The Goats of Growth

In my opinion, it's always better to work smarter rather than harder. In this episode, you'll hear Kate Weir, GM & SVP of Sales for iMotions, talk about how she likes to find bottlenecks in the sales process, remove them, and find new opportunities to increase sales. You'll also hear how she used that same approach to literally create her first sales leadership role, and how improving operational inefficiencies has served her well throughout her career as she has led and scaled start-up sales teams.  You can find Kate here on LinkedIn.  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.

So, what't the difference between top salespeople and everyone else? In this episode with Matthew Leaney, CRO of Silent Eight, I learned that small nuances in the way salespeople interact with their customers and prospects can have a major impact on sales.  You will hear what the best salespeople do less of than those that typically struggle, and the simple approach to answering stakeholder questions that is often mishandled by most. You'll also learn why culture matters more than skill, why pure hunters aren't always the best people to hire for closing new logos, and what new sales leaders should do first, before they do anything else. Plus much more.  You can connect with Matthew on LinkedIn and learn more about Silent Eight 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.

Now that the unemployment rate has sky-rocketed to over 14% I wanted to start interviewing HR and Talent leaders to help my listeners better navigate through their job search. In this episode I speak with Amy Suchanek, Chief People Officer of Noble, which is like Amazon to the U.S. Military. We covered everything from what to do the moment you start looking for a job all the way through how to handle the thank you note and follow-up. You can connect with Amy on LinkedIn here You will hear: What you should do first before anything else How to apply for a job to improve your chances of getting called for an interview Resume and LinkedIn do's and don'ts  How to handle the phone screen Questions you shouldn't ask If Noble is hiring and what the are looking for 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'll hear the story of how a childhood actor, who earned as much as $2700 in two days, went on to become a Fulbright Scholar, an overachieving sales rep, an overachieving sales manager, and then went on to co-found a financial technology company. His story is fascinating, but certainly pay close attention to what he says were the keys to his success as a sales rep. William Glass is a FinTech entrepreneur whose mission is improving financial well-being globally. As founder & CEO of his company, Ostrich, William’s mobile app addresses financial literacy deficits by creating social community and accountability around money - think saving & investing with friends. In addition, William hosts the Silicon Alley Podcast providing a platform for entrepreneurs from all industries and backgrounds to tell their stories. William owns rental property and was a successful tech sales rep before starting his own business. He was also a Fulbright Scholar in Thailand. William is originally from Alabama and now resides in New York City. Connect with William on LinkedIn www.linkedin.com/in/williampglass3 Learn more about Ostrich at www.getostrich.comand follow on social media @TheOstrichApp If you are interested in entrepreneurship, check out the Silicon Alley Podcast www.siliconalleypodcast.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.

I came away with 3 big takeaways from my recent interview with Brooke Freedman, Senior Director of Sales at Litmus. From onboarding new team members to building a sales process,  you'll here that the focal point of her leadership and management style has been centered around process, preparation, and ownership.  More specifically, you'll hear her talk about how she coaches people who are struggling, the 3 things she suggests sales people focus on if they have an undesirable territory, what she looks for during the interview process, if she's hiring, and much more.  

I recently had the pleasure of interviewing John Davagian, a transformational sales leader that I've known for close to 15 years.  The reason I wanted to have him on my podcast was so that I could learn about how he's been able to consistently make an impact and drive results over sustained period of time. Think about this: He's held leadership roles in only 4 companies over the last 20 years! Sure, that track record of success might be more attainable if he was working for 800lb gorillas, but he's sustained that level of consistent success with start-ups. How did he do it? It all comes down to just one word. Listen to this episode to learn what it is.  Connect with John on LinkedIn   You can also reach him by email at jdavagian3@gmail.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.

I recently interviewed Erika Bzdel, VP of North American Sales for Allego--a sales learning and readiness platform serving over 200,000 sales professionals.  We spoke about a wide range of topics, but one particular element critical to the success of her high performing teams over the years was her emphasis on practice, collaboration and feedback.  Listen to why she puts so much emphasis on that aspect of leading her teams-- along with ways to increase your likelihood of advancing in the interview process with 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 interviewed Jerry Kelly, VP of Enterprise Sales at Brainshark. Among other topics we cover, he tells me why how won't extend a job offer to someone, even if they check off all of the boxes--well all but one. Find out what that one, very important box is.  Also, find out how he expects rep to hold themselves accountable, which question they must, always be asking, what he says about turning C-players into A-Players, 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.  

In this episode, you'll hear top Enterprise Account Executive, Anthony Romano, talk about how and why he practices his sales pitches and presentations to stay on top of his game.  Additionally, you will hear why he thinks he's a much better sales rep than he was 10 years ago, how he holds himself accountable,  and what he would need to do to get 2X's the results he's been getting. All that and more on this episode. Here is a link to his LinkedIn profile.  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.