The Sales Hacker Podcast

Latest Episodes:

40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack Jan 15, 2019

Show notes

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 11, 2019

Show notes

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 08, 2019

Show notes

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 04, 2019

Show notes

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 21, 2018

Show notes

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 18, 2018

Show notes

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 14, 2018

Show notes

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 11, 2018

Show notes

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

Show notes

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

Show notes

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.

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