Live Better. Sell Better.

This episode is dfferent from the rest because the premise is truly just 2 sales leaders talking through struggles and ideas. No preset question. No agendas. Just a honest, raw and candid conversation.

We covered growth, hiring, firing, expectations, scaling and so much more!

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Ernest Owusu

LI: https://www.linkedin.com/in/ernestowusu/

Topic: From the NFL to SDRs

Quick Intro:

Co-Founder of sales of the culture.

Leveraging my experience as an NFL athlete turned Sales Development leader, I do three things:

1. Teach sellers potent prospecting tactics that generate meetings (email, phone, social, video etc.)

2. Educate sales/marketing leaders on the specific areas of focus for leading sales development orgs.

3. Advise executives on what they must do to build and scale a world-class sales development team.

🏆 Recognized as a 𝙎𝙖𝙡𝙚𝙨 𝙇𝙚𝙖𝙙𝙚𝙧 𝙔𝙤𝙪 𝙎𝙝𝙤𝙪𝙡𝙙 𝙂𝙚𝙩 𝙩𝙤 𝙆𝙣𝙤𝙬 𝙞𝙣 𝟐𝟎𝟐𝟎 as well as a 𝙎𝙖𝙡𝙚𝙨 𝙏𝙝𝙤𝙪𝙜𝙝𝙩 𝙇𝙚𝙖𝙙𝙚𝙧 𝙞𝙣 𝟐𝟎𝟏𝟗, please feel free to connect with me and ask any questions!

Short and Sweet/Set the stage

1. What could SDRs learn from NFL Athletes

Core Questions

1. What could SDR leaders learn from NFL Coaches and Staff
2. How do you create a ‘professional’ culture
3. Sales Contracts - I’ve always loved this idea, what do you think?
4. SDR skill development - How should SDRs practice like NFL Athletes
5. What do you look for IN an SDR
6. Prospecting - How to stand out in this noisy world
7. How to get ‘drafted’ how SDRs can land that dream job and get to AE

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Tyler Lessard

LI: https://www.linkedin.com/in/tylerlessard/

Topic: Visual Selling with Video

Quick Intro:

You all know how big of a fan I am of video for sales, and Tyler is going to break it down for us on how to do ti the RIGHT way.

Marketing, Product and Business Development executive with a passion for customer-centric problem solving, creative storytelling, and data-driven marketing. Over 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. Currently VP Marketing at Vidyard, host of the Creating Connections show, author of The Visual Sale, and amateur video creator. Aka this man gets VIDEO.

Short and Sweet/Set the stage

1. Visual Selling - Love this term, what is it?

Core Questions

1. Benefits of Video.
2. When and where to use.
3. Differences between top of funnel and bottom of funnel usage.
4. No one is watching - help!
5. They take too long - what do you say to this
6. Tips and Tricks to increase results.
7. How to get creative/stand out.

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Larry Long

LI: https://www.linkedin.com/in/longjr7/

Topic: Playing the LONG Game

Quick Intro: Most people are too short sited, they don’t look at the bigger picture, they don’t envision a better future and go after it. We make short term bad decisions, not thinking about the big time impacts they will have down the road. That’s why I am so so so excited to have my man Larry Long on the show today. Larry is a recognized LI Sales Star, Revenue Growth Expert, has scaled teams across the country to 100s of reps. But also is incredibly passionate about this career we call sales, the the people we call sales people. We are going to be diving into how to play the ‘long’ game (yep nice play on words here) how to achieve the career growth and success all of us want so badly. Here. We. go!

Short and Sweet/Set the stage

1. Why do most people NOT achieve the career success they want

Core Questions

1. What are some of the patterns of the top performers?
2. How does one DEVELOP the right mindset.
3. Execution over Procrastination - How do you get yourself to ‘just do’
4. Energy Management - How do you maintain so much energy?!
5. Enthusiasm - why is it so important in life and sales? How can you develop/bottle it.
6. How do you get out of a slump?

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Dejuan Brown

LI: https://www.linkedin.com/in/dejuanbrown/

Topic: Building Sales RANGE

Quick Intro: I’m a firm believer that the sales industry has OVER specialized, we have put people into buckets to try and make them really good at one thing, but it is actually hurting overall results. That’s why I’m so excited to have Dejuan Brown on the show today because he has what the call RANGE. SMB sales, Enterprise Sales, Leadership and Enablement. Scaling and working with the big boys. Mentor or Freelance consultant. This dude has dabbled in it all, which is why I think it gives him such a unique perspective approach to sales, scaling and coaching. I hope you’re ready to get your range on, here we go!

Short and Sweet/Set the stage

1. Why is having range so important?

Core Questions

1. In order to develop range you have to learn quickly, how do you learn quickly?
2. Coaching - Everyone talks about it, few do it. How should people be coaching.
3. Training - How often should leaders and reps focus on training?
4. Enablement - How should companies approach enablement so it actually sticks and has impact
5. IC to Leadership to IC again - Why the transition.
6. What should leaders learn from ICs and what should IC’s learn/understand about leadership.
7. Same Idea - What could start up’s learn from the big boys, what should the big boys be learning from the start ups.

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Ralph Barsi

LI: https://www.linkedin.com/in/ralphbarsi/

Topic: Building: SDRs and SDR Orgs

Quick Intro:

This man needs no introduction, in fact he is someone that I looked up to heavily early in my career as one of the ‘founding fathers’ of scaling SDR orgs. Not only has he had immense success at companies like Tray.io, ServiceNow, and InsideView, but he also understands that building an SDR org starts with building world class SDRs! He is gets growth both on an individual leve and on an org level and we are going to dive into it all today!

Short and Sweet/Set the stage

1. How do you build the foundation for a great SDR org

Core Questions

1. What are the foundations a great SDR should look to build.
2. Culture Matters - How do you build a successful culture?
3. SDR Growth - How do you encourage your SDRs to continue to growth
4. SDR Ownership - How can SDRs take growth into their own hands
5. Hiring - What do you look for in an SDR
6. SCaling - What processes and systems need to be in place in order to scale successfully?

Sponsor: Wingman at www.trywingman.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Galem Girmay

LI: https://www.linkedin.com/in/galemgirmay/

Topic: Legacy and Leadership.

Quick Intro:

Co-Founder of RevGenius, Top 1%er, and Host of ‘What is your legacy’ podcast. She is focused on creating, building and leaving a lasting legacy so much greater than just her. She has a constant drive to connect and make an impact on all those around her. Salesforce top Influencers to Follow because she puts out REAL stuff. Real about sales. Real about life. Real about womanhood and mother hood, and that’s what it’s all about!

Short and Sweet/Set the stage

1. Let’s talk about personal core values.- Why and what are they?

Core Questions

1. Legacy - What does it mean to you, how do you craft?
2. How do you make sure you live UP to the legacy and values?
3. Personal Board of Directors- How to craft and how to use.
4. Navigating the sales world - how?
5. Bouncing back from set backs - how?
6. Leveling Up - How

Sponser: Wingman at www.trywingman.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Shruti Kapoor

LI: https://www.linkedin.com/in/shrutikapoor/

Topic: Call Coaching Done Right

Quick Intro:

One of my favorite topics - Call Coaching - Everyone knows they should. In fact a lot of people say that do! But in the real world call coaching does not happen nearly enough or as well as it should. The old school, sit next to your rep or coworker and hear what they say is NOT the way your reps should be learning, or how leaders should be teaching. That’s why I’m so pumped to have Shruti Kapoor on the show today! Shruti is an incredibly successful, Y-Combinator Accepted, start up CEO and Founder of Wingman. She has built one of the best call coaching softwares out there for reps and leaders, so she has access to 1000s of calls and data points on what really works and what doesn’t. But on top of THAT she is also a certified life coach, helping others on this crazy journey we call life. I can’t wait for her to take us on a journey today. Shruti welcome to the show!

Short and Sweet/Set the stage

1. Is there data that shows call coaching can have a big impact?

Core Questions

1. What should reps/managers look for in their calls?
2. What are some call best practices - Prospecting and Closing.
3. How often should reps and managers be reviewing calls.
4. In time vs Post Call Learning - The difference and importance.
5. What does the data show that makes a great call. What has wingman learned?.
6. [If we have time] Life Coaching - What is it and why should people consider having one?

Sponsor: Wingman at www.trywingman.com

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Josh Roth

LI: https://www.linkedin.com/in/josh-g-roth/

Topic: Growing Pains

Quick Intro: Everybody wants growth, but not everyone is willing grow. Growth is earned. Growth is painful, they call it growing pains for a reason! That’s why I’m so pumped to have Josh Roth on the show today, someone who knows growth and growing pains all to well. Just a few of his highlights.

Features:

- Named to AA-ISP's Top 25 Sales Leaders in 2020 through a nomination process of my peers

🐠 Sweetfish Media's Top 50 B2B Salespeople

📸 Capturely's Top 50 LinkedIn Sales Influencers

👔 StretchVP's Top 10 "Leading The Leaders"

⭐️ Top 10 LinkedIn Sales Star

But also he has led teams as a VP, turned companies around, and helps companies scale their teams the RIGHT way. We’re going to talk about how to grow into that next role that you want so badly, IF you’re willing to do what it takes…

Short and Sweet/Set the stage

1. Why is growth so hard?

Core Questions

1. How do you start doing the job before you have it?
2. How can leaders enable growth, especially if spots are limited?
3. How do you earn promotion the right way?
4. What are realistic growth expectations?
5. How do you know if you even SHOULD take that next role up?

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Guest: Ravi Rajani

LI: https://www.linkedin.com/in/ravirajani/

Topic: Speaking Confidently in a Virtual World.

Quick Intro: In these unprecedented times… ha I couldn’t help myself. But let’s be honest, things are different now. We are more virtual. For teams, for meetings and for selling. Once you were able to walk into a room, read the energy, keep people’s attention, read body language and present with authority. Now we are confined to the little zoom window which is why I’m so pumped to have Ravi Rajani on the show today. Ravi is the go-to speaking and presenting consultant in the UK. Coming from a background in sales and sales leadership makes him uniquely skilled at how to not only present better but also have a bigger impact as leader and a seller in today’s virtual world. Can’t wait for this one, Ravi, welcome to the show!

Short and Sweet/Set the stage

1. Why is being able to speak confidently so important?

Core Questions

1. Why do people seem to struggle so much with it?
2. How can you keep the prospects/team’s attention better over zoom?
3. How have things changed now that we are more virtual
4. What are some of the key tactics to presenting better over zoom?
5. How can someone get better at FAST.
6. What are some of the things people are taught to do that are just wrong.
7. Storytelling - Do you have any frameworks that people can use?

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?

Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.