The Ramped Podcast

IN THIS EPISODE, WE COVER:

• [2:03] – Intro to Basile Senesi
• [3:22] – Aligning personal success with a company’s success
• [4:37] – Different learning principles
• [5:10] – Diversity of opinion
• [9:17] – Basile’s biggest lesson learned
• [9:50] – The importance of tough conversations
• [12:29] – Basile’s hardest decision
• [16:04] – Assuming positive intent 

MORE ON BASILE:

Basile Senesi is the Chief Revenue Officer at Hum Capital. Prior to Hum, he spent 10 years in fintech as VP of Sales and Operations for Fundbox helping it reach a $1.5B valuation, as a sales leader at Intuit, and as an advisor to a number of high-growth startups. Basile holds two bachelor's degrees in economics and political science degrees from the University of California, Davis.

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

IN THIS EPISODE, WE COVER:

• [0:50] - Intro to Matt Clark 
• [1:34] - The importance of storytelling 
• [4:03] - Doing things from a critical lens 
• [5:43] - Being open-minded 
• [9:28] - Matt’s transition in career path 
• [13:06] - The best advice Matt received 
• [18:58] - Treating an interview in both directions 
• [19:21] - Not settling for an abusive manager 
• [21:51] - Seniority not always equaling maturity 

MORE ON MATT:
Prior to joining MasterClass in January 2021, Matt was Director of Worldwide Content and App Partner Engagement for Amazon Entertainment Devices and Services. Matt led a 150+ person team that drove business and technical engagement with video, gaming, social and productivity applications across Amazon devices. He was a member of leadership team that grew Fire TV to be the best-selling streaming device in North America, Western Europe, India, and Japan with over 50 million active users. Matt advised Amazon executive leadership on all aspects of video streaming and mobile/cloud gaming including business strategy, corporate development, product development, and marketing, and led distribution negotiations with all major streaming services including Netflix, Hulu, Disney, NBCUniversal, HBO/Warner Media, and Spotify. 

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

IN THIS EPISODE, WE COVER:

• [2:15] - Intro to Kim Scott
• [4:42] - How Kim transitioned into technology
• [7:30] - Only about 10% of folks know what they want to do
• [11:23] - Giving your boss feedback
• [12:45] - The six second rule
• [15:17] - Responding well to feedback
• [20:30] - Sharing the things you appreciate about your boss...with your boss
• [26:08] - The Difficulty Anchor
• [31:50] - An overview of Kim's new book, Just Work
• [36:20] - Making sure you do not default to silence

MORE ON KIM:
Kim Scott is the author of Just Work: How to Root Out Bias, Prejudice, and Bullying to Build a Kick-Ass Culture of Inclusivity as well as Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity. She co-founded two companies that help organizations put the ideas in her books into practice. Kim was a CEO coach at Dropbox, Qualtrics, Twitter, and other tech companies. Kim previously held leadership roles at Apple and Google. Earlier in her career Kim managed a pediatric clinic in Kosovo and started a diamond-cutting factory in Moscow.

Twitter: https://twitter.com/kimballscott

LinkedIn: https://www.linkedin.com/in/kimm4/

ABOUT JUST WORK:
Are bias, prejudice, and bullying inevitable in the workplace? Of course they aren’t, writes bestselling author, operating executive, and CEO coach Kim Scott in JUST WORK: How to Root Out Bias, Prejudice, and Bullying to Build a Kick-Ass Culture of Inclusivity. It is possible to combat workplace injustice so that we can all do the best work of our lives and enjoy working together. Writing with the signature directness and unmistakable integrity that made her New York Times bestselling book Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity a worldwide smash hit, Scott boldly tackles a stubborn problem harming both individuals and the larger economy: we—all of us—consistently exclude, underestimate, and underutilize some people in the workforce even as we over-include, overestimate, and over-promote others. Scott offers practical suggestions for what we can do, today, to  clear away the distraction, injustice and inefficiency of inequity so we can just work.

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

IN THIS EPISODE, WE COVER:

• [2:14] - Taking an non-traditional route into sales
• [5:17] - Why it's important to hear the word "no" often
• [8:20] - Running sales calls retrospectives
• [10:58] - The importance of research in the sales process
• [13:03] - Taking the initiative on your own success in sales
• [17:51] - The impact the book Seven Habits of Highly Effective People had on Shawn
• [22:02] - Becoming Bulletproof

We strive to be as accurate as possible with timestamps. They may off by a few seconds due to platform differences.

MORE ON SHAWN:

Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams continuously improve pipelines and performance. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some of the most dangerous places on the planet - has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal and INC. His clients have included Deloitte, ConAgra, John Deere and dozens of similar businesses. Shawn is also a nationally-syndicated columnist with the Business Journals and author of the books Pivot Point: Turn On A Dime Without Sacrificing Results, Universal Export: A Guide For Overachievers in Working Less And Enjoying More, and newest book, Bulletproof Selling: Systemizing Sales For The Battlefield Of Business. You can also find him here: www.bulletproof-selling.com

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

IN THIS EPISODE, WE COVER:

• [3:02] - Why due diligence is important when you make early decisions on where you work 
• [6:01] - How to choose the right boss for YOU
• [8:55] - Evaluating company values
• [10:31] - Being motivated by your first commission plan
• [14:21] - What are the right "Whys" before jumping into a sales career
• [19:46] - Avoid falling for the title bait

We strive to be as accurate as possible with timestamps. They may off by a few seconds due to platform differences.

MORE ON CARLOS:

Carlos Delatorre has 25 years experience building high performance customer-facing teams at hyper-growth tech companies. As CRO of TripActions, Carlos oversees global Sales and Customer success. His previous roles include CEO of Vera, CRO at MongoDB (through IPO), SVP-Sales at ClearSlide, SVP-Sales at DynamicOps (acquired by VMware), AVP at BMC Software/BladeLogic and others. Carlos holds an M.B.A from Troy University as well as a B.A. from the University of Miami and lives in San Francisco with his wife, son, daughter and dog.

You can also find him on twitter here.

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

IN THIS EPISODE, WE COVER:

• What it takes to stick with a career in sales
• How to uncover if you want to be a salesperson
• Democratizing sales hiring
• Learning from missteps in your career
• Taking a chance on yourself
• Exploring sales adjacent career paths

MORE ON REMHAT:

Rehm Kharal is the VP of Global Enablement at BigPanda. She joined the company to scale enablement, working with Sales, Pre-Sales, Product, Product Marketing and Customer Success to develop customer, field and channel enablement experiences. Prior to joining BigPanda, Rehm was Global Director of Sales Enablement at Rubrik where she ran Enterprise, Public Sector, and SDR enablement. 

Rehm is a passionate seller who believes in connecting with and understanding the customer’s needs to create lasting value on all sides of the relationship. She trains teams to think like a buyer, sell like a consultant, and is highly metrics-driven.

Rehm started her enablement journey on the sales side at Lloyds of London. After moving to Silicon Valley, she joined Cisco Systems where she led the value engineering team and helped launch the John Chambers Customer Experience Center. Later, Rehm joined AppDynamics as Senior Enablement Manager. 

Rehm believes community success means leading by example. Today, Rehm leads the Women In Tech initiative at BigPanda. Previously, she was a tech mentor to underprivileged girls during her time at Cisco. She has been a troop leader for over 14 years for the Girl Scouts of America and also received the Drum Major President's Service Award from Barack Obama for her work with schools, police departments and hospitals in dispelling bias against minority communities.

MORE ON RAMPED:

• Check us out at www.rampedcareers.com
• Interested in becoming a Ramped Professional? Sign up here: https://rampedcareers.com/candidate-form/
• Interested in becoming a Ramped Corporate Partner? Email us at [email protected]

The Ramped Podcast is back in action with Season 2. Join us as we hosts titans from technology, finance, education and many more industries. 

www.rampedcareers.com

Andrea Johnson is the Vice President of Sales at Beyond. On today's episode, Manoj Jonna sits down with Andrea to discuss her journey in sales. They cover bunches of stellar topics, including: 

• Interest in growing others careers
• Starting in car sales 
• Decision to bet on yourself and move into merchant services
• The importance of grit
• Adapting sales scripts
• Important personality traits for sales
• Things you look for when hiring at Beyond
• Systemic improvement in the sales industry
• Advice for beginner salespeople
• Importance of organizational skills
• Betting on yourself

We know you'll learn a ton from Andrea's guidance. 

Enjoy this episode of The Ramped Podcast & How I Sell - thank you for tuning in!

Brandon Roberts is the Chief Commercial Officer - Boutique Fitness at Xplor. On today's episode, Manoj Jonna sits down with Mr. Klein to discuss his journey in sales. They cover a slew of fantastic topics, including: 

• Former pro MLB player
• From CA, played all across the US for multiple pro baseball teams
• Left baseball & thought career was over, but adopted growth and practice mindset & reframed mentality for “second career”
• Jumped from pro baseball into SDR role & hated it, but saw leaderboard and wanted to be in first
• No grooms future leaders to be the best they can be at Xplor
• Must push yourself and elevate yourself to hit targets in sales; must evaluate about yourself before you take a sales role
• Why folks do not understand how hard sales actually is before they jump in to the role
• How to set up new people for success as junior sellers
• Continual development is a similar concept between sales and pro baseball
• Extreme ownership in sales

We know you'll learn a ton from Brandon's guidance. 

Enjoy this episode of The Ramped Podcast & How I Sell - thank you for tuning in!

Daniel Klein is the Head of US Sales at Firebolt On today's episode, Manoj Jonna sits down with Mr. Klein to discuss his journey in sales. They cover a slew of fantastic topics, including: 

• How he got to be the number one seller at Siren, Inc.
• Sold door to door in college
• SDRs today vs. SDRs 10 years ago
• Tailoring your message to your individual prospect
• Why it’s easy to sell when and only when you are being genuine to yourself
• Selling at Sisense shaped his careers as a manager
• Process oriented works but knowing how to sell and develop relationships also works
• Thinking through the sales process 
• Understanding how to build a champion
• Being flexible in mentality and with sales process

We know you'll learn a ton from Daniel's guidance. 

Enjoy this episode of The Ramped Podcast & How I Sell - thank you for tuning in!