Hey Salespeople

Latest Episodes:

Respect the Process but Call the Shots with Dave Gerhardt Dec 10, 2019

Show notes

Dave Gerhardt, the Vice President of Marketing at Drift, takes on a touchy topic: How do you sell to people when you know they don’t want to be sold? Dave and Jeremey go down some interesting avenues that bring listeners into the land of social psychology. Visit SalesLoft.com for show notes and insights from this episode.

Silos, Segments, and Satisfaction with Deva Rangarajan Dec 05, 2019

Show notes

Deva Rangarajan, a faculty member and Director for the Center for Professional Selling at Ball State University, brings both a practical and an academic perspective to sales. Having traveled extensively for work, Deva has tremendous insight into how customers operate in different regions of the world. He and Jeremey delve into NPS scores, the "Amazonification of Expectations", and being seen as a trusted advisor in the era of social media. Visit SalesLoft.com for show notes and insights from this episode.

The Wisdom of Chris Orlob with Chris Orlob Dec 03, 2019

Show notes

In this milestone 50th episode of Hey Salespeople, Chris Orlob and Jeremey talk about what it really means for sales to be a chainlink system. With Chris being the Senior Director of Product Marketing at Gong.io, one of the leading conversational intelligence platforms, we couldn’t let him leave without discussing a healthy dose of fascinating sales stats. Visit SalesLoft.com for show notes and insights from this episode.

Cutting through the Noise with Stephanie Middaugh Nov 26, 2019

Show notes

As someone who’s constantly fielding prospecting emails, Stephanie Middaugh knows a thing or two about spotting a sequence or drip campaign a mile away. That’s why it’s all the more impressive when someone can cut through the noise and get her attention. In this Hey Salespeople episode, find out what it takes to effectively sell to Divvy’s Senior Sales Enablement Manager. Visit SalesLoft.com for show notes and insights from this episode.

The Expansion of Sales Engagement with Jeff Winters Nov 21, 2019

Show notes

Jeff Winters may be the president of Sapper Consulting, an outsourced SDR firm, but that doesn’t mean Jeremey won’t take on him on in the great "Insource vs Outsource SDR” debate. They discuss the future of sales engagement, and, of course, get into immediately actionable advice on outbound strategy. Visit Salesloft.com for show notes and insights from this episode.

Homework Equals Huge Dividends with Dan Dawson Nov 19, 2019

Show notes

Dan Dawson wants to be challenged. As the Senior Partner and Chief Sales Officer at Force Management, that means being an expert consultant on what issues buyers are trying to solve - even before they do. In this Hey Salespeople episode, Dan and Jeremey discuss the benefits of doing your homework before getting in the room with a prospect. Visit Salesloft.com for show notes and insights from this episode.

Selling Through a Financial Crisis with Ashley Grech Nov 14, 2019

Show notes

For Ashley Grech, becoming Global Head of Sales at Square was no cakewalk. After graduating with an MBA in the heart of a financial crisis, she learned early on that sales means listening to people’s pain and solving problems as a result of it. From her 12 years at a prestigious bank, she uses her experience to teach salespeople how they can up their game through listening and storytelling. Listen to this episode of Hey Salespeople to learn her thoughts on the necessity of MBAs, dealing with economic crises, and the importance of keeping diversity in your salesperson pool. Visit Salesloft.com for show notes and insights from this episode.

Humanizing "Bot People" with Sara Pion Nov 12, 2019

Show notes

As Conversational Marketing Manager at Drift, Sara Pion knows that the human-to-human part of the sales process can’t be left out of the equation. She explains that automated or not, conversations still come down to personal connection. Whether it’s fine-tuning chats between bots and customers or ditching her computer for a face-to-face meeting with her sales team, Sara is a master at quick engagement, efficient processes, and keeping relationships fluid. Listen to this episode of Hey Salespeople to hear more about her journey from up-selling as a kid at a lemonade stand to using insights to solve pain points today. Visit Salesloft.com for show notes and insights from this episode.

Sales Manager Survival 101 with Dave Brock Nov 07, 2019

Show notes

When it comes to the role of frontline sales manager, Dave Brock wrote the book (literally). Dave is the CEO of Partners in EXCELLENCE as well as the author of Sales Manager Survival Guide. While new frontline sales managers often fixate on hitting a number, Dave suggests spending time getting to know the role, the team, and the company first. Listen to this episode of Hey Salespeople to learn why Dave thinks the worst thing a new frontline sales manager can be is an excellent closer. Visit Salesloft.com for show notes and insights from this episode.

The Power of Product Qualified Leads with Tyler Bench Nov 05, 2019

Show notes

Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape. Listen to this episode of Hey Salespeople to learn more about Tyler’s strategy when it comes to PQLs and his three part axis of qualification. Visit Salesloft.com for show notes and insights from this episode.

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