How can you help establish a company culture that will do anything to win and yet be collaborative? It's really hard for sales in particular. They focus on the numbers, no matter what, even at the expense of those around them. But by helping to mature the salesperson you can do it with a positive approach and help those around you get there too.

The right mission, vision and core values. That's where it starts. Has a segment of the organization defined itself against those values? That gives you a starting point and they can hold themselves accountable and adjust or call out other team members. The accountability is key, as is an open dialogue.

Sideways - where it goes sideways is with the immediate misalignment with team members.

Bring it out in the open - even if your team has a misalignment. It's an opportunity to learn from each other.

Ryan asked, “How do you prioritize to be able to take needed time off?”

Not only competing priorities, easier to check tiny things on the list vs. blocking off big days to get big projects off the list. Prioritizing relationships with other exec team members or board. As long as it generates more MRR (monthly recurring revenue).

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Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel. 

As a lecturer at Harvard Business School, Ryan's guest Mark Roberge’s teaching style mimics the values that the school holds. At Harvard Business School, the focus is put on great teaching, rather than the typical priority of high profile schools:  research.

Harvard accepts only the top 1/3 of professor (?) applicants - go below, and you’re out. Roberge is  humbled to be included in the group of HBS lecturers. Harvard emphasizes continuous learning and has established a team  of teachers teaching teachers. They review lecture films, like a sports team does for past performances, and then give each other feedback in order to improve. Learning to teach well is not  unlike learning any craft - such as sales. 

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Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel. 

Ryan interviews Neil Berkeley. Many people know his work - you can check out Future You Media. He’s a storyteller. That’s his “10,000 hours” skill. He fell in love with storytelling with his first project. He knew this is his place in life. Neil has interviewed artists, comedians, heroes, writers and many interesting and unusual people. He has the ability to figure out what resonates with an audience, and empathy is a huge part of his decision-making process of what stories to tell. Listen to this episode to learn what insatiable curiosity means to him, the two things he desires in anyone who works with him, with his friends.

You will not want to miss this conversation filled with inspiring insights and observations.

About Neil Berkeley:

Neil Berkeley, the owner of Future You Media, is an Emmy nominated documentary filmmaker whose work has focused on telling unexpected and enlightening stories about some of the visual and performing arts' most unique characters. His first film is the critically acclaimed, Beauty Is Embarrassing, which chronicles the life and times of fine artist Wayne White (Pee-wee’s Playhouse). Premiering at SXSW in 2012, it was also featured on PBS Independent Lens. His second feature, Harmontown, is the story of self-destructive television writer Dan Harmon (Community, Rick and Morty) as he tours the country after being famously fired from the sitcom darling he created. In 2017 Berkeley released his third feature, Gilbert: A Gilbert Gottfried Story, an intimate portrait of legendary comedian Gilbert Gottfried. Berkeley’s most recently show-ran Inside Jokes for Amazon, a six-part series that tells the intimate story of a group of young comedians as they prepare for Just For Laughs New Faces Showcase. A graphic designer by trade, Berkeley created the visual identity for shows including Project Runway, Top Chef, Nailed It and more. 

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Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel. 

Troy Bailey and Ryan go way back. Growing up in small-town Oklahoma, the duo discuss humble beginnings and how to balance good fortune and opportunity. The struggles and rewards of starting and growing a small business, and how traveling the world on the company dime isn’t such a bad thing. Troy gives you permission to use trial and error to become successful. But he also points out that nothing done well is ever done completely on your own. 

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Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel. 

Ask Kim Walsh, Global VP of HubSpot for Startups, what’s made her a successful salesperson, and she’ll give you a simple answer: The qualities she developed as a college athlete. Collaboration, time management, and grit were essential survival skills on the field and in the classroom, but they also translate into the world of sales. 

Throughout nine years at HubSpot, Kim has helped the company skyrocket from 50 to more than 30,000 customers and has watched the team grow at a similar speed. When developing her own team, Kim looks for candidates that are adaptable, detail-oriented and possess a strong desire to learn. 

Kim recently joined Lola.com Sales VP Ryan Ball on his podcast, Road Warrior Radio, to chat about:

• Growing up in Canada

About Ryan's Guest:

Kim Walsh serves as Global VP, HubSpot for Startups, a business designed to help startups grow and scale. She was formerly the Head of Enterprise Sales, West Coast for HubSpot in Cambridge, MA. Kim joined HubSpot in 2010. Since then, the company has grown from 800 to more than 30,000 customers and from 50 to more than 2,500 employees. As head of sales, Kim launched the GTM strategy, built the operating model and expanded the team, globally. Prior to joining HubSpot, Kim led global sales for a technology-based startup footwear company, SpringBoost. Kim has an MBA from Babson College and was a finalist in the MIT 100K business challenge. She grew up in Alberta, Canada and ventured to the United States on a soccer scholarship after playing for her country.

How to Fill a Position in Weeks, Not months – podcast with LogMeIn’s Todd Kaylor

Todd Kaylor, Director of Talent Acquisition at LogMeIn, is interviewed by Ryan L. Ball about the secrets of successful talent acquisition.  Todd Kaylor talks about talent acquisition, For Todd, it’s not all about who finishes first. Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer.

They discuss:

• Why do candidates fail?

Todd Kaylor talks about talent acquisition, For Todd, it’s not all about who finishes first. Check out this episode to Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer.

About our guest:

Todd Kaylor, Director of Talent Acquisition at LogMeIn, has 20 years’ of experience in Sourcing, Talent Acquisition, and Talent Acquisition Management including stints in the Network Consulting, Staffing, Finance, Environmental, and Software industries. Todd currently manages a global team of 10 recruiters responsible for technical hiring at LogMeIn while also running the Executive Recruitment Program and In-Factor Evaluation Process. He enjoys boxing, weight lifting, baseball, watching sports and movies, and has an unusually strong, if borderline questionable, affinity for Captain America.

Ryan talks with Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers. They discuss:

Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud.

Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers with technology products that enabled them to meet, market, sell and train.

Before moving into the tech sector, Amy led Staples Business Advantage’s Mid-Market Sales division; she also held positions in Finance, Strategy and Marketing at Staples. Earlier in her career, she co-founded an entertainment-based retail crafts store catering to urban, professional women, Spark Craft Studios.

Appleyard also ran her own theatrical lighting design firm, based in New York and designed productions for numerous prominent theatre and opera companies. She holds a Bachelor of Arts in Theatre from Virginia Tech and an MBA from Boston University.

About Carbon Black

Carbon Black is Transforming Security Through Big Data and Analytics in the Cloud

Growing trends in mobility and cloud have made the endpoint the new perimeter. New and emerging attacks are beating traditional defenses, and security teams are too reactive and held back by their technologies.

Carbon Black is leveraging the power of big data and analytics to solve the challenges surrounding endpoint security. With the CB Predictive Security Cloud platform, we are transforming cybersecurity to deliver a cloud-native endpoint protection platform (EPP) designed to protect against the most advanced threats.

Ryan brings on Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers.

Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud. Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers with technology products that enabled them to meet, market, sell and train. Before moving into the tech sector, Amy led Staples Business Advantage’s Mid-Market Sales division; she also held positions in Finance, Strategy and Marketing at Staples.  Earlier in her career, she co-founded an entertainment-based retail crafts store catering to urban, professional women, Spark Craft Studios. She also ran her own theatrical lighting design firm, based in New York and designed productions for numerous prominent theatre and opera companies. She holds a Bachelor of Arts in Theatre from Virginia Tech and an MBA from Boston University.

For the first time, Road Warrior Radio will feature not one, but two people here in person at Lola Studios.

David Donlan is the CRO over at Crayon, and Mary Rogul is his VP of Sales Strategy and Engagement. Mary and Ryan used to sit next to each other in the trenches in their days as sales reps. David was one of Ryan’s first managers and certainly one of the most influential in his career.

Now you may hear the gang reminisce a little bit about the early days at Hubspot and some of the learnings that they have tried to apply to future roles. Some of those learnings worked and a lot didn’t.

The group dives into the importance of attention to detail in your sales process and what to research and prepare for when holding a meeting.

Finally, how do these seasoned sales leaders test coachability and curiosity during the interview process? Why those answers such important harbingers for success?

About our guests:

Mary Rogul, VP Sales Strategy - Crayon

As VP of Sales Strategy & Engagement, Mary Rogul is responsible for driving the mid-market and enterprise sales teams for Crayon, with a focus on sales hiring, training and developing a world-class team of account executives. Mary brings to the position a successful track record of more than 20 years that includes high-profile sales leadership expertise and recognized sales achievements in the B2B high-tech, healthcare, and financial services industries. A frequent speaker and panelist for Women in Sales Leadership and Women in Tech, Mary specializes in formal development and execution of strategic alliances and programs that add significant value to the customer relationship.

Prior to joining Crayon, Mary advised most recently to global enterprises to dive deeply into platform alignment, implementing strategic software and service initiatives with Cerner Healthcare and PricewaterhouseCoopers, LLP. The major contributions within these assignments are nurturing key relationships and engendered strategic partnerships that led to a much deeper understanding and support of their overall business initiatives.

Mary joins the Crayon executive team as a HubSpot alumna (2009-2015) and was part of the Enterprise Sales Scale-Up from 2011 through the public offering in 2014.

David Donlan, CRO - Crayon

David Donlan serves as the CRO for Crayon in Boston, MA. As a sales leader, he is responsible for developing market intelligence strategies that cater to the Mid- Market, and Enterprise looking to increase their sales and top-line revenue growth.

In his first 2 years, Donlan grew Crayon from 5 beta customers to more than 3,000 paid users, $5 Million in revenue, and helped raised $18 million in venture capital. Donlan is also a TEDx speaker and frequent guest lecturer at many Colleges and Universities.

In this episode of Road Warrior Radio, Ryan and Colum Lundt cover servant leadership, meritocracy in sales, and how the right book can shape your career.

Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat appearances in the Inc 500 list of fastest growing companies. 

About our guest, Colum Lundt:

Colum Lundt is a sales executive, consultant, and trainer with over 24 years’ experience in recruiting, sales and sales management. A former Marine, Colum began his professional career with Fleet Bank in both customer service and then their ‘telesales’ group. Following Fleet, Colum spent over five years in recruiting, sales and sales management for Darwin Partners helping drive the company from annual revenues of $14M to $150M over a five-year period.  During this time, he won every major award at the firm and consistently averaged 130% of the goal. After Darwin (now called ‘Dextrys’), Colum worked in the sales training space for a Sandler Sales affiliate before joining Connect Global Solutions (now Welocalize) to lead sales for the East Coast. In this role, Colum personally drove a multimillion-dollar yearly quota with companies like Sun Microsystems, HP and Macromedia (Adobe). In addition to exceeding his number every quarter, Colum closed the largest deal in the company’s history.