The Goats of Growth

In this episode you will hear my conversation with Sandler Training franchise owner, Peter Oliver. I've known Pete for many years now and had the fortune of attending his President's Club sales training multiple times. What you'll hear in this episode is the practical and actionable approach he takes to advising sales leaders and individual contributors. There are 3 critical elements at the core of what he teaches; Mindset, Behavior, and Technique. Master all 3 at the same time and you'll achieve your goals. It may sound simple, but not always easy.  You can find Pete on LinkedIn and also search for his podcast called "Emerge on Purpose". 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.

You can't get to where you want to get quickly, "without looking at the data". That sentiment was expressed  by my guest, Colleen Manning, VP of Sales at Clora, during the discussion we had about the importance of using data, sharing (and receiving) feedback, and communicating effectively as a leader. Careful scrutiny of data is paramount, especially in the early days, like when she scaled her former employer, ezCater, from less than 10 sales reps to over 120 reps in just a few years.  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.

I recently had the pleasure of speaking with Kenneth Merritt, Partner at DayBlink, a top 50 boutique consulting firm, about how leadership teams should navigate their companies through this difficult time and how digitally transforming their operations is at the heart of it. Listen carefully to the shockingly high percentage of companies that had not adopted a digital strategy before the pandemic and what they need to do differently going forward. You'll also hear how leadership teams make decisions about headcount when they need to cut costs, and which employees are going to be seen as most valuable as those decisions are being made in the near future.   You can find out more about Kenneth at DayBlink or reach him on LinkedIn. His email address is Kenneth.Merritt@dayblink.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.

In this episode you'll hear me speak to James Mulvany, a serial entrepreneur and Founder & CEO of Radio.co, Podcast.co, and MatchMaker.fm. I invited him on to Over Quota, somewhat selfishly, because I wanted to get some of my questions answered about how to successfully grow and, perhaps, monetize my podcast. So if you've ever had a thought about starting and growing your own podcast, this episode is for you.  You can find out more about James and how you can get started with podcasting at Podcast.co, and MatchMaker.fm--to find guests and to get booked on other shows.  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.

I recently interviewed Samuel Clemens, Partner at Accomplice VC & Founder of Reprise, which helps customer facing teams capture, edit, and assemble the perfect demo every time.  We discussed the 3 types of sales leaders critical to early stage start-up success. The first type is simply founder-led sales because they know the product best and should be able to close the first handful of sales on passion--as long as their is market fit.  The second type of sales leader is what he calls the expeditionary sales leader who can help create and define a repeatable playbook. The third type of sales leader is someone that is process based and can take that playbook, refine it, and then scale the sales team.  Additionally, he shared the critical attributes needed in each sales leader, the one thing that he thinks really defines an organization's culture, the 3 big mistakes he's made in the past when scaling a sales organization, what sales leaders should NOT do during their Board meetings, and much more. To find out more about Samuel's newest venture, Reprise click here to check it out.  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.  

This special episode was recorded on  Juneteeth (June 19th), a virtually unknown holiday, until recently, which celebrates the day back in 1865 on which Major General Gordon Granger of the Union Soldiers brought news to Galveston Texas that the slaves were free. News traveled much slower then and came almost 2.5 years after Lincoln's Emancipation Proclamation. I spoke with Shawn Reigsecker, CEO of Centro and Cofounder of Unite America, in the wake of the brutal killing of George Floyd, about the role business leaders can, and should, play in social mobility and the American Dream.  Cultivating a more diverse, equitable, and inclusive work environment will not only serve as a way for people of color, in particular, to move up the socioeconomic ladder, but it's also good business. You'll hear Shawn discuss the ways in which he is using his role as CEO to help clear the way up that ladder. You will also hear me tell my personal story as I've grappled with my unique role in society and business my entire life. Learn more about Shawn by visiting his personal website/blog here. 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.

I recently spoke with Natasha Farooq, Global Talent Acquisition Lead at AxiomSL.  She went deep into how talent acquisition professionals and recruiters find the most relevant applicants, (including a brief screen sharing session of her LinkedIn Recruiter account), how to optimize your resume and LinkedIn profile, when she typically screens for hard skills versus soft skills, and what question candidates SHOULD NOT ask unless there is a specific reason for asking it. All that and more on in this episode.  You can connect with Natasha here on LinkedIn to follow up her.  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.

I recently spoke with Don Thorvund, Director of Talent Acquisition at Gainsight, about how job applicants and candidates can de-stress the search process and increase their likelihood of finding their next job. We discussed best practices for how to structure your resume, strategic approaches to applying for jobs, the biggest mistake candidates make during an interview, the one thing that all hiring managers at Gainsight really love, and much, much more. You can find out more about Don on LinkedIn or reach out to him directly via email to follow up with him about anything you hear in this interview. 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 Jeff Hoffman, of Rapid Sales Revenue, talks about the sales process that he codified that helps software sales teams achieve rapid results. It begins with a definitive growth strategy, followed by a repeatable sales process, and ends with the right execution. Additionally, he discusses the importance of having the right people for the process and how "cowboys" have no place on his teams.  You can find more about Jeff at Rapid Sales Revenue LLC (RSR) which is a Sales Advisory Firm working with CEO’s, their Executive Leaders and Sales Teams to generate top-line revenue.  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.

Can a venture-backed start-up scale to become a unicorn in a world where they might be forced into a hiring a fully distributed team? The answer is yes. In this episode, you'll hear Ryan Burke, former Head of Sales at InvisionApp, discuss how they had 35 remote employees when he arrived and how they had over 850 people (fully distributed) around the globe , and over $100M in ARR.  You'll hear Ryan talk about the 3 C's that were integral to making it all happen.  Ryan is currently open to other opportunities where there is clear product-market-fit, but still in the building phase where they haven't quite figured everything out. He's also offering workshops on building a remote culture for senior management, front-line managers, and individual contributors. You find out more about it all here at RyanBurkeRemote.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.