Imagine navigating the intricate labyrinth of PropTech sales, moving your company from high-velocity small business sales to a more enterprise-focussed approach. That’s exactly what our guest, John, has done over his 15-year sales career, including stints at industry giants like Cisco. In this illuminating conversation, we explore the unique facets of PropTech, a realm distinct from other industries, and the opportunities ripe for the taking. Hear about John’s transition journey with Valkyrie and the challenges of longer sale cycles in the enterprise market. We dig deep into key topics like account segmentation, territory alignment, and the essential understanding of total addressable market (TAM). John also gives us insights into why a dedicated enterprise sales team is a game-changer and how third-party resources can be a treasure trove of information on potential clients.Moving on from there, we delve into the nitty-gritty of training and KPIs for sales teams, especially when moving upmarket. Ever wondered about the magic of a structured operating rhythm and how a quota calculator can be your secret weapon in determining necessary inputs for desired outputs? John unpacks this for us. We also demystify the concept of 'sales math', a crucial understanding of pipeline coverage and activity in relation to goals. John underlines the critical balance between leading and lagging indicators and the inescapable need for accountability and ownership from sales reps. Learn about the role of a mad dash tracker in visualizing progress towards company, pod, and individual goals. This episode is a gold mine of insights if you're serious about steering your sales team towards success in an upmarket setting.Great Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

Ever wonder why some businesses skyrocket while others plateau? Join us for an enriching conversation with Dave Boyce, a seasoned sales professional and MBA adjunct, who unravels the secret sauce to accelerating business growth - a perfect blend of product-led growth (PLG) and sales. He shares an eye-opening experience of selling a mere whiteboard concept for whopping $6 million when he was an individual contributor. Plus his years in management with some of the hottest startups in Utah and Silicon Valley. His insights emphasize the game-changing power of harmoniously integrating product and sales strategies within any go-to-market approach.Our chat with Dave also illuminates the balance between PLG and traditional sales methods. His firsthand experience of transitioning from a sales-centric approach to a PLG strategy reveals the key role of understanding the end user and offering a generous set of product features. We dig into the importance of instrumentation in smoothing out the customer journey and explore how to catch and leverage monetization opportunities while crafting a product. We touch on critical decisions such as keeping transactions within the platform or engaging outside sales for successful product launch and monetization. Get ready to fill your entrepreneurial toolbox with these golden nuggets of wisdom. Great Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

Join us for a riveting conversation with Steve, the VP of a sizable sales team at ZoomInfo. Steve started his career in insurance, following in his father's footsteps, before making the switch to the tech world with ZoomInfo. Listen in as he discusses his growth within the company, the transition from a salesperson to a manager, and then to a VP. He also shares his passion for his job and the learning opportunities he has had, emphasizing the importance of job satisfaction and continuous growth.Steve also discusses the evolution of sales strategies at ZoomInfo. He walks us through how the go-to-market strategy has transformed from a broad email approach to a more specialized and segmented one. Drawing from his extensive experience, he underscores the importance of fine-tuning every step of the sales funnel for maximum efficiency and conversion rates. For anyone looking to advance in their career or improve their go-to-market strategy, Steve's insights are invaluable.In the final segment, Steve explores strategies for managing a successful sales team, using ZoomInfo as an example. He shares his approach to boosting morale and motivation during challenging periods, recognizing individual strengths, and fostering a culture of collaboration and competitiveness. So, whether you're a seasoned professional or just starting your career in sales, this episode offers a wealth of knowledge and advice. Tune in to gain insights on navigating career transitions, managing sales teams, and achieving success in the tech industry.Great Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

We had the privilege of sitting down with Craig Daly, a seasoned software sales leader turned CEO. Craig takes us on a journey of his career, recounting his experiences at powerhouse companies such as Qualtrics and Podium, and sharing the challenges he's encountered in his transition from sales leader to CEO. Listen in as he emphasizes the importance of finding the right type of salespeople for different roles and how authenticity play a pivotal role in sales success. Craig was one of the first sales reps to commit to social selling on Linkedin in the country.  He was invited to one of the first pre-sales navigator events held by the business world's social media platform. Lastly, we talk about the ins and outs of sales and go-to-market strategies in Utah's burgeoning tech industry. Hear about the importance of relationship building and emotional intelligence, as well as the need for product excellence and innovation. Great Day In Sales Podcast Intro  Great Day in Sales Podcast Outro