Tag: Podcast

Founders Future Podcast with Olivia Sammons On this episode, Olivia and I delve into the critical transition founders face when it’s time to build their first formal sales team. It is imperative that leaders document processes to create a company culture of accountability with concise and measurable expectations for themselves and their newly hired, first sales rep. We discuss my best advice for founders beginning this journey around gaining the ...

WISE Podcast (Women Inspiring Sales Excellence) Getting to the Top Ten Percent in a sales career, or any industry, is about knowing yourself and doing the homework to develop your strengths so you can pick the right job in the right industry, selling the right product/service, to the right customer, working for the right company and manager.  The work we put in on ourselves to find the position that allows ...

The Relentless Pursuit of Winning This podcast has something for every professional on the sales continuum.  Rick and I cover so much ground.  We start the discussion by breaking down the difference between strengths and superpowers and how to develop those superpowers into muscle memory through honing and pressure testing.  For the job seekers out there, I share the most common failure I see which is not treating one’s own ...

How to Build a Winning Sales Playbook On this episode of Outbound Squad, Jason and I geek out on all things “Sales Playbook”! What are the four main categories that need to be included and what are the ‘must haves’ when building out the ideal sales playbook? We discuss how to create a playbook that will serve as a structural guide while still allowing individuality of sales reps to flow ...

How to Make Discipline a Sales Culture, Not a Punishment Jeff Mains sits down with powerhouse sales coach Kristie Jones, author of Selling Your Way In. Together, they break down how SaaS companies can build accountable sales teams, re-engage cold deals, and align salespeople with their true superpowers. If your CRM is full of “closed lost” deals, this episode shows you how to revive them, build a seven-touch re-engagement plan, ...

Hiring B2B Sales Reps Like a Pro (Must Know Tips & Tricks) Benjamin and I had a fascinating back-and-forth around the science and process of hiring the right salespeople where we each shared example experiences that resulted in the current guidelines we follow today.  We discussed my career evolution into subscription-based sales and how I transitioned into the consulting world in the startup community. This is followed by a detail ...

What Happens When You MASTER the Art of Sales Mindset James and I had a lively discussion that deep dives into the mental toughness required to succeed in sales.  We cover the reasons why sales is more than just skill, and how it requires resilience, mindset, and self-care.  I outline how top performers protect their energy and stay motivated through rejection as well as why one’s circle matters more than you ...

Less is More: Kristie Jones on Narrowing ICP, AI for Outreach, and the New Rules of Pipeline A well-defined ICP is the foundation of a successful go-to-market strategy, especially for early-stage SaaS Startups. In this episode, Manoj and I discuss how discipline around targeting prevents costly product mismatches. Additionally, we dive into how AI is transforming top-of-funnel research and outreach with real-world examples of how tools like ChatGPT can turn ...