Hey Salespeople

Latest Episodes:

Hiring, Firing, and Inspiring with the McDonough Brothers Jul 18, 2019

Show notes

Get ready for triple the guests, triple the actionable advice, and triple the fun in this unique episode of the Hey Salespeople Podcast. What are the odds that 3 brothers end up in sales? How does that even happen? Jeremey and the McDonough Brothers - Jeff, Jim, and Mike - discuss their career journeys and what they have learned along the way.

Getting Exotic with Sales Compensation with Kevin Dorsey Jul 16, 2019

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Kevin Dorsey is known for mic drops. In this episode, PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. In short, he thinks we’re doing it wrong. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople.

The Dos and Don’ts of Demos with Rob Falcone Jul 09, 2019

Show notes

You may have the best product in the world, but without a successful and customer-specific demo, it can be difficult to get prospects on board. As the Director of Sales Engineering at Guru, Rob Falcone is a wealth of knowledge when it comes to delivering meaningful experiences to customers and how demos play an important role in that. In this episode, Jeremey and Rob walk through the entire demo process, covering everything from the importance of discovery to tips on how to successfully close.

Don’t Be Afraid to Ask For It with Stephanie Brookby Jul 09, 2019

Show notes

Stephanie Brookby is a value engineer. She currently serves as the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google. Along the way, she’s benefitted from being scrappy, hustling, and not being afraid to ask for what she wants. Stephanie and Jeremey dig into those topics and explore the true meaning of value engineering.

Creating Value & Trust through Messaging with Kristina McMillan Jul 02, 2019

Show notes

At TOPO, Kristina McMillan makes it her mission to help sales organizations deliver the best experiences possible to their buyers. As the Vice President of Research, Kristina has a team of analysts who combine strategy with actionable best practices for some of the world’s fastest growing companies. In this episode, Jeremey and Kristina discuss ways salespeople can create value in their messaging while establishing credibility and trust with buyers.

The Importance of Grit and Finding the Right Culture Fit with Michael Arrieta Jun 27, 2019

Show notes

Michael Arrieta began his sales career going door-to-door with CUTCO knives, but quickly added Chief of Staff at Dell to his resume. Less than 10 years later he became DocuSign’s Vice President of Communications, Media, Utilities, & Energy. In this episode, Jeremy and Mike walk through the key lessons that he learned while navigating his career ladder and discuss the strategy behind moving from mid-market to enterprise. (Spoiler: it’s all about who you hire.)

Change Your Outcomes Using Problem-Centric Selling with Keenan Jun 25, 2019

Show notes

Keenan was born selling. As Chief Antagonist at A Sales Guy Inc, he’s showing others how to find the same success in sales. In this unfiltered interview, Keenan unapologetically calls it as he sees it. Keenan and Jeremey debate everything from the right approach to sales training to when to break up with a prospect.

30 Minutes in Sales Nerd Heaven with Peter Kazanjy May 30, 2019

Show notes

Peter is well-known for founding the Modern Sales Pros (MSP) community, but did you know he founded a talent search engine and sold it to Monster? In this episode (dubbed a ‘sales nerd explosion’), the duo discusses everything from the concept of ‘selling ice to an Eskimo’ to a pipeline for hiring to the necessity of sales math in modern sales.

What’s So Different About Sales in the UK? with James Ski May 30, 2019

Show notes

James is the founder of the UK’s largest professional organization for salespeople, Sales Confidence. Is sales in the UK all that different than in the US? James and Jeremey sat down to compare and contrast the two approaches. They cover everything from GDPR to delivering value on the first call.

The Secret Sauce for Sales Success with John Barrows May 30, 2019

Show notes

John began his career selling power tools, but today he teaches some of the top sales teams in the world how to sell better. In this episode, Jeremey and John talk about how to NOT make your life harder and applying A/B testing to every aspect of your process.

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