saas sales

"The younger generation screams for authenticity."

Authenticity has become a critical word in not just sales, but all of business.

But what does it mean to be an authentic seller?

How are sellers of the past different from the sellers of today?

And how do you lead a team of today's sellers to become not just good, or great, or even exceptional, but elite?

Michael Norton is our first guest in the second season of the Authentic Sales Leader Podcast. Michael has seen and done it all in his near 40-year career in sales. Starting his sales journey under the legendary Zig Ziglar, he has seen trends come and go and has a keen eye for how the future of sales will shape up.

This episode, Michael talks to Amarpreet Kalkat about:

1. What it means to be truly authentic
2. How sales leaders should handle a multi-generational workforce
3. The relationship between effort and success
4. How to do all this and still have fun!

Episode 25 – 2023 Sales Shockers & 2024's Illuminati Predictions

Buckle up, Big Sale Illuminati! Our expert panel cracks the code on 2023's mind-blowing sales trends, exposing tactics that skyrocketed profits and strategies that fizzled fast. Then, they peer into the future, revealing the key shifts that will transform how you sell in 2024. Want to stay ahead of the curve and crush your quotas? This episode is your secret weapon. Get ready for actionable insights, counterintuitive predictions, and maybe even a sprinkle of Illuminati wisdom.

To learn more about our panelists or to contact them, visit:

Tom Searcy

Founder & CEO, Hunt Big Sales

https://www.huntbigsales.com/

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

Monique de Maio

Founder & CMO, ondemandCMO

https://www.ondemandcmo.com/

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

Mark Kennedy

President, Terakeet

https://terakeet.com/

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

Tiffany Olson

President, CEO & Board Member

https://www.tiffanyolson.net/

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

Episode 24 – Sell More By Leveraging High Performance Teams

We all know that big sales are rarely sold or closed by just one person. It takes a high performance sales team to be successful. But what does it mean in sales and more importantly, what does it look like? This episode gets into the gritty details of setting the vision, structure and metrics of a high performance sales team.

To learn more about our panelists or to contact them, visit:

Tom Searcy

Founder & CEO, Hunt Big Sales

https://www.huntbigsales.com/

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

Monique de Maio

Founder & CMO, ondemandCMO

https://www.ondemandcmo.com/

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

Mark Kennedy

President, Terakeet

https://terakeet.com/

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

Tiffany Olson

President, CEO & Board Member

https://www.tiffanyolson.net/

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

On today’s episode, I spoke with Dee Acosta about pipeline growth in 2023 and outbound marketing. Dee is the Senior Director of Sales and Strategic Growth at Modigie. He’s done $20 million in sales and set at least 2000 outbound meetings, so lots to dive into here.

Here’s what you’ll learn:

• How pipeline growth has changed a strategy
• Ways to impact pipeline as a marketer
• Why outbound is a top-tier strategy for companies

Welcome to the Authentic Sales Leader podcast, where exceptional sales leaders share stories, experiences, and advice on what it means to be an authentic sales leader. In this episode, we have Mallorie Maranda, VP of Sales at WorkRamp, joining as a special guest. Mallorie shares her journey from being an individual contributor to reaching the position of VP of Sales. She shares insights on the challenges and rewards of transitioning into sales leadership roles and provides valuable advice for those aspiring to become sales leaders.

Mallorie's career in sales began as an outbound BDR at Oracle. She started right out of college with no prior knowledge of sales or software. Her journey from an IC to a frontline manager was a significant step in her career. Mallorie emphasizes the importance of understanding all aspects of frontline sales management beyond coaching reps. Building territories, headcount planning, cross-functional collaboration, and pipeline acceleration are all integral parts of the role.

The transition from frontline manager to VP of Sales was a significant change for Mallorie. With this promotion came a loss of control over deals and forecasts, requiring trust and alignment with the leadership team. Time management also became crucial, as she had to prioritize the needs of different departments. Mallorie views these inflection points as opportunities for growth and development, shaping her skills and approach to leadership.

One key factor Mallorie highlights in her journey is the importance of continuous learning. She advises aspiring sales leaders to be like sponges, observing and learning from experienced leaders in their organization. This includes not only watching sales leaders but also leaders from other departments to gain a broader perspective. Seeking out mentors and forming partnerships with managers who are in the desired role can provide invaluable guidance and insights.

In terms of managing expectations, Mallorie shares her approach to setting clear expectations with her sales team. She believes that to keep reps motivated and engaged, it is crucial to explicitly communicate what is expected of them in addition to quota attainment. By providing weekly, monthly, and quarterly metrics, sales leaders can help reps understand what activities will give them the best chance of success. For Mallorie, controlling one's own destiny and focusing on low-hanging fruit are critical aspects of achieving success in sales.

Addressing the challenging times in SaaS sales, Mallorie acknowledges the low quota attainment rates and the need to keep reps motivated and excited. While adjustments to quotas can be a potential solution, Mallorie emphasizes the importance of maintaining consistency and avoiding setting the expectation that quotas will be adjusted whenever there is an economic slowdown. Instead, she focuses on providing guidance, setting clear expectations, and recognizing other scores on the rate card that indicate success as an AE within the organization.

Defining and fostering the culture within a sales organization is another essential aspect of sales leadership. Mallorie suggests tying the culture back to the company values and actively incorporating those values into daily operations. For example, at WorkRamp, two core values, "One Team" and "Always Be Improving," are emphasized within the sales organization. These values are repeated in meetings, shout-outs, and newsletters, providing consistent reinforcement. Additionally, WorkRamp has created a fun and engaging prospecting activity called the "Great Work Ramp Bake Off," where the entire AE team meets every Monday for 2 hours to prospect together. This activity encourages productivity while creating a sense of camaraderie and belonging.

When discussing the role of AI in sales, Mallorie acknowledges its inevitability and highlights its current benefits in terms of efficiency gains. Leveraging AI in tools like Gong Atrium has enabled sales leaders to be more efficient with their time by summarizing calls and providing actionable next steps. She also predicts that AI will play a significant role in lead qualification, prioritization, and self-serve models. Mallorie believes that as transactional sales become more automated through AI, sales teams will shift their focus to larger, more complex deals where the human touch and negotiation skills are essential.

In conclusion, Mallorie Maranda's journey to becoming a VP of Sales teaches valuable lessons about the path to sales leadership. Her advice on observing and learning from experienced leaders, setting clear expectations, fostering a positive and engaging culture, and embracing the role of AI in sales provides valuable insights for aspiring sales leaders. As sales organizations continue to evolve, the qualities of authenticity and continuous learning will remain fundamental for successful sales leaders in the ever-changing landscape of sales.

Welcome to the Authentic Sales Leader podcast, where we bring on exceptional sales leaders to dig into their stories and experiences, get their advice, and most importantly, learn what it means to them to be an authentic sales leader. In this episode, our host Jeff Kirchick is joined by Steph Sanders, the Head of Sales for the Americas at ContractBook. Steph discusses her background in sales, her role at ContractBook, and the challenges of building the go-to-market strategy for a European company in the United States. Additionally, she shares insights on hiring for sales roles, managing in a challenging sales environment, and the impact of artificial intelligence (AI) on sales.

## Background and Role

Steph Sanders has been in sales her entire career, graduating from college in 2009. She started working for a company that provided outsourced business development (biz dev) services for companies. She fell in love with the sales process and sales training and has since worked in various sales leadership roles in the software tech industry. Currently, she is the Head of Sales for the Americas at ContractBook, a Danish-based company, where she is responsible for managing the revenue function for North America and helping the company scale and go to market in the United States.

## Challenges of Building Go-to-Market Strategy

Steph has experience with European companies expanding into the US market and acknowledges that there are both pros and cons to this endeavor. One of the pros is that an established European company already has a playbook and go-to-market strategy for its home region, providing a sense of security. Additionally, being backed by prominent US-based venture capitalists (VCs) adds credibility and support in the US market. However, there are challenges, including cultural differences and time zone disparities. Steph highlights the importance of fostering unity within the company and facilitating open communication to minimize these challenges. Monthly town halls, meetups, and team-building activities are some of the strategies used to bridge the gap between the European and American teams.

## Hiring for Sales Roles

As a sales leader, one of the critical aspects of the job is building a strong sales team. When hiring, Steph looks for individuals who possess hunger, grit, and a strong work ethic. She focuses on candidates' stories and experiences, particularly those that demonstrate commitment and dedication, which are essential qualities for success in a startup or scale-up environment. Steph also values coachability and the ability to work well within a diverse team. She emphasizes using situational and behavioral questions to assess candidates' suitability and to gauge their personality and interpersonal skills, as these are crucial for building connections and rapport with clients.

## Managing in a Challenging Sales Environment

Sales professionals are currently facing unique challenges, with a downturn in the SaaS world and a decrease in hitting quotas. Steph acknowledges the difficulty this presents for sales managers, as it affects the team's morale and motivation. To address these challenges, she emphasizes the importance of transparency and empathy. Communicating openly about the situation and being transparent about the company's goals and numbers is crucial in alleviating uncertainty and doubt. Steph spends more time working on deals with her team to gain a deeper understanding of the sales process and to provide support. Additionally, she acknowledges the possibility of adjusting goals and compensation plans to align with the changing landscape and provide the team with a sense of support and solidarity.

## The Impact of Artificial Intelligence (AI) on Sales

AI is revolutionizing various industries, including sales. While many tools and technologies claim to automate salespeople's work, Steph believes that AI cannot replace the human element of sales. Instead, it can augment and support sales teams. Experimenting with AI tools for tasks like list building and prospecting research can help streamline processes and provide valuable insights. However, Steph emphasizes the need for sales professionals to embrace AI creatively and find ways to differentiate themselves from the competition. Simply replicating what others are doing with AI won't lead to success. Understanding buyer personality data and utilizing AI tools to personalize messaging and make data-driven decisions can be valuable in keeping up with the evolving sales landscape.

## Conclusion

Authentic sales leadership plays a crucial role in building and scaling sales teams. Steph Sanders emphasizes transparency, empathy, and open communication as essential qualities of effective sales leaders. Hiring individuals with hunger, grit, and coachability is vital for success in a startup or scale-up environment. Sales managers must adapt to challenging sales environments by being transparent about goals and compensations, providing support, and working together with the team to overcome obstacles. While AI has the potential to enhance sales processes, it cannot replace the human touch in sales. Sales professionals must embrace AI creatively and use it as a tool to stand out from the competition. By embracing authenticity and leveraging the power of technology, sales leaders can build successful sales teams and drive growth in the ever-evolving sales landscape.

## The Power of Transparency in Sales

Welcome to the Authentic Sales Leader podcast, where we bring on exceptional sales leaders to dig into their stories and experiences. In today's episode, we have a very special guest, Todd Caponi, a former sales leader, author, and keynote speaker. Todd is known for his work on transparency in sales and how it can revolutionize the industry.

## The Background

Todd shares his journey in sales and how his passion for coaching and leading led him to his current work. He reveals that his interest in decision science and learning theory led him down the path of writing books and coaching sales teams. Todd's fascination with the power of transparency in sales started with a research study he conducted while working as the Chief Revenue Officer of a company called Power Reviews.

## The Power of Transparency

Todd discovered that buyers today are more informed than ever before. They often read negative reviews first and prefer products with an average review score between 4.2 and 4.5. This insight prompted Todd to realize that our brains as human beings are drawn to the negative because we know that perfection does not exist. Transparency, therefore, plays a crucial role in building trust with customers.

## The Relationship Between Transparency and Authenticity

The conversation then shifts to the relationship between transparency and authenticity. Todd explains that while they are related, they are not the same. Authenticity is about being a human being and understanding that the customer's outcomes matter. Transparency, on the other hand, is about helping the customer predict and being honest about what your solution may not be able to provide. Both are vital in creating trust and building strong relationships.

## The Importance of Transparency in Sales Today

With buyers having access to more information than ever before, Todd emphasizes that transparency is essential in today's sales profession. Customers can easily find the truth about a product or service, so it's better for salespeople to be upfront and address any potential concerns early on. By embracing transparency, sales cycles can speed up, win rates can improve, and it becomes harder for competitors to undermine your messaging.

## Stories of Transparency in Action

Todd shares two powerful stories that illustrate the impact of transparency in sales. In the first story, he recounts a meeting with a potential client where he chose to start by highlighting the strengths of their competitor. This approach shifted the dynamic of the conversation, leading to a more collaborative and open discussion. In the end, Todd's transparency helped secure the deal.

In the second story, Todd discusses a workshop he conducted where he encouraged participants to embrace transparency. One attendee resisted the idea, believing that in the current economy, every opportunity must be pursued aggressively. Todd challenged this perspective, explaining that playing the long game and focusing on customer outcomes leads to better results in the short term as well.

## Implementing Transparency in Sales

To implement transparency in sales, Todd offers some actionable steps. First, sales professionals should reflect on their own buying behavior and recognize the power of negative reviews. Second, they should research their company's online reputation by searching their company name plus "reviews" on Google. This will provide insights into what customers are finding and how it aligns with their messaging. Lastly, leaders should embrace losses and analyze why deals were lost to uncover trends and improve messaging.

In conclusion, transparency is more critical than ever in sales. By embracing transparency and authenticity, sales professionals can build trust, speed up sales cycles, improve win rates, and differentiate themselves from the competition. Through stories and actionable steps, Todd Caponi demonstrates the power of transparency and invites sales leaders to transform their approach for greater success.

In this episode, we are joined by Ray Drew, the managing business development officer for Fund-Ex Solutions Group. Ray is considered a thought leader in the SBA lending space and also hosts the Art of SBA Lending podcast. In this episode, we will dive into Ray's background, the concept of SBA lending, his success in the industry, and his unique approach to differentiation and personal branding.

Ray's journey in the financial services industry began after he completed his marketing degree in college. Initially, he had no intention of pursuing a career in sales, but a marketing internship at an SBA lender opened his eyes to the world of small business lending. He quickly fell in love with both SBA lending and sales. Ray attributes a significant part of his success to the habit of reading books. In his early years, he read multiple books on sales and marketing, constantly seeking ways to improve his skills and knowledge.

SBA lending, according to Ray, involves lending money to small business owners for various purposes such as buying businesses, buying out partners, or purchasing real estate for their businesses. It is a niche industry but plays a vital role, especially in the M&A activity happening in the business world today. SBA loans can finance transactions up to $5 million, making them attractive to small to medium-sized businesses.

When it comes to differentiating himself from other SBA lenders, Ray emphasizes the importance of personal branding and education. By establishing himself as a thought leader through his podcast and YouTube channel, Ray has not only gained a following but has also built trust and credibility in the industry. His content provides valuable information that helps potential borrowers and referral sources understand the complexities of SBA lending. Ray believes that customers today have the power to do their own research, and by offering educational content, he is able to stand out from the competition.

As a player-coach, Ray also shares his insights and strategies with his team. He believes in hiring high-performing individuals who do not require excessive coaching. He encourages his team members to establish themselves as thought leaders and provides them with the freedom to explore their own growth paths. Ray's approach to leadership focuses on empowering his team rather than micromanaging their every move.

Referrals play a significant role in the SBA lending space, and while many professionals shy away from asking for referrals, Ray sees the value in it. He suggests asking for referrals at appropriate moments, such as when a problem has been solved for a customer or during the closing of a deal. By highlighting the positive outcomes and emphasizing the value they provided, SBA lenders can position themselves as trusted resources for potential referrals.

Ultimately, success stories for Ray come from helping individuals achieve their dreams of business ownership. He shared a heartwarming story of a receptionist who worked her way up to become a manager and eventually purchased the salon she worked at. These stories showcase the impact SBA lending can have on individuals' lives and solidify Ray's satisfaction in his career choice.

In conclusion, Ray Drew's journey in the SBA lending industry, coupled with his focus on personal branding and education, has propelled him to become a thought leader and successful sales professional. By sharing his knowledge and experiences through his podcast and other platforms, he has been able to differentiate himself and build a strong reputation in the industry. Ray's approach to leadership and his commitment to empowering his team further contribute to his success. Through his stories and insights, we can all learn valuable lessons about authenticity and success in the sales industry.

If you enjoyed this episode, make sure to check out the Authentic Sales Leader podcast and share it with others who may find it valuable. Remember, success comes not just from sales skills, but also from being authentic and providing value to customers and the industry as a whole.

# The Journey from Account Executive to VP of Sales: Insights from Max Tipton

Are you an aspiring sales leader looking for guidance and inspiration? Look no further! In this episode of the Authentic Sales Leader podcast, host Jeff Kirchick interviews Max Tipton, the VP of Sales at Paperless Parts, a fast-growing tech company based in Boston. Max shares his journey from being an Account Executive (AE) to becoming a successful sales leader. His story is filled with valuable insights and practical advice for anyone looking to make a similar transition. So, grab a notebook and a pen and get ready to learn!

Max Tipton's journey from AE to VP of Sales was not without its challenges. As he reflects on his transition, Max highlights the importance of having a growth mindset and being open to new opportunities. He attributes his success to the mentorship and guidance he received from Mike Stankus, who he considers the "Bill Belichick of sales." Mike instilled in Max the fundamentals of sales and held him accountable for results, which laid the foundation for his future leadership role.

One of the key takeaways from Max's journey is the importance of curiosity and tenacity in sales. He emphasizes the value of asking questions and understanding why things work the way they do. Curiosity helps sales professionals gain insights and knowledge that can be instrumental in their roles. Additionally, tenacity is crucial for salespeople who are passionate about their work and willing to go the extra mile to achieve their goals.

Max also highlights the significance of authenticity in sales leadership. He believes that great sales leaders bring energy, confidence, and a genuine desire to help their team succeed. They inspire and motivate their team members, even when they may not believe in themselves. Authentic sales leaders also excel in explaining the "why" behind decisions, fostering buy-in and alignment within the team.

In terms of sales hiring, Max looks for candidates who demonstrate curiosity and tenacity. He values individuals who ask meaningful questions and have a genuine interest in the problems their organization is solving. During the hiring process, Max assesses candidates' research and preparation, ensuring that they have a solid understanding of the company and the industry. This attention to detail helps filter out candidates who are not genuinely interested, resulting in a more qualified pool of applicants.

When it comes to being a good leader, Max believes that energy and confidence are vital. Sales leaders should inspire their team members to believe in themselves and their ability to accomplish challenging goals. Additionally, explaining the "why" behind decisions and fostering authenticity within the team are key attributes of a great sales leader. Building mutual respect and trust allows the team to collaborate more effectively and achieve better outcomes.

Max also discusses the impact of artificial intelligence (AI) on the sales community. He highlights the benefits of AI tools such as Chat GPT and Bard in enhancing sales go-to-market strategies. These tools assist sales professionals in gathering data, analyzing trends, and optimizing their processes. Max envisions a future where organizations have their own AI solutions that tap into internal data and provide valuable insights for driving revenue.

Finally, Max addresses the challenge of knowing when to walk away from a deal. He emphasizes the importance of having a well-defined Ideal Customer Profile (ICP) and qualification criteria. By setting clear boundaries and understanding the cost of inaction for the customer, sales professionals can identify the right opportunities to pursue. It's crucial to avoid investing too much time and effort in deals that are unlikely to close, allowing salespeople to focus on high-potential opportunities instead.

Max Tipton's journey from AE to VP of Sales provides valuable lessons for anyone looking to pursue a career in sales leadership. His emphasis on curiosity, tenacity, authenticity, and effective leadership resonates with aspiring sales leaders. By embracing these qualities, seeking mentorship, and leveraging AI tools, sales professionals can navigate their careers successfully and achieve their goals.

Are you ready to embrace the journey and become an authentic sales leader? Take inspiration from Max Tipton and embark on your own path to success!

Join host Jeff Kirchick as he interviews Brian Lamanna, a senior mid market account executive at Gong. In this episode, Brian shares his story of how he built his personal brand as a sales professional through authentic storytelling and engagement on LinkedIn. He discusses the importance of adding value, staying consistent, and being genuine in his interactions with the sales community. Brian also offers insights on the future of Conversational and Revenue Intelligence, the role of AI in sales, and how to successfully leverage technology while maintaining a human touch. 

**Background and Journey into Sales**
Brian Lamanna, originally from Chicago, attended Indiana University with a focus on business. Originally a marketing major, Brian made a pivot into sales after attending a sales workshop at his fraternity. Intrigued by the potential of sales, Brian interned at Anheuser-Busch and learned both the positive and negative aspects of sales. From there, he explored opportunities in the tech industry and eventually joined Gong two years ago. 

**Building a Personal Brand**
One of the highlights of Brian's career is his ability to build a strong personal brand through his engaging content and social media presence. He started posting on LinkedIn roughly a year ago, initially sharing company-related content. However, he soon realized the potential of sharing his own experiences and insights in sales. Brian's goal was to post once a week, gradually increasing the frequency, and engaging with others' content to build a network. Over time, his posts gained more traction, opening doors to new connections and opportunities.

**The Power of Authentic Storytelling**
Brian emphasizes the importance of authenticity in storytelling, especially in the sales process. He believes that automation and mass messaging cannot replace the genuine connection between salespeople and their prospects. Brian cites a specific example where he used authentic storytelling to address objections related to call recording. Drawing from his own experience of initially questioning the value of Gong's technology, Brian shared his personal journey and the positive outcomes he experienced. By connecting with his prospects on a human level, he was able to gain their trust and address their concerns effectively.

**The Future of Conversational Intelligence and AI in Sales**
As a sales professional in the conversational intelligence space, Brian discusses the rapidly evolving landscape and the rise of new competitors. However, he sees this increased competition as a positive sign, indicating the importance and potential of the industry. Brian envisions a future where sales tech tools, such as conversation intelligence, forecasting, and sales engagement, become integrated into one holistic platform. By streamlining these processes, sales reps can work more efficiently and effectively, ultimately closing more deals.

Additionally, Brian explores the role of artificial intelligence (AI) in sales. While AI can enhance sales efficiency by automating tasks such as call follow-ups and CRM updates, he urges sellers to strike a balance. Leveraging AI should not replace the human element in sales but rather complement it. Crafting personalized emails, conducting research on prospects, and sharing genuine stories are still vital components of successful sales strategies.

**Key Takeaways**
Brian Lamanna's insights emphasize the importance of authenticity in sales and personal branding. By sharing genuine stories, sales professionals can establish trust, address objections, and differentiate themselves in a competitive market. Building a personal brand through engaging content and leveraging social media platforms can open doors to new connections and career opportunities. Looking toward the future, the integration of sales tech tools and the careful use of AI will enhance efficiency and productivity for sales teams while still valuing human interaction and storytelling.

In conclusion, the journey of Brian Lamanna showcases the power of authenticity, personal branding, and leveraging technology in the sales industry. By following his example, sales professionals can navigate the evolving sales landscape, build stronger connections with prospects, and achieve long-term success as authentic sales leaders.

LinkedIn: https://www.linkedin.com/in/brianlamanna/
Jeff's ebook: https://www.amazon.in/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902

Richard Harris is the founder of The Harris Consulting Group and co-founder of Surf and Sales, a one of a kind micro sales conference. He is the author of the ebook "Owning Your Job Search: Your step by step guide from application, to interview, to salary". 

He is also a 3x winner of the “Salesforce Sales Leader to Follow” award.

Richard Harris: On being Authentic and real

Richard Harris: On making content consistently

Richard Harris: On diversity in the field of AI and sales

Linkedin
https://www.linkedin.com/in/rharris415/

Ebook
https://www.amazon.com/Owning-Your-Job-Search-application-ebook/dp/B08TQHBVQF

Carson Heady is the Sales Director at Microsoft , an 8X CEO Award Winner, and a Best-Selling Author.

Being consistently ranked among the Top 20 Sales Gurus in the world is a testament to Carson's unrivaled expertise and influence in the sales industry. His impact extends to the realm of digital platforms as well, as he is ranked in the Top 50 Sales Authors on LinkedIn. 

Carson Heady: On what does it mean to be an Authentic Sales Leader

Carson Heady: On Social Selling

Carson Heady: On how selling has evolved

Linkedin

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

Twitter

@cvheady007

Adam Jay is the CRO at Falkon and has been featured in the 2023 Demandbase Top 25 Sales Executive. 

Growing up in Las Vegas, Adam’s dad was in sales, and it wasn't a career path he ever saw himself taking. In fact, he had a negative perception of sales. But as he got older, his mindset shifted and he found himself drawn to leadership roles in sales. Adam's passion for developing leaders led him to become a Sales Manager in Medical devices and eventually move into the technology industry. Find him on Linkedin- https://www.linkedin.com/in/adambjay/

In this episode:

Host Collin Mitchell and Authentic Sales Leader Adam Jay cover a range of topics pertaining to sales leadership and side hustles in this episode of the Authentic Sales Leader podcast. Some highlights:

• Adam's perception of sales in his childhood
• How Adam got into the world of sales
• Importance of putting the right person in the right job 
• How Adam brings the best out of his team
• Adam's take on having multiple income streams

Adam Jay: On how he got into sales

I got into Pharma, realized very quickly it's not real sales. Back then, going back 15 years ago, was like the creme de la creme sales job, which was medical device sales. And what I realized was I love selling. I still love selling and closing deals and being involved in deals."

Adam Jay: On putting the right person in the right job v/s putting them in the role they want

Adam Jay: On bringing the best out of his team

Mark Kosoglow was employee #1 at Outreach and is now the CRO of Catalyst Software. Mark, as a teenager, started watching videos in the back of a storeroom on a seven inch black and white TV to learn how to sell shoes.

Mark is pretty much everywhere on LinkedIn, pushing close to 20M+ views on his content. After sales people around the world started clamoring for him to put these little nuggets together, Mark partnered with Andrew Mubourne to convert them into courses. You can access them at https://www.digitalsalescollective.com.

Mark’s first course is on how to do deal-winning discovery; it includes techniques he’s taught to the top reps and leading sales managers at some of the world’s best companies. The course is universally acclaimed and if you’ve read this far, chances are you will find it useful too.

In this episode:

Host Collin Mitchell and Authentic Sales Leader Mark Kosoglow cover a range of topics pertaining to sales and sales leadership in the very first episode of the Authentic Sales Leader podcast. Some highlights:

• How Mark Kosoglow got into the world of sales (spoiler alert: toys were involved)
• About Mark's first outside sales jobs that taught him plenty of real-world lessons
• Player-coach sales leaders that Mark looked up to and learned from
• What are the non-negotiables at the workplace for sellers and sales leaders alike
• How to deal with different personalities in sales

MARK KOSOGLOW: On his entry into sales and sales leadership

About sales leadership, he says “I moved into sales leadership when I got tired of developing accounts and wanted to develop people.”

MARK KOSOGLOW: On making a plan and sticking to it, the only way to achieve sales success-- 

MARK KOSOGLOW: On leading people with different personalities-- 

Why do 90 percent of acquisitions fail for the buyer?

According to Ari Kahn, President and CEO of Bridgeline, a big reason is because they’re not leveraging the customer base to create greater lifetime value (LTV), so they don’t adequately recover the original customer acquisition costs (CAC). 

Bridgline Digital has acquired its way to a suite of SaaS solutions that bridge the gaps between marketing, content, commerce, social and insights to grow online revenue for its customers. 

Kahn’s secret acquisition sauce comes in evaluating targets that make sense both from a selling perspective (getting new logos) and by enhancing customer lifetime value for its existing customers by bringing appealing new technologies.

In this episode, Kahn shares his stories and specific methodologies for bringing companies into the fold, including:

• His first acquisition during the dot com bust
• Understanding the CAC to LTV ratio
• Strategies for dealing with “the cash flow trough”
• How providing multiple paths for customer solutions leads to greater LTV

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting. 

---

Is your messaging a sales ally or sneaky saboteur? Let us help with our free content audit.

We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.

And the best part? It’s absolutely free.

Get started today!

It’s been 14 years since Bob Vaez started EventMobi and he’s had considerable growth without investment from Venture Capital or Private Equity. How did he do it? It wasn’t always easy.

EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. 

His decision to bootstrap versus take external investment meant that hiring an experienced sales leader was out of the question. Instead he hired young, hungry graduates who could listen and tell stories.

His strategy worked. Growth was great, annual sales revenue soared.  

Then the pandemic hit and revenue plummeted to near zero.

Within a few months, Bob pivoted the in-person event platform into a virtual one.

Sales rebounded and are stronger than ever with a return to in-person.

Bob’s 14 year journey is a great how-to for any CEO looking to bootstrap their startup.

Highlights:

05:20 I had this passion for events and they would give you this tote bag full of paper and this show guide that's 300 pages. I'm like, why is this not on my phone?

06:38 We were building a product that no one had ever heard of, software for events.

06:57 I realized the other part of the product we have to build is a platform for planners and event organizers because their data was all over the place. 

08:10 I think honestly at the beginning for a lot of startup founders, sales is not the main concern. But in reality, you want to make sure you have product market fit and selling is the best way to determine that.

13:10 EventMobi is a bootstrap company and so very different from a VC backed company.

13:43 From zero to the first $500K was very experimental. I didn't know if the company was going to exist in the next few months.  After that, I couldn't do everything myself, so I had to hire someone to do online demos using WebEx

14:49 We weren't really hiring traditional salespeople. We were hiring people that were empathetic. They were really good listeners and they were really good storytellers.

15:12 I ran it like that until we had about 12 people on the sales team. I was still managing marketing and support with a few junior managers, and we hit 5 million. That’s when I realized it was too much for me so we promoted our first sales manager from within the sales team. That took us to $10M.

17:35 I think a lot of early CEOs hire what I call full-stack salespeople - they take it from lead to renewal. This has to be divided into different roles as you grow. How you define those roles and the timing is critically important.

22:46 When the pandemic hit, we went from $10M to 0 overnight because all of the confidence got canceled. We retooled our platform to support virtual and suddenly our leads grew by a factor of five.

28:45 We had a two pronged strategy in terms of building the sales team. One was to promote from within. And the other was to hire staff from the industry.

31:40] Customer demands are changing. They are expecting a different type of response and they have different pain points. We need to train and enable the sales team to be able to help them in a way that they can benefit from rather than let me show you 12 tools we have.

32:05] Information overload is real. There's so much noise and there're so many competitors. The customers can't even remember who said what.

About Our Guest:

Bob has over 10 years of experience in software, semiconductor and mobile industry in various capacities from engineering to business development. He has worked for a number of small and large companies in Toronto, Canada and Silicon Valley, California such as BTE, ATI, AMD and Nvidia.

Currently Bob is the CEO of EventMobi.com.

EventMobi is an interactive mobile event guide app that helps engage audiences, further green practices and generate revenue. We empower event organizers with simple but powerful tools to create mobile event guides for their attendees in minutes!

Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobvaez/
Follow Bob on Twitter: https://twitter.com/BobVaez

About Guest Company:

EventMobi's end-to-end Event Management and Virtual Conference Platform makes it easy for event organizers to plan, promote, monetize and deliver engaging virtual, hybrid and in-person event experiences. 

From website, registration and an award-winning event app, to the Virtual Space and fully managed online event production, the EventMobi platform has been used by 10,000+ event planners in 72 countries around the world since 2009.

Sign up for a free demo: https://eventmobi.com/demo
Follow on Twitter: https://twitter.com/eventmobi

You can learn more about and connect with Alice Heiman in the links below.

Website: https://AliceHeiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/

#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.

#104: 236 percent.

236 percent?

236 percent!

Yes, Collin Mitchell is serious. He wants to help you increase your positive outbound replies by 236% through personalization.

But he doesn’t mean traditional personalization by targeting a persona or an ICP. He doesn’t even mean combing a prospect’s LinkedIn profile to find out where they went to college or connecting based on a recent post.

Collin Mitchell and Humantic AI are taking personalization a step further by understanding a prospect’s personality type and using it to your advantage. Knowing someone’s personality type can improve your communication and pitch by helping you present information in a way your prospect is most likely to respond.

With insights into specifics such as which personality type prefers longer emails versus bulleted lists or how to increase your open rate with a perfect subject line, you can win over more prospects with tailored outreach.

EPISODE HIGHLIGHTS

01:07: Using personalization to increase your outbound sales replies

• Baseline sequences for outreach
• Moving from personas and ICPs to personality types

04:49: Tailoring your outreach based on how your prospect prefers to receive information

• Subject lines, bullet points, and message content
• The importance of the right CTA

13:15: How is it possible to figure out a prospect’s personality type?

• Using social media profiles to your advantage
• Blending different personality types using specific surveys
• How much data is needed to understand a person’s personality type

Indus is the founder and CEO of Quolum. Former software engineer turned product marketer, he sold his previous company to Oracle. He was head of growth at Chargebee where he discovered a unique opportunity to cut out large SaaS costs for companies. Listen to this episode to hear Indus explain his interesting yet simple approach to SaaS.

KEY TAKEAWAYS

• Quolum is a subscription management business, helping clients consume SaaS in a way that works for them focusing on security, privacy and value.
• Quolum’s primary go-to-market strategy is outbound, where they focus on finance professionals, particularly mid-market businesses, to enter their funnel.
• Indus’ innovation around this subscription management product came from his experiences as chief of growth at Chargebee. It was here Indus found an astonishing amount of wastage in SaaS subscriptions.
• Quolum created what they call a ‘SaaS’ card that clients only use to buy SaaS products, allowing them to be able to manage everything behind the scenes.
• Brand building is essential to Quolum’s growth, focusing on being recognised for their innovative solutions that save companies both time and money.

BEST MOMENTS

 “Finance are paying money for these products, they need to know whether that product is legit, so [we're] redefining the category”

“At the front, it’s a duck that quacks like SaaS, at the back it’s a duck that quacks like Fintech”

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets

Ryan Staley

Founder and CEO

Whale Boss

312-848-7443

ryan@whalesellingsystem.com

www.ryanstaley.io 

 EPISODE RESOURCES

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

ABOUT THE SHOW

How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets