Ashleigh Early joins us on the podcast this week to share the story behind how she was let go from her job in late December and searched for her next job. Doing exactly what Ashleigh did may not be for everyone, but there's a lot we can all take from the theory and approach behind the scenes that she took. This episode was a little longer than usual, get ready! 

How do sales reps stay right on top of their game with every interaction with prospects and buyers? No training session or coaching can 100% guarantee that. Just-In-Time learning can get as close as it's possible to that 100% as we've seen, which is why Spekit CEO Melanie Fellay joins us on the podcast this week. She shares a ton of great stories and insight into how she's playing more than just her role as a CEO in the company right now, and how sales reps can continuously get that reminder they need of better and best practices they can use in every interaction with a prospect. This was fun!

This pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a range of very serious issues. The sales rep at any level is the closest job in the world to being your own boss, to being an entrepreneur. But sales reps now are pivoting how they are working, who they're talking to and what they're trying to help prospects with. COVID19 is impacting sales reps everyday, and because we believe this profession can be the greatest in the world, we want to make sure sales reps hang in there. Here's a special episode of the podcast without John. Morgan J Ingram and James Buckley take the stage and candidly discuss what life is like for them as sales reps every day. How're they coping? What have they noticed? No silver bullets or "how to" strategies. Just observations on what it's been like for them as sales reps.

We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sales team at Tray.io and he joined us this week to share how his team has taken this opportunity to stop, recenter and get back to really caring about the person on the other side. This is an important discussion for salespeople to learn how to lead conversations with empathy and add value without being disingenuous. In this episode, you’ll learn: How to be empathetic and translate it into your messaging How to add enough value in your sales conversations so you have a seat at the table How salespeople can take on a leadership role while working from home

We've moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what's going on right now. We don't have the silver bullet to dealing with everything that's going on, but we've taken proactive steps and they're helping. In this episode, you'll learn: What we've taken from previous economic downturns The impact of quick and considered decisions Ways to transition yourself and your team while still aiming at your "north star"

It's a difficult time for us all, and we need to stay strong while we're staying safe. John asked his good friend Michael Sadeghpour to join us for a special podcast during this situation, to try and help us all keep our heads strong. This is a little different to our usual podcast episodes, but we think it's required right now.

What is true enterprise selling really like? Ian Koniak is crushing it at Salesforce selling 7 and 8 figure deals and we're pleased to have him on the podcast to understand how he's doing it. This is true enterprise selling, very long deal cycles and multi-million dollar deals that are long term contracts. It doesn't get much harder than this in software sales. Sales reps in any industry, with any deal size or length can learn from how enterprise selling really works. Even if your process is a slimmer version of Ian's, you can over-deliver if you take things to the next level.  You'll learn: Product Sales to Service Solution Sales How to Approach Enterprise Selling Selling to All the Levels

We're pleased to welcome a good friend of the team onto the podcast this week, Doug Landis joins us not too long after he sat with John and Keanu Reeves in the airport watching the Superbowl. They agreed to talk about all of the good, bad and indifferent prospecting outreach they receive and to work out how and why the best ones worked. It's easy to give sales reps a hard time for "bad" prospecting, but here's a look into what they can add into their prospecting outreach to go that extra mile and get the appointment... You'll learn: Personalization, Relevance, & Timing Writing the Right Message Empathy and Experience in Prospecting Outreach

SDRs have arguably the hardest jobs in business. Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. We love mixing things up on this podcast, and Gaetano has always worked closely with sales teams and reps while being a marketer which gives him a unique point of view on how SDRs are doing well today. You'll learn: Personalization, relevance, and timing Building Your SDRs' Business Acumen Being Omnipresent & Building A Personal Brand

We're pleased to have Ryan Reisert on the podcast this week. Ryan's strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate? It's time to make sales simpler... You'll Learn: Cold Call Connect Rates Making Prospecting a Science Specializing In Your Art Form