Guest: Scott BarkerLI: https://www.linkedin.com/in/ssbarker/Topic: Marketing and Selling with SoulQuick Intro: I’m pumped to have a good friend of mine on the show today, a marketing and community savant may say. Scott Barker. Why I’m so pumped is because Scott has a very unique way of approaching sales, marketing, and life. He was a crucial part of Sales Hacker being acquired by Outreach, and now has helped Outreach be far and away the top marketed Sales Engagement platform out there. But in addition to that, he also runs Sales Hacker, the absolute best content source for sales reps and leaders to go and learn on a daily basis. Scott and I have had many good conversations about life, sales, and the future, and we’re going to dive into today!Short and Sweet/Set the stage Why have sales and marketing seem to have lost their soul? It all just feels/looks the sameCore QuestionsWhat should more teams and reps being doing that they aren’t right nowWhat are the unnoticed trends you’re seeing in the industry?What are the trends you think people are getting wrong/misreading/understanding?Where do YOU think sales and marketing goes in the next 2-3 yearsYou get to interview a ton of people, what have been some of the best tips you’ve heard on sales, enablement, and marketing from all your webinars and interviews. Lets talk life for a bit - Why is ‘getting away’ so important to success?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Sam McKennaLI: https://www.linkedin.com/in/samsalesli/Topic: Go Big or Go Home - Enterprise Selling with SamSales!Quick Intro: She’s been selling since the 6 grade… and has made quite a name for herself in the process. She is top 50 sales leaders by sales hacker, one of the most read sales contributors on LI, Top 50 Women in sales, she knows her stuff. But what impresses me more than just how good she is at what she does, it’s how she’s able to help OTHERS accomplish success as well. As the founder of Sam Sales Consulting and Advisor to many SaaS start-ups, she takes that knowledge and shares it with the world. Sam knows how to go big, and I can’t wait to learn from her. Here. We. GoShort and Sweet/Set the stage Let’s talk what ‘enterprise’ sales means to you?Core QuestionsWhat are some of the most common mistakes you see reps/teams making as they work these large deals. Enterprise Prospecting - What advice to you give reps on how to target, research, and work an account. Discovery - Where deals are won and lost - What should a rep do in discovery AND how do they keep the discovery going through the whole process.Deal Stalls - Why do they happen, how can we prevent. Champion/Mobilizer Selling - Best tactics on working with and selling through a mobilizerHow can you identify or create one? Can you?Tips for new/younger reps that want to get into enterprise selling - How can they build the industry knowledge to hold their own at the table?The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Catie IveyLI: hhttps://www.linkedin.com/in/catieivey/Topic: From stumbling into SaaS to Soaring Success - How Catie has navigated her career to new heights!Quick Intro: From stumbling into sales, her words, not mine, to now soaring Catie has been rocking the B2B sales world for years now. She’s a mentor. She’s an RVP. She’s been popping up all over LI and podcasts, so I just had to scoop her up as well. What I love about Catie’s stye is it’s real, and authentic, and doesn’t hold back. She is well aware how hard it is to lead great teams, to make sellers great, and also how hard it is to create a diverse work force in the world of sales. But she is doing it every single day, and she’s here to share he wisdom with us all! Short and Sweet/Set the stage What makes sales leadership so hard?Core QuestionsTapping into super powers - what is this and how do you do it?!Front Line Development - How do you help you managers get betterVP Development - What are the things you do to make you better?Team Development - How do you instill the right culture and behavior for your teams. How do you stand out in a crowded space as a sales repClosing - Tips and TricksProspecting - Tips and TricksTactical things companies can do to get more women into sales and leadership. (KD recent example)

Guest: Sean GentryLI: https://www.linkedin.com/in/sean-gentry-24672466/Topic: Sean Gentry - From SnaaS to SaaS - How to go from rep to world class manager across different industriesQuick Intro: Sean Gentry was already good, but he wanted to be great. That was his mindset when he started working for me at SnackNation. Yep! I'm brining a former manager of mine onto the show! Sean has done an amazing job of not only developing himself, but also taking teams and turning them into world class sellers. From SnaaS (Snacks as a Service) to SaaS, Sean has shown that people experience is so much more important that industry experience, and is crushing it today because of it!Short and Sweet/Set the stage Why did you want to be a manager vs a rep?Core QuestionsWhere do most new managers go wrong/mistakes you made?How did you become a manager as fast as you did?What are the key learnings when you made the lean into managementHow do you structure your week/time spendCoaching - How do you coach your reps?Calls Scoring - What do you look for in a demo/cold callSnaaS vs Saas - What was the same what was totally different?BONUS - What are the pro’s and cons of working for KD

Guest: Kyle ColemanLI: https://www.linkedin.com/in/kyletcoleman/Topic: Kyle Coleman - The Anti MicroManager - How backing down can LIFT results up!Quick Intro: Kyle Coleman has really ‘burst’ onto the scene over the past year or so as he has been building the growth engine at Clari, but burst isn’t the right term. He has been slowly building, evolving, adapting and growing to where he is now. From Finacial Planning, Poker, Government, to SDR to Director to now VP, Kyle has taken his own growth seriously which has led to him also helping grow his team and 1000s over LI. His approach to management and rep empowerment caught my attention and gets me super fired up to have him on the show. SDR to VP of Growth. Here. We. Go!Short and Sweet/Set the stage What’s the difference between micromanagement and accountability?Core QuestionsWhat are the non-negotiables for your team?Where do you provide/allow flexibilitySelf Management Plans -Walk us through the why, how, and results. What do you do if someone isn’t hitting plan/is behindWhat if a rep/manager doesn’t know what to doHow do you teach your reps/managers to take this kind of ownershipWhat are you favorite ways to get the most out of your teamIF TIME - How did you navigate your career and get to the level you’re at now?

Guest: Alexine Mudawar ‘Moodwar’ LI: https://www.linkedin.com/in/alexine-mudawar/Topic: Full Cycle AE -- Eating what you hunt. Quick Intro: KD will clean up -- From Door to Door, to SaaS. LI Top Voice, Pres Club Award winner. Top 100 LI Sales Star, and a literal ninja, Alexine is here to teach us her ways of being a full cycle AE. Teaching and coaching on the side, teaching and mentoring those coming up in the game. Also gives back, Re:work Aeirspireship. Short and Sweet/Set the stage Why should all AE’s prospects?Core QuestionsHow do you manage your time to get it all done? How do you stay balanced?What’s the difference between a self-created meeting and one that is handed off to you from an SDR/MarketingTriple Threat Prospecting?Marital Arts and Sales - What are the carry overs?What sort of activity do you put in on a daily basis?Cold Calling - Yay or Nay?Favorite Prospecting Channel and Why?

Guest: Emmy JohnsonLI: https://www.linkedin.com/in/emmyschaaf/Topic: Emmy Johnson - The master of motivation - How to get the most out of your sales development reps. Quick Intro: 5 years at ZeroFox Senior Director of Global Sales Dev and also long time menor for Girls Club Led international teams and managers. Scaled from scratch, creates some of the most bad ass cultures in the game. Bringing the house down presenting at conferences, she is quite literally wonder woman in my eyes, a hell of a leader, and good friend. Also kids, grab your ear muffs because Emmy swears just as much as I do, but it’s gonna be worth it. Short and Sweet/Set the stage How do you get the most out of your team?Core QuestionsPush vs Pull - How do you figure out when to push people harder or when to pull back?What are some of your favorite development processes?Motivation - Can you actually motivate people to do more?What are some of your favorite motivational tacticsCulture - What type of culture do you have, and how did you build it?Authenticity and the game - How do you balance being YOU while also playing the corp game. Single Mom Question - Can I go here? -- How do you maintain life balance as a single mother?Girls Club - How do we get more women into sales, leadership, and tech?

Guest: Dale DupreeLI: https://www.linkedin.com/in/copierwarrior/Topic: The Sales Rebellion - How to break free from the ‘old’ was of selling and get new school results!Quick Intro: Why Dale: Dale was brand-building before brand building was cool. Dale was rebelling against the old school, outdated, shady sales tactics in an ‘old’ industry, before it was the hip thing to do. Dale started keeping it real before Gary Vee was telling everyone to be authentic. Dale has been a rebel in this sales game for a long time now which has led him to AMAZING results and success. Not just income, but also in influence. He is here to teach us his rebel ways… LET’S GO!Short and Sweet/Set the stage What does it mean to be a ‘Sales Rebel’Core QuestionsHow can someone become a sales rebel? What are some of the most common mistakes you see people making in the sales world? Interruption Marketing - Let’s dive into this. What is it and how do you do it?Stories - How can you craft and tell a great storyImpact - How can you ACTUALLY create and talk about impactWonder - How do you create WONDER?How can we better SERVE our prospect and customers. The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be?Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson.

Guest: Mark FershteynLI: https://www.linkedin.com/in/markfer/Quick Intro: Why Mark - When people hear ‘mutual action plans’ most people start to zone out, but not Mark. After being frustrated with losing countless deals in the finish line, he understood the value so much that he straight up decided to start a company DEDICATED to it because it has that big of an impact. He realized that at the end of the day, sales is project management. But sales reps don’t have the training or tools to successfully manage projects. So he set out to create the simplest way for reps and buyers to collaborate together to ensure no more deals fall through the cracks. Short and Sweet/Set the stage What the hell is a Mutual Action Plan?Core QuestionsWhy do they matter? Why do they help close deals faster. Where do alot of people go wrong/common mistakes with MAPHow do you build one the right way?When should you have one?How do you make sure THEY do their part.Collab Selling/Deal SellingHow do you Champion Sell/Get your Champion to sell with/for you? The Tactical Tips: The Big 3. If they were to forget everything in this episode except 3 things. What would those 3 things be? Live Better Question: What is one piece of advice you’d give for someone to LIVE better as a salesperson. Resources:http://maptemplate.recapped.io

Guest: Belal BatrawyLI: https://www.linkedin.com/in/belbatrawy/Topic: No Fluff Sales Advice - Provocative Messaging. Quick Intro: Why Belal - Belal is an up and comer in the game, with already 7 startups under his belts. Some good and some bad, which is also why he is able to give such great advice. He’s not a 1 trick 1 industry pony, he has sold and led across multiple industries, different products, leaders, and teams. It’s that sort of range/breadth that I believe allows him to give such great sales advice and develop messaging across industries. You know how i feel about fluff, and Belal feels the same way, Death. To. Fluff. Let’s go!Short and Sweet/Set the stage What is ‘Provocative Messaging’ and why does it matter?Core QuestionsHow do you break through the noise today?Provocative Messaging in EmailsProvocative Messaging in CallsProvocative Messaging in DemosPsychology - How can we leverage psychology in the sales process.Favorite Psychological techniques you like to leverage. Language - Words matter - What are some words that salespeople have to get out of their vocabs?!How did you develop this ‘superpower’Good Resources?