SummaryEmbark on a captivating journey with Justin as he sits down with Alyson Baber, a brilliant VP of Sales at Outreach.io. Allyson's unconventional career trajectory is not uncommon, but very fascinating. From chemical engineering to medical sales, she's now leading one of the most dynamic teams of sales people in tech. Allyson shares her invaluable strategies for building trust and managing expectations within her team. She reflects on her experiences in high-growth companies, painting a vivid picture of what constitutes a stellar day in the world of sales. This episode is your ticket to unraveling the dynamic and inspiring world of Alyson Baber's sales journey.TakeawaysFind a balance between doing what you're good at and doing what you enjoy.Process and data are crucial in sales, but gut feelings and conversations also play a role in decision-making.Clear expectations and transparency are key to building trust and managing a sales team effectively.In high-growth companies, a stable foundation and alignment are essential for smooth operations.A great day in sales is defined by winning in the right way with the right people.Chapters00:00 Introduction and Background03:00 The Importance of Process and Data in Sales08:00 Managing Expectations and Building Trust18:00 Navigating High-Growth Companies27:00 Defining a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryEmbark on an exhilarating journey with Justin as he ventures into the realm of sales mastery alongside the esteemed Mike Wolber, the ingenious Chief Revenue Officer of Rent Dynamics.  Mike unveils the blueprint for crafting a thriving sales organization. Prepare to be captivated as Mike shares his visionary approach to recruitment, advocating for the hiring of sales academics and the formulation of a robust go-to-market strategy. Brace yourself for a whirlwind of insights as Mike delves into the intricacies of effective coaching and communication within the team, emphasizing the transformative power of these practices. With a keen eye on the horizon, Mike shines a spotlight on the critical importance of pipeline management and the dangers of succumbing to tunnel vision in sales pursuits. Immerse yourself in this riveting conversation, where Mike's pearls of wisdom illuminate the path to building and managing a sales powerhouse that defies all expectations.TakeawaysHiring sales academics and individuals who are proud to be in sales is crucial for building a strong sales organization.A strong sales force is characterized by high morale, effective communication, and a focus on pipeline management.Building a repeatable go-to-market plan involves understanding the product, messaging, positioning, objection handling, and pricing.Coaching and individualized support are essential for leveling up the sales team.Adapting to changes in sales, such as remote work, requires effective communication and maintaining connection with the team.A great day in sales is characterized by a focus on building, accelerating, and closing pipeline, rather than being fixated on a single deal.Chapters00:00 Introduction and Background03:09 Building a Strong Sales Organization06:30 Hiring Sales Academics08:19 Indicators of a Strong Sales Force09:07 Building a Repeatable Go-to-Market Plan11:32 Delivering the Go-to-Market Plan12:03 Coaching and Leveling Up the Sales Team17:36 Adapting to Changes in Sales20:46 What Makes a Great Day in Sales23:13 ConclusionGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

Justin and Jen discuss various aspects of sales, including selling like a buyer, the importance of likability, applying a buyer-centric approach, understanding trade-offs, insights from sales kick-offs, promoting organic content sharing, building sales teams, the role of subject matter experts, and creating a great day in sales. They emphasize the need to understand the buyer's perspective and tailor the sales approach accordingly. They also highlight the value of building relationships and providing valuable insights to customers. TakeawaysUnderstand the buyer's perspective and tailor the sales approach accordingly.Build relationships and focus on likability to earn trust and credibility.Provide valuable insights and solutions to customers' problems.Promote organic content sharing and engage with subject matter experts.Chapters00:00 Introduction and Background08:13 Selling Like a Buyer15:11 The Importance of Likability24:45 Understanding Trade-Offs28:59 Insights from Sales Kick-Offs32:31 Promoting Organic Content Sharing35:01 Building Sales Teams and Full Cycle Sales41:04 The Role of Subject Matter Experts45:45 Creating a Great Day in Sales48:08 Conclusion and Community BuildingGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryDelve into the fascinating world of sales with Kyle Asay, the visionary VP at MongoDB, as he unveils the secrets behind his remarkable career journey and the evolution of his groundbreaking sales frameworks. With a blend of wisdom and innovation, Kyle emphasizes the transformative power of personal development and the art of tailoring sales processes to individual strengths. From dissecting team structures to navigating the complexities of remote work, Kyle offers unparalleled insights into optimizing sales performance. Get ready to discover the revolutionary Good Day Framework, a game-changer for sales professionals seeking to hone their focus on leading indicators. But that's not all – Kyle delves into the realm of data-driven decision-making, illuminating the path to showcasing team performance and conducting competency analyses. As the conversation unfolds, Kyle leaves no stone unturned, underscoring the profound value of frameworks for both teams and individuals in the ever-evolving landscape of sales. Strap in for a riveting journey through the intricacies of sales mastery, guided by the incomparable expertise of Kyle Asay.TakeawaysPersonal development is crucial for sales success. Salespeople should dedicate time each day to improve their knowledge and skills.Adapting sales processes to individual strengths and buyer preferences leads to better results.In-person interaction is important for team collaboration and building relationships, even in remote work environments.Tracking leading indicators, such as pipeline generation and progress, is essential for identifying and addressing issues early on.Chapters00:00 Introduction and Background01:01 Transition to MongoDB and Sales Introverts Brand02:39 Working Remotely and Team Structure03:19 Benefits of In-Person Interaction04:36 The Good Day Framework06:56 Adapting the Framework to Individual Reps09:52 Team Structure and SDR Support10:46 Coaching and Oversight for Full Cycle AEs12:27  Using Data to Showcase Team Performance16:23 Skill vs Will and Competency Analysis19:48 Frameworks for Individual Reps23:42 Creating a Great Day in Sales27:06 Closing RemarksGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryIn this riveting episode, Justin Ashby delves into the world of sales development with none other than Gabe Lullo, the mastermind CEO behind Alley-oop, an SDR agency. With passion and expertise, they navigate through the intricate landscape of sales, tackling crucial topics such as the art of onboarding SDRs, the enduring significance of phone calls in outbound sales, and the untapped potential of LinkedIn as a sales powerhouse. Venturing further, they explore the transformative shift towards full cycle sales and the pivotal role of identifying the ideal customer profile (ICP) in driving success. Drawing from his vast experience at the helm of a renowned SDR organization, Gabe imparts invaluable wisdom, stressing the significance of consistent activity metrics and the art of delayed gratification in the competitive realm of sales. Buckle up for an enlightening journey through the nuances of sales strategy, as Justin and Gabe provide a treasure trove of insights sure to empower sales professionals everywhere.TakeawaysConsistent activity metrics are key to success in sales.Phone calls are still the most effective channel for booking meetings.Leveraging LinkedIn and creating content can help build trust and credibility.Identifying and refining the ideal customer profile (ICP) is crucial for effective sales targeting.Chapters00:00 Introduction and Background03:06 Quickest Way to Onboard SDRs05:05 The Importance of Phone Calls in Outbound Sales07:12 The Role of LinkedIn in Sales12:39 Labeling SDRs on LinkedIn15:22 The Shift to Full Cycle Sales18:31 Identifying the Ideal Customer Profile (ICP)22:35 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryEmbark on an exhilarating journey with Justin as he unravels the fascinating career narrative of Collin Mitchell, the dynamic managing partner at Leadium, a fractional SDR agency. Join them in exploring the evolution from Collin's early days in sales to the creation and sale of multiple companies. Discover the untold benefits of partnering with a fractional SDR agency and delve into the pivotal role of a quality-centric approach in outbound sales. Collin sheds light on the art of personalized and targeted outreach, unveiling the magic that happens when LinkedIn and phone calls unite. Brace yourself for insights into the importance of testing and tailoring outbound strategies, customized to individual circumstances. As the episode concludes, gain a glimpse into what defines a remarkable day in the ever-evolving world of sales. This is your front-row ticket to an episode pulsating with wisdom and strategic sales revelations.TakeawaysPartnering with a fractional SDR agency can supplement or enhance an existing outbound motion, especially for early-stage companies or specific use cases.A quality-focused approach to outbound sales, with personalized and targeted outreach, is more effective than generic and mass outreach strategies.Combining LinkedIn and phone calls can be a powerful combination for building relationships and initiating conversations.Testing and customizing outbound strategies is crucial, as there is no one-size-fits-all approach.Chapters00:00 Introduction and Background03:05 The Approach of Leadium and Partnering with an Agency08:16 Building an Outbound Motion and the Importance of Quality12:29 Ideal Scenarios for Partnering with a Fractional SDR Agency16:36 Effective Channels for Outbound Sales25:00 Testing and Customizing Outbound Strategies26:09 What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryIn this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business analyses. This episode is your passport to a world of sales wisdom and leadership strategies.TakeawaysAlign compensation plans with company objectives to drive desired behaviors and outcomes.Have open conversations with reps to understand what types of deals motivate them the most.Incentivize marketing teams based on pipeline generation and closed-won revenue.A great day in sales involves collaborating with reps on their path to quota, working on deals that deliver value to both the customer and the company, and analyzing the success of the business.Chapters00:00 Introduction and Background03:00 Transition to Sales Leadership08:19 Structuring Compensation Plans16:32 Aligning Comp Plans with Company Objectives23:06 Improving Comp Plans25:37 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryMary Kheedo, Vice President of Sales at Growth Loop, shares her insights on the first 30 days in a new sales leadership role. She discusses her background in sales, including her experience at HubSpot and Lytics. Mary emphasizes the importance of creating a 30, 60, 90 day plan and building trust with the team. She also highlights the need for relentless prioritization and the value of self-reported quick wins. Overall, Mary provides valuable advice for sales leaders transitioning into new roles.TakeawaysCreate a 30, 60, 90 day plan to guide your actions and priorities in a new sales leadership role.Focus on building trust and credibility with your team and cross-functional stakeholders.Prioritize tasks and activities that align with your goals and objectives, and be willing to make tweaks and adjustments along the way.Celebrate self-reported quick wins from your team members as a measure of success and progress.Chapters00:00 Introduction and Background02:00 Experience at HubSpot and Lytics03:07 First 30 Days in a New Role04:14 Approaching a New Role Differently06:30 Yearly Planning and Challenges08:38 Creating a 30, 60, 90 Day Plan09:57 Building Trust and Stakeholder Management12:17 Holding to the 30, 60, 90 Day Plan13:59 Comfort with Making Changes15:45 Frameworks and Learning in a New Role17:23 Tweaking and Quick Wins19:51 Transitioning to Sales Leadership20:31 Relentless Prioritization23:27 Having a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryStep into the World of Sales Excellence with Justin Otley, Head of Talk Desk's Dynamic Sales Development Team! Uncover the Secrets Behind Career Milestones, A Players' Magic, and the Art of Crafting Your Best Day in Sales. Elevate your strategy as Justin spills the beans on promoting from within, unleashing A Players, and turning team motivation into a powerhouse of success!TakeawaysPromoting from within is crucial for building a successful sales development team.A players are essential for scaling success and should be given opportunities to share their knowledge with the team.Motivating the team with competitions and recognition can drive performance and create a positive work environment.A great day in sales is when you prioritize and accomplish the tasks that you know will lead to success.Chapters00:00 Introduction and Career Milestones04:16 Promoting from Within09:45 Building an SDR Program12:38 Identifying and Scaling A Players19:45 Motivating the Team with Competitions28:00 A Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryIn this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organized and focused. Additionally, she shares insights from Kobe Bryant's Mamba Mentality and the value of context in sales. Finally, Katie describes what a great day in sales looks like to her.TakeawaysPhysical health plays a crucial role in sales performance and resilience.Building up women leaders requires mentorship, support, and helping them overcome imposter syndrome.The RAP framework (Reflect, Assess, and Plan) helps sales professionals stay organized and focused.Context is important in sales, and understanding the full picture leads to better decision-making.A great day in sales involves starting the day with reflection and goal-setting, being fully prepared for meetings, and ending the day with quality time with family.Chapters00:00 Introduction and Background03:42 The Importance of Physical Health in Sales08:09 Building Up Women Leaders13:19 The RAP Framework for Sales19:17 The Mamba Mentality and Context in Sales23:24 A Great Day in Sales25:02 ConclusionGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro