The Sales Hacker Podcast

Latest Episodes:

90. Letting Go of Perfection w/ Justin Welsh Dec 31, 2019

Show notes

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 27, 2019

Show notes

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 24, 2019

Show notes

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 20, 2019

Show notes

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 17, 2019

Show notes

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

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Friday Fundamentals: EP 54: Our Top 3 Tips For Building a Billion-Dollar Brand Dec 13, 2019

Show notes

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 10, 2019

Show notes

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 06, 2019

Show notes

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 03, 2019

Show notes

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 29, 2019

Show notes

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.

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