Having a CRO and a CMO in one interview is a golden opportunity to talk about sales and marketing alignment, and Jeremey does exactly that in this episode of the Hey Salespeople Podcast. CMO Meagen Eisenberg and CRO Rich Liu of the corporate travel management platform TripActions, discuss best practices for tying sales and marketing together. The trio starts by questioning the legitimacy of the topic, and it only gets more nuanced ... Read more
Dave Gerhardt, the Vice President of Marketing at Drift, takes on a touchy topic: How do you sell to people when you know they don’t want to be sold? Dave and Jeremey go down some interesting avenues that bring listeners into the land of social psychology. Visit SalesLoft.com for show notes and insights from this episode.
Deva Rangarajan, a faculty member and Director for the Center for Professional Selling at Ball State University, brings both a practical and an academic perspective to sales. Having traveled extensively for work, Deva has tremendous insight into how customers operate in different regions of the world. He and Jeremey delve into NPS scores, the "Amazonification of Expectations", and being seen as a trusted advisor in the era ... Read more
In this milestone 50th episode of Hey Salespeople, Chris Orlob and Jeremey talk about what it really means for sales to be a chainlink system. With Chris being the Senior Director of Product Marketing at Gong.io, one of the leading conversational intelligence platforms, we couldn’t let him leave without discussing a healthy dose of fascinating sales stats. Visit SalesLoft.com for show notes and insights from this episode.
As someone who’s constantly fielding prospecting emails, Stephanie Middaugh knows a thing or two about spotting a sequence or drip campaign a mile away. That’s why it’s all the more impressive when someone can cut through the noise and get her attention. In this Hey Salespeople episode, find out what it takes to effectively sell to Divvy’s Senior Sales Enablement Manager. Visit SalesLoft.com for show notes and insights from this ep... Read more
Jeff Winters may be the president of Sapper Consulting, an outsourced SDR firm, but that doesn’t mean Jeremey won’t take on him on in the great "Insource vs Outsource SDR” debate. They discuss the future of sales engagement, and, of course, get into immediately actionable advice on outbound strategy. Visit Salesloft.com for show notes and insights from this episode.
Dan Dawson wants to be challenged. As the Senior Partner and Chief Sales Officer at Force Management, that means being an expert consultant on what issues buyers are trying to solve - even before they do. In this Hey Salespeople episode, Dan and Jeremey discuss the benefits of doing your homework before getting in the room with a prospect. Visit Salesloft.com for show notes and insights from this episode.
For Ashley Grech, becoming Global Head of Sales at Square was no cakewalk. After graduating with an MBA in the heart of a financial crisis, she learned early on that sales means listening to people’s pain and solving problems as a result of it. From her 12 years at a prestigious bank, she uses her experience to teach salespeople how they can up their game through listening and storytelling. Listen to this episode of Hey Salespeople... Read more
As Conversational Marketing Manager at Drift, Sara Pion knows that the human-to-human part of the sales process can’t be left out of the equation. She explains that automated or not, conversations still come down to personal connection. Whether it’s fine-tuning chats between bots and customers or ditching her computer for a face-to-face meeting with her sales team, Sara is a master at quick engagement, efficient processes, and keep... Read more
When it comes to the role of frontline sales manager, Dave Brock wrote the book (literally). Dave is the CEO of Partners in EXCELLENCE as well as the author of Sales Manager Survival Guide. While new frontline sales managers often fixate on hitting a number, Dave suggests spending time getting to know the role, the team, and the company first. Listen to this episode of Hey Salespeople to learn why Dave thinks the worst thing a new ... Read more
Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape. Listen to this episode of Hey Salespeople to... Read more
Lindsey Liranzo is a master when it comes to growth and development. When she’s not putting her skills to the test with clients, she’s growing and developing her own career in sales leadership. From teaching English in Thailand, then working in the finance department at NASA, to now serving as the Director of Online Sales and Sales Development at one of the most richly valued tech companies in the world, Lindsey has distilled the k... Read more
According to Engagio’s CEO and Co-Founder Jon Miller, the relationship between marketing and sales should be less of a lead handoff and more of a soccer game. Jon shares his actionable advice on how to bridge the gap and encourage open communication for selling success. In this episode, Jon and Jeremey discuss the evolution of account-based selling and how it has changed the way that sales and marketing should work together.
How are great sales cultures built? Brian Trautschold is the Co-Founder and Chief Operations Officer at Ambition and has a pretty impressive track record of building great cultures at numerous organizations. He shares the key indicators of strong and struggling company cultures and how it all boils down to alignment, accountability, and authenticity.
Catie Ivey is the RVP of Sales at Demandbase and has made her mark in the account-based marketing space. She comes on the Hey Salespeople podcast to talk with Jeremey not about ABM, but about diversity in sales. The two discuss the data-backed benefits of a diverse workplace, common misconceptions, and actionable advice for women in sales. Make sure to catch Catie’s unique perspective on mentorship and her tips on everything from f... Read more
Tim Riesterer is the Chief Strategy Officer at Corporate Visions and he makes it his mission to deliver customer conversations that win. Tim and Jeremey discuss Corporate Visions’ recent study on sales engagement personalization and the key takeaways from it. The two discuss everything from increasing open rates to why salespeople should care about benchmarking in this data-packed episode of the Hey Salespeople podcast.
Everyone wants value. Craig Rosenberg and Dan Gottlieb, both analysts at TOPO, discuss how to think outside of the box when delivering that value to prospects. From storytelling to experimenting with channels beyond just email and phone, Craig and Dan give their best practices for prospecting and advice on how to build connections and engage in a new and creative way. You won’t want to miss Jeremey’s three immediately actionable ta... Read more
It takes a lot of work to keep things simple and Dennis O’Malley, CEO at Caliva, learned that first hand as he transitioned from an enterprise organization to a vertically integrated cannabis company. Dennis and Jeremey discuss how authenticity, consistency, and transparency are key to any thriving business and how to build a rhythm of high-performance culture.
Sales Development Reps and Account Executives are two entirely different roles. How you manage those two roles should also be entirely different. Meg Hewitt, Regional Manager of Retail & Consumer Goods at Salesforce shares how to navigate through both styles of leadership and provides actionable advice on hiring, authenticity, and running one-on-one meetings. Make sure to jot down Meg’s tips on how to stand out as an SDR for th... Read more
Tana McDermott is currently the Vice President of Revenue Operations at Workiva but has held almost every sales role imaginable. She dives into which sales methodologies have had the greatest impact on her career journey and how she had built high performing teams. Jeremey and Tana share leadership tips on everything from sales comp to keeping reps incentivized and accountable on this episode of the Hey Salespeople Podcast.