New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist).We pack more knowledge inside 25 minutes than most sales leaders get in a month -- including performance diagnostics, addressing stakeholder interests, pricing models, and attuning sales rep mindsets.We always love to hear from you so reach out to us at podcasts@hubspot.com or send me a note on LinkedIn.

Explore the amusing tension between marketing and sales teams, often perceived through a humorous lens. Discover how establishing clear roles and responsibilities can enhance collaboration. Learn the importance of defining Marketing Qualified Leads and the impact of personalized follow-ups. The discussion also highlights the necessity of a Service Level Agreement to ensure accountability and drive revenue goals. Uncover practical steps to bridge the gap and optimize performance, making the relationship more productive.

Explore how personal interests like comedy and pool play a role in relaxation and joy. Dive into insights on spirituality and meditation for professional growth. Discover thoughts on the Innovator's Dilemma, especially in AI, while navigating personal gifts and their impact on purpose. Get recommendations for entrepreneurship resources that inspire. It's a journey of self-discovery and innovation, filled with humor and profound insights!

Explore how leadership can shape sales culture from the top down. Learn about creating scalable visibility and effective coaching strategies that empower your sales team. Delve into data-driven hiring techniques aimed at finding the best-fit candidates. Discover how to identify leading indicators to establish a predictable sales process, transforming the art of selling into a science. Engaging listener questions drive insightful discussions that can help optimize sales practices.

Tackling the dilemma of revenue ownership, the discussion reveals insights on whether Customer Success or Sales should take charge. It delves into the merits of role specialization, distinguishing between 'hunters' and 'farmers.' Explore effective decision-making frameworks and the importance of a motivating compensation plan. Learn about the Leading Indicator of Retention and the necessity of CFO collaboration in these strategies. Keep those questions coming for more enlightening conversations!

Carrie Bosworth is the SVP of Sales at Checkr, where she transformed their sales strategy by integrating outbound techniques after a successful inbound-only phase. She discusses the challenges of adapting hiring practices and developing effective playbooks. Carrie emphasizes the importance of personalization in messaging and constructing a solid Business Development Representative team. Additionally, she dives into defining Ideal Customer Profiles, territory management, and the operational discipline needed for balancing inbound and outbound sales approaches.

Former CRO Dini Mehta shares how she assessed Lattice's growth potential and executed a playbook to turn it into a $3 billion company. Topics include assessing fit in executive recruitment, avoiding pitfalls, PLG strategies, understanding buyer's journey and HR personas in sales, and evolving ideal customer profile segmentation.

Ryan Meadows, SVP Global Sales at Klaviyo, shares insights on scaling to multi-product selling, emphasizing the challenges of expanding product lines, customer communication strategies, and pipeline creation for successful growth. He also discusses structuring teams for new acquisitions and cross-selling, highlighting the importance of consistent customer experience and messaging alignment.

Jonathan Vassil, the Chief Revenue Officer at Toast, shares insights into building an effective coaching culture that significantly boosts sales performance. He explains how over three hours of coaching monthly can enhance productivity and how prioritizing work ethic can revolutionize hiring. Vassil discusses innovative commission structures that tie pay to team success and the importance of transparent performance metrics. He also emphasizes the evolution of coaching practices and the critical traits necessary for nurturing a high-performing sales team.

Sangeeta Chakraborty, CRO of Miro and a pioneer in customer success, dives into the evolving landscape of SaaS sales. She challenges the concept of 'post-sale,' advocating for continuous customer engagement. Hear her insights on the importance of aligning sales and customer success teams, especially in product-led growth strategies. Sangeeta also discusses the significance of hiring leaders who resonate with company values and the need for collaboration between founders and sales professionals to enhance customer retention.