Host Kevin Railsback and John Ellis discuss ways to prepare for your next role. Whether going from BDR to AE or AE to Sales Leader, they share advice on preparing for that transition and why being the top performer does not prepare you for the change.

Host Kevin Railsback and John Ellis welcome the founder of Hint Health, Zak Holdsworth. Zak shares his insights on founding and scaling a SaaS company. Zak shares what it's like to build your first MVP and get your first cohort of customers. Zak also shares powerful insights on advice he'd give other founders and sales leaders looking to break into early-stage sales leadership.

Resources:

https://www.hint.com/

Hosts Kevin Railsback and John Ellis share their beliefs that mental framing can impact success. They share personal stories, and struggles they faced while working in startup sales.

-Sacrifice List
-Choices create challenges
-You never rise to the occasion
-Everyone wants to be great

Hosts Kevin Railsback and John Ellis share tips on making practice the most effective and understanding the difference between activity and productivity.

"You never rise to the occasion. You rise to your highest level of preparation".

Key Topics:

-You play how you practice
-Repetition is Critical
-Raising the Standard

Hosts Kevin Railsback and John Ellis discuss stock options. It can be confusing to understand your stock options with joining a new start-up. Kevin and John give essential advice to help anyone understand what they mean.

Topics discussed:

Stock Options: https://www.investopedia.com/terms/s/stockoption.asp
Vesting Schedule: https://www.investopedia.com/terms/c/cliffvesting.asp
Strike Price: https://www.investopedia.com/terms/s/strikeprice.asp

Host Kevin Railsback and John Ellis share considerations when deciding if a company should outsource their BDR team. They outline a thought exercise to help decide which option is best for your company.

Hosts, Kevin Railsback and John Ellis share their personal stories of how they began their careers in sales. From facing rejections to being promoted, they share their insight on how to navigate the world of SaaS Sales.

Episode Resources:

https://www.linkedin.com/business/talent/blog/talent-acquisition/interview-questions-to-ask-every-sales-candidate

https://www.indeed.com/career-advice/interviewing/sales-interview-questions-to-ask-candidates

https://blog.hubspot.com/sales/25-sales-interview-questions-to-recruit-the-best-reps

https://angel.co/

Kevin Railsback and John Ellis provide insights into the startup SaaS world. They provide listeners with first-hand insights into the world of startup sales.