invitation to connect. Whether you're an SDR eager to climb the ladder or a seasoned sales rep aiming to refine your approach, this discussion with Alex Schofield promises a wealth of knowledge to elevate your sales game.

Unlock the secrets to high-ticket B2C sales success with David Duncan, VP of Sales at SVETNESS, as he shares his transformative journey from B2B to B2C. This episode is a treasure trove of insights for anyone looking to refine their sales approach, from understanding the shift towards relationship-building to mastering the discovery phase. David, a seasoned consultant, reveals the evolution of sales strategies, moving away from aggressive tactics to a nuanced dance of aligning with customer needs. He also critiques discount-driven cultures and the effects of internet-based economies on purchasing behaviors, advocating for a knowledgeable and consultative edge in modern selling. Experience a masterclass in balancing automation with the irreplaceable human touch, as we dissect the critical role of initial interactions in the sales cycle. David stresses that while many aspects of our sales system are automated, it is the quality of that first conversation that can make or break a deal. From strategies to navigate economic downturns to offering lower commitment options, this episode is rich with strategies to not only survive but thrive in challenging markets. Moreover, David advises sales professionals to invest in their ongoing education, ensuring the sharpening of their skills beyond the training provided by their companies. The episode wraps with David Duncan reflecting on the legacy he desires to leave in the sales industry. It's not just about numbers and quotas; it's about the profound impact he's had on individuals' lives. Hear stories of growth from minimum wage earners to top sales reps under his mentorship, and learn how passion, experience, and the right tonality in your pitch can be game-changers. David's commitment to the craft of sales and leadership shines through, offering not just strategies but inspiration for anyone looking to leave their mark in the sales domain.

Prepare to immerse yourself in a heartfelt conversation with our guest, Yesuah Bell, the director of sales at Mad Mobile. He invites us into his world of sales, sharing his intriguing journey, which began in the realm of personal electronics and led him to his current leadership role at Mad Mobile. You'll glean insights from the ups and downs of his career, including an engrossing account of the company's shift from being under Sysco Foods to its current independent state. An advocate for mentoring and coaching, Dona lays bare his growth as a leader and the rewarding returns on investment in mentorship in the sales industry. Now, let's strip away the sales talk and delve into the human side of it. We tackle the oft-ignored yet critical element in sales - mindfulness. The necessity of understanding your state of mind to perform at your peak, the ability to take a breather when needed, and recognizing when your team might be faltering are all points of discussion. We also touch on the joy of engaging in activities that rejuvenate the mind and spirit, underscoring the essentiality of self-care in the fast-paced world of sales. Lastly, we delve into the powerful subject of building trust in sales and leadership. Discover the art of finding common ground and empathizing with the Ideal Customer Profile (ICP), all in an effort to foster connections with potential clients. Unraveling the importance of mentorship and finding win-win solutions in relationships, we also focus on the role of leaders in fostering trust within their teams. This includes being open to feedback and truly understanding the needs of the team members. So join us for an episode rife with insights on trust-building in sales and cultivating successful relationships with clients and team members.

Brace yourself for a thrilling encounter with Dan Zurek, the dynamo behind Science IO's sales operation. This stimulating episode promises to sharpen your sales strategies and help you build lasting relationships with clients. Dan, an expert in harnessing AI's potential for business advancement, shares how artificial intelligence has become a driving force for Science IO, a company dedicated to creating a vast language model for healthcare and biomedical science data. Stay tuned as he elucidates the criticality of early value establishment in the sales process and its role in fostering trust among customers. We navigate the intricate labyrinth of sales, underlining the pivotal role of fostering personal connections. We shed light on the art of understanding the motivations of customers, guiding them through their buying journey, and the importance of resilience amidst stiff competition. Sharing our own experiences, we sketch out how continuous improvement and surmounting adversities can pave the way to sales success. The episode culminates in an enlightening discussion on the long-term aspects of business growth. Listen closely as we explore the merits of partnerships and the mutual benefits that can arise from leveraging data partnerships and CRM tools. We also offer insights on how to steer relationships with larger enterprises, emphasizing the importance of patience and maturity. The episode wraps up with a segment on ascending the sales leadership ladder, highlighting the need for continuous learning and effort. So, whether you're a seasoned salesperson or just starting, this episode is sure to provide you with insights you won't want to miss!