The Sales Hacker Podcast

Friday Fundamentals 188: Carl-Erik Michaelson Dec 23, 2022

Friday Fundamentals 188: Carl-Erik Michaelson

Smart Growth for Global Success Dec 20, 2022

In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets.

What You’ll Learn

Why money alone will will never be enough
Find love in what you do and for the people around you
How your early career will inform the later part of your career

Show Agenda and Timestamps

About Carl-Erik & TicketCo [00:40]
Biggest lessons in building a business [06:35]
The power of remote work [11:03]
Pay it forward [19:48]
Sam’s Corner [00:00]

Friday Fundamentals 187: Alex Buckles Dec 16, 2022

Friday Fundamentals 187: Alex Buckles

Building Meaningful Connections with Co-Selling Dec 13, 2022

In this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us for an engaging conversation about developing and implementing new, effective go-to-market strategies.

Friday Fundamentals 186: Patrick Hudgins Oct 28, 2022

Friday Fundamentals 186: Patrick Hudgins

Friday Fundamentals 186: Patrick Hudgins Oct 28, 2022

Friday Fundamentals 186: Patrick Hudgins

How You Can Grow Your Company Even When Facing a Recession Oct 25, 2022

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

Creating careers with incentive compensation to prevent off-shoring
Running a business on profitability when not sourced through outside capital
Focusing on the employee retention for company growth

How You Can Grow Your Company Even When Facing a Recession Oct 25, 2022

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

Creating careers with incentive compensation to prevent off-shoring
Running a business on profitability when not sourced through outside capital
Focusing on the employee retention for company growth

Friday Fundamentals 185: Ido Niv-Ron Oct 21, 2022

Friday Fundamentals 185: Ido Niv-Ron

What You Need to Prepare for in an Uncharted Economy Oct 18, 2022

In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. .

What You’ll Learn

It’s never too late to make a career change, be open-minded to it
Keeping a level head in an uncertain economy for 2023
Finding opportunities in the economy with the uncertainty

Friday Fundamentals 184: Haydar Al Saad Oct 14, 2022

Friday Fundamentals 184: Haydar Al Saad

Why Your Company Needs a Robust Customer Success Program Oct 11, 2022

In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to expand your business.

What You’ll Learn

Mitigating churn by finding your happy customers and expanding with them
Profiling your customer success teams
Customer success investment as revenue generation

Show Agenda and Timestamps

About Haydar and RevSetter[02:05]
Differences in retention platform features [08:18]
Finding the right Customer Success people [15:32]
Why Execution is more important than Innovation [19:29]
Paying it forward [23:38]
Sam’s Corner [26:08]

Friday Fundamentals 183: Alex Schrecengost Oct 07, 2022

Friday Fundamentals 183: Alex Schrecengost

How Young Companies Can Sign Major Clients Oct 04, 2022

DESCRIPTION

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.

What You’ll Learn

You don’t need to be perfectly qualified for every opportunity.
The importance of getting started and having a plan
Why you need to give yourself permission to be successful

Friday Fundamentals 182: Scott Barton Sep 30, 2022

Friday Fundamentals 182: Scott Barton

A Holistic Approach to Compensation Structuring Sep 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team.

What You’ll Learn

Building a compensation structure that works for both salespeople and the company
A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
Best practices for managing your sales team through economic uncertainty

Show Agenda and Timestamps

About Scott & Varicent [02:44]
Best practices for designing compensation structure [07:00]
How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
Increasing productivity by lowering the bar for success [14:42]
Advice to management teams navigating the current economic uncertainty [20:43]
Paying it forward [22:29]
Sam’s Corner [25:10]

Friday Fundamentals 181: Brandon Barton Sep 23, 2022

Friday Fundamentals 181: Brandon Barton

How to Make a Major Career Jump Sep 20, 2022

In this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career.

What You’ll Learn

What it means to create an incredible experience for people

How technology is impacting the restaurant industry during global labor shortages

The transferable skills needed to make an industry or career jump

Friday Fundamentals 180: Tim Strickland Sep 16, 2022

Friday Fundamentals 180: Tim Strickland

What it Takes to Lead 1,200-Person Company like ZoomInfo Sep 13, 2022

In this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s growth, how to lead large organizations, and how to dominate the market during economic difficulty.

What You’ll Learn

How ZoomInfo grew from a small company to one with a billion in annual run rate

The importance of resilience and adaptability

What it takes to lead a high-growth company

How to approach leadership in a large organization

Friday Fundamentals: Mike Sadler Aug 26, 2022

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Finding the Perfect Fit - Managing and Hiring in the New Sales World Aug 23, 2022

In this episode of the Sales Hacker Podcast, we have Mike Sadler, SVP Americas at Similarweb, the must-have platform for effective online marketing. Join us for a livelyconversation about managing, hiring, and beating the recession.

What You’ll Learn

The biggest job in any sales organization is the frontline managers who do the training
How you become a manager of managers
Overcoming hiring challenges and doing great discovery
Recession-proofing your reps

Friday Fundamentals 178: Christian-Kletzl Aug 19, 2022

Friday Fundamentals 178: Christian Kletzl

Why Champion Lifetime Value is Critical Aug 16, 2022

In this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value.

What You’ll Learn

The importance of following your champions
Valuing personal connections in B2B sales
The lifetime value of a customer who loves your product
Delighting your buyers consistently reduces churn and creates advocates

Friday Fundamentals: Shaan Hathiramani Aug 12, 2022

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Flockjay Has the Cheat Code For a Successful Team Aug 09, 2022

In this episode, we've got Shaan Hathiramani with us. Shaan is the Founder and CEO of Flockjay. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories.

What You’ll Learn

The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well
Having the proper structure and being a good product leader would enable you to sustain to tough times
How to do more with less as a sales leader

Branding a Company that Specializes in Account Based Marketing Aug 02, 2022

In this episode, we've got Nirosha Methananda with us. Nirosha is the VP of Marketing at Influ2, where she is responsible for branding and building the trust of its community. Influ2 allows marketers and businesses to advertise directly to people and have a clear understanding of their engagement and tangible data for sales.

What You’ll Learn

Account Based Marketing means that the point of sales and marketing alignment is simply joint planning process & goals.
There needs to be shared metrics, shared account planning and account mapping to understand what accounts need
How inspirational Nirosha’s story and career background can be for many

Friday Fundamentals: Todd Caponi Jul 29, 2022

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The Elements of a Great Sales Manager with Todd Caponi Jul 26, 2022

Todd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.

Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.

What You’ll Learn

How to be ready for your opportunity when it comes to you
Trends in sales tend to be cyclical in nature
Six things to help your team progress and grow

Friday Fundamentals: Celine North Jul 22, 2022

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Learning How to Adapt in the Sales Community w/ Celine North Jul 19, 2022

In this episode, we've got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardale. Celine brings more than twenty-five years of experience to Boardale, which is a platform that allows board members to engage easily. Join us for a great conversation about transitioning in sales and technology selling.

What You’ll Learn

Sometimes you have to take one step back to go two steps forward in sales
Sales is all about building internal relationships
How is it going to be like selling in a recession

Friday Fundamentals: Don Addington Jul 15, 2022

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Increasing Revenue on Cloud Marketplaces with Tackle Jul 12, 2022

In this episode, we've got Don Addington with us. Don, a veteran sales leader, is the Chief Revenue Officer at Tackle.io. Don and Tackle are helping software companies get onto cloud marketplaces which enables them to sell their product to companies easier. Join us for a great conversation about sales and growing your company with Tackle’s cloud go to market strategies.

What You’ll Learn

How Don went from being a recruiter to be a driving force of the growth of Tackle
How you can accelerate your company’s sales cycle by using Tackle
Ways that your email can stand out from the many emails that clients get from competitors by being meaningful

Friday Fundamental_173_Selling in the Hospitality Industry_Part 2 Jun 03, 2022

Friday Fundamental_173_Selling in the Hospitality Industry_Part 2

Selling in the Hospitality Industry May 31, 2022

In this episode, we've got Maryclare Sweeney with us. Maryclare is the Director of Sales at SEVENROOMS, which sells into the hospitality space. As a talented sales manger, she gives some secret strategies for success and how the company had to make changes, like so many, due to COVID.

What You’ll Learn

The growth journey of Maryclare and SEVENROOMS
What was it like to sell during COVID
Maryclare thoughts about selling against competitors
What Maryclare has learned selling to restaurants

Show Agenda and Timestamps

About SEVENROOMS and Maryclare Sweeney [3:04]
Maryclare’s thoughts on the biggest fallacies in nutrition [07:44]
Being more influential than you think you are [11:46]
Maryclare’s thoughts about zoom fatigue [17:28]
Paying it forward [22:37]
Sam’s Corner [24:24]

Friday Fundamentals: Espionage tactics that help you sell May 27, 2022

Friday Fundamentals 172: Jeremy Hurewitz

Espionage Tactics That Help You Sell May 24, 2022

In this episode, we've got Jeremy Hurewitz with us. Jeremy Hurewitz is the founder of Challenger Hill Consulting, where he is using his years of International experience to gain a new outlook on leveraging clients. Join us for a great conversation about improving your sales skills from skills he learned from leaders in International espionage.

What You’ll Learn

How Jeremy began to encounter International spies
Tactics and strategies to connect with clients like a spy
Use methods to attract overseas clients

Show Agenda and Timestamps

About Jeremy and Challenger Hill Consulting [02:57]
The meaning of selling like a spy [03:58]
How does someone sell like a spy [10:53]
This strategy bordering on the line of unethical [14:06]
Paying it forward [20:34]
Sam’s Corner [24:35]

Friday Fundamentals 171: The Journey of a New CEO Part 2 May 13, 2022

Friday Fundamentals 171: Jen Spencer

207. The Journey of a New CEO Part 1 May 10, 2022

In this special two-part episode, we've got Jen Spencer with us. Jen is the new CEO of SmartBug Media, and is joining us to share her journey to becoming the CEO and how she is leading the organization. Join us for a raw conversation about leadership, organizational alignment, and how the marketing landscape is continually evolving.

What You’ll Learn

How Jen became the CEO of SmartBug Media
The balance of keeping things the way they are with instituting new direction
What marketing tactics are and aren’t working anymore

Show Agenda and Timestamps

About Jen’s journey to CEO [2:45]
What it’s like being a CEO [06:52]
Organizational realignment [11:21]
Strategies for talent acquisition, retention, and inclusivity [14:50]
New marketing innovations [19:14]
Sam’s Corner [23:31]

Friday Fundamentals 170: Kathleen Booth Apr 29, 2022

Friday Fundamentals 170: Kathleen Booth

206. Turning Your Marketing Department Into a Revenue Generator Apr 26, 2022

In this episode, we've got Kathleen Booth with us. Kathleen is SVP of Marketing at Tradeswell, where she's on a mission to empower a new generation of digital-first marketplace brands. Join us for a great conversation about marketing and why you should be marketing to people who aren’t in the market at all, yet.

What You’ll Learn

How Kathleen grew a newsletter to 30,000 subscribers
How to turn your marketing department into a revenue generator
How to keep key stakeholders excited about your long-term content strategy
Why performance marketing isn’t effective

Show Agenda and Timestamps

About Tradeswell and Kathleen [3:34]
Turning a marketing department into a revenue generator [15:44]
Keeping key stakeholders excited about a long-term content strategy [21:34]
Performance marketing isn’t effective [25:19]
Paying it forward [27:29]
Sam’s Corner [29:25]

Friday Fundamentals 169: Shruti Kapoor Apr 22, 2022

Friday Fundamentals 169: Shruti Kapoor

205. Changing How You Communicate with Buyers Apr 20, 2022

In this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall aggregation of data, so that people can close more deals. Join us for a deep conversation about the lessons Shruti has learned as she has built Wingman from the ground up.

What You’ll Learn

Key tips for starting a new company
The difference between creators and sellers
The importance of self-awareness and honesty for founders
Why data and activity metrics aren’t enough

Show Agenda and Timestamps

About Shruti Kapoor and Wingman [4:58]
The keys to a successful startup [13:16]
The difference between creators and sellers [15:31]
Observations about selling to salespeople [17:56]
The importance of self-awareness and honesty for founders [20:44]
Paying it forward [22:02]
Sam’s Corner [23:26]

Friday Fundamentals 168: Auseh Brritt Apr 15, 2022

Friday Fundamentals 168: Auseh Brritt

204. How to Implement Effective Account-Based Marketing Strategies Apr 12, 2022

In this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth Marketing at Terminus. Join us for a great conversation about what account-based marketing is and what it means when it’s done well.

What You’ll Learn

The keys to being a successful growth marketer
How a well-defined ICP makes account-based marketing easier
How MQLs are being replaced by qualified pipelines
Why sales and marketing alignment leads to better pipeline generation

Show Agenda and Timestamps

About Auseh Britt [4:15]
Keys to being a successful growth marketer [11:35]
Defining account-based marketing [13:25]
Comparing ABM and legacy B2B marketing campaigns [17:23]
Marketing and sales alignment [22:28]
Paying it forward [26:01]
Sam’s Corner [30:42]

Friday Fundamentals 167: Andy Paul Apr 08, 2022

Friday Fundamentals 167: Andy Paul

203. Putting People at the Center of Sales Conversations Apr 05, 2022

In this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales.

What You’ll Learn

Efficiently moving buyers through their buying journey
Building deeper relationships with your buyers
The four pillars of selling
Looking at alternative ways to grow

Show Agenda and Timestamps

About Andy Paul[3:45]
Reflections on how things have changed in sales [6:12]
The four pillars of selling [12:30]
True personalization at scale [14:51]
Winning bigger deals without brand recognition [18:11]
Good companies vs. bad companies [22:48]
Paying it forward [24:49]
Sam’s Corner [27:20]

Friday Fundamentals 166: Tom Lavery Apr 01, 2022

Friday Fundamentals 166: Tom Lavery

202. Insights into Founding a Fully Remote SaaS Company Mar 29, 2022

In this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that feels both local and international, the right time to start selling, and advice for emerging SaaS founders.

What You’ll Learn

The expanding market opportunity in SaaS
Emphasizing local identity for an org
Slack etiquette and best practices
Looking at alternative ways to grow

Show Agenda and Timestamps

About Tom Lavery & Jiminny[1:50]
The journey of building Jiminny [6:07]
The right time to start selling [8:13]
Leading a hybrid, international team [11:52]
Advice for emerging founders [17:58]
Paying it forward [21:03]
Sam’s Corner [23:35]

Friday Fundamentals 164: Seamus Ruiz-Earle Mar 25, 2022

Friday Fundamentals 164: Seamus Ruiz-Earle

201. The Rise of RevOps & Insight into Data Integrity Mar 22, 2022

In this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation about why you haven’t started thinking about RevOps early enough and how to remedy that.

What You’ll Learn

Teaching Salesforce to middle schoolers
Taking a long-term view on building your business
The biggest mistakes companies make about RevOps
Finding and retaining talent as a former solopreneur

Friday Fundamentals 163: Asad Zaman Mar 18, 2022

Friday Fundamentals 163: Asad Zaman

200: From AE to CEO: Entrepreneurial Life Lessons Mar 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman, CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth.

What You’ll Learn

There are over 40K more sales jobs openings than salespeople
How COVID has affected sales salaries
The importance of listening to the market instead of pursuing growth
4 ways to modernize talent acquisition

Show Agenda and Timestamps

About Asad Zaman & STA[3:15]
Asad’s tale of entrepreneurialism [7:21]
Addressing chronic underemployment and high demand [13:35]
4 ways to modernize talent acquisition [22:26]
Lessons learned from high growth companies [27:31]
Paying it forward [29:29]
Sam’s Corner [32:26]

Friday Fundamentals 162: Jen Igartua Mar 11, 2022

Friday Fundamentals 162: Jen Igartua

199: Closing the RevOps Skills Gap Mar 08, 2022

In this episode of the Sales Hacker Podcast, we have Jen Igartua, CEO at Go Nimbly, where she teaches companies how to build a solid revenue team. Join us for an insightful conversation about core early steps, focus and empathy, and Jen’s learnings from six years as an entrepreneurial CEO.

What You’ll Learn

What revenue operations really means
When data becomes your common source of truth
Transitioning from peer to manager
Creating a lifestyle business for personal and professional growth

Show Agenda and Timestamps

About Jen Igartua & Go Nimbly [2:07]
Building a strong foundation for RevOps [6:24]
The role of empathy in team building [9:09]
Focus as a competitive advantage [11:31]
Insights from an entrepreneurial CEO [13:33]
Positioning the CEO role holistically [20:41]
Paying it forward [22:40]
Sam’s Corner [24:48]

Friday Fundamentals 161: Russell Benaroya Mar 04, 2022

Friday Fundamentals 161: Russell Benaroya

198: A 5-Part Framework for Designing Your Best Life Mar 01, 2022

In this episode of the Sales Hacker Podcast, we have Russell Benaroya, Co-Founder and Partner at Stride and author of One Life to Lead, a book he wrote to help others with life design after he transformed his own. Join us for a candid conversation about taking charge of your life and becoming your best self.

What You’ll Learn

If you’re in a bad place in your life, you can take control
Pay attention to facts, not stories
Identify what your guiding principles are
How to overcome your fear of change

Show Agenda and Timestamps

About Russell Benaroya & Stride[2:07]
How Russell changed his life & moved to Costa Rica [7:21]
5-part framework for life design [10:40]
4 ways to modernize talent acquisition [22:26]
Facing your fear of change decisions [18:01]
Russell on the Great Resignation [22:04]
Paying it forward [25:44]
Sam’s Corner [28:21]

Friday Fundamentals 165: Tom Lavery Mar 01, 2022

Friday Fundamentals 165: Tom Lavery

Friday Fundamentals 160: Jonathan Friedman Feb 25, 2022

Friday Fundamentals 160: Jonathan Friedman

197: How to Fix the Pain Points Around Demoing Feb 22, 2022

In this episode of the Sales Hacker Podcast, we have Jonathan Friedman, CEO & Co Founder at Demostack. Join us for a conversation about how Jonathan’s company is helping reps tell the story of their companies more effectively and productively — Freeing up time to spend in more engaging conversations with their customers and prospects.

What You’ll Learn

The origin story that comes from a deep affinity w/ a specific problem
Building Demostack in response to a lack of correct information
The concept of a team, not a family

Show Agenda and Timestamps

About Jonathan Friedman & Demostack [1:51]
From young entrepreneur to professional background [4:38]
Key strategies to getting a company off the ground [11:25]
How quickly categories can spring into existence [16:58]
Building the right kind of culture [20:22]
Why the demo is so messed up [25:00]
Paying it forward [29:55]
Sam’s Corner [33:30]

Friday Fundamentals 159: Jamal Reimer Feb 18, 2022

Friday Fundamentals 159: Jamal Reimer

196: Cracking the Code to Ultra Large Deals Feb 14, 2022

In this episode of the Sales Hacker Podcast, we have Jamal Reimer, Commercial Vice President at Saama and author of Mega Deal Secrets, a book about the principles that can unlock the biggest deals of our career. Join us for an amazing conversation about principles for building an achievable, repeatable roadmap for elite performance for any sales team or individual rep selling enterprise solutions.

What You’ll Learn

Go straight to executives
Leverage your internal resources
Make good pre-sale connections
Ensure you are talking to people with influence

Show Agenda and Timestamps

About Jamal Reimer & Saama [2:13]
Secrets of landing mega deals [8:39]
A word on authenticity [12:21]
Tools to help close huge deals [16:39]
How to know if you’re on track to close [21:25]
Paying it forward [27:19]
Sam’s Corner [29:31]

Friday Fundamentals 158: Ashley Welch Feb 11, 2022

Friday Fundamentals 158: Ashley Welch

195: 3 Steps to Focus on Your Customer’s Customer Feb 08, 2022

In this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness.

What You’ll Learn

The importance of focusing on your customer’s customer
True sales is about empathy
Harnessing challenge into curiosity
Ashley’s discovery-insight-acceleration framework

Show Agenda and Timestamps

About Ashley Welch & Somersault Innovation [2:05]
Bringing concepts of design thinking to sales [5:24]
Step one: discovery [7:29]
Step two: insight [14:03]
Step three: acceleration [17:41]
Paying it forward [25:16]
Sam’s Corner [27:31]

Friday Fundamentals 157: Nelson Gilliat Feb 04, 2022

Friday Fundamentals 157: Nelson Gilliat

194: No More Quotas, No More Commission: Sales Without SDRs Feb 02, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.

What You’ll Learn

The problems with the SDR to sales handoff
The role of prospecting in a world without SDRs
A better way to compensate instead of commission
What buyer-centric revenue really means

Show Agenda and Timestamps

About Nelson Gilliat & Brantr [2:11]
Defining a predictable revenue model [4:07]
Why prospecting sits apart from sales [6:59]
The vision for buyer-centric revenue [15:38]
A new perspective on commissions [19:36]
Paying it forward [26:59]
Sam’s Corner [29:04]

Friday Fundamentals 156: Jason Bay Jan 07, 2022

Friday Fundamentals 156: Jason Bay

Your New 3-Part Framework for Cold Calling Jan 04, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.

What You’ll Learn

What to use instead of the brute force approach
The 3-part framework of identify, engage, create
You’re trying to get a meeting, not a closing
Jason’s take on omnichannel outreach, especially calling

Show Agenda and Timestamps

About Jason Bay & Blissful Prospecting [1:52]
What teams need to be doing for successful outbound [9:12]
The 3-part outbound framework [10:58]
KISS: Keep It Simple Sequencing [16:39]
Ideal tools for great prospecting [24:18]
Paying it forward [28:43]
Sam’s Corner [33:24]

192: The Holiday Mailbag - Sales Hacker Style Dec 21, 2021

In the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022.

What You’ll Learn

Do sequences actually work?
How to create a high performing sales team.
Sam’s method for managing 1-on-1s
Managing a role change for an underperforming sales manager
Creating scaffolding images for your future projects and growth

Show Agenda and Timestamps

One off emails vs sequences[3:18]
Creating a high performance sales team [6:32]
The importance of filling up sales days for all team members and creating a winning culture [7:09]
Sam’s method for managing 1-on-1s [10:22]
Managing to “want the red bicycle”[14:25]
Sam’s piece of advice for 2021 and into 2022 [17:31]

Friday Fundamentals 155: Brian Troutschold Dec 17, 2021

Friday Fundamentals 155: Brian Troutschold

191: Grow Your Startup Organically Outside of a Major Market Dec 14, 2021

In this episode of the Sales Hacker Podcast, we have Brian Trautschold, Cofounder and COO at Ambition, a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance and organic growth outside of a major market.

What You’ll Learn

Perseverance is the key to gaining traction
Benefits to growing your company in Chattanooga
Baking an ecosystem of encouragement into your company
Why gamification is such a powerful concept in sales

Show Agenda and Timestamps

About Brian Trautschold & Ambition[2:15]
The power of gamification [7:00]
Advantages to growth outside a major market [15:30]
Using available tools to strengthen culture [22:31]
Paying it forward [28:25]
Sam’s Corner [31:05]

Friday Fundamentals: 154 David Hershenson Dec 10, 2021

Friday Fundamentals: 154 David Hershenson

190: How to Control Your Internal Brand Dec 07, 2021

In this episode of the Sales Hacker Podcast, we have David “Hersh” Hershenson, Chief of Staff at tray.io, a 20-year veteran of the high-growth world and one of the first 200 employees at Salesforce. Join us for a candid conversation about leveraging feedback to understand your internal brand.

What You’ll Learn

What your internal brand is
Seeking feedback from your coworkers
Why it’s important to understand what people say about you
How a mentor and a professional network can set you apart

Show Agenda and Timestamps

About David Hershenson & tray.io[2:28]
Hersh’s background/Salesforce years [7:12]
Tips for setting goals of the right size [12:00]
How to manage your career in the high-growth world [16:24]
Building your internal brand [20:19]
Paying it forward [27:41]
Sam’s Corner [31:01]

Friday Fundamentals 153: Kevin Yip Dec 03, 2021

Friday Fundamentals 153: Kevin Yip

189: Meaningful Recognition: How to Show Your Employees That You Care Nov 30, 2021

In this episode of the Sales Hacker Podcast, we have Kevin Yip, COO & Co-Founder at Blueboard, an employee recognition company he founded after working 100-hour weeks without appreciation. Join us for a frank conversation about recognizing your employees’ achievements and rewarding them with experiences that matter.

What You’ll Learn

The rich reward of giving your employees personal experiences
Building a company out of joy
Learning what you’re good at as an entrepreneur
Scaling to offer a community

Show Agenda and Timestamps

About Kevin Yip & Blueboard [2:20]
How burnout led to Kevin’s entrepreneurship [5:00]
The surprising things about running a startup [12:25]
How to scale sales & marketing [15:15]
A philosophy for finding and keeping talent [19:00]
Paying it forward [23:00]
Sam’s Corner [26:20]

Friday Fundamentals 152: Marley Majcher Nov 26, 2021

Friday Fundamentals 152: Marley Majcher

188. Ask Yourself This: “But Am I Making Any Money?” Nov 22, 2021

In this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a funny and insightful conversation about entrepreneurship, productivity, making money, and managing time.

What You’ll Learn

Why SMB owners need to track their time
Understanding your personal productivity cycles
Bringing enthusiasm and good humor to your work
Alpacas are not the same as Faroe sheep

Show Agenda and Timestamps

About Marley Majcher & The Party Goddess [1:55]
The origin story for Marley’s book [7:52]
The mindset you need to develop about money & time [12:58]
Event planning in the time of COVID-19 [19:20]
An amazing story about an A-list celebrity and “strategic leakage” [23:08]
Sam’s Corner [26:25]

Friday Fundamentals 151: Veronika Reiderle Nov 19, 2021

Friday Fundamentals 151: Veronika Reiderle

187: Category Creation & What Sets You Apart From Competitors Nov 16, 2021

In this episode of the Sales Hacker Podcast, we have Veronika Riederle, Co-Founder & CEO at Demodesk, a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. Join us for a stunning conversation about why now is the perfect time to found a company and create a new category.

What You’ll Learn

What’s surprising about starting a company today
The virtual meeting space has barely begun to evolve
Articulating your product in a way that creates a category
How to differentiate in a crowded environment

Show Agenda and Timestamps

About Veronika Riederle & Demodesk [2:20]
What’s surprising about founding a company today [8:25]
Why we should disrupt human communication [13:08]
Differentiating your company in a competitive environment [15:30]
Making gender in leadership a less controversial topic [22:45]
Paying it forward [24:50]
Sam’s Corner [27:30]

Friday Fundamentals 150: Gianna Scorsone Nov 12, 2021

Friday Fundamentals 150: Gianna Scorsone

Return to Work: Offering the Maximum Flexible Option Nov 09, 2021

In this episode of the Sales Hacker Podcast, we have Gianna Scorsone, GM/Head of North America at Aircall, where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Join us for a rich conversation about answering to your employees and hearing their need for flexible return-to-work options.

What You’ll Learn

Servant leadership means listening to your people
Culture changes with every person who joins the team
How to provide compete return-to-work flexibility
Revising policies to support mental health

Show Agenda and Timestamps

About Gianna Scorsone & Aircall [2:00]
Gianna’s origin story in sales [4:50]
How Aircall tackles the return to work [11:15]
Supporting mental health with flexible policies [16:40]
Building a culture that drives business outcomes [20:30]
Paying it forward [24:20]
Sam’s Corner [27:30]

Friday Fundamentals 149: Appy Choudhary Nov 05, 2021

Friday Fundamentals 149: Appy Choudhary

185: The Key Is Personalization at Scale Nov 02, 2021

In this episode of the Sales Hacker Podcast, we have Appy Choudhary, Head of Sales Development at Blend, where he has built and leads AE and SDR teams as a sales leader with nearly 15 years of experience. Join us for an authentic conversation about applying sales leadership to building SDR teams — and the role of personalization in generating opportunities.

What You’ll Learn

Personalization makes a difference in prospect response
Video mail and messaging is a huge personalization aid
The SDR role is all about learning and being coachable
Hiring people early to tech sales is ultra rewarding

Show Agenda and Timestamps

About Appy Choudhary & Blend [1:50]
A sales leader’s hiring process [6:02]
Using personalization and creativity to drive responses [9:05]
The unexpected in sales leadership [13:30]
Advice about generating opportunities [19:30]
Paying it forward [20:53]
Sam’s Corner [22:17]

Friday Fundamentals 148: Kerry Hudson Oct 29, 2021

Friday Fundamentals 148: Kerry Hudson

184: Mastering the 2 Ps: People & Process Oct 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson, VP of Commercial Sales at Conga, a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers.

What You’ll Learn

Discovering your passion, not following it
A systemic approach to finding diverse candidates
Taking a bet on talent, enthusiasm, and potential
How the sales process has changed in the last 18+ months

Show Agenda and Timestamps

About Kerry Hudson & Conga [1:45]
Kerry’s career journey into leadership [4:25]
Misconceptions about sales leadership [7:06]
All about diversity hiring [10:59]
Why you should track the 2 Ps [13:15]
Changes in today’s sales process [16:48]
Paying it forward [20:29]
Sam’s Corner [23:08]

Friday Fundamentals 147: Tom Glason Oct 22, 2021

Friday Fundamentals 147: Tom Glason

183: Dear Sales Team, Set Your Own Quotas Oct 19, 2021

In this episode of the Sales Hacker Podcast, we have Tom Glason , Cofounder & CEO at Scalewise , a platform that provides scale ups with flexible access to world-class revenue expertise. Join us for an insightful conversation on lessons from over 20 years in B2B sales tech and how to support teams and leaders in achieving their professional potential.

What You’ll Learn

- How to take control of your career by doing due diligence

- Telling your sales team to set their own targets

- The role of autonomy, mastery, and purpose in motivating people

- The biggest mistakes early stage venture-backed companies make

Show Agenda and Timestamps

- About Tom Glason & Scalewise [4:15]

- Mistakes of early stage companies [7:50]

- A deep dive into Tom’s career of leadership [10:06]

- Why you should do due diligence before joining [20:28]

- Should reps set their own targets? Yes [25:51]

- Paying it forward [31:05]

- Sam’s Corner [33:27]

Friday Fundamentals 146: Michelle Pietsch Oct 15, 2021

Friday Fundamentals 146: Michelle Pietsch

182: Build a Sales Team from the Ground Up w/ Michelle Pietsch Oct 12, 2021

In this episode of the Sales Hacker Podcast, we have Michelle Pietsch , VP of Revenue at Dooly , which streamlines sales workflow and saves reps 5+ hours per week. Join us for a standout conversation on building sales teams from the ground up at high-growth startups.

What You’ll Learn

- How to handle massive growth expectations

- The importance of investing in infrastructure in the team

- Hiring SDRs to create demand

- Why the discovery process is always an improvement area

Show Agenda and Timestamps

- About Michelle Pietsch & Dooly [2:10]

- Building sales teams from the ground up [8:08]

- Being in the early growth stage with sales [11:15]

- Effectively coaching reps for improved performance [16:40]

-Improving the discovery process [18:57]

- Paying it forward [25:10]

- Sam’s Corner [27:01]

Friday Fundamentals 145: Keegan Riley Oct 08, 2021

Friday Fundamentals 145: Keegan Riley

181: Facing Adversity w/ a Growth Mindset Oct 05, 2021

In this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a growth mindset.

Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

How Keegan fell into B2B tech sales
Creating a context for people to succeed
Facing adversity with a growth mindset
Finding joy in life with passion and perseverance

Show Agenda and Timestamps

About Baba Brinkman & Event Rap [3:39]
About Keegan Riley & Sysdig [7:02]
Leadership learnings from massive company growth [18:09]
Job training beyond college: a growth mindset [22:33]
Facing adversity with courage and joy [24:39]
Music by Baba Brinkman [33:12]
Sam’s Corner [38:47]

Friday Fundamentals 144: Hakim Myers Oct 01, 2021

Friday Fundamentals 144: Hakim Myers

180: Talent Retention w/ Whole-Person Benefits Package Sep 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers, Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm.

What You’ll Learn

- How to convince people to work for your company

- Why attrition and retention matter so much right now

- The talent search in the startup environment

- Powerful benefits that employers need to offer

Show Agenda and Timestamps

- About Hakim Myers & Nextdoor [2:00]

- Key lessons from a business recruiter [8:30]

- The hardest job market in a decade [10:20]

- The startup environment & powerful employee benefits [12:25]

- People analytics: What employees want [15:45]

- The biggest talent challenge for companies [20:08]

- Sam’s Corner [21:36]

Friday Fundamentals 143: Paula Shannon Sep 24, 2021

Friday Fundamentals 143: Paula Shannon

179: Cultural Insight on Operating a Regional Office w/ Paula Shannon Sep 21, 2021

In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership.

What You’ll Learn

- How to open a regional office

- When to use functional heads in lines of reporting

- The importance of understanding company finances

- What has changed in sales over the last two decades

Show Agenda and Timestamps

About Paula Shannon & Lilt [3:02]

The mandate of a chief evangelist [8:10]

Adapting sales processes internationally [12:02]

2 recent changes in consumers and sales [19:14]

Advice to today’s young workers [23:47]

Paying it forward: Shout-outs [30:03]

Sam’s Corner [34:11]

Friday Fundamentals 142: Amy Frampton Sep 17, 2021

Friday Fundamentals 142: Amy Frampton

178. Why SDRs Should Report to Marketing w/ Amy Frampton Sep 14, 2021

In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15- year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding.

What You’ll Learn

- Why trust is integral to chiefs of staff

- Who sales development should report to (spoiler: it’s marketing)

- The importance of employer brand

- Being intentional about employee satisfaction

Show Agenda and Timestamps

About Amy Frampton & Bamboo HR [3:13]

Quick aside: What a chief of staff does [9:46]

Changes in marketing in the last 15 years [13:08]

Who should sales development report to? [15:20]

Employer branding & employee satisfaction [20:51]

Paying it forward: Shout-outs [26:48]

Sam’s Corner [29:00]

Friday Fundamentals 141: Moeed Amin Sep 10, 2021

In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

1) Why sales is about trustworthiness

2) Why Moeed says cold calls are horsesh*t

3) Integrating your personal and work life to increase transparency

4) Common ways that sellers fail to build trust

Show Agenda and Timestamps

1) About Moeed Amin & Proverbial Door [2:40]

2) What neuroscience teaches about buyer decisions [11:17]

3) Ways to establish trust with customers [14:39]

4) Why you should audit your personal life for trustworthiness [21:45]

5) Common mistakes sellers make that break trust [25:00]

6) Sam’s Corner [31:55]

177. Trust-Building Strategies Every Seller Should Own w/ Moeed Amin Sep 07, 2021

In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

- Why sales is about trustworthiness

- Why Moeed says cold calls are horsesh*t

- Integrating your personal and work life to increase transparency

- Common ways that sellers fail to build trust

Show Agenda and Timestamps

- About Moeed Amin & Proverbial Door [2:40]

- What neuroscience teaches about buyer decisions [11:17]

- Ways to establish trust with customers [14:39]

- Why you should audit your personal life for trustworthiness [21:45]

- Common mistakes sellers make that break trust [25:00]

- Sam’s Corner [31:55]

Friday Fundamentals 140: Ajit Ghumar Sep 03, 2021

Fundamental Fridays 140: Ajit Ghumar

176. How to Rock Product Marketing w/ Ajit Ghuman Aug 31, 2021

In this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and why the truth is better than feeling good.

What You’ll Learn

- The role of product marketing, perfectly summarized

- Why pricing is too often an afterthought

- How to make pricing decisions upstream

- The importance of truth telling

Show Agenda and Timestamps

- About Ajit Ghuman & Narvar [3:40]

- The role of product marketing [5:30]

- A pricing philosophy that works [8:55]

- The relationship between price & customer satisfaction [14:15]

- Why truth trumps feeling good [22:28]

- Paying it forward: shout-outs [27:16]

- Sam’s Corner [29:40]

Friday Fundamentals 139: Jean Ayoub Aug 27, 2021

Friday Fundamentals 139: Jean Ayoub

175. Protecting Migrant Children: International Social Service w/ Jean Ayoub Aug 24, 2021

In this episode of the Sales Hacker Podcast, we have Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us for a convicting conversation about some of the challenges facing workers who reunite children with families and how sales plays into their success.

What You’ll Learn

What ISS is and the work it does
Challenges that advocates for migrant children face
How Jean came to work with nonprofits
Fundraising, financing, sales skills, and advocacy awareness

Show Agenda and Timestamps

About Jean Ayoub & ISS [4:50]
Challenges facing advocates for migrant children [10:14]
Jean’s love for nonprofits [13:28]
Migratory patterns and causes for separation [15:48]
How sales is present in nonprofits [19:45]
Sam’s Corner [26:03]

Friday Fundamentals 138: Tom Stern Aug 20, 2021

Friday Fundamentals 138: Tom Stern

174. Mastering Sales Expression: Use Your Voice to Create Connection w/ Tom Stern Aug 17, 2021

In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.

What You’ll Learn

Voice, tone, and language manipulation techniques
How sales expression relates to human empowerment
Investigating the story you tell about yourself
The role of fear in sales

Show Agenda and Timestamps

About Tom Stern & Stern Executive Search [4:16]
What sales expression means [11:38]
Using mirroring to close a deal [19:51]
Listening, absorbing, synthesizing [26:50]
Paying it forward: shout-outs [31:09]
Sam’s Corner [36:03]

Friday Fundamentals 137: Keith Daw Aug 13, 2021

Friday Fundamentals 137: Keith Daw

173. Training Leaders Who Create Other Leaders w/ Keith Daw Aug 10, 2021

In this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.

What You’ll Learn

Know why you’re training your team before you start
Keep the four S’s in mind when setting goals
Create a personal, customized learning path
Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

Keith Daw & McDonell Consulting [3:21]
Training during the last 15+ months [10:43]
Dos and don’ts on training the 4 S’s [14:04]
Key ingredients for great leaders [20:17]
Paying it forward: shout-outs [25:14]
Sam’s Corner [28:12]

Friday Fundamentals 136: Ryan Staley Aug 06, 2021

Friday Fundamentals 136: Ryan Staley

172. How to Build Out Your Up Market Strategy w/ Ryan Staley Aug 03, 2021

In this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.

What You’ll Learn

Framing the economic impact of moving upmarket
Why companies should verticalize
Building an enterprise sales motion gradually
Strategies for raising money… or not

Show Agenda and Timestamps

Ryan Staley & Whale Scale [3:15]
Your biggest enterprise sales mistake [7:23]
Implementing a winning deals-tracking system [14:30]
Why your org doesn’t need funding [18:26]
Paying it forward: shout-outs [28:55]
Sam’s Corner [32:46]

Friday Fundamentals 135: Anjulika Saini Jul 30, 2021

Friday Fundamentals 135: Anjulika Saini

Revenue Innovators: The Future of Leadership in RevOps Jul 28, 2021

This episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player.

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.

In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.

In this episode we discuss:

Why RevOps is blowing integration out of the water
How to invest in data that actually drives insights
The ideal attributes of RevOps leaders
Peacemaking among departments (aka alignment)

171. How to Hire Salespeople with the Future in Mind w/ Anjulika Saini Jul 28, 2021

In this episode of the Sales Hacker Podcast, we have Anjulika Saini, a sales leader helping drive new business for LinkedIn Sales Navigator. Join us for a great conversation about Anjulika’s career, how she discovered that she wanted to get into sales, the qualities that make successful salespeople, and hiring with the future in mind.

What You’ll Learn

The importance of curiosity in sales
Selling is relationship-based
Finding a job that gives you energy
Hiring with the future in mind
Everyone has something to teach you

Show Agenda and Timestamps

Anjulika Saini & LinkedIn Sales Navigator [2:26]
Moving from individual contributor into leadership [10:18]
Strategies for today’s sales teams [13:13]
Principles of team leadership [14:58]
Talent development & hiring on potential [17:11]
Sam’s Corner [23:42]

Friday Fundamentals 134: Zach Rego Jul 23, 2021

Friday Fundamentals 134: Zach Rego

170. Building a Company from the Ground Up w/ Zach Rego Jul 20, 2021

This week on the Sales Hacker podcast, we speak with Zach Rego, VP of Sales & Marketing at Unstack.

Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success.

Show Agenda and Timestamps

Show Introduction [00:10]
Unstack Explained & Insight into an Early Stage Company [2:33]
Zach’s Professional Background [8:21]
The Sales Development Representative Role [15:56]
Running a Marketing Function & Advice for Building a Company [18:09]
Zach’s Biggest Influencers [20:53]
Sam’s Corner [23:14]

Friday Fundamentals 133: George Donovan Jul 16, 2021

Friday Fundamentals: George Donovan

Revenue Innovators: Insight Selling: Help Your Buyers Make the Right Decision Jul 14, 2021

NOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts.

---

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.

That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.

In this episode, we also discussed:

44% of Millenials don’t want to interact with sellers at all
Social selling and customer-centricity
Why ambiverts make great sales professionals
What’s most desirable in automation tools
How the remote environment promotes diversity and inclusion

169. Becoming a Self Advocate w/ Mike Feldman Jul 13, 2021

This week on the Sales Hacker podcast, we speak with Mike Feldman, President of the Americas Operations and Global Document Services for Xerox Corporation.

Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company. Thinking of helping the collective can stave off the feeling of over-confidence and position yourself for promotion.

Subscribe to the Sales Hacker Podcast

We’re on iTunes
And on Stitcher

Show Agenda and Timestamps

Show Introduction [00:09]
Mike’s Baseball Card [4:11]
Advice to the Younger Workforce [11:29]
How to Advocate for Yourself [17:01]
The Importance of Skills, Grit, & Will [20:00]
Can you Train the Desire to be Great? [23:23]
Mike’s Biggest Influencers [25:06]
Sam’s Corner [27:44]

Friday Fundamentals 132: Mike Feldman Jul 09, 2021

Friday Fundamentals 132: Mike Feldman

168. How to Take Risks and Fail Fast w/ George Donovan Jul 06, 2021

In this episode, Sam talks with George Donovan, CRO at Allego.

167. Announcing: Revenue Innovators Podcast Jun 30, 2021

In this episode, Sam Jacobs talks with Mary Shea and Harish M about the newest podcast by Outreach, Revenue Innovators.

You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.

If you leave a 5-star review and rating for Revenue Innovators, please send a screenshot to marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.

166. Announcing Pavilion w/ Sam Jacobs Jun 22, 2021

In this episode of the Sales Hacker podcast, Sam Jacobs is interviewed by Max Altschuler, Founder & CEO at Sales Hacker and VP of Sales Engagement at Outreach, about Revenue Collective becoming Pavilion. Sam shares his vision for the new company and why it’s focused on self-actualization.

What You’ll Learn

Revenue Collective is Pavilion now!
How Revenue Collective first began
Elminiating antagonists and protagonists in favor of self-actualization
Why paid communities are superior to free communities
The three codes of conduct for Pavilion members
Dos and don’ts for community building

Show Agenda and Timestamps

Show Introduction [00:10]
Announcing Pavilion [3:57]
The origin story of Revenue Collective [7:00]
No antagonists, only self-actualization [16:07]
The long-term vision for Pavilion [21:19]
Dos and don’ts for community building [37:31]
Sam’s Corner [44:30]

Friday Fundamentals 131. Lee Berkman Jun 18, 2021

Friday Fundamentals 131. Lee Berkman

BONUS: Exploring the Role of Revenue Operations within Blueboard w/ Jen Nelson Jun 16, 2021

Revenue Operations is a relatively new but essential role being adopted by many companies to improve systems and processes internally. With the onset of the COVID-19 pandemic, it’s more important than ever to maintain internal systems and to keep culture alive.

Jen Nelson, Director of Revenue Operations for Blueboard, joins the show to discuss her experience creating the Revenue Operations role for Blueboard, how it’s benefiting the company, and why other companies should adopt the role.

What was talked about:

The Response & Successes of the COVID-19 Pandemic
Monitoring Progress, Driving Alignment, & the Function of Revenue Operations
Advice for Those Getting Into Revenue Operations
Transition from Nonprofit to For-Profit

Check out the resources below for more information:

To hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts

165. How to Transition into Tech Sales from a Non-SAAS Background Jun 15, 2021

165. Lee Berkman

Friday Fundamentals 130: Kyle Racki Jun 11, 2021

Friday Fundamentals 130: Kyle Racki

164. Sales Lessons From a Former Jehovah's Witness w/ Kyle Racki Jun 08, 2021

In this episode of the Sales Hacker podcast, we welcome Kyle Racki, the co-founder and CEO of Proposify. This company gives sales leaders visibility and consistency in their closing. Proposify helps more than 10,000 sales teams around the world eliminate the frustration caused by the proposal process. They also recently sponsored the Sales Hacker Podcast.

What You’ll Learn

Entrepreneurship isn't in your genes
Why it's hard to push back against your group
The journey from freelancer to founder
How to create and maintain a competitive advantage
Solving the innovator's dilemma
The framework for leading a startup to success

Show Agenda and Timestamps

Entrepreneurship isn't in your genes [5:59]
Why it's hard to push back against your group [7:15]
The journey from freelancer to founder [10:43]
How to create and maintain a competitive advantage [15:32]
Solving the innovator's dilemma [18:31]
The framework for leading a startup to success [20:45]
Sam’s Corner [26:56]

Friday Fundamentals 129: Neal Patel Jun 04, 2021

Friday Fundamentals 129: Neal Patel

BONUS Episode: Revenue Operations w/ Asia Corbett Jun 02, 2021

This week on the Sales Hacker podcast, we speak with Asia Corbett, Director of Revenue Operations at Postal.io.

Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is passionate about revenue operations and her wide range of hobbies neatly aligns with Postal’s experiential focus.

What You’ll Learn

About Asia’s journey into revenue operations at Postal
Revenue operations definitions and misconceptions
The data side of revenue operations

Show Agenda and Timestamps

Show Introduction [00:09]
About Asia and Postal.io [3:15]
Definitions and misconceptions [11:05]
Dashboards and reporting [13:36]
Using a single source of truth [17:26]
The RevOps reporting line [19:01]
Controls and visibility [21:20]
Useful sources for knowledge and inspiration [25:20]

163. Objections? You've Already Lost the Deal w/ Neal Patel Jun 01, 2021

In this episode of the Sales Hacker podcast, we have Neal Patel, the CRO of Crunchbase, an information resource that we all know and love. We talk about why salespeople need to be businesspeople first and why objection handling means that you’ve already lost.

What You’ll Learn

How to marry your ambitions to create success
Lessons in poverty and humility
Ways to connect the dots so you kick ass and take names
Principles of team leadership
Objecting handling means you've already lost
Who motivated and taught Neal along the way

Show Agenda and Timestamps

How to marry your ambitions to create success [7:04]
Lessons in poverty and humility [9:12]
Ways to connect the dots so you kick ass and take names [11:31]
Principles of team leadership [14:58]
Objecting handling means you've already lost [20:11]
Who motivated and taught Neal along the way [25:24]
Sam’s Corner [28:58]

Friday Fundamentals 128: Gauri Chawla May 28, 2021

Friday Fundamentals 129: Guari Chawla

162. What It Takes To Run a Global Alliance Network w/ Gauri Chawla May 25, 2021

This week on the Sales Hacker podcast, we speak with Gauri Chawla, Vice President of Global Partners and Alliances at inRiver.

Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held positions at Marketo, Oracle, IBM, PricewaterhouseCoopers, and Accenture. In this episode, we learn how her unique, strategic role is helping to drive 40% of inRiver’s revenue.

What You’ll Learn

Who Gauri Chawla is and what she’s doing at inRiver
The influence a leader in alliances has within an organization
The importance of partnerships and alliances — particularly as a scale up

Show Agenda and Timestamps

Show introduction [:00]

Friday Fundamentals 127: Mike Levy May 25, 2021

Friday Fundamentals 127: Mike Levy

161. The #1 Thing That Will Make You the Most Productive Person on Your Team w/ Mike Levy May 18, 2021

Overview:

Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share with us. We're excited to bring it to you.

What You’ll Learn

How to move from contributor to leader
What drives success
VP of sales vs chief revenue officer vs chief executive officer
Distinguishing between perseverance and a failed strategy
How to assess both sales leaders and candidates
A tribute to the entrepreneurial spirit

Show Agenda and Timestamps

How to move from contributor to leader [6:30]
What drives success [11:30]
VP of sales vs chief revenue officer vs chief executive officer [17:00]
Distinguishing between perseverance and a failed strategy [19:00]
How to assess both sales leaders and candidates [22:30]
A tribute to the entrepreneurial spirit [27:30]
Sam’s Corner [31:00]

Friday Fundamentals 126: Joe Venuti May 14, 2021

Friday Fundamentals 126: Joe Venuti

160. Why Direct Mail Sells to a Zoom-weary Population w/ Joe Venuti May 11, 2021

Overview:

Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there. Joe is also very familiar with leading large organizations and talented sellers.

What You’ll Learn

Lessons in leadership from life as a card shark
The unexpected skill you need to develop to be a manager
COVID's impact on building a long-term sales organization
How to maintain a health culture in a remote environment
The value of physical artifacts in a digital world
Who sales development should report to

Show Agenda and Timestamps

Lessons in leadership from life as a card shark [6:49]
The unexpected skill you need to develop to be a manager [8:05]
COVID's impact on building a long-term sales organization [9:56]
How to maintain a health culture in a remote environment [14:26]
The value of physical artifacts in a digital world [16:27]
Who sales development should report to [22:16]
Sam’s Corner [29:33]

Friday Fundamentals 125: Tiffany Heimpel May 07, 2021

Friday Fundamentals 125: Tiffany Heimpel

159. How to Have a Satisfying Career w/ Tiffany Heimpel May 04, 2021

Overview:

Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.

What You’ll Learn

The journey from costume design to sales
The human condition behind marketing
Founding a personal finance blog
Tiffany's perspective on the U.S. market
Advice for people facing an unclear career path
Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

The journey from costume design to sales [7:28]
The human condition behind marketing [11:00]
Founding a personal finance blog [14:15]
Tiffany's perspective on the U.S. market [16:42]
Advice for people facing an unclear career path [17:53]
Leading like a mother at work and a CEO at home [22:49]
Sam’s Corner [30:26]

Friday Fundamentals 124: Matt Melymuka Apr 30, 2021

Friday Fundamentals 124: Matt Melymuka

158: Zig Don't Zag: The Power of Focus and Specialization w/ Matt Melymuka Apr 27, 2021

Overview:

Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible valuation and pouring it into hyper-growth. Maybe that's not the right decision for your company.

What You’ll Learn

The high price of a growth-at-all-costs mindset
How misalignment can force you to do what you don't want to do
What's wrong with over-fueling the machine
Why you should de-risk your concentration of wealth
The supply-demand equation that's shaping sales tech
An up-and-coming company you need to know about

Show Agenda and Timestamps

The high cost of a growth-at-all-costs mindset [7:06]
How misalignment can force you to do what you don't want to do [10:00]
What's wrong with over fueling the machine [14:16]
Why you should de-risk your concentration of wealth [17:04]
The supply-demand equation that's shaping sales tech [19:32]
An up-and-coming company you need to know about [23:49]
Sam’s Corner [27:48]

Friday Fundamentals 123: Lloyed Lobo Apr 23, 2021

Friday Fundamentals 123: Lloyed Lobo

157: Bootstrapping, Building & Scaling Startups w/ Lloyed Lobo Apr 20, 2021

Overview:

This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.

Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Lloyed also co-chairs Traction, a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference.

We hear about Lloyd’s extensive entrepreneurial background and the powerful lessons he has learned along the way.

What You’ll Learn

How Boast.AI simplifies the R&D tax credits process
The relationship between pioneer mentality and risk tolerance
Different phases to the evolution of Boast.ai
Raising money at the right time for the right reasons
Learning and openness enable growth

Show Agenda and Timestamps

Show Introduction [00:00]
Boast.ai and Lloyed’s entrepreneurial background [2:26]
Pioneer mentality and risk tolerance [6:27]
Phases in the evolution of Boast.AI [10:53]
Raising money at the right time for the right reasons [19:58]
Learning and

Friday Fundamentals 122: Michael Hanson Apr 16, 2021

Friday Fundamentals 122: Michael Hanson

156: How to Sell Without Ego w/ Michael Hanson Apr 13, 2021

Overview:

Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics for how to get meetings. One of his most important insights is about how to use video appropriately.

What You’ll Learn

Key principles to empower SDRs for success
Tips and tactics for using video in outbound
How long should sequences be? How many channels?
Should sales development fall under sales or marketing?
The sales pro's internal battle to sell without ego
How to change your mindset on rejection

Show Agenda and Timestamps

Key principles to empower SDRs for success [4:55]
Tips and tactics for using video in outbound [7:14]
How long should sequences be? How many channels? [8:49]
Should sales development fall under sales or marketing? [14:25]
The sales pro's internal battle to sell without ego [15:24]
How to change your mindset on rejection [19:33]
Sam’s Corner [25:00]

Friday Fundamentals 121: Pouyan Salehi Apr 09, 2021

Friday Fundamentals 121: Pouyan Salehi

155. How to Improve Your Sales Process w/ Pouyan Salehi Apr 06, 2021

Overview:

This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere.

What You’ll Learn

Lessons learned from owning a Domino's franchise
What problem are you solving?
When you're not that hotshot kid anymore
Why go-to-market excellence trumps product excellence
Can you pass the Mom Test?

Show Agenda and Timestamps

Show Introduction [00:49]
Lessons learned from owning a Domino's franchise [6:33]
What problem are you solving? [13:57]
When you're not that hotshot kid anymore [16:16]
Why go-to-market excellence trumps product excellence [24:57]
Can you pass the Mom Test? [30:54]
Sam’s Corner [32:50]

Friday Fundamentals 121: Neil Ringers Apr 02, 2021

Friday Fundamentals 121: Neil Ringers

154: Guided Selling w/ Neil Ringers Mar 30, 2021

Overview:

This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They've built a new process of guided selling, which Neil discusses during the show.

What You’ll Learn

How Revenue Grid enables smarter selling
Guided selling and engagement
Scaling sales during the pandemic
How to build a winning sales team

Show Agenda and Timestamps

Show Introduction [00:00]
About Revenue Grid & Neil’s Journey [06:39]
Scaling Up During The Pandemic [11:40]
Developing A Winning Sales Team [16:24]
The Value Of CRM Integration [22:24]
Who Neil Finds Inspiration From [26:44]
Sam’s Corner [29:37]

Friday Fundamentals 120: Paul Fifield Mar 26, 2021

Friday Fundamentals 120: Paul Fifield

153. Don't Learn on the Job w/ Paul Fifield Mar 23, 2021

This week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and marketing,have not existed to date. We also talk about how that's hindered our professional development, particularly because sales is such a tough job.

What You’ll Learn

Fred's Floors and other startup ideas that didn't make it
Why learning on the job is a horrendous idea (but we do it all the time)
How people process information
Why starting your own business isn't a get-out-jail-free card

Predictable revenue

Show Agenda and Timestamps

Show Introduction [00:49]
Fred's Floors and other startup ideas that didn't make it [7:02]
Why learning on the job is a horrendous idea [13:20]
How people process information [17:44]
Why starting your own business isn't a get-out-jail-free card [24:02]
Predictable revenue [26:58]
Sam’s Corner [31:26]

Friday Fundamentals 119: Sara Archer Mar 19, 2021

Friday Fundamentals 119: Sara Archer

152. A Framework for Bringing Ethics to the Sale w/ Sara Archer Mar 16, 2021

Overview:

This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.

What You’ll Learn

From neuroscience to revops: How Sara used her brain to start her sales career
The difference between success and failure
Get out of the dollar bin... or... Why discounts aren't your friends
The hardest non-technical job in the organization and how to get it
How to be ethical and avoid shady deals

Show Agenda and Timestamps

Show Introduction [00:10]
From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
The difference between success and failure [10:06]
Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
The hardest non-technical job in the organization and how to get it [19:49]
How to be ethical and avoid shady deals [22:09]
Sam’s Corner [26:02]

Friday Fundamentals 118: Stephanie Cox Mar 12, 2021

Friday Fundamentals 118: Stephanie Cox

151. Leads Don't Matter: Moving From a Sales-led to a Product-growth Orientation w/ Stephanie Cox Mar 09, 2021

Overview:

This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.

What You’ll Learn

The power of a coffee meeting: How Stephanie amped up her career
How to shift from marketing to sales without losing steam
The great reset: From sales-led to product-growth orientation
"Leads don't matter" — Stephanie wades into the controversy
For the love of all things Burger King

Show Agenda and Timestamps

Show Introduction [00:10]
The power of a coffee meeting: How Stephanie amped up her career [6:33]
How to shift from marketing to sales without losing steam [14:11]
The great reset: From sales-led to product-growth orientation [19:11]
"Leads don't matter" — Stephanie wades into the controversy [24:17]
For the love of all things Burger King [30:02]
Sam’s Corner [32:56]

Friday Fundamentals 117: Michelle Benfer Mar 05, 2021

Friday Fundamentals 117: Michelle Benfer

150. Driving Sales Home: Tips From an Auto Dealership w/ Michelle Benfer Mar 02, 2021

Overview:

This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic.

What You’ll Learn

From hubcaps to Hubspot: Michelle's sales career
What has changed in sales leadership since 2005
How to establish trust and credibility as a leader
Lessons Michelle learned in 2020
Michelle's advice for women leaders

Show Agenda and Timestamps

Show Introduction [00:02]
From hubcaps to Hubspot: Michelle's sales career [1:27]
What has changed in sales leadership since 2005 [8:43]
How to establish trust and credibility as a leader [14:41]
Lessons Michelle learned in 2020 [20:37]
Michelle's advice for women leaders [25:00]
Sam’s Corner [31:24]

Friday Fundamentals 116: Hunter Madeley Feb 26, 2021

Friday Fundamentals 116: Hunter Madeley

149. What Makes a Great Sales Leader w/ Hunter Madeley Feb 23, 2021

Overview:

This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.

What You’ll Learn

Hunter's storied career in sales leadership
A good path to the CEO's spot
Surprises in the top job
Hunter on lessons learned during COVID
The keys to successful agile planning

Show Agenda and Timestamps

Show Introduction [00:09]
About Hunter Madeley and Vena Solutions [1:42]
A good path to the CEO's spot [9:23]
Surprises in the top job [17:32]
Hunter on lessons learned during COVID [19:19]
The keys to successful agile planning [23:16]
Sam’s Corner [34:47]

Friday Fundamentals 115: Kristen Twining Feb 19, 2021

Friday Fundamentals 115: Kristen Twining

148. Lessons Field Sales Can Learn From Inside Sales w/ Kristin Twining Feb 16, 2021

Overview:

This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

What You’ll Learn

Kristin's remarkable career in sales
Lessons from inside sales mid-pandemic
Kristin on the future of sales
How to succeed at home and at work
Follow in Kristin's footsteps

Show Agenda and Timestamps

Show Introduction [00:10]
About Kristin Twining and FireMon [2:03]
Lessons from inside sales mid-pandemic [18:50]
Kristin on the future of sales [23:04]
How to succeed both at home and at work [26:32]
Follow in Kristin's footsteps [33:36]
Sam’s Corner [37:25]

Friday Fundamentals 114: Fred Mather Feb 12, 2021

On this episode of Friday Fundamentals, we talk to Fred Mather

147. Top Advice for Rising Leaders: Have a Plan w/ Fred Mather Feb 09, 2021

Overview:

This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million — in both the UK and US. Currently, he is executive vice-chairman of Revenue Collective.

What You’ll Learn

Fred’s insights on the differences in sales between the UK and US
His career path and the importance of networking
A many-time CRO on what makes a distinguished leader
Rising leaders need to have a plan
A plan doesn’t just mean revenue

Show Agenda and Timestamps

Show Introduction [00:02]
About Fred Mather and Revenue Collective [1:12]
Sales in the UK vs. US [9:46]
Fred on Leadership [21:08]
Advice for rising leaders [27:14]
You need a plan [31:02]
Sam’s Corner [34:46]

Sales Hacker to Complete

146. Why Following Your Passion Is Bad Advice (and what the good advice is) w/ Callie Moriarty Jan 29, 2021

This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We're talking with Callie Moriarty, an enterprise account executive at Six River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. We discuss how Callie stumbled into sales and why the popular advice to follow your passion doesn't work. She also talked about knowing where your intellectual interests and curiosity intersect with work so you can line up with your lifestyle and financial goals.

Friday Fundamentals 113: Callie Moriarty Jan 29, 2021

On this episode of Friday Fundamentals, we talk with Callie Moriarty.

Friday Fundamentals 112: Jacco Van Der Kooij Jan 22, 2021

On this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.

145. Lessons Learned From Winning by Design w/ Jacco van der Kooij Jan 19, 2021

This week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps.

Friday Fundamentals: 111. Mark Levinson on Framework for Driving Productivity Jan 15, 2021

On this episode of Friday Fundamentals, we chat with Mark Levinson on framework for driving productivity

144. How to Drive Productivity: The Key Is Operational Excellence w/ Mark Levinson Jan 12, 2021

This week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. He's a thoughtful, intelligent person who's served both as an operator and an analyst. So he's given a lot of thought to operational excellence. We talk about the rise of the CRO role, the integration of revenue operations, and of course, how to drive productivity.

Friday Fundamentals: 110. Kata Nyitrai on The Modern Way to Cold Call Jan 08, 2021

On this episode of Friday Fundamentals, we chat with Kata Nyitrai on The Modern Way to Cold Call

143. Getting in Touch: How to Talk to People Who Don't Know You w/ Kata Nyitrai Jan 05, 2021

This week on the show, we've got Kata Nyitrai, head of global sales development for Miro, a fast-growing company in Europe. She talks about how to get in touch with people, specifically how you can generate meetings. Miro and I discuss the best mechanisms for multi-channel communication and all the different ways people can reach out to other people. We go in detail about reaching out in Europe, where GDPR is an important presence in terms of how you engage with people who haven't heard about you before.

Friday Fundamentals: 109. Mike McNary on the Trick to Driving Employee Happiness Jan 01, 2021

On this episode of Friday Fundamentals, we chat with Mike McNary on the Trick to Driving Employee Happiness

142. Restructuring CX Through EX w/ Mike McNary Dec 29, 2020

This week on the Sales Hacker podcast, we speak with Mike McNary, VP of Acquisition at Mimeo, a company that helps people print and deliver documents.

Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. Mimeo has been on a journey to reform and restructure their sales team, customer success, and employee experience in order to drive significant growth.

Friday Fundamentals: 108. Mary Grothe on Sales BQ Dec 25, 2020

On this episode of Friday Fundamentals, we chat with Mary Grothe on Sales BQ

141. How to Build an Achievable Revenue Plan w/ Mary Grothe Dec 22, 2020

This week on the Sales Hacker podcast, we speak with Mary Grothe, CEO at House of Revenue.

Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer success departments and getting to the root of their revenue problems, rebuilding infrastructure, developing talent, implementing RevOps and holistically scaling their revenue. With 13 people in year 3, they just crossed 2 million in revenue.

Friday Fundamentals: 107. Zak Hemraj on Advice to Improve Winning More RFPs Dec 18, 2020

On this episode of Friday Fundamentals, we chat with Zak Hemraj on advice to improve winning more RFPs

140. Habits of a Bootstrap CEO: Depth Not Breadth w/ Zak Hemraj Dec 15, 2020

This week on the Sales Hacker podcast, we speak with Zak Hemraj, CEO and co-founder of Loopio, a Toronto-based software company that streamlines the RFP process.

Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today, Loopio serves more than 850 world-leading organizations, is ranked 13th on the 2019 Deloitte Technology Fast 50 List, and was selected as one of LinkedIn's top startups in Canada 2 years in a row.

Friday Fundamentals: 106. Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices Dec 11, 2020

On this episode of Friday Fundamentals, we chat with Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices.

139. Teaching Sales as a Science w/ Luke Rogers Dec 08, 2020

This week on the show, we've got Luke Rogers, the vice president of sales at Instabase. Luke has a really interesting life story. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

Friday Fundamentals: 105. Jake Sorofman on the 3 Key Differences between Building and Scaling Dec 04, 2020

On this episode of Friday Fundamentals, we chat with Jake Sorofman on the 3 Key Differences between Building and Scaling

138. The Journey From Being a Marketer to Serving as CEO w/ Jake Sorofman Dec 01, 2020

On today's show, Jake Sorofman joins us as our guest. Jake is a career marketer who served as the CMO at Pendo. He also worked at Gartner where he worked as head of research. After a career as a vp of marketing and CMO, Jake now serves as president of MetaCX.

Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.

Friday Fundamentals: 104. Trish Bertuzzi on Successful Customer Engagement Nov 27, 2020

On this episode of Friday Fundamentals, we chat with Trish Bertuzzi on Successful Customer Engagement

137. Team Selling: A Comeback Story for 2021 w/ Trish Bertuzzi Nov 24, 2020

On today's show, we're talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi.

She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

She's also going to talk about 2021 planning, how this year the planning process must be different.

Finally, she's going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we're all working from home.

Friday Fundamentals: 103. Matt Klepac on Driving Sales and Marketing Alignment Nov 20, 2020

On this episode of Friday Fundamentals, we chat with Matt Klepac driving sales and marketing alignment.

136. From the Opera to the C-Suite: Taking the Leap and Founding a Company w/ Matt Klepac Nov 17, 2020

On today's show, we've got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They're pioneering what they say is the revenue operations revolution. Matt started his career as an opera singer in addition to being a CMO and marketer. We talked about how to make transitions. Plus, we discussed risk and the guiding principles of starting a company.

Friday Fundamentals: 102. AJ Bruno on Fixing Broken Comp Plans Nov 13, 2020

On this episode of Friday Fundamentals, we chat with AJ Bruno on fixing broken comp plans

135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ Bruno Nov 10, 2020

We've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.

Friday Fundamentals: 101. Ilan Jacobson on the #1 Trait that Drives Successful Sales People Nov 06, 2020

On this episode of Friday Fundamentals, we chat with Ilan Jacobson on the #1 trait that drives successful sales people

134. What Great Teams and Great Leaders Hold in Common w/ Ilan Jacobson Nov 03, 2020

Today, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of services that growth companies need. Concentrated in Canada, FirePower provides services all over the world. In a wide ranging discussion, we talk about authenticity, what makes great teams great, and what great leaders do to drive growth in their companies.

Friday Fundamentals: 100. Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs Oct 30, 2020

On this episode of Friday Fundamentals, we chat with Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs

Special Episode: Highlights From Top Women in Sales Oct 29, 2020

Today on the show, we have a very special episode. October is Women in Sales month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession. It's got clips and highlights from some of my favorite conversations with the best women sales leaders that have appeared on the Sales Hacker Podcast. I hope you enjoy it.

133. Unexpected Lessons From a 20-Year Sales Veteran w/ Jim Donovan Oct 27, 2020

Today on the show, we've got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim's a 20-year veteran of the sales industry. He was also in the World Trade Center during 9/11. That was a pivotal moment in his life and when he decided to embark on a career in sales. Now, we get to chat with him. He's down in st. Petersburg, Florida managing a global team on the march to 100 million for PandaDoc.

Friday Fundamentals: 99. John Mark Shaw on a Tangible 4 Step Process to Change Your Life Oct 23, 2020

On this episode of Friday Fundamentals, we chat with John Mark Shaw on a tangible 4 step process you can use to change your life.

132. The Internal Game: Coaching Your Way to Success w/ John Mark Shaw Oct 20, 2020

Today we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they're articulated, I've seen really meaningful results from them. I'm talking about John Mark Shaw. As I mentioned, he's my personal coach. On the show, we discuss a lot of ideas that I personally use every day and I've seen great success with.

Friday Fundamentals: 98. Ryan Walsh on the Top Factors that Drive Outside Sales Compensation Oct 16, 2020

On this episode of Friday Fundamentals, we chat with Ryan Walsh on the Top Factors that Drive Outside Sales Compensation

131. Data, Set, Match: How to Build a Two-Sided Marketplace to Drive Revenue w/ Ryan Walsh Oct 13, 2020

Today on the show we've got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it's first party, objective information from reps themselves about how much people make at different companies. You can access that data set once you contribute your own information on a blinded basis. Using RepVue, you can figure out exactly what people are making. You can't look at their individual W2s, but you can know that if you work at XYZ company, then you can make up to $700,000 a year.

Friday Fundamentals: 97. Eddie Baez on Growing Revenue and Accelerating Growth on Sales Teams Oct 09, 2020

On this episode of Friday Fundamentals, we chat with Eddie Baez on growing revenue and accelerating growth on sales teams

130. Turning Junior-level Talent into Top Sales Professionals w/ Eddie Baez Oct 06, 2020

Today on the show, we've got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren't aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire. Eddie sells market research as a senior business development consultant at IBISWorld.

Friday Fundamentals: 96. Vishal Sunak on Early Stage Companies Closing Deals Oct 02, 2020

On this episode of Friday Fundamentals, we chat with Vishal Sunak on Early Stage Companies Closing Deals

129. Building a Company from Scratch w/ Vishal Sunak Sep 29, 2020

Today on the show, we've got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you've signed and what agreements your company has made. They sell that product to general councils, operations teams, and deal desks. Vishal and I talk about what it's like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process.

Friday Fundamentals: 95. Tom Martin on the Job Market Approach Sep 25, 2020

On this episode of Friday Fundamentals, we chat with Tom Martin on the Job Market Approach

128. Unshackle Your Career with a Mentor w/ Tom Martin Sep 22, 2020

Today on the show we've got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief revenue officer at iCIMS. He and I talk about how you can get better at your career.

Friday Fundamentals: 94. Brian Litvack on How Organizations can use Values to Help Them Grow Sep 18, 2020

On this episode of Friday Fundamentals, we chat with Brian Litvack on how organizations can use values to help them grow

127. Lessons Learned in 10 Years of Democratizing Youth Sports w/ Brian Litvack Sep 15, 2020

Today on the show, we've got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He's the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. LeagueApps is the operating system for youth sports leagues and helps people to compete in a healthy and wholesome way. It's been a difficult thing to do during COVID.

Friday Fundamentals: 93. Jeff Winters on the 3 Things You Need to do to get a Dream Meeting Sep 11, 2020

On this episode of Friday Fundamentals, we chat with Jeff Winters 3 things you need to do to get a Dream Meeting

126. How to Book a Meeting with Nearly Anyone in the World with Jeff Winters Sep 08, 2020

Today on the show, we've got Jeff Winters, the founder and CEO of Sapper Consulting, one of the top 10 people in the world who can get a dream meeting — a meeting with virtually anybody in the world. We also announced a contest on this episode, so give it a or read our blog.

Friday Fundamentals: 92. Mykal White on the 3 Keys to Client and Prospect Success Sep 04, 2020

On this episode of Friday Fundamentals, we chat with Mykal White on the 3 Keys to Client and Prospect Success

125. Driving Outcomes Through Your Authentic Self and Human Language w/ Mykal White Sep 01, 2020

Today on the show we've got Mykal White, founder, owner, and CEO of a consulting business called NUNDA. We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really drive outcomes for you as it has for Mykal.

Friday Fundamentals: 91. Alyssa Merwin on 3 Things to Remember in Every Sales Conversation Aug 28, 2020

On this episode of Friday Fundamentals, we chat with Alyssa Merwin on 3 Things to Remember in Every Sales Conversation

124. Managing People Through a Crisis w/ Alyssa Merwin Aug 25, 2020

This week on the Sales Hacker Podcast, we've got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America.

She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. She's also an incredible leader, an incredible manager, and an inspiring person. We're going to learn a lot from her about managing people through a crisis because that's what the pandemic is. It's a crisis. It's a perpetual crisis that seems to drag on forever. But it is a crisis, and you have to change to cope with it.

Friday Fundamentals: 90. Brandon Meyers on Leading with Empathy Aug 21, 2020

On this episode of Friday Fundamentals, we chat with Brandon Meyers on Leading with Empathy

123. The Journey From a Programmatic Transactional Revenue Model to a Subscription Model w/ Brandon Meyers Aug 18, 2020

This week on the Sales Hacker podcast, we've got a fantastic episode for you. We've got an interview with Brandon Meyers, the chief revenue officer of ADARA.

Brandon worked his way up from the very bottom to the very top. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. It has been an incredible journey for him.

Friday Fundamentals: 89. Wes Ulysse on the 3 Core Attributes of Great Sellers Aug 14, 2020

On this episode of Friday Fundamentals, we chat with Wes Ulysse on the 3 Core Attributes of Great Sellers

122. Tips for Building a Diverse Team w/ Wes Ulysse Aug 11, 2020

This week on the Sales Hacker podcast, we speak with Wes Ulysse, Head of Sales, North America at Red Points, a SaaS company that's leveraging AI and machine learning to protect brands' online intellectual property.

Wes started his professional career as an accountant for the New York City Ballet. After four years, he didn't like being stuck behind a desk, so he moved into SaaS. Wes started his career at Sisense, becoming head of enterprise business development and ultimately director of inside sales for North America. As of January 2019, he moved on to leading the US sales team at Red Points.

Friday Fundamentals: 88. Matt Rizzetta on Sales Success Aug 07, 2020

On this episode of Friday Fundamentals, we chat with Matt Rizzetta on Sales Success

121. Lessons From Survival Mode: How to Bootstrap Your Business w/ Matt Rizzetta Aug 04, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta, founder of North 6th Agency, which is a communications and PR firm based in New York City.

Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he's got a thriving business that is not venture capital backed. He's one of the small and medium-sized business owners of the world trying to build a huge business.

Friday Fundamentals: 87. Steven Broudy on Hiring Mistakes Jul 31, 2020

On this episode of Friday Fundamentals, we chat with Steven Broudy on hiring mistakes

120. From Special Ops to Revenue Ops: A Conversation About Soldiering and Selling w/ Steven Broudy Jul 28, 2020

This week on the Sales Hacker podcast, we speak with Steven Broudy, Vice President and Head of Sales at Bevy, which helps companies build virtual communities.

Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to Bevy. He's also an armed forces veteran, and has served the country and has a lot to say about many different things.

Friday Fundamentals: 86. Brendan Kamm on Ways Gratitude can Help Drive Business Jul 24, 2020

On this episode of Friday Fundamentals, we chat with Brendan Kamm on top ways that gratitude can help drive business

119. Showing Gratitude & Building Relationships Using Small Gestures w/ Brendan Kamm Jul 21, 2020

This week on the Sales Hacker podcast, we speak with Brendan Kamm, Co-Founder and CEO at Thnks.

Brendan is a digital industry veteran and an executive. His company is a gifting platform that facilitates connections and relationships between salespeople. Brendan’s startup philosophy? Don’t follow your passion.

Friday Fundamentals: 85. Ernest Owusu on Treating your Sales Career like a Professional Athlete Jul 17, 2020

On this episode of Friday Fundamentals, we chat with Ernest Owusu treating your sales career like a professional athlete

118. Build Your Team’s Culture to Weather Any Storm w/ Ernest Owusu Jul 14, 2020

This week on the Sales Hacker podcast, we speak with Ernest Owusu, Senior Director of Sales Development at 6sense.

A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in tech sales as in sports. Now in a leadership role, he promotes the importance of team culture to keep BDRs connected during any crisis.

Friday Fundamentals: 84. Michael Coscetta on Revenue Leadership Jul 10, 2020

On this episode of Friday Fundamentals, we chat with Michael Coscetta on revenue leadership

117. The Tools You Need If You Want to Succeed at Scale w/ Michael Coscetta Jul 07, 2020

Today on the show, we are incredibly excited to have Michael Coscetta.

Michael is a member of Revenue Collective, but perhaps most importantly, he's the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. That's an incredible success story in terms of their ability to work with and attract the best brokers, build a massive brokerage community, and give those people the tools they need to succeed. Michael talks about how he does that at scale and how he thinks about scale.

Friday Fundamentals: 83. Andrew Sykes on the Most Important Habit at Work Jul 03, 2020

On this episode of Friday Fundamentals, we chat with Andrew Sykes on the most important habit at work.

116. How Do You Form Great Habits at Work? w/ Andrew Sykes Jun 29, 2020

This week on the Sales Hacker podcast, we're incredibly excited to have Andrew Sykes.

Andrew is a career salesperson, but he's also a lecturer at Northwestern University's Kellogg School of Business. He also runs a company called Habits at Work, and that's really what we're going to be talking about. And Habits at Work is all about how you form great habits. What's the most important habit? What is the single most important habit that you can form that can change your career and drive for success?

Friday Fundamentals: 82. Leah Chaney on the Methodology to Adapt to Deliver a Great Customer Experience Jun 26, 2020

On this episode of Friday Fundamentals, we chat with Leah Chaney on the methodology to adapt to deliver a great customer experience

115. The Magic Key to CX Success w/ Leah Chaney Jun 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney, the Chief Experience Officer for BetterGrowth, a customer support agency she founded.

Leah has been a pioneer for customer experience practices for the last two decades, focusing her work on putting customers at the heart of SaaS and service-based technology organizations. When not coaching teams on how to build a service-centric customer experience organization, she is snuggling her two pug mixes, re-watching The Goonies for the millionth time, or taking spins on her Peloton. Leah and her wife are anxiously awaiting the birth of their first child in July 2020.

Friday Fundamentals: 81. With Gleb Tsipursky on Decision Making in a Business Context Jun 19, 2020

On this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context

114. Understanding Human Cognitive Bias or Why You Can't Trust Your Impulses w/ Dr. Gleb Tsipursky Jun 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky, an internationally recognized thought leader known as the disaster avoidance.

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. His expertise stems from over 20 years of consulting, coaching, speaking training, and writing. His most recent book is called Resilience: Adapt And Plan For The New Abnormal Of The COVID-19 Coronavirus Pandemic.

Friday Fundamentals: 80. With Barrett Boston on Applying Lessons from Moneyball when Hiring Sales People Jun 12, 2020

On this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people.

113. Secrets to Great Leadership During a Pandemic and Beyond w/ Barrett Boston Jun 09, 2020

This week on the Sales Hacker podcast, we speak with Barrett Boston, Chief Revenue Officer at TriNet.

A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn't scratching the itch, though, so he decided that he just had to be in sales. He had to be an operator. So Barrett moved to TravelClick where he became President of the Americas and ultimately found his way to an incredible career at IBM before moving on to TriNet.

Friday Fundamentals: 79. With Matthew Gowen on How to Onboard a New Sales Team Member Jun 05, 2020

On this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member

112. Why Companies Fail Coming to Europe w/ Matthew Gowen Jun 02, 2020

This week on the Sales Hacker podcast, we speak with Matthew Gowen, the SVP of Sales at Pangea.

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market.

Friday Fundamentals: 78. With Peter Wooster on Modifying go to Market Offering May 29, 2020

On this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering.

111. Prospecting and Researching in a Brave New World w/Peter Wooster May 26, 2020

This week on the Sales Hacker podcast, we speak with Peter Wooster, a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors.

He was an early employee at Salesforce, he joined in 1999 and really helped scale and build that organization. He was Chief Revenue Officer for Marin Software and now he's running his own consulting firm called Wooster Advisors. But he's really got a lot of deep experience building and scaling SAS businesses, particularly in Silicon Valley.

Friday Fundamentals: 77. With Tom Williams on Developing Mutual Action Plans May 22, 2020

On this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans.

110. Survivors Make Plans: Get Your Mutual Action Plan Into Gear w/ Tom Williams May 19, 2020

This week on the Sales Hacker podcast, we speak with Tom Williams, Cofounder and CEO at DealPoint

DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on the set of milestones that need to happen in order to achieve success for the buyer. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI.

Friday Fundamentals: 76. With Patrik Svanstrom on Building and Adapting go to Market Sales Motion May 15, 2020

On this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion.

109. Why You Should Forget Checkboxes and Ask Better Questions Instead w/ Patrik Svanström May 12, 2020

This week on the Sales Hacker podcast, we speak with Patrik Svanström, vice president of EMEA sales for Datadog.

Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now, which is happening across the economy, across the landscape as companies accelerate their transition using this COVID crisis as a means of accelerating their IT roadmap. Datadog is right at the center of it. So a really good conversation. Patrik has been a long time veteran of helping US companies enter EMEA, and he brings a ton of expertise and credibility to the conversation.

Friday Fundamentals: 75. With Devante Lewis Jackson on the 4 Principles of Great Sales Management May 08, 2020

On this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management.

108. An Honest Conversation Around Race in America w/ Devante Lewis-Jackson May 05, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson, one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse.

The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. Devante is the founder of Revenue Collective of Color, which is a sub community that's been created within Revenue Collective for people of color. We talk about his experience around race in America and about what it's like in situations wherein others can imagine but don't know and therefore struggle to emp

Friday Fundamentals: 74. With Lori Richardson on if the Pandemic is the Right Time to Sell? May 01, 2020

On this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell?

107. Origin stories and the core principles of sales leadership w/ Lori Richardson Apr 28, 2020

This week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.

Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes a great sales person.

Friday Fundamentals: 73. With Jim Sharpe on the Key Lessons for Gaining Strategic Clarity Apr 24, 2020

On this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity

106. Want to Be CEO? Here's What You Need to Know w/ Jim Sharpe Apr 21, 2020

This week on the Sales Hacker podcast, we speak with Jim Sharpe, CEO of Aventri.

Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and general manager of Gerson Lehrman Group's largest and most profitable business unit, their financial services unit where he grew revenues to more than $200 million. We talk about what it's like to step into the role of CEO for the first time at a large company.

Friday Fundamentals: 72. With Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack Apr 17, 2020

On this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack

105. Factors to Organization Alignment Success w/ Jessica Wilkeyson Apr 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson, Co-Founder and Principal at Alternate Route, a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes.

Friday Fundamentals: 71. With Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program Apr 10, 2020

On this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program.

104. Embracing Authenticity to Connect and Drive Revenue w/ Shari Levitin Apr 07, 2020

This week on the Sales Hacker podcast, we speak with Shari Levitin, CEO of Levitin Group.

Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training and coaching is effective, the value of authenticity, and what is (or isn’t) coachable.

Friday Fundamentals: 70. With Todd Abbott on Why Funnel Reviews are Broken and What you can do to Improve Them Apr 03, 2020

On this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them.

103. Accurate Data Will Set Your Funnels Reviews on Fire w/ Todd Abbott Mar 31, 2020

This week on the Sales Hacker podcast, we speak with Todd Abbott, the President and COO of InsightSquared.

Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're reliant on reps inputting manual data. What we really need to do is find systems that automate the input of data so that we can spend our time coaching reps and really guiding them to better performance. InsightSquared sells a solution that does that.

Friday Fundamentals: 69. Elissa Fink on Category Development Mar 27, 2020

On this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation.

102. How to Build and Scale Marketing Organizations w/ Elissa Fink Mar 24, 2020

This week on the Sales Hacker podcast, we speak with Elissa Fink, Chief Marketing Officer at Tableau and advisor to our sponsor Outreach.

Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1 billion through an IPO. She now works as an advisor, offering a wealth of experience and knowledge, especially within the global enterprise software business. Let’s hear more from Elissa on how to build and scale a marketing organization!

Friday Fundamentals: 68. How the World is being Impacted by the Subscription Economy Mar 20, 2020

How the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo.

101. Ownership Is Dead w/ Luigi Mallardo Mar 17, 2020

This week on the Sales Hacker podcast, we speak with Luigi Mallardo, Chief Revenue Officer at Woffu.

Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR SaaS platform for time optimization in companies between 100 and 2,000 employees. Let’s hear from Luigi about the subscription economy and the subscription business model!

Friday Fundamentals: 67. 4 Steps You Need to Build a Marketing Organization Mar 12, 2020

On this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing organization.

100. Succeeding as the First Marketing Hire w/ Nicole Wojno Smith Mar 11, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith, the VP of Marketing at Tackle.io.

Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth. She also founded and leads the Atlanta Chapter of Revenue Collective.

Friday Fundamentals: Ep 66: The 3 Qualities of a Modern Leader Mar 05, 2020

On this episode of Friday Fundamentals, we chat with Stephanie Blair on the 3 qualities of a modern leader.

99. Overcoming Imposter Syndrome and Flourishing at Work w/ Stephanie Blair Mar 02, 2020

This week on the Sales Hacker podcast, we speak with Stephanie Blair, Founder and CEO of Know and Flourish.

Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. as an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and before that, the New York Daily News.

Friday Fundamentals: Ep 65: Why Product-Led Growth is Sales Supportive Feb 27, 2020

On this episode of Friday Fundamentals, we talk about why product-led growth is not actually anti-sales, and how you can start moving your strategy in this direction.

98. Focus on Product-Led Growth w/ Blake Bartlett Feb 24, 2020

This week on the Sales Hacker podcast, we speak with Blake Bartlett, Partner at OpenView.

Blake is a partner at one of the most well known SaaS venture capital firms in the world, OpenView Venture Partners, based in Boston. He spends most of his time trying to advance the product-led growth movement, both through thought leadership and investing at pioneers like Expensify and Calendly. He's been a VC since 2007, and prior to OpenView was at Battery Ventures, where he invested in companies like Glassdoor, Wayfair, and Optimizely.

What You’ll Learn

Product-led growth means focusing on the end-user

VCs differentiate by recognizing that they’re basically auditioning for the board

A key mistake of startups is a lack of focus

VPs of sales/marketing need to be flexible and willing to reinvent themselves

Friday Fundamentals: Ep 64: How AI Impacts The Future of Work Feb 20, 2020

On this episode of Friday Fundamentals, we talk about how Artificial Intelligence can do the heavy lifting with our quantitative, analytical, and repetitive work so that we can be more creative in our day-to-day operations.

97. How To Approach Changing Trends In The Global Economy w/ Tameka Vasquez Feb 17, 2020

This week on the Sales Hacker podcast, we speak with Tameka Vasquez, AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact.

Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of experience in the tech industry. She’s also a professor of Marketing Management at St. John’s University, and a public speaker who’s participated in conferences and thought leadership events all over the world. She was the 2018 recipient of the Innovators and Disruptors Award sponsored by New York On Tech and NBCUniversal, and she was the 2019 nominee for the Rising Star Award for Women in AI sponsored by VentureBeat.

Today we have a big picture discussion on how trends (digitization, the internet, technology, etc.) are intersecting in terms of disrupting the overall economy globally.

Friday Fundamentals: Ep 63: The Best Way To Run an Interview Feb 13, 2020

On this episode of Friday Fundamentals, we're talking about the strategic questions to ask that will focus on your candidate's values - not just their skills.

96. The 4 Levers of Sales Velocity w/ Pete Crosby Feb 10, 2020

This week on the Sales Hacker podcast, we speak with Pete Crosby, Chief Revenue Officer at Ometria.

Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. He's one of the three founding members of the London Revenue Collective. Today we’re talking about the management track, employee motivation, and the levers of sales velocity.

What You’ll Learn

Why not every top-performing SDR is cut out for management — & who is

2 Frameworks for motivating your employees

The 4 levers of sales velocity & why this number baffles the board

Book recommendations & shoutouts galore

Friday Fundamentals: Ep 62: The Difference Between Strategy and Execution Feb 06, 2020

On this episode of Friday Fundamentals, we give you some practical and actionable steps that you can take to translate your strategy into a successful outcome.

95. How to Nail Your 1-on-1s w/ Matt Cameron Feb 03, 2020

This week on the Sales Hacker podcast, we speak with Matt Cameron, Founder and Managing Partner of SaaSy Sales Management.

Matt is a New Zealander by birth, an Australian by accent, and adopted American. He's worked at Salesforce and Yammer, acquired by Microsoft, before founding SaaSy. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people.

What You’ll Learn

Getting your one on ones right by asking these 5 questions

Lessons Matt learned from kickboxing that apply to business

Founders should move to the region where they want to expand into

Advice about goal-setting for people who are new in their career journey

Friday Fundamentals: Ep 61: The Best Interview Question a Candidate Can Ask Jan 30, 2020

On this episode of Friday Fundamentals, we discuss the types of questions that a candidate can ask that will not only leave an impression but potentially land you the job!

94. Making Malware Disappear w/ Ellie Tamari Jan 27, 2020

This week on the Sales Hacker podcast, we speak with Ellie Tamari, the VP of North American Sales at Namogoo.

Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that came to the role somewhat later in life — Ellie Tamari. Namogoo is a company that helps make sure that customers of e-commerce companies and retailers don't get hijacked by malware during checkout., Over the past 20 years, Ellie has helped countless brands significantly move the needle by focusing on their customer's online journey.

What You’ll Learn

It’s never too late to start a career in sales leadership

Collaboration and culture is the way to manage a remote team

A manager is there to solve her team’s problems

Young women often aren’t aware of how perfect a fit sales leadership can be for them

Friday Fundamentals: Ep 60: Strategic Factors To Consider with Early-Stage Investment Jan 23, 2020

On this episode of Friday Fundamentals, we talk about the key factors and insights that an investor is looking for when considering an investment.

93. The Journey from 2x Entrepreneur Exec to VC w/ Angus Davis Jan 20, 2020

This week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital.

Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the first massive modern internet success story, with Marc Andreessen. He founded Tellme Networks, sold it to Microsoft, founded Upserve, and sold it to Vista Equity Partners. Now he's a partner making investments on the VC side at Foundation Capital with over 20 years of operational experience.

What You’ll Learn

You don’t necessarily need college to have a fantastic career

An entrepreneur does need confidence, perseverance, and authenticity

Build what you’ve already sold, don’t sell what you’ve already built

Friday Fundamentals: Ep 59: The Key Lesson in Software Sales Jan 16, 2020

On this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.

92. How To Become a More Influential Executive w/ Jay McGrath Jan 13, 2020

This week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath.

Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing, and cross-selling strategies. He has an MBA in marketing from Temple University and still resides in the Philadelphia area with his family.

What You’ll Learn

Why you should offer value first when selling

How to influence people that don't report to you

Why you need empathy and perspective

The importance of how you get your results

Friday Fundamentals: Ep 58: Why Narrative Precedes Strategy Jan 09, 2020

Your prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.

91. The Importance of Creating Narrative w/ Scott Olrich Jan 06, 2020

This week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign.

Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement efforts around the world. Scott brings over 25 years of leadership experience, and a proven track record for driving innovation, market adoption, and hyper-growth to his role at DocuSign.

What You’ll Learn

How & why to create narrative

What the agreement cloud is

How to get started in category creation

Changing the sales game for smaller companies

How to know what you’re good at

Friday Fundamentals: Ep 57: The 3 Most Important Steps For Building A Long-Term Career Jan 02, 2020

This week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.

90. Letting Go of Perfection w/ Justin Welsh Dec 30, 2019

This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin.

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown.

What You’ll Learn

Lessons Justin learned from a career in startups

Top mistakes companies make (hint: it’s hiring)

Data isn’t the whole answer -- you need anecdotal feedback, too

How to manage downwards and upwards

Creating a culture of winning means investing in employees

Friday Fundamentals: Ep 56: A Holistic Approach To Organizational Alignment Dec 26, 2019

When thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.

89. Using CDPs to Scale Your Org w/ Pat O’Brien Dec 23, 2019

This week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech.

Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He's been through two successful exits with LinkedIn and Dun and Bradstreet.

Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups. He holds an MA in publishing and design management from the University of Baltimore

Today, we’ll hear about what happens when you take on a senior leadership position at a very early stage company, and how to think about growing and scaling that organization.

What You’ll Learn

Your org needs one set of data
One place for data to live
One team to own the data
Oh, and KPIs for Early Stage Growth

Friday Fundamentals: EP 55: Top Prospecting Techniques From A Sales Leader Dec 19, 2019

On this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.

88. How to Optimize Sales Motions w/ Pete Kazanjy Dec 16, 2019

This week on the Sales Hacker podcast, we speak with Pete Kazanjy, co-founder of Atrium and author of Founding Sales.

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. In this episode, he shares how he fell into the sales leader category and his advice for others who want to do the same.

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada

What You’ll Learn

How selling as a founder will help you understand your sales motions

Why your ability to teach sales reps will help scale your business

How sales can be instrumented

Subscribe to the Sales Hacker Podcast

We’re on iTunes
And on Stitcher

Friday Fundamentals: EP 54: Our Top 3 Tips For Building a Billion-Dollar Brand Dec 12, 2019

There are three things to keep in mind when you're on the journey to building a billion-dollar brand. On this episode of Friday Fundamentals, we're going to tell you how to implement them.

87. The Ultimate Guide to Category Creation w/ Anthony Kennada Dec 09, 2019

This week on the Sales Hacker podcast, we speak with Anthony Kennada, CMO at Front.

You probably know Anthony by now — his name started popularizing itself after he helped grow Gainsight from $100K to $100MM in ARR. Anthony’s also the author of Category Creation: How to Build a Brand that Customers, Employees, & Investors Will Loveo. On this episode, Anthony taps into how businesses can transform themselves with category creation.

What You’ll Learn

How to initiate category creation

Anthony’s journey from sales to product to marketing

How to leverage lessons from the B2C world

Friday Fundamentals: EP 53: How One Entrepreneur Decided To Start Her Consulting Business w/ Mary Rogul Dec 05, 2019

On this episode of Friday Fundamentals, we talk about one entrepreneur's leap from being the head of sales to stepping into their own consulting business.

86. Should Every Top Salesperson Pursue Management? w/ Mary Rogul Dec 02, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul, a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon.

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. She’s now a consultant helping VPs of Sales scale and build their sales teams.

What You’ll Learn

Who is Mary Rogul

Motivations of an individual contributor vs. a manager

How great sellers approach their day

Friday Fundamentals: EP 52 Advice We Wish We Could Give Our Younger Self Nov 28, 2019

Don't be afraid to take the first step. On this episode of Friday Fundamentals, we talk about the importance of why you should always "go first" when fostering relationships with mentors.

85. Why AI Won’t Be Taking Your Job w/ Dan O’Connell Nov 25, 2019

This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad.

Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at AdRoll, before becoming CEO and President at TalkIQ, which was acquired by Dialpad. Dan holds an MBA from the Haas School of Business at Berkeley.

What You’ll Learn

How AI & ML are impacting the future of sales

Hiring for values
Orienting your sales process around the buyer

Friday Fundamentals: EP 51: How To Incorporate Video Into Your Sales Motion Nov 21, 2019

Video is important. But where does it belong? On this episode of Friday Fundamentals, we want to talk about how you would benefit from using video in your sales motion.

84. BombBomb’s Chief Evangelist Explains Why You Should Use Video w/ Ethan Beute Nov 18, 2019

This week on the Sales Hacker podcast, we speak with Ethan Beute, Chief Evangelist and VP of Marketing at BombBomb.

Ethan was one of the first employees at the self-funded video platform, BombBomb, which is now doing over $20MM in ARR. Ethan is also the host of The Customer Experience Podcast, and the author of Rehumanize Your Business.

What You’ll Learn

How to use video in different parts of the customer journey

What video will (and won’t) do for sales

Authenticity in today’s sales marketplace

Friday Fundamentals: EP 50: The Key Questions to Ask Nov 14, 2019

On this episode of Friday Fundamentals, we want to talk about the 3 key reasons that deals often stall. Every salesperson on every team needs to have these 3 things nailed down.

83. How to Operationalize Alignment w/ John Kaplan at Force Management Nov 11, 2019

This week on the Sales Hacker podcast, we speak with John Kaplan, President, Co-founder, & Managing Partner at Force Management.

John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales strategy and performance management. Before co-founding Force, he was SVP of International Sales Operations for PTC, a leading software developer for content, product life cycle management.

Friday Fundamentals: EP 49: Hiring Your First Salesperson Nov 07, 2019

On this episode of Friday Fundamentals, we are giving you advice on how to go about hiring your ideal first salesperson, making your initial investments in sales, and ultimately scaling up your team. (you might be surprised by this non-traditional approach to hiring!)

82. Meet the Serial Entrepreneur Who Hasn’t Raised Funding Since 2011 w/ Zvi Guterman of CloudShare Nov 04, 2019

This week on the Sales Hacker podcast, we speak with Zvi Guterman, founder and CEO of CloudShare.

Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. He’s now experiencing 50% growth. On this episode, he discusses raising (or not raising) capital, customer centricity, and he also gives a few tips to sales people looking to gain the attention of the C-suite.

Friday Fundamentals: EP 48: Being The CEO of Your Own Career Oct 31, 2019

On this episode of Friday Fundamentals, we're chatting about the thought process around being the CEO of your own career. Here are some steps on how to take control; ensuring that every step you take is really intentional.

81. How Candidate Testing Can Improve Employee Retention w/ Amyra Rand of Criteria Cor Oct 28, 2019

This week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp.

Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

Friday Fundamentals: EP 47: The Best Interview Question a Candidate Can Ask Oct 24, 2019

On this episode of Friday Fundamentals, we're chatting through candid interview questions. What's the best interview question you should ask? It's not the typical (and that's a good thing).

80. Getting More Women Into Sales & Sales Leadership w/ Catie Ivey of Demandbase Oct 21, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey, Regional Vice President of Mid-Market Sales at Demandbase.

Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

Friday Fundamentals: EP 46: How to Pick Your Next Company Oct 17, 2019

It's a hot labor market. What criteria should you use when choosing a new company to work for? Bryan of Andela weighs in!

79. How to Successfully Navigate Major Transition w/ Bryan Caplin of Andela Oct 14, 2019

This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela.

Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive.

Friday Fundamentals: EP 45: Big Co vs. Small Co Oct 10, 2019

How do you know whether a big or small company is right for you? In a small company, the feedback mechanism feels quick. It feels rewarding because you have instant change. The challenge? You may not always have processes to fall back on!

78. What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud Oct 07, 2019

This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud.

Alison brings a wealth of marketing, investor, and exec experience to the show. We talk about why career paths are rarely linear (and how to roll with it), what gives you a competitive edge at any stage, and how to see an opportunity for what it is.

Friday Fundamentals: EP 44: Top 3 Things Sales Engineers Need to Be Successful Oct 03, 2019

What do sales engineers need to be good at? Good question! Be good at demonstration and presentation. Nail that and you're well on your way.

77. How This Sales Engineer Became Responsible for Revenue of a Start Up w/ Vikas Bhambri of Kustomer Sep 30, 2019

This week on the Sales Hacker podcast, we talk to Vikas Bhambri, SVP of Global Sales and Customer Experience at Kustomer.

Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. We hear what makes a great entry point for sales and sales engineering and why having deep authentic technical product knowledge actually works in sales.

Friday Fundamentals: EP 43: Selling at Freemium Company Sep 26, 2019

What do reps at a freemium company need to do to be successful? Don't mistake product love for a deal!

76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack Sep 23, 2019

This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack.

Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy.

Friday Fundamentals: EP 42: 3 Steps to Building The Right Sales Enablement Strategy Sep 19, 2019

On this episode of Friday Fundamentals, we're discussing 3 steps to building the right sales enablement strategy. Top on the list? Define what problem you're trying to solve.

75. How To Scale Operations for a High Growth Sales Enablement Company w/ Jason Holmes, COO, Showpad Sep 16, 2019

This week on the Sales Hacker podcast, we speak with Jason Holmes, President and COO of Showpad.

Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. He’s been an executive and/or VP for a variety of household names, such as Marketo, Adobe, and Oracle. He also served on the board of directors for SIM Partners. He's here to chat about one big topic: cash generation.

Friday Fundamentals: EP 41: Two Highly Personalized Ways to Get a Meeting Sep 12, 2019

How can you score a meeting with anyone? Bypass the gatekeeper! Listen in to today's episode to learn two personalized ways to get a meeting with anyone (and it's easier than you think).

74. From VP Sales back to Individual Contributor: Learnings and Experiences w/ Ryan Lallier Sep 09, 2019

This week on the Sales Hacker podcast, we speak with Ryan Lallier, Director of Inside Sales at InsightSquared.

Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like Dataminr, Gartner, and YayPay. Ryan is also a member of the Revenue Collective, and founder of SalesGevity, and advisory and consultancy for start-ups.

Friday Fundamentals: EP 40: Key Questions to Consider to Becoming a VC Sep 05, 2019

We have two simple questions for you:

1) Do you want to spend time figuring out if you like VC?

2) How do you get certainty?

We're breaking down what questions you should ask before becoming a VC!

73. What Venture Capital Investors Want w/ Semil Shah Sep 02, 2019

This week on the Sales Hacker podcast, we speak with Semil Shah, General Partner at Haystack and Venture Partner at Lightspeed.

Semil has made a name for himself as an “observational leader”; someone who shares what he sees on the ground and passes it on for people to respond to, benefit or learn from. He’s also one of the most well known and well respected writers on venture capital and early stage investing.

Friday Fundamentals: EP 39: Why You Should Avoid Job Hopping Aug 29, 2019

Are you a job hopper? We're chatting through why it may not work in your favor to job hop!

72. How To Break Down Sales Stereotypes and Hire Better SDRs w/ Rahim Fazal Aug 26, 2019

This week on the Sales Hacker podcast, we speak with Rahim Fazal, Co-Founder and CEO of the SV Academy.

The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We hear how the SV Academy finds, trains, and releases SDR’s into the wild and the crazy, unconventional success they are finding on the way.

Friday Fundamentals: EP 38: The Importance of Transparent Leadership Aug 22, 2019

How transparent is your leadership team? We're talking about WHY it's important to be a transparent leadership team.

71. Why Account Based Marketing Doesn't Work w/ Latane Conant Aug 19, 2019

This week on the Sales Hacker podcast, we speak with Latane Conant, CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you. Latane is here to talk about market leads… and you won’t want to miss her insights!

Friday Fundamentals: EP 37: How to Set Up Your Remote Sales Team for Success Aug 15, 2019

In a world where sales teams are remote, how can you set your team up for success? Tune in today as we chat through actionable strategies to get YOUR team functioning as one in a remote setting.

70. The Executive’s Guide to Building Companies w/ Jonathan Sherry Aug 12, 2019

This week on the Sales Hacker podcast, we speak with Jonathan Sherry, Co-Founder and COO at CB Insights.

John has some incredible first-hand experience on how to scale a business, build culture intentionally, and retain the allegiance, alliance, and credibility of the people who work for you.

Friday Fundamentals: EP 36: How to Manage Upwards to Get to the C-Suite Aug 08, 2019

On today's episode, we're chatting about how to manage upwards. Recognize perception as reality. That's number one. Number 2? Reflect on your successes and failures.

Megan Bowen weighs in!

69. Structuring Your Organization Around Your Customer w/ Megan Bowen Aug 05, 2019

This week on the Sales Hacker podcast, we speak with Megan Bowen, SVP of Business Operations at Managed By Q.

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack.

Friday Fundamentals: EP 35: The 3 Keys to Driving A Great Enterprise Sale Aug 01, 2019

We're chatting about the top 3 ways to drive enterprise sales.

Pioneer your enterprise. Put your customers concerns FIRST. Sales will follow.

68. How to Go to Market with an Enterprise Solution w/ Ed Calnan Jul 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan, co-Founder and CEO of Seismic. Ed has taken the business from $0 to $100 million. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company.

Friday Fundamentals: EP 34: How to Scale While Course Correcting Jul 25, 2019

Get passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.

67. How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin Jul 22, 2019

This week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions.

We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager.

Friday Fundamentals: EP 33: Why Direct Mail Improves Conversion Rates Through Your Sales Cycle (Part 2) Jul 19, 2019

Part 2 of our series coming in hot!

66. Why Direct Mail Improves Conversion Rates Through Your Sales Cycle w/ Kris Rudeegraap Jul 15, 2019

This week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of conversations about how to grow and expand an early stage company as the co-founder and CEO.

Friday Fundamentals: EP 32: 3 Steps to Scaling a CS Organization Jul 11, 2019

On today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like.

65. How to Render Long-Term Success in The Workforce w/ Kim Rose Jul 08, 2019

This week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the workforce and add customer value in your career.

Friday Fundamentals: EP 31: Building a Buyer Centric Funnel Jul 04, 2019

Let's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective!

64. How to Evaluate a SaaS Company and Align Your Sales Funnels w/ David Skok Jul 01, 2019

This week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an early investor in HubSpot and Zendesk, leading the way to the development and language of SaaS. He's on the pod today chatting about aligning your SaaS company for success.

Friday Fundamentals: EP 30: Tips For Managing a Board Jun 27, 2019

How do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.

63. How to Translate Big Company Lessons to Small Company Lessons w/ Ben Wright Jun 24, 2019

This week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he transition from a large to small company?

Friday Fundamentals: EP 29: Why Sales People Fail Jun 20, 2019

Why do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!

62. How to Create, Manage and Incentivize Teams w/ Kathleen Roberge Jun 17, 2019

This week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.

Friday Fundamentals: EP 28: 3 Ways to Evaluate Job Opportunity Jun 13, 2019

On today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who has been in the role before and... ask questions!

61. How Edvo Seeks to Change The Job Hunt Narrative w/ Shireen Jaffer Jun 10, 2019

This week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative.

Friday Fundamentals: EP 27: Top Strategies for a Modern Seller Jun 06, 2019

The world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise.

60. How to Effectively Give and Receive Constructive Feedback w/ Alyssa Merwin Jun 03, 2019

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become a leader in hiring.

Friday Fundamentals: EP 26: How to Be an Order Taker vs. How to Be a Seller May 30, 2019

On today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller.

Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a seller? We'll fill you in!

59. How to Focus on the “How” vs. “Why” of Your Product with Scott Armour May 27, 2019

This week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product is. Listen in to today’s episode for bite-size takeaways that you can implement with your business!

Friday Fundamentals: EP 25: How to Improve Your Engagement and Conversion on LinkedIn May 23, 2019

Today on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries!

58. How to Shape the Future of a Modern Organization w/ Jake Dunlap May 20, 2019

This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the podcast, he discusses how to scale a company while shaping your next startup in a modern organization.

Friday Fundamentals EP 24: The 6 Steps to Successful Change Management May 16, 2019

Today on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!

57. How to Build Yourself Into a Great Manager w/ Ashley Grech, Global Head of Sales, Square May 13, 2019

This week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your time into a company before taking the next step in your sales career.

Friday Fundamentals EP 23: Top Dos and Donts for ABM May 09, 2019

On this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!

56. Drafting an Event Strategy That Works w/ Alon Waks May 06, 2019

This week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase their audience and use ABM as a team sport.

Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company May 02, 2019

On this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!

55. How to Ensure 500 Pieces of Sales Advice Get Executed by Your Sales Team w/ Travis Huff Apr 29, 2019

This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is able to take a piece of advice (sometimes 500 pieces of advice) and execute it. Tune in for this week’s episode.

Friday Fundamentals EP 21: How to Take Control of Your Recruiting Strategy Apr 25, 2019

On today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders.

Nick Worswick chimes in!

54. How to Pick Your Next Company to Build a Great Career w/ Nick Worswick Apr 22, 2019

This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as well as the key elements to navigating a successful career.

Friday Fundamentals EP 20: The Role of Chatbots in Sales Apr 18, 2019

Today on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!

53. The Secrets to Moving Your Company Upmarket w/ David Katz, Intercom Apr 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast paced ever growing organization. He also gives us a framework for how to move upmarket and what the requirements are for taking a company from the SMB space all the way to the enterprise.

Friday Fundamentals EP 19: The Top 3 Mistakes You Make in Sales Coaching Apr 11, 2019

Today, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach!

If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.

52. Why Your Company Needs Sales Coaching and Training to Drive Up Retention w/ Rob Jeppsen Apr 08, 2019

This week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training.

Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career Apr 04, 2019

On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked.

51. How to Move from Feature Selling to Gap Selling w/ Keenan Apr 01, 2019

This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan. We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”, referencing the book Keenan wrote and unpacking how to move from feature-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness.

Friday Fundamentals EP 17: How to Build Diversity Into Your Sales Team Mar 28, 2019

On this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales along the way?

50. Build Diversity and Inclusion into Your Hiring Practices w/ Simmone Taitt Mar 25, 2019

This week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community. Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams.

Friday Fundamentals EP 16: The Power of Silence Mar 21, 2019

On this episode of Friday Fundamentals, we discuss the power of silence.

When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly effective!

49. KPIs to Build World-Class Customer Success Organization w/ Roger Scott Mar 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and alignment.

Friday Fundamentals EP 15: How Long Should You Wait Before Quitting? Mar 15, 2019

Today, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!

48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler Mar 11, 2019

This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler. Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales Engagement and share some of the insights and tactics that are being adopted to deliver best-in-class revenue growth and sales team performance.

Friday Fundamentals EP 14: How to Deliver Feedback and Have Tough Conversations Mar 07, 2019

It's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together.

47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog Mar 04, 2019

This week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting.

Friday Fundamentals EP 13: Top Tricks for Dealing with Procurement Feb 28, 2019

Today on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you and your sales team.

46. How to Use Procurement To Your Advantage in Enterprise Selling w/ Donna and Chris Donato Feb 25, 2019

This week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation. Donna is a career procurement professional currently at American Express and Chris is a career enterprise seller. Between the two of them, they walk us through how to properly engage a true enterprise and deliver outstanding sales results at any level.

Friday Fundamentals EP 12: What is a 5 Tool Sales Person? Feb 21, 2019

On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean?

Here are the skills you need to be that person.

1. The ability to prospect

2. The ability to work a cycle and close a sale

3. The ability to build report

4. A positive attitude

5. The desire to provide relentless effort

Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person.

45. How To Put Your Reps in a Position to Succeed and Crush Quota with Brian Birkett, SVP of Global Sales, Leandata Feb 18, 2019

This week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata. Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks. After a few more jobs, he has now spent over 5 years at Leandata building the team and organization from nothing. He talks about the lessons he’s learned, how to be a great manager, and what he views as the keys to success in a sales career.

Friday Fundamentals EP 11: How To Give a Great Demo Feb 14, 2019

On this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo.

A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when you were showing them your demo.

Speak to the 'why'.

44. Career growth from Sales Engineer at Salesforce to building $100M company w/ Travis Bryant Feb 11, 2019

This week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM.

Friday Fundamentals EP 10: How to Get More Referrals From Your Customers Feb 07, 2019

On this episode of Friday Fundamentals, we discuss how to put referrals into your sales system.

Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales process.

43. How Endurance and Tenacity Can Translate Into an Amazing Sales Career w/ Carson Heady Feb 04, 2019

This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.

Friday Fundamentals EP 9: How to Nail The Job Interview Jan 31, 2019

On this episode of Friday Fundamentals, we discussing nailing a job interview.

What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview.

Don’t be in buying mode. Give yourself a chance to fully understand the job market before jumping in.

42. The Key to Building Career as Sales Professional w/ Jamie Scarborough, Co-Founder, Sales Talent Agency Jan 28, 2019

This week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie can share ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career.

Friday Fundamentals EP 8: How to Sell When You’re Facing Off Against a Direct Competitor Jan 24, 2019

On this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor.

Listen in today for actionable tips on today's episode.

41. Helping Marketo IPO, Achieve Hyper Scale, and Take Those Lessons to the Next Great Company with Bill Binch, CRO of Pendo Jan 21, 2019

This week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. Bill is the consummate commercial leader, sales manager, and team player and walks us through his career insights.

Friday Fundamentals EP 7: Forecasting Your Pipeline To Hit Your Number Jan 17, 2019

Focus on hitting your numbers.

Grow your pipeline.

What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers.

40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack Jan 14, 2019

This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack. Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.

Friday Fundamentals EP 6: Phone Presence in Job Interviews Jan 10, 2019

What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.

39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook Jan 07, 2019

This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization. Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

Friday Fundamentals EP 5: What's The Goal of The Demo? Jan 03, 2019

What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale).

Friday Fundamentals EP 4: Send Me More Information Dec 20, 2018

On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”. The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do.

38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry Dec 17, 2018

This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.

Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer Dec 13, 2018

On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business.

37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson Dec 10, 2018

This week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.

Friday Fundamentals EP 2: SDR Promotion Paths Dec 07, 2018

Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive.

Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones?

If you’re promoted too soon, does this affect your ability to succeed? We discuss all things SDR on this week’s episode of Friday Fundamentals.

36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB Dec 03, 2018

This week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB.

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations.

Friday Fundamentals EP 1: The Will to Sell Nov 30, 2018

We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field.

What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach.

35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack Nov 27, 2018

This week on the Sales Hacker podcast, we interview Dannie Herzberg, Head of Mid-Market Sales at Slack.

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. Check it out!

34: The Benefit of a Finance Background to Help Company Growth w/ Rob Lopez, SVP of Sales, Justworks Nov 20, 2018

This week on the Sales Hacker podcast, we interview Rob Lopez, SVP of Sales at Justworks, one of the fastest growing businesses focused on HR including payroll, benefits and the like.

While Rob has a background in finance, he really jumped into the startup world first at Groupon, where he was the GM for their Latin American division. After moving to New York, he became the first sales hire for Justworks. He has helped the company grow to well over $50M in ARR and he walks us through that journey on the show.

33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela Nov 13, 2018

This week on the Sales Hacker podcast, we interview Ilir Sela, the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US.

Slice helps pizzerias compete with Big Pizza by transforming the way they manage their business. Scaling a company this day in age is all about navigating the digital age.

32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott Schnaars Nov 06, 2018

This week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.

31. Annie Duke, Author of "Thinking in Bets" and Celebrity Poker Player Oct 30, 2018

This week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes. In this episode, we take those concepts and apply them to sales.

30. The Secrets to Hyper-Scaling Sales past $50 Million ARR w/ Matt Millen Oct 23, 2018

This week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality.

29. How to Build a World Class Customer Success Organization w/ Nick Mehta Oct 16, 2018

Nick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers.

28. The Key Habits and Systems that Power High Growth SaaS Companies w/ Chris Degnan Oct 09, 2018

We sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization.

27. Building a Predictable Revenue Engine for Your Company w/ Mark Roberge Oct 02, 2018

This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge.

Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth.

Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit.

26. From a Big Company to a Startup to an IPO w/Andrea Gellert Sep 25, 2018

This week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Tune in as we chat with Andrea Gellert— marketing expert, CRO of OnDeck, and former American Express executive!

25. From SDR to VP of Sales at One of the Best Companies Outside the Valley with Dan Cook Sep 18, 2018

This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City.

Dan originally hails from the East Coast and came of age in finance, working at Polaris Venture Partners, a Boston-based VC after graduating from Harvard Business School. He then moved out to Lucidchart to become an Operations executive before quickly transitioning to Sales.

Dan walks us through the mechanics and beliefs required to help the company build out a fully-functioning sales team and how, in his view, “culture eats strategy for breakfast.”

24. Building a Tier-1 SaaS Company from the Investor Perspective w/ Tomasz Tunguz Sep 11, 2018

E24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert!

23. Optimizing Sales Productivity to Drive Exponential Growth w/ Doug Landis Sep 05, 2018

Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!

22. The Secret to Becoming a Successful Account Executive w/ John Barrows Aug 28, 2018

Talking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode!

21. The Making of a Top-Producing Silicon Valley VP of Sales w/ Mark Cranney Aug 22, 2018

On this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales.

20. How to Negotiate More Effectively to Close More Deals w/ Chris Voss Aug 14, 2018

Tune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert.

19. How to Become a Best-in-Class VP of Sales by 25 w/ Liz Young Aug 07, 2018

Liz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25.

18. Setting Up the Right Sales Onboarding Plan w/ Roderick Jefferson Jul 31, 2018

This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in!

17. The True Secrets to Successful Enterprise Sales w/ Dave Govan Jul 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales.

16. How to Scale a Tech Startup w/ Amit Bendov Jul 17, 2018

On E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in!

15. The Art and Science of Pipeline Generation w/ Jeff Reekers Jul 10, 2018

Jeff Reekers, VP of Marketing, Aircall, talks about creating and executing lead generation marketing campaigns on E15 of the Sales Hacker podcast. Tune in now!

14. Quick Guide to Seed Fundraising for Startups w/ Brad Svrluga Jul 03, 2018

On episode 14 of the Sales Hacker podcast, we speak w/ Brad Svrluga Founding Partner at Primary Venture Partners about the top seed funding tips for startups.

13. Using the Science of Perfect Timing to Improve Sales Outcomes w/ Dan Pink Jun 26, 2018

Tune in to episode 13 of the Sales Hacker podcast with Dan Pink, WSJ and NYT bestselling author as we talk about the importance of time management in sales.

12. Navigating a Career from a Unicorn to a Public Company W/ Jaimie Buss Jun 19, 2018

Talking about startup careers and transitions is this week's guest on the Sales Hacker podcast—Jaimie Buss, VP of Sales, North America for Zendesk.

11. Using Science and Empathy to Improve Your Sales Conversations w/ David Priemer Jun 12, 2018

On this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.

10. Using Data Driven Decision Making to Align Sales and Marketing w/ Cassie Young Jun 05, 2018

You hear "data-driven decision-making" being thrown around a lot. Here's how real businesses go about it.

9. How to Sell Enterprise Software Solutions w/ Todd Caponi May 29, 2018

On this episode of the Sales Hacker podcast, we talk with Todd Caponi, CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.

8. Build Your Sales Pipeline with the Best Sales Cadences w/ Derek Grant May 23, 2018

On this episode of the Sales Hacker Podcast, we talk with Derek Grant, VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. Tune in now!

7. How to Align Marketing and Sales With Demand Gen w/ Andrea Kayal May 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal, Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost.

6. The Secret to Incredible Sales Management and Coaching Culture w/ Marc Jacobs May 08, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs, SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a coaching culture.

5. Moving Your Product (And Your Sales Team) Upmarket w/ Rick Smolen May 01, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen, VP of Sales at Greenhouse about moving your product upmarket and how to sell your software to a big company.

4. How to 10x Your Business Using Customer Success w/ Emmanuelle Skala Apr 24, 2018

On this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala, VP of Customer Success at Toast.
What You’ll Learn:

How to organize and structure a Customer Success team with a specific focus on Customer Experience
The transformative moments in customer experience that driver customer delight
How to use NPS to improve revenue growth and reduce churn
The benefits of focusing on the post-sale moment
The importance of investing in Customer Success early in a company’s growth

3: Why Your CFO Shouldn’t Own the Revenue Model w/ Jess Hunt Apr 17, 2018

On this episode of the Sales Hacker podcast, we talk with Jessica Hunt, Executive Vice President, GM of North America, & Head of Global Marketing, Sales & Strategy for Axiom.

2: The 25 Year Evolution of the Sales World w/ Steve Denton Apr 17, 2018

On this episode of the Sales Hacker podcast, we talk with Steve Denton, President and Chief Revenue Officer of Collective.

What You’ll Learn

How to adapt in a sales world that is constantly changing
How to avoid wasting your existing opportunities and close the deals in front of you
Why you have to be the most prepared person in the room
The three biggest decisions you can make in your career

1: Walking the Road From Individual Contributor to Management w/ Kiva Kolstein Apr 09, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein, Chief Revenue Officer at AlphaSense.

What You’ll Learn

How to map your career from individual contributor to manager
Why you should spend time with and invest in your new hires
How to know if a company is a good fit for you and your skills
How a cohesive leadership team should function

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