Hey Salespeople

Latest Episodes:

Honing Sales Operations with JM Wilke Jun 04, 2020

Show notes

Data may drive innovation, but what data are right for optimizing sales operations? JM Wilke, Head of Sales Operations at Qualia, has a good idea. While revamping Qualia’s enterprise sales team, JM developed a simple process for training low-performers to demo like high-performers. JM gets in the weeds on the subject — and why feature-dumping is a rookie mistake — in her conversation with Jeremey. Visit SalesLoft.com for show notes and insights from this episode.

Reading People Better with Nicolas Vandenberghe Jun 02, 2020

Show notes

What distinguishes high-performing salespeople from average ones? Some might say competency, or empathy. But Nicolas Vandenberghe, CEO of Chili Piper, believes that “mentalizing” — the ability to understand what motivates others — is the most valuable skill that a salesperson can possess. Talking to Jeremey, Nicolas breaks how mentalizing differs from empathy and offers tips on how to improve the skill. Visit SalesLoft.com for show notes and insights from this episode.

Restarting Growth During COVID with Mark Roberge May 28, 2020

Show notes

There’s no shortage of talk about uncertainty right now. So what’s a sales org to do? If Mark Roberge, Managing Director of Stage 2 Capital, could make only one recommendation, it would be this: Pivot boldly. Fortunately, he shares even more recommendations. SalesLoft CEO Kyle Porter, serving as a special guest host to celebrate our 100th episode, also warns against the danger of late pivots and provides a neat formula for measuring customer retention from short-term data. Visit SalesLoft.com for show notes and insights from this episode.

Sales Career Pathing with Lauren McGuire May 26, 2020

Show notes

Lauren McGuire is a product of sales career pathing. She knows the value in learning skills and layering them nicely instead of trying to master them all at once. And as VP of EMEA Sales at TripActions, she knows what it’s like to look back from a high rung on a career ladder to reflect on the journey. In doing so, Lauren and Jeremey discuss embracing feedback, jumping into roles, and working through a recession. Visit SalesLoft.com for show notes and insights from this episode.

Optimizing Sales Enablement with Kyle Coleman May 21, 2020

Show notes

Envision a world where useless, hourlong training sessions don’t exist. Sounds incredible, right? Luckily for us, Kyle Coleman, VP of Revenue Growth & Enablement at Clari, has spent his management career not only envisioning this world but creating it. In this episode, Kyle lets Jeremey in on a few secrets of his success refining enablement trainings — mini-lessons by video, “just-in-time” info drops, a little healthy competition — and explains a succinct way to tell marketing to tone down the fluff. Visit SalesLoft.com for show notes and insights from this episode.

Choosing a Stellar First Sales Hire with Alexandra Adamson May 18, 2020

Show notes

As teams are built, the first hire makes all the difference, something that Alexandra Adamson, Executive Director of WISE, knows all too well. Thankfully, Alexandra has developed a simple framework for determining how to confidently pass the baton to the ideal first sales hire — and how to know when it might be time to let them go. In her conversation with Jeremey, Alexandra drops tips on how to identify a “Renaissance rep,” how to help more women excel in sales, and why it’s important to build playbooks during the initiation phase. Visit SalesLoft.com for show notes and insights from this episode.

Engaging BDRs and SDRs with Greg Nigro May 14, 2020

Show notes

For SDRs, dial hangover is definitely a thing. That’s why Greg Nigro, Director of Business Development at Blackbaud, has spent the past couple of years honing strategies to cure dial hangover by keeping SDRs feeling engaged and on-task. While chatting with Jeremey, Greg provides insight into why sharing company stats empowers SDRs to make more sales and why waiting to promote SDRs leads to more success. Visit SalesLoft.com for show notes and insights from this episode.

Boosting Efficiency and Effectiveness with Julia Segel May 12, 2020

Show notes

By her own account, Julia Segel, Senior Director of Sales Strategy & Operations at Catalant Technologies, gets heartburn when she can't concisely explain what “good” looks like for a company. Fortunately, her years spent using data to optimize efficient sales inputs and effective sales outputs have given her the toolset to identify what “good” is — and then make it better. Listen to Julia and Jeremey parse through the pros and cons of ruthless prioritization, how to start transferring the top-seller productivity to the rest of the company, and the importance of selling Scholastic wrapping paper. Visit SalesLoft.com for show notes and insights from this episode.

Refining Your Sales Forecasts with Brad Smith May 07, 2020

Show notes

Brad Smith, Co-Founder of Sonar Software, can’t predict the future - but he knows how to get ready for it. The years Brad spent using metrics to manage his own sales pipelines have fashioned him into a tech-stack tactician. Brad and Jeremey lay out strategies for keeping a healthy pipeline, predicting trends, and ensuring that sales goals are set up to get knocked down. Visit SalesLoft.com for show notes and insights from this episode.

Overcome Barriers Like a Boss with Ralph Barsi May 05, 2020

Show notes

Throughout Ralph Barsi’s career, he’s been observing the intricacies of the companies he’s worked for and the tactics of his colleagues. He’s recognized patterns that define effective reps, and has emulated those traits to become a team leader. Now VP of Global Inside Sales at Tray.io, Barsi shares his insights on how to overcome five barriers to gain sales efficiency. Visit SalesLoft.com for show notes and insights from this episode.

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