Hey Salespeople

Hey Salespeople

Sales is an art and a science. Join Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, as he interviews the brightest minds in modern sales to bring you immediately actionable advice. If you have a passion for sales, are looking to further your career, or just want to hear some great, practical tips, this is the podcast for you.

Episodes

December 2, 2021 24 min
Chris Walker is the founder of Refine Labs, a demand accelerator firm, which helps B2B companies rethink their marketing, build their brands, shape demand funnels, and create pipeline. In this episode, Chris and guest host Sydney Sloan, CMO at Salesloft, discuss the importance of creating visibility for yourself as a seller and the changes they predict for the future of go-to-market sales. Visit Salesloft.com for show notes and ins...
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Colin Specter is the VP of Sales at Orum, which offers multi-line dialing to help reps get into live conversations with prospects more rapidly. In their conversation, Colin and Jeremey discuss the importance of leading with positivity, how the service industry creates the ideal sales foundation, and the best way to connect through a cold call. Visit Salesloft.com for show notes and insights from this episode.
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Luke Ruffing is an Enterprise Account Executive at PandaDoc, a document workflow automation platform. In this episode, Luke reveals the philosophy behind his effective cold-call opening line and discusses the importance of encouraging questions. Visit Salesloft.com for show notes and insights from this episode.
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November 18, 2021 25 min
Sam McKenna is the founder of #samsales, a consulting business that helps with every level of the sales process — from sales development to executive leadership. In their conversation, Sam shares with Jeremey her approach to multi-threading and the importance of building a brand around your ideas and creating content. Visit Salesloft.com for show notes and insights from this episode.
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Ted Bergstrom is a Senior Enterprise Account Executive at SAP Customer Experience, which enables companies to manage the full customer experience from lead to fulfillment. In this episode, Jeremey, guest co-host Katie-Jane Bailey, and Ted get into what it takes to be a highly effective enterprise account executive. Visit Salesloft.com for show notes and insights from this episode.
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Lydia Rahill is the Director of Strategic Accounts at CB Insights, an insights platform that helps companies and investors understand disruptive technology. Lydia tells Jeremey about a particular work day she spent as a nervous wreck, explains which two fundamental skills reps are bound to fail without, and recalls selling burned Shaggy CDs at an Ireland elementary school. Visit Salesloft.com for show notes and insights from this e...
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Mathieu Cognac is the VP of Global Sales Operations and Marketing Operations at MessageBird, an omnichannel communications platform for businesses to communicate with their customers, which includes household names like Facebook, Google, Uber, WhatsApp, and Airbnb. In this episode, Jeremey, Mathieu, and guest co-host Jenna Sacks discuss 2022 revenue planning, hiring challenges, and operating based on Amazon’s principles. Visit Sale...
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Nelson Gilliat is the author of a new book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms. In this episode, Jeremey and Nelson discuss the contrarian ideas in his book, alternatives to the predictable revenue model, and the nuances of doing away with quotas and commissions. Visit Salesloft.com for show notes and ...
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Jesse Rosenbaum is an Enterprise Account Manager at Varonis, a company that helps organizations understand what's going on with their data, who has access to that data, and how that data should be used. Among other topics, Jesse and co-hosts Jeremey Donovan and Jenna Sacks delve into strategic account seller compensation, prospecting, and deal intelligence. Visit Salesloft.com for show notes and insights from this episode.
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Ashley Welch is the Co-Founder of Somersault Innovation, a sales enablement firm. She also has two decades of previous experience in sales leadership. In this episode, Amanda Georgoff steps in as host to discuss great discovery, co-creation and the concept of “Me LLC.” Visit Salesloft.com for show notes and insights from this episode.
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Emily Critchfield is Vice President of Sales Operations at Samsara, a pioneer in the connected operations cloud that helps companies manage their fleet vehicles, sites, assets, and equipment. In this episode, Emily and Jeremey discuss the priorities that fall within the first 90 days as a sales ops leader. Visit Salesloft.com for show notes and insights from this episode.
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Clay Blanchard is the Vice President of Sales Operations at Collibra, where he landed after stints at LinkedIn and Salesforce. Jeremey considers Clay a friend and a mentor, which makes for a great conversation about hacky sacks, account planning and how to get more value out of your tools. Visit Salesloft.com for show notes and insights from this episode.
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AJ Umandap is the Vice President for Go to Market Strategy Operations and Planning at Forter, an e-commerce fraud prevention platform. In this episode, Jeremey and AJ talk about important aspects of go to market strategy, including total available market estimation and account and territory planning. Visit Salesloft.com for show notes and insights from this episode.
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Andy Whyte is the author of MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale, a book Jeremey calls a “must-read” for anyone wanting to understand the methodology. Ollie Sharpe, Salesloft’s VP of Revenue Operations for EMEA, joins as a first-time co-host to converse with Andy about testing champions, the different flavors of RFPs and why MEDDICC made such an impression on Andy. Visit Salesloft.com for show n...
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Jason Bagshaw is Regional Sales Manager at Deltek, which provides software that helps project-focused businesses execute on time and on budget. In this episode, Jason talks with Jeremey about helping companies grow their government business, making sure his life is a positive feedback loop, and the reasons he’s stayed with the same company for nearly two decades. Visit Salesloft.com for show notes and insights from this episode.
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Tom Murtaugh is Vice President of Go-To-Market Operations at BigID, a data governance, security, and privacy platform and Forbes 2021 Cloud 100 company. In this episode, hear about Tom’s work on territory modeling, a subject that is near and dear to the hearts of both Jeremey and his guest co-host Jenna Sacks, Salesloft’s Director of Revenue Strategy. Visit Salesloft.com for show notes and insights from this episode.
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Jack Teller is an Account Executive at NetSuite, where he’s been destroying quotas year after year. In this episode, Jack reveals what rings true across both inbound and outbound sales, explains why he’d tap his BDR quota just so he could do other things, and drives home the importance of identifying what pieces of a job don’t require talent. Visit Salesloft.com for show notes and insights from this episode.
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Chris Falcone is a Senior Enterprise Account Executive at OwnBackup. In this episode, learn how Chris consistently hits between 200% to 600% of his quota by staying organized and creating internal and external connections. Visit Salesloft.com for show notes and insights from this episode. Visit SalesLoft.com for show notes and insights from this episode.
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Scott Cunningham is the Senior Director of Global Channels at OwnBackup, the leading data backup, archiving, and sandbox seeding app on the Salesforce App. In this episode, Scott Cunningham delves into how to strategically create influence, where to find partners who will accelerate the sales process, and why employers need to start using incentives other than gift cards. Visit Salesloft.com for show notes and insights from this ep...
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Alex Grubbs is a Legal Solutions Executive at LexisNexis. In this episode, Alex shares how connecting with customers is all about honesty, confidence, and something she likes to call “bar talk.” Visit Salesloft.com for show notes and insights from this episode.
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