Great Day in Sales

Summary
Colin Specter, SVP at Orum, shares his journey from being the original sales hire to scaling the sales team at Orum. Colin discusses the importance of technology in sales, the challenges of building a sales team, and his strategies for training and enabling new hires. He emphasizes the need for documentation, feedback loops, and the significance of maintaining a positive mindset for success in sales.

Takeaways

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 Helen Calvin, the new CEO of Buildout, shares her unique journey from a background in behavioral psychology to becoming a sales leader and eventually a CEO. The conversation explores the importance of understanding customer psychology in sales, the transition from CRO to CEO, and the need for a shift in compensation structures to motivate sales teams effectively. Helen emphasizes the significance of celebrating s...

In this episode of the Great Day in Sales podcast, Justin interviews Ron Halbert, Vice President of Sales Development at Sirion. Ron shares his extensive background in software sales and discusses the importance of understanding the ideal customer profile (ICP) for contract management. He emphasizes the challenges faced by sales development representatives (SDRs) when engaging with high-level executives and the critical factors con...

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Mike Rhea, the Chief Revenue Officer at Intelligent Technical Solutions discusses his extensive background in sales, his journey through various companies and the strategies he employs to scale sales teams effectively. He emphasizes the critical role of discovery in the sales process, explaining how understanding a prospect's problems can lead to successful outcomes. Mike also delves into the importance of pricing ...

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Ellen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizat...

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Meredith Chandler, Head of New Business at Unicrn, discusses her career in sales and the rise of fractional sales leadership. She shares her experiences working at companies like Yelp, Indeed, Samsara, SPIF, and Captivate IQ. Meredith explains the concept of fractional sales and how it can benefit companies looking to scale their sales teams without the cost of hiring full-time employees. She also emphasizes the importance o...

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Michael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustmen...

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Sam Nelson, founder of strleader.com and creator of the Pipeline Pipeline conference, shares his journey from selling funeral insurance to becoming an expert in SDR training and consulting. He emphasizes the importance of simplifying operations in SDR organizations and focusing on repeatable processes. Sam discusses the unique challenges and opportunities in enterprise sales and highlights the value of building a c...

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Anthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of ...

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Brooke Searle, an SDR manager at Podium, shares her unconventional path into sales and her experience leading an SDR team. She discusses the importance of building belief in her team members and helping them achieve their goals. Brooke emphasizes the value of understanding the personal lives and aspirations of her team members and how it contributes to their success. She also highlights the continuous learning and developmen...

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Tyler Denboer, VP of Sales at Office Ally, shares his career path and experiences in sales leadership. He emphasizes the importance of having the right people on the team and providing them with proper coaching and enablement. Tyler discusses the challenges of building out the sales and marketing organization at Office Ally and the need for strong frameworks and processes. He also talks about the metrics that matte...

Adam Robinson, CEO and co-founder of Retention.com and RB2B, discusses his journey as an entrepreneur and the success he has achieved in hitting the million ARR milestone with each startup. He shares his insights on the power of building an audience on LinkedIn and the challenges of implementing a product-led growth (PLG) strategy.

Adam also explores the concept of being transparent and controversial in his content, the i...

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Ryan Jump, the director of sales at Scorpion, shares insights on managing a sales team, focusing on the individual, and the transition to selling to home service companies. He emphasizes the importance of understanding and addressing the unique needs of each sales rep and the value of building trust and authenticity within the team. Ryan also discusses the concept of designing your day and the significance of intentional and...

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Jason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer&ap...

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Leslie Venetz, founder of a sales-led go-to-market agency, shares her journey in sales and content creation. She highlights the importance of community, knowledge sharing, and tailoring content for different platforms like LinkedIn and TikTok. Leslie discusses her sales methodology, focusing on earning the buyer's attention, and offers resources like objection scripts and voicemail tips. She emphasizes personalized outr...

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In this podcast episode, Justin interviews Alex Knight, the CRO of Snoball. They discuss Alex's background, the evolution of Snoball from a business listing site to a SaaS product, and the indicators that led to the decision to focus on software. They also talk about the maturity level of companies when it comes to referrals and the skills that have benefited Alex in his role as CRO. They touch on hiring strategies...

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Vin Matano, a sales professional and content creator, shares his insights on personal branding and the benefits of creating content on LinkedIn. He emphasizes the importance of employees building their personal brands and how it can positively impact the company they work for. Vin also discusses his career at Demandbase and the value of staying with a company for an extended period of time. He shares his perspective on ...

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Melissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She als...

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Brooke Goddard, a sales leader at Design Pickle, discusses the unique challenges and strategies of selling to creatives. She shares her background in sales and highlights the importance of creativity in the sales process. Brooke emphasizes the need to stand out and be creative when reaching out to potential customers, including using motion graphics and personalized videos. She also emphasizes the importance of a s...