Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he's turned weaknesses into strengths along the way. We're living in strange times and things are changing quickly, it's a good time to take stock of what you're doing and where you're going.

Today's podcast guest joined our team a few months before recording this episode, and she's crushing it working with our customers and clients. Megan Holsinger joins us to talk about her perspective on Customer Success, where it goes wrong and how most sales teams can conduct a better handover to Customer Success after their deals close. 

What does great follow-up look like? Darryl Praill, CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them. He shares the exact formula his reps use along with the framework behind when marketing hands over leads, so that reps can own the relationship with the prospect. This was a fun one!

This week, a friend of the JB Sales team joins us on the podcast. Greg Segall, CEO of Alyce joins John to talk about what real personalization looks like in sales. It's not about name dropping the college your prospect went to in your outreach! Here's what's working right now...

This week, John turns to his good friend Trish Bertuzzi to look at what the future of SDR teams is going to look like. Trish has unearthed tons of amazing data about how SDR teams are performing and being tracked right now, and has formed her opinion on where the SDR role is headed in the future from that data. Things are going to change! Trish and John go through how SDR teams need to change, and where it'll start.

Like everything in the world over the past few months, business has been tough. Leading a team and making decisions is never simple. Kyle Porter, CEO of SalesLoft joins us on the podcast to reveal what it's been like behind the scenes at a high growth software company. Kyle and his team have had to cancel events, change targets and goals, and manage a different situation every day. Here's how Kyle and his team did it. 

Our team is seeing a huge rise in results from video prospecting. After reviewing results from meetings booked over the past few months, video was the biggest source by a long way. Following his webinar with Morgan on how to use video in your sales process, Tyler Lessard joins us on the podcast to discuss what the perfect video prospecting effort looks like...

Justin Welsh is our guest on this episode of the podcast. If you haven't seen Justin's content on LinkedIn, you've probably been hiding under a rock. Justin shares exactly how he has built and continues to build his personal brand. There's a few great stories in this episode too, including a first day on the job close and an unbelievably difficult start to Justin's sales career. This was fun...

Have you ever heard a prospect say "I need to think"? Chances are, you've heard this a lot. Devin Reed is the man behind all of the content and data experiments you see coming from Gong.io, and he's with us on this episode of the podcast to expose the latest surprising data he's uncovered. Hearing "I need to think" isn't actually as bad as you would think...

Layoffs are hitting sales teams hard. People everywhere are losing jobs, laying off their team and looking for their next move. Now is the perfect time to think about which roles and which companies will suit your strengths best. To help you do that, we're welcoming Amy Volas back onto the podcast. She shares a ton of great ways to re-think and get moving again in Sales.