Sales leadership is one of the hardest jobs in the company. Your success is black and white—you've either hit your number, or you haven't—and getting a group of sellers moving in the same direction isn’t easy, as anyone in RevOps knows.

Today we're joined by Kyle Asay to dig into what separates top-performing sales leaders from the rest. We talk about how to scale sales excellence, balance standardization with creativity, and build trust and rapport at every stage of the sales process.

Kyle also shares his insights on navigating the transition from individual contributor to sales leader, the real role of AI in outbound, and how to build a side hustle while leading a team.

Packed with practical frameworks and hard-won lessons, this conversation is a must-listen for sales leaders, individual sellers, and revenue operators supporting sales teams.

Thanks to Our Sponsor

Many thanks to the sponsor of this episode - Knak.

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You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

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About Today's Guest

Kyle Asay started his career in sales as an SDR at Qualtrics, where he qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader.

After an incredible 8.5 years at Qualtrics, he's gone on to serve as a sales leader for MongoDB and currently at LaunchDarkly.

You can also find him sharing his frameworks with over 10,000 sellers at SalesIntroverts.com

https://www.linkedin.com/in/kyleasay/

Key Topics

• [00:00] - Introduction
• [01:52] - Current selling environment
• [04:46] - Scaling sales excellence
• [10:05] - Right-sizing discovery phase
• [12:39] - Building trust and rapport
• [17:53] - Transitioning from sales IC to sales leader
• [20:46] - The job of a sales leader
• [24:10] - Identifying the right people
• [27:47] - Standardized process vs. individual ingenuity
• [30:59] - Handling the pressure of sales leadership
• [34:55] - AEs and SDR alignment
• [42:47] - AI SDRs
• [44:59] - Sales and RevOps relationship
• [48:23] - Building a side hustle

Thanks to Our Sponsor

This November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners.

This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day.

Registration is capped at 700 attendees, and tickets are going fast.

MOps-Apalooza 2024

Resource Links

• Sales Introverts

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