The Goats of Growth

This episode, I talked with Liam Purcell, the Capital Acquisition Manager at Odoo, about the company’s impressive growth globally and its available job opportunities. Liam shares details of the interviewing and onboarding process, while offering preparation tips and a list of the top qualities most valued by the company. The emphasis is on a salespersons’ coachability: there is always something new to learn, whether you are fresh from college or have years of sales experience under your belt. Pair this humility with the readiness to help others and work within a strong team, and you have yourself the successful Odoo mentality. We also discussed the company’s future goals, and how COVID-19 has affected their business -- with an encouraging twist. Looking to apply? Check out Odoo.com/jobs.

For this episode, I invited Sarah Doughty, Customer Success expert and Founder of Crescendo Labs, to talk with me about the function of Customer Success. With an admirable attention to the individual customer, Sarah describes the benefits of delivering value through insight and a growth mindset. We explore the ideal skills to look for when building a team from the ground up and discuss strategies to establish and maintain the customer relationship by evaluating their health and satisfaction. Along the way, we cover the best approaches to the difficult ROI conversation, team member compensation, and many other must-knows of Customer Success. And a big thanks to this episode’s sponsor, 180 Degree Selling. Visit their website at 180degreeselling.com. Also, Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

In this episode, you'll hear my interview with Cliff Ryan, VP of Business Development for Yaymaker. Yaymaker started off hosting one-of-a-kind locally crafted events such as paint night at local bars that brought people together. Now, as a result of the pandemic they needed to pivot to a virtual model, much like the rest of the world. Cliff tells how they've been able to make the pivot successfully, how they've been able to land large clients like Google, and what he looks for when hiring sales people. And yes, Yaymaker is hiring!   Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

This is the introduction of a new format designed to highlight companies that are actively hiring, and to give my listeners an exclusive way to apply. In this episode you'll hear how passionate and vested Tammi Pirri, Vice President of People Operations at Arcadia, is about building a culture that focuses on the happiness, inclusion, and overall well-being of their people. Based on my experience, most companies use the phrase "great culture" as bait to simply attract talent—with no foundation for what that really means. At Arcardia, its more than just recruiting bait, it’s a lifestyle. For instance, they have a talent show called "Arcadia's Got Talent", where people are encouraged to showcase their talents and win up to $1000! They offer "Arcadia Cinema" twice a week, which features a family feature film and either a film that focuses on social injustice or an adult comedy film. They have remote fitness sessions twice a week, coffee hour, happy hour, wellness activities, activities around how to solve social injustice issues, and much much, more. Listen to this episode to learn about all that, which positions they need to fill, and how to apply. This episode is sponsored by 180DegreeSelling. Bigger quotas, larger sales & longer sales cycles require selling differently to get different results... Do a 180! Go to180degreeselling.com to download your free Playbook.  Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

In this episode, I interviewed Kelly Mark, a sales leadership expert and strategist with  over 25 years of experience selling and managing successful sales teams focusing on the pain points organizations face as the pace of technology continues to grow and change rapidly. We dove deep into the habits that are consistent in some of the core competencies found in successful strategic sellers.  This episode is sponsored by 180DegreeSelling. Bigger quotas, larger sales & longer sales cycles require selling differently to get different results... Do a 180! Go to180degreeselling.com to download your free Playbook.  Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

In this episode you'll hear my discussion with Eric Sherman, Northeast RVP of Sales for Dynatrace, about the overall approach he takes to leading, coaching, and managing to drive results. Throughout our conversation he stressed the importance of having the right people, taking a pragmatic approach to assessing the business as a new leader, enabling his sales managers to run their businesses effectively, and creating a culture of communication and collaboration.    Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

Brent Taylor, RVP of Sales for MuleSoft--Canada, recently joined me to discuss the importance of getting it done and doing it right as it pertains to sales performance. Whether he is sitting down with a member of his current team or interviewing someone for an open position, he wants to know that people are achieving success in a way that is verifiable and can be sustained over time? Additionally, we spoke about the two critical questions every sales rep must answer about their sales process, why your "hero story" won't help you, what not to say if you feel there isn't enough opportunity in your territory, and much, much, more. Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

In this episode you will hear me without a guest simply talking about the state of enterprise sales people as it pertains to unemployment.    Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

Mackey Craven is a Partner at OpenView Ventures, whose investments have included Zapier, Calendly, Datadog, Twillio and Cogito—to name a few. As a headhunter, I wanted to know how he assesses existing leadership teams when he decides to invest in a start-up. In this episode you’ll hear Mackey share the core competencies he looks for in members of the executive team, how the role of the sales leader must change with each stage of growth, the technology that he’s most excited about right now, and much more. Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you

Looking for a job can be stressful. In this episode, I interviewed Zoe Silverman, Director of Talent & HR at Yesware, to help de-stress the entire process from start to finish. We covered a lot of ground, including what will likely hurt you on your initial phone/video screen, how to demonstrate that you're thoughtful and self-aware upon your initial meeting, particularly if it's virtual, what you must do as a sales candidate if you want to work for Yesware, and much, much, more.  Also, Zoe let me know that, in an effort to increase anti-racism programming and support the Black community, Yesware is offering 10 free seats of their Enterprise product for US-based Black-owned businesses under 50 employees. To find out more please email Yesware at specialoffers@yesware.com.  Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.