https://www.spreaker.com/show/the-sales-hacker-podcastenCareersCopyright Dan Sanchezhttps://d3wo5wojvuv7l.cloudfront.net/t_rss_itunes_square_1400/images.spreaker.com/original/1904202683fd1aca09a3284e01466617.jpghttps://www.spreaker.com/show/the-sales-hacker-podcastWed, 28 Feb 2024 09:15:10 +0000Dan SanchezDan Sanchezfeeds@spreaker.comSales Hacker is the leading community for modern sales professionals, and this podcast is an extension of that.When you subscribe to this show, you'll get access to the latest sales tips, tactics, and strategies from thought leaders and practitioners....false6036014e-3e09-543b-b173-c55741444d74episodichttps://www.spreaker.com/episode/the-past-present-and-future-of-the-restaurant-industry-with-brandon-barton-the-ceo-of-bite--52601919Episode Summary
AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience. In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in the hospitality space and how it can help enrich customer experience. He also talks about his transition into the C-Suite and becoming the CEO of Bite. Finally, Brandon shares valuable advice for anyone who is considering a career change but fears that it is a mistake.
Guest-at-a-Glance

💡 Name: Brandon Barton💡 What he does: Brandon is the CEO of Bite.💡 Company: Bite💡 Noteworthy: Brandon Barton is a hospitality tech entrepreneur and has used his experience in operations at top hospitality groups to build and scale early-stage tech products. Before Bite, Brandon was employee number four at Resy, a leading restaurant reservation platform, where he built and oversaw sales operations. Bite's goal is to elevate hospitality, which is also Brandon's passion.💡 Where to find Brandon: LinkedIn

]]>Buzzsprout-12160031Wed, 01 Feb 2023 03:00:00 +0000Dan SanchezEpisode Summary AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer...Episode Summary
AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience. In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in the hospitality space and how it can help enrich customer experience. He also talks about his transition into the C-Suite and becoming the CEO of Bite. Finally, Brandon shares valuable advice for anyone who is considering a career change but fears that it is a mistake.
Guest-at-a-Glance

💡 Name: Brandon Barton💡 What he does: Brandon is the CEO of Bite.💡 Company: Bite💡 Noteworthy: Brandon Barton is a hospitality tech entrepreneur and has used his experience in operations at top hospitality groups to build and scale early-stage tech products. Before Bite, Brandon was employee number four at Resy, a leading restaurant reservation platform, where he built and oversaw sales operations. Bite's goal is to elevate hospitality, which is also Brandon's passion.💡 Where to find Brandon: LinkedIn

]]>2073falsefullhttps://www.spreaker.com/episode/friday-fundamentals-188-carl-erik-michaelson--52489609Buzzsprout-12082028Fri, 23 Dec 2022 07:00:00 +0000Dan SanchezFriday Fundamentals 188: Carl-Erik Michaelson 621false421fullhttps://www.spreaker.com/episode/smart-growth-for-global-success--52489608Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets.What You’ll Learn

1. Why money alone will will never be enough
2. Find love in what you do and for the people around you
3. How your early career will inform the later part of your career  

Show Agenda and Timestamps

1. About Carl-Erik & TicketCo [00:40]
2. Biggest lessons in building a business [06:35]
3. The power of remote work [11:03]
4. Pay it forward [19:48]
5. Sam’s Corner [00:00]

]]>Buzzsprout-12082040Tue, 20 Dec 2022 07:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have https://www.linkedin.com/in/carlmichalsen/, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride...Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets.What You’ll Learn

1. Why money alone will will never be enough
2. Find love in what you do and for the people around you
3. How your early career will inform the later part of your career  

Show Agenda and Timestamps

1. About Carl-Erik & TicketCo [00:40]
2. Biggest lessons in building a business [06:35]
3. The power of remote work [11:03]
4. Pay it forward [19:48]
5. Sam’s Corner [00:00]

]]>1874false420fullhttps://www.spreaker.com/episode/friday-fundamentals-187-alex-buckles--52489610Buzzsprout-12082058Fri, 16 Dec 2022 07:00:00 +0000Dan SanchezFriday Fundamentals 187: Alex Buckles433false419fullhttps://www.spreaker.com/episode/building-meaningful-connections-with-co-selling--52489607Buzzsprout-12082066Tue, 13 Dec 2022 07:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us...1966falsefullhttps://www.spreaker.com/episode/friday-fundamentals-186-patrick-hudgins--52034095migration-https://cdn2.sounder.fm/653802/audio--485275--8936--18747--52852c73-c34e-445e-a734-026df6296f99.mp3?v=1666286974Fri, 28 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 186: Patrick Hudgins402false186fullhttps://www.spreaker.com/episode/friday-fundamentals-186-patrick-hudgins--5191241143a49dfd-46d5-4999-aea1-78eb2204d93dFri, 28 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 186: Patrick Hudgins402false186fullhttps://www.spreaker.com/episode/how-you-can-grow-your-company-even-when-facing-a-recession--52034096migration-https://cdn2.sounder.fm/653801/audio--485274--8936--18747--bfac3c31-0e3c-4e40-94be-3062f24f1595.mp3?v=1666286958Tue, 25 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.What...1790false223fullhttps://www.spreaker.com/episode/how-you-can-grow-your-company-even-when-facing-a-recession--51912414What You’ll Learn
Creating careers with incentive compensation to prevent off-shoring
Running a business on profitability when not sourced through outside capital
Focusing on the employee retention for company growth]]>98a76f5d-cf31-40e0-b68f-0dc5e4e068f0Tue, 25 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession. What...What You’ll Learn
Creating careers with incentive compensation to prevent off-shoring
Running a business on profitability when not sourced through outside capital
Focusing on the employee retention for company growth]]>1790false223fullhttps://www.spreaker.com/episode/friday-fundamentals-185-ido-niv-ron--52034106migration-https://cdn2.sounder.fm/650300/audio--482783--8936--18747--84f41703-19ac-426b-a098-021ff21c329f.mp3?v=1665502252Fri, 21 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 185: Ido Niv-Ron453false185fullhttps://www.spreaker.com/episode/friday-fundamentals-185-ido-niv-ron--51912417ef3200b7-cd64-4b3b-81c1-7c1fc22a1fdfFri, 21 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 185: Ido Niv-Ron453false185fullhttps://www.spreaker.com/episode/what-you-need-to-prepare-for-in-an-uncharted-economy--52034097migration-https://cdn2.sounder.fm/650299/audio--482782--8936--18747--d6138e91-1305-499e-ad86-2ee1f285320a.mp3?v=1665502239Tue, 18 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the...2580false222fullhttps://www.spreaker.com/episode/what-you-need-to-prepare-for-in-an-uncharted-economy--51912420What You’ll Learn
It’s never too late to make a career change, be open-minded to it
Keeping a level head in an uncertain economy for 2023
Finding opportunities in the economy with the uncertainty]]>5c509acf-c4c2-436d-865e-4428cb57a833Tue, 18 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the...What You’ll Learn
It’s never too late to make a career change, be open-minded to it
Keeping a level head in an uncertain economy for 2023
Finding opportunities in the economy with the uncertainty]]>2580false222fullhttps://www.spreaker.com/episode/friday-fundamentals-184-haydar-al-saad--52034103migration-https://cdn2.sounder.fm/648889/audio--481800--8936--18747--71153649-4fbf-4622-ad9e-e51cf99d481c.mp3?v=1665157440Fri, 14 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 184: Haydar Al Saad721false184fullhttps://www.spreaker.com/episode/friday-fundamentals-184-haydar-al-saad--5191251242c76af2-ecf7-4b9c-9ee9-37d47b3155d8Fri, 14 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 184: Haydar Al Saad721false184fullhttps://www.spreaker.com/episode/why-your-company-needs-a-robust-customer-success-program--52034111migration-https://cdn2.sounder.fm/648872/audio--481789--8936--18747--d92e117a-8961-4574-a91f-cf17ca826571.mp3?v=1665155529Tue, 11 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to...1759false412fullhttps://www.spreaker.com/episode/why-your-company-needs-a-robust-customer-success-program--51912402What You’ll Learn
Mitigating churn by finding your happy customers and expanding with them
Profiling your customer success teams
Customer success investment as revenue generation 


Show Agenda and Timestamps
About Haydar and RevSetter[02:05]
Differences in retention platform features [08:18]
Finding the right Customer Success people [15:32]
Why Execution is more important than Innovation [19:29]
Paying it forward [23:38]
Sam’s Corner [26:08]]]>e2deb11d-567c-4531-9406-51fe001c63f9Tue, 11 Oct 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to...What You’ll Learn
Mitigating churn by finding your happy customers and expanding with them
Profiling your customer success teams
Customer success investment as revenue generation 


Show Agenda and Timestamps
About Haydar and RevSetter[02:05]
Differences in retention platform features [08:18]
Finding the right Customer Success people [15:32]
Why Execution is more important than Innovation [19:29]
Paying it forward [23:38]
Sam’s Corner [26:08]]]>1759false412fullhttps://www.spreaker.com/episode/friday-fundamentals-183-alex-schrecengost--52034100migration-https://cdn2.sounder.fm/645512/audio--479315--8936--18747--1917fb29-f193-44b2-9cac-5f0f0a59b91c.mp3?v=1664548191Fri, 07 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 183: Alex Schrecengost455false183fullhttps://www.spreaker.com/episode/friday-fundamentals-183-alex-schrecengost--51912427b0800b35-bd2e-4d69-9590-31c44649a952Fri, 07 Oct 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 183: Alex Schrecengost455false183fullhttps://www.spreaker.com/episode/how-young-companies-can-sign-major-clients--52034098migration-https://cdn2.sounder.fm/645510/audio--479313--8936--18747--0cebb033-ab98-4bdf-b4e7-8c976da551ab.mp3?v=1664549323Tue, 04 Oct 2022 10:00:00 +0000Dan SanchezDESCRIPTIONIn this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering...2144false220fullhttps://www.spreaker.com/episode/how-young-companies-can-sign-major-clients--51912464In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.
What You’ll Learn
You don’t need to be perfectly qualified for every opportunity.
The importance of getting started and having a plan
Why you need to give yourself permission to be successful]]>7101c490-43f7-4db6-b025-c343ee8c8b67Tue, 04 Oct 2022 10:00:00 +0000Dan SanchezDESCRIPTION In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering...In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.
What You’ll Learn
You don’t need to be perfectly qualified for every opportunity.
The importance of getting started and having a plan
Why you need to give yourself permission to be successful]]>2144false220fullhttps://www.spreaker.com/episode/friday-fundamentals-182-scott-barton--52034104migration-https://cdn2.sounder.fm/644956/audio--478930--8936--18747--4b1db501-19ba-4bd5-b6a6-cc8bbb15c10e.mp3?v=1664463824Fri, 30 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 182: Scott Barton271falsefullhttps://www.spreaker.com/episode/friday-fundamentals-182-scott-barton--51912527199584ed-1610-4fbe-b956-e6da918bef4cFri, 30 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 182: Scott Barton271falsefullhttps://www.spreaker.com/episode/a-holistic-approach-to-compensation-structuring--52034115migration-https://cdn2.sounder.fm/644955/audio--478929--8936--18747--ae72d77e-8cec-455d-b8fb-4e4d1560eb0a.mp3?v=1664463815Tue, 27 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the...1806falsefullhttps://www.spreaker.com/episode/a-holistic-approach-to-compensation-structuring--51912536What You’ll Learn
Building a compensation structure that works for both salespeople and the company
A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
Best practices for managing your sales team through economic uncertainty  


Show Agenda and Timestamps
About Scott & Varicent [02:44]
Best practices for designing compensation structure [07:00]
How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
Increasing productivity by lowering the bar for success [14:42]
Advice to management teams navigating the current economic uncertainty [20:43]
Paying it forward [22:29]
Sam’s Corner [25:10] ]]>c6a35816-e08e-4426-be57-9014a28ca845Tue, 27 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the...What You’ll Learn
Building a compensation structure that works for both salespeople and the company
A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
Best practices for managing your sales team through economic uncertainty  


Show Agenda and Timestamps
About Scott & Varicent [02:44]
Best practices for designing compensation structure [07:00]
How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
Increasing productivity by lowering the bar for success [14:42]
Advice to management teams navigating the current economic uncertainty [20:43]
Paying it forward [22:29]
Sam’s Corner [25:10] ]]>1806falsefullhttps://www.spreaker.com/episode/friday-fundamentals-181-brandon-barton--52034101migration-https://cdn2.sounder.fm/641650/audio--475867--8936--18747--2eb4c5c6-fe0e-4546-8f25-3e2543beda78.mp3?v=1663944797Fri, 23 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 181: Brandon Barton467falsefullhttps://www.spreaker.com/episode/friday-fundamentals-181-brandon-barton--519124664e6a0912-cdd2-4cf1-9b6e-45d30000c661Fri, 23 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 181: Brandon Barton467falsefullhttps://www.spreaker.com/episode/how-to-make-a-major-career-jump--52034123migration-https://cdn2.sounder.fm/638337/audio--473087--8936--18747--d5b1674b-5021-4668-aeb3-0024f50a4fd5.mp3?v=1663364721Tue, 20 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career.What You’ll...2049false218fullhttps://www.spreaker.com/episode/how-to-make-a-major-career-jump--51912436What You’ll Learn
What it means to create an incredible experience for people
How technology is impacting the restaurant industry during global labor shortages
The transferable skills needed to make an industry or career jump]]>38553cb0-eea5-42be-99b9-cb6ac0e153cdTue, 20 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career. What...What You’ll Learn
What it means to create an incredible experience for people
How technology is impacting the restaurant industry during global labor shortages
The transferable skills needed to make an industry or career jump]]>2049false218fullhttps://www.spreaker.com/episode/friday-fundamentals-180-tim-strickland--52034119migration-https://cdn2.sounder.fm/638205/audio--472984--8936--18747--c7df68d6-1f44-4e88-a5f6-b5aa560de5b6.mp3?v=1663336564Fri, 16 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 180: Tim Strickland284falsefullhttps://www.spreaker.com/episode/friday-fundamentals-180-tim-strickland--5191243430cb3dde-e565-4460-abc2-e47d08a06106Fri, 16 Sep 2022 10:00:00 +0000Dan SanchezFriday Fundamentals 180: Tim Strickland284falsefullhttps://www.spreaker.com/episode/what-it-takes-to-lead-1-200-person-company-like-zoominfo--52034099migration-https://cdn2.sounder.fm/635964/audio--470880--8936--18747--23bcf1e3-2128-4b0a-ba43-60275712146f.mp3?v=1662992658Tue, 13 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s...1669false180fullhttps://www.spreaker.com/episode/what-it-takes-to-lead-1-200-person-company-like-zoominfo--51912465What You’ll Learn
How ZoomInfo grew from a small company to one with a billion in annual run rate
The importance of resilience and adaptability
What it takes to lead a high-growth company
How to approach leadership in a large organization]]>87f01d74-4e8e-4ef4-a1be-eaa8802b23a3Tue, 13 Sep 2022 10:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s...What You’ll Learn
How ZoomInfo grew from a small company to one with a billion in annual run rate
The importance of resilience and adaptability
What it takes to lead a high-growth company
How to approach leadership in a large organization]]>1669false180fullhttps://www.spreaker.com/episode/friday-fundamentals-mike-sadler--52034117migration-https://cdn2.sounder.fm/621522/audio--459543--8936--18747--ab3135b1-bee9-41a0-b946-484be00cb150.mp3?v=1660928508Fri, 26 Aug 2022 05:00:00 +0000Dan Sanchez.381false179fullhttps://www.spreaker.com/episode/friday-fundamentals-mike-sadler--5191245770520d2b-f035-46bd-a4b2-b8da35e00420Fri, 26 Aug 2022 05:00:00 +0000Dan Sanchez.381false179fullhttps://www.spreaker.com/episode/finding-the-perfect-fit-managing-and-hiring-in-the-new-sales-world--52034122migration-https://cdn2.sounder.fm/621521/audio--459542--8936--18747--add7b832-1896-422c-bffd-aa6cd4bc53dc.mp3?v=1660928489Tue, 23 Aug 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Mike Sadler, SVP Americas at Similarweb, the must-have platform for effective online marketing. Join us for a livelyconversation about managing, hiring, and beating the recession.What You’ll...1623false216fullhttps://www.spreaker.com/episode/finding-the-perfect-fit-managing-and-hiring-in-the-new-sales-world--51912438What You’ll Learn
The biggest job in any sales organization is the frontline managers who do the training
How you become a manager of managers
Overcoming hiring challenges and doing great discovery
Recession-proofing your reps]]>c2f8d488-d756-4939-9ef8-289c0dd83673Tue, 23 Aug 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Mike Sadler, SVP Americas at Similarweb, the must-have platform for effective online marketing. Join us for a livelyconversation about managing, hiring, and beating the recession. What You’ll Learn...What You’ll Learn
The biggest job in any sales organization is the frontline managers who do the training
How you become a manager of managers
Overcoming hiring challenges and doing great discovery
Recession-proofing your reps]]>1623false216fullhttps://www.spreaker.com/episode/friday-fundamentals-178-christian-kletzl--52034128migration-https://cdn2.sounder.fm/622134/audio--459951--8936--18747--6256092e-3b9f-4e26-9e3c-afc55ca11c6a.mp3?v=1661174165Fri, 19 Aug 2022 04:00:00 +0000Dan SanchezFriday Fundamentals 178: Christian Kletzl336falsefullhttps://www.spreaker.com/episode/friday-fundamentals-178-christian-kletzl--5191240711e50f95-20e4-481b-ab0a-bffd6db814b2Fri, 19 Aug 2022 04:00:00 +0000Dan SanchezFriday Fundamentals 178: Christian Kletzl336falsefullhttps://www.spreaker.com/episode/why-champion-lifetime-value-is-critical--52034102migration-https://cdn2.sounder.fm/619749/audio--458066--8936--18747--9e8f06e5-2c64-49b8-8418-bef33b968e0d.mp3?v=1660693076Tue, 16 Aug 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value.What You’ll LearnThe...1472false215fullhttps://www.spreaker.com/episode/why-champion-lifetime-value-is-critical--51912470What You’ll Learn
The importance of following your champions
Valuing personal connections in B2B sales
The lifetime value of a customer who loves your product
Delighting your buyers consistently reduces churn and creates advocates]]>82d88cdb-e264-426b-a6c6-db6ccd3529ecTue, 16 Aug 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value. What You’ll Learn The...What You’ll Learn
The importance of following your champions
Valuing personal connections in B2B sales
The lifetime value of a customer who loves your product
Delighting your buyers consistently reduces churn and creates advocates]]>1472false215fullhttps://www.spreaker.com/episode/friday-fundamentals-shaan-hathiramani--52034105migration-https://cdn2.sounder.fm/612370/audio--452466--8936--18747--0717a0cd-b4ba-44aa-ba03-17d02e053f15.mp3?v=1659634211Fri, 12 Aug 2022 05:00:00 +0000Dan Sanchez.268false177fullhttps://www.spreaker.com/episode/friday-fundamentals-shaan-hathiramani--5191249283bf894e-e867-4ff5-8a8a-62f61d61ce16Fri, 12 Aug 2022 05:00:00 +0000Dan Sanchez.268false177fullhttps://www.spreaker.com/episode/flockjay-has-the-cheat-code-for-a-successful-team--52034113migration-https://cdn2.sounder.fm/612368/audio--452464--8936--18747--174500e0-1ec1-45fd-a799-0d3a113ee404.mp3?v=1659634072Tue, 09 Aug 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Shaan Hathiramani with us. Shaan is the Founder and CEO of Flockjay. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now...2385false214fullhttps://www.spreaker.com/episode/flockjay-has-the-cheat-code-for-a-successful-team--51912445What You’ll Learn
The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well
Having the proper structure and being a good product leader would enable you to sustain to tough times
How to do more with less as a sales leader]]>623ca6cc-9831-45ca-9716-0bef532e79ffTue, 09 Aug 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Shaan Hathiramani with us. Shaan is the Founder and CEO of Flockjay. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan...What You’ll Learn
The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well
Having the proper structure and being a good product leader would enable you to sustain to tough times
How to do more with less as a sales leader]]>2385false214fullhttps://www.spreaker.com/episode/branding-a-company-that-specializes-in-account-based-marketing--52034125migration-https://cdn2.sounder.fm/611121/audio--451540--8936--18747--9c4b9954-eb6c-4477-9d44-580d53bc51ae.mp3?v=1659374601Tue, 02 Aug 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Nirosha Methananda with us. Nirosha is the VP of Marketing at Influ2, where she is responsible for branding and building the trust of its community. Influ2 allows marketers and businesses to advertise directly to people...2117false213fullhttps://www.spreaker.com/episode/branding-a-company-that-specializes-in-account-based-marketing--51912476What You’ll Learn
Account Based Marketing means that the point of sales and marketing alignment is simply joint planning process & goals.
There needs to be shared metrics, shared account planning and account mapping to understand what accounts need
How inspirational Nirosha’s story and career background can be for many]]>dae70ef3-a638-4dcc-937c-a801c696e2f6Tue, 02 Aug 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Nirosha Methananda with us. Nirosha is the VP of Marketing at Influ2, where she is responsible for branding and building the trust of its community. Influ2 allows marketers and businesses to advertise directly to people and...What You’ll Learn
Account Based Marketing means that the point of sales and marketing alignment is simply joint planning process & goals.
There needs to be shared metrics, shared account planning and account mapping to understand what accounts need
How inspirational Nirosha’s story and career background can be for many]]>2117false213fullhttps://www.spreaker.com/episode/friday-fundamentals-todd-caponi--52034152migration-https://cdn2.sounder.fm/593601/audio--435478--8936--18747--ab6a00d5-104c-4d5b-9ea5-3d6b9a9e7ab1.mp3?v=1658774239Fri, 29 Jul 2022 05:00:00 +0000Dan Sanchez. 1087false176fullhttps://www.spreaker.com/episode/friday-fundamentals-todd-caponi--51912541cee2f923-8ddf-4d24-a063-9bace6318ac6Fri, 29 Jul 2022 05:00:00 +0000Dan Sanchez. 1087false176fullhttps://www.spreaker.com/episode/the-elements-of-a-great-sales-manager-with-todd-caponi--52034109migration-https://cdn2.sounder.fm/593602/audio--435476--8936--18747--cb05cb48-ed32-4fc4-99e1-c585aefb69b6.mp3?v=1658774337Tue, 26 Jul 2022 05:00:00 +0000Dan SanchezTodd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.Todd is a great...1048false212fullhttps://www.spreaker.com/episode/the-elements-of-a-great-sales-manager-with-todd-caponi--51912404Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.
What You’ll Learn
How to be ready for your opportunity when it comes to you
Trends in sales tend to be cyclical in nature
Six things to help your team progress and grow]]>5dc25146-eab4-44f0-ba54-16b3f3d7af3eTue, 26 Jul 2022 05:00:00 +0000Dan SanchezTodd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion. Todd is a great...Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.
What You’ll Learn
How to be ready for your opportunity when it comes to you
Trends in sales tend to be cyclical in nature
Six things to help your team progress and grow]]>1048false212fullhttps://www.spreaker.com/episode/friday-fundamentals-celine-north--52034107migration-https://cdn2.sounder.fm/587475/audio--430016--8936--18747--54a0b448-0072-4649-be2b-5c339fa18e19.mp3?v=1658340922Fri, 22 Jul 2022 05:00:00 +0000Dan Sanchez.390false175fullhttps://www.spreaker.com/episode/friday-fundamentals-celine-north--51912440bd7634ca-5d39-4c83-8da6-3a79a5916475Fri, 22 Jul 2022 05:00:00 +0000Dan Sanchez.390false175fullhttps://www.spreaker.com/episode/learning-how-to-adapt-in-the-sales-community-w-celine-north--52034114migration-https://cdn2.sounder.fm/582101/audio--425197--8936--18747--69c5f04e-9138-484e-a31d-12a22b2d117c.mp3?v=1657826247Tue, 19 Jul 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardale. Celine brings more than twenty-five years of experience to Boardale, which is a platform that allows board...1801false211fullhttps://www.spreaker.com/episode/learning-how-to-adapt-in-the-sales-community-w-celine-north--51912421What You’ll Learn
Sometimes you have to take one step back to go two steps forward in sales
Sales is all about building internal relationships
How is it going to be like selling in a recession]]>5bdbf7a0-fabe-4786-b09f-b76166f376f3Tue, 19 Jul 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardale. Celine brings more than twenty-five years of experience to Boardale, which is a platform that allows board members...What You’ll Learn
Sometimes you have to take one step back to go two steps forward in sales
Sales is all about building internal relationships
How is it going to be like selling in a recession]]>1801false211fullhttps://www.spreaker.com/episode/friday-fundamentals-don-addington--52034112migration-https://cdn2.sounder.fm/579311/audio--422862--8936--18747--f970d56a-1236-485b-95a9-acaad81d6997.mp3?v=1657570989Fri, 15 Jul 2022 05:00:00 +0000Dan Sanchez. 533false174fullhttps://www.spreaker.com/episode/friday-fundamentals-don-addington--51912467e93ac622-c4ee-4301-8d93-32970172746dFri, 15 Jul 2022 05:00:00 +0000Dan Sanchez. 533false174fullhttps://www.spreaker.com/episode/increasing-revenue-on-cloud-marketplaces-with-tackle--52034116migration-https://cdn2.sounder.fm/579292/audio--422846--8936--18747--232c0813-6223-4324-928c-95758ef5f62d.mp3?v=1657565598Tue, 12 Jul 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Don Addington with us. Don, a veteran sales leader, is the Chief Revenue Officer at Tackle.io. Don and Tackle are helping software companies get onto cloud marketplaces which enables them to sell their product to...1898false210fullhttps://www.spreaker.com/episode/increasing-revenue-on-cloud-marketplaces-with-tackle--51912509What You’ll Learn
How Don went from being a recruiter to be a driving force of the growth of Tackle
How you can accelerate your company’s sales cycle by using Tackle
Ways that your email can stand out from the many emails that clients get from competitors by being meaningful]]>60914200-200a-4f6b-a3cf-8395ac4a6d45Tue, 12 Jul 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Don Addington with us. Don, a veteran sales leader, is the Chief Revenue Officer at Tackle.io. Don and Tackle are helping software companies get onto cloud marketplaces which enables them to sell their product to companies...What You’ll Learn
How Don went from being a recruiter to be a driving force of the growth of Tackle
How you can accelerate your company’s sales cycle by using Tackle
Ways that your email can stand out from the many emails that clients get from competitors by being meaningful]]>1898false210fullhttps://www.spreaker.com/episode/friday-fundamental-173-selling-in-the-hospitality-industry-part-2--52034130migration-https://cdn2.sounder.fm/525826/audio--376117--8936--18747--f7e4d949-422f-4156-811a-000897de1a27.mp3?v=1654112164Fri, 03 Jun 2022 05:00:00 +0000Dan SanchezFriday Fundamental_173_Selling in the Hospitality Industry_Part 2327false390fullhttps://www.spreaker.com/episode/friday-fundamental-173-selling-in-the-hospitality-industry-part-2--51912424d290bd08-4cf8-47f9-990f-e56467c40483Fri, 03 Jun 2022 05:00:00 +0000Dan SanchezFriday Fundamental_173_Selling in the Hospitality Industry_Part 2327false390fullhttps://www.spreaker.com/episode/selling-in-the-hospitality-industry--52034118migration-https://cdn2.sounder.fm/517491/audio--369052--8936--18747--2b88d709-c59b-4f20-b1d1-903f43065ce9.mp3?v=1653669341Tue, 31 May 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Maryclare Sweeney with us. Maryclare is the Director of Sales at SEVENROOMS, which sells into the hospitality space. As a talented sales manger, she gives some secret strategies for success and how the company had to...1753false209fullhttps://www.spreaker.com/episode/selling-in-the-hospitality-industry--51912418What You’ll Learn
The growth journey of Maryclare and SEVENROOMS
What was it like to sell during COVID
Maryclare thoughts about selling against competitors
What Maryclare has learned selling to restaurants 


Show Agenda and Timestamps
About SEVENROOMS and Maryclare Sweeney [3:04]
Maryclare’s thoughts on the biggest fallacies in nutrition [07:44]
Being more influential than you think you are [11:46]
Maryclare’s thoughts about zoom fatigue [17:28]
Paying it forward [22:37]
Sam’s Corner [24:24]]]>7454d53a-cf1f-4bb4-9598-6b3a25b67d2dTue, 31 May 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Maryclare Sweeney with us. Maryclare is the Director of Sales at SEVENROOMS, which sells into the hospitality space. As a talented sales manger, she gives some secret strategies for success and how the company had to make...What You’ll Learn
The growth journey of Maryclare and SEVENROOMS
What was it like to sell during COVID
Maryclare thoughts about selling against competitors
What Maryclare has learned selling to restaurants 


Show Agenda and Timestamps
About SEVENROOMS and Maryclare Sweeney [3:04]
Maryclare’s thoughts on the biggest fallacies in nutrition [07:44]
Being more influential than you think you are [11:46]
Maryclare’s thoughts about zoom fatigue [17:28]
Paying it forward [22:37]
Sam’s Corner [24:24]]]>1753false209fullhttps://www.spreaker.com/episode/friday-fundamentals-espionage-tactics-that-help-you-sell--52034151migration-https://cdn2.sounder.fm/516084/audio--367693--8936--18747--aa51e315-fd66-4665-8424-e08eaee68780.mp3?v=1653494881Fri, 27 May 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 172: Jeremy Hurewitz301false172fullhttps://www.spreaker.com/episode/friday-fundamentals-espionage-tactics-that-help-you-sell--519124806b1f0b18-d253-434d-8c28-8d869cd81471Fri, 27 May 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 172: Jeremy Hurewitz301false172fullhttps://www.spreaker.com/episode/espionage-tactics-that-help-you-sell--52034124migration-https://cdn2.sounder.fm/512347/audio--364710--8936--18747--75b07c89-bcad-4f79-971e-7b9edc03ac82.mp3?v=1653320602Tue, 24 May 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Jeremy Hurewitz with us. Jeremy Hurewitz is the founder of Challenger Hill Consulting, where he is using his years of International experience to gain a new outlook on leveraging clients. Join us for a great...1699false208fullhttps://www.spreaker.com/episode/espionage-tactics-that-help-you-sell--51912521What You’ll Learn
How Jeremy began to encounter International spies
Tactics and strategies to connect with clients like a spy
Use methods to attract overseas clients 


Show Agenda and Timestamps
About Jeremy and Challenger Hill Consulting [02:57]
The meaning of selling like a spy [03:58]
How does someone sell like a spy [10:53]
This strategy bordering on the line of unethical [14:06]
Paying it forward [20:34]
Sam’s Corner [24:35]]]>f91cda36-5c1f-448d-871c-6ee24bd9bb44Tue, 24 May 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Jeremy Hurewitz with us. Jeremy Hurewitz is the founder of Challenger Hill Consulting, where he is using his years of International experience to gain a new outlook on leveraging clients. Join us for a great conversation...What You’ll Learn
How Jeremy began to encounter International spies
Tactics and strategies to connect with clients like a spy
Use methods to attract overseas clients 


Show Agenda and Timestamps
About Jeremy and Challenger Hill Consulting [02:57]
The meaning of selling like a spy [03:58]
How does someone sell like a spy [10:53]
This strategy bordering on the line of unethical [14:06]
Paying it forward [20:34]
Sam’s Corner [24:35]]]>1699false208fullhttps://www.spreaker.com/episode/friday-fundamentals-171-the-journey-of-a-new-ceo-part-2--52034140migration-https://cdn2.sounder.fm/496038/original--audio--350916--8936--18747--2b765d8f-165c-4286-80e8-79803fa1f939.mp3?v=1652188714Fri, 13 May 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 171: Jen Spencer330falsefullhttps://www.spreaker.com/episode/friday-fundamentals-171-the-journey-of-a-new-ceo-part-2--5191249513487ad8-6446-4867-8824-b0474f538a04Fri, 13 May 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 171: Jen Spencer330falsefullhttps://www.spreaker.com/episode/207-the-journey-of-a-new-ceo-part-1--52034137migration-https://cdn2.sounder.fm/496034/audio--350913--8936--18747--bdd826ed-13f4-46f6-a0c4-56f4a12633ba.mp3?v=1652188692Tue, 10 May 2022 13:15:30 +0000Dan SanchezIn this special two-part episode, we've got Jen Spencer with us. Jen is the new CEO of SmartBug Media, and is joining us to share her journey to becoming the CEO and how she is leading the organization. Join us for a raw conversation about...1549falsefullhttps://www.spreaker.com/episode/207-the-journey-of-a-new-ceo-part-1--51912449What You’ll Learn
How Jen became the CEO of SmartBug Media
The balance of keeping things the way they are with instituting new direction
What marketing tactics are and aren’t working anymore 


Show Agenda and Timestamps
About Jen’s journey to CEO [2:45]
What it’s like being a CEO [06:52]
Organizational realignment [11:21]
Strategies for talent acquisition, retention, and inclusivity [14:50]
New marketing innovations [19:14]
Sam’s Corner [23:31]]]>4bfb8cb8-8899-4e95-ba49-06aa5730188bTue, 10 May 2022 13:15:30 +0000Dan SanchezIn this special two-part episode, we've got Jen Spencer with us. Jen is the new CEO of SmartBug Media, and is joining us to share her journey to becoming the CEO and how she is leading the organization. Join us for a raw conversation about leadership,...What You’ll Learn
How Jen became the CEO of SmartBug Media
The balance of keeping things the way they are with instituting new direction
What marketing tactics are and aren’t working anymore 


Show Agenda and Timestamps
About Jen’s journey to CEO [2:45]
What it’s like being a CEO [06:52]
Organizational realignment [11:21]
Strategies for talent acquisition, retention, and inclusivity [14:50]
New marketing innovations [19:14]
Sam’s Corner [23:31]]]>1549falsefullhttps://www.spreaker.com/episode/friday-fundamentals-170-kathleen-booth--52034135migration-https://cdn2.sounder.fm/496041/audio--350918--8936--18747--2502c6c8-f62c-4375-b390-2d956485a864.mp3?v=1652188935Fri, 29 Apr 2022 04:00:00 +0000Dan SanchezFriday Fundamentals 170: Kathleen Booth330falsefullhttps://www.spreaker.com/episode/friday-fundamentals-170-kathleen-booth--519124132e3d3700-98bc-462a-9c8d-404be5b827f6Fri, 29 Apr 2022 04:00:00 +0000Dan SanchezFriday Fundamentals 170: Kathleen Booth330falsefullhttps://www.spreaker.com/episode/206-turning-your-marketing-department-into-a-revenue-generator--52034126migration-https://cdn2.sounder.fm/474940/audio--332758--8936--18747--52a510bd-fbbf-4ace-a784-f080dc83fdec.mp3?v=1650918057Tue, 26 Apr 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Kathleen Booth with us. Kathleen is SVP of Marketing at Tradeswell, where she's on a mission to empower a new generation of digital-first marketplace brands. Join us for a great conversation about marketing and why...1960falsefullhttps://www.spreaker.com/episode/206-turning-your-marketing-department-into-a-revenue-generator--51912478What You’ll Learn
How Kathleen grew a newsletter to 30,000 subscribers
How to turn your marketing department into a revenue generator
How to keep key stakeholders excited about your long-term content strategy
Why performance marketing isn’t effective


Show Agenda and Timestamps
About Tradeswell and Kathleen [3:34]
Turning a marketing department into a revenue generator [15:44]
Keeping key stakeholders excited about a long-term content strategy [21:34]
Performance marketing isn’t effective [25:19]
Paying it forward [27:29]
Sam’s Corner [29:25]]]>fc70d5f1-870a-4514-86e8-c70ecb56a6acTue, 26 Apr 2022 05:00:00 +0000Dan SanchezIn this episode, we've got Kathleen Booth with us. Kathleen is SVP of Marketing at Tradeswell, where she's on a mission to empower a new generation of digital-first marketplace brands. Join us for a great conversation about marketing and why you...What You’ll Learn
How Kathleen grew a newsletter to 30,000 subscribers
How to turn your marketing department into a revenue generator
How to keep key stakeholders excited about your long-term content strategy
Why performance marketing isn’t effective


Show Agenda and Timestamps
About Tradeswell and Kathleen [3:34]
Turning a marketing department into a revenue generator [15:44]
Keeping key stakeholders excited about a long-term content strategy [21:34]
Performance marketing isn’t effective [25:19]
Paying it forward [27:29]
Sam’s Corner [29:25]]]>1960falsefullhttps://www.spreaker.com/episode/friday-fundamentals-169-shruti-kapoor--52034141migration-https://cdn2.sounder.fm/463218/audio--322355--8936--18747--2464e5bd-b72e-4eec-b579-7f47a3dcf3b5.mp3?v=1653335224Fri, 22 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 169: Shruti Kapoor363falsefullhttps://www.spreaker.com/episode/friday-fundamentals-169-shruti-kapoor--5191254723e8bb9d-072c-4d37-b912-5a44d538dd52Fri, 22 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 169: Shruti Kapoor363falsefullhttps://www.spreaker.com/episode/205-changing-how-you-communicate-with-buyers--52034129migration-https://cdn2.sounder.fm/463209/audio--322344--8936--18747--f457667e-19ef-4535-9564-b0fb7b02b698.mp3?v=1653335274Wed, 20 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall...1542false205fullhttps://www.spreaker.com/episode/205-changing-how-you-communicate-with-buyers--51912452What You’ll Learn
Key tips for starting a new company
The difference between creators and sellers
The importance of self-awareness and honesty for founders
Why data and activity metrics aren’t enough  


Show Agenda and Timestamps
About Shruti Kapoor and Wingman [4:58]
The keys to a successful startup [13:16]
The difference between creators and sellers [15:31]
Observations about selling to salespeople [17:56]
The importance of self-awareness and honesty for founders [20:44]
Paying it forward [22:02]
Sam’s Corner [23:26]]]>6a3bac1a-9c2b-4ed3-9778-f4dd316bee3fWed, 20 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall aggregation of...What You’ll Learn
Key tips for starting a new company
The difference between creators and sellers
The importance of self-awareness and honesty for founders
Why data and activity metrics aren’t enough  


Show Agenda and Timestamps
About Shruti Kapoor and Wingman [4:58]
The keys to a successful startup [13:16]
The difference between creators and sellers [15:31]
Observations about selling to salespeople [17:56]
The importance of self-awareness and honesty for founders [20:44]
Paying it forward [22:02]
Sam’s Corner [23:26]]]>1542false205fullhttps://www.spreaker.com/episode/friday-fundamentals-168-auseh-brritt--52034139migration-https://cdn2.sounder.fm/452188/audio--312713--8936--18747--69875e6f-5ac0-4bf5-a7ca-e0f5523ba7af.mp3?v=1649694566Fri, 15 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 168: Auseh Brritt490falsefullhttps://www.spreaker.com/episode/friday-fundamentals-168-auseh-brritt--51912432f5afe756-9141-49f7-a181-c2b1b3b0864fFri, 15 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 168: Auseh Brritt490falsefullhttps://www.spreaker.com/episode/204-how-to-implement-effective-account-based-marketing-strategies--52034162migration-https://cdn2.sounder.fm/452186/audio--312711--8936--18747--a0f98a7b-09e4-431e-9990-c01f583a5c49.mp3?v=1649694323Tue, 12 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth...2039false204fullhttps://www.spreaker.com/episode/204-how-to-implement-effective-account-based-marketing-strategies--51912545What You’ll Learn
The keys to being a successful growth marketer
How a well-defined ICP makes account-based marketing easier
How MQLs are being replaced by qualified pipelines
Why sales and marketing alignment leads to better pipeline generation  


Show Agenda and Timestamps
About Auseh Britt [4:15]
Keys to being a successful growth marketer [11:35]
Defining account-based marketing [13:25]
Comparing ABM and legacy B2B marketing campaigns [17:23]
Marketing and sales alignment [22:28]
Paying it forward [26:01]
Sam’s Corner [30:42]]]>856e872a-cbd3-4c9a-9113-0a936e779c1bTue, 12 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth Marketing...What You’ll Learn
The keys to being a successful growth marketer
How a well-defined ICP makes account-based marketing easier
How MQLs are being replaced by qualified pipelines
Why sales and marketing alignment leads to better pipeline generation  


Show Agenda and Timestamps
About Auseh Britt [4:15]
Keys to being a successful growth marketer [11:35]
Defining account-based marketing [13:25]
Comparing ABM and legacy B2B marketing campaigns [17:23]
Marketing and sales alignment [22:28]
Paying it forward [26:01]
Sam’s Corner [30:42]]]>2039false204fullhttps://www.spreaker.com/episode/friday-fundamentals-167-andy-paul--52034143migration-https://cdn2.sounder.fm/442882/audio--304537--8936--18747--cf14d6cf-543b-4be3-baa2-c55c961f4df6.mp3?v=1649094413Fri, 08 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 167: Andy Paul314false166fullhttps://www.spreaker.com/episode/friday-fundamentals-167-andy-paul--519124715dae0fef-9761-47d8-aa65-49be5b866675Fri, 08 Apr 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 167: Andy Paul314false166fullhttps://www.spreaker.com/episode/203-putting-people-at-the-center-of-sales-conversations--52034159migration-https://cdn2.sounder.fm/442843/audio--304509--8936--18747--e203bb4d-d3ae-4854-8442-9e0d8228ae09.mp3?v=1649092190Tue, 05 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation...1808falsefullhttps://www.spreaker.com/episode/203-putting-people-at-the-center-of-sales-conversations--51912485What You’ll Learn
Efficiently moving buyers through their buying journey
Building deeper relationships with your buyers
The four pillars of selling
Looking at alternative ways to grow  


Show Agenda and Timestamps
About Andy Paul[3:45]
Reflections on how things have changed in sales [6:12]
The four pillars of selling [12:30]
True personalization at scale [14:51]
Winning bigger deals without brand recognition [18:11]
Good companies vs. bad companies [22:48]
Paying it forward [24:49]
Sam’s Corner [27:20]]]>54fcfa70-fc18-44e7-a0a1-8b4f2a74972bTue, 05 Apr 2022 06:00:00 +0000Dan SanchezIn this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation...What You’ll Learn
Efficiently moving buyers through their buying journey
Building deeper relationships with your buyers
The four pillars of selling
Looking at alternative ways to grow  


Show Agenda and Timestamps
About Andy Paul[3:45]
Reflections on how things have changed in sales [6:12]
The four pillars of selling [12:30]
True personalization at scale [14:51]
Winning bigger deals without brand recognition [18:11]
Good companies vs. bad companies [22:48]
Paying it forward [24:49]
Sam’s Corner [27:20]]]>1808falsefullhttps://www.spreaker.com/episode/friday-fundamentals-166-tom-lavery--52034154migration-https://cdn2.sounder.fm/441040/audio--303033--8936--18747--e025846d-b1a0-46ea-afa6-510294039d3d.mp3?v=1648816407Fri, 01 Apr 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 166: Tom Lavery372falsefullhttps://www.spreaker.com/episode/friday-fundamentals-166-tom-lavery--519125050911a4ef-c23e-4a10-9e68-de7d711aed11Fri, 01 Apr 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 166: Tom Lavery372falsefullhttps://www.spreaker.com/episode/202-insights-into-founding-a-fully-remote-saas-company--52034163migration-https://cdn2.sounder.fm/436085/audio--298819--8936--18747--9074d641-ba0c-4590-bbd1-c6c3d6899163.mp3?v=1648497878Tue, 29 Mar 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that...1699falsefullhttps://www.spreaker.com/episode/202-insights-into-founding-a-fully-remote-saas-company--51912463What You’ll Learn
The expanding market opportunity in SaaS
Emphasizing local identity for an org
Slack etiquette and best practices
Looking at alternative ways to grow 


Show Agenda and Timestamps
About Tom Lavery & Jiminny[1:50]
The journey of building Jiminny [6:07]
The right time to start selling [8:13]
Leading a hybrid, international team [11:52]
Advice for emerging founders [17:58]
Paying it forward [21:03]
Sam’s Corner [23:35]]]>f0022ce1-fab7-4158-9f90-d90f736bab47Tue, 29 Mar 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that...What You’ll Learn
The expanding market opportunity in SaaS
Emphasizing local identity for an org
Slack etiquette and best practices
Looking at alternative ways to grow 


Show Agenda and Timestamps
About Tom Lavery & Jiminny[1:50]
The journey of building Jiminny [6:07]
The right time to start selling [8:13]
Leading a hybrid, international team [11:52]
Advice for emerging founders [17:58]
Paying it forward [21:03]
Sam’s Corner [23:35]]]>1699falsefullhttps://www.spreaker.com/episode/friday-fundamentals-164-seamus-ruiz-earle--52034133migration-https://cdn2.sounder.fm/403893/audio--269901--8936--18747--b654119a-cef7-405c-b181-d12a5132a809.mp3?v=1646838498Fri, 25 Mar 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 164: Seamus Ruiz-Earle244falsefullhttps://www.spreaker.com/episode/friday-fundamentals-164-seamus-ruiz-earle--51912461855d94e2-49b0-48e8-bf18-1c51990a6b86Fri, 25 Mar 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 164: Seamus Ruiz-Earle244falsefullhttps://www.spreaker.com/episode/201-the-rise-of-revops-insight-into-data-integrity--52034156migration-https://cdn2.sounder.fm/423224/audio--287851--8936--18747--7db05ec9-0308-4dec-a935-75a262bb1332.mp3?v=1647892712Tue, 22 Mar 2022 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation...2364falsefullhttps://www.spreaker.com/episode/201-the-rise-of-revops-insight-into-data-integrity--51912484What You’ll Learn
Teaching Salesforce to middle schoolers
Taking a long-term view on building your business
The biggest mistakes companies make about RevOps
Finding and retaining talent as a former solopreneur]]>8e4a78f9-4a1b-48a3-817a-8aa3c454a356Tue, 22 Mar 2022 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation...What You’ll Learn
Teaching Salesforce to middle schoolers
Taking a long-term view on building your business
The biggest mistakes companies make about RevOps
Finding and retaining talent as a former solopreneur]]>2364falsefullhttps://www.spreaker.com/episode/friday-fundamentals-163-asad-zaman--52034136migration-https://cdn2.sounder.fm/383997/audio--252615--8936--18747--e938acfa-8a8f-43be-a1e9-f3a640b4810e.mp3?v=1645820278Fri, 18 Mar 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 163: Asad Zaman517falsefullhttps://www.spreaker.com/episode/friday-fundamentals-163-asad-zaman--51912488972c30a5-dc35-4b0c-97fe-fc6e6be30dcfFri, 18 Mar 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 163: Asad Zaman517falsefullhttps://www.spreaker.com/episode/200-from-ae-to-ceo-entrepreneurial-life-lessons--52034171migration-https://cdn2.sounder.fm/394446/audio--261578--8936--18747--05ad60f7-4b21-4b2e-9623-759c7cdc9cd0.mp3?v=1646341683Tue, 15 Mar 2022 17:30:00 +0000Dan SanchezIn the 200th episode of the Sales Hacker Podcast, we have Asad Zaman, CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). Join us for an...2228false370fullhttps://www.spreaker.com/episode/200-from-ae-to-ceo-entrepreneurial-life-lessons--51912406What You’ll Learn
There are over 40K more sales jobs openings than salespeople
How COVID has affected sales salaries
The importance of listening to the market instead of pursuing growth
4 ways to modernize talent acquisition


Show Agenda and Timestamps
About Asad Zaman & STA[3:15]
Asad’s tale of entrepreneurialism [7:21]
Addressing chronic underemployment and high demand [13:35]
4 ways to modernize talent acquisition [22:26]
Lessons learned from high growth companies [27:31]
Paying it forward [29:29]
Sam’s Corner [32:26]]]>2dcb4f25-52cb-4b90-9b7e-97041fe90323Tue, 15 Mar 2022 17:30:00 +0000Dan SanchezIn the 200th episode of the Sales Hacker Podcast, we have Asad Zaman, CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). Join us for an...What You’ll Learn
There are over 40K more sales jobs openings than salespeople
How COVID has affected sales salaries
The importance of listening to the market instead of pursuing growth
4 ways to modernize talent acquisition


Show Agenda and Timestamps
About Asad Zaman & STA[3:15]
Asad’s tale of entrepreneurialism [7:21]
Addressing chronic underemployment and high demand [13:35]
4 ways to modernize talent acquisition [22:26]
Lessons learned from high growth companies [27:31]
Paying it forward [29:29]
Sam’s Corner [32:26]]]>2228false370fullhttps://www.spreaker.com/episode/friday-fundamentals-162-jen-igartua--52034138migration-https://cdn2.sounder.fm/381833/audio--251181--8936--18747--98d2806c-f1a2-449c-828b-f24f095b778c.mp3?v=1645629547Fri, 11 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 162: Jen Igartua326falsefullhttps://www.spreaker.com/episode/friday-fundamentals-162-jen-igartua--519124543d6788ed-8dda-4b17-803e-a7f20ed2f9ccFri, 11 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 162: Jen Igartua326falsefullhttps://www.spreaker.com/episode/199-closing-the-revops-skills-gap--52034148migration-https://cdn2.sounder.fm/400607/audio--266862--8936--18747--60ca00cf-355b-4a41-b416-a1e2c026bf50.mp3?v=1646692877Tue, 08 Mar 2022 18:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jen Igartua, CEO at Go Nimbly, where she teaches companies how to build a solid revenue team. Join us for an insightful conversation about core early steps, focus and empathy, and Jen’s learnings...1707false199fullhttps://www.spreaker.com/episode/199-closing-the-revops-skills-gap--51912497What You’ll Learn
What revenue operations really means
When data becomes your common source of truth
Transitioning from peer to manager
Creating a lifestyle business for personal and professional growth 


Show Agenda and Timestamps
About Jen Igartua & Go Nimbly [2:07]
Building a strong foundation for RevOps [6:24]
The role of empathy in team building [9:09]
Focus as a competitive advantage [11:31]
Insights from an entrepreneurial CEO [13:33]
Positioning the CEO role holistically [20:41]
Paying it forward [22:40]
Sam’s Corner [24:48]]]>0b147f5f-4de4-4051-8a0c-7124b6ccff4cTue, 08 Mar 2022 18:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jen Igartua, CEO at Go Nimbly, where she teaches companies how to build a solid revenue team. Join us for an insightful conversation about core early steps, focus and empathy, and Jen’s learnings...What You’ll Learn
What revenue operations really means
When data becomes your common source of truth
Transitioning from peer to manager
Creating a lifestyle business for personal and professional growth 


Show Agenda and Timestamps
About Jen Igartua & Go Nimbly [2:07]
Building a strong foundation for RevOps [6:24]
The role of empathy in team building [9:09]
Focus as a competitive advantage [11:31]
Insights from an entrepreneurial CEO [13:33]
Positioning the CEO role holistically [20:41]
Paying it forward [22:40]
Sam’s Corner [24:48]]]>1707false199fullhttps://www.spreaker.com/episode/friday-fundamentals-161-russell-benaroya--52034153migration-https://cdn2.sounder.fm/381814/audio--251168--8936--18747--0544e6fa-e435-476d-8f03-deaeb9208d6e.mp3?v=1645627216Fri, 04 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 161: Russell Benaroya505falsefullhttps://www.spreaker.com/episode/friday-fundamentals-161-russell-benaroya--51912554ea44ff10-2279-44a7-8749-f51d2dbd7308Fri, 04 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 161: Russell Benaroya505falsefullhttps://www.spreaker.com/episode/198-a-5-part-framework-for-designing-your-best-life--52034158migration-https://cdn2.sounder.fm/403884/audio--256994--8936--18747--9f602f91-c191-4bf4-8739-28688f6e60a6.mp3?v=1653336809Tue, 01 Mar 2022 22:21:32 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Russell Benaroya, Co-Founder and Partner at Stride and author of One Life to Lead, a book he wrote to help others with life design after he transformed his own. Join us for a candid conversation...2067falsefullhttps://www.spreaker.com/episode/198-a-5-part-framework-for-designing-your-best-life--51912423What You’ll Learn
If you’re in a bad place in your life, you can take control
Pay attention to facts, not stories
Identify what your guiding principles are
How to overcome your fear of change  


Show Agenda and Timestamps
About Russell Benaroya & Stride[2:07]
How Russell changed his life & moved to Costa Rica [7:21]
5-part framework for life design [10:40]
4 ways to modernize talent acquisition [22:26]
Facing your fear of change decisions [18:01]
Russell on the Great Resignation [22:04]
Paying it forward [25:44]
Sam’s Corner [28:21]]]>1232a2ab-8cc5-4801-ac81-473a63751f0eTue, 01 Mar 2022 22:21:32 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Russell Benaroya, Co-Founder and Partner at Stride and author of One Life to Lead, a book he wrote to help others with life design after he transformed his own. Join us for a candid conversation...What You’ll Learn
If you’re in a bad place in your life, you can take control
Pay attention to facts, not stories
Identify what your guiding principles are
How to overcome your fear of change  


Show Agenda and Timestamps
About Russell Benaroya & Stride[2:07]
How Russell changed his life & moved to Costa Rica [7:21]
5-part framework for life design [10:40]
4 ways to modernize talent acquisition [22:26]
Facing your fear of change decisions [18:01]
Russell on the Great Resignation [22:04]
Paying it forward [25:44]
Sam’s Corner [28:21]]]>2067falsefullhttps://www.spreaker.com/episode/friday-fundamentals-165-tom-lavery--52034164migration-https://cdn2.sounder.fm/417339/audio--282381--8936--18747--1045efc2-f554-4aee-a363-fed1ecc5b261.mp3?v=1647536228Tue, 01 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 165: Tom Lavery372falsefullhttps://www.spreaker.com/episode/friday-fundamentals-165-tom-lavery--51912477e3fc001a-be8b-4250-8566-7a5b6dca703dTue, 01 Mar 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 165: Tom Lavery372falsefullhttps://www.spreaker.com/episode/friday-fundamentals-160-jonathan-friedman--52034165migration-https://cdn2.sounder.fm/389372/audio--251007--8936--18747--5e5de2f0-c88b-4fa1-b338-37601904451c.mp3?v=1653336877Fri, 25 Feb 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 160: Jonathan Friedman331falsefullhttps://www.spreaker.com/episode/friday-fundamentals-160-jonathan-friedman--519124621180e6de-1e93-4f73-afa8-498304c8dfd6Fri, 25 Feb 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 160: Jonathan Friedman331falsefullhttps://www.spreaker.com/episode/197-how-to-fix-the-pain-points-around-demoing--52034131migration-https://cdn2.sounder.fm/381579/audio--251021--8936--18747--d7ad164e-576b-4b71-b8b4-ab1c17eaefc2.mp3?v=1645554535Tue, 22 Feb 2022 18:26:22 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jonathan Friedman, CEO & Co Founder at Demostack. Join us for a conversation about how Jonathan’s company is helping reps tell the story of their companies more effectively and productively —...2227falsefullhttps://www.spreaker.com/episode/197-how-to-fix-the-pain-points-around-demoing--51912584What You’ll Learn
The origin story that comes from a deep affinity w/ a specific problem
Building Demostack in response to a lack of correct information
The concept of a team, not a family 


Show Agenda and Timestamps
About Jonathan Friedman & Demostack [1:51]
From young entrepreneur to professional background [4:38]
Key strategies to getting a company off the ground [11:25]
How quickly categories can spring into existence [16:58]
Building the right kind of culture [20:22]
Why the demo is so messed up [25:00]
Paying it forward [29:55]
Sam’s Corner [33:30]]]>1077f5a6-b7f2-4ca2-8343-e019a0cc9f00Tue, 22 Feb 2022 18:26:22 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jonathan Friedman, CEO & Co Founder at Demostack. Join us for a conversation about how Jonathan’s company is helping reps tell the story of their companies more effectively and productively —...What You’ll Learn
The origin story that comes from a deep affinity w/ a specific problem
Building Demostack in response to a lack of correct information
The concept of a team, not a family 


Show Agenda and Timestamps
About Jonathan Friedman & Demostack [1:51]
From young entrepreneur to professional background [4:38]
Key strategies to getting a company off the ground [11:25]
How quickly categories can spring into existence [16:58]
Building the right kind of culture [20:22]
Why the demo is so messed up [25:00]
Paying it forward [29:55]
Sam’s Corner [33:30]]]>2227falsefullhttps://www.spreaker.com/episode/friday-fundamentals-159-jamal-reimer--52034161migration-https://cdn2.sounder.fm/365975/audio--240990--8936--18747--fb5abe91-9c19-4ec7-8bcd-37f1f08ca55b.mp3?v=1643745333Fri, 18 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 159: Jamal Reimer393falsefullhttps://www.spreaker.com/episode/friday-fundamentals-159-jamal-reimer--51912442d5ab2978-5b39-4883-b682-01529680955eFri, 18 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 159: Jamal Reimer393falsefullhttps://www.spreaker.com/episode/196-cracking-the-code-to-ultra-large-deals--52034170migration-https://cdn2.sounder.fm/367801/audio--242209--8936--18747--78482529-abc8-4eed-9868-f3cb1394483c.mp3?v=1643995296Mon, 14 Feb 2022 18:15:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jamal Reimer, Commercial Vice President at Saama and author of Mega Deal Secrets, a book about the principles that can unlock the biggest deals of our career. Join us for an amazing conversation...2045falsefullhttps://www.spreaker.com/episode/196-cracking-the-code-to-ultra-large-deals--51912533What You’ll Learn
Go straight to executives
Leverage your internal resources
Make good pre-sale connections
Ensure you are talking to people with influence


Show Agenda and Timestamps
About Jamal Reimer & Saama [2:13]
Secrets of landing mega deals [8:39]
A word on authenticity [12:21]
Tools to help close huge deals [16:39]
How to know if you’re on track to close [21:25]
Paying it forward [27:19]
Sam’s Corner [29:31]]]>d6788ac3-b6d9-4411-9083-d15d68759a89Mon, 14 Feb 2022 18:15:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jamal Reimer, Commercial Vice President at Saama and author of Mega Deal Secrets, a book about the principles that can unlock the biggest deals of our career. Join us for an amazing conversation...What You’ll Learn
Go straight to executives
Leverage your internal resources
Make good pre-sale connections
Ensure you are talking to people with influence


Show Agenda and Timestamps
About Jamal Reimer & Saama [2:13]
Secrets of landing mega deals [8:39]
A word on authenticity [12:21]
Tools to help close huge deals [16:39]
How to know if you’re on track to close [21:25]
Paying it forward [27:19]
Sam’s Corner [29:31]]]>2045falsefullhttps://www.spreaker.com/episode/friday-fundamentals-158-ashley-welch--52034185migration-https://cdn2.sounder.fm/365973/audio--240989--8936--18747--b30acbc5-51bf-496f-a6ec-8a193b8ca032.mp3?v=1643744955Fri, 11 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 158: Ashley Welch337falsefullhttps://www.spreaker.com/episode/friday-fundamentals-158-ashley-welch--519124301356f3a6-b497-4f28-8db1-8ad4b39af2fbFri, 11 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 158: Ashley Welch337falsefullhttps://www.spreaker.com/episode/195-3-steps-to-focus-on-your-customer-s-customer--52034179migration-https://cdn2.sounder.fm/367759/audio--242183--8936--18747--421b45a1-3637-4856-ad8d-f217b6e6527a.mp3?v=1643989156Tue, 08 Feb 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock...1871falsefullhttps://www.spreaker.com/episode/195-3-steps-to-focus-on-your-customer-s-customer--51912469What You’ll Learn
The importance of focusing on your customer’s customer
True sales is about empathy
Harnessing challenge into curiosity
Ashley’s discovery-insight-acceleration framework


Show Agenda and Timestamps
About Ashley Welch & Somersault Innovation [2:05]
Bringing concepts of design thinking to sales [5:24]
Step one: discovery [7:29]
Step two: insight [14:03]
Step three: acceleration [17:41]
Paying it forward [25:16]
Sam’s Corner [27:31]]]>93b09b7e-dd8d-4853-a42a-bd8f077ea416Tue, 08 Feb 2022 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock...What You’ll Learn
The importance of focusing on your customer’s customer
True sales is about empathy
Harnessing challenge into curiosity
Ashley’s discovery-insight-acceleration framework


Show Agenda and Timestamps
About Ashley Welch & Somersault Innovation [2:05]
Bringing concepts of design thinking to sales [5:24]
Step one: discovery [7:29]
Step two: insight [14:03]
Step three: acceleration [17:41]
Paying it forward [25:16]
Sam’s Corner [27:31]]]>1871falsefullhttps://www.spreaker.com/episode/friday-fundamentals-157-nelson-gilliat--52034190migration-https://cdn2.sounder.fm/363808/audio--239503--8936--18747--873760dd-c19f-42c6-8a34-2e579549747b.mp3?v=1643325754Fri, 04 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 157: Nelson Gilliat393falsefullhttps://www.spreaker.com/episode/friday-fundamentals-157-nelson-gilliat--519124896242a650-7474-4d35-b2c9-69b078db8578Fri, 04 Feb 2022 05:00:00 +0000Dan SanchezFriday Fundamentals 157: Nelson Gilliat393falsefullhttps://www.spreaker.com/episode/194-no-more-quotas-no-more-commission-sales-without-sdrs--52034172migration-https://cdn2.sounder.fm/366312/audio--241221--8936--18747--fe08744f-4ff1-4f7f-b2e6-a53ee1d41ff2.mp3?v=1643813957Wed, 02 Feb 2022 14:58:01 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting...1919falsefullhttps://www.spreaker.com/episode/194-no-more-quotas-no-more-commission-sales-without-sdrs--51912517What You’ll Learn


The problems with the SDR to sales handoff
The role of prospecting in a world without SDRs
A better way to compensate instead of commission
What buyer-centric revenue really means


Show Agenda and Timestamps


About Nelson Gilliat & Brantr [2:11]
Defining a predictable revenue model [4:07]
Why prospecting sits apart from sales [6:59]
The vision for buyer-centric revenue [15:38]
A new perspective on commissions [19:36]
Paying it forward [26:59]
Sam’s Corner [29:04]]]>99f95e6c-a9cb-4144-8d6e-1fa2732fad2eWed, 02 Feb 2022 14:58:01 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting...What You’ll Learn


The problems with the SDR to sales handoff
The role of prospecting in a world without SDRs
A better way to compensate instead of commission
What buyer-centric revenue really means


Show Agenda and Timestamps


About Nelson Gilliat & Brantr [2:11]
Defining a predictable revenue model [4:07]
Why prospecting sits apart from sales [6:59]
The vision for buyer-centric revenue [15:38]
A new perspective on commissions [19:36]
Paying it forward [26:59]
Sam’s Corner [29:04]]]>1919falsefullhttps://www.spreaker.com/episode/friday-fundamentals-156-jason-bay--52034173migration-https://cdn2.sounder.fm/322031/audio--214911--8936--18747--3228e72a-7750-4d69-b75e-fb752681b57e.mp3?v=1642763660Fri, 07 Jan 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 156: Jason Bay479falsefullhttps://www.spreaker.com/episode/friday-fundamentals-156-jason-bay--51912507e168ac7e-ece4-42a8-95cd-f781114a6a11Fri, 07 Jan 2022 06:00:00 +0000Dan SanchezFriday Fundamentals 156: Jason Bay479falsefullhttps://www.spreaker.com/episode/your-new-3-part-framework-for-cold-calling--52034178migration-https://cdn2.sounder.fm/324111/audio--216202--8936--18747--dbe1825b-3544-4591-a518-d039b49eca34.mp3?v=1642764319Tue, 04 Jan 2022 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete...2100falsefullhttps://www.spreaker.com/episode/your-new-3-part-framework-for-cold-calling--51912426What You’ll Learn


What to use instead of the brute force approach
The 3-part framework of identify, engage, create
You’re trying to get a meeting, not a closing
Jason’s take on omnichannel outreach, especially calling


Show Agenda and Timestamps


About Jason Bay & Blissful Prospecting [1:52]
What teams need to be doing for successful outbound [9:12]
The 3-part outbound framework [10:58]
KISS: Keep It Simple Sequencing [16:39]
Ideal tools for great prospecting [24:18]
Paying it forward [28:43]
Sam’s Corner [33:24]]]>79283a13-fc53-4e01-9c18-fd4989fbe659Tue, 04 Jan 2022 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete...What You’ll Learn


What to use instead of the brute force approach
The 3-part framework of identify, engage, create
You’re trying to get a meeting, not a closing
Jason’s take on omnichannel outreach, especially calling


Show Agenda and Timestamps


About Jason Bay & Blissful Prospecting [1:52]
What teams need to be doing for successful outbound [9:12]
The 3-part outbound framework [10:58]
KISS: Keep It Simple Sequencing [16:39]
Ideal tools for great prospecting [24:18]
Paying it forward [28:43]
Sam’s Corner [33:24]]]>2100falsefullhttps://www.spreaker.com/episode/192-the-holiday-mailbag-sales-hacker-style--52034132migration-https://cdn2.sounder.fm/323782/audio--215988--8936--18747--71bd8243-03f4-4d58-8229-7ec174045de9.mp3?v=1642763845Tue, 21 Dec 2021 06:00:00 +0000Dan SanchezIn the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022.What...1533falsefullhttps://www.spreaker.com/episode/192-the-holiday-mailbag-sales-hacker-style--51912437What You’ll Learn 
Do sequences actually work?
How to create a high performing sales team.
Sam’s method for managing 1-on-1s
Managing a role change for an underperforming sales manager
Creating scaffolding images for your future projects and growth 


Show Agenda and Timestamps 
One off emails vs sequences[3:18]
Creating a high performance sales team [6:32]
The importance of filling up sales days for all team members and creating a winning culture [7:09]
Sam’s method for managing 1-on-1s [10:22]
Managing to “want the red bicycle”[14:25]
Sam’s piece of advice for 2021 and into 2022 [17:31]]]>99caaf16-5139-4d43-b0ac-cdcbb19e2eacTue, 21 Dec 2021 06:00:00 +0000Dan SanchezIn the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022....What You’ll Learn 
Do sequences actually work?
How to create a high performing sales team.
Sam’s method for managing 1-on-1s
Managing a role change for an underperforming sales manager
Creating scaffolding images for your future projects and growth 


Show Agenda and Timestamps 
One off emails vs sequences[3:18]
Creating a high performance sales team [6:32]
The importance of filling up sales days for all team members and creating a winning culture [7:09]
Sam’s method for managing 1-on-1s [10:22]
Managing to “want the red bicycle”[14:25]
Sam’s piece of advice for 2021 and into 2022 [17:31]]]>1533falsefullhttps://www.spreaker.com/episode/friday-fundamentals-155-brian-troutschold--52034134migration-https://cdn2.sounder.fm/317523/audio--212047--8936--18747--74572388-6df4-4e10-b373-1ee46ba81350.mp3?v=1642764442Fri, 17 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 155: Brian Troutschold542falsefullhttps://www.spreaker.com/episode/friday-fundamentals-155-brian-troutschold--519125403eeb2341-90e3-4835-ae8d-6c76376aba33Fri, 17 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 155: Brian Troutschold542falsefullhttps://www.spreaker.com/episode/191-grow-your-startup-organically-outside-of-a-major-market--52034191migration-https://cdn2.sounder.fm/321149/audio--214383--8936--18747--9a54b5d8-e358-4d9c-a200-251ae823226d.mp3?v=1642763717Tue, 14 Dec 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Brian Trautschold, Cofounder and COO at Ambition, a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance...2075falsefullhttps://www.spreaker.com/episode/191-grow-your-startup-organically-outside-of-a-major-market--51912515What You’ll Learn 
Perseverance is the key to gaining traction
Benefits to growing your company in Chattanooga
Baking an ecosystem of encouragement into your company
Why gamification is such a powerful concept in sales 


Show Agenda and Timestamps 
About Brian Trautschold & Ambition[2:15]
The power of gamification [7:00]
Advantages to growth outside a major market [15:30]
Using available tools to strengthen culture [22:31]
Paying it forward [28:25]
Sam’s Corner [31:05]]]>797710d9-41af-494d-ad68-bc0166152463Tue, 14 Dec 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Brian Trautschold, Cofounder and COO at Ambition, a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance...What You’ll Learn 
Perseverance is the key to gaining traction
Benefits to growing your company in Chattanooga
Baking an ecosystem of encouragement into your company
Why gamification is such a powerful concept in sales 


Show Agenda and Timestamps 
About Brian Trautschold & Ambition[2:15]
The power of gamification [7:00]
Advantages to growth outside a major market [15:30]
Using available tools to strengthen culture [22:31]
Paying it forward [28:25]
Sam’s Corner [31:05]]]>2075falsefullhttps://www.spreaker.com/episode/friday-fundamentals-154-david-hershenson--52034157migration-https://cdn2.sounder.fm/317462/audio--211999--8936--18747--0e85410d-a796-489f-b8a1-558c32157d07.mp3?v=1642392763Fri, 10 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals: 154 David Hershenson417falsefullhttps://www.spreaker.com/episode/friday-fundamentals-154-david-hershenson--51912395c160d156-79b2-491d-87c9-eb7eff767a18Fri, 10 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals: 154 David Hershenson417falsefullhttps://www.spreaker.com/episode/190-how-to-control-your-internal-brand--52034142migration-https://cdn2.sounder.fm/315747/audio--210950--8936--18747--1de61574-30ba-4655-8fa6-076ba660fefa.mp3?v=1642764203Tue, 07 Dec 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have David “Hersh” Hershenson, Chief of Staff at tray.io, a 20-year veteran of the high-growth world and one of the first 200 employees at Salesforce. Join us for a candid conversation about leveraging...2166falsefullhttps://www.spreaker.com/episode/190-how-to-control-your-internal-brand--51912514What You’ll Learn


What your internal brand is
Seeking feedback from your coworkers
Why it’s important to understand what people say about you
How a mentor and a professional network can set you apart


Show Agenda and Timestamps


About David Hershenson & tray.io[2:28]
Hersh’s background/Salesforce years [7:12]
Tips for setting goals of the right size [12:00]
How to manage your career in the high-growth world [16:24]
Building your internal brand [20:19]
Paying it forward [27:41]
Sam’s Corner [31:01]]]>97a605d0-5549-4329-8e74-bec640b96959Tue, 07 Dec 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have David “Hersh” Hershenson, Chief of Staff at tray.io, a 20-year veteran of the high-growth world and one of the first 200 employees at Salesforce. Join us for a candid conversation about leveraging...What You’ll Learn


What your internal brand is
Seeking feedback from your coworkers
Why it’s important to understand what people say about you
How a mentor and a professional network can set you apart


Show Agenda and Timestamps


About David Hershenson & tray.io[2:28]
Hersh’s background/Salesforce years [7:12]
Tips for setting goals of the right size [12:00]
How to manage your career in the high-growth world [16:24]
Building your internal brand [20:19]
Paying it forward [27:41]
Sam’s Corner [31:01]]]>2166falsefullhttps://www.spreaker.com/episode/friday-fundamentals-153-kevin-yip--52034184migration-https://cdn2.sounder.fm/305893/audio--203682--8936--18747--fde3da3f-bbbf-4467-9f87-4f3ead2f4d65.mp3?v=1642763441Fri, 03 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 153: Kevin Yip369falsefullhttps://www.spreaker.com/episode/friday-fundamentals-153-kevin-yip--51912590d8bf75de-35cc-486b-ba69-85713438ea14Fri, 03 Dec 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 153: Kevin Yip369falsefullhttps://www.spreaker.com/episode/189-meaningful-recognition-how-to-show-your-employees-that-you-care--52034194migration-https://cdn2.sounder.fm/310927/audio--207855--8936--18747--0006d86e-b23f-49a5-9cc6-0f3e444b3b25.mp3?v=1642763848Tue, 30 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Kevin Yip, COO & Co-Founder at Blueboard, an employee recognition company he founded after working 100-hour weeks without appreciation. Join us for a frank conversation about recognizing your...1808falsefullhttps://www.spreaker.com/episode/189-meaningful-recognition-how-to-show-your-employees-that-you-care--51912565What You’ll Learn 
The rich reward of giving your employees personal experiences
Building a company out of joy
Learning what you’re good at as an entrepreneur
Scaling to offer a community 


Show Agenda and Timestamps 
About Kevin Yip & Blueboard [2:20]
How burnout led to Kevin’s entrepreneurship [5:00]
The surprising things about running a startup [12:25]
How to scale sales & marketing [15:15]
A philosophy for finding and keeping talent [19:00]
Paying it forward [23:00]
Sam’s Corner [26:20]]]>3ca3ae7f-a5c4-48fc-899f-d05c010f784fTue, 30 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Kevin Yip, COO & Co-Founder at Blueboard, an employee recognition company he founded after working 100-hour weeks without appreciation. Join us for a frank conversation about recognizing your...What You’ll Learn 
The rich reward of giving your employees personal experiences
Building a company out of joy
Learning what you’re good at as an entrepreneur
Scaling to offer a community 


Show Agenda and Timestamps 
About Kevin Yip & Blueboard [2:20]
How burnout led to Kevin’s entrepreneurship [5:00]
The surprising things about running a startup [12:25]
How to scale sales & marketing [15:15]
A philosophy for finding and keeping talent [19:00]
Paying it forward [23:00]
Sam’s Corner [26:20]]]>1808falsefullhttps://www.spreaker.com/episode/friday-fundamentals-152-marley-majcher--52034189migration-https://cdn2.sounder.fm/305894/audio--203683--8936--18747--6c401a6d-212a-45b0-aa46-1c142309fe77.mp3?v=1642763448Fri, 26 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 152: Marley Majcher438falsefullhttps://www.spreaker.com/episode/friday-fundamentals-152-marley-majcher--51912481d89cdf69-f5f5-4d92-8584-1449f7b57fbbFri, 26 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 152: Marley Majcher438falsefullhttps://www.spreaker.com/episode/188-ask-yourself-this-but-am-i-making-any-money--52034207migration-https://cdn2.sounder.fm/306353/audio--204001--8936--18747--114c9e0b-5d4a-49a8-a57c-5cb7c48a89e2.mp3?v=1642763328Mon, 22 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a...1853falsefullhttps://www.spreaker.com/episode/188-ask-yourself-this-but-am-i-making-any-money--51912502What You’ll Learn


Why SMB owners need to track their time
Understanding your personal productivity cycles
Bringing enthusiasm and good humor to your work
Alpacas are not the same as Faroe sheep


Show Agenda and Timestamps


About Marley Majcher & The Party Goddess [1:55]
The origin story for Marley’s book [7:52]
The mindset you need to develop about money & time [12:58]
Event planning in the time of COVID-19 [19:20]
An amazing story about an A-list celebrity and “strategic leakage” [23:08]
Sam’s Corner [26:25]]]>cb8bb2b4-a476-4ad4-aa7f-3e46a052456fMon, 22 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a...What You’ll Learn


Why SMB owners need to track their time
Understanding your personal productivity cycles
Bringing enthusiasm and good humor to your work
Alpacas are not the same as Faroe sheep


Show Agenda and Timestamps


About Marley Majcher & The Party Goddess [1:55]
The origin story for Marley’s book [7:52]
The mindset you need to develop about money & time [12:58]
Event planning in the time of COVID-19 [19:20]
An amazing story about an A-list celebrity and “strategic leakage” [23:08]
Sam’s Corner [26:25]]]>1853falsefullhttps://www.spreaker.com/episode/friday-fundamentals-151-veronika-reiderle--52034198migration-https://cdn2.sounder.fm/300937/audio--200462--8936--18747--e375a2c3-2e28-476e-9e8b-483fcd2345cc.mp3?v=1642763045Fri, 19 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 151: Veronika Reiderle409falsefullhttps://www.spreaker.com/episode/friday-fundamentals-151-veronika-reiderle--51912558083ac687-865c-48d6-bdab-032304f2793cFri, 19 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 151: Veronika Reiderle409falsefullhttps://www.spreaker.com/episode/187-category-creation-what-sets-you-apart-from-competitors--52034201migration-https://cdn2.sounder.fm/306601/audio--204174--8936--18747--0650fba3-59a9-4447-b37f-7b23f5528e25.mp3?v=1642763445Tue, 16 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Veronika Riederle, Co-Founder & CEO at Demodesk, a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. Join us for a stunning...1880falsefullhttps://www.spreaker.com/episode/187-category-creation-what-sets-you-apart-from-competitors--51912601What You’ll Learn


What’s surprising about starting a company today
The virtual meeting space has barely begun to evolve
Articulating your product in a way that creates a category
How to differentiate in a crowded environment


Show Agenda and Timestamps


About Veronika Riederle & Demodesk [2:20]
What’s surprising about founding a company today [8:25]
Why we should disrupt human communication [13:08]
Differentiating your company in a competitive environment [15:30]
Making gender in leadership a less controversial topic [22:45]
Paying it forward [24:50]
Sam’s Corner [27:30]]]>e782ea85-a821-4b0a-81c6-e8482d1bf6bdTue, 16 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Veronika Riederle, Co-Founder & CEO at Demodesk, a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. Join us for a stunning...What You’ll Learn


What’s surprising about starting a company today
The virtual meeting space has barely begun to evolve
Articulating your product in a way that creates a category
How to differentiate in a crowded environment


Show Agenda and Timestamps


About Veronika Riederle & Demodesk [2:20]
What’s surprising about founding a company today [8:25]
Why we should disrupt human communication [13:08]
Differentiating your company in a competitive environment [15:30]
Making gender in leadership a less controversial topic [22:45]
Paying it forward [24:50]
Sam’s Corner [27:30]]]>1880falsefullhttps://www.spreaker.com/episode/friday-fundamentals-150-gianna-scorsone--52034147migration-https://cdn2.sounder.fm/299233/audio--199400--8936--18747--117218d4-0da4-46e0-aa17-a7fdd8158343.mp3?v=1642762736Fri, 12 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 150: Gianna Scorsone510falsefullhttps://www.spreaker.com/episode/friday-fundamentals-150-gianna-scorsone--5191253074e0ef6c-d0c6-49a8-bb50-316c9ec5d1f8Fri, 12 Nov 2021 06:00:00 +0000Dan SanchezFriday Fundamentals 150: Gianna Scorsone510falsefullhttps://www.spreaker.com/episode/return-to-work-offering-the-maximum-flexible-option--52034206migration-https://cdn2.sounder.fm/305629/audio--203490--8936--18747--c4df65b7-89b2-4736-99d7-2b924e75a5d1.mp3?v=1642763379Tue, 09 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Gianna Scorsone, GM/Head of North America at Aircall, where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Join us for a rich conversation about...1892falsefullhttps://www.spreaker.com/episode/return-to-work-offering-the-maximum-flexible-option--51912501What You’ll Learn


Servant leadership means listening to your people
Culture changes with every person who joins the team
How to provide compete return-to-work flexibility
Revising policies to support mental health


Show Agenda and Timestamps


About Gianna Scorsone & Aircall [2:00]
Gianna’s origin story in sales [4:50]
How Aircall tackles the return to work [11:15]
Supporting mental health with flexible policies [16:40]
Building a culture that drives business outcomes [20:30]
Paying it forward [24:20]
Sam’s Corner [27:30]]]>b2ec0e93-e787-4b5d-a310-47d9d5b71d74Tue, 09 Nov 2021 06:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Gianna Scorsone, GM/Head of North America at Aircall, where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Join us for a rich conversation about...What You’ll Learn


Servant leadership means listening to your people
Culture changes with every person who joins the team
How to provide compete return-to-work flexibility
Revising policies to support mental health


Show Agenda and Timestamps


About Gianna Scorsone & Aircall [2:00]
Gianna’s origin story in sales [4:50]
How Aircall tackles the return to work [11:15]
Supporting mental health with flexible policies [16:40]
Building a culture that drives business outcomes [20:30]
Paying it forward [24:20]
Sam’s Corner [27:30]]]>1892falsefullhttps://www.spreaker.com/episode/friday-fundamentals-149-appy-choudhary--52034200migration-https://cdn2.sounder.fm/299231/audio--199398--8936--18747--0d893944-e052-4195-90f3-7d0131ed368d.mp3?v=1642762731Fri, 05 Nov 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 149: Appy Choudhary371falsefullhttps://www.spreaker.com/episode/friday-fundamentals-149-appy-choudhary--51912472f0de28e0-5b9c-4d66-8a86-e8b6bf8eb9a1Fri, 05 Nov 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 149: Appy Choudhary371falsefullhttps://www.spreaker.com/episode/185-the-key-is-personalization-at-scale--52034145migration-https://cdn2.sounder.fm/301255/audio--200745--8936--18747--6a93a623-d26a-4335-a609-6ac1c8dd5198.mp3?v=1642763104Tue, 02 Nov 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Appy Choudhary, Head of Sales Development at Blend, where he has built and leads AE and SDR teams as a sales leader with nearly 15 years of experience. Join us for an authentic conversation about...1596falsefullhttps://www.spreaker.com/episode/185-the-key-is-personalization-at-scale--51912568What You’ll Learn


Personalization makes a difference in prospect response
Video mail and messaging is a huge personalization aid
The SDR role is all about learning and being coachable
Hiring people early to tech sales is ultra rewarding


Show Agenda and Timestamps


About Appy Choudhary & Blend [1:50]
A sales leader’s hiring process [6:02]
Using personalization and creativity to drive responses [9:05]
The unexpected in sales leadership [13:30]
Advice about generating opportunities [19:30]
Paying it forward [20:53]
Sam’s Corner [22:17]]]>beb01668-977f-4c64-8448-273e61d98af6Tue, 02 Nov 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Appy Choudhary, Head of Sales Development at Blend, where he has built and leads AE and SDR teams as a sales leader with nearly 15 years of experience. Join us for an authentic conversation about...What You’ll Learn


Personalization makes a difference in prospect response
Video mail and messaging is a huge personalization aid
The SDR role is all about learning and being coachable
Hiring people early to tech sales is ultra rewarding


Show Agenda and Timestamps


About Appy Choudhary & Blend [1:50]
A sales leader’s hiring process [6:02]
Using personalization and creativity to drive responses [9:05]
The unexpected in sales leadership [13:30]
Advice about generating opportunities [19:30]
Paying it forward [20:53]
Sam’s Corner [22:17]]]>1596falsefullhttps://www.spreaker.com/episode/friday-fundamentals-148-kerry-hudson--52034202migration-https://cdn2.sounder.fm/297455/audio--198430--8936--18747--31a0a0b8-22d9-44e5-ae51-33b9bf011f73.mp3?v=1642762824Fri, 29 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 148: Kerry Hudson264falsefullhttps://www.spreaker.com/episode/friday-fundamentals-148-kerry-hudson--51912548fea9c7c3-51f7-4650-ad8b-af9e6b46d2b4Fri, 29 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 148: Kerry Hudson264falsefullhttps://www.spreaker.com/episode/184-mastering-the-2-ps-people-process--52034150migration-https://cdn2.sounder.fm/300008/audio--199879--8936--18747--7f86a717-ae69-4317-ad56-f6ddb38de9f8.mp3?v=1642762997Tue, 26 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Kerry Hudson, VP of Commercial Sales at Conga, a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations...1703falsefullhttps://www.spreaker.com/episode/184-mastering-the-2-ps-people-process--51912493What You’ll Learn


Discovering your passion, not following it
A systemic approach to finding diverse candidates
Taking a bet on talent, enthusiasm, and potential
How the sales process has changed in the last 18+ months


Show Agenda and Timestamps


About Kerry Hudson & Conga [1:45]
Kerry’s career journey into leadership [4:25]
Misconceptions about sales leadership [7:06]
All about diversity hiring [10:59]
Why you should track the 2 Ps [13:15]
Changes in today’s sales process [16:48]
Paying it forward [20:29]
Sam’s Corner [23:08]]]>659e35f9-4735-4627-9df1-1d5091b1d687Tue, 26 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Kerry Hudson, VP of Commercial Sales at Conga, a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations...What You’ll Learn


Discovering your passion, not following it
A systemic approach to finding diverse candidates
Taking a bet on talent, enthusiasm, and potential
How the sales process has changed in the last 18+ months


Show Agenda and Timestamps


About Kerry Hudson & Conga [1:45]
Kerry’s career journey into leadership [4:25]
Misconceptions about sales leadership [7:06]
All about diversity hiring [10:59]
Why you should track the 2 Ps [13:15]
Changes in today’s sales process [16:48]
Paying it forward [20:29]
Sam’s Corner [23:08]]]>1703falsefullhttps://www.spreaker.com/episode/friday-fundamentals-147-tom-glason--52034167migration-https://cdn2.sounder.fm/295605/audio--197130--8936--18747--06ba8c0c-6e4c-47cc-90ab-59c6822aa976.mp3?v=1642762518Fri, 22 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 147: Tom Glason481falsefullhttps://www.spreaker.com/episode/friday-fundamentals-147-tom-glason--51912567bd60e890-2e73-4991-a05b-cf816b29b4acFri, 22 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 147: Tom Glason481falsefullhttps://www.spreaker.com/episode/183-dear-sales-team-set-your-own-quotas--52034146migration-https://cdn2.sounder.fm/294271/audio--196318--8936--18747--55c8091d-0008-4876-9fa4-6abcef9900ab.mp3?v=1642762891Tue, 19 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Glason , Cofounder & CEO at Scalewise , a platform that provides scale ups with flexible access to world-class revenue expertise. Join us for an insightful conversation on lessons from over 20...2201falsefullhttps://www.spreaker.com/episode/183-dear-sales-team-set-your-own-quotas--51912620
What You’ll Learn 
- How to take control of your career by doing due diligence
- Telling your sales team to set their own targets
- The role of autonomy, mastery, and purpose in motivating people
- The biggest mistakes early stage venture-backed companies make

Show Agenda and Timestamps
- About Tom Glason & Scalewise [4:15]
- Mistakes of early stage companies [7:50]
- A deep dive into Tom’s career of leadership [10:06]
- Why you should do due diligence before joining [20:28]
- Should reps set their own targets? Yes [25:51]
- Paying it forward [31:05]
- Sam’s Corner [33:27]]]>c6ce04f2-84c4-4a0c-ae2f-547b4258fe07Tue, 19 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Glason , Cofounder & CEO at Scalewise , a platform that provides scale ups with flexible access to world-class revenue expertise. Join us for an insightful conversation on lessons from over 20...
What You’ll Learn 
- How to take control of your career by doing due diligence
- Telling your sales team to set their own targets
- The role of autonomy, mastery, and purpose in motivating people
- The biggest mistakes early stage venture-backed companies make

Show Agenda and Timestamps
- About Tom Glason & Scalewise [4:15]
- Mistakes of early stage companies [7:50]
- A deep dive into Tom’s career of leadership [10:06]
- Why you should do due diligence before joining [20:28]
- Should reps set their own targets? Yes [25:51]
- Paying it forward [31:05]
- Sam’s Corner [33:27]]]>2201falsefullhttps://www.spreaker.com/episode/friday-fundamentals-146-michelle-pietsch--52034181migration-https://cdn2.sounder.fm/285616/audio--190323--8936--18747--abf83f1a-d07e-4921-8570-e7e621a002f3.mp3?v=1642761490Fri, 15 Oct 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 146: Michelle Pietsch257falsefullhttps://www.spreaker.com/episode/friday-fundamentals-146-michelle-pietsch--51912510249fae59-bebe-49f1-ba01-7b791cdb5d0dFri, 15 Oct 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 146: Michelle Pietsch257falsefullhttps://www.spreaker.com/episode/182-build-a-sales-team-from-the-ground-up-w-michelle-pietsch--52034166migration-https://cdn2.sounder.fm/287227/audio--191452--8936--18747--51020692-7091-4984-91b7-6e3092ae1f7a.mp3?v=1642761748Tue, 12 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Michelle Pietsch , VP of Revenue at Dooly , which streamlines sales workflow and saves reps 5+ hours per week. Join us for a standout conversation on building sales teams from the ground up at...1905falsefullhttps://www.spreaker.com/episode/182-build-a-sales-team-from-the-ground-up-w-michelle-pietsch--51912482
What You’ll Learn 
- How to handle massive growth expectations
- The importance of investing in infrastructure in the team
- Hiring SDRs to create demand
- Why the discovery process is always an improvement area

Show Agenda and Timestamps
- About Michelle Pietsch & Dooly [2:10]
- Building sales teams from the ground up [8:08]
- Being in the early growth stage with sales [11:15]
- Effectively coaching reps for improved performance [16:40]
-Improving the discovery process [18:57]
- Paying it forward [25:10]
- Sam’s Corner [27:01]]]>6d79ac64-164c-46c4-ad15-6911e7e766a2Tue, 12 Oct 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Michelle Pietsch , VP of Revenue at Dooly , which streamlines sales workflow and saves reps 5+ hours per week. Join us for a standout conversation on building sales teams from the ground up at...
What You’ll Learn 
- How to handle massive growth expectations
- The importance of investing in infrastructure in the team
- Hiring SDRs to create demand
- Why the discovery process is always an improvement area

Show Agenda and Timestamps
- About Michelle Pietsch & Dooly [2:10]
- Building sales teams from the ground up [8:08]
- Being in the early growth stage with sales [11:15]
- Effectively coaching reps for improved performance [16:40]
-Improving the discovery process [18:57]
- Paying it forward [25:10]
- Sam’s Corner [27:01]]]>1905falsefullhttps://www.spreaker.com/episode/friday-fundamentals-145-keegan-riley--52034169migration-https://cdn2.sounder.fm/289147/audio--192640--8936--18747--839c9176-f230-4823-9a70-6273e08d7bf1.mp3?v=1642762437Fri, 08 Oct 2021 04:00:00 +0000Dan SanchezFriday Fundamentals 145: Keegan Riley731falsefullhttps://www.spreaker.com/episode/friday-fundamentals-145-keegan-riley--51912474126df2fb-1c8a-499b-95e6-07ac7a4905e8Fri, 08 Oct 2021 04:00:00 +0000Dan SanchezFriday Fundamentals 145: Keegan Riley731falsefullhttps://www.spreaker.com/episode/181-facing-adversity-w-a-growth-mindset--52034180migration-https://cdn2.sounder.fm/288820/audio--192407--8936--18747--ead48e00-8878-49f7-b0b1-8df2a5e79816.mp3?v=1642389606Tue, 05 Oct 2021 04:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a...2609falsefullhttps://www.spreaker.com/episode/181-facing-adversity-w-a-growth-mindset--51912542
Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

How Keegan fell into B2B tech sales
Creating a context for people to succeed
Facing adversity with a growth mindset
Finding joy in life with passion and perseverance


Show Agenda and Timestamps

About Baba Brinkman & Event Rap [3:39]
About Keegan Riley & Sysdig [7:02]
Leadership learnings from massive company growth [18:09]
Job training beyond college: a growth mindset [22:33]
Facing adversity with courage and joy [24:39]
Music by Baba Brinkman [33:12]
Sam’s Corner [38:47]]]>3b442dc6-d69d-4101-b822-dc36f71fbf2bTue, 05 Oct 2021 04:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a...
Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

How Keegan fell into B2B tech sales
Creating a context for people to succeed
Facing adversity with a growth mindset
Finding joy in life with passion and perseverance


Show Agenda and Timestamps

About Baba Brinkman & Event Rap [3:39]
About Keegan Riley & Sysdig [7:02]
Leadership learnings from massive company growth [18:09]
Job training beyond college: a growth mindset [22:33]
Facing adversity with courage and joy [24:39]
Music by Baba Brinkman [33:12]
Sam’s Corner [38:47]]]>2609falsefullhttps://www.spreaker.com/episode/friday-fundamentals-144-hakim-myers--52034187migration-https://cdn2.sounder.fm/283211/audio--188750--8936--18747--d1fe59d1-10c3-4a2d-8932-14d0b94bd805.mp3?v=1642761520Fri, 01 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 144: Hakim Myers271falsefullhttps://www.spreaker.com/episode/friday-fundamentals-144-hakim-myers--51912513fc91cf4b-721d-4b3e-a03e-2dc9a6e7d300Fri, 01 Oct 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 144: Hakim Myers271falsefullhttps://www.spreaker.com/episode/180-talent-retention-w-whole-person-benefits-package--52034174migration-https://cdn2.sounder.fm/285358/audio--190144--8936--18747--bba78120-8ff3-43e4-9f58-f65656bab726.mp3?v=1642762259Tue, 28 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Hakim Myers, Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective...1506falsefullhttps://www.spreaker.com/episode/180-talent-retention-w-whole-person-benefits-package--51912631What You’ll Learn 
- How to convince people to work for your company
- Why attrition and retention matter so much right now
- The talent search in the startup environment
- Powerful benefits that employers need to offer
Show Agenda and Timestamps
- About Hakim Myers & Nextdoor [2:00]
- Key lessons from a business recruiter [8:30]
- The hardest job market in a decade [10:20]
- The startup environment & powerful employee benefits [12:25]
- People analytics: What employees want [15:45]
- The biggest talent challenge for companies [20:08]
- Sam’s Corner [21:36]]]>8b89f8aa-539d-40d4-aaff-0a90ffd564f2Tue, 28 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Hakim Myers, Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective...What You’ll Learn 
- How to convince people to work for your company
- Why attrition and retention matter so much right now
- The talent search in the startup environment
- Powerful benefits that employers need to offer
Show Agenda and Timestamps
- About Hakim Myers & Nextdoor [2:00]
- Key lessons from a business recruiter [8:30]
- The hardest job market in a decade [10:20]
- The startup environment & powerful employee benefits [12:25]
- People analytics: What employees want [15:45]
- The biggest talent challenge for companies [20:08]
- Sam’s Corner [21:36]]]>1506falsefullhttps://www.spreaker.com/episode/friday-fundamentals-143-paula-shannon--52034176migration-https://cdn2.sounder.fm/270079/audio--176033--8936--18747--ef80d74b-eeb9-4020-b20a-207c288df095.mp3?v=1642760505Fri, 24 Sep 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 143: Paula Shannon250falsefullhttps://www.spreaker.com/episode/friday-fundamentals-143-paula-shannon--519126054a7c80eb-6956-4acd-b527-db741b41c47eFri, 24 Sep 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 143: Paula Shannon250falsefullhttps://www.spreaker.com/episode/179-cultural-insight-on-operating-a-regional-office-w-paula-shannon--52034186migration-https://cdn2.sounder.fm/281204/audio--187471--8936--18747--a7008dff-30dd-4413-a339-38e11b499dcd.mp3?v=1642761553Tue, 21 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing...2232falsefullhttps://www.spreaker.com/episode/179-cultural-insight-on-operating-a-regional-office-w-paula-shannon--51912595
What You’ll Learn 
- How to open a regional office
- When to use functional heads in lines of reporting
- The importance of understanding company finances
- What has changed in sales over the last two decades

Show Agenda and Timestamps
About Paula Shannon & Lilt [3:02]
The mandate of a chief evangelist [8:10]
Adapting sales processes internationally [12:02]
2 recent changes in consumers and sales [19:14]
Advice to today’s young workers [23:47]
Paying it forward: Shout-outs [30:03]
Sam’s Corner [34:11]]]>e8c5a218-fb9a-4685-8782-580219d4a908Tue, 21 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing...
What You’ll Learn 
- How to open a regional office
- When to use functional heads in lines of reporting
- The importance of understanding company finances
- What has changed in sales over the last two decades

Show Agenda and Timestamps
About Paula Shannon & Lilt [3:02]
The mandate of a chief evangelist [8:10]
Adapting sales processes internationally [12:02]
2 recent changes in consumers and sales [19:14]
Advice to today’s young workers [23:47]
Paying it forward: Shout-outs [30:03]
Sam’s Corner [34:11]]]>2232falsefullhttps://www.spreaker.com/episode/friday-fundamentals-142-amy-frampton--52034188migration-https://cdn2.sounder.fm/270071/audio--175702--8936--18747--f55d54fd-9394-4e02-a08c-7418a7ecfde0.mp3?v=1642760507Fri, 17 Sep 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 142: Amy Frampton348falsefullhttps://www.spreaker.com/episode/friday-fundamentals-142-amy-frampton--519125529fffeebb-9181-4ee4-8bfa-d10d9bace4d3Fri, 17 Sep 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 142: Amy Frampton348falsefullhttps://www.spreaker.com/episode/178-why-sdrs-should-report-to-marketing-w-amy-frampton--52034204migration-https://cdn2.sounder.fm/275880/audio--180538--8936--18747--87fb2dd2-ef6e-4875-8463-be2ac39e790b.mp3?v=1642760880Tue, 14 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15- year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch,...1921falsefullhttps://www.spreaker.com/episode/178-why-sdrs-should-report-to-marketing-w-amy-frampton--51912561
What You’ll Learn 
- Why trust is integral to chiefs of staff
- Who sales development should report to (spoiler: it’s marketing)
- The importance of employer brand
- Being intentional about employee satisfaction

Show Agenda and Timestamps
About Amy Frampton & Bamboo HR [3:13]
Quick aside: What a chief of staff does [9:46]
Changes in marketing in the last 15 years [13:08]
Who should sales development report to? [15:20]
Employer branding & employee satisfaction [20:51]
Paying it forward: Shout-outs [26:48]
Sam’s Corner [29:00]]]>de12cfaf-45c0-4377-9e75-77463b8e2390Tue, 14 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15- year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch,...
What You’ll Learn 
- Why trust is integral to chiefs of staff
- Who sales development should report to (spoiler: it’s marketing)
- The importance of employer brand
- Being intentional about employee satisfaction

Show Agenda and Timestamps
About Amy Frampton & Bamboo HR [3:13]
Quick aside: What a chief of staff does [9:46]
Changes in marketing in the last 15 years [13:08]
Who should sales development report to? [15:20]
Employer branding & employee satisfaction [20:51]
Paying it forward: Shout-outs [26:48]
Sam’s Corner [29:00]]]>1921falsefullhttps://www.spreaker.com/episode/friday-fundamentals-141-moeed-amin--52034193migration-https://cdn2.sounder.fm/269645/audio--175693--8936--18747--6945c619-904d-4ef9-a188-f1e9008f3b3f.mp3?v=1642760582Fri, 10 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking)...496falsefullhttps://www.spreaker.com/episode/friday-fundamentals-141-moeed-amin--51912583What You’ll Learn
1) Why sales is about trustworthiness
2) Why Moeed says cold calls are horsesh*t
3) Integrating your personal and work life to increase transparency
4) Common ways that sellers fail to build trust
Show Agenda and Timestamps
1) About Moeed Amin & Proverbial Door [2:40]
2) What neuroscience teaches about buyer decisions [11:17]
3) Ways to establish trust with customers [14:39]
4) Why you should audit your personal life for trustworthiness [21:45]
5) Common mistakes sellers make that break trust [25:00]
6) Sam’s Corner [31:55]]]>11b559cc-96c1-411f-bf5e-8c859afdac8cFri, 10 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking)...What You’ll Learn
1) Why sales is about trustworthiness
2) Why Moeed says cold calls are horsesh*t
3) Integrating your personal and work life to increase transparency
4) Common ways that sellers fail to build trust
Show Agenda and Timestamps
1) About Moeed Amin & Proverbial Door [2:40]
2) What neuroscience teaches about buyer decisions [11:17]
3) Ways to establish trust with customers [14:39]
4) Why you should audit your personal life for trustworthiness [21:45]
5) Common mistakes sellers make that break trust [25:00]
6) Sam’s Corner [31:55]]]>496falsefullhttps://www.spreaker.com/episode/177-trust-building-strategies-every-seller-should-own-w-moeed-amin--52034212migration-https://cdn2.sounder.fm/275371/audio--176632--8936--18747--0a39bf7a-58fd-414b-9bb0-285ba13c9144.mp3?v=1642760978Tue, 07 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking)...2119falsefullhttps://www.spreaker.com/episode/177-trust-building-strategies-every-seller-should-own-w-moeed-amin--51912456What You’ll Learn
- Why sales is about trustworthiness
- Why Moeed says cold calls are horsesh*t
- Integrating your personal and work life to increase transparency
- Common ways that sellers fail to build trust
Show Agenda and Timestamps
- About Moeed Amin & Proverbial Door [2:40]
- What neuroscience teaches about buyer decisions [11:17]
- Ways to establish trust with customers [14:39]
- Why you should audit your personal life for trustworthiness [21:45]
- Common mistakes sellers make that break trust [25:00]
- Sam’s Corner [31:55]]]>e95f12cd-dcac-4f61-b6e8-d7109aef2a8fTue, 07 Sep 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking)...What You’ll Learn
- Why sales is about trustworthiness
- Why Moeed says cold calls are horsesh*t
- Integrating your personal and work life to increase transparency
- Common ways that sellers fail to build trust
Show Agenda and Timestamps
- About Moeed Amin & Proverbial Door [2:40]
- What neuroscience teaches about buyer decisions [11:17]
- Ways to establish trust with customers [14:39]
- Why you should audit your personal life for trustworthiness [21:45]
- Common mistakes sellers make that break trust [25:00]
- Sam’s Corner [31:55]]]>2119falsefullhttps://www.spreaker.com/episode/friday-fundamentals-140-ajit-ghumar--52034144migration-https://cdn2.sounder.fm/268131/audio--174708--8936--18747--196ec069-960b-4af3-bc4d-715ba8f53649.mp3?v=1642760489Fri, 03 Sep 2021 05:00:00 +0000Dan SanchezFundamental Fridays 140: Ajit Ghumar340falsefullhttps://www.spreaker.com/episode/friday-fundamentals-140-ajit-ghumar--51912520e989b979-2857-4468-8f8b-a7c9abc00a28Fri, 03 Sep 2021 05:00:00 +0000Dan SanchezFundamental Fridays 140: Ajit Ghumar340falsefullhttps://www.spreaker.com/episode/176-how-to-rock-product-marketing-w-ajit-ghuman--52034229migration-https://cdn2.sounder.fm/281245/audio--176631--8936--18747--b03045ce-ba02-4c9d-843a-4f598d42a687.mp3?v=1642761607Tue, 31 Aug 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and...1927falsefullhttps://www.spreaker.com/episode/176-how-to-rock-product-marketing-w-ajit-ghuman--51912646What You’ll Learn
- The role of product marketing, perfectly summarized
- Why pricing is too often an afterthought
- How to make pricing decisions upstream
- The importance of truth telling
Show Agenda and Timestamps
- About Ajit Ghuman & Narvar [3:40]
- The role of product marketing [5:30]
- A pricing philosophy that works [8:55]
- The relationship between price & customer satisfaction [14:15]
- Why truth trumps feeling good [22:28]
- Paying it forward: shout-outs [27:16]
- Sam’s Corner [29:40]]]>239b0362-abfd-4654-baf6-1331048ea544Tue, 31 Aug 2021 05:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and...What You’ll Learn
- The role of product marketing, perfectly summarized
- Why pricing is too often an afterthought
- How to make pricing decisions upstream
- The importance of truth telling
Show Agenda and Timestamps
- About Ajit Ghuman & Narvar [3:40]
- The role of product marketing [5:30]
- A pricing philosophy that works [8:55]
- The relationship between price & customer satisfaction [14:15]
- Why truth trumps feeling good [22:28]
- Paying it forward: shout-outs [27:16]
- Sam’s Corner [29:40]]]>1927falsefullhttps://www.spreaker.com/episode/friday-fundamentals-139-jean-ayoub--52034195migration-https://cdn2.sounder.fm/267583/audio--174319--8936--18747--720466a7-c39c-4b58-bf99-1bde97ea344c.mp3?v=1642760261Fri, 27 Aug 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 139: Jean Ayoub322falsefullhttps://www.spreaker.com/episode/friday-fundamentals-139-jean-ayoub--51912498d8af2b59-a892-4022-a487-39659a5b6713Fri, 27 Aug 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 139: Jean Ayoub322falsefullhttps://www.spreaker.com/episode/175-protecting-migrant-children-international-social-service-w-jean-ayoub--52034231migration-https://cdn2.sounder.fm/280315/audio--175116--8936--18747--44a96347-ab39-4965-8b17-0ed1f85cbba0.mp3?v=1642761473Tue, 24 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us...1906falsefullhttps://www.spreaker.com/episode/175-protecting-migrant-children-international-social-service-w-jean-ayoub--51912555What You’ll Learn

What ISS is and the work it does
Challenges that advocates for migrant children face
How Jean came to work with nonprofits
Fundraising, financing, sales skills, and advocacy awareness

Show Agenda and Timestamps

About Jean Ayoub & ISS [4:50]
Challenges facing advocates for migrant children [10:14]
Jean’s love for nonprofits [13:28]
Migratory patterns and causes for separation [15:48]
How sales is present in nonprofits [19:45]
Sam’s Corner [26:03] ]]>0170f3aa-bb6a-4c57-affe-0aced49bc52dTue, 24 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us...What You’ll Learn

What ISS is and the work it does
Challenges that advocates for migrant children face
How Jean came to work with nonprofits
Fundraising, financing, sales skills, and advocacy awareness

Show Agenda and Timestamps

About Jean Ayoub & ISS [4:50]
Challenges facing advocates for migrant children [10:14]
Jean’s love for nonprofits [13:28]
Migratory patterns and causes for separation [15:48]
How sales is present in nonprofits [19:45]
Sam’s Corner [26:03] ]]>1906falsefullhttps://www.spreaker.com/episode/friday-fundamentals-138-tom-stern--52034218migration-https://cdn2.sounder.fm/262373/audio--170796--8936--18747--168b7046-c0fe-4117-81b7-39eb4f3ed85c.mp3?v=1642759904Fri, 20 Aug 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 138: Tom Stern580falsefullhttps://www.spreaker.com/episode/friday-fundamentals-138-tom-stern--51912511f38e1b40-88ad-4c83-824c-7e1419c3e649Fri, 20 Aug 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 138: Tom Stern580falsefullhttps://www.spreaker.com/episode/174-mastering-sales-expression-use-your-voice-to-create-connection-w-tom-stern--52034239migration-https://cdn2.sounder.fm/280314/audio--173959--8936--18747--e39de7d5-2096-4296-9a00-83a8cab0b071.mp3?v=1642761485Tue, 17 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an...2406falsefullhttps://www.spreaker.com/episode/174-mastering-sales-expression-use-your-voice-to-create-connection-w-tom-stern--51912490What You’ll Learn

Voice, tone, and language manipulation techniques
How sales expression relates to human empowerment
Investigating the story you tell about yourself
The role of fear in sales

Show Agenda and Timestamps

About Tom Stern & Stern Executive Search [4:16]
What sales expression means [11:38]
Using mirroring to close a deal [19:51]
Listening, absorbing, synthesizing [26:50]
Paying it forward: shout-outs [31:09]
Sam’s Corner [36:03]]]>0d9b9617-6afa-43d9-9172-8afb3fa2ed31Tue, 17 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an...What You’ll Learn

Voice, tone, and language manipulation techniques
How sales expression relates to human empowerment
Investigating the story you tell about yourself
The role of fear in sales

Show Agenda and Timestamps

About Tom Stern & Stern Executive Search [4:16]
What sales expression means [11:38]
Using mirroring to close a deal [19:51]
Listening, absorbing, synthesizing [26:50]
Paying it forward: shout-outs [31:09]
Sam’s Corner [36:03]]]>2406falsefullhttps://www.spreaker.com/episode/friday-fundamentals-137-keith-daw--52034227migration-https://cdn2.sounder.fm/262139/audio--170658--8936--18747--39291934-c3da-4fae-bb8d-11699f48bf06.mp3?v=1642759883Fri, 13 Aug 2021 08:15:00 +0000Dan SanchezFriday Fundamentals 137: Keith Daw 416falsefullhttps://www.spreaker.com/episode/friday-fundamentals-137-keith-daw--51912623fd3b620c-2dd3-482e-9965-a80098b4b7d3Fri, 13 Aug 2021 08:15:00 +0000Dan SanchezFriday Fundamentals 137: Keith Daw 416falsefullhttps://www.spreaker.com/episode/173-training-leaders-who-create-other-leaders-w-keith-daw--52034149migration-https://cdn2.sounder.fm/264497/audio--172227--8936--18747--ce5a07b0-9306-46af-bee4-229204e5ec3c.mp3?v=1642760085Tue, 10 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has...1818falsefullhttps://www.spreaker.com/episode/173-training-leaders-who-create-other-leaders-w-keith-daw--51912532What You’ll Learn

Know why you’re training your team before you start
Keep the four S’s in mind when setting goals
Create a personal, customized learning path
Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

Keith Daw & McDonell Consulting [3:21]
Training during the last 15+ months [10:43]
Dos and don’ts on training the 4 S’s [14:04]
Key ingredients for great leaders [20:17]
Paying it forward: shout-outs [25:14]
Sam’s Corner [28:12] ]]>6e9f9136-fed1-4d4b-bbff-765be596bf4eTue, 10 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has...What You’ll Learn

Know why you’re training your team before you start
Keep the four S’s in mind when setting goals
Create a personal, customized learning path
Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

Keith Daw & McDonell Consulting [3:21]
Training during the last 15+ months [10:43]
Dos and don’ts on training the 4 S’s [14:04]
Key ingredients for great leaders [20:17]
Paying it forward: shout-outs [25:14]
Sam’s Corner [28:12] ]]>1818falsefullhttps://www.spreaker.com/episode/friday-fundamentals-136-ryan-staley--52034213migration-https://cdn2.sounder.fm/269691/audio--170788--8936--18747--cce7e810-3353-47bd-a913-bcbcdd60e30b.mp3?v=1642760647Fri, 06 Aug 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 136: Ryan Staley 2153falsefullhttps://www.spreaker.com/episode/friday-fundamentals-136-ryan-staley--51912557c729d5b5-24f5-48d4-9817-1f703aa2950cFri, 06 Aug 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 136: Ryan Staley 2153falsefullhttps://www.spreaker.com/episode/172-how-to-build-out-your-up-market-strategy-w-ryan-staley--52034217migration-https://cdn2.sounder.fm/262136/audio--170655--8936--18747--7aa32587-fa07-453e-a8cf-0501a5b10793.mp3?v=1642759937Tue, 03 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving...2146falsefullhttps://www.spreaker.com/episode/172-how-to-build-out-your-up-market-strategy-w-ryan-staley--51912562What You’ll Learn

Framing the economic impact of moving upmarket
Why companies should verticalize
Building an enterprise sales motion gradually
Strategies for raising money… or not

Show Agenda and Timestamps

Ryan Staley & Whale Scale [3:15]
Your biggest enterprise sales mistake [7:23]
Implementing a winning deals-tracking system [14:30]
Why your org doesn’t need funding [18:26]
Paying it forward: shout-outs [28:55]
Sam’s Corner [32:46] ]]>5e011cd1-95ed-4275-84ea-5f662058da1fTue, 03 Aug 2021 08:00:00 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving...What You’ll Learn

Framing the economic impact of moving upmarket
Why companies should verticalize
Building an enterprise sales motion gradually
Strategies for raising money… or not

Show Agenda and Timestamps

Ryan Staley & Whale Scale [3:15]
Your biggest enterprise sales mistake [7:23]
Implementing a winning deals-tracking system [14:30]
Why your org doesn’t need funding [18:26]
Paying it forward: shout-outs [28:55]
Sam’s Corner [32:46] ]]>2146falsefullhttps://www.spreaker.com/episode/friday-fundamentals-135-anjulika-saini--52034155migration-https://cdn2.sounder.fm/261256/audio--170058--8936--18747--4c7dd11b-2a5e-4786-b851-d08b43c4d68d.mp3?v=1642759794Fri, 30 Jul 2021 06:41:38 +0000Dan SanchezFriday Fundamentals 135: Anjulika Saini209falsefullhttps://www.spreaker.com/episode/friday-fundamentals-135-anjulika-saini--51912563619cb69c-630d-4ee2-b876-58a69abc2bc5Fri, 30 Jul 2021 06:41:38 +0000Dan SanchezFriday Fundamentals 135: Anjulika Saini209falsefullhttps://www.spreaker.com/episode/revenue-innovators-the-future-of-leadership-in-revops--52034265migration-https://cdn2.sounder.fm/260357/audio--169481--8936--18747--e4eeab91-e033-4742-a836-b1e3de891349.mp3?v=1642759761Wed, 28 Jul 2021 06:14:17 +0000Dan SanchezThis episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player. Revenue Operations is the business version of Switzerland. In providing a neutral ground for...2073falsefullhttps://www.spreaker.com/episode/revenue-innovators-the-future-of-leadership-in-revops--51912559Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.
In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.
In this episode we discuss:

Why RevOps is blowing integration out of the water
How to invest in data that actually drives insights
The ideal attributes of RevOps leaders
Peacemaking among departments (aka alignment)]]>590e2e18-9a36-47ba-bc5f-4332b99aa9a6Wed, 28 Jul 2021 06:14:17 +0000Dan SanchezThis episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player. Revenue Operations is the business version of Switzerland. In providing a neutral ground for...Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.
In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.
In this episode we discuss:

Why RevOps is blowing integration out of the water
How to invest in data that actually drives insights
The ideal attributes of RevOps leaders
Peacemaking among departments (aka alignment)]]>2073falsefullhttps://www.spreaker.com/episode/171-how-to-hire-salespeople-with-the-future-in-mind-w-anjulika-saini--52034210migration-https://cdn2.sounder.fm/260356/audio--169480--8936--18747--d356ff6a-73d3-47fd-a990-e9ee9951433d.mp3?v=1642759755Wed, 28 Jul 2021 06:12:04 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Anjulika Saini, a sales leader helping drive new business for LinkedIn Sales Navigator. Join us for a great conversation about Anjulika’s career, how she discovered that she wanted to get into...1695falsefullhttps://www.spreaker.com/episode/171-how-to-hire-salespeople-with-the-future-in-mind-w-anjulika-saini--51912443What You’ll Learn

The importance of curiosity in sales
Selling is relationship-based
Finding a job that gives you energy
Hiring with the future in mind
Everyone has something to teach you

Show Agenda and Timestamps

Anjulika Saini & LinkedIn Sales Navigator [2:26]
Moving from individual contributor into leadership [10:18]
Strategies for today’s sales teams [13:13]
Principles of team leadership [14:58]
Talent development & hiring on potential [17:11]
Sam’s Corner [23:42]


 ]]>b5d43c48-d570-487f-93d5-2d11be2581d5Wed, 28 Jul 2021 06:12:04 +0000Dan SanchezIn this episode of the Sales Hacker Podcast, we have Anjulika Saini, a sales leader helping drive new business for LinkedIn Sales Navigator. Join us for a great conversation about Anjulika’s career, how she discovered that she wanted to get into...What You’ll Learn

The importance of curiosity in sales
Selling is relationship-based
Finding a job that gives you energy
Hiring with the future in mind
Everyone has something to teach you

Show Agenda and Timestamps

Anjulika Saini & LinkedIn Sales Navigator [2:26]
Moving from individual contributor into leadership [10:18]
Strategies for today’s sales teams [13:13]
Principles of team leadership [14:58]
Talent development & hiring on potential [17:11]
Sam’s Corner [23:42]


 ]]>1695falsefullhttps://www.spreaker.com/episode/friday-fundamentals-134-zach-rego--52034197migration-https://cdn2.sounder.fm/259144/audio--168679--8936--18747--d82f67e1-d87a-49f5-9271-b292a2c0747e.mp3?v=1642759587Fri, 23 Jul 2021 04:15:00 +0000Dan SanchezFriday Fundamentals 134: Zach Rego282falsefullhttps://www.spreaker.com/episode/friday-fundamentals-134-zach-rego--51912610aaa01dc9-3986-44c6-9e49-a4027671c4a8Fri, 23 Jul 2021 04:15:00 +0000Dan SanchezFriday Fundamentals 134: Zach Rego282falsefullhttps://www.spreaker.com/episode/170-building-a-company-from-the-ground-up-w-zach-rego--52034209migration-https://cdn2.sounder.fm/257357/audio--167562--8936--18747--5f62d0d1-bc26-4b77-81ad-20d04a6d2f1b.mp3?v=1642759506Tue, 20 Jul 2021 06:12:17 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zach Rego, VP of Sales & Marketing at Unstack.Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you...1616falsefullhttps://www.spreaker.com/episode/170-building-a-company-from-the-ground-up-w-zach-rego--51912634Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success.

Show Agenda and Timestamps

Show Introduction [00:10]
Unstack Explained & Insight into an Early Stage Company [2:33]
Zach’s Professional Background [8:21]
The Sales Development Representative Role [15:56]
Running a Marketing Function & Advice for Building a Company [18:09]
Zach’s Biggest Influencers [20:53]
Sam’s Corner [23:14]]]>f6508f1e-151e-433b-85ca-dfc323d00025Tue, 20 Jul 2021 06:12:17 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zach Rego, VP of Sales & Marketing at Unstack. Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you...Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success.

Show Agenda and Timestamps

Show Introduction [00:10]
Unstack Explained & Insight into an Early Stage Company [2:33]
Zach’s Professional Background [8:21]
The Sales Development Representative Role [15:56]
Running a Marketing Function & Advice for Building a Company [18:09]
Zach’s Biggest Influencers [20:53]
Sam’s Corner [23:14]]]>1616falsefullhttps://www.spreaker.com/episode/friday-fundamentals-133-george-donovan--52034236migration-https://cdn2.sounder.fm/255049/audio--165563--8936--18747--f8a8c328-dce2-4f09-9b57-5208cb2d7857.mp3?v=1642758891Fri, 16 Jul 2021 06:46:19 +0000Dan SanchezFriday Fundamentals: George Donovan371falsefullhttps://www.spreaker.com/episode/friday-fundamentals-133-george-donovan--5191263735cd261f-0b51-481c-a57c-44aa8becd74fFri, 16 Jul 2021 06:46:19 +0000Dan SanchezFriday Fundamentals: George Donovan371falsefullhttps://www.spreaker.com/episode/revenue-innovators-insight-selling-help-your-buyers-make-the-right-decision--52034183migration-https://cdn2.sounder.fm/252582/audio--164040--8936--18747--9c5aa947-82fd-4b5a-8f1f-c06f5315a949.mp3?v=1642758552Wed, 14 Jul 2021 04:00:00 +0000Dan SanchezNOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts.---When everyone talks about customer centricity making it easy to buy, what we've...2236falsefullhttps://www.spreaker.com/episode/revenue-innovators-insight-selling-help-your-buyers-make-the-right-decision--51912630---
When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.
That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.
In this episode, we also discussed:

44% of Millenials don’t want to interact with sellers at all
Social selling and customer-centricity
Why ambiverts make great sales professionals
What’s most desirable in automation tools
How the remote environment promotes diversity and inclusion]]>da9ff09a-fe54-4dbd-a2d3-ea8dbff8fd33Wed, 14 Jul 2021 04:00:00 +0000Dan SanchezNOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts. --- When everyone talks about customer centricity making it easy to buy, what we've learned...---
When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.
That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.
In this episode, we also discussed:

44% of Millenials don’t want to interact with sellers at all
Social selling and customer-centricity
Why ambiverts make great sales professionals
What’s most desirable in automation tools
How the remote environment promotes diversity and inclusion]]>2236falsefullhttps://www.spreaker.com/episode/169-becoming-a-self-advocate-w-mike-feldman--52034259migration-https://cdn2.sounder.fm/252128/audio--163762--8936--18747--1c691616-cc18-4876-ba9a-2bcd8d6cb06e.mp3?v=1642759364Tue, 13 Jul 2021 06:56:51 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mike Feldman, President of the Americas Operations and Global Document Services for Xerox Corporation.Effectively communicating your professional successes can feel self-indulgent at times but can...1874falsefullhttps://www.spreaker.com/episode/169-becoming-a-self-advocate-w-mike-feldman--51912550Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company. Thinking of helping the collective can stave off the feeling of over-confidence and position yourself for promotion.
Subscribe to the Sales Hacker Podcast

We’re on iTunes
And on Stitcher

Show Agenda and Timestamps

Show Introduction [00:09]
Mike’s Baseball Card [4:11]
Advice to the Younger Workforce [11:29]
How to Advocate for Yourself [17:01]
The Importance of Skills, Grit, & Will [20:00]
Can you Train the Desire to be Great? [23:23]
Mike’s Biggest Influencers [25:06]
Sam’s Corner [27:44]]]>78affa19-031e-4631-8222-9da414ffdf3dTue, 13 Jul 2021 06:56:51 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mike Feldman, President of the Americas Operations and Global Document Services for Xerox Corporation. Effectively communicating your professional successes can feel self-indulgent at times but can...Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company. Thinking of helping the collective can stave off the feeling of over-confidence and position yourself for promotion.
Subscribe to the Sales Hacker Podcast

We’re on iTunes
And on Stitcher

Show Agenda and Timestamps

Show Introduction [00:09]
Mike’s Baseball Card [4:11]
Advice to the Younger Workforce [11:29]
How to Advocate for Yourself [17:01]
The Importance of Skills, Grit, & Will [20:00]
Can you Train the Desire to be Great? [23:23]
Mike’s Biggest Influencers [25:06]
Sam’s Corner [27:44]]]>1874falsefullhttps://www.spreaker.com/episode/friday-fundamentals-132-mike-feldman--52034196migration-https://cdn2.sounder.fm/251193/audio--163153--8936--18747--57b9557b-0a24-484d-ad78-f60bca9d2f99.mp3?v=1642758868Fri, 09 Jul 2021 07:33:45 +0000Dan SanchezFriday Fundamentals 132: Mike Feldman377falsefullhttps://www.spreaker.com/episode/friday-fundamentals-132-mike-feldman--51912587dfcbb941-38b8-4213-8e9f-da39cb07195dFri, 09 Jul 2021 07:33:45 +0000Dan SanchezFriday Fundamentals 132: Mike Feldman377falsefullhttps://www.spreaker.com/episode/168-how-to-take-risks-and-fail-fast-w-george-donovan--52034242migration-https://cdn2.sounder.fm/249883/audio--162387--8936--18747--775ccce0-65ea-4d39-9d78-4baf5dcae310.mp3?v=1642758291Tue, 06 Jul 2021 04:03:48 +0000Dan SanchezIn this episode, Sam talks with George Donovan, CRO at Allego.1827falsefullhttps://www.spreaker.com/episode/168-how-to-take-risks-and-fail-fast-w-george-donovan--51912539cedfa62d-f75a-4f99-bbb1-7e7d49d52528Tue, 06 Jul 2021 04:03:48 +0000Dan SanchezIn this episode, Sam talks with George Donovan, CRO at Allego.1827falsefullhttps://www.spreaker.com/episode/167-announcing-revenue-innovators-podcast--52034208marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.]]>migration-https://cdn2.sounder.fm/248161/audio--161228--8936--18747--b8a594de-175f-4f92-8956-615ab430446a.mp3?v=1642443981Wed, 30 Jun 2021 18:55:23 +0000Dan SanchezIn this episode, Sam Jacobs talks with Mary Shea and Harish M about the newest podcast by Outreach, Revenue Innovators.You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.If you leave a 5-star review...marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.]]>3333falsefullhttps://www.spreaker.com/episode/167-announcing-revenue-innovators-podcast--51912537You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.

If you leave a 5-star review and rating for Revenue Innovators, please send a screenshot to marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.]]>c7894e67-2c23-4288-9339-39726ed59f8cWed, 30 Jun 2021 18:55:23 +0000Dan SanchezIn this episode, Sam Jacobs talks with Mary Shea and Harish M about the newest podcast by Outreach, Revenue Innovators. You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton. If you leave a 5-star review...You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.

If you leave a 5-star review and rating for Revenue Innovators, please send a screenshot to marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.]]>3333falsefullhttps://www.spreaker.com/episode/166-announcing-pavilion-w-sam-jacobs--52034261migration-https://cdn2.sounder.fm/246274/audio--160007--8936--18747--c6f9566c-9f3e-462f-89a9-583467894fa7.mp3?v=1642759232Tue, 22 Jun 2021 06:56:28 +0000Dan SanchezIn this episode of the Sales Hacker podcast, Sam Jacobs is interviewed by Max Altschuler, Founder & CEO at Sales Hacker and VP of Sales Engagement at Outreach, about Revenue Collective becoming Pavilion. Sam shares his vision for the new company and...2764falsefullhttps://www.spreaker.com/episode/166-announcing-pavilion-w-sam-jacobs--51912635What You’ll Learn

Revenue Collective is Pavilion now!
How Revenue Collective first began
Elminiating antagonists and protagonists in favor of self-actualization
Why paid communities are superior to free communities
The three codes of conduct for Pavilion members
Dos and don’ts for community building

Show Agenda and Timestamps

Show Introduction [00:10]
Announcing Pavilion [3:57]
The origin story of Revenue Collective [7:00]
No antagonists, only self-actualization [16:07]
The long-term vision for Pavilion [21:19]
Dos and don’ts for community building [37:31]
Sam’s Corner [44:30]]]>ebd32809-4335-4dcb-b82b-eb97af466cd5Tue, 22 Jun 2021 06:56:28 +0000Dan SanchezIn this episode of the Sales Hacker podcast, Sam Jacobs is interviewed by Max Altschuler, Founder & CEO at Sales Hacker and VP of Sales Engagement at Outreach, about Revenue Collective becoming Pavilion. Sam shares his vision for the new company and...What You’ll Learn

Revenue Collective is Pavilion now!
How Revenue Collective first began
Elminiating antagonists and protagonists in favor of self-actualization
Why paid communities are superior to free communities
The three codes of conduct for Pavilion members
Dos and don’ts for community building

Show Agenda and Timestamps

Show Introduction [00:10]
Announcing Pavilion [3:57]
The origin story of Revenue Collective [7:00]
No antagonists, only self-actualization [16:07]
The long-term vision for Pavilion [21:19]
Dos and don’ts for community building [37:31]
Sam’s Corner [44:30]]]>2764falsefullhttps://www.spreaker.com/episode/friday-fundamentals-131-lee-berkman--52034160migration-https://cdn2.sounder.fm/245346/audio--159432--8936--18747--8e885a13-173d-4fbc-887c-4816d60189ad.mp3?v=1642758185Fri, 18 Jun 2021 06:16:11 +0000Dan SanchezFriday Fundamentals 131. Lee Berkman408falsefullhttps://www.spreaker.com/episode/friday-fundamentals-131-lee-berkman--51912439a1a18613-07a1-44b3-b9d5-09151925de76Fri, 18 Jun 2021 06:16:11 +0000Dan SanchezFriday Fundamentals 131. Lee Berkman408falsefullhttps://www.spreaker.com/episode/bonus-exploring-the-role-of-revenue-operations-within-blueboard-w-jen-nelson--52034223https://www.manager-tools.com/all-podcastshttps://www.gallup.com/cliftonstrengths/en/252137/home.aspxTo hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts]]>migration-https://cdn2.sounder.fm/245153/audio--159293--8936--18747--73497df5-255a-4481-8597-4715640a0e6c.mp3?v=1642757684Wed, 16 Jun 2021 04:00:00 +0000Dan SanchezRevenue Operations is a relatively new but essential role being adopted by many companies to improve systems and processes internally. With the onset of the COVID-19 pandemic, it’s more important than ever to maintain internal systems and to keep...https://www.manager-tools.com/all-podcastshttps://www.gallup.com/cliftonstrengths/en/252137/home.aspxTo hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts]]>1633falsefullhttps://www.spreaker.com/episode/bonus-exploring-the-role-of-revenue-operations-within-blueboard-w-jen-nelson--51912580Jen Nelson, Director of Revenue Operations for Blueboard, joins the show to discuss her experience creating the Revenue Operations role for Blueboard, how it’s benefiting the company, and why other companies should adopt the role.
What was talked about:

The Response & Successes of the COVID-19 Pandemic
Monitoring Progress, Driving Alignment, & the Function of Revenue Operations
Advice for Those Getting Into Revenue Operations
Transition from Nonprofit to For-Profit

 Check out the resources below for more information:

https://www.linkedin.com/in/jmnpmp/
jen@blueboard.com
https://www.manager-tools.com/all-podcasts
https://www.gallup.com/cliftonstrengths/en/252137/home.aspx

To hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts, Spotify, or your preferred podcast platform.]]>b384eb86-0e87-416e-9057-a0ab86f642ffWed, 16 Jun 2021 04:00:00 +0000Dan SanchezRevenue Operations is a relatively new but essential role being adopted by many companies to improve systems and processes internally. With the onset of the COVID-19 pandemic, it’s more important than ever to maintain internal systems and to keep...Jen Nelson, Director of Revenue Operations for Blueboard, joins the show to discuss her experience creating the Revenue Operations role for Blueboard, how it’s benefiting the company, and why other companies should adopt the role.
What was talked about:

The Response & Successes of the COVID-19 Pandemic
Monitoring Progress, Driving Alignment, & the Function of Revenue Operations
Advice for Those Getting Into Revenue Operations
Transition from Nonprofit to For-Profit

 Check out the resources below for more information:

https://www.linkedin.com/in/jmnpmp/
jen@blueboard.com
https://www.manager-tools.com/all-podcasts
https://www.gallup.com/cliftonstrengths/en/252137/home.aspx

To hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts, Spotify, or your preferred podcast platform.]]>1633falsefullhttps://www.spreaker.com/episode/165-how-to-transition-into-tech-sales-from-a-non-saas-background--52034203migration-https://cdn2.sounder.fm/243894/audio--158488--8936--18747--3d8fc2dd-0304-457a-bef6-9361df9002c0.mp3?v=1642759160Tue, 15 Jun 2021 07:17:11 +0000Dan Sanchez165. Lee Berkman2095falsefullhttps://www.spreaker.com/episode/165-how-to-transition-into-tech-sales-from-a-non-saas-background--51912616ca0b746b-1fec-4697-9846-faf59315c2d8Tue, 15 Jun 2021 07:17:11 +0000Dan Sanchez165. Lee Berkman2095falsefullhttps://www.spreaker.com/episode/friday-fundamentals-130-kyle-racki--52034168migration-https://cdn2.sounder.fm/242644/audio--157623--8936--18747--69bdb370-29cb-4814-96a6-ee3202070dd8.mp3?v=1642756846Fri, 11 Jun 2021 06:04:49 +0000Dan SanchezFriday Fundamentals 130: Kyle Racki435falsefullhttps://www.spreaker.com/episode/friday-fundamentals-130-kyle-racki--519125727bf16f0f-4a0c-4f3a-bf51-8b181003c5aaFri, 11 Jun 2021 06:04:49 +0000Dan SanchezFriday Fundamentals 130: Kyle Racki435falsefullhttps://www.spreaker.com/episode/164-sales-lessons-from-a-former-jehovah-s-witness-w-kyle-racki--52034211migration-https://cdn2.sounder.fm/240905/audio--156233--8936--18747--cfcff8d2-a6eb-48f8-890d-8f81ad1f0cbe.mp3?v=1642757832Tue, 08 Jun 2021 16:16:39 +0000Dan SanchezIn this episode of the Sales Hacker podcast, we welcome Kyle Racki, the co-founder and CEO of Proposify. This company gives sales leaders visibility and consistency in their closing. Proposify helps more than 10,000 sales teams around the world...1807falsefullhttps://www.spreaker.com/episode/164-sales-lessons-from-a-former-jehovah-s-witness-w-kyle-racki--51912633What You’ll Learn

Entrepreneurship isn't in your genes
Why it's hard to push back against your group
The journey from freelancer to founder
How to create and maintain a competitive advantage
Solving the innovator's dilemma
The framework for leading a startup to success

Show Agenda and Timestamps

Entrepreneurship isn't in your genes [5:59]
Why it's hard to push back against your group [7:15]
The journey from freelancer to founder [10:43]
How to create and maintain a competitive advantage [15:32]
Solving the innovator's dilemma [18:31]
The framework for leading a startup to success [20:45]
Sam’s Corner [26:56]]]>cd29ec7c-76f1-42e3-a387-e84bf3f95fe7Tue, 08 Jun 2021 16:16:39 +0000Dan SanchezIn this episode of the Sales Hacker podcast, we welcome Kyle Racki, the co-founder and CEO of Proposify. This company gives sales leaders visibility and consistency in their closing. Proposify helps more than 10,000 sales teams around the world...What You’ll Learn

Entrepreneurship isn't in your genes
Why it's hard to push back against your group
The journey from freelancer to founder
How to create and maintain a competitive advantage
Solving the innovator's dilemma
The framework for leading a startup to success

Show Agenda and Timestamps

Entrepreneurship isn't in your genes [5:59]
Why it's hard to push back against your group [7:15]
The journey from freelancer to founder [10:43]
How to create and maintain a competitive advantage [15:32]
Solving the innovator's dilemma [18:31]
The framework for leading a startup to success [20:45]
Sam’s Corner [26:56]]]>1807falsefullhttps://www.spreaker.com/episode/friday-fundamentals-129-neal-patel--52034205migration-https://cdn2.sounder.fm/239866/audio--155442--8936--18747--ef7e530a-b70c-43e3-81e0-64443428efe5.mp3?v=1642755809Fri, 04 Jun 2021 07:37:11 +0000Dan SanchezFriday Fundamentals 129: Neal Patel275falsefullhttps://www.spreaker.com/episode/friday-fundamentals-129-neal-patel--51912656ce882770-320d-4806-a8e8-81693f0eb8b3Fri, 04 Jun 2021 07:37:11 +0000Dan SanchezFriday Fundamentals 129: Neal Patel275falsefullhttps://www.spreaker.com/episode/bonus-episode-revenue-operations-w-asia-corbett--52034221migration-https://cdn2.sounder.fm/239446/audio--155167--8936--18747--429ed829-167b-48cf-8600-dcfee9a2d291.mp3?v=1642757271Wed, 02 Jun 2021 15:59:57 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Asia Corbett, Director of Revenue Operations at Postal.io.Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is...1752falsefullhttps://www.spreaker.com/episode/bonus-episode-revenue-operations-w-asia-corbett--51912581Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is passionate about revenue operations and her wide range of hobbies neatly aligns with Postal’s experiential focus.
What You’ll Learn

About Asia’s journey into revenue operations at Postal
Revenue operations definitions and misconceptions
The data side of revenue operations

Show Agenda and Timestamps

Show Introduction [00:09]
About Asia and Postal.io [3:15]
Definitions and misconceptions [11:05]
Dashboards and reporting [13:36]
Using a single source of truth [17:26]
The RevOps reporting line [19:01]
Controls and visibility [21:20]
Useful sources for knowledge and inspiration [25:20]]]>d2bbac0a-5056-41ef-9d32-ebd60be0632cWed, 02 Jun 2021 15:59:57 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Asia Corbett, Director of Revenue Operations at Postal.io. Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is...Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is passionate about revenue operations and her wide range of hobbies neatly aligns with Postal’s experiential focus.
What You’ll Learn

About Asia’s journey into revenue operations at Postal
Revenue operations definitions and misconceptions
The data side of revenue operations

Show Agenda and Timestamps

Show Introduction [00:09]
About Asia and Postal.io [3:15]
Definitions and misconceptions [11:05]
Dashboards and reporting [13:36]
Using a single source of truth [17:26]
The RevOps reporting line [19:01]
Controls and visibility [21:20]
Useful sources for knowledge and inspiration [25:20]]]>1752falsefullhttps://www.spreaker.com/episode/163-objections-you-ve-already-lost-the-deal-w-neal-patel--52034228migration-https://cdn2.sounder.fm/239075/audio--154945--8936--18747--e9a1ef9e-952d-47ff-b4bd-1bee872411d0.mp3?v=1642755947Tue, 01 Jun 2021 21:10:38 +0000Dan SanchezIn this episode of the Sales Hacker podcast, we have Neal Patel, the CRO of Crunchbase, an information resource that we all know and love. We talk about why salespeople need to be businesspeople first and why objection handling means that you’ve...2009falsefullhttps://www.spreaker.com/episode/163-objections-you-ve-already-lost-the-deal-w-neal-patel--51912673What You’ll Learn

How to marry your ambitions to create success
Lessons in poverty and humility
Ways to connect the dots so you kick ass and take names
Principles of team leadership
Objecting handling means you've already lost
Who motivated and taught Neal along the way


Show Agenda and Timestamps

How to marry your ambitions to create success [7:04]
Lessons in poverty and humility [9:12]
Ways to connect the dots so you kick ass and take names [11:31]
Principles of team leadership [14:58]
Objecting handling means you've already lost [20:11]
Who motivated and taught Neal along the way [25:24]
Sam’s Corner [28:58]]]>767200f9-fe8c-4541-ae50-997a7c474c1aTue, 01 Jun 2021 21:10:38 +0000Dan SanchezIn this episode of the Sales Hacker podcast, we have Neal Patel, the CRO of Crunchbase, an information resource that we all know and love. We talk about why salespeople need to be businesspeople first and why objection handling means that you’ve...What You’ll Learn

How to marry your ambitions to create success
Lessons in poverty and humility
Ways to connect the dots so you kick ass and take names
Principles of team leadership
Objecting handling means you've already lost
Who motivated and taught Neal along the way


Show Agenda and Timestamps

How to marry your ambitions to create success [7:04]
Lessons in poverty and humility [9:12]
Ways to connect the dots so you kick ass and take names [11:31]
Principles of team leadership [14:58]
Objecting handling means you've already lost [20:11]
Who motivated and taught Neal along the way [25:24]
Sam’s Corner [28:58]]]>2009falsefullhttps://www.spreaker.com/episode/friday-fundamentals-128-gauri-chawla--52034251migration-https://cdn2.sounder.fm/240704/audio--156094--8936--18747--11067905-5864-4e04-aac0-6ad09020d57b.mp3?v=1642756798Fri, 28 May 2021 19:02:46 +0000Dan SanchezFriday Fundamentals 129: Guari Chawla241falsefullhttps://www.spreaker.com/episode/friday-fundamentals-128-gauri-chawla--51912588e24fac8e-e715-4c53-a4e6-70144aecbb18Fri, 28 May 2021 19:02:46 +0000Dan SanchezFriday Fundamentals 129: Guari Chawla241falsefullhttps://www.spreaker.com/episode/162-what-it-takes-to-run-a-global-alliance-network-w-gauri-chawla--52034241migration-https://cdn2.sounder.fm/235720/audio--152865--8936--18747--da3bb755-812a-45e8-a410-7e129f20df07.mp3?v=1642755511Tue, 25 May 2021 15:59:06 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Gauri Chawla, Vice President of Global Partners and Alliances at inRiver.Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held...1964falsefullhttps://www.spreaker.com/episode/162-what-it-takes-to-run-a-global-alliance-network-w-gauri-chawla--51912602Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held positions at Marketo, Oracle, IBM, PricewaterhouseCoopers, and Accenture. In this episode, we learn how her unique, strategic role is helping to drive 40% of inRiver’s revenue.
What You’ll Learn

Who Gauri Chawla is and what she’s doing at inRiver
The influence a leader in alliances has within an organization
The importance of partnerships and alliances — particularly as a scale up

 
Show Agenda and Timestamps

Show introduction [:00]
About Gauri and inRiver[1:52]
Gauri’s interesting title [6:19]
How partnerships drive revenue [10:37]
Why inRiver chose to double comp [12:54]
Sam’s Corner [29:46]]]>d9f6093f-76aa-4116-818f-55fb35b41a41Tue, 25 May 2021 15:59:06 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Gauri Chawla, Vice President of Global Partners and Alliances at inRiver. Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held...Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held positions at Marketo, Oracle, IBM, PricewaterhouseCoopers, and Accenture. In this episode, we learn how her unique, strategic role is helping to drive 40% of inRiver’s revenue.
What You’ll Learn

Who Gauri Chawla is and what she’s doing at inRiver
The influence a leader in alliances has within an organization
The importance of partnerships and alliances — particularly as a scale up

 
Show Agenda and Timestamps

Show introduction [:00]
About Gauri and inRiver[1:52]
Gauri’s interesting title [6:19]
How partnerships drive revenue [10:37]
Why inRiver chose to double comp [12:54]
Sam’s Corner [29:46]]]>1964falsefullhttps://www.spreaker.com/episode/friday-fundamentals-127-mike-levy--52034253migration-https://cdn2.sounder.fm/235719/audio--152864--8936--18747--bb1ff836-991c-4628-9561-b6a766154a73.mp3?v=1642755456Tue, 25 May 2021 15:55:02 +0000Dan SanchezFriday Fundamentals 127: Mike Levy260falsefullhttps://www.spreaker.com/episode/friday-fundamentals-127-mike-levy--51912688ea04ff5b-1505-4597-81a4-87d7291bac9cTue, 25 May 2021 15:55:02 +0000Dan SanchezFriday Fundamentals 127: Mike Levy260falsefullhttps://www.spreaker.com/episode/161-the-1-thing-that-will-make-you-the-most-productive-person-on-your-team-w-mike-levy--52034255migration-https://cdn2.sounder.fm/231238/audio--149915--8936--18747--057fbc15-d70a-4a00-8f3c-9be2099891eb.mp3?v=1642754591Tue, 18 May 2021 08:00:00 +0000Dan SanchezOverview:Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring...2036falsefullhttps://www.spreaker.com/episode/161-the-1-thing-that-will-make-you-the-most-productive-person-on-your-team-w-mike-levy--51912666Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share with us. We're excited to bring it to you.
What You’ll Learn

How to move from contributor to leader
What drives success
VP of sales vs chief revenue officer vs chief executive officer
Distinguishing between perseverance and a failed strategy
How to assess both sales leaders and candidates
A tribute to the entrepreneurial spirit

Show Agenda and Timestamps

How to move from contributor to leader [6:30]
What drives success [11:30]
VP of sales vs chief revenue officer vs chief executive officer [17:00]
Distinguishing between perseverance and a failed strategy [19:00]
How to assess both sales leaders and candidates [22:30]
A tribute to the entrepreneurial spirit [27:30]
Sam’s Corner [31:00]

 ]]>a64d7adf-376d-45a7-a621-2c4ce5cc45bbTue, 18 May 2021 08:00:00 +0000Dan SanchezOverview: Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share...Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share with us. We're excited to bring it to you.
What You’ll Learn

How to move from contributor to leader
What drives success
VP of sales vs chief revenue officer vs chief executive officer
Distinguishing between perseverance and a failed strategy
How to assess both sales leaders and candidates
A tribute to the entrepreneurial spirit

Show Agenda and Timestamps

How to move from contributor to leader [6:30]
What drives success [11:30]
VP of sales vs chief revenue officer vs chief executive officer [17:00]
Distinguishing between perseverance and a failed strategy [19:00]
How to assess both sales leaders and candidates [22:30]
A tribute to the entrepreneurial spirit [27:30]
Sam’s Corner [31:00]

 ]]>2036falsefullhttps://www.spreaker.com/episode/friday-fundamentals-126-joe-venuti--52034199migration-https://cdn2.sounder.fm/227706/audio--147515--8936--18747--2110f5b3-0512-4f61-bca9-8cfabd2dd9f2.mp3?v=1642753757Fri, 14 May 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 126: Joe Venuti571falsefullhttps://www.spreaker.com/episode/friday-fundamentals-126-joe-venuti--519125381c4a50c0-1c2e-42fe-b9e1-0b8f7a801b26Fri, 14 May 2021 08:00:00 +0000Dan SanchezFriday Fundamentals 126: Joe Venuti571falsefullhttps://www.spreaker.com/episode/160-why-direct-mail-sells-to-a-zoom-weary-population-w-joe-venuti--52034247migration-https://cdn2.sounder.fm/227708/audio--147517--8936--18747--64369e6c-a210-4938-8b93-d7cfeaced1ab.mp3?v=1642753802Tue, 11 May 2021 08:00:00 +0000Dan SanchezOverview:Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies...1934falsefullhttps://www.spreaker.com/episode/160-why-direct-mail-sells-to-a-zoom-weary-population-w-joe-venuti--51912468Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there. Joe is also very familiar with leading large organizations and talented sellers.
What You’ll Learn

Lessons in leadership from life as a card shark
The unexpected skill you need to develop to be a manager
COVID's impact on building a long-term sales organization
How to maintain a health culture in a remote environment
The value of physical artifacts in a digital world
Who sales development should report to

Show Agenda and Timestamps

Lessons in leadership from life as a card shark [6:49]
The unexpected skill you need to develop to be a manager [8:05]
COVID's impact on building a long-term sales organization [9:56]
How to maintain a health culture in a remote environment [14:26]
The value of physical artifacts in a digital world [16:27]
Who sales development should report to [22:16]
Sam’s Corner [29:33]

 ]]>76cd2eab-930c-4d17-b410-2629e1a68bcbTue, 11 May 2021 08:00:00 +0000Dan SanchezOverview: Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like...Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there. Joe is also very familiar with leading large organizations and talented sellers.
What You’ll Learn

Lessons in leadership from life as a card shark
The unexpected skill you need to develop to be a manager
COVID's impact on building a long-term sales organization
How to maintain a health culture in a remote environment
The value of physical artifacts in a digital world
Who sales development should report to

Show Agenda and Timestamps

Lessons in leadership from life as a card shark [6:49]
The unexpected skill you need to develop to be a manager [8:05]
COVID's impact on building a long-term sales organization [9:56]
How to maintain a health culture in a remote environment [14:26]
The value of physical artifacts in a digital world [16:27]
Who sales development should report to [22:16]
Sam’s Corner [29:33]

 ]]>1934falsefullhttps://www.spreaker.com/episode/friday-fundamentals-125-tiffany-heimpel--52034256migration-https://cdn2.sounder.fm/226396/audio--146644--8936--18747--9019569e-4ea2-41f9-88f6-d4ef5108a4a3.mp3?v=1642754676Fri, 07 May 2021 08:30:00 +0000Dan SanchezFriday Fundamentals 125: Tiffany Heimpel262falsefullhttps://www.spreaker.com/episode/friday-fundamentals-125-tiffany-heimpel--519125287e78e6ce-a835-415b-bd2a-1a5c91447dc3Fri, 07 May 2021 08:30:00 +0000Dan SanchezFriday Fundamentals 125: Tiffany Heimpel262falsefullhttps://www.spreaker.com/episode/159-how-to-have-a-satisfying-career-w-tiffany-heimpel--52034215migration-https://cdn2.sounder.fm/225116/audio--145715--8936--18747--5814ba59-45ad-4b7d-ade8-634f7d1af2cb.mp3?v=1642754857Tue, 04 May 2021 08:00:00 +0000Dan SanchezOverview:Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and...2082falsefullhttps://www.spreaker.com/episode/159-how-to-have-a-satisfying-career-w-tiffany-heimpel--51912689Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.
What You’ll Learn

The journey from costume design to sales
The human condition behind marketing
Founding a personal finance blog
Tiffany's perspective on the U.S. market
Advice for people facing an unclear career path
Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

The journey from costume design to sales [7:28]
The human condition behind marketing [11:00]
Founding a personal finance blog [14:15]
Tiffany's perspective on the U.S. market [16:42]
Advice for people facing an unclear career path [17:53]
Leading like a mother at work and a CEO at home [22:49]
Sam’s Corner [30:26] ]]>f4d66795-da51-4a58-8456-739fbbc79062Tue, 04 May 2021 08:00:00 +0000Dan SanchezOverview: Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an...Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.
What You’ll Learn

The journey from costume design to sales
The human condition behind marketing
Founding a personal finance blog
Tiffany's perspective on the U.S. market
Advice for people facing an unclear career path
Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

The journey from costume design to sales [7:28]
The human condition behind marketing [11:00]
Founding a personal finance blog [14:15]
Tiffany's perspective on the U.S. market [16:42]
Advice for people facing an unclear career path [17:53]
Leading like a mother at work and a CEO at home [22:49]
Sam’s Corner [30:26] ]]>2082falsefullhttps://www.spreaker.com/episode/friday-fundamentals-124-matt-melymuka--52034214migration-https://cdn2.sounder.fm/221278/audio--143455--8936--18747--57d60a64-04b8-463c-955a-2f9980b2ba86.mp3?v=1642753253Fri, 30 Apr 2021 08:45:00 +0000Dan SanchezFriday Fundamentals 124: Matt Melymuka263falsefullhttps://www.spreaker.com/episode/friday-fundamentals-124-matt-melymuka--519125268f5b99c1-483c-4319-8f8d-23ea1e54e016Fri, 30 Apr 2021 08:45:00 +0000Dan SanchezFriday Fundamentals 124: Matt Melymuka263falsefullhttps://www.spreaker.com/episode/158-zig-don-t-zag-the-power-of-focus-and-specialization-w-matt-melymuka--52034238migration-https://cdn2.sounder.fm/219341/audio--142208--8936--18747--e48c6de4-66e6-4ec8-8d7f-60c208bdd5a9.mp3?v=1642752803Tue, 27 Apr 2021 10:30:00 +0000Dan SanchezOverview:Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible...1869falsefullhttps://www.spreaker.com/episode/158-zig-don-t-zag-the-power-of-focus-and-specialization-w-matt-melymuka--51912694Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible valuation and pouring it into hyper-growth. Maybe that's not the right decision for your company.
What You’ll Learn

The high price of a growth-at-all-costs mindset
How misalignment can force you to do what you don't want to do
What's wrong with over-fueling the machine
Why you should de-risk your concentration of wealth
The supply-demand equation that's shaping sales tech
An up-and-coming company you need to know about

Show Agenda and Timestamps

The high cost of a growth-at-all-costs mindset [7:06]
How misalignment can force you to do what you don't want to do [10:00]
What's wrong with over fueling the machine [14:16]
Why you should de-risk your concentration of wealth [17:04]
The supply-demand equation that's shaping sales tech [19:32]
An up-and-coming company you need to know about [23:49]
Sam’s Corner [27:48] ]]>be97239e-1050-40b1-9b2e-94fa430fb102Tue, 27 Apr 2021 10:30:00 +0000Dan SanchezOverview: Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible...Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible valuation and pouring it into hyper-growth. Maybe that's not the right decision for your company.
What You’ll Learn

The high price of a growth-at-all-costs mindset
How misalignment can force you to do what you don't want to do
What's wrong with over-fueling the machine
Why you should de-risk your concentration of wealth
The supply-demand equation that's shaping sales tech
An up-and-coming company you need to know about

Show Agenda and Timestamps

The high cost of a growth-at-all-costs mindset [7:06]
How misalignment can force you to do what you don't want to do [10:00]
What's wrong with over fueling the machine [14:16]
Why you should de-risk your concentration of wealth [17:04]
The supply-demand equation that's shaping sales tech [19:32]
An up-and-coming company you need to know about [23:49]
Sam’s Corner [27:48] ]]>1869falsefullhttps://www.spreaker.com/episode/friday-fundamentals-123-lloyed-lobo--52034220migration-https://cdn2.sounder.fm/218765/audio--141799--8936--18747--b6ff9345-23e5-42f0-b9af-9710da0f58ba.mp3?v=1642752464Fri, 23 Apr 2021 21:26:18 +0000Dan SanchezFriday Fundamentals 123: Lloyed Lobo325falsefullhttps://www.spreaker.com/episode/friday-fundamentals-123-lloyed-lobo--51912657d9f29607-b930-4b9c-808d-815754f18e53Fri, 23 Apr 2021 21:26:18 +0000Dan SanchezFriday Fundamentals 123: Lloyed Lobo325falsefullhttps://www.spreaker.com/episode/157-bootstrapping-building-scaling-startups-w-lloyed-lobo--52034177migration-https://cdn2.sounder.fm/217948/audio--141250--8936--18747--2482a912-4206-4327-a16f-7a1bdaabde9a.mp3?v=1642752341Tue, 20 Apr 2021 15:51:54 +0000Dan SanchezOverview:This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding...1896falsefullhttps://www.spreaker.com/episode/157-bootstrapping-building-scaling-startups-w-lloyed-lobo--51912611This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.
Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Lloyed also co-chairs Traction, a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference.
We hear about Lloyd’s extensive entrepreneurial background and the powerful lessons he has learned along the way.
What You’ll Learn

How Boast.AI simplifies the R&D tax credits process
The relationship between pioneer mentality and risk tolerance
Different phases to the evolution of Boast.ai
Raising money at the right time for the right reasons
Learning and openness enable growth

Show Agenda and Timestamps

Show Introduction [00:00]
Boast.ai and Lloyed’s entrepreneurial background [2:26]
Pioneer mentality and risk tolerance [6:27]
Phases in the evolution of Boast.AI [10:53]
Raising money at the right time for the right reasons [19:58]
Learning and openness enable growth [24:50]
Sam’s Corner [28:42]  ]]>71b7fde7-e125-4cb3-a5e6-8050329b9592Tue, 20 Apr 2021 15:51:54 +0000Dan SanchezOverview: This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI. Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and...This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.
Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Lloyed also co-chairs Traction, a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference.
We hear about Lloyd’s extensive entrepreneurial background and the powerful lessons he has learned along the way.
What You’ll Learn

How Boast.AI simplifies the R&D tax credits process
The relationship between pioneer mentality and risk tolerance
Different phases to the evolution of Boast.ai
Raising money at the right time for the right reasons
Learning and openness enable growth

Show Agenda and Timestamps

Show Introduction [00:00]
Boast.ai and Lloyed’s entrepreneurial background [2:26]
Pioneer mentality and risk tolerance [6:27]
Phases in the evolution of Boast.AI [10:53]
Raising money at the right time for the right reasons [19:58]
Learning and openness enable growth [24:50]
Sam’s Corner [28:42]  ]]>1896falsefullhttps://www.spreaker.com/episode/friday-fundamentals-122-michael-hanson--52034233migration-https://cdn2.sounder.fm/216854/audio--140436--8936--18747--1a6aca74-d8f9-470e-8532-455f1ea906f7.mp3?v=1642752105Fri, 16 Apr 2021 12:00:00 +0000Dan SanchezFriday Fundamentals 122: Michael Hanson467falsefullhttps://www.spreaker.com/episode/friday-fundamentals-122-michael-hanson--519124157afdf63e-8294-4255-b34a-a70cdf6015b2Fri, 16 Apr 2021 12:00:00 +0000Dan SanchezFriday Fundamentals 122: Michael Hanson467falsefullhttps://www.spreaker.com/episode/156-how-to-sell-without-ego-w-michael-hanson--52034287migration-https://cdn2.sounder.fm/216813/audio--139984--8936--18747--6593b861-ac4a-49b3-8f49-d24bddf93f07.mp3?v=1642752121Tue, 13 Apr 2021 11:00:00 +0000Dan SanchezOverview:Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics...1668falsefullhttps://www.spreaker.com/episode/156-how-to-sell-without-ego-w-michael-hanson--51912607Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics for how to get meetings. One of his most important insights is about how to use video appropriately.
What You’ll Learn

Key principles to empower SDRs for success
Tips and tactics for using video in outbound
How long should sequences be? How many channels?
Should sales development fall under sales or marketing?
The sales pro's internal battle to sell without ego
How to change your mindset on rejection

Show Agenda and Timestamps

Key principles to empower SDRs for success [4:55]
Tips and tactics for using video in outbound [7:14]
How long should sequences be? How many channels? [8:49]
Should sales development fall under sales or marketing? [14:25]
The sales pro's internal battle to sell without ego [15:24]
How to change your mindset on rejection [19:33]
Sam’s Corner [25:00]

 ]]>08d98250-b462-421c-afb5-757e5e0e224cTue, 13 Apr 2021 11:00:00 +0000Dan SanchezOverview: Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics...Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics for how to get meetings. One of his most important insights is about how to use video appropriately.
What You’ll Learn

Key principles to empower SDRs for success
Tips and tactics for using video in outbound
How long should sequences be? How many channels?
Should sales development fall under sales or marketing?
The sales pro's internal battle to sell without ego
How to change your mindset on rejection

Show Agenda and Timestamps

Key principles to empower SDRs for success [4:55]
Tips and tactics for using video in outbound [7:14]
How long should sequences be? How many channels? [8:49]
Should sales development fall under sales or marketing? [14:25]
The sales pro's internal battle to sell without ego [15:24]
How to change your mindset on rejection [19:33]
Sam’s Corner [25:00]

 ]]>1668falsefullhttps://www.spreaker.com/episode/friday-fundamentals-121-pouyan-salehi--52034260migration-https://cdn2.sounder.fm/214567/audio--138984--8936--18747--20a4b169-9141-4ff4-9927-55440674602b.mp3?v=1642751524Fri, 09 Apr 2021 08:15:00 +0000Dan SanchezFriday Fundamentals 121: Pouyan Salehi439falsefullhttps://www.spreaker.com/episode/friday-fundamentals-121-pouyan-salehi--519125167c54b8b1-147f-4b8d-829d-b2eb27a23523Fri, 09 Apr 2021 08:15:00 +0000Dan SanchezFriday Fundamentals 121: Pouyan Salehi439falsefullhttps://www.spreaker.com/episode/155-how-to-improve-your-sales-process-w-pouyan-salehi--52034300migration-https://cdn2.sounder.fm/217178/audio--138227--8936--18747--72ebf393-81a8-4a11-b8f4-55ae849a93e1.mp3?v=1642752210Tue, 06 Apr 2021 08:45:00 +0000Dan SanchezOverview:This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound...2203falsefullhttps://www.spreaker.com/episode/155-how-to-improve-your-sales-process-w-pouyan-salehi--51912525This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere.
What You’ll Learn

Lessons learned from owning a Domino's franchise
What problem are you solving?
When you're not that hotshot kid anymore
Why go-to-market excellence trumps product excellence
Can you pass the Mom Test?

Show Agenda and Timestamps

Show Introduction [00:49]
Lessons learned from owning a Domino's franchise [6:33]
What problem are you solving? [13:57]
When you're not that hotshot kid anymore [16:16]
Why go-to-market excellence trumps product excellence [24:57]
Can you pass the Mom Test? [30:54]
Sam’s Corner [32:50] ]]>3da918f0-3d0a-438a-bf35-7d620a2854e2Tue, 06 Apr 2021 08:45:00 +0000Dan SanchezOverview: This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound...This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere.
What You’ll Learn

Lessons learned from owning a Domino's franchise
What problem are you solving?
When you're not that hotshot kid anymore
Why go-to-market excellence trumps product excellence
Can you pass the Mom Test?

Show Agenda and Timestamps

Show Introduction [00:49]
Lessons learned from owning a Domino's franchise [6:33]
What problem are you solving? [13:57]
When you're not that hotshot kid anymore [16:16]
Why go-to-market excellence trumps product excellence [24:57]
Can you pass the Mom Test? [30:54]
Sam’s Corner [32:50] ]]>2203falsefullhttps://www.spreaker.com/episode/friday-fundamentals-121-neil-ringers--52034232migration-https://cdn2.sounder.fm/201180/audio--130890--8936--18747--460732c9-0f3f-496b-9101-d87820b83351.mp3?v=1642748625Fri, 02 Apr 2021 09:15:00 +0000Dan SanchezFriday Fundamentals 121: Neil Ringers303falsefullhttps://www.spreaker.com/episode/friday-fundamentals-121-neil-ringers--5191260639409459-51d1-4c9e-a60b-d4eb9e478dfcFri, 02 Apr 2021 09:15:00 +0000Dan SanchezFriday Fundamentals 121: Neil Ringers302falsefullhttps://www.spreaker.com/episode/154-guided-selling-w-neil-ringers--52034306migration-https://cdn2.sounder.fm/197132/audio--128583--8936--18747--b52db0a6-7410-48a0-b82f-b7ff25e9148c.mp3?v=1642746850Tue, 30 Mar 2021 10:30:00 +0000Dan SanchezOverview:This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue...2052falsefullhttps://www.spreaker.com/episode/154-guided-selling-w-neil-ringers--51912706This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.
Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They've built a new process of guided selling, which Neil discusses during the show.
What You’ll Learn

How Revenue Grid enables smarter selling
Guided selling and engagement
Scaling sales during the pandemic
How to build a winning sales team

Show Agenda and Timestamps

Show Introduction [00:00]
About Revenue Grid & Neil’s Journey [06:39]
Scaling Up During The Pandemic [11:40]
Developing A Winning Sales Team [16:24]
The Value Of CRM Integration [22:24]
Who Neil Finds Inspiration From [26:44]
Sam’s Corner [29:37]

 ]]>86755c30-0a73-4363-8d1e-126a07da106cTue, 30 Mar 2021 10:30:00 +0000Dan SanchezOverview: This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid....This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.
Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They've built a new process of guided selling, which Neil discusses during the show.
What You’ll Learn

How Revenue Grid enables smarter selling
Guided selling and engagement
Scaling sales during the pandemic
How to build a winning sales team

Show Agenda and Timestamps

Show Introduction [00:00]
About Revenue Grid & Neil’s Journey [06:39]
Scaling Up During The Pandemic [11:40]
Developing A Winning Sales Team [16:24]
The Value Of CRM Integration [22:24]
Who Neil Finds Inspiration From [26:44]
Sam’s Corner [29:37]

 ]]>2052falsefullhttps://www.spreaker.com/episode/friday-fundamentals-120-paul-fifield--52034175migration-https://cdn2.sounder.fm/196061/audio--127752--8936--18747--7b26b05c-0a55-49ba-ba03-c8e919db4701.mp3?v=1642747579Fri, 26 Mar 2021 09:00:00 +0000Dan SanchezFriday Fundamentals 120: Paul Fifield427falsefullhttps://www.spreaker.com/episode/friday-fundamentals-120-paul-fifield--519124732c1d29eb-1b30-4fbf-b112-7a3609be8172Fri, 26 Mar 2021 09:00:00 +0000Dan SanchezFriday Fundamentals 120: Paul Fifield427falsefullhttps://www.spreaker.com/episode/153-don-t-learn-on-the-job-w-paul-fifield--52034249migration-https://cdn2.sounder.fm/195437/audio--127381--8936--18747--6eb9a3ed-5143-40cf-a709-bca2c3390ce5.mp3?v=1642747990Tue, 23 Mar 2021 09:00:00 +0000Dan SanchezThis week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and...2103falsefullhttps://www.spreaker.com/episode/153-don-t-learn-on-the-job-w-paul-fifield--51912698What You’ll Learn

Fred's Floors and other startup ideas that didn't make it
Why learning on the job is a horrendous idea (but we do it all the time)
How people process information
Why starting your own business isn't a get-out-jail-free card


Predictable revenue
Show Agenda and Timestamps

Show Introduction [00:49]
Fred's Floors and other startup ideas that didn't make it [7:02]
Why learning on the job is a horrendous idea [13:20]
How people process information [17:44]
Why starting your own business isn't a get-out-jail-free card [24:02]
Predictable revenue [26:58]
Sam’s Corner [31:26]

 ]]>f4a5229e-c476-4d33-831c-699a6ca7f33bTue, 23 Mar 2021 09:00:00 +0000Dan SanchezThis week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and...What You’ll Learn

Fred's Floors and other startup ideas that didn't make it
Why learning on the job is a horrendous idea (but we do it all the time)
How people process information
Why starting your own business isn't a get-out-jail-free card


Predictable revenue
Show Agenda and Timestamps

Show Introduction [00:49]
Fred's Floors and other startup ideas that didn't make it [7:02]
Why learning on the job is a horrendous idea [13:20]
How people process information [17:44]
Why starting your own business isn't a get-out-jail-free card [24:02]
Predictable revenue [26:58]
Sam’s Corner [31:26]

 ]]>2103falsefullhttps://www.spreaker.com/episode/friday-fundamentals-119-sara-archer--52034230migration-https://cdn2.sounder.fm/191451/audio--125127--8936--18747--32341c8f-fe8f-4d87-9a16-1101dfc85a41.mp3?v=1642745886Fri, 19 Mar 2021 10:30:00 +0000Dan SanchezFriday Fundamentals 119: Sara Archer311falsefullhttps://www.spreaker.com/episode/friday-fundamentals-119-sara-archer--519125772622ed02-dca7-40bb-8480-44d1c2be216aFri, 19 Mar 2021 10:30:00 +0000Dan SanchezFriday Fundamentals 119: Sara Archer311falsefullhttps://www.spreaker.com/episode/152-a-framework-for-bringing-ethics-to-the-sale-w-sara-archer--52034182migration-https://cdn2.sounder.fm/190519/audio--124612--8936--18747--84272b57-be2d-445c-9c3d-5384d8e5dd5f.mp3?v=1642746685Tue, 16 Mar 2021 09:15:00 +0000Dan SanchezOverview:This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she...1838falsefullhttps://www.spreaker.com/episode/152-a-framework-for-bringing-ethics-to-the-sale-w-sara-archer--51912483This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.
What You’ll Learn

From neuroscience to revops: How Sara used her brain to start her sales career
The difference between success and failure
Get out of the dollar bin... or... Why discounts aren't your friends
The hardest non-technical job in the organization and how to get it
How to be ethical and avoid shady deals

Show Agenda and Timestamps

Show Introduction [00:10]
From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
The difference between success and failure [10:06]
Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
The hardest non-technical job in the organization and how to get it [19:49]
How to be ethical and avoid shady deals [22:09]
Sam’s Corner [26:02]

 ]]>417bcb10-765f-4db7-ad65-69d589ca9cabTue, 16 Mar 2021 09:15:00 +0000Dan SanchezOverview: This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she...This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.
What You’ll Learn

From neuroscience to revops: How Sara used her brain to start her sales career
The difference between success and failure
Get out of the dollar bin... or... Why discounts aren't your friends
The hardest non-technical job in the organization and how to get it
How to be ethical and avoid shady deals

Show Agenda and Timestamps

Show Introduction [00:10]
From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
The difference between success and failure [10:06]
Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
The hardest non-technical job in the organization and how to get it [19:49]
How to be ethical and avoid shady deals [22:09]
Sam’s Corner [26:02]

 ]]>1838falsefullhttps://www.spreaker.com/episode/friday-fundamentals-118-stephanie-cox--52034235migration-https://cdn2.sounder.fm/188642/audio--123554--8936--18747--8eb169b3-c27c-45c6-8ee8-7b35df68485b.mp3?v=1642746330Fri, 12 Mar 2021 11:15:00 +0000Dan SanchezFriday Fundamentals 118: Stephanie Cox533falsefullhttps://www.spreaker.com/episode/friday-fundamentals-118-stephanie-cox--51912591e6b4965f-0da7-4d8c-bf0d-9ce4534aab0bFri, 12 Mar 2021 11:15:00 +0000Dan SanchezFriday Fundamentals 118: Stephanie Cox533falsefullhttps://www.spreaker.com/episode/151-leads-don-t-matter-moving-from-a-sales-led-to-a-product-growth-orientation-w-stephanie-cox--52034192migration-https://cdn2.sounder.fm/186636/audio--122030--8936--18747--7a86e83c-5bd1-4832-801e-e2b598cc52a9.mp3?v=1642746893Tue, 09 Mar 2021 13:30:00 +0000Dan SanchezOverview:This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from...2261falsefullhttps://www.spreaker.com/episode/151-leads-don-t-matter-moving-from-a-sales-led-to-a-product-growth-orientation-w-stephanie-cox--51912704This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.
What You’ll Learn

The power of a coffee meeting: How Stephanie amped up her career
How to shift from marketing to sales without losing steam
The great reset: From sales-led to product-growth orientation
"Leads don't matter" — Stephanie wades into the controversy
For the love of all things Burger King

Show Agenda and Timestamps

Show Introduction [00:10]
The power of a coffee meeting: How Stephanie amped up her career [6:33]
How to shift from marketing to sales without losing steam [14:11]
The great reset: From sales-led to product-growth orientation [19:11]
"Leads don't matter" — Stephanie wades into the controversy [24:17]
For the love of all things Burger King [30:02]
Sam’s Corner [32:56]

 ]]>3029c6ad-ad63-4d42-9bf5-2feda547de81Tue, 09 Mar 2021 13:30:00 +0000Dan SanchezOverview: This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a...This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.
What You’ll Learn

The power of a coffee meeting: How Stephanie amped up her career
How to shift from marketing to sales without losing steam
The great reset: From sales-led to product-growth orientation
"Leads don't matter" — Stephanie wades into the controversy
For the love of all things Burger King

Show Agenda and Timestamps

Show Introduction [00:10]
The power of a coffee meeting: How Stephanie amped up her career [6:33]
How to shift from marketing to sales without losing steam [14:11]
The great reset: From sales-led to product-growth orientation [19:11]
"Leads don't matter" — Stephanie wades into the controversy [24:17]
For the love of all things Burger King [30:02]
Sam’s Corner [32:56]

 ]]>2261falsefullhttps://www.spreaker.com/episode/friday-fundamentals-117-michelle-benfer--52034240migration-https://cdn2.sounder.fm/182808/audio--119466--8936--18747--a8b12341-c844-42e9-b21d-018b8457e3a0.mp3?v=1642749093Fri, 05 Mar 2021 10:00:00 +0000Dan SanchezFriday Fundamentals 117: Michelle Benfer238falsefullhttps://www.spreaker.com/episode/friday-fundamentals-117-michelle-benfer--5191256970ffaed1-5fca-4a97-aa09-50aaa0db40eeFri, 05 Mar 2021 10:00:00 +0000Dan SanchezFriday Fundamentals 117: Michelle Benfer238falsefullhttps://www.spreaker.com/episode/150-driving-sales-home-tips-from-an-auto-dealership-w-michelle-benfer--52034273migration-https://cdn2.sounder.fm/180318/audio--117990--8936--18747--181d6805-6f43-4e0d-8880-4134142028e5.mp3?v=1642742493Tue, 02 Mar 2021 14:30:00 +0000Dan SanchezOverview:This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she...2135falsefullhttps://www.spreaker.com/episode/150-driving-sales-home-tips-from-an-auto-dealership-w-michelle-benfer--51912726This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic.
What You’ll Learn

From hubcaps to Hubspot: Michelle's sales career
What has changed in sales leadership since 2005
How to establish trust and credibility as a leader
Lessons Michelle learned in 2020
Michelle's advice for women leaders

Show Agenda and Timestamps

Show Introduction [00:02]
From hubcaps to Hubspot: Michelle's sales career [1:27]
What has changed in sales leadership since 2005 [8:43]
How to establish trust and credibility as a leader [14:41]
Lessons Michelle learned in 2020 [20:37]
Michelle's advice for women leaders [25:00]
Sam’s Corner [31:24]

 ]]>f5c7aeca-8e59-4c8a-a1d0-62f4573e3eebTue, 02 Mar 2021 14:30:00 +0000Dan SanchezOverview: This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she...This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic.
What You’ll Learn

From hubcaps to Hubspot: Michelle's sales career
What has changed in sales leadership since 2005
How to establish trust and credibility as a leader
Lessons Michelle learned in 2020
Michelle's advice for women leaders

Show Agenda and Timestamps

Show Introduction [00:02]
From hubcaps to Hubspot: Michelle's sales career [1:27]
What has changed in sales leadership since 2005 [8:43]
How to establish trust and credibility as a leader [14:41]
Lessons Michelle learned in 2020 [20:37]
Michelle's advice for women leaders [25:00]
Sam’s Corner [31:24]

 ]]>2134falsefullhttps://www.spreaker.com/episode/friday-fundamentals-116-hunter-madeley--52034216migration-https://cdn2.sounder.fm/177350/audio--115713--8936--18747--d1df2206-b3ad-40d7-b8b6-60f48b715063.mp3?v=1642742308Fri, 26 Feb 2021 10:30:00 +0000Dan SanchezFriday Fundamentals 116: Hunter Madeley408falsefullhttps://www.spreaker.com/episode/friday-fundamentals-116-hunter-madeley--51912589b6e61c78-09fb-41da-99fb-bb6b7880bf9eFri, 26 Feb 2021 10:30:00 +0000Dan SanchezFriday Fundamentals 116: Hunter Madeley408falsefullhttps://www.spreaker.com/episode/149-what-makes-a-great-sales-leader-w-hunter-madeley--52034310migration-https://cdn2.sounder.fm/178351/audio--116479--8936--18747--140e2866-e5b2-4226-9169-e186a5aa9a43.mp3?v=1642745410Tue, 23 Feb 2021 11:00:00 +0000Dan SanchezOverview:This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went...2349falsefullhttps://www.spreaker.com/episode/149-what-makes-a-great-sales-leader-w-hunter-madeley--51912475This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.
What You’ll Learn


Hunter's storied career in sales leadership
A good path to the CEO's spot
Surprises in the top job
Hunter on lessons learned during COVID
The keys to successful agile planning

Show Agenda and Timestamps

Show Introduction [00:09]
About Hunter Madeley and Vena Solutions [1:42]
A good path to the CEO's spot [9:23]
Surprises in the top job [17:32]
Hunter on lessons learned during COVID [19:19]
The keys to successful agile planning [23:16]
Sam’s Corner [34:47]]]>af96d45b-7f37-466c-8447-ec40574c4cc5Tue, 23 Feb 2021 11:00:00 +0000Dan SanchezOverview: This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from...This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.
What You’ll Learn


Hunter's storied career in sales leadership
A good path to the CEO's spot
Surprises in the top job
Hunter on lessons learned during COVID
The keys to successful agile planning

Show Agenda and Timestamps

Show Introduction [00:09]
About Hunter Madeley and Vena Solutions [1:42]
A good path to the CEO's spot [9:23]
Surprises in the top job [17:32]
Hunter on lessons learned during COVID [19:19]
The keys to successful agile planning [23:16]
Sam’s Corner [34:47]]]>2349falsefullhttps://www.spreaker.com/episode/friday-fundamentals-115-kristen-twining--52034225migration-https://cdn2.sounder.fm/180003/audio--117627--8936--18747--db4b857c-5420-4739-ba36-1c69b57e07ca.mp3?v=1642746261Fri, 19 Feb 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 115: Kristen Twining317falsefullhttps://www.spreaker.com/episode/friday-fundamentals-115-kristen-twining--51912608a333b641-635c-4646-9ca6-827264118184Fri, 19 Feb 2021 05:00:00 +0000Dan SanchezFriday Fundamentals 115: Kristen Twining316falsefullhttps://www.spreaker.com/episode/148-lessons-field-sales-can-learn-from-inside-sales-w-kristin-twining--52034331migration-https://cdn2.sounder.fm/179603/audio--117343--8936--18747--9b4d9385-6a1c-45e1-8b4f-6e6be8b4ab9d.mp3?v=1642742767Tue, 16 Feb 2021 15:15:14 +0000Dan SanchezOverview:This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual...2552falsefullhttps://www.spreaker.com/episode/148-lessons-field-sales-can-learn-from-inside-sales-w-kristin-twining--51912650This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.
What You’ll Learn

Kristin's remarkable career in sales
Lessons from inside sales mid-pandemic
Kristin on the future of sales
How to succeed at home and at work
Follow in Kristin's footsteps

Show Agenda and Timestamps

Show Introduction [00:10]
About Kristin Twining and FireMon [2:03]
Lessons from inside sales mid-pandemic [18:50]
Kristin on the future of sales [23:04]
How to succeed both at home and at work [26:32]
Follow in Kristin's footsteps [33:36]
Sam’s Corner [37:25]

 ]]>713600b9-6db8-4562-9b9a-3924e4b54041Tue, 16 Feb 2021 15:15:14 +0000Dan SanchezOverview: This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor,...This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.
What You’ll Learn

Kristin's remarkable career in sales
Lessons from inside sales mid-pandemic
Kristin on the future of sales
How to succeed at home and at work
Follow in Kristin's footsteps

Show Agenda and Timestamps

Show Introduction [00:10]
About Kristin Twining and FireMon [2:03]
Lessons from inside sales mid-pandemic [18:50]
Kristin on the future of sales [23:04]
How to succeed both at home and at work [26:32]
Follow in Kristin's footsteps [33:36]
Sam’s Corner [37:25]

 ]]>2552falsefullhttps://www.spreaker.com/episode/friday-fundamentals-114-fred-mather--52034243migration-https://cdn2.sounder.fm/176351/audio--114805--8936--18747--c2122dfc-3403-4612-806b-eb5794921cc3.mp3?v=1642744403Fri, 12 Feb 2021 10:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk to Fred Mather  469falsefullhttps://www.spreaker.com/episode/friday-fundamentals-114-fred-mather--519126593aab0165-a938-40cf-92e7-01c90ea3aa5cFri, 12 Feb 2021 10:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk to Fred Mather  469falsefullhttps://www.spreaker.com/episode/147-top-advice-for-rising-leaders-have-a-plan-w-fred-mather--52034327migration-https://cdn2.sounder.fm/176341/audio--114802--8936--18747--25b3b455-c426-49f3-9ec0-4432717a67e0.mp3?v=1642744421Tue, 09 Feb 2021 10:45:00 +0000Dan SanchezOverview:This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100...2370falsefullhttps://www.spreaker.com/episode/147-top-advice-for-rising-leaders-have-a-plan-w-fred-mather--51912399This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million — in both the UK and US. Currently, he is executive vice-chairman of Revenue Collective.
What You’ll Learn

Fred’s insights on the differences in sales between the UK and US
His career path and the importance of networking
A many-time CRO on what makes a distinguished leader
Rising leaders need to have a plan
A plan doesn’t just mean revenue

Show Agenda and Timestamps

Show Introduction [00:02]
About Fred Mather and Revenue Collective [1:12]
Sales in the UK vs. US [9:46]
Fred on Leadership [21:08]
Advice for rising leaders [27:14]
You need a plan [31:02]
Sam’s Corner [34:46]


Sales Hacker to Complete ]]>70aedf96-01a1-42a7-9edc-3a74dacd916eTue, 09 Feb 2021 10:45:00 +0000Dan SanchezOverview: This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million...This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million — in both the UK and US. Currently, he is executive vice-chairman of Revenue Collective.
What You’ll Learn

Fred’s insights on the differences in sales between the UK and US
His career path and the importance of networking
A many-time CRO on what makes a distinguished leader
Rising leaders need to have a plan
A plan doesn’t just mean revenue

Show Agenda and Timestamps

Show Introduction [00:02]
About Fred Mather and Revenue Collective [1:12]
Sales in the UK vs. US [9:46]
Fred on Leadership [21:08]
Advice for rising leaders [27:14]
You need a plan [31:02]
Sam’s Corner [34:46]


Sales Hacker to Complete ]]>2370falsefullhttps://www.spreaker.com/episode/146-why-following-your-passion-is-bad-advice-and-what-the-good-advice-is-w-callie-moriarty--52034264migration-https://cdn2.sounder.fm/173090/audio--112589--8936--18747--797ba02a-7a0c-42f8-9fa9-826aac8b0fe2.mp3?v=1642742242Fri, 29 Jan 2021 17:43:29 +0000Dan SanchezThis week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We're talking with Callie Moriarty, an enterprise account executive at Six River Systems, which is software that...1894falsefullhttps://www.spreaker.com/episode/146-why-following-your-passion-is-bad-advice-and-what-the-good-advice-is-w-callie-moriarty--5191271171e8b5f8-71c0-4b79-9f42-a8d76731ec6fFri, 29 Jan 2021 17:43:29 +0000Dan SanchezThis week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We're talking with Callie Moriarty, an enterprise account executive at Six River Systems, which is software that manages...1894falsefullhttps://www.spreaker.com/episode/friday-fundamentals-113-callie-moriarty--52034323migration-https://cdn2.sounder.fm/173092/audio--112590--8936--18747--12aa5ba4-623d-4b83-978b-dc9352d390a1.mp3?v=1642742199Fri, 29 Jan 2021 10:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk with Callie Moriarty. 355falsefullhttps://www.spreaker.com/episode/friday-fundamentals-113-callie-moriarty--5191263261a5f9e2-6c86-4590-b262-179cbe4fc6a8Fri, 29 Jan 2021 10:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk with Callie Moriarty. 355falsefullhttps://www.spreaker.com/episode/friday-fundamentals-112-jacco-van-der-kooij--52034328migration-https://cdn2.sounder.fm/170979/audio--110815--8936--18747--8a7722b2-f690-4231-9025-f46c026a1db8.mp3?v=1642741847Fri, 22 Jan 2021 20:45:38 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.340falsefullhttps://www.spreaker.com/episode/friday-fundamentals-112-jacco-van-der-kooij--5191250333bb7960-cda7-4a86-8548-f5898ecf38f9Fri, 22 Jan 2021 20:45:38 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.340falsefullhttps://www.spreaker.com/episode/145-lessons-learned-from-winning-by-design-w-jacco-van-der-kooij--52034252migration-https://cdn2.sounder.fm/169574/audio--109873--8936--18747--63f83e04-7150-4261-8984-b76e0a6ea512.mp3?v=1642741776Tue, 19 Jan 2021 17:05:21 +0000Dan SanchezThis week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode...2586falsefullhttps://www.spreaker.com/episode/145-lessons-learned-from-winning-by-design-w-jacco-van-der-kooij--519125530742e210-cf2f-4279-ae8d-1254f93a4981Tue, 19 Jan 2021 17:05:21 +0000Dan SanchezThis week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco...2586falsefullhttps://www.spreaker.com/episode/friday-fundamentals-111-mark-levinson-on-framework-for-driving-productivity--52034330migration-https://cdn2.sounder.fm/165035/audio--106301--8936--18747--1296ada3-7f9b-4d57-b99b-c98fc2b8dfe2.mp3?v=1642740806Fri, 15 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mark Levinson on framework for driving productivity 249falsefullhttps://www.spreaker.com/episode/friday-fundamentals-111-mark-levinson-on-framework-for-driving-productivity--51912685dfc0522a-f2dc-4da3-9c4a-3c2f3175c19cFri, 15 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mark Levinson on framework for driving productivity 249falsefullhttps://www.spreaker.com/episode/144-how-to-drive-productivity-the-key-is-operational-excellence-w-mark-levinson--52034280migration-https://cdn2.sounder.fm/165034/audio--106300--8936--18747--c4276760-a5ce-4d6a-b672-ce260f624328.mp3?v=1642740841Tue, 12 Jan 2021 05:00:00 +0000Dan SanchezThis week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. He's a thoughtful, intelligent person who's served both as an operator and an analyst. So he's given...2074falsefullhttps://www.spreaker.com/episode/144-how-to-drive-productivity-the-key-is-operational-excellence-w-mark-levinson--51912603c3fb0d8e-228b-47bf-a928-0cc506308ba6Tue, 12 Jan 2021 05:00:00 +0000Dan SanchezThis week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. He's a thoughtful, intelligent person who's served both as an operator and an analyst. So he's given a lot of...2074falsefullhttps://www.spreaker.com/episode/friday-fundamentals-110-kata-nyitrai-on-the-modern-way-to-cold-call--52034250migration-https://cdn2.sounder.fm/162916/audio--104898--8936--18747--ab0b84b7-ff36-478f-9459-d191d23e8063.mp3?v=1642740168Fri, 08 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Kata Nyitrai on The Modern Way to Cold Call591falsefullhttps://www.spreaker.com/episode/friday-fundamentals-110-kata-nyitrai-on-the-modern-way-to-cold-call--519125313d70a552-a030-434e-b796-b28b03b8570bFri, 08 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Kata Nyitrai on The Modern Way to Cold Call591falsefullhttps://www.spreaker.com/episode/143-getting-in-touch-how-to-talk-to-people-who-don-t-know-you-w-kata-nyitrai--52034292migration-https://cdn2.sounder.fm/162914/audio--104896--8936--18747--5a5c216e-4a99-456a-92e3-a9276292b3f5.mp3?v=1642740190Tue, 05 Jan 2021 05:00:00 +0000Dan SanchezThis week on the show, we've got Kata Nyitrai, head of global sales development for Miro, a fast-growing company in Europe. She talks about how to get in touch with people, specifically how you can generate meetings. Miro and I discuss the best...1968falsefullhttps://www.spreaker.com/episode/143-getting-in-touch-how-to-talk-to-people-who-don-t-know-you-w-kata-nyitrai--5191261587bae387-f427-45ff-9f3a-9d7deff6a35dTue, 05 Jan 2021 05:00:00 +0000Dan SanchezThis week on the show, we've got Kata Nyitrai, head of global sales development for Miro, a fast-growing company in Europe. She talks about how to get in touch with people, specifically how you can generate meetings. Miro and I discuss the best...1968falsefullhttps://www.spreaker.com/episode/friday-fundamentals-109-mike-mcnary-on-the-trick-to-driving-employee-happiness--52034254migration-https://cdn2.sounder.fm/160662/audio--103231--8936--18747--bd0bc475-02d1-4dfe-b85e-e439f6993c2e.mp3?v=1642739289Fri, 01 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mike McNary on the Trick to Driving Employee Happiness399falsefullhttps://www.spreaker.com/episode/friday-fundamentals-109-mike-mcnary-on-the-trick-to-driving-employee-happiness--5191244863825510-59d0-4a20-9d80-c7a889a5db9aFri, 01 Jan 2021 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mike McNary on the Trick to Driving Employee Happiness399falsefullhttps://www.spreaker.com/episode/142-restructuring-cx-through-ex-w-mike-mcnary--52034257migration-https://cdn2.sounder.fm/160661/audio--103230--8936--18747--47559df2-518c-405e-9a01-d2f06a89c377.mp3?v=1642739335Tue, 29 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mike McNary, VP of Acquisition at Mimeo, a company that helps people print and deliver documents. Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of...2254falsefullhttps://www.spreaker.com/episode/142-restructuring-cx-through-ex-w-mike-mcnary--51912741Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. Mimeo has been on a journey to reform and restructure their sales team, customer success, and employee experience in order to drive significant growth.]]>5448bf03-a625-42f6-85a8-21d0abbd0eb8Tue, 29 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mike McNary, VP of Acquisition at Mimeo, a company that helps people print and deliver documents. Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all...Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. Mimeo has been on a journey to reform and restructure their sales team, customer success, and employee experience in order to drive significant growth.]]>2254falsefullhttps://www.spreaker.com/episode/friday-fundamentals-108-mary-grothe-on-sales-bq--52034284migration-https://cdn2.sounder.fm/157879/audio--100899--8936--18747--b184f901-1df9-4420-937a-1fc2396b9b67.mp3?v=1642738643Fri, 25 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mary Grothe on Sales BQ594falsefullhttps://www.spreaker.com/episode/friday-fundamentals-108-mary-grothe-on-sales-bq--51912626995305dc-754c-442a-8da8-ae0b290d96d2Fri, 25 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mary Grothe on Sales BQ594falsefullhttps://www.spreaker.com/episode/141-how-to-build-an-achievable-revenue-plan-w-mary-grothe--52034305migration-https://cdn2.sounder.fm/157877/audio--100897--8936--18747--f2451ab1-9727-4481-80af-4add1a16807b.mp3?v=1642738692Tue, 22 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mary Grothe, CEO at House of Revenue.Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer...2759falsefullhttps://www.spreaker.com/episode/141-how-to-build-an-achievable-revenue-plan-w-mary-grothe--51912429Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer success departments and getting to the root of their revenue problems, rebuilding infrastructure, developing talent, implementing RevOps and holistically scaling their revenue. With 13 people in year 3, they just crossed 2 million in revenue.]]>90bdea4f-0bda-4656-9994-8cb6f733cc4eTue, 22 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mary Grothe, CEO at House of Revenue. Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer...Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer success departments and getting to the root of their revenue problems, rebuilding infrastructure, developing talent, implementing RevOps and holistically scaling their revenue. With 13 people in year 3, they just crossed 2 million in revenue.]]>2759falsefullhttps://www.spreaker.com/episode/friday-fundamentals-107-zak-hemraj-on-advice-to-improve-winning-more-rfps--52034291migration-https://cdn2.sounder.fm/155269/audio--98908--8936--18747--f76e5347-eab4-45aa-ae89-6e7ba73f0837.mp3?v=1642738805Fri, 18 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Zak Hemraj on advice to improve winning more RFPs 270falsefullhttps://www.spreaker.com/episode/friday-fundamentals-107-zak-hemraj-on-advice-to-improve-winning-more-rfps--51912621365fa804-cc2b-4b7d-8f6c-29fd4db3dd8bFri, 18 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Zak Hemraj on advice to improve winning more RFPs 270falsefullhttps://www.spreaker.com/episode/140-habits-of-a-bootstrap-ceo-depth-not-breadth-w-zak-hemraj--52034346migration-https://cdn2.sounder.fm/155267/audio--98906--8936--18747--c5a16e71-268e-4680-a84f-677230cf807c.mp3?v=1642738855Tue, 15 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zak Hemraj, CEO and co-founder of Loopio, a Toronto-based software company that streamlines the RFP process.Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today,...2211falsefullhttps://www.spreaker.com/episode/140-habits-of-a-bootstrap-ceo-depth-not-breadth-w-zak-hemraj--51912534Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today, Loopio serves more than 850 world-leading organizations, is ranked 13th on the 2019 Deloitte Technology Fast 50 List, and was selected as one of LinkedIn's top startups in Canada 2 years in a row.]]>a55c8371-3276-4399-a7e1-0d0d24ef53aaTue, 15 Dec 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zak Hemraj, CEO and co-founder of Loopio, a Toronto-based software company that streamlines the RFP process. Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today,...Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today, Loopio serves more than 850 world-leading organizations, is ranked 13th on the 2019 Deloitte Technology Fast 50 List, and was selected as one of LinkedIn's top startups in Canada 2 years in a row.]]>2211falsefullhttps://www.spreaker.com/episode/friday-fundamentals-106-luke-rogers-on-the-3-ways-to-build-diversity-into-hiring-practices--52034224migration-https://cdn2.sounder.fm/153058/audio--97147--8936--18747--72733b26-a733-4f4b-8482-ecfff0af1f14.mp3?v=1642738003Fri, 11 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices. 336falsefullhttps://www.spreaker.com/episode/friday-fundamentals-106-luke-rogers-on-the-3-ways-to-build-diversity-into-hiring-practices--5191276564bf8d1d-05d7-4755-a931-74bf6376966bFri, 11 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices. 336falsefullhttps://www.spreaker.com/episode/139-teaching-sales-as-a-science-w-luke-rogers--52034279migration-https://cdn2.sounder.fm/153056/audio--97145--8936--18747--dc8982ef-ed21-480a-9f85-bc574a77d2c9.mp3?v=1642738049Tue, 08 Dec 2020 05:00:00 +0000Dan SanchezThis week on the show, we've got Luke Rogers, the vice president of sales at Instabase. Luke has a really interesting life story. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology...2345falsefullhttps://www.spreaker.com/episode/139-teaching-sales-as-a-science-w-luke-rogers--519125965c37cf55-ead1-4de9-b18a-aa8a695e5f8fTue, 08 Dec 2020 05:00:00 +0000Dan SanchezThis week on the show, we've got Luke Rogers, the vice president of sales at Instabase. Luke has a really interesting life story. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting...2345falsefullhttps://www.spreaker.com/episode/friday-fundamentals-105-jake-sorofman-on-the-3-key-differences-between-building-and-scaling--52034244migration-https://cdn2.sounder.fm/153057/audio--97146--8936--18747--7e77e453-0cf0-4958-9d21-2fb49f50469e.mp3?v=1642738003Fri, 04 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jake Sorofman on the 3 Key Differences between Building and Scaling 361falsefullhttps://www.spreaker.com/episode/friday-fundamentals-105-jake-sorofman-on-the-3-key-differences-between-building-and-scaling--519126394c38f28b-8df2-475c-b627-75206fefea07Fri, 04 Dec 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jake Sorofman on the 3 Key Differences between Building and Scaling 361falsefullhttps://www.spreaker.com/episode/138-the-journey-from-being-a-marketer-to-serving-as-ceo-w-jake-sorofman--52034269migration-https://cdn2.sounder.fm/150610/audio--95298--8936--18747--41229fe3-779e-48ad-8951-e4bd7654c378.mp3?v=1642736987Tue, 01 Dec 2020 05:00:00 +0000Dan SanchezOn today's show, Jake Sorofman joins us as our guest. Jake is a career marketer who served as the CMO at Pendo. He also worked at Gartner where he worked as head of research. After a career as a vp of marketing and CMO, Jake now serves as...1975falsefullhttps://www.spreaker.com/episode/138-the-journey-from-being-a-marketer-to-serving-as-ceo-w-jake-sorofman--51912560Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.]]>4f2ccf8c-d75c-4ad1-8757-427b7d15b31fTue, 01 Dec 2020 05:00:00 +0000Dan SanchezOn today's show, Jake Sorofman joins us as our guest. Jake is a career marketer who served as the CMO at Pendo. He also worked at Gartner where he worked as head of research. After a career as a vp of marketing and CMO, Jake now serves as president of...Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.]]>1975falsefullhttps://www.spreaker.com/episode/friday-fundamentals-104-trish-bertuzzi-on-successful-customer-engagement--52034272migration-https://cdn2.sounder.fm/148969/audio--94146--8936--18747--438f8287-14f1-4f26-a50c-1b190fdffe60.mp3?v=1642736893Fri, 27 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Trish Bertuzzi on Successful Customer Engagement347falsefullhttps://www.spreaker.com/episode/friday-fundamentals-104-trish-bertuzzi-on-successful-customer-engagement--51912733b1e2d785-da66-4cc8-bcf1-c8fc582fe700Fri, 27 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Trish Bertuzzi on Successful Customer Engagement347falsefullhttps://www.spreaker.com/episode/137-team-selling-a-comeback-story-for-2021-w-trish-bertuzzi--52034258migration-https://cdn2.sounder.fm/148971/audio--94148--8936--18747--306144f3-e11e-481e-8408-fae8582f46b7.mp3?v=1642736949Tue, 24 Nov 2020 05:00:00 +0000Dan SanchezOn today's show, we're talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior...2263falsefullhttps://www.spreaker.com/episode/137-team-selling-a-comeback-story-for-2021-w-trish-bertuzzi--51912670She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.
She's also going to talk about 2021 planning, how this year the planning process must be different.
Finally, she's going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we're all working from home.]]>b797ce31-330b-4411-b1f8-eb87343430b7Tue, 24 Nov 2020 05:00:00 +0000Dan SanchezOn today's show, we're talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives,...She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.
She's also going to talk about 2021 planning, how this year the planning process must be different.
Finally, she's going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we're all working from home.]]>2263falsefullhttps://www.spreaker.com/episode/friday-fundamentals-103-matt-klepac-on-driving-sales-and-marketing-alignment--52034299migration-https://cdn2.sounder.fm/146335/audio--92360--8936--18747--5fb2ae00-fcd0-45cc-88e4-829d415dc339.mp3?v=1642739944Fri, 20 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matt Klepac driving sales and marketing alignment.294falsefullhttps://www.spreaker.com/episode/friday-fundamentals-103-matt-klepac-on-driving-sales-and-marketing-alignment--5191265336452d8a-9f72-465e-9e68-bcd4843d7592Fri, 20 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matt Klepac driving sales and marketing alignment.294falsefullhttps://www.spreaker.com/episode/136-from-the-opera-to-the-c-suite-taking-the-leap-and-founding-a-company-w-matt-klepac--52034277migration-https://cdn2.sounder.fm/152436/audio--96682--8936--18747--d89264ad-00ee-45a4-b0ee-e07e7121d576.mp3?v=1642738699Tue, 17 Nov 2020 05:30:00 +0000Dan SanchezOn today's show, we've got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They're pioneering what they say is the revenue operations revolution. Matt started his career as an...2223falsefullhttps://www.spreaker.com/episode/136-from-the-opera-to-the-c-suite-taking-the-leap-and-founding-a-company-w-matt-klepac--51912573be42eab7-765f-453c-9aea-edc208f623bcTue, 17 Nov 2020 05:30:00 +0000Dan SanchezOn today's show, we've got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They're pioneering what they say is the revenue operations revolution. Matt started his career as an opera singer in...2223falsefullhttps://www.spreaker.com/episode/friday-fundamentals-102-aj-bruno-on-fixing-broken-comp-plans--52034226migration-https://cdn2.sounder.fm/146328/audio--92356--8936--18747--6088720c-032d-4ef7-8aa2-85e73e6d6734.mp3?v=1642739925Fri, 13 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with AJ Bruno on fixing broken comp plans297falsefullhttps://www.spreaker.com/episode/friday-fundamentals-102-aj-bruno-on-fixing-broken-comp-plans--5191262402cad468-b288-4a62-aa64-eeca9d709c31Fri, 13 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with AJ Bruno on fixing broken comp plans297falsefullhttps://www.spreaker.com/episode/135-pushing-through-the-zone-of-discomfort-towards-personal-growth-w-aj-bruno--52034308migration-https://cdn2.sounder.fm/146326/audio--92354--8936--18747--690ba783-08f5-4c9a-bb84-9a4f73c5421e.mp3?v=1642739958Tue, 10 Nov 2020 05:00:00 +0000Dan SanchezWe've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as...2387falsefullhttps://www.spreaker.com/episode/135-pushing-through-the-zone-of-discomfort-towards-personal-growth-w-aj-bruno--51912575f72ab1f9-8d30-45d7-8e6b-b89d926773e7Tue, 10 Nov 2020 05:00:00 +0000Dan SanchezWe've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a...2387falsefullhttps://www.spreaker.com/episode/friday-fundamentals-101-ilan-jacobson-on-the-1-trait-that-drives-successful-sales-people--52034344migration-https://cdn2.sounder.fm/144961/audio--91363--8936--18747--f736d2b0-2a19-4539-b156-8f8c83ab336f.mp3?v=1642736859Fri, 06 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ilan Jacobson on the #1 trait that drives successful sales people415falsefullhttps://www.spreaker.com/episode/friday-fundamentals-101-ilan-jacobson-on-the-1-trait-that-drives-successful-sales-people--51912660117eb6f9-50ed-47c3-8e24-ea37608f1c01Fri, 06 Nov 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ilan Jacobson on the #1 trait that drives successful sales people415falsefullhttps://www.spreaker.com/episode/134-what-great-teams-and-great-leaders-hold-in-common-w-ilan-jacobson--52034322migration-https://cdn2.sounder.fm/144724/audio--91128--8936--18747--6943ce07-0f01-41a7-a071-b14593cc509f.mp3?v=1642738975Tue, 03 Nov 2020 05:00:00 +0000Dan SanchezToday, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of...2368falsefullhttps://www.spreaker.com/episode/134-what-great-teams-and-great-leaders-hold-in-common-w-ilan-jacobson--519125851009e299-1d78-4fee-941a-3879a152dac1Tue, 03 Nov 2020 05:00:00 +0000Dan SanchezToday, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of...2368falsefullhttps://www.spreaker.com/episode/friday-fundamentals-100-jim-donovan-on-the-3-tips-for-effective-lead-generation-for-sdrs--52034222migration-https://cdn2.sounder.fm/144725/audio--91129--8936--18747--9684306a-be32-4cd1-a425-75ce46afdb09.mp3?v=1642738924Fri, 30 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs284falsefullhttps://www.spreaker.com/episode/friday-fundamentals-100-jim-donovan-on-the-3-tips-for-effective-lead-generation-for-sdrs--5191268601eb117a-dea5-4279-b280-3783595fa529Fri, 30 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs284falsefullhttps://www.spreaker.com/episode/special-episode-highlights-from-top-women-in-sales--52034326migration-https://cdn2.sounder.fm/144726/audio--91130--8936--18747--448fb540-ef5a-4672-8298-7db892054ce5.mp3?v=1642738978Thu, 29 Oct 2020 04:00:00 +0000Dan SanchezToday on the show, we have a very special episode. October is Women in Sales month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession....1875falsefullhttps://www.spreaker.com/episode/special-episode-highlights-from-top-women-in-sales--51912708a47b09a9-e872-4dbd-8aa8-c2dc90743a00Thu, 29 Oct 2020 04:00:00 +0000Dan SanchezToday on the show, we have a very special episode. October is Women in Sales month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession....1875falsefullhttps://www.spreaker.com/episode/133-unexpected-lessons-from-a-20-year-sales-veteran-w-jim-donovan--52034282migration-https://cdn2.sounder.fm/144727/audio--91131--8936--18747--2c69f01e-f4fd-4805-a3a1-9c80a4d9baf0.mp3?v=1642739012Tue, 27 Oct 2020 05:30:00 +0000Dan SanchezToday on the show, we've got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim's a 20-year veteran of the sales industry. He was also in the World Trade Center during 9/11. That was a...2500falsefullhttps://www.spreaker.com/episode/133-unexpected-lessons-from-a-20-year-sales-veteran-w-jim-donovan--519127023a3ee9bc-fc54-4246-830c-9afbe1b6a4b3Tue, 27 Oct 2020 05:30:00 +0000Dan SanchezToday on the show, we've got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim's a 20-year veteran of the sales industry. He was also in the World Trade Center during 9/11. That was a pivotal...2500falsefullhttps://www.spreaker.com/episode/friday-fundamentals-99-john-mark-shaw-on-a-tangible-4-step-process-to-change-your-life--52034266migration-https://cdn2.sounder.fm/144728/audio--91132--8936--18747--0e203479-98cf-414b-a3f5-66a0be8fe977.mp3?v=1642738963Fri, 23 Oct 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with John Mark Shaw on a tangible 4 step process you can use to change your life.415falsefullhttps://www.spreaker.com/episode/friday-fundamentals-99-john-mark-shaw-on-a-tangible-4-step-process-to-change-your-life--519125749a4fa5e2-894b-48d7-a013-08e215e37be6Fri, 23 Oct 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with John Mark Shaw on a tangible 4 step process you can use to change your life.415falsefullhttps://www.spreaker.com/episode/132-the-internal-game-coaching-your-way-to-success-w-john-mark-shaw--52034352migration-https://cdn2.sounder.fm/144730/audio--91133--8936--18747--8d83683a-fd09-434c-82d0-8afe1e13518d.mp3?v=1642739048Tue, 20 Oct 2020 05:30:00 +0000Dan SanchezToday we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they're articulated, I've seen really meaningful results from them....2749falsefullhttps://www.spreaker.com/episode/132-the-internal-game-coaching-your-way-to-success-w-john-mark-shaw--51912422f05ea28e-8a91-4914-8208-d3ff28cc4799Tue, 20 Oct 2020 05:30:00 +0000Dan SanchezToday we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they're articulated, I've seen really meaningful results from them. I'm talking about...2749falsefullhttps://www.spreaker.com/episode/friday-fundamentals-98-ryan-walsh-on-the-top-factors-that-drive-outside-sales-compensation--52034267migration-https://cdn2.sounder.fm/144729/audio--91134--8936--18747--878c3032-a046-4624-8deb-9930d13bdf5d.mp3?v=1642738970Fri, 16 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ryan Walsh on the Top Factors that Drive Outside Sales Compensation381falsefullhttps://www.spreaker.com/episode/friday-fundamentals-98-ryan-walsh-on-the-top-factors-that-drive-outside-sales-compensation--51912664110fd09a-6f6c-45d3-a9e8-ba55a693f5c1Fri, 16 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ryan Walsh on the Top Factors that Drive Outside Sales Compensation381falsefullhttps://www.spreaker.com/episode/131-data-set-match-how-to-build-a-two-sided-marketplace-to-drive-revenue-w-ryan-walsh--52034360migration-https://cdn2.sounder.fm/144731/audio--91135--8936--18747--91614869-28d4-4389-bd56-80c30be37472.mp3?v=1642739042Tue, 13 Oct 2020 05:00:00 +0000Dan SanchezToday on the show we've got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it's first party, objective information from reps themselves about how much people...2158falsefullhttps://www.spreaker.com/episode/131-data-set-match-how-to-build-a-two-sided-marketplace-to-drive-revenue-w-ryan-walsh--51912522a585b3ef-e08b-430a-a61c-8ce1ff58b61eTue, 13 Oct 2020 05:00:00 +0000Dan SanchezToday on the show we've got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it's first party, objective information from reps themselves about how much people make at...2158falsefullhttps://www.spreaker.com/episode/friday-fundamentals-97-eddie-baez-on-growing-revenue-and-accelerating-growth-on-sales-teams--52034281migration-https://cdn2.sounder.fm/144732/audio--91136--8936--18747--c8ac6dec-39ca-4d0f-b8b5-70a90636eb2f.mp3?v=1642738994Fri, 09 Oct 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Eddie Baez on growing revenue and accelerating growth on sales teams336falsefullhttps://www.spreaker.com/episode/friday-fundamentals-97-eddie-baez-on-growing-revenue-and-accelerating-growth-on-sales-teams--519126222982a0d3-a7d4-4335-975a-6a9bb9b33779Fri, 09 Oct 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Eddie Baez on growing revenue and accelerating growth on sales teams336falsefullhttps://www.spreaker.com/episode/130-turning-junior-level-talent-into-top-sales-professionals-w-eddie-baez--52034285migration-https://cdn2.sounder.fm/144733/audio--91137--8936--18747--bbe75d89-9413-4f48-b821-01c2dec9c34d.mp3?v=1642739065Tue, 06 Oct 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may...2232falsefullhttps://www.spreaker.com/episode/130-turning-junior-level-talent-into-top-sales-professionals-w-eddie-baez--51912674d82bf7ba-6b02-47bc-b874-0c273b9b9960Tue, 06 Oct 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not...2232falsefullhttps://www.spreaker.com/episode/friday-fundamentals-96-vishal-sunak-on-early-stage-companies-closing-deals--52034275migration-https://cdn2.sounder.fm/144734/audio--91138--8936--18747--28d19825-7e55-4f0b-aaa6-65717b01777f.mp3?v=1642739018Fri, 02 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Vishal Sunak on Early Stage Companies Closing Deals464falsefullhttps://www.spreaker.com/episode/friday-fundamentals-96-vishal-sunak-on-early-stage-companies-closing-deals--519126412a5a9061-9dea-4f75-836d-e78cf834e754Fri, 02 Oct 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Vishal Sunak on Early Stage Companies Closing Deals464falsefullhttps://www.spreaker.com/episode/129-building-a-company-from-scratch-w-vishal-sunak--52034296migration-https://cdn2.sounder.fm/144735/audio--91139--8936--18747--563feb94-36e0-4ae2-aa2f-512f6e74a4ad.mp3?v=1642739063Tue, 29 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you've signed and what agreements your company has made. They sell that product...1884falsefullhttps://www.spreaker.com/episode/129-building-a-company-from-scratch-w-vishal-sunak--51912763186f79fe-3dd9-4d6b-bf84-052e0c361cb5Tue, 29 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you've signed and what agreements your company has made. They sell that product to general...1884falsefullhttps://www.spreaker.com/episode/friday-fundamentals-95-tom-martin-on-the-job-market-approach--52034339migration-https://cdn2.sounder.fm/144736/audio--91140--8936--18747--356b7b05-01e7-417b-97cc-42dd661d9a53.mp3?v=1642739040Fri, 25 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Tom Martin on the Job Market Approach425falsefullhttps://www.spreaker.com/episode/friday-fundamentals-95-tom-martin-on-the-job-market-approach--519126965bb37a1f-ca4e-457c-bf9f-4dc7a3fc73eaFri, 25 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Tom Martin on the Job Market Approach425falsefullhttps://www.spreaker.com/episode/128-unshackle-your-career-with-a-mentor-w-tom-martin--52034371migration-https://cdn2.sounder.fm/144737/audio--91141--8936--18747--e3bc885b-7cbe-45ba-ae6f-70b954328d13.mp3?v=1642739111Tue, 22 Sep 2020 05:00:00 +0000Dan SanchezToday on the show we've got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the...2596falsefullhttps://www.spreaker.com/episode/128-unshackle-your-career-with-a-mentor-w-tom-martin--5191265548e0086d-b7f3-4a5d-8c88-1d9fc45fd173Tue, 22 Sep 2020 05:00:00 +0000Dan SanchezToday on the show we've got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief...2596falsefullhttps://www.spreaker.com/episode/friday-fundamentals-94-brian-litvack-on-how-organizations-can-use-values-to-help-them-grow--52034290migration-https://cdn2.sounder.fm/144738/audio--91142--8936--18747--1cdd8acd-9044-4846-8497-9e8b65afe4c1.mp3?v=1642739062Fri, 18 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brian Litvack on how organizations can use values to help them grow435falsefullhttps://www.spreaker.com/episode/friday-fundamentals-94-brian-litvack-on-how-organizations-can-use-values-to-help-them-grow--5191264977b9c8d2-159a-40d3-93f6-95a72be707d5Fri, 18 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brian Litvack on how organizations can use values to help them grow435falsefullhttps://www.spreaker.com/episode/127-lessons-learned-in-10-years-of-democratizing-youth-sports-w-brian-litvack--52034276migration-https://cdn2.sounder.fm/144739/audio--91143--8936--18747--8ba73248-4081-4f62-acbe-0d93d60f8d23.mp3?v=1642739126Tue, 15 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He's the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports....2507falsefullhttps://www.spreaker.com/episode/127-lessons-learned-in-10-years-of-democratizing-youth-sports-w-brian-litvack--519127441f4f8638-5b92-4901-8618-97595667999aTue, 15 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He's the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. LeagueApps is the...2507falsefullhttps://www.spreaker.com/episode/friday-fundamentals-93-jeff-winters-on-the-3-things-you-need-to-do-to-get-a-dream-meeting--52034353migration-https://cdn2.sounder.fm/144740/audio--91144--8936--18747--79a89285-a06c-4e8b-9614-665907279ebc.mp3?v=1642739081Fri, 11 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jeff Winters 3 things you need to do to get a Dream Meeting293falsefullhttps://www.spreaker.com/episode/friday-fundamentals-93-jeff-winters-on-the-3-things-you-need-to-do-to-get-a-dream-meeting--5191267755dc1f30-df05-4eab-aa79-2b14c616fe7dFri, 11 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jeff Winters 3 things you need to do to get a Dream Meeting293falsefullhttps://www.spreaker.com/episode/126-how-to-book-a-meeting-with-nearly-anyone-in-the-world-with-jeff-winters--52034246migration-https://cdn2.sounder.fm/144742/audio--91145--8936--18747--3e675c42-32bd-4946-bb8c-e0462b6b037a.mp3?v=1642739161Tue, 08 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Jeff Winters, the founder and CEO of Sapper Consulting, one of the top 10 people in the world who can get a dream meeting — a meeting with virtually anybody in the world. We also announced a contest on this episode,...2337falsefullhttps://www.spreaker.com/episode/126-how-to-book-a-meeting-with-nearly-anyone-in-the-world-with-jeff-winters--519126484bcb2b2a-d562-4a14-a41a-83b90fa6a29aTue, 08 Sep 2020 05:00:00 +0000Dan SanchezToday on the show, we've got Jeff Winters, the founder and CEO of Sapper Consulting, one of the top 10 people in the world who can get a dream meeting — a meeting with virtually anybody in the world. We also announced a contest on this episode, so...2337falsefullhttps://www.spreaker.com/episode/friday-fundamentals-92-mykal-white-on-the-3-keys-to-client-and-prospect-success--52034270migration-https://cdn2.sounder.fm/144741/audio--91146--8936--18747--cc5fb7ef-c9ed-4e52-aa63-2cb7326cd17d.mp3?v=1642739092Fri, 04 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mykal White on the 3 Keys to Client and Prospect Success261falsefullhttps://www.spreaker.com/episode/friday-fundamentals-92-mykal-white-on-the-3-keys-to-client-and-prospect-success--51912679d785189e-00ec-4682-95a7-61ef9b01a2d3Fri, 04 Sep 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Mykal White on the 3 Keys to Client and Prospect Success261falsefullhttps://www.spreaker.com/episode/125-driving-outcomes-through-your-authentic-self-and-human-language-w-mykal-white--52034351migration-https://cdn2.sounder.fm/144744/audio--91147--8936--18747--4cb9f241-c79f-4218-8fc1-65d3061e3254.mp3?v=1642739183Tue, 01 Sep 2020 05:00:00 +0000Dan SanchezToday on the show we've got Mykal White, founder, owner, and CEO of a consulting business called NUNDA. We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really...2193falsefullhttps://www.spreaker.com/episode/125-driving-outcomes-through-your-authentic-self-and-human-language-w-mykal-white--5191277283613b45-d6cd-4f01-a350-69206f2b0eb5Tue, 01 Sep 2020 05:00:00 +0000Dan SanchezToday on the show we've got Mykal White, founder, owner, and CEO of a consulting business called NUNDA. We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really drive...2193falsefullhttps://www.spreaker.com/episode/friday-fundamentals-91-alyssa-merwin-on-3-things-to-remember-in-every-sales-conversation--52034364migration-https://cdn2.sounder.fm/144743/audio--91148--8936--18747--b817407b-6231-430d-b24a-162a683b418a.mp3?v=1642739113Fri, 28 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Alyssa Merwin on 3 Things to Remember in Every Sales Conversation295falsefullhttps://www.spreaker.com/episode/friday-fundamentals-91-alyssa-merwin-on-3-things-to-remember-in-every-sales-conversation--5191251874823b55-cf3d-48a2-9881-e8e08e292fc1Fri, 28 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Alyssa Merwin on 3 Things to Remember in Every Sales Conversation295falsefullhttps://www.spreaker.com/episode/124-managing-people-through-a-crisis-w-alyssa-merwin--52034297migration-https://cdn2.sounder.fm/144745/audio--91149--8936--18747--d3343918-66f7-4c9d-96d0-f46cfc50519d.mp3?v=1642739196Tue, 25 Aug 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker Podcast, we've got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America.  She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software...2390falsefullhttps://www.spreaker.com/episode/124-managing-people-through-a-crisis-w-alyssa-merwin--51912669cc3194bf-02a7-4667-8b21-cb11399aa414Tue, 25 Aug 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker Podcast, we've got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America.  She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the...2390falsefullhttps://www.spreaker.com/episode/friday-fundamentals-90-brandon-meyers-on-leading-with-empathy--52034237migration-https://cdn2.sounder.fm/144746/audio--91150--8936--18747--5464a62f-1706-474c-ae33-68c3a83e2ab2.mp3?v=1642739148Fri, 21 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brandon Meyers on Leading with Empathy350falsefullhttps://www.spreaker.com/episode/friday-fundamentals-90-brandon-meyers-on-leading-with-empathy--5191255150c9b7d2-a353-4262-97e7-4dd0dc1aae84Fri, 21 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brandon Meyers on Leading with Empathy350falsefullhttps://www.spreaker.com/episode/123-the-journey-from-a-programmatic-transactional-revenue-model-to-a-subscription-model-w-brandon-meyers--52034384migration-https://cdn2.sounder.fm/144749/audio--91151--8936--18747--ab2854b5-b953-4fb4-8f1b-5607ac3ee5cb.mp3?v=1642739237Tue, 18 Aug 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we've got a fantastic episode for you. We've got an interview with Brandon Meyers, the chief revenue officer of ADARA.  Brandon worked his way up from the very bottom to the very top. He even managed to...2719falsefullhttps://www.spreaker.com/episode/123-the-journey-from-a-programmatic-transactional-revenue-model-to-a-subscription-model-w-brandon-meyers--51912508e84f85bf-59cf-47fe-8cce-a0d1b705e835Tue, 18 Aug 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we've got a fantastic episode for you. We've got an interview with Brandon Meyers, the chief revenue officer of ADARA.  Brandon worked his way up from the very bottom to the very top. He even managed to help...2719falsefullhttps://www.spreaker.com/episode/friday-fundamentals-89-wes-ulysse-on-the-3-core-attributes-of-great-sellers--52034354migration-https://cdn2.sounder.fm/144747/audio--91152--8936--18747--962a45ef-4a7a-4dc0-835d-9329135389db.mp3?v=1642739151Fri, 14 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Wes Ulysse on the 3 Core Attributes of Great Sellers222falsefullhttps://www.spreaker.com/episode/friday-fundamentals-89-wes-ulysse-on-the-3-core-attributes-of-great-sellers--51912662629edc43-01ee-4689-9df0-634140af8053Fri, 14 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Wes Ulysse on the 3 Core Attributes of Great Sellers222falsefullhttps://www.spreaker.com/episode/122-tips-for-building-a-diverse-team-w-wes-ulysse--52034293migration-https://cdn2.sounder.fm/144748/audio--91153--8936--18747--4cf35d2a-bf23-4259-9bf4-7d770bc5b3a4.mp3?v=1642739207Tue, 11 Aug 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Wes Ulysse, Head of Sales, North America at Red Points, a SaaS company that's leveraging AI and machine learning to protect brands' online intellectual property. Wes started his...1905falsefullhttps://www.spreaker.com/episode/122-tips-for-building-a-diverse-team-w-wes-ulysse--519126131d91a052-605f-4293-acce-317da3497b1aTue, 11 Aug 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Wes Ulysse, Head of Sales, North America at Red Points, a SaaS company that's leveraging AI and machine learning to protect brands' online intellectual property. Wes started his professional career...1905falsefullhttps://www.spreaker.com/episode/friday-fundamentals-88-matt-rizzetta-on-sales-success--52034298migration-https://cdn2.sounder.fm/144750/audio--91154--8936--18747--205465bd-bac6-4640-b492-68c46368fc03.mp3?v=1642739172Fri, 07 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matt Rizzetta on Sales Success346falsefullhttps://www.spreaker.com/episode/friday-fundamentals-88-matt-rizzetta-on-sales-success--51912570d0c720e8-f93f-4e8d-9421-4ef87d1e947eFri, 07 Aug 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matt Rizzetta on Sales Success346falsefullhttps://www.spreaker.com/episode/121-lessons-from-survival-mode-how-to-bootstrap-your-business-w-matt-rizzetta--52034311migration-https://cdn2.sounder.fm/144751/audio--91155--8936--18747--61ea0a7a-377d-4e2b-a0ce-2e6a2b4c8ab6.mp3?v=1642739244Tue, 04 Aug 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matt Rizzetta, founder of North 6th Agency, which is a communications and PR firm based in New York City. Matt launched his business from his proverbial garage while his wife was pregnant with their...2510falsefullhttps://www.spreaker.com/episode/121-lessons-from-survival-mode-how-to-bootstrap-your-business-w-matt-rizzetta--51912808a81dbd0d-abea-4b17-9fbb-d3df86a97527Tue, 04 Aug 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matt Rizzetta, founder of North 6th Agency, which is a communications and PR firm based in New York City. Matt launched his business from his proverbial garage while his wife was pregnant with their...2510falsefullhttps://www.spreaker.com/episode/friday-fundamentals-87-steven-broudy-on-hiring-mistakes--52034289migration-https://cdn2.sounder.fm/144752/audio--91156--8936--18747--d79e595a-1cb3-41bd-9dcd-2f6f900f7013.mp3?v=1642739200Fri, 31 Jul 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Steven Broudy on hiring mistakes746falsefullhttps://www.spreaker.com/episode/friday-fundamentals-87-steven-broudy-on-hiring-mistakes--51912491c1934016-f7a8-4616-a0a7-6b814efbc320Fri, 31 Jul 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Steven Broudy on hiring mistakes746falsefullhttps://www.spreaker.com/episode/120-from-special-ops-to-revenue-ops-a-conversation-about-soldiering-and-selling-w-steven-broudy--52034378migration-https://cdn2.sounder.fm/144754/audio--91157--8936--18747--0bd6d179-81e0-4397-9f72-9247a1c48087.mp3?v=1642739273Tue, 28 Jul 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Steven Broudy, Vice President and Head of Sales at Bevy, which helps companies build virtual communities.  Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to...2622falsefullhttps://www.spreaker.com/episode/120-from-special-ops-to-revenue-ops-a-conversation-about-soldiering-and-selling-w-steven-broudy--519126650935f01a-940b-4328-a855-5b5c2a7f8a33Tue, 28 Jul 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Steven Broudy, Vice President and Head of Sales at Bevy, which helps companies build virtual communities.  Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to...2622falsefullhttps://www.spreaker.com/episode/friday-fundamentals-86-brendan-kamm-on-ways-gratitude-can-help-drive-business--52034283migration-https://cdn2.sounder.fm/144753/audio--91158--8936--18747--2885e4c5-17bd-441e-9348-bf906a8630b0.mp3?v=1642739192Fri, 24 Jul 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brendan Kamm on top ways that gratitude can help drive business252falsefullhttps://www.spreaker.com/episode/friday-fundamentals-86-brendan-kamm-on-ways-gratitude-can-help-drive-business--51912717307781c2-f5ae-4d64-b1ae-18eec654ff4aFri, 24 Jul 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Brendan Kamm on top ways that gratitude can help drive business252falsefullhttps://www.spreaker.com/episode/119-showing-gratitude-building-relationships-using-small-gestures-w-brendan-kamm--52034390migration-https://cdn2.sounder.fm/144755/audio--91159--8936--18747--ffe4dadf-fc5a-468e-a984-15a1ebfa4a9a.mp3?v=1642739271Tue, 21 Jul 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Brendan Kamm, Co-Founder and CEO at Thnks. Brendan is a digital industry veteran and an executive. His company is a gifting platform that facilitates connections and relationships between...2206falsefullhttps://www.spreaker.com/episode/119-showing-gratitude-building-relationships-using-small-gestures-w-brendan-kamm--519125496cfb09ea-806c-4549-af74-9f132c07b990Tue, 21 Jul 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Brendan Kamm, Co-Founder and CEO at Thnks. Brendan is a digital industry veteran and an executive. His company is a gifting platform that facilitates connections and relationships between...2206falsefullhttps://www.spreaker.com/episode/friday-fundamentals-85-ernest-owusu-on-treating-your-sales-career-like-a-professional-athlete--52034286migration-https://cdn2.sounder.fm/144756/audio--91160--8936--18747--de22b43f-fb84-4c9e-aa25-fc0a3e17ed06.mp3?v=1642739219Fri, 17 Jul 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ernest Owusu treating your sales career like a professional athlete240falsefullhttps://www.spreaker.com/episode/friday-fundamentals-85-ernest-owusu-on-treating-your-sales-career-like-a-professional-athlete--51912459d23d1ce4-c01b-499c-a84c-121437315584Fri, 17 Jul 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Ernest Owusu treating your sales career like a professional athlete240falsefullhttps://www.spreaker.com/episode/118-build-your-team-s-culture-to-weather-any-storm-w-ernest-owusu--52034245migration-https://cdn2.sounder.fm/144757/audio--91161--8936--18747--06c5943c-fab7-4467-872d-85070fcf4575.mp3?v=1642739293Tue, 14 Jul 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ernest Owusu, Senior Director of Sales Development at 6sense. A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in...2257falsefullhttps://www.spreaker.com/episode/118-build-your-team-s-culture-to-weather-any-storm-w-ernest-owusu--51912714b0505a2f-b159-45d6-ad35-c3ab34d036d2Tue, 14 Jul 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ernest Owusu, Senior Director of Sales Development at 6sense. A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in...2257falsefullhttps://www.spreaker.com/episode/friday-fundamentals-84-michael-coscetta-on-revenue-leadership--52034365migration-https://cdn2.sounder.fm/144758/audio--91162--8936--18747--76a22374-31b9-468e-950e-fc9c5959eaa1.mp3?v=1642739238Fri, 10 Jul 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Michael Coscetta on revenue leadership434falsefullhttps://www.spreaker.com/episode/friday-fundamentals-84-michael-coscetta-on-revenue-leadership--519127057ffe77df-1413-48a2-b8c8-08ed33dd7f7aFri, 10 Jul 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Michael Coscetta on revenue leadership434falsefullhttps://www.spreaker.com/episode/117-the-tools-you-need-if-you-want-to-succeed-at-scale-w-michael-coscetta--52034321migration-https://cdn2.sounder.fm/144759/audio--91163--8936--18747--c0eab3c3-be01-4d06-88cb-ef9ea371bd92.mp3?v=1642739309Tue, 07 Jul 2020 04:30:00 +0000Dan SanchezToday on the show, we are incredibly excited to have Michael Coscetta.  Michael is a member of Revenue Collective, but perhaps most importantly, he's the chief sales and strategy officer for Compass, that fast-growing real estate behemoth....2445falsefullhttps://www.spreaker.com/episode/117-the-tools-you-need-if-you-want-to-succeed-at-scale-w-michael-coscetta--519125355e1dff09-ea25-4b68-9aa7-d1cc8f821cc4Tue, 07 Jul 2020 04:30:00 +0000Dan SanchezToday on the show, we are incredibly excited to have Michael Coscetta.  Michael is a member of Revenue Collective, but perhaps most importantly, he's the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. That's an...2445falsefullhttps://www.spreaker.com/episode/friday-fundamentals-83-andrew-sykes-on-the-most-important-habit-at-work--52034303migration-https://cdn2.sounder.fm/144760/audio--91164--8936--18747--d982bd3c-a8dc-4644-a6af-68445d182754.mp3?v=1642739251Fri, 03 Jul 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Andrew Sykes on the most important habit at work.440falsefullhttps://www.spreaker.com/episode/friday-fundamentals-83-andrew-sykes-on-the-most-important-habit-at-work--5191273024c6f6cd-f6bf-4213-b083-28211b93b3a8Fri, 03 Jul 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Andrew Sykes on the most important habit at work.440falsefullhttps://www.spreaker.com/episode/116-how-do-you-form-great-habits-at-work-w-andrew-sykes--52034316migration-https://cdn2.sounder.fm/144761/audio--91165--8936--18747--58f27b84-7196-4881-8063-f8e16109ab41.mp3?v=1642739324Mon, 29 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we're incredibly excited to have Andrew Sykes.  Andrew is a career salesperson, but he's also a lecturer at Northwestern University's Kellogg School of Business. He also runs a company called...2611falsefullhttps://www.spreaker.com/episode/116-how-do-you-form-great-habits-at-work-w-andrew-sykes--519127101f818560-e15c-4a63-b6d2-3c72bb9183d1Mon, 29 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we're incredibly excited to have Andrew Sykes.  Andrew is a career salesperson, but he's also a lecturer at Northwestern University's Kellogg School of Business. He also runs a company called Habits at Work, and...2611falsefullhttps://www.spreaker.com/episode/friday-fundamentals-82-leah-chaney-on-the-methodology-to-adapt-to-deliver-a-great-customer-experience--52034312migration-https://cdn2.sounder.fm/144762/audio--91166--8936--18747--7ddf4e73-29f9-41d9-b024-7416188cbe20.mp3?v=1642739267Fri, 26 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Leah Chaney on the methodology to adapt to deliver a great customer experience458falsefullhttps://www.spreaker.com/episode/friday-fundamentals-82-leah-chaney-on-the-methodology-to-adapt-to-deliver-a-great-customer-experience--51912713f638e9c8-78f3-4f57-9a52-b3a7aedf78c8Fri, 26 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Leah Chaney on the methodology to adapt to deliver a great customer experience458falsefullhttps://www.spreaker.com/episode/115-the-magic-key-to-cx-success-w-leah-chaney--52034401migration-https://cdn2.sounder.fm/144763/audio--91167--8936--18747--6f58ddd9-9844-4fa2-a7f7-f704402d8172.mp3?v=1642739334Tue, 23 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Leah Chaney, the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Leah has been a pioneer for customer experience practices for the last two decades, focusing her...2630falsefullhttps://www.spreaker.com/episode/115-the-magic-key-to-cx-success-w-leah-chaney--519127169a345648-398b-4c19-b93e-d4bb6223adfeTue, 23 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Leah Chaney, the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Leah has been a pioneer for customer experience practices for the last two decades, focusing her...2630falsefullhttps://www.spreaker.com/episode/friday-fundamentals-81-with-gleb-tsipursky-on-decision-making-in-a-business-context--52034248migration-https://cdn2.sounder.fm/144764/audio--91168--8936--18747--44be2b47-aedc-412e-a368-31c246a325f1.mp3?v=1642739306Fri, 19 Jun 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context786falsefullhttps://www.spreaker.com/episode/friday-fundamentals-81-with-gleb-tsipursky-on-decision-making-in-a-business-context--51912756bedfa45f-ef49-43e8-a9a6-a0b7ce41555aFri, 19 Jun 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context786falsefullhttps://www.spreaker.com/episode/114-understanding-human-cognitive-bias-or-why-you-can-t-trust-your-impulses-w-dr-gleb-tsipursky--52034262migration-https://cdn2.sounder.fm/144765/audio--91169--8936--18747--43554e2d-ff5d-498a-a7f6-f79740ce6ca9.mp3?v=1642739365Tue, 16 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky, an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases...2523falsefullhttps://www.spreaker.com/episode/114-understanding-human-cognitive-bias-or-why-you-can-t-trust-your-impulses-w-dr-gleb-tsipursky--51912815861f24d8-be0f-4232-b8ce-4c19c6c87445Tue, 16 Jun 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky, an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases...2523falsefullhttps://www.spreaker.com/episode/friday-fundamentals-80-with-barrett-boston-on-applying-lessons-from-moneyball-when-hiring-sales-people--52034376migration-https://cdn2.sounder.fm/144766/audio--91170--8936--18747--a01c57a0-cfc7-49ea-968f-b2f2a2ed3baa.mp3?v=1642739312Fri, 12 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people.495falsefullhttps://www.spreaker.com/episode/friday-fundamentals-80-with-barrett-boston-on-applying-lessons-from-moneyball-when-hiring-sales-people--5191261727a1689d-ea25-4a84-a918-b86c0b816f16Fri, 12 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people.495falsefullhttps://www.spreaker.com/episode/113-secrets-to-great-leadership-during-a-pandemic-and-beyond-w-barrett-boston--52034329migration-https://cdn2.sounder.fm/144767/audio--91171--8936--18747--d80aa4c8-c4f1-459c-b6a1-fe2538a9e1f9.mp3?v=1642739367Tue, 09 Jun 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Barrett Boston, Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett...2407falsefullhttps://www.spreaker.com/episode/113-secrets-to-great-leadership-during-a-pandemic-and-beyond-w-barrett-boston--51912576b9173bee-b4ec-4167-97b0-6894f5ee6537Tue, 09 Jun 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Barrett Boston, Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett...2407falsefullhttps://www.spreaker.com/episode/friday-fundamentals-79-with-matthew-gowen-on-how-to-onboard-a-new-sales-team-member--52034313migration-https://cdn2.sounder.fm/144768/audio--91172--8936--18747--4b23b862-eee5-448f-83d9-b76409987a44.mp3?v=1642739321Fri, 05 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member  282falsefullhttps://www.spreaker.com/episode/friday-fundamentals-79-with-matthew-gowen-on-how-to-onboard-a-new-sales-team-member--51912724380635cf-53b2-4702-802e-51280b14359eFri, 05 Jun 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member  282falsefullhttps://www.spreaker.com/episode/112-why-companies-fail-coming-to-europe-w-matthew-gowen--52034278migration-https://cdn2.sounder.fm/144769/audio--91173--8936--18747--e36b7a18-5b1d-46b1-b408-cf5aa9d148a5.mp3?v=1642739376Tue, 02 Jun 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matthew Gowen, the SVP of Sales at Pangea. Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva,...1922falsefullhttps://www.spreaker.com/episode/112-why-companies-fail-coming-to-europe-w-matthew-gowen--5191249955aebf79-7dc4-4e30-980d-326c83fa72f3Tue, 02 Jun 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matthew Gowen, the SVP of Sales at Pangea. Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva,...1922falsefullhttps://www.spreaker.com/episode/friday-fundamentals-78-with-peter-wooster-on-modifying-go-to-market-offering--52034317migration-https://cdn2.sounder.fm/144770/audio--91174--8936--18747--2b6826f8-869c-4d3d-a589-21799fb3e4fb.mp3?v=1642739335Fri, 29 May 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering.343falsefullhttps://www.spreaker.com/episode/friday-fundamentals-78-with-peter-wooster-on-modifying-go-to-market-offering--51912618f87edec6-8b1b-457d-b624-952d0b021a1eFri, 29 May 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering.343falsefullhttps://www.spreaker.com/episode/111-prospecting-and-researching-in-a-brave-new-world-w-peter-wooster--52034302migration-https://cdn2.sounder.fm/144771/audio--91175--8936--18747--97ebba64-e1c0-4c43-8890-426ccbc6b940.mp3?v=1642739402Tue, 26 May 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Peter Wooster, a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was an early employee at Salesforce, he joined in 1999...2461falsefullhttps://www.spreaker.com/episode/111-prospecting-and-researching-in-a-brave-new-world-w-peter-wooster--5191274271586085-a69c-4bf0-8919-f21e33169d9cTue, 26 May 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Peter Wooster, a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was an early employee at Salesforce, he joined in 1999...2461falsefullhttps://www.spreaker.com/episode/friday-fundamentals-77-with-tom-williams-on-developing-mutual-action-plans--52034263migration-https://cdn2.sounder.fm/144772/audio--91176--8936--18747--b19fddd9-d7a2-449c-89ee-1c6ce6aa6409.mp3?v=1642739353Fri, 22 May 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans.  321falsefullhttps://www.spreaker.com/episode/friday-fundamentals-77-with-tom-williams-on-developing-mutual-action-plans--519125929d427b67-791b-4ffc-8b2d-a26707a8f31aFri, 22 May 2020 05:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans.  321falsefullhttps://www.spreaker.com/episode/110-survivors-make-plans-get-your-mutual-action-plan-into-gear-w-tom-williams--52034395migration-https://cdn2.sounder.fm/144773/audio--91177--8936--18747--6e7c595f-7d18-4361-b29e-3263b96c5d09.mp3?v=1642739424Tue, 19 May 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Tom Williams, Cofounder and CEO at DealPoint DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on...2382falsefullhttps://www.spreaker.com/episode/110-survivors-make-plans-get-your-mutual-action-plan-into-gear-w-tom-williams--51912746936d4541-3792-4ec1-9039-382711889468Tue, 19 May 2020 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Tom Williams, Cofounder and CEO at DealPoint DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on...2382falsefullhttps://www.spreaker.com/episode/friday-fundamentals-76-with-patrik-svanstrom-on-building-and-adapting-go-to-market-sales-motion--52034314migration-https://cdn2.sounder.fm/144774/audio--91178--8936--18747--6606706f-ea71-4efd-820e-d155b5aa9297.mp3?v=1642739371Fri, 15 May 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion.371falsefullhttps://www.spreaker.com/episode/friday-fundamentals-76-with-patrik-svanstrom-on-building-and-adapting-go-to-market-sales-motion--51912715d02267d7-eaaf-487d-a361-2150c3abbfaaFri, 15 May 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion.371falsefullhttps://www.spreaker.com/episode/109-why-you-should-forget-checkboxes-and-ask-better-questions-instead-w-patrik-svanstrom--52034392migration-https://cdn2.sounder.fm/144775/audio--91179--8936--18747--bb0a16a6-6940-4eae-9fb2-8707d24730f5.mp3?v=1642739425Tue, 12 May 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Patrik Svanström, vice president of EMEA sales for Datadog. Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now,...1952falsefullhttps://www.spreaker.com/episode/109-why-you-should-forget-checkboxes-and-ask-better-questions-instead-w-patrik-svanstrom--51912600089f5e49-e70d-44ba-92da-65f58b4b3f0cTue, 12 May 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Patrik Svanström, vice president of EMEA sales for Datadog. Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now,...1952falsefullhttps://www.spreaker.com/episode/friday-fundamentals-75-with-devante-lewis-jackson-on-the-4-principles-of-great-sales-management--52034294migration-https://cdn2.sounder.fm/144776/audio--91180--8936--18747--7acdb477-785c-4bb8-bf2e-3c4d71f39738.mp3?v=1642739382Fri, 08 May 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management.394falsefullhttps://www.spreaker.com/episode/friday-fundamentals-75-with-devante-lewis-jackson-on-the-4-principles-of-great-sales-management--51912692f122912f-6749-4361-b8f1-36c05c1f4078Fri, 08 May 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management.394falsefullhttps://www.spreaker.com/episode/108-an-honest-conversation-around-race-in-america-w-devante-lewis-jackson--52034345migration-https://cdn2.sounder.fm/144778/audio--91181--8936--18747--bf681ad2-742a-40c5-8361-4cfde7629f6e.mp3?v=1642739455Tue, 05 May 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson, one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse.   The Muse helps people navigate their entire career...2368falsefullhttps://www.spreaker.com/episode/108-an-honest-conversation-around-race-in-america-w-devante-lewis-jackson--51912658fd30d19f-b4e8-455d-b650-8b1c7fc3311aTue, 05 May 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson, one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse.   The Muse helps people navigate their entire career...2368falsefullhttps://www.spreaker.com/episode/friday-fundamentals-74-with-lori-richardson-on-if-the-pandemic-is-the-right-time-to-sell--52034337migration-https://cdn2.sounder.fm/144777/audio--91182--8936--18747--f691503b-d9bf-46f7-80fc-c50b0ad5b569.mp3?v=1642739388Fri, 01 May 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell?311falsefullhttps://www.spreaker.com/episode/friday-fundamentals-74-with-lori-richardson-on-if-the-pandemic-is-the-right-time-to-sell--51912586260f8871-b71b-4aaf-ae68-2ff2905e51b8Fri, 01 May 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell?311falsefullhttps://www.spreaker.com/episode/107-origin-stories-and-the-core-principles-of-sales-leadership-w-lori-richardson--52034318migration-https://cdn2.sounder.fm/144779/audio--91183--8936--18747--648bfd4e-54cc-4a70-8840-4ee0d4eed3e6.mp3?v=1642739454Tue, 28 Apr 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.   Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To...2158falsefullhttps://www.spreaker.com/episode/107-origin-stories-and-the-core-principles-of-sales-leadership-w-lori-richardson--51912779a945105f-5f3d-4d78-ae82-9f906ec4ef48Tue, 28 Apr 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.   Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To...2158falsefullhttps://www.spreaker.com/episode/friday-fundamentals-73-with-jim-sharpe-on-the-key-lessons-for-gaining-strategic-clarity--52034394migration-https://cdn2.sounder.fm/144780/audio--91184--8936--18747--394dfae3-1678-4bce-8093-bc137ccf4145.mp3?v=1642739412Fri, 24 Apr 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity384falsefullhttps://www.spreaker.com/episode/friday-fundamentals-73-with-jim-sharpe-on-the-key-lessons-for-gaining-strategic-clarity--5191274576f0c215-f79c-4674-96cc-6680ffe2a913Fri, 24 Apr 2020 05:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity384falsefullhttps://www.spreaker.com/episode/106-want-to-be-ceo-here-s-what-you-need-to-know-w-jim-sharpe--52034343migration-https://cdn2.sounder.fm/144784/audio--91185--8936--18747--7ecb657b-aff2-43f0-9d1c-537e0ddc087f.mp3?v=1642739497Tue, 21 Apr 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jim Sharpe, CEO of Aventri. Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and...2495falsefullhttps://www.spreaker.com/episode/106-want-to-be-ceo-here-s-what-you-need-to-know-w-jim-sharpe--51912732ca269bac-1a67-41ca-9a2a-ae13ede771fbTue, 21 Apr 2020 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jim Sharpe, CEO of Aventri. Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and...2495falsefullhttps://www.spreaker.com/episode/friday-fundamentals-72-with-jessica-wilkeyson-on-the-top-ways-that-you-can-streamline-your-tech-stack--52034271migration-https://cdn2.sounder.fm/144781/audio--91186--8936--18747--d56f4cf7-102c-454c-a197-ae7fb14bd1a4.mp3?v=1642739417Fri, 17 Apr 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack258falsefullhttps://www.spreaker.com/episode/friday-fundamentals-72-with-jessica-wilkeyson-on-the-top-ways-that-you-can-streamline-your-tech-stack--519127079dc22a89-aea6-42ca-ade7-ae0c3f00bb67Fri, 17 Apr 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack258falsefullhttps://www.spreaker.com/episode/105-factors-to-organization-alignment-success-w-jessica-wilkeyson--52034341migration-https://cdn2.sounder.fm/144782/audio--91187--8936--18747--fb7ff4dd-0516-4213-9b40-eac0895236ed.mp3?v=1642739483Tue, 14 Apr 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jessica Wilkeyson, Co-Founder and Principal at Alternate Route, a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design,...2358falsefullhttps://www.spreaker.com/episode/105-factors-to-organization-alignment-success-w-jessica-wilkeyson--519126978dd87202-d8d1-4365-9ed4-83d0d95fae7dTue, 14 Apr 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jessica Wilkeyson, Co-Founder and Principal at Alternate Route, a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design,...2357falsefullhttps://www.spreaker.com/episode/friday-fundamentals-71-with-shari-levitin-on-the-4-pillars-of-an-effective-coaching-and-training-program--52034399migration-https://cdn2.sounder.fm/144783/audio--91188--8936--18747--a71445b7-081d-4392-84cb-20efa562a6c9.mp3?v=1642739437Fri, 10 Apr 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program.448falsefullhttps://www.spreaker.com/episode/friday-fundamentals-71-with-shari-levitin-on-the-4-pillars-of-an-effective-coaching-and-training-program--51912693242e83cf-722a-4418-9299-cd83bd896131Fri, 10 Apr 2020 06:00:00 +0000Dan SanchezOn this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program.448falsefullhttps://www.spreaker.com/episode/104-embracing-authenticity-to-connect-and-drive-revenue-w-shari-levitin--52034403migration-https://cdn2.sounder.fm/144785/audio--91189--8936--18747--bee4df5f-8a38-4955-8753-b6900c02e96c.mp3?v=1642739502Tue, 07 Apr 2020 07:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Shari Levitin, CEO of Levitin Group. Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training...2155falsefullhttps://www.spreaker.com/episode/104-embracing-authenticity-to-connect-and-drive-revenue-w-shari-levitin--5191270172737cf7-3cf5-4b0d-b098-5be07b68bbcdTue, 07 Apr 2020 07:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Shari Levitin, CEO of Levitin Group. Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training...2155falsefullhttps://www.spreaker.com/episode/friday-fundamentals-70-with-todd-abbott-on-why-funnel-reviews-are-broken-and-what-you-can-do-to-improve-them--52034393migration-https://cdn2.sounder.fm/144786/audio--91190--8936--18747--59e8db17-b0ba-45ab-8138-e11b1eea4bcb.mp3?v=1642739453Fri, 03 Apr 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them.276falsefullhttps://www.spreaker.com/episode/friday-fundamentals-70-with-todd-abbott-on-why-funnel-reviews-are-broken-and-what-you-can-do-to-improve-them--51912604d6cda650-638f-49f1-a193-3a99056b27c1Fri, 03 Apr 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them.276falsefullhttps://www.spreaker.com/episode/103-accurate-data-will-set-your-funnels-reviews-on-fire-w-todd-abbott--52034338migration-https://cdn2.sounder.fm/144788/audio--91191--8936--18747--09b6f86d-73c4-40ba-909d-f25f18e4e14e.mp3?v=1642739525Tue, 31 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Todd Abbott, the President and COO of InsightSquared. Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're...3003falsefullhttps://www.spreaker.com/episode/103-accurate-data-will-set-your-funnels-reviews-on-fire-w-todd-abbott--51912749e5002567-2ec9-4ff0-aaa0-113656cc2493Tue, 31 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Todd Abbott, the President and COO of InsightSquared. Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're reliant on...3003falsefullhttps://www.spreaker.com/episode/friday-fundamentals-69-elissa-fink-on-category-development--52034319migration-https://cdn2.sounder.fm/144787/audio--91192--8936--18747--895704ab-f25c-4960-8f90-614064499668.mp3?v=1642739459Fri, 27 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation. 249falsefullhttps://www.spreaker.com/episode/friday-fundamentals-69-elissa-fink-on-category-development--519127181e05dbf1-9eaa-46b3-8e5c-bf3dea3502b4Fri, 27 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation. 249falsefullhttps://www.spreaker.com/episode/102-how-to-build-and-scale-marketing-organizations-w-elissa-fink--52034404migration-https://cdn2.sounder.fm/144789/audio--91193--8936--18747--235ce62c-f22b-47c9-b070-ef5113eeda3a.mp3?v=1642739535Tue, 24 Mar 2020 20:08:05 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Elissa Fink, Chief Marketing Officer at Tableau and advisor to our sponsor Outreach. Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1...2407falsefullhttps://www.spreaker.com/episode/102-how-to-build-and-scale-marketing-organizations-w-elissa-fink--51912784c6005d70-7394-4faa-ba02-0af52c274b6dTue, 24 Mar 2020 20:08:05 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Elissa Fink, Chief Marketing Officer at Tableau and advisor to our sponsor Outreach. Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1...2407falsefullhttps://www.spreaker.com/episode/friday-fundamentals-68-how-the-world-is-being-impacted-by-the-subscription-economy--52034391migration-https://cdn2.sounder.fm/144790/audio--91194--8936--18747--dc139172-1ed3-4ad3-9ab6-6ede8607afe5.mp3?v=1642739486Fri, 20 Mar 2020 04:30:00 +0000Dan SanchezHow the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo. 373falsefullhttps://www.spreaker.com/episode/friday-fundamentals-68-how-the-world-is-being-impacted-by-the-subscription-economy--51912614603fdf3e-6cca-412a-87c2-b2c4ab3f075fFri, 20 Mar 2020 04:30:00 +0000Dan SanchezHow the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo. 373falsefullhttps://www.spreaker.com/episode/101-ownership-is-dead-w-luigi-mallardo--52034363migration-https://cdn2.sounder.fm/144791/audio--91195--8936--18747--ae53761d-0b8b-4a8a-880d-dd7c22bc5a71.mp3?v=1642739569Tue, 17 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Luigi Mallardo, Chief Revenue Officer at Woffu. Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR...2859falsefullhttps://www.spreaker.com/episode/101-ownership-is-dead-w-luigi-mallardo--51912828d66dfbe0-1205-48cc-88dd-36fe39df4140Tue, 17 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Luigi Mallardo, Chief Revenue Officer at Woffu. Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR...2859falsefullhttps://www.spreaker.com/episode/friday-fundamentals-67-4-steps-you-need-to-build-a-marketing-organization--52034333migration-https://cdn2.sounder.fm/144792/audio--91196--8936--18747--a8200e25-5210-47c2-b55e-39d03d00a5d0.mp3?v=1642739503Thu, 12 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing organization.359falsefullhttps://www.spreaker.com/episode/friday-fundamentals-67-4-steps-you-need-to-build-a-marketing-organization--519127382e007a48-384f-4cbb-a2ed-ade1296ab819Thu, 12 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing organization.359falsefullhttps://www.spreaker.com/episode/100-succeeding-as-the-first-marketing-hire-w-nicole-wojno-smith--52034359migration-https://cdn2.sounder.fm/144793/audio--91197--8936--18747--7f85d07f-0634-43bf-8ffa-7d24bac91aea.mp3?v=1642739576Wed, 11 Mar 2020 19:35:05 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Nicole Wojno Smith, the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle,...2826falsefullhttps://www.spreaker.com/episode/100-succeeding-as-the-first-marketing-hire-w-nicole-wojno-smith--519128292acd1590-4020-4c76-955d-a73333695b85Wed, 11 Mar 2020 19:35:05 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Nicole Wojno Smith, the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle,...2826falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-66-the-3-qualities-of-a-modern-leader--52034274migration-https://cdn2.sounder.fm/144794/audio--91198--8936--18747--9f24fa54-1911-45a8-8401-9af4a672a69a.mp3?v=1642739513Fri, 06 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Stephanie Blair on the 3 qualities of a modern leader.261falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-66-the-3-qualities-of-a-modern-leader--51912754cb0c7728-fe66-4c55-9a7a-72312ea0df5eFri, 06 Mar 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we chat with Stephanie Blair on the 3 qualities of a modern leader.261falsefullhttps://www.spreaker.com/episode/99-overcoming-imposter-syndrome-and-flourishing-at-work-w-stephanie-blair--52034416migration-https://cdn2.sounder.fm/144795/audio--91199--8936--18747--3df6cd16-aea3-43d9-95e6-0d0fb7c281fd.mp3?v=1642739591Tue, 03 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Stephanie Blair, Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and...2381falsefullhttps://www.spreaker.com/episode/99-overcoming-imposter-syndrome-and-flourishing-at-work-w-stephanie-blair--519127743f7280ec-d09c-4f2f-b8b6-b5fab15d64faTue, 03 Mar 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Stephanie Blair, Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and...2381falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-65-why-product-led-growth-is-sales-supportive--52034400migration-https://cdn2.sounder.fm/144796/audio--91200--8936--18747--8673a7cb-194f-419d-9e6c-e73b7bb4f5f9.mp3?v=1642739541Fri, 28 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about why product-led growth is not actually anti-sales, and how you can start moving your strategy in this direction.415falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-65-why-product-led-growth-is-sales-supportive--51912652a7ed533b-0a3d-40f7-8118-2e58720a144cFri, 28 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about why product-led growth is not actually anti-sales, and how you can start moving your strategy in this direction.415falsefullhttps://www.spreaker.com/episode/98-focus-on-product-led-growth-w-blake-bartlett--52034355migration-https://cdn2.sounder.fm/144797/audio--91201--8936--18747--06bee704-f445-4fc6-a8f4-3d7b4eedc458.mp3?v=1642739621Tue, 25 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Blake Bartlett, Partner at OpenView. Blake is a partner at one of the most well known SaaS venture capital firms in the world, OpenView Venture Partners, based in Boston. He spends most of his time...2737falsefullhttps://www.spreaker.com/episode/98-focus-on-product-led-growth-w-blake-bartlett--5191264316e14ffd-9f4c-4fe0-9a6f-07da7479355eTue, 25 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Blake Bartlett, Partner at OpenView. Blake is a partner at one of the most well known SaaS venture capital firms in the world, OpenView Venture Partners, based in Boston. He spends most of his time...2737falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-64-how-ai-impacts-the-future-of-work--52034405migration-https://cdn2.sounder.fm/144798/audio--91202--8936--18747--4da6cdcf-06b1-4848-b393-6c4f6e19d6e6.mp3?v=1642739549Fri, 21 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about how Artificial Intelligence can do the heavy lifting with our quantitative, analytical, and repetitive work so that we can be more creative in our day-to-day operations.264falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-64-how-ai-impacts-the-future-of-work--5191275835ecad8b-2f30-4634-b36e-9912aa980980Fri, 21 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about how Artificial Intelligence can do the heavy lifting with our quantitative, analytical, and repetitive work so that we can be more creative in our day-to-day operations.264falsefullhttps://www.spreaker.com/episode/97-how-to-approach-changing-trends-in-the-global-economy-w-tameka-vasquez--52034347migration-https://cdn2.sounder.fm/144800/audio--91203--8936--18747--b5b570a0-0438-4249-90a6-c5aa2e6e7fc7.mp3?v=1642739629Tue, 18 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Tameka Vasquez, AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact. Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of...2526falsefullhttps://www.spreaker.com/episode/97-how-to-approach-changing-trends-in-the-global-economy-w-tameka-vasquez--519126123d6490c5-3986-4f2c-a004-716b3484cac1Tue, 18 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Tameka Vasquez, AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact. Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of...2526falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-63-the-best-way-to-run-an-interview--52034342migration-https://cdn2.sounder.fm/144799/audio--91204--8936--18747--786687c6-6a0f-4891-a4d9-a2c2f8281158.mp3?v=1642739560Fri, 14 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're talking about the strategic questions to ask that will focus on your candidate's values - not just their skills.499falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-63-the-best-way-to-run-an-interview--519126090d572b43-4dff-4c04-acee-caed7b68f4a4Fri, 14 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're talking about the strategic questions to ask that will focus on your candidate's values - not just their skills.499falsefullhttps://www.spreaker.com/episode/96-the-4-levers-of-sales-velocity-w-pete-crosby--52034430migration-https://cdn2.sounder.fm/144801/audio--91205--8936--18747--1e389216-f6c9-4dc5-b02d-015a987fc458.mp3?v=1642739655Tue, 11 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pete Crosby, Chief Revenue Officer at Ometria. Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most...3141falsefullhttps://www.spreaker.com/episode/96-the-4-levers-of-sales-velocity-w-pete-crosby--51912786e6f8ca93-5f8f-4386-b235-65a92fea4722Tue, 11 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pete Crosby, Chief Revenue Officer at Ometria. Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most...3141falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-62-the-difference-between-strategy-and-execution--52034402migration-https://cdn2.sounder.fm/144802/audio--91206--8936--18747--af38c37c-3240-4ece-aa89-b473b0754182.mp3?v=1642739589Fri, 07 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we give you some practical and actionable steps that you can take to translate your strategy into a successful outcome.410falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-62-the-difference-between-strategy-and-execution--519127208558e38f-3f14-4eff-ab6d-3d0db5144cecFri, 07 Feb 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we give you some practical and actionable steps that you can take to translate your strategy into a successful outcome.410falsefullhttps://www.spreaker.com/episode/95-how-to-nail-your-1-on-1s-w-matt-cameron--52034377migration-https://cdn2.sounder.fm/144804/audio--91207--8936--18747--6ab160b9-71c7-4203-b3f2-4703977a9588.mp3?v=1642739672Tue, 04 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matt Cameron, Founder and Managing Partner of SaaSy Sales Management. Matt is a New Zealander by birth, an Australian by accent, and adopted American. He's worked at Salesforce and Yammer,...2630falsefullhttps://www.spreaker.com/episode/95-how-to-nail-your-1-on-1s-w-matt-cameron--5191277129e9fb45-fc6d-4615-9525-9ff03b6ff20eTue, 04 Feb 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Matt Cameron, Founder and Managing Partner of SaaSy Sales Management. Matt is a New Zealander by birth, an Australian by accent, and adopted American. He's worked at Salesforce and Yammer, acquired...2630falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-61-the-best-interview-question-a-candidate-can-ask--52034419migration-https://cdn2.sounder.fm/144803/audio--91208--8936--18747--e67a14aa-26a5-4658-8990-e30e06f5190b.mp3?v=1642739594Fri, 31 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the types of questions that a candidate can ask that will not only leave an impression but potentially land you the job!328falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-61-the-best-interview-question-a-candidate-can-ask--519125715b244774-0d8e-42b6-b495-21c034e1a683Fri, 31 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the types of questions that a candidate can ask that will not only leave an impression but potentially land you the job!328falsefullhttps://www.spreaker.com/episode/94-making-malware-disappear-w-ellie-tamari--52034375migration-https://cdn2.sounder.fm/144806/audio--91209--8936--18747--f268d306-38f6-41a4-9cce-ab600182a72e.mp3?v=1642739701Tue, 28 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ellie Tamari, the VP of North American Sales at Namogoo. Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that...3062falsefullhttps://www.spreaker.com/episode/94-making-malware-disappear-w-ellie-tamari--519128267b190edf-7587-47ba-b0b1-4a572e400041Tue, 28 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ellie Tamari, the VP of North American Sales at Namogoo. Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that...3062falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-60-strategic-factors-to-consider-with-early-stage-investment--52034413migration-https://cdn2.sounder.fm/144805/audio--91210--8936--18747--a454bce2-17e8-4d18-bcd0-b251b1807a4f.mp3?v=1642739622Fri, 24 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about the key factors and insights that an investor is looking for when considering an investment.633falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-60-strategic-factors-to-consider-with-early-stage-investment--519128222d9fb310-e18c-416c-99bc-88b81b98e2fdFri, 24 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about the key factors and insights that an investor is looking for when considering an investment.633falsefullhttps://www.spreaker.com/episode/93-the-journey-from-2x-entrepreneur-exec-to-vc-w-angus-davis--52034382migration-https://cdn2.sounder.fm/144808/audio--91211--8936--18747--fe7f3770-3a9e-4158-9c54-7de4520b6ab5.mp3?v=1642739710Tue, 21 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital. Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the...2852falsefullhttps://www.spreaker.com/episode/93-the-journey-from-2x-entrepreneur-exec-to-vc-w-angus-davis--5191265499461b4e-626b-4aa7-9404-35af8bc0e2e1Tue, 21 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital. Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the...2851falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-59-the-key-lesson-in-software-sales--52034362migration-https://cdn2.sounder.fm/144807/audio--91212--8936--18747--347e9866-79ea-4cd8-9811-55cbb868c49a.mp3?v=1642739631Fri, 17 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.259falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-59-the-key-lesson-in-software-sales--519127099e0414ef-2154-4d28-b6ae-09adcb85fe7fFri, 17 Jan 2020 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.259falsefullhttps://www.spreaker.com/episode/92-how-to-become-a-more-influential-executive-w-jay-mcgrath--52034452migration-https://cdn2.sounder.fm/144810/audio--91213--8936--18747--b1d559a2-a8a4-4e9a-9456-d65f075557aa.mp3?v=1642440449Tue, 14 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the...2966falsefullhttps://www.spreaker.com/episode/92-how-to-become-a-more-influential-executive-w-jay-mcgrath--519125461eb01bbf-2e41-46e4-be2b-4da3370a25e7Tue, 14 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the...2966falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-58-why-narrative-precedes-strategy--52034361migration-https://cdn2.sounder.fm/144809/audio--91214--8936--18747--2388eb99-ab37-43af-af41-cc8ad2f55d08.mp3?v=1642739647Fri, 10 Jan 2020 04:30:00 +0000Dan SanchezYour prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.262falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-58-why-narrative-precedes-strategy--5191255634973a8b-31f0-480f-916b-b9a86217955eFri, 10 Jan 2020 04:30:00 +0000Dan SanchezYour prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.262falsefullhttps://www.spreaker.com/episode/91-the-importance-of-creating-narrative-w-scott-olrich--52034379migration-https://cdn2.sounder.fm/144811/audio--91215--8936--18747--7488a3ce-c6b0-4a74-9e19-c3d78a0d5392.mp3?v=1642739736Tue, 07 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign. Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement...2634falsefullhttps://www.spreaker.com/episode/91-the-importance-of-creating-narrative-w-scott-olrich--5191284325fbf392-cf59-4234-a13a-650cb950de38Tue, 07 Jan 2020 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign. Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement...2634falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-57-the-3-most-important-steps-for-building-a-long-term-career--52034366migration-https://cdn2.sounder.fm/144812/audio--91216--8936--18747--518cc184-ec41-49b7-a742-cea0cf3e56a7.mp3?v=1642739677Fri, 03 Jan 2020 04:30:00 +0000Dan SanchezThis week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.319falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-57-the-3-most-important-steps-for-building-a-long-term-career--51912593ed07a085-2d26-4742-bbc4-95068a0f4774Fri, 03 Jan 2020 04:30:00 +0000Dan SanchezThis week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.319falsefullhttps://www.spreaker.com/episode/90-letting-go-of-perfection-w-justin-welsh--52034388migration-https://cdn2.sounder.fm/144814/audio--91217--8936--18747--55035d9f-7772-4e49-9147-81ae3ac9f90e.mp3?v=1642739772Tue, 31 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left...2962falsefullhttps://www.spreaker.com/episode/90-letting-go-of-perfection-w-justin-welsh--519127697280a2a5-1fa5-471d-86ac-4a53f46b9855Tue, 31 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left...2962falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-56-a-holistic-approach-to-organizational-alignment--52034431migration-https://cdn2.sounder.fm/144813/audio--91218--8936--18747--98f78c98-9e43-4ddc-84b6-d2f0b507bc9e.mp3?v=1642739681Fri, 27 Dec 2019 04:30:00 +0000Dan SanchezWhen thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.268falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-56-a-holistic-approach-to-organizational-alignment--519126286e75a575-0eab-4dfb-8847-0a13483017fbFri, 27 Dec 2019 04:30:00 +0000Dan SanchezWhen thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.268falsefullhttps://www.spreaker.com/episode/89-using-cdps-to-scale-your-org-w-pat-o-brien--52034389migration-https://cdn2.sounder.fm/144817/audio--91219--8936--18747--2fc3f016-1dbf-4fa4-ada0-9ca0a5bb704e.mp3?v=1642739753Tue, 24 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies....1918falsefullhttps://www.spreaker.com/episode/89-using-cdps-to-scale-your-org-w-pat-o-brien--5191283881851cad-303e-4171-aed9-a185b28b39c4Tue, 24 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies....1918falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-55-top-prospecting-techniques-from-a-sales-leader--52034427migration-https://cdn2.sounder.fm/144815/audio--91220--8936--18747--c891695d-a334-4291-89c7-d1e335888ff4.mp3?v=1642739698Fri, 20 Dec 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.    328falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-55-top-prospecting-techniques-from-a-sales-leader--51912734ee0374e0-1749-43f3-bd4b-3563f67afe1bFri, 20 Dec 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.    327falsefullhttps://www.spreaker.com/episode/88-how-to-optimize-sales-motions-w-pete-kazanjy--52034358migration-https://cdn2.sounder.fm/144816/audio--91221--8936--18747--659773ca-3eb9-4246-9cde-fc51fffad436.mp3?v=1642739776Tue, 17 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pete Kazanjy, co-founder of Atrium and author of Founding Sales. As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. In this...2719falsefullhttps://www.spreaker.com/episode/88-how-to-optimize-sales-motions-w-pete-kazanjy--519125984b411337-182b-4a34-b701-9b630baa1cb7Tue, 17 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Pete Kazanjy, co-founder of Atrium and author of Founding Sales. As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. In this...2719falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-54-our-top-3-tips-for-building-a-billion-dollar-brand--52034429migration-https://cdn2.sounder.fm/144818/audio--91222--8936--18747--a566577c-7aa6-4853-91e5-ec378de6f11b.mp3?v=1642739715Fri, 13 Dec 2019 04:30:00 +0000Dan SanchezThere are three things to keep in mind when you're on the journey to building a billion-dollar brand. On this episode of Friday Fundamentals, we're going to tell you how to implement them.296falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-54-our-top-3-tips-for-building-a-billion-dollar-brand--519127259642fd2d-ac3c-4922-bd87-8419dec06b4eFri, 13 Dec 2019 04:30:00 +0000Dan SanchezThere are three things to keep in mind when you're on the journey to building a billion-dollar brand. On this episode of Friday Fundamentals, we're going to tell you how to implement them.296falsefullhttps://www.spreaker.com/episode/87-the-ultimate-guide-to-category-creation-w-anthony-kennada--52034301migration-https://cdn2.sounder.fm/144820/audio--91223--8936--18747--c30a0a73-b260-44c4-864b-0c9a433321fb.mp3?v=1642739820Tue, 10 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Anthony Kennada, CMO at Front. You probably know Anthony by now — his name started popularizing itself after he helped grow Gainsight from $100K to $100MM in ARR. Anthony’s also the author of...2825falsefullhttps://www.spreaker.com/episode/87-the-ultimate-guide-to-category-creation-w-anthony-kennada--519128641d07cc5d-ae31-4f6c-94c0-7a93c8953f41Tue, 10 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Anthony Kennada, CMO at Front. You probably know Anthony by now — his name started popularizing itself after he helped grow Gainsight from $100K to $100MM in ARR. Anthony’s also the author of...2825falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-53-how-one-entrepreneur-decided-to-start-her-consulting-business-w-mary-rogul--52034288migration-https://cdn2.sounder.fm/144819/audio--91224--8936--18747--89c3418b-3deb-4ce1-91ef-3e2cb15651f6.mp3?v=1642739731Fri, 06 Dec 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about one entrepreneur's leap from being the head of sales to stepping into their own consulting business.372falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-53-how-one-entrepreneur-decided-to-start-her-consulting-business-w-mary-rogul--519127903f6ee9f3-4f32-4382-ad5d-bbfc097988dfFri, 06 Dec 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we talk about one entrepreneur's leap from being the head of sales to stepping into their own consulting business.372falsefullhttps://www.spreaker.com/episode/86-should-every-top-salesperson-pursue-management-w-mary-rogul--52034397migration-https://cdn2.sounder.fm/144821/audio--91225--8936--18747--1c3fadf1-4d47-4e3e-bf0b-11222e5519c2.mp3?v=1642739801Tue, 03 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mary Rogul, a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year...2108falsefullhttps://www.spreaker.com/episode/86-should-every-top-salesperson-pursue-management-w-mary-rogul--51912760bf885b60-1061-4057-9134-0bf635807b95Tue, 03 Dec 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Mary Rogul, a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year...2108falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-52-advice-we-wish-we-could-give-our-younger-self--52034432migration-https://cdn2.sounder.fm/144822/audio--91226--8936--18747--aa67c254-2913-42f9-9f8e-bfd772712e52.mp3?v=1642739755Fri, 29 Nov 2019 04:30:00 +0000Dan SanchezDon't be afraid to take the first step. On this episode of Friday Fundamentals, we talk about the importance of why you should always "go first" when fostering relationships with mentors.259falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-52-advice-we-wish-we-could-give-our-younger-self--5191266770850754-892c-426a-9bf5-a32a7816fee3Fri, 29 Nov 2019 04:30:00 +0000Dan SanchezDon't be afraid to take the first step. On this episode of Friday Fundamentals, we talk about the importance of why you should always "go first" when fostering relationships with mentors.259falsefullhttps://www.spreaker.com/episode/85-why-ai-won-t-be-taking-your-job-w-dan-o-connell--52034374migration-https://cdn2.sounder.fm/144824/audio--91227--8936--18747--d4454792-93db-4807-a087-95659c77619e.mp3?v=1642739840Tue, 26 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad. Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at...2582falsefullhttps://www.spreaker.com/episode/85-why-ai-won-t-be-taking-your-job-w-dan-o-connell--51912629f28c172a-963c-40e3-be13-237d09e08646Tue, 26 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad. Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at...2582falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-51-how-to-incorporate-video-into-your-sales-motion--52034369migration-https://cdn2.sounder.fm/144823/audio--91228--8936--18747--31cece52-2b86-47ec-8926-8750bb8bf899.mp3?v=1642739767Fri, 22 Nov 2019 04:30:00 +0000Dan SanchezVideo is important. But where does it belong? On this episode of Friday Fundamentals, we want to talk about how you would benefit from using video in your sales motion.    417falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-51-how-to-incorporate-video-into-your-sales-motion--51912776a3430e15-dee3-4553-a54d-b17564e5e20bFri, 22 Nov 2019 04:30:00 +0000Dan SanchezVideo is important. But where does it belong? On this episode of Friday Fundamentals, we want to talk about how you would benefit from using video in your sales motion.    417falsefullhttps://www.spreaker.com/episode/84-bombbomb-s-chief-evangelist-explains-why-you-should-use-video-w-ethan-beute--52034387migration-https://cdn2.sounder.fm/144826/audio--91229--8936--18747--2b3ffda2-c4cf-464a-8bf6-df51f6353842.mp3?v=1642739856Tue, 19 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ethan Beute, Chief Evangelist and VP of Marketing at BombBomb. Ethan was one of the first employees at the self-funded video platform, BombBomb, which is now doing over $20MM in ARR. Ethan is also...2559falsefullhttps://www.spreaker.com/episode/84-bombbomb-s-chief-evangelist-explains-why-you-should-use-video-w-ethan-beute--51912729de699206-271b-4c39-aa42-4557493472adTue, 19 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ethan Beute, Chief Evangelist and VP of Marketing at BombBomb. Ethan was one of the first employees at the self-funded video platform, BombBomb, which is now doing over $20MM in ARR. Ethan is also...2559falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-50-the-key-questions-to-ask--52034412migration-https://cdn2.sounder.fm/144825/audio--91230--8936--18747--49914344-f423-4bf2-ab05-5667aa8bab66.mp3?v=1642739789Fri, 15 Nov 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we want to talk about the 3 key reasons that deals often stall. Every salesperson on every team needs to have these 3 things nailed down.583falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-50-the-key-questions-to-ask--519127929a031f10df304174a4031eaea78b4873Fri, 15 Nov 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we want to talk about the 3 key reasons that deals often stall. Every salesperson on every team needs to have these 3 things nailed down.583falsefullhttps://www.spreaker.com/episode/83-how-to-operationalize-alignment-w-john-kaplan-at-force-management--52034380migration-https://cdn2.sounder.fm/144828/audio--91231--8936--18747--3c36859c-a27b-4a64-a884-2868619b529d.mp3?v=1642739875Tue, 12 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with John Kaplan, President, Co-founder, & Managing Partner at Force Management. John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales...2918falsefullhttps://www.spreaker.com/episode/83-how-to-operationalize-alignment-w-john-kaplan-at-force-management--519127976b4b9fff3385478d8f8f8af75c59a638Tue, 12 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with John Kaplan, President, Co-founder, & Managing Partner at Force Management. John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales...2918falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-49-hiring-your-first-salesperson--52034383migration-https://cdn2.sounder.fm/144827/audio--91232--8936--18747--507e4db8-2f41-46f0-ad7c-cc6777afe4b1.mp3?v=1642739794Fri, 08 Nov 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we are giving you advice on how to go about hiring your ideal first salesperson, making your initial investments in sales, and ultimately scaling up your team. (you might be surprised by this non-traditional...398falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-49-hiring-your-first-salesperson--519127397a5749433a054d7e9ac1443036816515Fri, 08 Nov 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we are giving you advice on how to go about hiring your ideal first salesperson, making your initial investments in sales, and ultimately scaling up your team. (you might be surprised by this non-traditional...398falsefullhttps://www.spreaker.com/episode/82-meet-the-serial-entrepreneur-who-hasn-t-raised-funding-since-2011-w-zvi-guterman-of-cloudshare--52034398migration-https://cdn2.sounder.fm/144829/audio--91233--8936--18747--700a1ef6-f6ce-4911-ab8e-564d23877f89.mp3?v=1642739880Tue, 05 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zvi Guterman, founder and CEO of CloudShare. Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his...2597falsefullhttps://www.spreaker.com/episode/82-meet-the-serial-entrepreneur-who-hasn-t-raised-funding-since-2011-w-zvi-guterman-of-cloudshare--5191259790c37d2ba8c2473aac62a51794f25d2dTue, 05 Nov 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Zvi Guterman, founder and CEO of CloudShare. Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his...2597falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-48-being-the-ceo-of-your-own-career--52034414migration-https://cdn2.sounder.fm/144830/audio--91234--8936--18747--fd07b5c0-5bb7-417b-94fa-6b45a65ab51a.mp3?v=1642739824Fri, 01 Nov 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're chatting about the thought process around being the CEO of your own career. Here are some steps on how to take control; ensuring that every step you take is really intentional.502falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-48-being-the-ceo-of-your-own-career--51912743abbcc43c79b94bc5b683d4f15b2849c7Fri, 01 Nov 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're chatting about the thought process around being the CEO of your own career. Here are some steps on how to take control; ensuring that every step you take is really intentional.502falsefullhttps://www.spreaker.com/episode/81-how-candidate-testing-can-improve-employee-retention-w-amyra-rand-of-criteria-cor--52034309migration-https://cdn2.sounder.fm/144832/audio--91235--8936--18747--f338dfff-5857-407b-acd7-6e2944812d57.mp3?v=1642739903Tue, 29 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is...2618falsefullhttps://www.spreaker.com/episode/81-how-candidate-testing-can-improve-employee-retention-w-amyra-rand-of-criteria-cor--519126277ef4d943804c47ea958ecfa98a9fed50Tue, 29 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is...2618falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-47-the-best-interview-question-a-candidate-can-ask--52034372migration-https://cdn2.sounder.fm/144831/audio--91236--8936--18747--1b236622-34f1-4d5a-b118-8fdbf0318f48.mp3?v=1642739824Fri, 25 Oct 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're chatting through candid interview questions. What's the best interview question you should ask? It's not the typical (and that's a good thing). 327falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-47-the-best-interview-question-a-candidate-can-ask--519127531e4884b9ebef4cf7bd33ef75ee2aa298Fri, 25 Oct 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're chatting through candid interview questions. What's the best interview question you should ask? It's not the typical (and that's a good thing). 327falsefullhttps://www.spreaker.com/episode/80-getting-more-women-into-sales-sales-leadership-w-catie-ivey-of-demandbase--52034304migration-https://cdn2.sounder.fm/144833/audio--91237--8936--18747--736de33f-e702-4026-b594-ee5946ed8f95.mp3?v=1642739913Tue, 22 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Catie Ivey, Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s...2670falsefullhttps://www.spreaker.com/episode/80-getting-more-women-into-sales-sales-leadership-w-catie-ivey-of-demandbase--5191264782e16eba0a564f3b81fca5c0d6908e63Tue, 22 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Catie Ivey, Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s...2670falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-46-how-to-pick-your-next-company--52034386migration-https://cdn2.sounder.fm/144834/audio--91238--8936--18747--403be4aa-cf79-4264-9ddc-51edd53f8a8f.mp3?v=1642739852Fri, 18 Oct 2019 03:30:00 +0000Dan SanchezIt's a hot labor market. What criteria should you use when choosing a new company to work for? Bryan of Andela weighs in!334falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-46-how-to-pick-your-next-company--51912748063e7f5f2dd64bb39021094ff0ffa23bFri, 18 Oct 2019 03:30:00 +0000Dan SanchezIt's a hot labor market. What criteria should you use when choosing a new company to work for? Bryan of Andela weighs in!334falsefullhttps://www.spreaker.com/episode/79-how-to-successfully-navigate-major-transition-w-bryan-caplin-of-andela--52034406migration-https://cdn2.sounder.fm/144835/audio--91239--8936--18747--da451eba-e6c3-4d60-877d-982db48187b2.mp3?v=1642739941Tue, 15 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela.  Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the...2942falsefullhttps://www.spreaker.com/episode/79-how-to-successfully-navigate-major-transition-w-bryan-caplin-of-andela--5191272846ba492fff614bc282955a2d8ee04fdfTue, 15 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela.  Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the...2942falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-45-big-co-vs-small-co--52034428migration-https://cdn2.sounder.fm/144836/audio--91240--8936--18747--fd141747-a3d3-41c4-a955-300dd723e331.mp3?v=1642739873Fri, 11 Oct 2019 03:30:00 +0000Dan SanchezHow do you know whether a big or small company is right for you? In a small company, the feedback mechanism feels quick. It feels rewarding because you have instant change. The challenge? You may not always have processes to fall back on!497falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-45-big-co-vs-small-co--5191280693ecbb45d196480692e2052e7109fe03Fri, 11 Oct 2019 03:30:00 +0000Dan SanchezHow do you know whether a big or small company is right for you? In a small company, the feedback mechanism feels quick. It feels rewarding because you have instant change. The challenge? You may not always have processes to fall back on!497falsefullhttps://www.spreaker.com/episode/78-what-this-google-exec-wants-you-to-know-about-success-w-alison-wagonfeld-of-google-cloud--52034385migration-https://cdn2.sounder.fm/144837/audio--91241--8936--18747--8e6eb34f-5e90-4e24-b2b5-2ca59bd4498c.mp3?v=1642739944Tue, 08 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud.  Alison brings a wealth of marketing, investor, and exec experience to the show. We talk about why career paths are rarely linear (and how to roll with it), what...2395falsefullhttps://www.spreaker.com/episode/78-what-this-google-exec-wants-you-to-know-about-success-w-alison-wagonfeld-of-google-cloud--5191279557269904e3054dd4ba6c30b5be2527e6Tue, 08 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud.  Alison brings a wealth of marketing, investor, and exec experience to the show. We talk about why career paths are rarely linear (and how to roll with it), what...2395falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-44-top-3-things-sales-engineers-need-to-be-successful--52034381migration-https://cdn2.sounder.fm/144838/audio--91242--8936--18747--498e6709-2135-407b-be84-1363e5b9dca0.mp3?v=1642739891Fri, 04 Oct 2019 03:30:00 +0000Dan SanchezWhat do sales engineers need to be good at? Good question! Be good at demonstration and presentation. Nail that and you're well on your way.378falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-44-top-3-things-sales-engineers-need-to-be-successful--5191266847d1daa06ccc40dfb2306af8c94285edFri, 04 Oct 2019 03:30:00 +0000Dan SanchezWhat do sales engineers need to be good at? Good question! Be good at demonstration and presentation. Nail that and you're well on your way.378falsefullhttps://www.spreaker.com/episode/77-how-this-sales-engineer-became-responsible-for-revenue-of-a-start-up-w-vikas-bhambri-of-kustomer--52034411migration-https://cdn2.sounder.fm/144840/audio--91243--8936--18747--be97cd5e-0d59-4799-b7a0-19532e63e8c7.mp3?v=1642739973Tue, 01 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Vikas Bhambri, SVP of Global Sales and Customer Experience at Kustomer.  Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years...2782falsefullhttps://www.spreaker.com/episode/77-how-this-sales-engineer-became-responsible-for-revenue-of-a-start-up-w-vikas-bhambri-of-kustomer--519127124e761011c52b4c2db82d898482bf4215Tue, 01 Oct 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Vikas Bhambri, SVP of Global Sales and Customer Experience at Kustomer.  Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years...2782falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-43-selling-at-freemium-company--52034396migration-https://cdn2.sounder.fm/144839/audio--91244--8936--18747--cfe64125-0795-4b1e-b548-12b37cf40836.mp3?v=1642739893Fri, 27 Sep 2019 03:30:00 +0000Dan SanchezWhat do reps at a freemium company need to do to be successful? Don't mistake product love for a deal! 242falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-43-selling-at-freemium-company--5191262540ffbf052778444682731520edc5fb7dFri, 27 Sep 2019 03:30:00 +0000Dan SanchezWhat do reps at a freemium company need to do to be successful? Don't mistake product love for a deal! 242falsefullhttps://www.spreaker.com/episode/76-how-slack-is-generating-600mm-with-a-bottom-up-approach-w-kevin-egan-at-slack--52034410migration-https://cdn2.sounder.fm/144841/audio--91245--8936--18747--bad7269d-8d8c-49c7-8802-2910ca235027.mp3?v=1642739981Tue, 24 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack.  Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. We hear his best practices on developing a sales team,...2579falsefullhttps://www.spreaker.com/episode/76-how-slack-is-generating-600mm-with-a-bottom-up-approach-w-kevin-egan-at-slack--5191281218ab7c2621844fd6a755d6acc2e46dbbTue, 24 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack.  Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. We hear his best practices on developing a sales team,...2579falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-42-3-steps-to-building-the-right-sales-enablement-strategy--52034424migration-https://cdn2.sounder.fm/144842/audio--91246--8936--18747--57b9af87-877c-45e7-9f93-b5f1cca55d25.mp3?v=1642739925Fri, 20 Sep 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're discussing 3 steps to building the right sales enablement strategy. Top on the list? Define what problem you're trying to solve. 260falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-42-3-steps-to-building-the-right-sales-enablement-strategy--51912703af151eaf1a4048d3a02e98cc2471ef06Fri, 20 Sep 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're discussing 3 steps to building the right sales enablement strategy. Top on the list? Define what problem you're trying to solve. 260falsefullhttps://www.spreaker.com/episode/75-how-to-scale-operations-for-a-high-growth-sales-enablement-company-w-jason-holmes-coo-showpad--52034415migration-https://cdn2.sounder.fm/144844/audio--91247--8936--18747--9a548b7d-1baf-4cc2-91d4-52a7cd257cb6.mp3?v=1642740012Tue, 17 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jason Holmes, President and COO of Showpad. Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. He’s been an executive and/or VP for a variety of household...2666falsefullhttps://www.spreaker.com/episode/75-how-to-scale-operations-for-a-high-growth-sales-enablement-company-w-jason-holmes-coo-showpad--51912850a6691ad4e7f94c1aba325c3c36eab501Tue, 17 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jason Holmes, President and COO of Showpad. Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. He’s been an executive and/or VP for a variety of household...2666falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-41-two-highly-personalized-ways-to-get-a-meeting--52034408migration-https://cdn2.sounder.fm/144843/audio--91248--8936--18747--80f5cb5a-5e8f-42f5-b692-ed58f355a8ec.mp3?v=1642739938Fri, 13 Sep 2019 03:30:00 +0000Dan SanchezHow can you score a meeting with anyone? Bypass the gatekeeper! Listen in to today's episode to learn two personalized ways to get a meeting with anyone (and it's easier than you think). 434falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-41-two-highly-personalized-ways-to-get-a-meeting--519127944a00db9409b64b7d99ff1235d60ad27fFri, 13 Sep 2019 03:30:00 +0000Dan SanchezHow can you score a meeting with anyone? Bypass the gatekeeper! Listen in to today's episode to learn two personalized ways to get a meeting with anyone (and it's easier than you think). 434falsefullhttps://www.spreaker.com/episode/74-from-vp-sales-back-to-individual-contributor-learnings-and-experiences-w-ryan-lallier--52034307migration-https://cdn2.sounder.fm/144845/audio--91249--8936--18747--4bb7bb30-8e82-4aa9-8240-a5aa190b00c3.mp3?v=1642740034Tue, 10 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ryan Lallier, Director of Inside Sales at InsightSquared.  Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like...2943falsefullhttps://www.spreaker.com/episode/74-from-vp-sales-back-to-individual-contributor-learnings-and-experiences-w-ryan-lallier--519127987ba617dc8b73451ab8c062f0d22d4345Tue, 10 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ryan Lallier, Director of Inside Sales at InsightSquared.  Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like...2943falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-40-key-questions-to-consider-to-becoming-a-vc--52034423migration-https://cdn2.sounder.fm/144846/audio--91250--8936--18747--62d3db78-64bc-445d-8b31-3c3f77b57b53.mp3?v=1642739957Fri, 06 Sep 2019 03:30:00 +0000Dan SanchezWe have two simple questions for you:  1) Do you want to spend time figuring out if you like VC? 2) How do you get certainty?  We're breaking down what questions you should ask before becoming a VC! 282falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-40-key-questions-to-consider-to-becoming-a-vc--51912782c0758ee0d67e4a3494a553cdda6a69d9Fri, 06 Sep 2019 03:30:00 +0000Dan SanchezWe have two simple questions for you:  1) Do you want to spend time figuring out if you like VC? 2) How do you get certainty?  We're breaking down what questions you should ask before becoming a VC! 282falsefullhttps://www.spreaker.com/episode/73-what-venture-capital-investors-want-w-semil-shah--52034417migration-https://cdn2.sounder.fm/144847/audio--91251--8936--18747--a2e7ab3d-abbc-45ad-8a6a-a13b897603fa.mp3?v=1642740036Tue, 03 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Semil Shah, General Partner at Haystack and Venture Partner at Lightspeed.  Semil has made a name for himself as an “observational leader”; someone who shares what he sees on the ground and passes...2757falsefullhttps://www.spreaker.com/episode/73-what-venture-capital-investors-want-w-semil-shah--51912645da3fd3becae9492cb5f4c727905a72e1Tue, 03 Sep 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Semil Shah, General Partner at Haystack and Venture Partner at Lightspeed.  Semil has made a name for himself as an “observational leader”; someone who shares what he sees on the ground and passes...2757falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-39-why-you-should-avoid-job-hopping--52034407migration-https://cdn2.sounder.fm/144848/audio--91252--8936--18747--922554cd-836a-4983-9e8a-f13ef65d3b86.mp3?v=1642739982Fri, 30 Aug 2019 03:30:00 +0000Dan SanchezAre you a job hopper? We're chatting through why it may not work in your favor to job hop! 483falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-39-why-you-should-avoid-job-hopping--5191263853546101de5042658e44fd22457f784dFri, 30 Aug 2019 03:30:00 +0000Dan SanchezAre you a job hopper? We're chatting through why it may not work in your favor to job hop! 483falsefullhttps://www.spreaker.com/episode/72-how-to-break-down-sales-stereotypes-and-hire-better-sdrs-w-rahim-fazal--52034420migration-https://cdn2.sounder.fm/144850/audio--91253--8936--18747--eee103a1-0721-44b3-add5-ad85d8121d20.mp3?v=1642740041Tue, 27 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Rahim Fazal, Co-Founder and CEO of the SV Academy.  The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We...1934falsefullhttps://www.spreaker.com/episode/72-how-to-break-down-sales-stereotypes-and-hire-better-sdrs-w-rahim-fazal--51912768619af8a468d84ea888ecd97fef841e7fTue, 27 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Rahim Fazal, Co-Founder and CEO of the SV Academy.  The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We...1934falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-38-the-importance-of-transparent-leadership--52034409migration-https://cdn2.sounder.fm/144849/audio--91254--8936--18747--8938b017-2621-4b25-9fd3-0a691ca82816.mp3?v=1642739992Fri, 23 Aug 2019 03:30:00 +0000Dan SanchezHow transparent is your leadership team? We're talking about WHY it's important to be a transparent leadership team. 535falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-38-the-importance-of-transparent-leadership--519127522f290153b26a413b9bdb5af7a44025cbFri, 23 Aug 2019 03:30:00 +0000Dan SanchezHow transparent is your leadership team? We're talking about WHY it's important to be a transparent leadership team. 535falsefullhttps://www.spreaker.com/episode/71-why-account-based-marketing-doesn-t-work-w-latane-conant--52034446migration-https://cdn2.sounder.fm/144851/audio--91255--8936--18747--50ba55e0-dbf2-4b78-9013-af72b497d4af.mp3?v=1642740041Tue, 20 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Latane Conant, CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you. Latane is...1956falsefullhttps://www.spreaker.com/episode/71-why-account-based-marketing-doesn-t-work-w-latane-conant--519127405d0e6163bef740fb9ea6a28677ced90fTue, 20 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Latane Conant, CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you. Latane is...1956falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-37-how-to-set-up-your-remote-sales-team-for-success--52034425migration-https://cdn2.sounder.fm/144852/audio--91256--8936--18747--c6a52179-e908-4f36-9d06-84ed3e296a63.mp3?v=1642740033Fri, 16 Aug 2019 03:30:00 +0000Dan SanchezIn a world where sales teams are remote, how can you set your team up for success? Tune in today as we chat through actionable strategies to get YOUR team functioning as one in a remote setting.1243falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-37-how-to-set-up-your-remote-sales-team-for-success--5191272198be0b143e9f456ba31a7079eecf8f28Fri, 16 Aug 2019 03:30:00 +0000Dan SanchezIn a world where sales teams are remote, how can you set your team up for success? Tune in today as we chat through actionable strategies to get YOUR team functioning as one in a remote setting.1243falsefullhttps://www.spreaker.com/episode/70-the-executive-s-guide-to-building-companies-w-jonathan-sherry--52034438migration-https://cdn2.sounder.fm/144854/audio--91257--8936--18747--720c314e-bc6d-42c0-b8ff-6bb2760ec412.mp3?v=1642740069Tue, 13 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jonathan Sherry, Co-Founder and COO at CB Insights.  John has some incredible first-hand experience on how to scale a business, build culture intentionally, and retain the allegiance, alliance, and...2112falsefullhttps://www.spreaker.com/episode/70-the-executive-s-guide-to-building-companies-w-jonathan-sherry--519127508e755cda9dc147c79092b45c0cc306b0Tue, 13 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jonathan Sherry, Co-Founder and COO at CB Insights.  John has some incredible first-hand experience on how to scale a business, build culture intentionally, and retain the allegiance, alliance, and...2112falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-36-how-to-manage-upwards-to-get-to-the-c-suite--52034447migration-https://cdn2.sounder.fm/144853/audio--91258--8936--18747--bad4a34c-7757-45bd-b7a8-4c2587d4eaa5.mp3?v=1642740010Fri, 09 Aug 2019 03:30:00 +0000Dan SanchezOn today's episode, we're chatting about how to manage upwards. Recognize perception as reality. That's number one. Number 2? Reflect on your successes and failures. Megan Bowen weighs in!324falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-36-how-to-manage-upwards-to-get-to-the-c-suite--519128029426563afcfb4aa1ac07eacff0ebc8c0Fri, 09 Aug 2019 03:30:00 +0000Dan SanchezOn today's episode, we're chatting about how to manage upwards. Recognize perception as reality. That's number one. Number 2? Reflect on your successes and failures. Megan Bowen weighs in!324falsefullhttps://www.spreaker.com/episode/69-structuring-your-organization-around-your-customer-w-megan-bowen--52034440migration-https://cdn2.sounder.fm/144855/audio--91259--8936--18747--4a17a4be-3198-4d19-b4eb-d5deb6998092.mp3?v=1642740092Tue, 06 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Megan Bowen, SVP of Business Operations at Managed By Q.  Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to...2714falsefullhttps://www.spreaker.com/episode/69-structuring-your-organization-around-your-customer-w-megan-bowen--51912853640d4a48dedd427a9dde981741400bffTue, 06 Aug 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Megan Bowen, SVP of Business Operations at Managed By Q.  Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to...2714falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-35-the-3-keys-to-driving-a-great-enterprise-sale--52034453migration-https://cdn2.sounder.fm/144856/audio--91260--8936--18747--3d22df4e-8f8e-472d-b29b-275307458554.mp3?v=1642740030Fri, 02 Aug 2019 03:30:00 +0000Dan SanchezWe're chatting about the top 3 ways to drive enterprise sales. Pioneer your enterprise. Put your customers concerns FIRST. Sales will follow.  324falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-35-the-3-keys-to-driving-a-great-enterprise-sale--519128232d05b06434944154a54a64067d6a626eFri, 02 Aug 2019 03:30:00 +0000Dan SanchezWe're chatting about the top 3 ways to drive enterprise sales. Pioneer your enterprise. Put your customers concerns FIRST. Sales will follow.  324falsefullhttps://www.spreaker.com/episode/68-how-to-go-to-market-with-an-enterprise-solution-w-ed-calnan--52034441migration-https://cdn2.sounder.fm/144858/audio--91261--8936--18747--5eea2bbb-d664-442d-a6aa-be3bee679cbf.mp3?v=1642740123Tue, 30 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ed Calnan, co-Founder and CEO of Seismic. Ed has taken the business from $0 to $100 million. Today he’s discussing how to go to market with an enterprise solution. With a background in sales...2755falsefullhttps://www.spreaker.com/episode/68-how-to-go-to-market-with-an-enterprise-solution-w-ed-calnan--519127642fa95a7cc2454885ad9f99c008ecc9deTue, 30 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ed Calnan, co-Founder and CEO of Seismic. Ed has taken the business from $0 to $100 million. Today he’s discussing how to go to market with an enterprise solution. With a background in sales...2755falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-34-how-to-scale-while-course-correcting--52034418migration-https://cdn2.sounder.fm/144857/audio--91262--8936--18747--167024d2-734a-4328-9e00-9b8dc1bf7bd4.mp3?v=1642740042Fri, 26 Jul 2019 03:30:00 +0000Dan SanchezGet passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.419falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-34-how-to-scale-while-course-correcting--51912820f73107d0ced8495987de5b15184d53ffFri, 26 Jul 2019 03:30:00 +0000Dan SanchezGet passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.419falsefullhttps://www.spreaker.com/episode/67-how-data-and-metrics-fuel-revenue-and-company-growth-w-david-zwerin--52034459migration-https://cdn2.sounder.fm/144860/audio--91263--8936--18747--6212dc55-aeae-4fb9-be92-38b3a41f71cd.mp3?v=1642740127Tue, 23 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions.    We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid...2798falsefullhttps://www.spreaker.com/episode/67-how-data-and-metrics-fuel-revenue-and-company-growth-w-david-zwerin--519127914d9a86260ce24bd9984622a9d8e94c49Tue, 23 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions.    We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid...2798falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-33-why-direct-mail-improves-conversion-rates-through-your-sales-cycle-part-2--52034460migration-https://cdn2.sounder.fm/144861/audio--91264--8936--18747--18a8d19f-f1f0-4b47-90da-e1734c98e59c.mp3?v=1642740087Fri, 19 Jul 2019 23:03:15 +0000Dan SanchezPart 2 of our series coming in hot!1335falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-33-why-direct-mail-improves-conversion-rates-through-your-sales-cycle-part-2--519127365d2c0ed063d74398b6a95b0fcbf6fb0bFri, 19 Jul 2019 23:03:15 +0000Dan SanchezPart 2 of our series coming in hot!1335falsefullhttps://www.spreaker.com/episode/66-why-direct-mail-improves-conversion-rates-through-your-sales-cycle-w-kris-rudeegraap--52034470migration-https://cdn2.sounder.fm/144862/audio--91265--8936--18747--c5aba5c9-bc2d-42d9-a71c-80fe039f1d01.mp3?v=1642740118Tue, 16 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical...2041falsefullhttps://www.spreaker.com/episode/66-why-direct-mail-improves-conversion-rates-through-your-sales-cycle-w-kris-rudeegraap--519127354a2c0fd28c514bfd802bdfbec47cda9fTue, 16 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical...2041falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-32-3-steps-to-scaling-a-cs-organization--52034295migration-https://cdn2.sounder.fm/144863/audio--91266--8936--18747--d648acd7-8e64-4ed7-b2f5-63bedf713875.mp3?v=1642740080Fri, 12 Jul 2019 03:30:00 +0000Dan SanchezOn today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like. 349falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-32-3-steps-to-scaling-a-cs-organization--51912803ebeccc1f3295467e835dc324ee19d809Fri, 12 Jul 2019 03:30:00 +0000Dan SanchezOn today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like. 349falsefullhttps://www.spreaker.com/episode/65-how-to-render-long-term-success-in-the-workforce-w-kim-rose--52034480migration-https://cdn2.sounder.fm/144864/audio--91267--8936--18747--648a8125-1073-4e70-be34-a63fdacb1150.mp3?v=1642740153Tue, 09 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the...2929falsefullhttps://www.spreaker.com/episode/65-how-to-render-long-term-success-in-the-workforce-w-kim-rose--51912871e6bec990fb5f4297835665f9fd941096Tue, 09 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the...2929falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-31-building-a-buyer-centric-funnel--52034422migration-https://cdn2.sounder.fm/144865/audio--91268--8936--18747--eeb17442-6194-4dcc-a85d-1181c2967b3a.mp3?v=1642740114Fri, 05 Jul 2019 03:30:00 +0000Dan SanchezLet's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective! 936falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-31-building-a-buyer-centric-funnel--51912780ad620f7b260348789444af0fac89f494Fri, 05 Jul 2019 03:30:00 +0000Dan SanchezLet's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective! 936falsefullhttps://www.spreaker.com/episode/64-how-to-evaluate-a-saas-company-and-align-your-sales-funnels-w-david-skok--52034320migration-https://cdn2.sounder.fm/144866/audio--91269--8936--18747--8da76919-ed61-4fc1-b16b-fb7b5997ebc7.mp3?v=1642740176Tue, 02 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an...2911falsefullhttps://www.spreaker.com/episode/64-how-to-evaluate-a-saas-company-and-align-your-sales-funnels-w-david-skok--519127596504cf7ee48d45318770fc25fa0abf68Tue, 02 Jul 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an...2911falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-30-tips-for-managing-a-board--52034426migration-https://cdn2.sounder.fm/144867/audio--91270--8936--18747--6de24f0b-9c69-45e9-bdfb-80464fd2e070.mp3?v=1642740109Fri, 28 Jun 2019 03:30:00 +0000Dan SanchezHow do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.364falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-30-tips-for-managing-a-board--51912773db22c7c381c0439c8b3c203734cde897Fri, 28 Jun 2019 03:30:00 +0000Dan SanchezHow do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.364falsefullhttps://www.spreaker.com/episode/63-how-to-translate-big-company-lessons-to-small-company-lessons-w-ben-wright--52034439migration-https://cdn2.sounder.fm/144868/audio--91271--8936--18747--170b2a4c-df6e-4733-b73e-ac6ec2929df7.mp3?v=1642740191Tue, 25 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he...3075falsefullhttps://www.spreaker.com/episode/63-how-to-translate-big-company-lessons-to-small-company-lessons-w-ben-wright--51912800040c97981f0a46529094215eb6f1fd68Tue, 25 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he...3075falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-29-why-sales-people-fail--52034437migration-https://cdn2.sounder.fm/144869/audio--91272--8936--18747--467fcb9f-252b-4e38-a645-245cb78415e1.mp3?v=1642740130Fri, 21 Jun 2019 03:30:00 +0000Dan SanchezWhy do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!596falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-29-why-sales-people-fail--51912869287d80f7059b495eb0849b198eca16ebFri, 21 Jun 2019 03:30:00 +0000Dan SanchezWhy do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!596falsefullhttps://www.spreaker.com/episode/62-how-to-create-manage-and-incentivize-teams-w-kathleen-roberge--52034454migration-https://cdn2.sounder.fm/144871/audio--91273--8936--18747--ed418298-55c0-4024-89c0-510063cd7645.mp3?v=1642740206Tue, 18 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a...2680falsefullhttps://www.spreaker.com/episode/62-how-to-create-manage-and-incentivize-teams-w-kathleen-roberge--51912778b80fa5e01dc948c5b440faf956a4e777Tue, 18 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a...2680falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-28-3-ways-to-evaluate-job-opportunity--52034436migration-https://cdn2.sounder.fm/144870/audio--91274--8936--18747--0e7686c3-75fe-4f63-98b4-e513bb23421e.mp3?v=1642740131Fri, 14 Jun 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who...465falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-28-3-ways-to-evaluate-job-opportunity--5191286126c5febf0ba0439d805f10fd5dcce466Fri, 14 Jun 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who has been in the...465falsefullhttps://www.spreaker.com/episode/61-how-edvo-seeks-to-change-the-job-hunt-narrative-w-shireen-jaffer--52034324migration-https://cdn2.sounder.fm/144872/audio--91275--8936--18747--aa4051bc-7bd1-4a79-9d2e-387be547498f.mp3?v=1642740223Tue, 11 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change...2862falsefullhttps://www.spreaker.com/episode/61-how-edvo-seeks-to-change-the-job-hunt-narrative-w-shireen-jaffer--51912723e8198078f57449d5bc9fc5fa06cbd815Tue, 11 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change...2862falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-27-top-strategies-for-a-modern-seller--52034435migration-https://cdn2.sounder.fm/144873/audio--91276--8936--18747--36cf5146-e9bb-4cac-b6fb-8d11b5d04f20.mp3?v=1642740147Fri, 07 Jun 2019 03:30:00 +0000Dan SanchezThe world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise. 282falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-27-top-strategies-for-a-modern-seller--519128271cd3e7f827d34550937aa230b3e5f46dFri, 07 Jun 2019 03:30:00 +0000Dan SanchezThe world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise. 282falsefullhttps://www.spreaker.com/episode/60-how-to-effectively-give-and-receive-constructive-feedback-w-alyssa-merwin--52034475migration-https://cdn2.sounder.fm/144876/audio--91277--8936--18747--3503aef9-ceae-4e0d-acde-cbb3852aaab8.mp3?v=1642740246Tue, 04 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms,...3087falsefullhttps://www.spreaker.com/episode/60-how-to-effectively-give-and-receive-constructive-feedback-w-alyssa-merwin--519128182e6803b59e004fe3a41bc6cd07d6270cTue, 04 Jun 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms,...3087falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-26-how-to-be-an-order-taker-vs-how-to-be-a-seller--52034315migration-https://cdn2.sounder.fm/144874/audio--91278--8936--18747--6f820631-a46e-4a15-9d37-bdcc979b65be.mp3?v=1642740155Fri, 31 May 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller.  Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a...283falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-26-how-to-be-an-order-taker-vs-how-to-be-a-seller--51912757127f507126b9425480d16d09162d1f63Fri, 31 May 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller.  Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a seller? We'll...283falsefullhttps://www.spreaker.com/episode/59-how-to-focus-on-the-how-vs-why-of-your-product-with-scott-armour--52034451migration-https://cdn2.sounder.fm/144875/audio--91279--8936--18747--8b7860df-82f0-4643-b436-d976e26a7952.mp3?v=1642740226Tue, 28 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product...2580falsefullhttps://www.spreaker.com/episode/59-how-to-focus-on-the-how-vs-why-of-your-product-with-scott-armour--5191287339fdd717f8124461a48c6852514dae1cTue, 28 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product...2580falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-25-how-to-improve-your-engagement-and-conversion-on-linkedin--52034433migration-https://cdn2.sounder.fm/144877/audio--91280--8936--18747--ac9621f4-6242-4270-a446-81e0df615bef.mp3?v=1642736747Fri, 24 May 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries! 308falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-25-how-to-improve-your-engagement-and-conversion-on-linkedin--519128686657150b04374dd38f652f799c604733Fri, 24 May 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries! 308falsefullhttps://www.spreaker.com/episode/58-how-to-shape-the-future-of-a-modern-organization-w-jake-dunlap--52034445migration-https://cdn2.sounder.fm/144879/audio--91281--8936--18747--e2ac64b9-5297-4c76-86f2-fd69bd029560.mp3?v=1642736821Tue, 21 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the...2908falsefullhttps://www.spreaker.com/episode/58-how-to-shape-the-future-of-a-modern-organization-w-jake-dunlap--519128366997ce4b7b064cc19b7637e59791897fTue, 21 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the...2908falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-24-the-6-steps-to-successful-change-management--52034443migration-https://cdn2.sounder.fm/144878/audio--91282--8936--18747--156d7b8f-e49e-421d-8a03-e1f6d0a8211e.mp3?v=1642736748Fri, 17 May 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!324falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-24-the-6-steps-to-successful-change-management--51912640302dba82ba5646c389be75d590a2ceedFri, 17 May 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!324falsefullhttps://www.spreaker.com/episode/57-how-to-build-yourself-into-a-great-manager-w-ashley-grech-global-head-of-sales-square--52034469migration-https://cdn2.sounder.fm/144880/audio--91283--8936--18747--3bdcca4c-eaac-436c-ae8a-1f92066beb15.mp3?v=1642736834Tue, 14 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your...3106falsefullhttps://www.spreaker.com/episode/57-how-to-build-yourself-into-a-great-manager-w-ashley-grech-global-head-of-sales-square--51912777b4fe8e6fc681427e9e0d63278444baf3Tue, 14 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your...3106falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-23-top-dos-and-donts-for-abm--52034434migration-https://cdn2.sounder.fm/144881/audio--91284--8936--18747--1b286155-1de7-4464-b5a7-001ed4b30ba8.mp3?v=1642736748Fri, 10 May 2019 03:30:00 +0000Dan SanchezOn this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!225falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-23-top-dos-and-donts-for-abm--519125796518bf52da034c9abd93865b6e38fba0Fri, 10 May 2019 03:30:00 +0000Dan SanchezOn this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!225falsefullhttps://www.spreaker.com/episode/56-drafting-an-event-strategy-that-works-w-alon-waks--52034340migration-https://cdn2.sounder.fm/144883/audio--91285--8936--18747--3198ad34-1c5c-48ae-9d6c-dc70a66725be.mp3?v=1642736832Tue, 07 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase...2909falsefullhttps://www.spreaker.com/episode/56-drafting-an-event-strategy-that-works-w-alon-waks--519126821ea0502386444ea79836923f5c80d7a8Tue, 07 May 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase...2909falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-22-how-to-become-a-top-performing-sales-rep-at-any-company--52034456migration-https://cdn2.sounder.fm/144882/audio--91286--8936--18747--dd666aa7-f840-43f9-b603-bd336fb8ba5a.mp3?v=1642736757Fri, 03 May 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!443falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-22-how-to-become-a-top-performing-sales-rep-at-any-company--51912870949bddd481ff4fbeb1486f0910a74bf6Fri, 03 May 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!443falsefullhttps://www.spreaker.com/episode/55-how-to-ensure-500-pieces-of-sales-advice-get-executed-by-your-sales-team-w-travis-huff--52034493migration-https://cdn2.sounder.fm/144884/audio--91287--8936--18747--65dd2661-4555-48f8-985d-c1427ede0e23.mp3?v=1642736831Tue, 30 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is...2964falsefullhttps://www.spreaker.com/episode/55-how-to-ensure-500-pieces-of-sales-advice-get-executed-by-your-sales-team-w-travis-huff--51912770865fa741888d4ac0a1982721f39367cbTue, 30 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is...2964falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-21-how-to-take-control-of-your-recruiting-strategy--52034448migration-https://cdn2.sounder.fm/144885/audio--91288--8936--18747--1ae203e0-47d7-4418-a6f6-042b29bd3e72.mp3?v=1642736760Fri, 26 Apr 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders. Nick Worswick chimes in!433falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-21-how-to-take-control-of-your-recruiting-strategy--51912804f3e7030aa0a749eaa8ad692a5bbdf717Fri, 26 Apr 2019 03:30:00 +0000Dan SanchezOn today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders. Nick Worswick chimes in!433falsefullhttps://www.spreaker.com/episode/54-how-to-pick-your-next-company-to-build-a-great-career-w-nick-worswick--52034455migration-https://cdn2.sounder.fm/144887/audio--91289--8936--18747--f0d5e59e-5005-450f-90cb-f7415e55b579.mp3?v=1642736831Tue, 23 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as...2849falsefullhttps://www.spreaker.com/episode/54-how-to-pick-your-next-company-to-build-a-great-career-w-nick-worswick--51912675fd2cc3d47a2740ab914b4478dd8c263eTue, 23 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as...2849falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-20-the-role-of-chatbots-in-sales--52034449migration-https://cdn2.sounder.fm/144886/audio--91290--8936--18747--6a34ba9c-7cd4-4af0-b10a-e051c9ffb289.mp3?v=1642736758Fri, 19 Apr 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!421falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-20-the-role-of-chatbots-in-sales--51912810d40c09a11b4f4593b2440a0a8115d96bFri, 19 Apr 2019 03:30:00 +0000Dan SanchezToday on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!421falsefullhttps://www.spreaker.com/episode/53-the-secrets-to-moving-your-company-upmarket-w-david-katz-intercom--52034474migration-https://cdn2.sounder.fm/144888/audio--91291--8936--18747--eb4bbd65-5269-46a2-8f40-3a3f494c503d.mp3?v=1642736847Tue, 16 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has...3283falsefullhttps://www.spreaker.com/episode/53-the-secrets-to-moving-your-company-upmarket-w-david-katz-intercom--51912831618679eeae044f1c89847040ac17faeeTue, 16 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has...3283falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-19-the-top-3-mistakes-you-make-in-sales-coaching--52034450migration-https://cdn2.sounder.fm/144889/audio--91292--8936--18747--5baea688-8057-434b-9ae1-be4a16cbe4f4.mp3?v=1642736756Fri, 12 Apr 2019 03:30:00 +0000Dan SanchezToday, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach!  If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.295falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-19-the-top-3-mistakes-you-make-in-sales-coaching--519128074cf40a1ed35e496db9875afd172ca124Fri, 12 Apr 2019 03:30:00 +0000Dan SanchezToday, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach!  If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.295falsefullhttps://www.spreaker.com/episode/52-why-your-company-needs-sales-coaching-and-training-to-drive-up-retention-w-rob-jeppsen--52034332migration-https://cdn2.sounder.fm/144890/audio--91293--8936--18747--ab950788-db9b-4288-8f4f-016b9061a252.mp3?v=1642736834Tue, 09 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast.  Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the...2958falsefullhttps://www.spreaker.com/episode/52-why-your-company-needs-sales-coaching-and-training-to-drive-up-retention-w-rob-jeppsen--5191282506ea39146ea44b188e8fc3d11fc32e0cTue, 09 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast.  Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the...2958falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-18-why-a-need-for-approval-might-kill-your-sales-career--52034462migration-https://cdn2.sounder.fm/144891/audio--91294--8936--18747--0023e4ae-fef1-4186-bc04-b929cfc75c26.mp3?v=1642736755Fri, 05 Apr 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard...266falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-18-why-a-need-for-approval-might-kill-your-sales-career--51912835c96ef01647ef448f84d1a68a5fcd70c6Fri, 05 Apr 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions...266falsefullhttps://www.spreaker.com/episode/51-how-to-move-from-feature-selling-to-gap-selling-w-keenan--52034477migration-https://cdn2.sounder.fm/144892/audio--91295--8936--18747--003d3144-d6a2-49b6-a323-294922ea895c.mp3?v=1642736838Tue, 02 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan.  We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”,...3021falsefullhttps://www.spreaker.com/episode/51-how-to-move-from-feature-selling-to-gap-selling-w-keenan--5191279695f8e31ce9c743d9afe788c943c85a76Tue, 02 Apr 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan.  We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”,...3021falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-17-how-to-build-diversity-into-your-sales-team--52034461migration-https://cdn2.sounder.fm/144893/audio--91296--8936--18747--efe953b5-a18a-4dd1-97a1-875219380e92.mp3?v=1642736764Fri, 29 Mar 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your...430falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-17-how-to-build-diversity-into-your-sales-team--5191274730516c4b8d3f4260a77a1aa9ab0020c2Fri, 29 Mar 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales...430falsefullhttps://www.spreaker.com/episode/50-build-diversity-and-inclusion-into-your-hiring-practices-w-simmone-taitt--52034334migration-https://cdn2.sounder.fm/144895/audio--91297--8936--18747--fd3c3152-838e-42a4-a1bf-fcd58f4d822c.mp3?v=1642736848Tue, 26 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community.  Simmone talks about her experience building Gilt City and Kidpass as a woman of...3286falsefullhttps://www.spreaker.com/episode/50-build-diversity-and-inclusion-into-your-hiring-practices-w-simmone-taitt--519128372be219c1741e4452b2e8fdd0fcc9068bTue, 26 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community.  Simmone talks about her experience building Gilt City and Kidpass as a woman of...3286falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-16-the-power-of-silence--52034483migration-https://cdn2.sounder.fm/144894/audio--91298--8936--18747--688248c2-7f13-44c0-ac25-44e49d348a3c.mp3?v=1642736760Fri, 22 Mar 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the power of silence.  When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly...290falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-16-the-power-of-silence--51912762cc4ed0ee8a70450aae2d5ff8ac62bca5Fri, 22 Mar 2019 03:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the power of silence.  When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly...290falsefullhttps://www.spreaker.com/episode/49-kpis-to-build-world-class-customer-success-organization-w-roger-scott--52034466migration-https://cdn2.sounder.fm/144897/audio--91299--8936--18747--bb762075-61fc-4ac2-9630-d5b4473eddc8.mp3?v=1642736849Tue, 19 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger...3160falsefullhttps://www.spreaker.com/episode/49-kpis-to-build-world-class-customer-success-organization-w-roger-scott--519128653ae75eca53e5445998e2bf637602f42eTue, 19 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger...3160falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-15-how-long-should-you-wait-before-quitting--52034442migration-https://cdn2.sounder.fm/144896/audio--91300--8936--18747--fc482c63-2c1a-4868-bc2f-b43c2ae0ddd9.mp3?v=1642736766Fri, 15 Mar 2019 12:35:17 +0000Dan SanchezToday, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!383falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-15-how-long-should-you-wait-before-quitting--5191282135547d07e2624a34bcd385dbf6d7fc3cFri, 15 Mar 2019 12:35:17 +0000Dan SanchezToday, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!383falsefullhttps://www.spreaker.com/episode/48-the-secret-to-amazing-sales-engagement-insight-and-tactics-w-max-altschuler--52034465migration-https://cdn2.sounder.fm/144898/audio--91301--8936--18747--91e240be-1963-4547-82e0-2db5dfcd8c51.mp3?v=1642736844Tue, 12 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler.  Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales...2930falsefullhttps://www.spreaker.com/episode/48-the-secret-to-amazing-sales-engagement-insight-and-tactics-w-max-altschuler--5191287970e54dc0baf24ed7808f1afc72e7f83cTue, 12 Mar 2019 03:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler.  Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales...2930falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-14-how-to-deliver-feedback-and-have-tough-conversations--52034457migration-https://cdn2.sounder.fm/144899/audio--91302--8936--18747--8957e9b2-9e13-4f86-bc7e-91ab9e4c4bc4.mp3?v=1642736770Fri, 08 Mar 2019 04:30:00 +0000Dan SanchezIt's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. 434falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-14-how-to-deliver-feedback-and-have-tough-conversations--5191283961469f63893d4fd79fde2568e0d9d461Fri, 08 Mar 2019 04:30:00 +0000Dan SanchezIt's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. 434falsefullhttps://www.spreaker.com/episode/47-the-key-qualities-of-great-executive-and-commercial-leadership-with-dan-fougere-cro-of-datadog--52034473migration-https://cdn2.sounder.fm/144901/audio--91303--8936--18747--20dc856c-fc66-429d-a306-9ed3d1fe9a1b.mp3?v=1642736841Tue, 05 Mar 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog.  Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns.  Dan talks about the key qualities of great sales leadership and...2996falsefullhttps://www.spreaker.com/episode/47-the-key-qualities-of-great-executive-and-commercial-leadership-with-dan-fougere-cro-of-datadog--519128473b25ed8b7aa14b449253c6d8f93f5270Tue, 05 Mar 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog.  Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns.  Dan talks about the key qualities of great sales leadership and...2996falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-13-top-tricks-for-dealing-with-procurement--52034444migration-https://cdn2.sounder.fm/144900/audio--91304--8936--18747--e04a2e9f-b9dd-424e-a009-248c8261dd4d.mp3?v=1642736768Fri, 01 Mar 2019 04:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable...410falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-13-top-tricks-for-dealing-with-procurement--51912834589585280996477e90c45ec4007343d3Fri, 01 Mar 2019 04:30:00 +0000Dan SanchezToday on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you...410falsefullhttps://www.spreaker.com/episode/46-how-to-use-procurement-to-your-advantage-in-enterprise-selling-w-donna-and-chris-donato--52034468migration-https://cdn2.sounder.fm/144902/audio--91305--8936--18747--c0c4b161-85d0-4144-a1b3-20377a13f630.mp3?v=1642736852Tue, 26 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation.  Donna is a career...3294falsefullhttps://www.spreaker.com/episode/46-how-to-use-procurement-to-your-advantage-in-enterprise-selling-w-donna-and-chris-donato--519127666c97d6deb8f747ef9ddc973770a95860Tue, 26 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation.  Donna is a career...3294falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-12-what-is-a-5-tool-sales-person--52034467migration-https://cdn2.sounder.fm/144903/audio--91306--8936--18747--78a33b39-33ba-40b0-a74e-3886d637d5d0.mp3?v=1642736770Fri, 22 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean? Here are the skills you need to be that person. 1. The ability to prospect 2. The ability to work a cycle and close a sale...354falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-12-what-is-a-5-tool-sales-person--51912680273482c8c76242ef9bbd6a3d450fe9e4Fri, 22 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean? Here are the skills you need to be that person. 1. The ability to prospect 2. The ability to work a cycle and close a sale...354falsefullhttps://www.spreaker.com/episode/45-how-to-put-your-reps-in-a-position-to-succeed-and-crush-quota-with-brian-birkett-svp-of-global-sales-leandata--52034478migration-https://cdn2.sounder.fm/144905/audio--91307--8936--18747--aca7eb8a-2d3b-4eae-ad26-7f6ae6bf8171.mp3?v=1642736856Tue, 19 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata.  Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks.  After...3047falsefullhttps://www.spreaker.com/episode/45-how-to-put-your-reps-in-a-position-to-succeed-and-crush-quota-with-brian-birkett-svp-of-global-sales-leandata--5191284621d48ab1d354465ebc1f623f90730604Tue, 19 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata.  Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks.  After...3047falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-11-how-to-give-a-great-demo--52034464migration-https://cdn2.sounder.fm/144904/audio--91308--8936--18747--d7364291-01ad-437e-9fe8-0efd99469abf.mp3?v=1642736772Fri, 15 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo. A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt...411falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-11-how-to-give-a-great-demo--51912817fb7e4bfdf0f14c49a64ea65607a6fd50Fri, 15 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo. A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when...411falsefullhttps://www.spreaker.com/episode/44-career-growth-from-sales-engineer-at-salesforce-to-building-100m-company-w-travis-bryant--52034489migration-https://cdn2.sounder.fm/144906/audio--91309--8936--18747--713bed62-2697-4572-9c85-1975961f860b.mp3?v=1642736856Mon, 11 Feb 2019 17:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce...3220falsefullhttps://www.spreaker.com/episode/44-career-growth-from-sales-engineer-at-salesforce-to-building-100m-company-w-travis-bryant--519127619d13808e04eb4c189978e79e88492507Mon, 11 Feb 2019 17:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce...3220falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-10-how-to-get-more-referrals-from-your-customers--52034487migration-https://cdn2.sounder.fm/144907/audio--91310--8936--18747--96cfb4fe-9381-4131-916b-79ad786ccc47.mp3?v=1642736778Fri, 08 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss how to put referrals into your sales system.  Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your...419falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-10-how-to-get-more-referrals-from-your-customers--51912824e391f66194f94a9db587e9cdf039dea1Fri, 08 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss how to put referrals into your sales system.  Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales...419falsefullhttps://www.spreaker.com/episode/43-how-endurance-and-tenacity-can-translate-into-an-amazing-sales-career-w-carson-heady--52034479migration-https://cdn2.sounder.fm/144909/audio--91311--8936--18747--4f37554a-73a2-4cb0-baef-3e924cf1cc68.mp3?v=1642736863Tue, 05 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson’s other role is as a leading specialist for...3277falsefullhttps://www.spreaker.com/episode/43-how-endurance-and-tenacity-can-translate-into-an-amazing-sales-career-w-carson-heady--51912789dcb88f94759a4237b27d275998c9dab7Tue, 05 Feb 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson’s other role is as a leading specialist for...3277falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-9-how-to-nail-the-job-interview--52034458migration-https://cdn2.sounder.fm/144908/audio--91312--8936--18747--4fdf6ebf-baa3-4d62-8bdb-d5de7b8cac4e.mp3?v=1642736777Fri, 01 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discussing nailing a job interview.  What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview. Don’t be in buying mode. Give...357falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-9-how-to-nail-the-job-interview--519127878cd703fa34f946bcbf0494e63738c02bFri, 01 Feb 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discussing nailing a job interview.  What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview. Don’t be in buying mode. Give yourself a...357falsefullhttps://www.spreaker.com/episode/42-the-key-to-building-career-as-sales-professional-w-jamie-scarborough-co-founder-sales-talent-agency--52034471migration-https://cdn2.sounder.fm/144911/audio--91313--8936--18747--6a7d0004-f43c-4945-a218-af272d2e4884.mp3?v=1642736862Tue, 29 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie...3171falsefullhttps://www.spreaker.com/episode/42-the-key-to-building-career-as-sales-professional-w-jamie-scarborough-co-founder-sales-talent-agency--51912832481c56dece584e25b2dd6a4fdbcffc5dTue, 29 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie...3171falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-8-how-to-sell-when-you-re-facing-off-against-a-direct-competitor--52034476migration-https://cdn2.sounder.fm/144910/audio--91314--8936--18747--f72ff211-ff8f-42c1-a104-bbb22fdb13aa.mp3?v=1642736774Fri, 25 Jan 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor. Listen in...261falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-8-how-to-sell-when-you-re-facing-off-against-a-direct-competitor--519128453d64f73e5c8e4212b90eb71eb86d6ba5Fri, 25 Jan 2019 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor. Listen in today for...261falsefullhttps://www.spreaker.com/episode/41-helping-marketo-ipo-achieve-hyper-scale-and-take-those-lessons-to-the-next-great-company-with-bill-binch-cro-of-pendo--52034484migration-https://cdn2.sounder.fm/144913/audio--91315--8936--18747--3d5b43fa-bcd0-43eb-8160-d1990eefd02d.mp3?v=1642736860Tue, 22 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an...3076falsefullhttps://www.spreaker.com/episode/41-helping-marketo-ipo-achieve-hyper-scale-and-take-those-lessons-to-the-next-great-company-with-bill-binch-cro-of-pendo--51912582ad30680d701d42a2944e529ffdccedf8Tue, 22 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an...3076falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-7-forecasting-your-pipeline-to-hit-your-number--52034490migration-https://cdn2.sounder.fm/144912/audio--91316--8936--18747--8744f8cd-5fd7-4ce1-97fb-0b34e0b370d3.mp3?v=1642736784Fri, 18 Jan 2019 04:30:00 +0000Dan SanchezFocus on hitting your numbers.  Grow your pipeline.  What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers.431falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-7-forecasting-your-pipeline-to-hit-your-number--519126842bdcd0736ce2472e88ff32f1770d7676Fri, 18 Jan 2019 04:30:00 +0000Dan SanchezFocus on hitting your numbers.  Grow your pipeline.  What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers.431falsefullhttps://www.spreaker.com/episode/40-how-to-lead-a-top-performing-inside-sales-team-at-a-public-company-with-amy-appleyard-svp-of-sales-carbonblack--52034472migration-https://cdn2.sounder.fm/144915/audio--91317--8936--18747--cbb8c184-fac5-4775-9621-9175330430b7.mp3?v=1642736869Tue, 15 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged...3017falsefullhttps://www.spreaker.com/episode/40-how-to-lead-a-top-performing-inside-sales-team-at-a-public-company-with-amy-appleyard-svp-of-sales-carbonblack--519128487ad59d522cf74483a56ab6573fca3df9Tue, 15 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged...3017falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-6-phone-presence-in-job-interviews--52034463migration-https://cdn2.sounder.fm/144914/audio--91318--8936--18747--034677ef-2983-4e59-a87e-8e38757d9479.mp3?v=1642736781Fri, 11 Jan 2019 04:30:00 +0000Dan SanchezWhat’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.379falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-6-phone-presence-in-job-interviews--519127994f3a9eb55fa34b50901ee3ba9e5e4010Fri, 11 Jan 2019 04:30:00 +0000Dan SanchezWhat’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.379falsefullhttps://www.spreaker.com/episode/39-how-to-build-a-startup-inside-one-of-the-world-s-biggest-tech-companies-with-diane-chang-wardi-growth-lead-facebook--52034491migration-https://cdn2.sounder.fm/144916/audio--91319--8936--18747--e0e0c5b7-e2cc-4179-84e1-789c98d4b08f.mp3?v=1642736859Tue, 08 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization.  Diane originally hails from the fashion industry before...2869falsefullhttps://www.spreaker.com/episode/39-how-to-build-a-startup-inside-one-of-the-world-s-biggest-tech-companies-with-diane-chang-wardi-growth-lead-facebook--519126446a3b53094fd04f38af676620fa6101d9Tue, 08 Jan 2019 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization.  Diane originally hails from the fashion industry before...2869falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-5-what-s-the-goal-of-the-demo--52034486migration-https://cdn2.sounder.fm/144917/audio--91320--8936--18747--51d7ff7b-7ca1-45b6-ac9e-1d2e6208e524.mp3?v=1642736786Fri, 04 Jan 2019 04:30:00 +0000Dan SanchezWhat is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change...414falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-5-what-s-the-goal-of-the-demo--519128557c5938c0325945d09c9d1bf24d9a561fFri, 04 Jan 2019 04:30:00 +0000Dan SanchezWhat is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give...414falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-4-send-me-more-information--52034482migration-https://cdn2.sounder.fm/144918/audio--91321--8936--18747--6e654eb0-27cf-40dc-9b59-5f35c3ba4061.mp3?v=1642736784Fri, 21 Dec 2018 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”.  The truth is, you shouldn't send more information. As a sales person, you don't have to do...357falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-4-send-me-more-information--519127754dfdaed40f9f431b8f5fe8ebf0f00f16Fri, 21 Dec 2018 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”.  The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your...357falsefullhttps://www.spreaker.com/episode/38-why-you-should-focus-on-customers-unstated-needs-w-munya-hoto-digital-marketing-director-foundry--52034336migration-https://cdn2.sounder.fm/144919/audio--91322--8936--18747--6b1fd7c2-0ebe-4ede-a44b-392debf9c0eb.mp3?v=1642736877Tue, 18 Dec 2018 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who...3245falsefullhttps://www.spreaker.com/episode/38-why-you-should-focus-on-customers-unstated-needs-w-munya-hoto-digital-marketing-director-foundry--519128050bd277d67a1c4fb69d9aa48da5deac89Tue, 18 Dec 2018 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who...3245falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-3-skeptics-and-blockers-w-brent-adamson-author-of-the-challenger-customer--52034481migration-https://cdn2.sounder.fm/144920/audio--91323--8936--18747--e7a9bfe5-76ab-4868-80c8-73bbb81bf95e.mp3?v=1642736786Fri, 14 Dec 2018 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer?...346falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-3-skeptics-and-blockers-w-brent-adamson-author-of-the-challenger-customer--519128448563cb6a94a3437983ca57e0607fc3e1Fri, 14 Dec 2018 04:30:00 +0000Dan SanchezOn this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And...346falsefullhttps://www.spreaker.com/episode/37-the-fundamentals-of-challenger-selling-with-challenger-author-brent-adamson--52034502migration-https://cdn2.sounder.fm/144922/audio--91324--8936--18747--3f2ad266-0b51-40af-af26-59705eb18e72.mp3?v=1642736861Tue, 11 Dec 2018 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results....2840falsefullhttps://www.spreaker.com/episode/37-the-fundamentals-of-challenger-selling-with-challenger-author-brent-adamson--519128429639e645fe994b2c981d41dc95c848b8Tue, 11 Dec 2018 04:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results....2840falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-2-sdr-promotion-paths--52034492migration-https://cdn2.sounder.fm/144921/audio--91325--8936--18747--705a6c24-6c0c-4d2a-b257-edffcd3bc497.mp3?v=1642736790Fri, 07 Dec 2018 10:00:00 +0000Dan SanchezMost SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive. Should it take 12-18 months before a...416falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-2-sdr-promotion-paths--5191284040dfbe0ccd9049c68a0cbf60ee10722dFri, 07 Dec 2018 10:00:00 +0000Dan SanchezMost SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive. Should it take 12-18 months before a...416falsefullhttps://www.spreaker.com/episode/36-how-to-market-to-developers-w-meghan-gill-vp-sales-operations-mongodb--52034496migration-https://cdn2.sounder.fm/144923/audio--91326--8936--18747--c5c99f09-5a97-4cff-a672-21639f9d6d56.mp3?v=1642736851Mon, 03 Dec 2018 18:04:29 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB.   Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning...2635falsefullhttps://www.spreaker.com/episode/36-how-to-market-to-developers-w-meghan-gill-vp-sales-operations-mongodb--51912819e2a6be60937b4c7dbdf0a2184b145958Mon, 03 Dec 2018 18:04:29 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB.   Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning...2635falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-1-the-will-to-sell--52034325migration-https://cdn2.sounder.fm/144924/audio--91327--8936--18747--69bff5bf-1445-40de-94b8-6b5071babf57.mp3?v=1642736802Fri, 30 Nov 2018 10:11:59 +0000Dan SanchezWe are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field.  What makes a great salesperson? Today, we're sharing how desire, commitment, outlook...647falsefullhttps://www.spreaker.com/episode/friday-fundamentals-ep-1-the-will-to-sell--5191284196efcfec887e46699b529312ba012961Fri, 30 Nov 2018 10:11:59 +0000Dan SanchezWe are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field.  What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and...647falsefullhttps://www.spreaker.com/episode/35-how-goal-setting-can-change-your-career-with-dannie-herzberg-sales-director-slack--52034499migration-https://cdn2.sounder.fm/144925/audio--91328--8936--18747--737fdc04-c1ef-4f19-8b3c-1af3bfd36cd3.mp3?v=1642736872Tue, 27 Nov 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Dannie Herzberg, Head of Mid-Market Sales at Slack. Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she...3077falsefullhttps://www.spreaker.com/episode/35-how-goal-setting-can-change-your-career-with-dannie-herzberg-sales-director-slack--519128594aed5bb314054db1be738a9f9cfabb87Tue, 27 Nov 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Dannie Herzberg, Head of Mid-Market Sales at Slack. Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she...3077falsefullhttps://www.spreaker.com/episode/34-the-benefit-of-a-finance-background-to-help-company-growth-w-rob-lopez-svp-of-sales-justworks--52034515migration-https://cdn2.sounder.fm/144926/audio--91329--8936--18747--eb901b3f-2ba1-45a3-a2f4-5d648dec0875.mp3?v=1642736866Tue, 20 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Rob Lopez, SVP of Sales at Justworks, one of the fastest growing businesses focused on HR including payroll, benefits and the like. While Rob has a background in finance, he really jumped into the...2933falsefullhttps://www.spreaker.com/episode/34-the-benefit-of-a-finance-background-to-help-company-growth-w-rob-lopez-svp-of-sales-justworks--51912813b1f0a9a689f242a8b5a003155d252521Tue, 20 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Rob Lopez, SVP of Sales at Justworks, one of the fastest growing businesses focused on HR including payroll, benefits and the like. While Rob has a background in finance, he really jumped into the...2933falsefullhttps://www.spreaker.com/episode/33-how-to-grow-and-scale-a-company-in-the-digital-age-w-ilir-sela--52034500migration-https://cdn2.sounder.fm/144927/audio--91330--8936--18747--b3f23aa2-d41f-46bf-960b-54eb8ef1fe58.mp3?v=1642736865Tue, 13 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Ilir Sela, the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US.   Slice helps pizzerias compete with Big Pizza by transforming the way...2850falsefullhttps://www.spreaker.com/episode/33-how-to-grow-and-scale-a-company-in-the-digital-age-w-ilir-sela--519126767f6138aa99004eb9b802657ce790f78aTue, 13 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Ilir Sela, the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US.   Slice helps pizzerias compete with Big Pizza by transforming the way...2850falsefullhttps://www.spreaker.com/episode/32-why-curiosity-and-passion-are-superpowers-for-sales-leaders-w-scott-schnaars--52034356migration-https://cdn2.sounder.fm/144928/audio--91331--8936--18747--488bdc5c-0b65-452a-9322-2458df4d0f1f.mp3?v=1642736867Tue, 06 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great...3027falsefullhttps://www.spreaker.com/episode/32-why-curiosity-and-passion-are-superpowers-for-sales-leaders-w-scott-schnaars--51912672f6c14ef9f7084d9e80825ad9002f8467Tue, 06 Nov 2018 06:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great...3027falsefullhttps://www.spreaker.com/episode/31-annie-duke-author-of-thinking-in-bets-and-celebrity-poker-player--52034518migration-https://cdn2.sounder.fm/144929/audio--91332--8936--18747--f13a5bff-0ad8-43f6-a63a-b445b07e3be9.mp3?v=1642736885Tue, 30 Oct 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes....3593falsefullhttps://www.spreaker.com/episode/31-annie-duke-author-of-thinking-in-bets-and-celebrity-poker-player--5191283380d32bed2df04d66a85e31012d41ba3fTue, 30 Oct 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes....3593falsefullhttps://www.spreaker.com/episode/30-the-secrets-to-hyper-scaling-sales-past-50-million-arr-w-matt-millen--52034517migration-https://cdn2.sounder.fm/144930/audio--91333--8936--18747--ba9597dd-0151-4a31-a7d3-e06eb932231d.mp3?v=1642736872Tue, 23 Oct 2018 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for...3078falsefullhttps://www.spreaker.com/episode/30-the-secrets-to-hyper-scaling-sales-past-50-million-arr-w-matt-millen--5191269055236c831db9417daa83272d3b1b432aTue, 23 Oct 2018 05:30:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for...3078falsefullhttps://www.spreaker.com/episode/29-how-to-build-a-world-class-customer-success-organization-w-nick-mehta--52034488migration-https://cdn2.sounder.fm/144931/audio--91334--8936--18747--6dad0ed0-8999-4f85-b7f2-2261c2c478e9.mp3?v=1642736870Tue, 16 Oct 2018 05:00:00 +0000Dan SanchezNick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers.2964falsefullhttps://www.spreaker.com/episode/29-how-to-build-a-world-class-customer-success-organization-w-nick-mehta--519128147d9c9e5ea4c74f62b7e34658f7c38c02Tue, 16 Oct 2018 05:00:00 +0000Dan SanchezNick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers.2964falsefullhttps://www.spreaker.com/episode/28-the-key-habits-and-systems-that-power-high-growth-saas-companies-w-chris-degnan--52034501migration-https://cdn2.sounder.fm/144932/audio--91335--8936--18747--571caa5f-b02b-4d59-a8c2-9dd54a4c971a.mp3?v=1642736867Tue, 09 Oct 2018 05:30:00 +0000Dan SanchezWe sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization.2609falsefullhttps://www.spreaker.com/episode/28-the-key-habits-and-systems-that-power-high-growth-saas-companies-w-chris-degnan--51912816c097ff462f434cf4891c1f752b8b29d2Tue, 09 Oct 2018 05:30:00 +0000Dan SanchezWe sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization.2609falsefullhttps://www.spreaker.com/episode/27-building-a-predictable-revenue-engine-for-your-company-w-mark-roberge--52034494migration-https://cdn2.sounder.fm/144933/audio--91336--8936--18747--97cd46f0-e266-4720-8b97-f2c583cdf689.mp3?v=1642736873Tue, 02 Oct 2018 16:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge.   Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M.  During his time, he developed the key concepts that...2714falsefullhttps://www.spreaker.com/episode/27-building-a-predictable-revenue-engine-for-your-company-w-mark-roberge--51912875f05e399a6f2f43d3b117925f1270c5d0Tue, 02 Oct 2018 16:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge.   Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M.  During his time, he developed the key concepts that...2714falsefullhttps://www.spreaker.com/episode/26-from-a-big-company-to-a-startup-to-an-ipo-w-andrea-gellert--52034348migration-https://cdn2.sounder.fm/144934/audio--91337--8936--18747--69c24477-09ae-45ba-96f7-a717d19a8df8.mp3?v=1642440539Tue, 25 Sep 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20...2910falsefullhttps://www.spreaker.com/episode/26-from-a-big-company-to-a-startup-to-an-ipo-w-andrea-gellert--5191269580edea115197435a898d51a742786841Tue, 25 Sep 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20...2910falsefullhttps://www.spreaker.com/episode/25-from-sdr-to-vp-of-sales-at-one-of-the-best-companies-outside-the-valley-with-dan-cook--52034507migration-https://cdn2.sounder.fm/144935/audio--91338--8936--18747--af3aaead-bdf1-4816-9cea-6b6a4d8840ad.mp3?v=1642440499Tue, 18 Sep 2018 12:18:36 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City. Dan originally hails from the East Coast and came of age in finance,...3154falsefullhttps://www.spreaker.com/episode/25-from-sdr-to-vp-of-sales-at-one-of-the-best-companies-outside-the-valley-with-dan-cook--51912849f7eb2b59eb5f443db1abc513b63a0fa3Tue, 18 Sep 2018 12:18:36 +0000Dan SanchezThis week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City. Dan originally hails from the East Coast and came of age in finance,...3154falsefullhttps://www.spreaker.com/episode/24-building-a-tier-1-saas-company-from-the-investor-perspective-w-tomasz-tunguz--52034498migration-https://cdn2.sounder.fm/144936/audio--91339--8936--18747--167496e2-78db-44ad-92b9-8fd7815000dd.mp3?v=1642440568Tue, 11 Sep 2018 05:00:00 +0000Dan SanchezE24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert!2701falsefullhttps://www.spreaker.com/episode/24-building-a-tier-1-saas-company-from-the-investor-perspective-w-tomasz-tunguz--5191270015422228187c4540ac57978654e5c923Tue, 11 Sep 2018 05:00:00 +0000Dan SanchezE24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert!2701falsefullhttps://www.spreaker.com/episode/23-optimizing-sales-productivity-to-drive-exponential-growth-w-doug-landis--52034504migration-https://cdn2.sounder.fm/144937/audio--91340--8936--18747--28a2f8ec-34a7-4f6f-9932-5cee8177f182.mp3?v=1642440519Wed, 05 Sep 2018 05:00:00 +0000Dan SanchezDoug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!2711falsefullhttps://www.spreaker.com/episode/23-optimizing-sales-productivity-to-drive-exponential-growth-w-doug-landis--519127859b717123db694db18efda3082c7e705dWed, 05 Sep 2018 05:00:00 +0000Dan SanchezDoug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!2711falsefullhttps://www.spreaker.com/episode/22-the-secret-to-becoming-a-successful-account-executive-w-john-barrows--52034508migration-https://cdn2.sounder.fm/144938/audio--91341--8936--18747--ca215e85-9af1-4281-961a-65ef6ffd852a.mp3?v=1642440498Tue, 28 Aug 2018 05:00:00 +0000Dan SanchezTalking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode!3023falsefullhttps://www.spreaker.com/episode/22-the-secret-to-becoming-a-successful-account-executive-w-john-barrows--519128660779944bf47f4dcfaaa7944fbf13b3b1Tue, 28 Aug 2018 05:00:00 +0000Dan SanchezTalking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode!3023falsefullhttps://www.spreaker.com/episode/21-the-making-of-a-top-producing-silicon-valley-vp-of-sales-w-mark-cranney--52034495migration-https://cdn2.sounder.fm/144939/audio--91342--8936--18747--68224156-407d-4593-b419-2eb2a4b3e0e0.mp3?v=1642440501Wed, 22 Aug 2018 05:00:00 +0000Dan SanchezOn this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales.2730falsefullhttps://www.spreaker.com/episode/21-the-making-of-a-top-producing-silicon-valley-vp-of-sales-w-mark-cranney--51912699d9eebce91882497e9bed287185f796dfWed, 22 Aug 2018 05:00:00 +0000Dan SanchezOn this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales.2730falsefullhttps://www.spreaker.com/episode/20-how-to-negotiate-more-effectively-to-close-more-deals-w-chris-voss--52034503migration-https://cdn2.sounder.fm/144940/audio--91343--8936--18747--bd15a5ba-f888-41f9-a0d7-aed331a852f0.mp3?v=1642440493Tue, 14 Aug 2018 05:00:00 +0000Dan SanchezTune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert.2628falsefullhttps://www.spreaker.com/episode/20-how-to-negotiate-more-effectively-to-close-more-deals-w-chris-voss--5191285769d8db2c6ffc4d319370ed3a1c2c0cb1Tue, 14 Aug 2018 05:00:00 +0000Dan SanchezTune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert.2628falsefullhttps://www.spreaker.com/episode/19-how-to-become-a-best-in-class-vp-of-sales-by-25-w-liz-young--52034497migration-https://cdn2.sounder.fm/144941/audio--91344--8936--18747--edcab97a-3f45-4d1a-998e-d63b54786813.mp3?v=1642736869Tue, 07 Aug 2018 05:00:00 +0000Dan SanchezLiz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25.2778falsefullhttps://www.spreaker.com/episode/19-how-to-become-a-best-in-class-vp-of-sales-by-25-w-liz-young--51912862d124d17b77b74c6b9a175fd2931a552fTue, 07 Aug 2018 05:00:00 +0000Dan SanchezLiz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25.2778falsefullhttps://www.spreaker.com/episode/18-setting-up-the-right-sales-onboarding-plan-w-roderick-jefferson--52034520migration-https://cdn2.sounder.fm/144942/audio--91345--8936--18747--e14a2ac9-083c-4ee4-a6ad-7fd0a229926d.mp3?v=1642736872Tue, 31 Jul 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in!2933falsefullhttps://www.spreaker.com/episode/18-setting-up-the-right-sales-onboarding-plan-w-roderick-jefferson--5191276764ad9aac7bd142fa935d0ad8414b3d37Tue, 31 Jul 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in!2933falsefullhttps://www.spreaker.com/episode/17-the-true-secrets-to-successful-enterprise-sales-w-dave-govan--52034506migration-https://cdn2.sounder.fm/144943/audio--91346--8936--18747--275a3c30-45f9-4bd8-8006-bc6676d0835a.mp3?v=1642440438Tue, 24 Jul 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales.2603falsefullhttps://www.spreaker.com/episode/17-the-true-secrets-to-successful-enterprise-sales-w-dave-govan--51912852f9b8fbd0cfeb410c842ef9f4814d630cTue, 24 Jul 2018 05:00:00 +0000Dan SanchezThis week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales.2603falsefullhttps://www.spreaker.com/episode/16-how-to-scale-a-tech-startup-w-amit-bendov--52034505migration-https://cdn2.sounder.fm/144944/audio--91347--8936--18747--e6834689-a6ac-48c7-a6ac-bd32ea6e68b6.mp3?v=1642736852Tue, 17 Jul 2018 05:00:00 +0000Dan SanchezOn E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in!1801falsefullhttps://www.spreaker.com/episode/16-how-to-scale-a-tech-startup-w-amit-bendov--519128635660786695c241bf9cf62fb2c1d72109Tue, 17 Jul 2018 05:00:00 +0000Dan SanchezOn E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in!1801falsefullhttps://www.spreaker.com/episode/15-the-art-and-science-of-pipeline-generation-w-jeff-reekers--52034510migration-https://cdn2.sounder.fm/144945/audio--91348--8936--18747--63ab0028-3261-4e48-859e-986aed9c9667.mp3?v=1642736881Tue, 10 Jul 2018 05:00:00 +0000Dan SanchezJeff Reekers, VP of Marketing, Aircall, talks about creating and executing lead generation marketing campaigns on E15 of the Sales Hacker podcast. Tune in now!2788falsefullhttps://www.spreaker.com/episode/15-the-art-and-science-of-pipeline-generation-w-jeff-reekers--51912877c3dcb51efb9d4ac98aef03d37569de72Tue, 10 Jul 2018 05:00:00 +0000Dan SanchezJeff Reekers, VP of Marketing, Aircall, talks about creating and executing lead generation marketing campaigns on E15 of the Sales Hacker podcast. Tune in now!2788falsefullhttps://www.spreaker.com/episode/14-quick-guide-to-seed-fundraising-for-startups-w-brad-svrluga--52034521migration-https://cdn2.sounder.fm/144946/audio--91349--8936--18747--81abbc8a-e26e-42ae-be9d-8f7ddb6c6852.mp3?v=1642736877Tue, 03 Jul 2018 05:00:00 +0000Dan SanchezOn episode 14 of the Sales Hacker podcast, we speak w/ Brad Svrluga Founding Partner at Primary Venture Partners about the top seed funding tips for startups.2791falsefullhttps://www.spreaker.com/episode/14-quick-guide-to-seed-fundraising-for-startups-w-brad-svrluga--51912876cd14d9eb840c497db772edba300d32bbTue, 03 Jul 2018 05:00:00 +0000Dan SanchezOn episode 14 of the Sales Hacker podcast, we speak w/ Brad Svrluga Founding Partner at Primary Venture Partners about the top seed funding tips for startups.2791falsefullhttps://www.spreaker.com/episode/13-using-the-science-of-perfect-timing-to-improve-sales-outcomes-w-dan-pink--52034519migration-https://cdn2.sounder.fm/144947/audio--91350--8936--18747--d6e6a312-724a-4613-92e8-4158cd6ad85a.mp3?v=1642736871Tue, 26 Jun 2018 15:56:11 +0000Dan SanchezTune in to episode 13 of the Sales Hacker podcast with Dan Pink, WSJ and NYT bestselling author as we talk about the importance of time management in sales.2668falsefullhttps://www.spreaker.com/episode/13-using-the-science-of-perfect-timing-to-improve-sales-outcomes-w-dan-pink--51912872378317999e2e4fabb591b42f7ada49e8Tue, 26 Jun 2018 15:56:11 +0000Dan SanchezTune in to episode 13 of the Sales Hacker podcast with Dan Pink, WSJ and NYT bestselling author as we talk about the importance of time management in sales.2668falsefullhttps://www.spreaker.com/episode/12-navigating-a-career-from-a-unicorn-to-a-public-company-w-jaimie-buss--52034509migration-https://cdn2.sounder.fm/144948/audio--91351--8936--18747--3f67c857-f5ec-4444-8125-629e33d15d03.mp3?v=1642736876Tue, 19 Jun 2018 05:00:00 +0000Dan SanchezTalking about startup careers and transitions is this week's guest on the Sales Hacker podcast—Jaimie Buss, VP of Sales, North America for Zendesk. 2560falsefullhttps://www.spreaker.com/episode/12-navigating-a-career-from-a-unicorn-to-a-public-company-w-jaimie-buss--5191287499d28c6a954440c5a3a0bd162f5acf24Tue, 19 Jun 2018 05:00:00 +0000Dan SanchezTalking about startup careers and transitions is this week's guest on the Sales Hacker podcast—Jaimie Buss, VP of Sales, North America for Zendesk. 2560falsefullhttps://www.spreaker.com/episode/11-using-science-and-empathy-to-improve-your-sales-conversations-w-david-priemer--52034350migration-https://cdn2.sounder.fm/144949/audio--91352--8936--18747--883dfdd3-15f0-4dc5-9e99-895c6e55aa0b.mp3?v=1642736879Tue, 12 Jun 2018 15:23:45 +0000Dan SanchezOn this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  2570falsefullhttps://www.spreaker.com/episode/11-using-science-and-empathy-to-improve-your-sales-conversations-w-david-priemer--51912683c028783d5f8444f0abba83efae7c887fTue, 12 Jun 2018 15:23:45 +0000Dan SanchezOn this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  2570falsefullhttps://www.spreaker.com/episode/10-using-data-driven-decision-making-to-align-sales-and-marketing-w-cassie-young--52034357migration-https://cdn2.sounder.fm/144951/audio--91353--8936--18747--4dfb33b6-d289-4a52-940b-79567e9b6393.mp3?v=1642736893Tue, 05 Jun 2018 20:02:07 +0000Dan SanchezYou hear "data-driven decision-making" being thrown around a lot. Here's how real businesses go about it. 3053falsefullhttps://www.spreaker.com/episode/10-using-data-driven-decision-making-to-align-sales-and-marketing-w-cassie-young--51912801a74feeb20b8a48d3bdafd53f3205f83aTue, 05 Jun 2018 20:02:07 +0000Dan SanchezYou hear "data-driven decision-making" being thrown around a lot. Here's how real businesses go about it. 3053falsefullhttps://www.spreaker.com/episode/9-how-to-sell-enterprise-software-solutions-w-todd-caponi--52034522migration-https://cdn2.sounder.fm/144950/audio--91354--8936--18747--4817caa9-2672-4c50-8e84-108e4e9af53d.mp3?v=1642736883Tue, 29 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Todd Caponi, CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.2884falsefullhttps://www.spreaker.com/episode/9-how-to-sell-enterprise-software-solutions-w-todd-caponi--51912881bc6ad2bceae14411bd3862e8a5b801afTue, 29 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Todd Caponi, CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.2884falsefullhttps://www.spreaker.com/episode/8-build-your-sales-pipeline-with-the-best-sales-cadences-w-derek-grant--52034367migration-https://cdn2.sounder.fm/144952/audio--91355--8936--18747--fbdf3f7a-f813-4aea-a5a4-f64598e8f34b.mp3?v=1642736889Wed, 23 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker Podcast, we talk with Derek Grant, VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. Tune in now!2802falsefullhttps://www.spreaker.com/episode/8-build-your-sales-pipeline-with-the-best-sales-cadences-w-derek-grant--519128302329a4a07e9c4fbe97f7d6027f890247Wed, 23 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Derek Grant, VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. Tune in now!2802falsefullhttps://www.spreaker.com/episode/7-how-to-align-marketing-and-sales-with-demand-gen-w-andrea-kayal--52034368migration-https://cdn2.sounder.fm/144954/audio--91356--8936--18747--f6426a5a-e9a9-4baa-8bbb-804de2127015.mp3?v=1642736897Tue, 15 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Andrea Kayal, Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost.2921falsefullhttps://www.spreaker.com/episode/7-how-to-align-marketing-and-sales-with-demand-gen-w-andrea-kayal--5191272288e783530a34f0ff85a9764730af7921Tue, 15 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Andrea Kayal, Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost.2921falsefullhttps://www.spreaker.com/episode/6-the-secret-to-incredible-sales-management-and-coaching-culture-w-marc-jacobs--52034523migration-https://cdn2.sounder.fm/144953/audio--91357--8936--18747--eef1a6e3-7541-4d5a-b8e9-54ad7bfe73eb.mp3?v=1642736887Tue, 08 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Marc Jacobs, SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a coaching culture.2589falsefullhttps://www.spreaker.com/episode/6-the-secret-to-incredible-sales-management-and-coaching-culture-w-marc-jacobs--51912883fd62e333d511c277cb62dac825c792e5Tue, 08 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Marc Jacobs, SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a coaching culture.2589falsefullhttps://www.spreaker.com/episode/5-moving-your-product-and-your-sales-team-upmarket-w-rick-smolen--52034516migration-https://cdn2.sounder.fm/144955/audio--91358--8936--18747--3bc9bd20-ab8b-4112-8714-7ce620ede1a6.mp3?v=1642440524Tue, 01 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Rick Smolen, VP of Sales at Greenhouse about moving your product upmarket and how to sell your software to a big company. 2549falsefullhttps://www.spreaker.com/episode/5-moving-your-product-and-your-sales-team-upmarket-w-rick-smolen--51912687754ad8ba7361d7603e0cea2b4b682a59Tue, 01 May 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Rick Smolen, VP of Sales at Greenhouse about moving your product upmarket and how to sell your software to a big company. 2549falsefullhttps://www.spreaker.com/episode/4-how-to-10x-your-business-using-customer-success-w-emmanuelle-skala--52034513migration-https://cdn2.sounder.fm/144956/audio--91359--8936--18747--0c930cec-d268-4570-9d5b-6b9235eb3fec.mp3?v=1642736899Tue, 24 Apr 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala, VP of Customer Success at Toast. What You’ll Learn: How to organize and structure a Customer Success team with a specific focus on Customer Experience The transformative...2715falsefullhttps://www.spreaker.com/episode/4-how-to-10x-your-business-using-customer-success-w-emmanuelle-skala--5191286026689b88d69ebf8b22690b1b36124f15Tue, 24 Apr 2018 05:00:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala, VP of Customer Success at Toast. We dive into how to increase revenue from existing customers with customer success.2715falsefullhttps://www.spreaker.com/episode/3-why-your-cfo-shouldn-t-own-the-revenue-model-w-jess-hunt--52034370migration-https://cdn2.sounder.fm/144957/audio--91360--8936--18747--265f1e58-bd3c-426b-b185-225d8e226f25.mp3?v=1642736892Tue, 17 Apr 2018 15:40:46 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Jessica Hunt, Executive Vice President, GM of North America, & Head of Global Marketing, Sales & Strategy for Axiom.2360falsefullhttps://www.spreaker.com/episode/3-why-your-cfo-shouldn-t-own-the-revenue-model-w-jess-hunt--51912880cc3b058cf4b3e59be75ba98f8399faa5Tue, 17 Apr 2018 15:40:46 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Jessica Hunt, Executive Vice President, GM of North America, & Head of Global Marketing, Sales & Strategy for Axiom.2360falsefullhttps://www.spreaker.com/episode/2-the-25-year-evolution-of-the-sales-world-w-steve-denton--52034485migration-https://cdn2.sounder.fm/144958/audio--91361--8936--18747--7c7f35e1-dcb5-4c56-bc6c-871caad8c51a.mp3?v=1642440502Tue, 17 Apr 2018 15:40:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Steve Denton, President and Chief Revenue Officer of Collective. What You’ll Learn How to adapt in a sales world that is constantly changing How to avoid wasting your existing opportunities...2442falsefullhttps://www.spreaker.com/episode/2-the-25-year-evolution-of-the-sales-world-w-steve-denton--5191285124436bd4ccc40ee72bf8c4c95dc145faTue, 17 Apr 2018 15:40:00 +0000Dan SanchezOn this episode of the Sales Hacker podcast, we talk with Steve Denton, President and Chief Revenue Officer of Collective. What You’ll Learn How to adapt in a sales world that is constantly changing How to avoid wasting your existing opportunities...2442falsefullhttps://www.spreaker.com/episode/1-walking-the-road-from-individual-contributor-to-management-w-kiva-kolstein--52034512migration-https://cdn2.sounder.fm/144959/audio--91362--8936--18747--a8af9863-015d-43d6-9d7c-5fe9d5f3a39c.mp3?v=1642736908Mon, 09 Apr 2018 21:10:41 +0000Dan SanchezIn this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein, Chief Revenue Officer at AlphaSense. What You’ll Learn  How to map your career from individual contributor to manager Why you should spend time with and invest in your...2822falsefullhttps://www.spreaker.com/episode/1-walking-the-road-from-individual-contributor-to-management-w-kiva-kolstein--51912882What You’ll Learn  

How to map your career from individual contributor to manager 
Why you should spend time with and invest in your new hires 
How to know if a company is a good fit for you and your skills 
How a cohesive leadership team should function ]]>ee41d21611a1b314c1963e4ef880ec75Mon, 09 Apr 2018 21:10:41 +0000Dan SanchezIn this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein, Chief Revenue Officer at AlphaSense.  What You’ll Learn   How to map your career from individual contributor to manager  Why you should spend time with and invest in...What You’ll Learn  

How to map your career from individual contributor to manager 
Why you should spend time with and invest in your new hires 
How to know if a company is a good fit for you and your skills 
How a cohesive leadership team should function ]]>2822falsetrailer