The Goats of Growth

In this episode Cherilynn Castleman talks about the painful experiences she had as a business leader that inspired her to start CGI Executive Coaching, how to build high performing teams that are united around one vision, a framework for post-pandemic selling, and how a little inspiration can get people to do extraordinary things.      

Brian Cotter, SVP of Global Sales Engineering at Seismic, spoke to me about the critical role Sales Engineers play in the enterprise sales process. An Engineer, by definition, is someone who designs and builds.  Brian and his team design and build but not in the way one might assume. In this  episode you’ll be captivated by what he says are the most critical elements to sell more,  more quickly, and with less friction

This week, I was delighted to have Dwight Lawson on Over Quota to discuss some of his daily practices and his position as Head of Sales at Ethena, a startup providing compliance training for modern teams. Dwight’s career journey features him within the first 100 people of most of the companies he’s worked for. He goes into detail about the impact that can be made in the beginning hiring rounds of a startup and what to expect being in those roles. He also talks about how the importance of authenticity in the workplace and how it’s led to success. Play close attention to his time analysis method and the simple way to examine where you are mismanaging your time. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

In this week's episode, I brought on a dynamic sales leader with an engineering past, Bershu Nkwawir. We talk about Bershu’s journey from being a technical Engineer to VP of Sales and why he switched. He details the parallels that made it a natural switch while also shedding light on the difficulties he faced approaching sales like an engineer. Since he had a nontraditional path to Sales, he talks about what he learned to onboard other engineers in the Sales space. We also talk about general hiring practices and team-building lessons he learned over time. Bershu expands on the four characteristics he looks for in a sales candidate he believes can't be taught. He then explains the two things managers should do to not own every problem the team has and help grow their team's abilities. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

Today I had the opportunity to talk to Marcus Knight, a seasoned Go-to-Market Strategist and Founder of Cultured Perspective, a black-owned revenue growth consultancy. We deep dive into the reasoning why nontraditional sales candidates are being overlooked, addressing the companies' and candidates' fears. Marcus talks about his growth revenue consultancy and how they use equity strategies and a diverse talent pool to set themselves and their clients apart from the crowd. He gives tactical strategies to manage big initiatives and expectations with a client, and describes what types of problems his consultancy helps resolve for businesses. Marcus also discusses strategies for creating a healthy workplace within his own life, his company, and his client’s companies. In addition to giving back to overlooked candidates, he and his son are Co-Founders of a clothing company, Kid Kulture, where he nurtures his son’s creativity while educating him on the business side too.

In this episode I interviewed Brent Keltner, Founder and President of Winalytics, a consultancy which helps clients achieve top growth potential by consistently positioning and qualifying buyers at each phase of their journey.  Brent emphasizes the importance of playbooks, practice, and team-based learning, which, he says, are the 3 pillars needed for growth acceleration. Listen to the full episode to hear which playbooks growth minded teams should be using, the plays they should be running within each playbook, and the one play that everyone should master to accelerate deal velocity and expand deeper into existing accounts.  To go much deeper into this subject and to learn more from Brent, his new book "Revenue Acceleration Playbook" is now available on Amazon. Click here to learn more. You can also reach him directly at bkeltner@winalytics.com or here on LinkedIn. Thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

In this episode, Jon Hawkins, CRO of Augmedix, shares the lessons he learned from a company he once Co-Founded, and then eventually sold, how he takes a data-driven approach to sales, how data can help build certainty and confidence throughout his team, and why he doesn’t think hiring salespeople with industry expertise is  the best approach. To connect with Jon, you can email him at jon@augmedix.com Thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

Today, I had the pleasure of speaking with Scott Sambucci to discover the key components of his success as a sales coach, public speaker, best-selling author, and endurance athlete. Having raced in three Ironman Marathons among other events, Scott has adopted a disciplined and regimented lifestyle that he applies to his work mindset, enabling everyday to be well structured with “no wasted miles”. With 25 years of enterprise sales experience and assisting startups, Scott has incredible insight into the problems and solutions for individual and company-wide growth, rooted in an attitude of dedication and perseverance. With every question I pose, from hiring strategies to professional roadblocks, Scott has answers and advice that not only benefits your workplace productivity but your approach to accomplishing simple everyday tasks. Want to hear more from Scott Sambucci? Read his book “Stop Hustling, Start Scaling” on salesqualia.com, or reach out to him on LinkedIn at https://www.linkedin.com/in/scottsambucci/. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

For today’s episode I invited Deric Peterson, Vice President of Commercial Line Sales at Verisk, whose strong character and willingness to learn helped build a foundation for success, personally and as a sales leader. His advice begins with a look inward, as he promotes what he learned from a mentor who said the best way to reach your full potential is by betting on yourself. Not only does this support self-advocating, but the idea of living presently, to earn your current role rather than worry prematurely about the next steps or the higher position. By instilling this mindset throughout an entire team, you enable a group of sales athletes who play the game without fear of losing and celebrate victories no matter how small. In addition to this already powerful dynamic, incorporate a data-driven core and you have the recipe for an unbeatable company culture ready for anything. Verisk is hiring! Reach out to Deric  through LinkedIn, at https://www.linkedin.com/in/deric-peterson/. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more

Culture is a major component in differentiating your company -- what better way to support culture than employee perks? My guest today, Amy Spurling, talks with me about the challenges companies face trying to satisfy employees with unpersonalized benefits and offers a solution for HR and sales teams alike. As Co-Founder and CEO of Compt, Amy is determined to alleviate the pain HR experiences and restructure company compensation for fairness and sensibility's sake. Charismatic and thoughtful, Amy Spurling empowers businesses to craft a culture that cherishes their diversity and rewards the uniqueness of each employee. Have any questions for Amy Spurling? Visit her on LinkedIn at https://www.linkedin.com/in/amyspurling. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, webb@thejaydavidgroup.com, so I can personally introduce you to someone on Allego’s team who will take great care of you.