Sales Leadership

Guest: Andrea Waltz

 

Guest Bio:

Andrea Waltz is the co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.

For almost two decades, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams.

Andrea is considered a top sales influencer online, featured on lists curated by Hubspot, Salesforce.com, Live Hive and many others. The book, Go for No! reached #1 on Amazon’s “Sales & Selling” list in 2010, and has remained in the top 50 Sales books for the last 13 years, having now sold over 500,000 copies.

The “Go for No” strategy has been featured in online and offline magazines and journals including Success Magazine, Inc., Forbes, and many others.

Today, “go for no” is a well-known methodology in the world of sales and widely recognized as the singular best program that deals with rejection in business.

Her latest book with co-author Richard Fenton called, “When They Say No” was released in 2023.

 

Guest Links:

When They Say No

www.Goforno.com/Quiz

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

Guest: Chet Lovegren

 

Guest Bio:

With over 11 years of sales and sales leadership experience, Chet Lovegren started The Sales Doctor in 2020 as a way of providing a ‘prescriptive’ approach to revenue problems and struggling go-to-market strategies. Chet has helped build out sales processes and teams that led to companies successfully raising over $100M in VC Funds, Chet follows a ‘prescriptive’ approach to solving revenue problems and provides go-to-market professionals with the right dose of practical and tactical info needed to stop the revenue bleed from archaic practices and methods.

 

Guest Links:

Sales Doctor Rx Newsletter: www.thesalesdocrx.com/newsletter

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this week’s Scale Your Sales Podcast episode, my guest is Barrett King.

Barrett King is the Senior Director of Revenue at New Breed, HubSpot's top partner and he is the host of the Outcomes Podcast - a show about Partnerships in SaaS.

In this episode, Barrett shares profound insights on servant leadership, cultivating a customer-centric sales culture, and the transformative power of partnerships in driving scalable growth. Discover key takeaways, including the importance of humility in leadership, the shift towards value-driven B2B SaaS sales, and actionable strategies for fostering long-term customer relationships. This episode is a valuable resource for sales leaders and professionals looking to elevate their go-to-market strategies and organizational culture.

Welcome to Scale Your Sales Podcast, Barrett King.

Timestamps:

04:48 – Foster culture, partnership, and customer-centered mindset.

 

09:46 – Humanity and humility are key for effective scaling.

 

15:44 – Best salespeople enter work with open mindset.

 

18:43 – Sales industry struggles with recruiting and leadership.

 

20:16 – Staff member learns management lesson during rush.

 

30:22 – Leveraging partnerships, sharing value, and kindness.

 

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

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

 

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

 

Twitter: https://twitter.com/JaniceBGordon 

 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

 

More on the blog: https://scaleyoursales.co.uk/blog 

 

Instagram: https://www.instagram.com/janicebgordon    

 

Facebook: https://www.facebook.com/ScaleYourSal...

Guest: Randy Crane

 

Guest Bio:

Randy Crane, affectionally known as The Fearless Marketer, is a nationally acclaimed sales and marketing expert with over 40 years of experience with many global brands and startups. He is passionate about leadership and emotional marketing strategies that deliver Real Value to customers and impact businesses. Randy is a mentor, a visionary, and a true master of his craft, inspiring others to reach for greatness and achieve their dreams.

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this week’s Scale Your Sales Podcast episode, my guest is Blake Hudson.

Blake is an experienced revenue leader and holistic career coach with diverse experiences in politics, academia, and tech sales. His career brings powerful insights, whether running for State Senate at 24 or generating more than $10 Million in revenue. He recently launched launched Story Selling: The Interview Course.

In this episode, Blake unveils the secrets behind his recently launched interview course, designed to guide individuals through the challenging process of reentering the workforce post-layoffs. From crafting killer emails and embracing video prospecting to advocating for quality messaging and 360-degree learning within sales teams, Blake shares a wealth of knowledge. The episode delves into the nuances of building meaningful stakeholder relationships, adopting a buyer-centric sales approach, and harnessing the power of impactful video messaging. Get ready for an engaging discussion filled with insights that span personal growth, career resilience, and refined sales strategies.

Welcome to Scale Your Sales Podcast, Blake Hudson.

Timestamps:

03:48 – Empathy, struggle, and overcoming obstacles to fulfill potential.

 

08:08 – Stats guide quality improvements for email success.

 

11:15 – Sales managers need peer learning.

 

14:04 – Establish channels, understand stakeholders, create recurring meetings.

 

22:22 – Video prospecting during pandemic emphasized human connection.

 

25:11 – Embrace your unique energy, don't compare.

 

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

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

 

Book Janice to speak virtually at your next event:  https://janicebgordon.com 

 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

 

Twitter: https://twitter.com/JaniceBGordon 

 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

 

More on the blog: https://scaleyoursales.co.uk/blog 

 

Instagram: https://www.instagram.com/janicebgordon  

 

Facebook: https://www.facebook.com/ScaleYourSal...

 

 

 

Guest: Greg Brooks

 

Guest Bio:

Greg is a partner in Rocket Station and oversees everything business development and marketing. He joined the Rocket Station team with an immense background in sales and entrepreneurship, both in the public and private sectors. He has led teams in many industries including sponsorship, fundraising, consumer packaged goods, military resale, and hospitality. On top of this, he has worked for some of the top Fortune 500 companies as well as having started and sold multiple companies of his own.

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this weeks episode of The Goats of Growth, I found myself on the flip side of the microphone, participating in the insightful 'Allegos EnableMinute.' During our conversation, we delved into the nuances of strategic hiring, the art of coaching for success, and the pivotal role that revenue leaders play in steering the trajectory of growth.

Allegos Linkedin Profile

Allego.com

Jay Webb's background and the Goats of Growth (00:02:04) Jay Webb's role as the founder and CEO of the Goats of Growth, and the concept behind the name.

Interview and hiring process for revenue leaders (00:03:09) The initial steps and process involved in interviewing and hiring a revenue leader.

Qualities and characteristics of revenue leaders (00:06:02) The common qualities and characteristics organizations look for in a revenue leader.

Assessing a candidate's strategic vision and ability (00:09:18) Methods for assessing a candidate's strategic vision and ability to drive revenue growth.

Successful placements and standout candidates (00:13:06) Examples of successful placements for revenue leadership positions and standout candidates.

Key trends and emerging practices in revenue leadership (00:16:30) Discussion on key trends and emerging practices in the field of revenue leadership.

Succession planning for revenue leaders (00:19:17) The importance of succession planning for revenue leaders and the skills needed for the future.

Succession Planning (00:20:28) Importance of staying updated on skills and trends for CEOs and revenue leaders.

Early Conversations (00:21:38) The significance of starting conversations about leadership changes early to avoid disruptions.

Recruiting Mentality (00:22:26) Emphasizing the need for revenue leaders to have a proactive approach to talent identification and recruitment.

Guest: Collin Mitchell

 

Guest Bio:

Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Chief Evangelist at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals. Collin is also the host of Sales Transformation. He started with nothing but managed to grow his first business from 0 to 5M ARR in 26 months!

 

Guest Links:

Sales Transformation

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this week’s Scale Your Sales Podcast episode, my guest is Joe Marcoux.

Joe, also known as the Sales Sensei, is the founder of the Sales Dojo where entrepreneurs, business professionals and sales leaders go to practice their skills LIVE in an interactive and safe environment.

In this episode, Joe shares insights on mastering the art of objection prevention and building robust client relationships. Emphasizing emotional resilience and rigorous practice, Joe unveils effective strategies for skillfully navigating the complex terrain of sales. His approach transcends the traditional transactional mindset, focusing on genuine connections that go beyond a mere sales pitch. Joe not only shares valuable tips on handling objections but also sheds light on the two pivotal elements crucial for propelling buyers forward in the sales journey. For further exploration of these concepts, be sure to check out Joe's book, "Business Evolution," where he delves deeper into the evolution of successful business practices.

Welcome to Scale Your Sales Podcast, Joe Marcoux.

 

Timestamps:

 

05:13 – Make decision easy, focus on buyer's process.

 

06:23 – Alignment is key for creating trust and inclusion.

 

09:42 – Overcoming objections requires practice and composure.

 

22:20 – Align, inspire, motivate, and empower for success.

 

24:33 – Consistency is key for physical and mental well-being.

 

29:58 – Earn the right before presenting your bait.

 

https://sosdojo.com/free-sos-book-jbg
https://www.facebook.com/realjoemarcoux/
https://www.linkedin.com/in/joemarcoux/
https://www.instagram.com/sosdojo/
https://twitter.com/joemarcoux

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

 

Book Janice to speak virtually at your next event: https://janicebgordon.com 

 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/    

 

Twitter: https://twitter.com/JaniceBGordon 

 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

 

More on the blog: https://scaleyoursales.co.uk/blog 

 

Instagram: https://www.instagram.com/janicebgordon     

 

Facebook: https://www.facebook.com/ScaleYourSalesJBG 

 

 

Guest: Marco Torres

 

Guest Bio:

Marco Torres is the Founder of MarketingBoost.com, he has helped thousands of business owners worldwide boost sales and scale their businesses by as much as 5-fold through the use of incentive-based marketing. He teaches entrepreneurs how to soar sales & marketing through the use of “Value-Add-Incentives” instead of discounts. His Facebook Group is home to more than 27,000 active business owners who are raking in sales with his advice and amazingly affordable subscription program.

 

Guest Links:

Special offer 30 days of MB for $1.00 - https://marketingboost.com/podcast 

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

How do you hire for growth without over hiring?

That's part of what I spoke to Karl Sharman, Head of Talent at Forgepoint Capital, about in this episode where he shared his perpective on the following:

• Why paying attention to ARR/Revenue per employee is so important and the alarming trend he saw happening 2H of 2022
• The role of talent management and why he advices their porfolio companies to focus on performance efficiency
• How he helps their Founders/CEO to understand what great talent management looks like 
• Why it's important that Forgepoint Capital invest in Founders and CEO's that are coachable
• What he looks for when evaluating CROs
• Why having the proper organizational design is so critical to managing burn rate

All that an more in this episode. 

Karl Sharmans Linkedin Profile

The Southampton Football Club (00:01:10)
Discussion about the guest's experience and role at the Southampton Football Club.

Talent Spotting in Football (00:03:50)
Talent spotting process and decision-making in football recruitment.

Transition to Forge Point Capital (00:07:41)
Karls transition from the football world to working with Forgepoint Capital.

Forge Point Capital's Investment Focus (00:10:07)
Overview of Forgepoint Capital's investment focus and portfolio companies.

Talent Acquisition and Performance Management (00:15:03)
Discussion on the shift from talent acquisition to performance management and its impact on companies.

The portfolio benchmarking (00:19:14)
Discussing the mixed portfolio and the benefits of sharing data and benchmarking for better understanding and decision-making.

Performance management and development (00:21:32)
Exploring the positive aspects of performance management, including employee development, and dispelling negative connotations.

Culture and talent management (00:23:24)
Discussing the impact of culture, naming, and positive language in talent management and the importance of coaching and educating founders and executives.

Coaching and influencing founders (00:24:23)
Exploring the role of coaching and influencing founders and executives in making informed decisions and having a positive impact on their companies.

Distribution of organization (00:27:07)
Examining the distribution of organizational resources, particularly in relation to engineering, and the importance of achieving a balanced organizational design.

Measuring the value of a CRO (00:30:03)
Introducing the concept of valuing a Chief Revenue Officer (CRO) and discussing the criteria for measuring their impact and success.

Factors affecting CRO tenure (00:31:24)
Exploring the reasons for the average 17-month tenure of CROs, including transparency, expectations, and onboarding, and the importance of context and experience in evaluating CRO candidates.

Attributes of a top CRO (00:37:47)
Discussing the qualities and attributes of a top CRO, including energy, positivity, and previous experience, and the importance of building scorecards to identify top candidates.

Tom Brady and NFL Player Comparison (00:38:40)
Comparing Tom Brady's role in NFL to hiring the right candidate for a company.

Onboarding Responsibility (00:39:43)
Discussion on the responsibility of onboarding new hires, particularly for CEO and CRO positions.

CEO's Role in Onboarding (00:40:22)
The importance of CEO involvement in onboarding, with a reference to Elon Musk's approach.

Motivation and Impact (00:43:28)
Discussion on what motivates the speaker and the impact of making a difference.

Long-Term Goal: Becoming CEO of Disney (00:44:44)
Karls ambition to become the CEO of Disney and the long-term goal associated with it.

Community and Collaboration Impact (00:48:42)
The significant impact of community and collaboration on the speaker's career and business operations.

 

Guest: Keith Hall

 

Guest Bio:

President and Chief Executive Officer. Keith was born and raised in Dallas, Texas and graduated from the University of Texas at Austin in 1981. He began his career with the public accounting firm of KPMG and has worked with and on behalf of the NASE since 1991. Of his many duties with the NASE, his passion remains to answer tax and financial questions every day directly from NASE members via Ask the Experts.

 

Guest Links:

www.NASE.org 

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

Guest: Andrew Quinn

 

Guest Bio:

Andrew is the former VP of Sales Productivity and Enablement for HubSpot. Over his 14 years at HubSpot, Andrew has always been focused on building strong sales teams and people development programs. His mission has always been to enhance the capabilities of sales teams and leaders of a rapidly growing organization. He’s a strategic leader that spearheaded the development of high-quality training and leadership development programs that supported HubSpot’s rapid growth from $6M in revenue in 2009 when he joined to over $2B in 2023. Andrew has over 25 years experience in sales, management and training with Fortune 500 companies and startups including Verizon, Microsoft and BuyerZone. Andrew is an advisor to several startups including Valor Performance and ConversionCoach.

 

Guest Links:

A Strong Team Starts at Onboarding, an interview with Andrew Quinn
https://www.forentrepreneurs.com/onboarding/ 

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this week’s Scale Your Sales Podcast episode, my guest is Virginia Chere Lucett, a Revenue Growth Expert.

Virginia is a seasoned Growth leader in vertical SaaS, with a remarkable focus on Construction Technology spanning the last 9 years. Spending 20-year in Marketing, Chere has seamlessly transitioned into leading revenue teams for seed to series B stage companies. Her passion for growth and innate problem-solving skills defines her approach. Notably, Chere thrives in challenging the status quo, demonstrating a knack for breaking through conventional rules.

In this episode, Virginia discusses her experience and expertise in leading revenue teams for startup organizations, from seed stage to series B funding. She shares insights on the challenges and rewards of the early-stage startup environment, the importance of being customer-centric, and the strategies she uses to optimize salespeople and sales operations. Additionally, she discusses her upcoming ventures in advising, consulting, and launching a go-to-market fund. Join the conversation and gain valuable insights on sales operations and growth leadership from our amazing guest.

Welcome to Scale Your Sales Podcast, Virginia Chere Lucett.

 

Timestamps:

 

05:24 – Your technical expertise is invaluable for startups.

 

06:45 – Focus on product, customer, and solving problems.

 

09:55 – Efficiency, risk, and uncertainty in business growth.

 

13:30 – Recognize limitations and practice honesty for success.

 

21:22 – Customer success drives early sales process success.

 

24:51 – Building relationships requires trust and prioritizing customers.

 

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

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

 

Book Janice to speak virtually at your next event:  https://janicebgordon.com

 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/   

 

Twitter: https://twitter.com/JaniceBGordon

 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast  

 

More on the blog: https://scaleyoursales.co.uk/blog

 

Instagram: https: //www.instagram.com/janicebgordon   

 

Facebook: https://www.facebook.com/ScaleYourSal...

53 % aller Vertriebsmitarbeiter erreichen ihre Vertriebsziele nicht. Was läuft hier falsch? Ist es nicht die Aufgabe der Führungskraft, die Performance seines Teams zu entwickeln? Und wie kann dies funktionieren, wenn Vertrieb zunehmend schwieriger wird? Viele meiner Kunden berichten mir, vor welchen Herausforderungen sie stehen, wenn die Umsätze stagnieren oder sogar sinken, die Erwartungen an das Ergebnis aber von Jahr zu Jahr wachsen. Ich erkläre im ersten Teil zum Thema Sales Leadership, wie Vertrieb heute erfolgreich geführt werden kann, um beste Performance zu erreichen und die Motivation gleichzeitig zu fördern. Spoileralarm: im zweiten Teil, der in Kürze erscheint, geht es um Motivation im Vertrieb und alte sowie neue Vergütungsmodelle.

Welcome to another episode of "The Goats of Growth"! Today, I sit down with Evan Macedo, the Treasurer & VP of Operations/Finance at Sapers and Wallack, a financial services business. We're diving into the world of executive benefits packages and why they matter for venture and private equity portfolio companies

In our chat, Evan breaks down why these packages are a big deal for attracting and keeping the best talent. He shares practical tips on designing these benefits, making sure they match what employees really want and need. Plus, if you're a new executive, Evan has some straightforward advice on how to negotiate your own package.

Evan Macedos Linkedin Profile

https://sapers-wallack.com/

The importance of executive benefits packages (00:02:03) Discussing why having the right executive benefits package is critical for attracting and retaining talent.

Case study: Offering a competitive executive benefits package (00:03:59) Exploring how a tech company under $100 million in revenue can offer a benefits package to incentivize a new Chief Revenue Officer and retain them.

Common mistakes in executive benefits packages (00:09:34) Highlighting the lack of communication and understanding of benefits as a common issue in companies.

The importance of communication and meaningful benefits (00:10:18) We discuss the importance of effective communication and offering benefits that hold personal value to employees.

The "Keep Plan" to incentivize employee retention (00:11:22) Evan introduces the "Keep Plan," which offers financial incentives for employees with children going to college, encouraging them to stay with the company.

The Sharpe Concept for maximizing retirement savings (00:12:38) Evan explains the Sharpe Concept, a supplemental alternative retirement program that allows individuals to maximize their retirement savings beyond traditional 401(k) plans.

Unreasonable Expectations (00:21:41) Discussion on the importance of doing homework on a company and avoiding unreasonable expectations from an incoming employee.

Long-Term Investment (00:22:12) Importance of finding the right fit between company goals and employee goals to avoid making a bad hire and the benefits of upfront due diligence.

Motivation to Help People (00:23:33) Evan's motivation to wake up every day and help people by solving their retirement worries and providing peace of mind.

Evan Macedo's contact information (00:31:46) Evan shares his contact information and encourages listeners to visit the company's website to learn more about their services.

Show notes with Evan Macedo's details (00:32:15) Jay mentions that they will include the details of Evan Macedo's contact information in the show notes for easy reference.

 

 

In this episode of "The Goats of Growth", I had the plasure of talking with Cliff McDonald, co-managing partner of BrainHeart Growth and Chief Growth Officer of RehabPath.

Cliff shares his personal journey with addiction and recovery, and how this led him to his role at RehabPath. We discuss the importance of managing career stress, aligning personal values with one's work, the significance of emotional intelligence in team dynamics, and the necessity of psychological safety in the workplace. Cliff dives into insights on evaluating a company's culture and the importance of authentic core values.

Cliff Macdonalds Linkedin Profile

The journey to Rehab Path (00:01:08) Cliff McDonald discusses his transition from BrainHeart Growth to becoming the Chief Growth Officer at RehabPath.

Working in behavioral health (00:03:11) Cliff shares his personal experience with substance use disorder and his passion for working in the behavioral health industry.

Discovering Rehab Path (00:07:04) Cliff explains how he came across Rehab Path and his initial involvement with the company before joining as a formal team member.

The importance of having a guide in recovery (00:11:22) Cliff discusses how having a platform like RehabPath can match individuals with treatment providers.

The pressure of being revenue responsible (00:12:25) Cliff reflects on the pressure of being revenue responsible and shares a story about Shaquille O'Neal's perspective on pressure in comparison to his own experience.

The importance of finding meaning and mission in work (00:16:54) Cliff talks about the significance of finding meaning and purpose in one's career, and how being tied to the mission of an organization contributes to overall well-being and prevents burnout.

The importance of engagement and relationships (00:21:53) Discussion on the significance of engagement and relationships in finding the next opportunity and experiencing positive emotions and achievement.

The value of core values and team dynamics (00:24:56) Exploration of the importance of core values and team dynamics in creating a positive work environment and successful teams.

Challenging toxic cultures in sports and business (00:30:16) Conversation about the need to challenge toxic cultures in sports and business, promoting psychological safety and creating a safe environment for individuals to perform their best.

The culture of an organization (00:31:11) Discussion on how to evaluate the culture of an organization during the interview process and how to uncover if it is authentic or just lip service.

Authentic core values (00:33:01) Importance of authentic core values in a company and how they are proven or disproven through stories shared by leaders.

The spiritual life and past life exploration (00:41:44) Cliff discusses his experience of feeling free in nature and speculates about being an explorer in a past life.

The story of the two wolves (00:42:27) Cliff shares an old Native American tale about the two wolves that exist within each person, one representing negative emotions and the other representing positive emotions.

Reflections on fatherhood and future lives (00:43:24) Cliff and Jay discuss the idea of coming back in a future life, with Cliff expressing a desire to come back as a wolf and Jay jokingly suggesting he wants to come back as his own children.

Guest: Juliana Marulanda

 

Guest Bio:

With over 20 years of experience across Wall Street, the nonprofit sector, technology startups, and family-owned businesses, Juliana Marulanda, founder at ScaleTime, has served over 500 digital agencies. Featured by Forbes and Entrepreneur, Juliana helps uplevel businesses into lean, mean, profitable machines. On average, she and her team create ways to free up at least 30 hours per week for her clients so they can have successful agencies that run without them. Founders can find themselves saying “I do what I want, how I want, whenever I want” - Now that is freedom. Juliana is passionate about providing audiences with invaluable tools that they can use instantly to start improving their business. Her wealth of agency growth secrets and expertise in growth management will put agency owners and marketers on the path to scaling a business.

 

Guest Links:

www.scaletime.co

 

 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

In this week’s Scale Your Sales Podcast episode, my guest is Andy Champion, the Vice President and General Manager of Highspot.

 

Andy is an ex-British army officer who excels in leading SaaS go-to-market teams in EMEA and ANZ, guiding them through IPOs and market expansion. He's passionate about mentoring diverse talent in dynamic, accountable autonomous environments to achieve outstanding outcomes.

 

In this episode, we dive into Andy's journey in sales leadership, exploring the profound impact of technology on sales strategy. We discuss the pivotal role of investing in people and coaching in driving successful sales teams, touching on recruitment challenges and the key behaviors indicative of future success. From leveraging sales-specific data sets to the game-changing potential of generative AI in personalized coaching, our conversation offers insights for sales professionals and leaders alike. Join us as we unravel the dynamics of sales, leadership, and technology, providing valuable strategies to scale your sales. Get ready to immerse yourself in the depth of our discussion—you're sure to love every moment of this episode.

Welcome to Scale Your Sales Podcast, Andy Champion.

 

Timestamps:

 

01:46 – Why did Andy join Highspot?

 

07:54 – Success strategies start from the people.

 

11:08 – How do you make sure that you do have the right people for the job?

 

14:55 – As salespeople, we are responsible for our own success.

 

22:20 – Coaching cost time, and time is the most valuable.

 

26:06 – Generative AI can analyze and summarize calls for personalized coaching.

https://www.highspot.com/
https://www.linkedin.com/in/andychampion/ 

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

 

Book Janice to speak virtually at your next event https://janicebgordon.com 

 

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/     

 

Twitter: https://twitter.com/JaniceBGordon 

 

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   

 

More on the blog https://scaleyoursales.co.uk/blog 

 

Instagram: https://www.instagram.com/janicebgordon    

 

Facebook: https://www.facebook.com/ScaleYourSal... 

In this episode of "The Goats of Growth", I interview Lindsay Meyl, co-founder of RevAmp, a platform that enhances the impact of revenue teams by analyzing and intervening in all revenue-generating activities.

We discuss discuss her bottoms-up capacity model  and the common mistakes people make in capacity planning--particulary pertaining to have the proper GTM resources to hit your target. 

You do not want to miss out on this episode if you're capacity planning for 2024. 

Lindsey Meyls Linkedin Profile

Bottoms Up Capacity Planning Model (00:04:34) Jay discusses the bottoms up capacity planning model created by Lindsay and asks her about common mistakes people make in their planning for the future.

The go-to-market strategy (00:11:13) Explains the different components of a go-to-market strategy, including outbound and inbound actions, partner plays, and customizing resource ratios.

Assigning demand channels (00:12:18) Discusses how the model assigns specific demand channels based on the go-to-market motion, allowing for easy translation into pipe council meetings.

Establishing baselines and improving productivity (00:17:07) Emphasizes the importance of setting personal baselines for performance and improving from there, rather than relying on external benchmarks. Also discusses the relationship between headcount and productivity in achieving revenue goals.

The monthly targets for revenue (00:21:04) Discussion about the monthly targets for each team to ensure they are on track to meet the revenue target.

The importance of having a tool like Revamp (00:21:59) The need for a tool like Revamp to provide visibility and ease of analyzing information to improve performance.

Knowing when to scale (00:23:31) Exploring the concept of scaling based on leading indicators of success, such as time to value and net retention revenue.

The big goal (00:31:17) Lindsay Mitchell talks about her goal for Revamp to become the next HubSpot and disrupt the go-to-market industry.

Preferred way to learn (00:32:17) Lindsay discusses her preferred ways to learn, including listening to podcasts and participating in go-to-market communities and courses.

Favorite thing to do when not working (00:34:09) Lindsay reveals that she enjoys reading as her favorite activity when she's not working.