Once you have about 20% market penetration, year-over-year growth starts to taper off. 

That’s why you should expand into new markets before you reach those points. For a lot of companies, the honeypot starts to run dry and they have to look into new areas. 

In this episode we interviewed Jake Young, Director of New Market Sales at Weave HQ, about how Weave is expanding from a focused base of only selling to healthcare companies to much, much more.

What we talked about:

• How to begin expanding into new markets
• How to measure lead sources for potential new markets
• What to do about over- or underperforming reps in new-market experiments
• How to identify internal candidates
• How to look for similar characteristics to your current customers in new markets
• One piece of advice to somebody looking to open up a new market

Check out these resources we mentioned during the podcast:

• Jake’s LinkedIn
• Jake David Young 

For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Being on the ground floor of a startup as an SDR can be very exciting.

It can also be a little overwhelming searching for the right startup to dedicate your time to. What if their processes are different? What if you have to learn a new technology?

Luckily, Resy’s Director of Inside Sales, Cara Felleman, and SDR Manager, Madison Zeinert, have joined me for this Women in Revenue Wednesday session on The Sales Engagement Podcast.

They list a slew of factors to look for before hopping on board a new company as an SDR.

Plus, we talk about:

• Why you should look for professional opportunities to learn
• How to deal with change in a startup
• Being passionate about the industry you’re in

Resy is hiring!

For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Marketplace noise is accelerating, products are multiplying, and attention span is weaning. All the while, sales reps are often lasting less and less time in their roles.

What’s a sales leader to do?

Ask Derek Rahn, VP of Sales at LeadGenius. His brilliance doesn’t just come from his 15 amazing years in sales, but in the way he’s able to communicate his success to his team and others. On this episode, he gives 3 ways that every sales leader needs to rethink the sales function.

What we talked about:

• Refining your techstack
• People, then process, then technology
• When enhancing your techstack, consider the entire org
• Tech does nothing without training
• Combining personalization with relevancy & novelty in your messaging
• A few ways to enhance your messaging
• Going vertical with your reps
• Verticalization of sales reps

For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website..

Branding in the 21st century comes with a unique set of challenges, particularly around social media. 

Social media never had a slow acceptance into culture. It came like a tidal wave, washed over every aspect of our lives, upset the norm, and left us all without rules to  float and meander on a sea of undefined expectations, particularly for personal branding in our careers. Questions like these arise:

• What’s OK to post?
• How vulnerable should I be?
• Is it even good to post?

To answer these questions, I invited 22-year-old Mark Metry on the Sales Engagement podcast. Don’t be fooled by his age — he’s a podcast expert, a LinkedIn expert, a TEDx and Forbes featured keynote speaker, and he’ll even be featured on The Social Movement — an Amazon Prime docuseries.

What we talked about:

• The power of social media for personal branding (particularly LinkedIn)
• The sound of branding in the 21st century: podcasting
• Common threads of success
• Self-evolution
• Living a life of service
• Self-doubt
• True success
• Personal branding
• Instagram
• You'll destroy yourself w/ social media if you aren't personally successful
• Sharing defeats the power of your past

Checkout these resources we mentioned during the podcast:

• Mark’s Humans 2.0 podcast

For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

“Thoughts limit us, and our thoughts enable us.” If you’d read that on a Hallmark card, you’d probably keep moving. But when a clinical psychologist with 20 years of experience in organizational behavior says it, maybe it’s worth considering.

His name’s Dr. Russell Thackeray. He’s the Founder and Director of QED — an organizational development consultancy focusing on resiliency and company culture.

On this episode, Dr. Thackeray dives into the psychology of building resiliency on your sales team.

What we talked about:

• Organizational behavior
• How your thoughts affect behavior
• How to teach your team to tackle difficult challenges:
• 1. Turn the “impossible” into a goal
  2. Rehearse
  3. Measure the right KPIs
• Consider the buyer first
• Buyer’s journey/buyer’s experience
• Working with today’s informed buyers
• Dr. Thackeray’s 3 takeaways:
• 1. It’s OK to fail 
  2. Learning is key.
  3. Double-down on what you’re best at

For more engaging sales conversations, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Chris saw a flyer this flyer on his car: “Make $1K on Christmas break.” As a freshman paying his own through college, Chris believed it. 

He signed up to start selling Cutco knives door-to-door, which launched his career into sales. Along the way, he became the first manager in Vector Marketing’s history to win President’s Club. Later, he moved to California, became a GM for Access Nurses, then founded TakeLessons.com, who partnered with Amazon, and, now, he’s the VP of Sales at Andela.

On this episode, Chris Waldron delivers his top lessons for sales professionals:

What we talked about:

• Focusing on the customer’s pain points
• Asking for referrals
• How to self-diagnose & self-prescribe
• Sales process
• Partnering with Amazon

To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

On this week’s edition of Women in Revenue Wednesday, we sat down with Heather Combs, chief revenue officer at Three Pillar Global. There, Heather oversees marketing, business development and operations. 

Three Pillar Global builds breakthrough software products that power digital businesses. They help companies like PBS and Carfax build digital products that drive revenue and help with customer growth. 

We sat down with Heather to talk about the modern role of the CRO and to get her best advice for reaching that coveted C-Suite level.

When it comes to our SDR teams, we all struggle with gender diversity.

Obviously, there are a lot of organizations trying to combat that, but today, most sales teams are still predominantly male. 

That’s not the case for Pareto Law. Globally, their sales team is 61% female.

So, I wanted to invite Gabrielle Crofts, Sales Director at Pareto, onto the Sales Engagement podcast to talk about how her company is leading the way when it comes to diversity.

There’s a struggle within every company undergoing high growth. On one hand, you may be hiring like crazy, while, on the other, leaders must keep the positive, upbeat, fun, high-performing culture.

On this episode of The Sales Engagement Podcast, Nick Rathjen, VP of Account Development at Samsara, discusses how he keeps their company culture strong, while onboarding 4 new sales reps per week. (Yes! That means by the end of the year, he’ll have onboarded 225 new sales reps!)

What we talked about:

• ‘Culture is a meal. People are the ingredients’
• ‘Hire candidates with a desire to learn’
• How to embrace fun without losing performance
• 3 ways to manage performance
• Manager-to-rep performance management happens during weekly 1-on-1s
• Pro tip: Give individuals the freedom to make mistakes and individuals pursue their own management style
• Director-manager performance management

This is an interview with Nick Rathjen from Samsara.

To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Everyone knows that onboarding is like drinking through a firehose. 

But we kind of just accept that’s the way it is.

Well, Kris Hartvigsen, CEO and Founder of Dooly.ai, believes there’s a better way.

He came on the Sales Engagement podcast to tell us about everboarding and how it could help you increase your ramp by months.

What we talked about:

• What’s broken in onboarding
• What is everboarding
• The advantages of everboarding

Resources we talked about:

• Kris’s LinkedIn
• Dooly.ai