In this episode we discuss:

How the remote selling environment is impacting sales enablement

One of the top reasons your prospects aren't talking to you and the number one thing you should be thinking about as a rep

Andy's take on the role content plays in the success of sellers today

What happened when Andy combined his insatiable curiosity with a competitive streak

The only reason why salespeople exist (and it's easier than we think)

Why management enablement will become a top priority for leading companies in 2021 and beyond

Why Billions comes up again and everyone needs a Wendy on staff (a mindset coach)

Andy's take on challenging the status quo and more!

Andy Paul

LinkedIn

Episode Highlights:

1. Good Business comes down to being a good human - Be a better person, team member, and better helper to your customers
2. The power of bringing joy to your work and providing value to your customers 
3. We’re freer to be ourselves than ever before - COVID has accelerated everyone into each other’s lives and homes 
4. Advice for people who are trying to be more comfortable with being themselves
5. The importance of spending time with yourself
6. Do people train their sales reps on cultural linguistics? 
7. Evangelism is necessary as a function in the organization - you’re evangelizing the PROBLEM, not the product
8. How do we evolve from customer service to customer success?
9. How to know when your company is ready to evangelize and stand for something
10. Thing people can do to reconnect with themselves and be more human
11. How you can use video across the entire lifecycle of your customer journey (internal and external)

Tweetable Quotes:

"If you’re innovating, you either have a solution to a problem that didn’t have a solution before. Or, you have a better solution to a problem that people have been solving."– Ethan Beute

"Creativity comes when you unplug from the input and allow the ideas you already have in your mind collide, with the new ideas you're collecting."– Ethan Beute

"Would this message be more effective if it was more of an in-person moment than this kind of intellectual exercise of decoding these words and sentences and paragraphs you wrote."– Ethan Beute

Links:

Ethan Beute: LinkedIn

Ethan Beute: Twitter

BombBomb

Ethan Beute: Personal Website

How to identify your SME

How to prioritize request for Sales enablement 

All adults learn differently

Why sales enablement needs to walk with your sales team 

Action and Adapt

How to create practical applications to take learning to the next level. 

Pick up the damn phone! 

The power of asking why.. Top performers do what they do and most of the time dont know why they do it. In order to replicate their performance you need to understand the why. 

Travis talks with Tracey Santilli and Mercedes C. Smith, about pushing diversity forward, the power of creating moments to get uncomfortable with your people, organizational growth, and more.

Short Bios

Tracey Santilli, Chief Growth Officer at Tierney

Tracey Santilli is the Chief Growth Officer at Tierney, a full-service marketing communications agency and IPG-owned subsidiary. In this role, Tracey oversees strategic planning for all clients, working to develop clear business cases around opportunities, and delivers strategic recommendations to create integrated campaigns that drive business results. She is responsible for all client relationships, general operations, and staffing for 80+ and oversees the management of all practice areas including public relations, social media, crisis management, strategic planning, account management, and paid media across three offices (Philadelphia, New York, and Harrisburg).

Mercedes C. Smith, Vice President of Public Relations, Tierney

Mercedes C. Smith is a Vice President of Public Relations at Tierney, a full-service agency with skills in advertising, PR, interactive and media. With hard work and determination, she has developed strategic campaigns to solve unique challenges for various brands across the hospitality, healthcare, entertainment, consumer lifestyle, and technology sector. Additionally, Mercedes is passionate about empowering others to live their truths, both personally and professionally. “Bring your full self to everything you do. It’s your unique culture, experiences, and perspective that makes you irreplaceable. Own it – all of it.”

Episode Highlights:

1. A co-Founder who runs the revenue and marketing functions
2. Passionate about genuinely knitting together sales and marketing
3. Most passionate about prospecting and cold calling, creating videos, and writing emails 
4. Prospecting with emotions and creating spirits through prospecting 
5. “If you’re living in fear wondering what your prospect might say, don’t bother in the first place”
6. Pushing boundaries and figuring out where the lanes are
7. Creating a safe environment for your reps to take risks and how to help them visualize their growth process
8. The value of creating connections with peoples pasts
9. How to know when your leader doesn’t know the answers and what to do about it
10. Getting back into the trenches as an SDR
11. How Reachdesk’s pivot led to them tripling their revenue in three months
12. You guessed it again, sit down and talk to your customers to learn how you can serve them
13. How Alex evolved his onboarding
14. The importance and value of the buddy system 
15. How to maintain a culture and how Reachdesk allows everyone on their team to share their values into a community word cloud that grows
16. How to give your employees a bigger share of the voice to drive the cultural change that everyone is talking about 
17. Negotiation tips from Alex’s time as a lawyer
18. Alex breaks down how writing sequences is the same as composing a song
19. How do you teach someone how to make sequences?
20. A lesser-known way to approach messaging in your outreach through storytelling
21. Creating an experiential sequence to build relationships with your prospects
22. How to create virtual and remote experiences that keep people engaged and hold their attention
23. How to truly differentiate your customer experience in the marketplace
24. The new currency is experience
25. Why companies are so reluctant to change and ungate their content…

Quotes

“You’re never gonna win 100% of the time. And if you go into prospecting and you think, I’ve got to make this so perfect, because I don’t want to get in trouble. I’m living in fear of what my prospect might say, don’t bother in the first place right?” - Alex Olley

“You’ve got to create an environment and tell people where the boundaries really are.” - Alex Olley on creating a safe environment for reps to take risks

“As leaders, we have to start making statements about what we think is okay, then handing that over to someone and saying go and test it.” - Alex Olley

“How do you tell a story in a narrative within your sequences or your outreach which builds 

“You’re the one who’s orchestrating. You can build together a structure that gives your audience a desire to listen. Tell a story. Make it enjoyable.” - Alex Olley

“Always be positively unsatisfied.” - Alex Olley

Links:

Alex Olley: LinkedIn

Reachdesk

Travis King: Linkedin

Kevin Mulrane: LinkedIn

Kevin talks with Growth Marketing Lead at Interseller, Kristina Finseth about her career path, here unique understanding of marketing and sales, how to build a growth organization from scratch and more.

About Kristina

Kristina owns growth marketing at Interseller, a platform that helps recruiters engage with talent through contact data identification and personalized email sequencing. Having been in the shoes of a recruiter in startups, enterprises, and agencies - she is genuinely driven by a desire to make a positive impact on the way companies engage with talent in today's market. On any given day, you'll find Kristina jamming with recruiters on messaging candidates, training jiu jitsu, traveling, or exploring the local food scene.

Episode Highlights:

1. Kristina’s career path - military, recruiting, marketing, sales, growth (business development and marketing)
2. If you’re in a marketing capacity, do whatever you can to get involved with sales
3. When revenue is the common goal between sales and marketing, it’s really easy to remain in sync with the activities you’re running
4. One of the biggest challenges facing new growth marketers - building out the repeatable processes, documenting, building the playbook so that as your team grows, and your company grows, it’s easier to plug and play with different people and have them in their niche specialties
5. The biggest misconception marketing has about sales 
6. The biggest misconception sales has about marketing 
7. LinkedIn Poll results about where SDRs should report into
8. What is a growth associate, what do they do, and advice for someone considering how this function would fit within their org?
9. How you can start to change the narrative around traditional funnel metrics to focus on revenue and when you know you have done that successfully
10. Current trends in marketing and growth
11. Kristina’s number one piece of advice for adoption of tools

Tweetable Quotes:

"If you’re in a marketing capacity, do whatever you can to get involved with sales."– Kristina Finseth

"When revenue is the common goal between sales and marketing, it’s really easy to remain in sync with the activities you’re running."– Kristina Finseth

"There's are some sales rockstars out there that know how to get in front of prospects better than some marketers.."– Kristina Finseth on the biggest misconceptions marketing has about sales

“What's different is, I'm going to get booked meetings for you. So look at the quality metric, which is if meetings are getting booked, and then we're closing those meetings. That's what people should be worried about. Are we closing those deals? It really is all about revenue, not just Hey, I had 1500 people register for a webinar. Here's a lead list. Right?” - Kristina Finseth

Links:

Kevin Mulrane: LinkedIn

Kristina Finseth: LinkedIn

About Phyllis

Throughout her life, she has been interested in "everything."** When she was a child, she asked if she could go to college forever because her favorite thing to do is learn and improve. In history class, she grew jealous of the Renaissance person because it was the last she heard of someone being allowed to be well-versed in, well, a lot of things.

Introduce our lead in the third act: Product Management. she no longer has to choose what areas to be skilled in for a specialization because the specialization demanded that she be skilled in several areas. She can stay an artist, an engineer, a therapist, an entrepreneur, a leader, an innovator, and a visionary without having to switch hats. Like many others, Phyllis didn't choose to become a product manager; she was engaging in many product management skills and found a title that aligned with what she wanted out of her life and her work.

Outside of solving for user problems, she spends her time trying to work on some other problems in the world: imposter syndrome, lack of diversity and equity in STEM, and a surprisingly common lack of career fulfillment. She rides on the fundamental belief that life should be fair, easy, and lived freely by everyone regardless of the circumstances they were born into.

She aims to improve the world from where it was yesterday and would love to connect with anyone who looks to shake up tradition for innovation.

Links:

Phyllis Njoroge: LinkedIn

Travis King: Linkedin

Jeff Davis Short Bio

Jeff Davis is an international keynote speaker, consultant, and award-winning author of "Create Togetherness".  He specializes in helping B2B companies optimize revenue growth by strategically aligning their sales and marketing teams. Jeff pulls from his over 15 years of experience marketing, sales, and business development at Fortune 100 organizations to early-stage startups. He has experience in a myriad of different industries including healthcare, manufacturing, technology, more. 

Jeff has worked with companies such as Salesforce, LinkedIn, Seismic, and Oracle. He speaks regularly on the topic of alignment transformation at large conferences, company meetings, sales kick-offs, association meetings, and more.  He is also the executive producer and host of the fast-growing TheAlignmentPodcast.com which is heard by B2B professionals in over 25 countries as well as the creator and host of the Sales + Marketing Alignment Summit which has hosted an exclusive group of sales and marketing leaders for the past four years. Jeff holds a B.S. in Mechanical Engineering from Purdue University and an MBA from The University of Chicago Booth School of Business. 

Episode Highlights:

1. How Jeff realized his aim to help b2b CEOs, sales, and marketing leaders strategically align sale and marketing so they can optimize revenue growth
2. How Jeff made the jump from sales to marketing and where he’s at now
3. The biggest misconceptions salespeople have about marketing 
4. They don’t understand what marketers do
5. Marketing & Sales Alignment 
6. Ask what are the possibilities?
7. What does great look like?
8. What can marketing do to make your job easier and help you close deals faster?
9. Marketing's job is to set the stage and create a marketplace where people understand the value of your product or service
10. It’s getting you in front of the types of accounts that you need to talk to
11. Marketing is one to many and sales is one to one. 
12. Sales teams need to realize they’ll never be able to have the reach that a marketing team has
13. Ask “so why are we doing this?” 
14. When you get in front of the right accounts, make sure you are very crystal clear around why they should care
15. The companies getting marketing and sales alignment right are stopping and asking questions 
16. Where most organizations fail when trying to align marketing and sales
17. Majority of organizations don’t do this weel because they look at it short term
18. It takes a lot of stakeholders to agree, time, resources, and are just now recognizing that this is serious enough of an issue that they need to take seriously.
19. What best in class looks like as it relates to marketing and sales alignment
20. Three Pillars of Alignment and Transformation - look at what’s not working and then examine companies you consider best in class 
21. Data
22. Process
23. Communication
24. The cost of inaction around now getting sales and marketing alignment 
25. How to position the sales and marketing alignment conversation internally
26. Trends Jeff is currently seeing 
27. B2B adopting B2C tactics and strategies 
28. How do people buy whether it be b2c or b2b? What is the first very first step? 
29. The Paradigm Shift that must happen in order to breakthrough the alignment noise

Favorite Points:

1. Create togetherness.
2. Ask “so why are we doing this?”:
3. Where most organizations fail when trying to align sales and marketing

Tweetable Quotes:

“As b2b practitioners, we have to recognize that if you were still talking about features and benefits to buyers, you were way behind.” – Jeff Davis

"How do people buy whether it be b2c or b2b? What is the first step What is the very first step?."– Jeff Davis

“Many folks I talked to small business owners especially. I asked them simple, like marketing questions about like, Who's your target customer? What's your positioning? They don't know. So I'm like, that's great that you can scale pushing content and convert that to a sale. But who are you trying to talk to? That's the bigger issue. And if you don't know that, you're just gonna be spinning your wheels.."– Jeff Davis

"Trying to operate a solo silo by yourself, is not the smartest way to move forward, It all comes down to creating togetherness.."– Jeff Davis

Links

Website: meetjeffdavis.com

Social media: @meetjeffdavis (Linkedin, Twitter, IG, and FB)

Podcast: TheAlignmentPodcast.com

Book: CreateTogethernessBook.com (audiobook coming end of July)

Small Business Community: ReThinkSmallBiz.com

Travis King: Linkedin

Kevin Mulrane: LinkedIn

Episode Highlights:

1. Carol’s timing cold calling her way into one of New York’s top kitchens
2. Why Carol is so passionate about food and caring for others
3. Where and how Carol developed her go-getter mentality without playing sports or group activities
4. How Craiglist opened Carol’s door to tech sales
5. How she’s helping early-stage startups and their founders (seed to series a) build and grow their sales playbook
6. The importance of a strong product for early-stage companies
7. The two biggest struggles with early-stage startups:
8. Where to allocate capital because you only have a little bit of money 
9. Where to allocate human capital - who’s the right person for this job?
10. How to explore what you want in life, identify your strengths and be curious to learn something new
11. The value of having a growth mindset and pushing yourself and your people to grow
12. What it means to be the village idiot and how to figure out if you think that way or not

3 Favorite Points:

1. How Carol Cold Called Her Way Into a Top Restaurant Kitchen in NYC
2. How to Develop a Go-Getter Mentality as a Non-Athlete
3. How to explore what you want in life, identify your strengths and weaknesses, and be curious to learn something new

Tweetable Quotes:

"Who doesn't like food, right, like food is culture and history and memories. And we all had someone that cooked for us, right a mom or an aunt or a dad or some sort of caretaker growing up. ."– Carol Malakasis

"We all learn that when someone cooks for you and treats you to a wonderful meal is because they love you because they want to take care of you."– Carol Malakasis

"Some adversity is good. You kind of need to get hit on the face a little bit when you're younger, to sort of learn how to respond and move on to have those responses be innate."– Carol Malakasis 

“If you ask for help, and you're coachable, and you have a goal in mind, you can do really, really well.” – Carol Malakasis 

Links:

Travis King: Linkedin

Carol Malakasis: LinkedIn

Travis and Kevin talk with Chief Inspiration Officer, Jules White of Live IT, Love it, Sell It, about how to find your UHP, why your team needs a mindset coach right now to support mental health, a formula for Bound-Back-Ability, and more.

Jules White Short Bio:

Jules White has drawn on her 30 plus successful years in business and created a unique methodology that comes from her very own practical experiences of dealing with the highs and lows of selling. She knows exactly what she’s talking about; she’s written an Amazon bestseller on sales, is a TEDx speaker on the subject AND she’s impressed and won investment from a top businessman on the UK business TV show Dragon’s Den. She’s ready to help you unlearn everything you’ve been taught about selling and share HER techniques to boost YOUR sales. 

Episode Highlights:

1. Why Jules is Passionate About Inspiring People
2. Understand Your Reps At An Individual Level to Identify Their UHP
3. Values & Strengths
4. Give Your Team Ownership
5. Humans Create Revenue, not Technology
6. How Companies Can Think About R&D in A Way That Doesn’t Directly Impact ROI
7. The Heaven & Hell Exercise You Must Do Right Now
8. How to Use Emotions in Your Prospecting
9. BOUNCE - a formula for Bounce-Back-Ability
10. Breathed
11. Opportunities
12. Understand
13. Necessities
14. Choice
15. Energy
16. The Power of Choice 
17. The Magic of A Positive Healthy Mindset
18. The Value and Importance of Mental Health at Work
19. What Arthur Ellis Is and How They Can Help
20. How Hiring a $2,000 a Month Mind Coach Will Impact Your Bottom Line Revenue
21. Increased Happiness → People will Work More Often → Increase in Productivity → Increased Support for Each Other → Trust 
22. It’s estimated That There’s a $1 Trillion Worth of Revenue Lost Due to Low or Lost Productivity
23. 64% of respondents from the UK and 59% of people surveyed say this should be a top priority for their organizations.
24. Mental Health Can Be A Part of Your Everyday People Strategy
25. The Top Two Categories That Drive Anxiety, Depression and Stress Are Finance and Work-Related
26. People Are More Attracted to Companies That Support Mental Health

Favorite Points:

1. Understand Your People At An Individual Level to Identify Their UHP
2. The Heaven & Hell Exercise You Must Do Right Now
3. How Hiring a $2,000 a Month Mind Coach Will Impact Your Bottom Line Revenue
4. It’s estimated That There’s a $1 Trillion Worth of Revenue Lost Due to Low or Lost Productivity

Tweetable Quotes:

"We never want to chase the revenue target. Never once it was visible, but we never, ever chase the target."– Jules White

"Human Create Revenue."– Jules White

"Yeah, absolutely. So on the other side of What do you love what you're good at? What are your values and strengths? Why do our clients buy what we sell? Okay? Why do they, why did they come here? What do they love about us? So we weren't just then looking at us as individuals, we were then matching all of that lovely staff to why our clients come. And there's that bit of magic."– Jules White

"You've got bounce-back ability. And they literally just said it to me. And you sort of think to yourself, I really like that. That’s great because I think I almost feel like I can own that a little bit. So that's kind of where it started."– Jules White

“BOUNCE - Breathed - Opportunities - Understand - Necessities - Choice - Energy.” – Jules White

“Choices huge because we often don't realize the choices we actually have. And sometimes, you know, will say we don't have a choice or there's no way forward. And actually, we usually do have a choice to do something.” – Jules White

“Well, simply because your team is going to be happier, which means they'll probably come to work more often, which means they'll also be more productive, which means they'll support each other. So that's just your starter. And you know, there is a big responsibility for us now as companies to put our people first and stop this whole revenue thing being the only thing that leads the way because as I say, it's back to that what we've just been talking about. Surely, it's all about humans.” – Jules White

Links:

Jules White: LinkedIn

Live It Love It Sell It

The UHP Experience

Arthur Ellis

Travis King: Linkedin

Kevin Mulrane: LinkedIn

Episode Highlights

1. To get buy-in from your team, you need to be authentic and ask for their opinion. Get them involved in goal setting.  
2. Marine Biologist: where she learned positive reinforcement and testing hypotheses.  
3. Restaurant Industry taught patience and thick skin
4. Became the first member of the sales enablement team at Dial Pad, with a focus on sales onboarding.  
5. Found the love of data and science spilled back over into business.
6. Not afraid to jump headfirst into things or projects even if I don’t know exactly what I am doing.
7. How personal life and professional life can blend based on your personalities.  
8. Take initiative.  Any time I took initiative to solve a problem its lead to more doors opening and a better movement for the company in general
9. No good LMS out there.. They all miss something you need. No LSM + Content management.
10. On-boarding - Stickers as rewards and win stickers.. It's a simple idea but salespeople are competitive and want to walk away with the most stickers.  
11. Working at a start-up vs a large company is so different from the on-boarding, to how you do your job, to how successful you will be

Tweetable Quotes 

1. “If you have food in your teeth, I'm going to tell you.  I don’t care if you're a stranger or my boss.  I feel like thats just basic humanity that your supposed to tell someone they have food in their teeth.” - Bridget O'Brien
2. “What you learn working with marine mammals is positive reinforcement training.  But here's the thing, humans are also mammals” - Bridget O'Brien
3. “You can have diversity of thought but if you all look the same, you're losing something.  Its not actually that diverse” - Bridget O'Brien

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Bridget O'Brien: LinkedIn

Travis and Kevin talk with the Director of Revenue Performance at Chili Piper, Michael Tuso, about driving the success that you seek, the power of individualized coaching plans, the importance of diversity, and more.

Michael Tuso Short Bio:

Michael has always had a passion for coaching, which is what drives him to do the work he does today. Michael attended the University of North Carolina at Greensboro, where he ran for Student Body President as a freshman—and won. The networking and sales skills he honed as a part of that experience brought him in front of dozens of United States Senators, enabled him to sit in on a US Supreme Court Justice confirmation, brought him overseas on a full scholarship for study abroad, and ultimately a gig running a statewide political campaign. Michael realized he enjoyed the nuts and bolts of how to raise money for a campaign, so he combined that interest with his love of travel and moved overseas as a part of a work abroad program for Citrix. Michael soon fell in love with sales and has worked with multiple startups since then. He currently works as the Director of Revenue Performance at Chili Piper. Michael’s specialties include: training, sales process, tech implementation, account executives, SDRs, sales, leadership, go-to-market, social media, direct-mail campaigns, digital marketing, IT, technology, strategy, and consulting. Michael also received the 2019 BEAST Award for Best Sales Development Leader at Tenbound’s 3rd Annual Sales Development Conference.

Episode Highlights:

1. Michael’s background - political/how he got into sales
2. Passiveness and success/ driving results
3. You can’t be a passenger to be successful, you have to be the driver
4. Instead of saying go do- be a part of investing in your own growth
5. Invest them in the process
6. Using this time to up your game
7. Creating an ecosystem of learning across all of your teams
8. Lack of help needed from managers
9. Steering away from the check the box mentality
10. Success because of diversity
11. Being the “only” / finding others like you
12. Adversity along the way only makes you stronger and better
13. Treat everything as a learning opportunity
14. 17-19 month stat
15. How Michael ended up with his unique job title
16. Too much stress placed on CEO- revenue not up to one person
17. The importance of coaching
18. So many companies focusing on enablement
19. Answering “why” questions/ science-based thinking
20. Teaching people to their strengths and weaknesses
21. Getting rid of intuition and building data-driven insights
22. Empirical hiring- concrete things to look for
23. You know you have at least middle performers
24. Focus on different priorities with different people because they are all motivated differently 

Favorite Points:

1. Passiveness/success- driving results
2. Creating an ecosystem of learning across all of your teams
3. Success because of diversity
4. Michael’s story about how he ended up with his unique job title

Tweetable Quotes:

1. “You can’t be passive and successful at the same time. You have to drive the results that you seek.”
2. “We’re not successful despite our diversity, we are successful because of our diversity.”
3. “I don’t let any preconceived notions of what the world is supposed to be like stop me from doing what I want.”
4. “If I go into a company, I want to be the best at what I do.”
5. “The era of gut-check hiring is over.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Michael Tuso LinkedIn

Travis and Kevin talk with Director of R. Moore Consulting Ltd., Richard Moore, about what drives him, the power of goal setting, reasons to surround yourself with winners, and more.

Richard Moore Short Bio:

Richard has spent many years as a consultant to businesses from startups to companies with nine-figure turnovers. He has sat on boards as an advisor and director and provided training in hundreds of seminars on topics from sales to social media, from marketing to leadership. Richard is now the Director of R. Moore Consulting Ltd. His services include helping build your sales and marketing training programme, coaching sales leadership teams to understand and get more from their numbers, advising on commercial strategy and product monetization, and hacking engagement strategy in marketing.

Episode Highlights:

1. Everyone has a different state every day
2. coaching comes down to how people receive you
3. People want to learn from an expert
4. When you want to give up, you’re about 40% there
5. Pushing yourself, finding another gear- for yourself, not others
6. The drive and grooming from his mom- pressure to be the best
7. Past, future, present self
8. You get out what you put in
9. You’re going to regret faking it because you can really do it if you put your mind to it
10. The power of consistency/habit forming
11. It's not easy at first, but it becomes easy once it's a habit
12. Increases your productivity 
13. “Don’t think, just move.”
14. Chasing pain to grow
15. Being okay with being uncomfortable because that’s how you grow/push yourself
16. Do the little things first- set reasonable goals so you’re not scared off
17. Anything reached above the small goal you set is bonus
18. It’s an incremental process
19. Recalibrate after you reach each goal
20. Staying patient when reaching for/ achieving goals
21. “Patience is coupled with wins along the way because you need a sense of progress.”
22. This is why setting small goals is important so you can gauge your progress
23. Nothing wrong with being competitive
24. Beating the guy at the top requires beating the people at the bottom too
25. Surround yourself with winners if you want to be a winner
26. Working smarter- be efficient
27. The power of getting people to coach you that want to help/not being afraid to pick brains
28. This requires humility- set aside your ego for your growth
29. Listen to and learn from those who are successful 

Favorite Points:

1. The power of consistency/habit forming
2. It's not easy at first, but it becomes it once its a habit
3. Increases your productivity levels
4. Goal setting: Do the little things first- set reasonable goals so you’re not scared off
5. Anything reached above the small goal you set is bonus
6. It’s an incremental process
7. Recalibrate after you reach each goal
8. Staying patient when reaching for/ achieving goals
9. “Patience is coupled with wins along the way because you need a sense of progress.”
10. This is why setting small goals is important so you can gauge your progress

Tweetable Quotes:

1. “If you choose to, you have another gear.”
2. “You get out what you put in.”
3. “Action is the way to starve fear and worry.”
4. “Patience is coupled with wins along the way because you need a sense of progress.”
5. “Do the things that make the biggest impact, don’t do the things that don’t.”
6. “It’s hard to put aside your ego, but you have to choose: do you want the long-term pain of not getting anywhere or the short-term pain of humiliation with a much better outcome?”
7. “It’s the ones that have actually been there that are worth listening to.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Richard Moore LinkedIn

Richard Moore Website

Travis and Kevin talk with Co-Founder and SVP Data Sales at Bombora, Mike Burton, about a model used at Bombora where everybody wins, how the tools in front of you can optimize what you already have, how sales prioritization can drive success, and more.

Mike Burton Short Bio:

Mike has been working with AdTech startups since 2002. Currently, he is responsible for driving adoption of Bombora’s offerings across email marketing, analytics, programmatic display, predictive analytics and lead scoring, and countless other applications. Mike helped build B2B’s first Intent data co-operative, helping Bombora to consolidate over 9.3 billion monthly B2B behavioral interactions, fueling massive efficiencies across B2B marketing and publishing. Prior to Bombora, Burton worked with Madison Logic as Head of Platform Sales. He was also Madison Logic’s first VP of Sales, helping the company in its earliest stages to grow revenue and gain a foothold in B2B’s competitive lead generation space. Mike also worked at Collective, and was one of the first employees at IndustryBrains, an innovative direct marketing firm that helped shape B2B’s early online migration.

Episode Highlights:

1. Asset- behavioral data from lead gen advertising and display advertising programs
2. Through the process- realized the value in behavioral data
3. Saw that using this data provided lift for all types of marketing
4. Used to prioritize outbound and to accelerate leads
5. Most SDR work is keyed off of intent data, marketing team uses it for linked in/advertising/top of funnel
6. Things that are driving success
7. Keep it simple, start with prioritization
8. If intelligence jumps out, use it
9. “There’s diminishing returns in trying to extract every bit of value, but there’s really strong returns in prioritization.”
10. Freemium model- important part of mix, sometimes we wonder if we’re putting our best foot forward
11. Data in email once a week, but deep believers in automated workflow
12. Made a decision to just be a data company, and to specialize in intent data
13. Be the best/leader in this one thing
14. Have to be good at integrating the data into workflow
15. “There’s challenges to being a data specialist”
16. Not al one-stop-shop like competitors
17. Approach for differentiating Bombora
18. Market in three categories
19. How are people using G2 crowd data
20. “I think there are flaws in all data, it’s just about seeing what’s giving you the highest percentage shot that’s meaningfully moving the needle.”
21. The vendor sphere in general oversells
22. “Some companies are just scared to tell customers it’s actually not that complicated.”
23. Leveraging the voice of the customer
24. Seeing what works and what became sticky- “Our philosophy is to start with sales prioritization and then let the data expand into lots of other used cases from that platform.”
25. How to do attribution
26. Needed way more data
27. “If we want this to be impactful for the market, we need lots of data from all these other companies who also have valuable data.”
28. “A good humbleness gave him the vision to build the business.”
29. Effectiveness of overlaying data 
30. Rewriting the book
31. Lots of partnerships, but no resellers
32. Current model- Bombora embedded in other platforms, full Bombora through direct sales team
33. “Our partners get great intent data and we get to enjoy the better economics and scalability of having a direct sales organization.”
34. Create partnerships with people who already have the customers
35. “Everybody wins with our model. The user gets something valuable, the partner controlling the end user gets something valuable, and the data company can still enjoy the better economics of having a direct sales team.”
36. “There’s so much cool stuff in front of our face that we aren’t using yet, so I can’t really think about what’s next because we haven’t fulfilled what we have.”
37. “The whole market could use some time to adopt what’s out there.”
38. Alignment, orchestration, and automation
39. “If everyone could hunker down into what’s available now, we would be able to innovate better later.”
40. Incubated inside other company, then spun the business out
41. “We are playing more of an infinite game, not a finite game.”
42. It gets easier the longer you do it because you see the cycle

Favorite Points:

1. Rewriting the book/the model 
2. “Everybody wins with our model. The user gets something valuable, the partner controlling the end user gets something valuable, and the data company can still enjoy the better economics of having a direct sales team.”
3. Focusing on using available tools and what’s in front of them before thinking about the future
4. “There’s so much cool stuff in front of our face that we aren’t using yet, so I can’t really think about what’s next because we haven’t fulfilled what we have.”
5. “If everyone could hunker down into what’s available now, we would be able to innovate better later.”
6. The concept Bombora was built off of
7. “If we want this to be impactful for the market, we need lots of data from all these other companies who also have valuable data.”
8. “A good humbleness gave him the vision to build the business.”

Tweetable Quotes:

1. “There’s diminishing returns in trying to extract every bit of value, but there’s really strong returns in prioritization.”
2. “I think there are flaws in all data, it’s just about seeing what’s giving you the highest percentage shot that’s meaningfully moving the needle.”
3. “Our partners get great intent data and we get to enjoy the better economics and scalability of having a direct sales organization.”
4. “Everybody wins with our model. The user gets something valuable, the partner controlling the end user gets something valuable, and the data company can still enjoy the better economics of having a direct sales team.”
5. “There’s so much cool stuff in front of our face that we haven’t used yet, so I can’t really think about what’s next because we haven’t fulfilled what we have.”
6. “If everyone could hunker down into what’s available now, we would be able to innovate better later.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Mike Burton LinkedIn

Mike Burton Email

Travis and Kevin talk with the VP of Revenue Growth and Enablement at Clari, Kyle Coleman, about what revenue operations is and is not, how a mutual accountability system can be successful, unpacking what it means to be empathetic, and more.

Kyle Coleman Short Bio:

Kyle is currently the VP of Revenue Growth and Enablement at Clari. Prior to working at Clari, Kyle worked as a Director of Sales Development and Senior Director of Sales Development and Optimization, at Looker, a business intelligence and analytics startup. Kyle is an experienced sales and marketing leader with a passion for people development, identifying and solving problems, creating and optimizing processes, and unifying departments across the revenue org.

Episode Highlights:

1. SDRs downplay their position- “I promise you I would not be doing today if not for the skill set I developed from being an SDR.”
2. “Any SDRs out there, don’t discount what you’re doing now.”
3. What we do:
4. Growth team: Focus on creating and accelerate pipeline 
5. Marketing: Focus on awareness
6. Sales: Focus on closing the deals
7. There is no competition between teams, clean divisional labor
8. Approach growth in an integrated way
9. “I don’t care who created the pipeline, I just care that pipeline got created.”
10. “Having us all on the same team allows us to entertain the grey area and not be grabby about who gets credit for what.”
11. “Instead of fighting between one another about who created the pipeline, we fight together to get pipeline.”
12. Reflecting on work at Looker
13. “The only real way you can fail is if you don’t learn anything from the experience.”
14. Evolution:
15. Number of MQLs- model needs to die, avoided this at Clari
16. Opportunities we are creating that the sales team is accepting
17. Mutual accountability system, no longer assembly line approach
18. “The demand waterfall is not invalidated, but MQLs are not the defining success criteria
19. “MQLs are not as predictive of future success as they used to be.”
20. Clari’s missions: making sure everyone knows their role in the revenue process, inherent in DNA
21. Aligning views on success criteria
22. Revenue operations is a new category- not clearly defined
23. Revenue operations is not all ops coming together
24. “Revenue operations is thinking about revenue as an end-to-end business process that can be dissected into component parts, and each of those parts can be optimized in service of one another.”
25. Good at listening to customers
26. Customer success team- caring about prospects
27. Need to get better at creating a peer-to-peer community so customers can talk to one another 
28. Once we figure this out, that is going to be our secret to success
29. Get your customers to do your selling for you by creating conversations not trying to sell- empathy
30. Views on empathy:
31. Without unpacking what it means or how to do it- it's meaningless
32. Understanding the day-to-day pains of your prospect
33. Being understanding, not forcing your sales
34. Wanting to actually help even if it’s not through your business
35. Keeping people happy, trying not to burn any bridges
36. “Trying to genuinely help people is my main mission in life.”
37. Getting SDRs in interviews to pitch on a passion, not their product- see their excitement
38. “Care about the person behind the persona.”
39. Manual drip
40. Borrows from marketing automation principles, but manually executed by salesperson
41. Identifies unique scenarios, their unique objection right now, what can I do to add value
42. “If you’re not giving your SDRs the license to think, then you’ve just hired people that may as well be robots dialing a phone.”
43. “The SDRs that are successful are those that build the strategic muscle early and use that in their SDR process.”
44. Learning and thinking in an interdisciplinary way/studying things like poetry and flow, economy of word choice
45. “There’s lessons to be learned about becoming a better salesperson pretty much everywhere.” 
46. Technologies help with tactics, mindset/foundational layer is not solved with technology, there are no shortcuts, and you can’t do it if you’re not genuinely curious about it
47. Objection handling is a long game and you need to treat every situation differently, approach evry situation as it’s own
48. LinkedIn Sales Navigator
49. “Sales is a team sport. You can’t operate well as a team if you’re not thinking together, strategizing together, and executing together.”

Favorite Points:

1. The importance of the skill set you gather from being an SDR
2. The skill set you build is the foundation for what you do later
3. Growth, sales, and marketing all working together instead of competing/mutual accountability system
4. “Instead of fighting between one another about who created the pipeline, we fight together to get pipeline.”
5. What revenue ops is and is not
6. Revenue operations is not all ops coming together
7. “Revenue operations is thinking about revenue as an end-to-end business process that can be dissected into component parts, and each of those parts can be optimized in service of one another.”
8. Unpacking empathy

Tweetable Quotes:

1. “I promise you I would not be doing what I’m doing today if not for the skill set I developed from being an SDR.’
2. “Any SDRs out there, don’t discount what you’re doing now.”
3. “I don’t care who created the pipeline, I just care that pipeline got created.”
4. “Instead of fighting between one another about who created the pipeline, we fight together to get pipeline.”
5. “The only real way you can fail is if you don’t learn anything from the experience.”
6. “MQLs are not as predictive of future success as they used to be.”
7. “Revenue operations is thinking about revenue as an end-to-end business process that can be dissected into component parts, and each of those parts can be optimized in service of one another.”
8. “Trying to genuinely help people is my main mission in life.”
9. “If you’re not giving your SDRs the license to think, then you’ve just hired people that may as well be robots dialing a phone.”
10. “The SDRs that are successful are those that build the strategic muscle early and use that in their SDR process.’
11. “There’s lessons to be learned about becoming a better salesperson pretty much everywhere.” 
12. “Sales is a team sport. You can’t operate well as a team if you’re not thinking together, strategizing together, and executing together.’

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Kyle Coleman LinkedIn

Travis and Kevin talk with the Founder and current Principal at CAPTIVATE TALENT, Christopher Gannon, about how to hire the right people, what makes a bad employee, building a repeatable hiring process, and more.

Christopher Gannon Short Bio:

Christopher is the Founder and Current Principal at CAPTIVATE TALENT, a talent solutions consultancy that focuses on placing top revenue professionals at growth stage technology organizations. They help their clients not only attract and hire, but also retain top talent. Christopher has been in recruiting for fifteen years and has worked for big firms, as well as internally in head talent acquisition positions for a few startups. Some of Christopher’s skills include talent attraction, candidate experience, global recruitment strategy, salary negotiations, pinpoint recruitment, and scaling revenue teams.

Episode Highlights:

1. Tenure of SDR- 18 months
2. Cost of new hires
3. Training/onboarding 
4. Learning and development team
5. Comparing the hiring process to dating
6. To revamp playbook of bad process
7. Stop, reevaluate, and find out where your relationships are
8. “If I know a client is relying on me and I’m exclusive with them, I will go stand in the highway and stop traffic for them.”
9. “People fail to stop and ask why things didn’t work out.”
10. “Do we just try to hit quotas, or do we find people we would go to war with?”
11. HR tech companies taking advantage of accessibility of hiring
12. Sales has the highest voluntary turnover rate
13. How to level set reality for candidates
14. Being transparent is rare
15. Candidates have to dig into culture
16. “I’ve probably lost candidates from being overly transparent.”
17. “You could have the best product in the world, but if you have bad leadership, it falls apart.”
18. “It doesn’t matter how good your product is if you can’t grow your company.”
19. “I think growing and scaling from a personnel standpoint is the number one overlooked thing in the startup world, and it’s the Achilles heel for most companies.”
20. Most people don’t have a product good enough to just sell itself
21. “You have to hire people you can go to war with, even when things are good.”
22. Are you willing to bet your career on this person?
23. Reference checks
24. Defining a bad employee:
25. Someone who burns resources
26. Not making revenue
27. Kills culture
28. Hiring for culture, “without culture you’re done.”
29. “Turnover is inevitable, but if you’re hiring against turnover, you’re playing the wrong game.”
30. Building a repeatable hiring process
31. “We need to find the best person to work next to us, not just any person.”
32. Navy SEAL example
33. Every instructor has a role in every aspect
34. Screening: people don’t get formally trained in interviewing
35. What to look for when hiring
36. Coachability
37. Curiosity
38. Uncommon skills- design
39. Advice
40. Find out what happened to your last few hires and why they didn’t work out
41. Find out how to build a strong repeatable process everyone agrees on
42. For candidates: ask good questions, get the answers you want, make sure things are transparent, don’t be fooled by money or short-term opportunity

Favorite Points:

1. Hiring the right people
2. “You have to hire people you can go to war with, even when things are good.”
3. Are you willing to bet your career on this person?
4. What makes a bad employee/the importance of hiring for culture
5. Building a repeatable hiring process
6. Navy SEAL example
7. Investment in individuals
8. Who do you want next to you?
9. What to look for when hiring
10. Coachability
11. Curiosity
12. Uncommon skills

Tweetable Quotes:

1. “If I know a client is relying on me and I’m exclusive with them, I will go stand in the highway and stop traffic for them.”
2. “People often fail to stop and ask why things didn’t work out.”
3. “Do we just try to hit quotas, or do we find people we would go to war with?”
4. “You could have the best product in the world, but if you have bad leadership, it falls apart.”
5. “It doesn’t matter how good your product is if you can’t grow your company.”
6. “We need to find the best person to work next to us, not just any person.”
7. “I think growing and scaling from a personnel standpoint is the number one overlooked thing in the startup world, and it’s the Achilles heel for most companies.”
8. “You have to hire people you can go to war with, even when things are good.”
9. “Turnover is inevitable, but if you’re hiring against turnover, you’re playing the wrong game.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Christopher Gannon LinkedIn

CAPTIVATE TALENT website

Travis and Kevin talk with CEO and Co-Founder of the AlwaysHired Sales Bootcamp, Gabriel Moncayo, about hitting targets, new responsibilities of salespeople, what success looks like, and more.

Gabriel Moncayo Short Bio:

Gabriel Moncayo is the Co-Founder and CEO at AlwaysHired. He has been voted one of the most influential sales professionals by AA-ISP for three years in a row. Gabe has built sales offices in NYC, Chicago, Austin, LA and San Francisco. Prior to the development of AlwaysHired, Gabe worked in a variety of sales positions, many being management roles. Gabe also has a history in consulting and has worked with many companies in the Bay Area. Gabe is a proven leader, a strong communicator, thrives in innovative, fast-moving hacker cultures. He has over a decade of experience in sales and client success and is passionate about connecting people.

Episode Highlights:

1. Historically marketing is tied to things like lead gen, qualified leads, number of leads created, etc.
2. SDRs: should they be under sales or marketing because sometimes marketing gets credit
3. Historically sales is closing deals, tracking average contract value, velocity of sales, etc.
4. Everything is getting bucketed together to make sure everyone is tied to revenue/entire assembly line is smooth
5. Marketing might have to do more sales and sales might have to do more marketing
6. The norm in many cultures- sales & marketing blame each other
7. Now marketing and sales need to be tied
8. “Sales and marketing overlap in responsibilities.”
9. Full Cycle AEs without SDRs
10. AEs are typically focused on bottom of funnel activity and have to be reminded to look at top of funnel
11. Being in charge of generating new leads
12. Creating consistency on social media, any social channel
13. Accountability and reality 
14. No self-sourcing built into rep plans because of marketing support
15. New market: less leads, worse conversion rates
16. “You have to hustle and hunt for every single opportunity.”
17. Building a personal brand
18. Quality of content in beginning does not have to great
19. Consistency is the most important thing, quality will come
20. People don’t post because they’re afraid of the quality
21. Who’s the target I'm trying to sell to, repurpose their stuff through your own social
22. New responsibilities
23. A salesperson can become a marketing person
24. Sales is taking on marketing things like campaigns
25. Blogs, podcasts, quoting people- consistent content
26. Sales tech stack
27. Email tools- outreach/salesloft
28. Finding your own leads- lead IQ, crunchbase pro(triggers & events), vidyard
29. Consider: tools try to do everything, it’s intimidating, would recommend starting with a basic tool
30. “The appetite for risk has decreased.”
31. Growing through saving on expenses as opposed to optimizing 
32. Less room for error in hiring sales reps
33. Companies are building in sales responsibility of lead gen and qualifying leads
34. Building this into interview process and onboarding
35. Clarity makes a big difference
36. 90-day onboarding, capitalizing on hype of new hire
37. New hire blogs- culture, employer branding
38. Creating frameworks/templates for everyone
39. Why they’re excited, what they want to get out of it, looking into the future, etc.
40. B2B always a little behind B2C
41. Connecting consumers to people they already trust
42. Going after targets is important, but community building aspect is equally as important
43. To be a good salesperson, it’s going to be more than just convincing people
44. “If people think you’re helpful, the leads will come.”
45. “It’s a shifted mentality, but not necessarily a shifted practice.”
46. Consistent posting
47. More website traffic, probably more leads
48. People start inbounding on your linkedin
49. Changes in what you look for in sales leaders
50. Experience- doesn’t necessarily imply success at your company
51. Find someone who’s willing to do whatever it takes to be successful, and then tell them what it’s going to take to be successful at your company
52. Some companies removing SDRs in general
53. “The goal of social selling is not to generate leads or revenue, it’s to build the brand, build engagement and create community.”
54. Reps having a longer leash, but there needs to be a clear definition of when to expect leads

Favorite Points:

1. Building a personal brand
2. Quality of content in beginning does not have to great
3. Consistency is the most important thing, quality will come
4. People don’t post because they’re afraid of the quality
5. Who’s the target I'm trying to sell to, repurpose their stuff through your own social
6. Companies are building in sales responsibility of lead gen and qualifying leads
7. Building this into interview process and onboarding
8. Clarity makes a big difference
9. 90-day onboarding, 
10. Capitalizing on hype of new hire
11. New hire blogs- culture, employer branding
12. Creating frameworks/templates for everyone
13. Why they’re excited, what they want to get out of it, looking into the future, etc.

Tweetable Quotes:

1. “You have to hustle and hunt for every single opportunity.”
2. “The appetite for risk has decreased.”
3. “If people think you’re helpful, the leads will come.”
4. “It’s a shifted mentality, but not necessarily a shifted practice.”
5. “The goal of social selling is not to generate leads or revenue, it’s to build the brand, build engagement and create community.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Gabriel Moncayo LinkedIn

AlwaysHired Website

Episode Highlights:

1. A classical marketing model: Product, place, price, promotion- a lot of tech makes marketers only focus on promotion- “When you only focus on promotion as a marketer, you stunt the ability to execute well.”
2. Coaching a marketer tied to legacy metrics:
3. You need to find someone to work for that knows what they’re doing, convincing gets old
4. If you don’t have budget to travel, ways to get insights:
5. Loss analysis
6. Pair qualitative insights with quantitative 
7. “The most important step is believing it’s a good use of your time.”
8. Positioning to executives about things they care about
9. Bridging the sales and marketing alignment gap
10. Revenue break down: Marketing sourced revenue (sales conversion on website)
11. “The North star for marketers should be marketing sourced revenue through an inbound website sales conversion and its contribution to overall revenue.”
12. “We need to start breaking brand into two big buckets: Strategic brand and at the execution level, what drives brand long-term.”
13. Strategic brand- color, logo, messaging, messaging must match what buyers need
14. Execution- brand marketing (driving value long-term that creates awareness about what you do with no direct immediate ROI expectations, knowing that “providing awareness through the value that you bring will create future sales opportunities and will augment outbound sales efforts and will make them more efficient.”
15. “Most marketing executions do not focus on the long-term because of how they’re scored.”
16. “When you think about things in the long-term it changes your behaviors, but you also get better results in the short-term.”
17. “You get more business when you provide value and don’t ask for it.”
18. “Don’t ask for business, provide value and business will come.”
19. “Content marketing is by far the most effective form of business development today when executed properly.”
20. Create value, create your own pipeline
21. Salespeople selling to people who aren’t salespeople
22. SDRs becoming obsolete 
23. They might still be around, but what they do may change a lot in the future
24. Run experiments with chunks of SDRs to try new things
25. SDRs evolving to social media marketing tactics
26. “Always be thinking like you’re the CEO.”
27. “You learn so much more and get exposed to so much more in small companies if you harness the opportunity and take it.”
28. Having patience, skills and meaningful results at several companies will help you in the long run, despite how your pay reflects your impact
29. Way less leads, but converting at a better rate = way more efficiency

Favorite Points:

1. SDRs becoming obsolete 
2. They might still be around, but what they do may change a lot in the future
3. Run experiments with chunks of SDRs to try new things
4. SDRs evolving to social media marketing tactics
5. “We need to start breaking brand into two big buckets: Strategic brand and at the execution level, what drives brand long-term.”
6. Strategic brand- color, logo, messaging, messaging must match what buyers need
7. Execution- brand marketing (driving value long-term that creates awareness about what you do with no direct immediate ROI expectations, knowing that “providing awareness through the value that you bring will create future sales opportunities and will augment outbound sales efforts and will make them more efficient.”
8. Always thinking like you’re the CEO

Tweetable Quotes:

1. “You learn so much more and get exposed to so much more in small companies if you harness the opportunity and take it.”
2. “Always be thinking like you’re the CEO.”
3. “Content marketing is by far the most effective form of business development today when executed properly.”
4. “When you think about things in the long-term it changes your behaviors, but you also get better results in the short-term.”
5. “You get more business when you provide value and don’t ask for it.”
6. “Don’t ask for business, provide value and business will come.”
7. “The North star for marketers should be marketing sourced revenue through an inbound website sales conversion and its contribution to overall revenue.”
8. “The most important step is believing it’s a good use of your time.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Chris Walker LinkedIn

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Episode Highlights:

1. Strategy hasn’t changed
2. $0 in revenue to well over 7 figures in less than 11 months
3. 0 outbound emails, 0 cold calls, $0 on advertising, 0 trade shows
4. Produced organic content- efficient way to grow
5. “I don’t see marketers challenging their behaviors in a way that allows them to change.”
6. Take budget from things that aren’t working and use it to max out things that are
7. When auditing a company, core formula = 
8. Be able to set everything up so you can measure everything 
9. Capture existing demand
10. Create new demand- “Ideally what you’re doing is distributing content, your target consumers are consuming that content, there is no call to action, they are receiving messages constantly and through the brand awareness and messaging that you’re delivering it creates new demand and that drives people through the funnel until your processes capture new demand.”
11. Win on brand
12. “If you pass enough leads to sales, you’re going to create misalignment.”
13. Call leads yourself to make sure they’re a good lead, pass these leads to sales so they ultimately prioritize you
14. Marketing and sales teaming up to create content/how these roles might evolve
15. Marketers, especially in certain industries, do not talk to customers, they rely on feedback from sales or listen to recorded to sales calls” … disagree because:
16. Sales gives you feedback because of invested interest in deal, not objective view of what the customer actually told them
17. The buyer is not comfortable telling you the truth during a sales call
18. when listening to calls you can’t ask why or how or feel the reaction/see nonverbal cues about what they’re actually telling you
19. “I decided that actually going to talk to customers in non-sales situations and getting the real answers even if they weren’t the answers I was looking for, was helpful.”
20. Very helpful, especially when not familiar with the person/industry you're marketing to
21. Started running ads- saw a lot of traction at certain hours
22. Creating content
23. Ignoring regulated industries: “companies should be empowering their people to create content.”
24. Decide if you’re creating content for who you’re trying to sell to or yourself and your personal brand
25. “The reps that are able to do their day job well and do other things in extra time to build reputation and audience, will eventually become the best reps.”
26. “Everyone should know how to create content because that is the most effective way to do modern business development, networking, reputation building, and overall generating revenue.”
27. Instant gratification is a flaw, difficult to look into the future
28. Advice for someone who is struggling with the slow pace of building audience on social platform
29. Think about what they want to do in the future… think about how long you plan to be with a company
30. Lack of commitment to organization holds people back from taking time to build audience
31. Assess how it’s going today- look at performance day-by-day
32. It all comes down to what you’re trying to accomplish
33. “If you want to be the best or stand out in your career, you have to do stuff differently than everyone else.”
34. Understanding your audience, creating your content tailored to that… why do so many marketers get that wrong
35. Step 1: create content
36. Step 2: know how to distribute it 
37. “Content and distribution are two different things.”
38. New theme
39. “Marketers struggle to do their job because they spend too much time with technology and not enough time communicating.”
40. Can you communicate with the people you’re trying to sell to
41. Tech cannot magically create revenue- get away from core marketing principles
42. Technology is not a replacement
43. Wouldn’t look at tech as a solution until everything else is exhausted
44. Simplicity and empathy are the focus 
45. “Until you can run a mile there is no sense in trying to run a marathon.”

Favorite Points:

1. When auditing a company, core formula = 
2. Be able to set everything up so you can measure everything 
3. Capture existing demand
4. Create new demand- “Ideally what you’re doing is distributing content, your target consumers are consuming that content, there is no call to action, they are receiving messages constantly and through the brand awareness and messaging that you’re delivering it creates new demand and that drives people through the funnel until your processes capture new demand.”
5. Win on brand
6. Marketers, especially in certain industries, do not talk to customers, they rely on feedback from sales or listen to recorded to sales calls” … disagree because:
7. Sales gives you feedback because of invested interest in deal, not objective view of what the customer actually told them
8. The buyer is not comfortable telling you the truth during a sales call
9. when listening to calls you can’t ask why or how or feel the reaction/see nonverbal cues about what they’re actually telling you
10. “I decided that actually going to talk to customers in non-sales situations and getting the real answers even if they weren’t the answers I was looking for, was helpful.”
11. Tech cannot magically create revenue- people get away from core marketing principles
12. Technology is not a replacement
13. Wouldn’t look at tech as a solution until everything else is exhausted
14. “Until you can run a mile there is no sense in trying to run a marathon.”

Tweetable Quotes:

1. “I don’t see marketers challenging their behaviors in a way that allows them to change.”
2. “If you pass enough leads to sales, you’re going to create misalignment.”
3. “I decided that actually going to talk to customers in non-sales situations and getting the real answers even if they weren’t the answers I was looking for, was helpful.”
4. “Companies should be empowering their people to create content.”
5. “The reps that are able to do their day job well and do other things in extra time to build reputation and audience, will eventually become the best reps.”
6. “Everyone should know how to create content because that is the most effective way to do modern business development, networking, reputation building, and overall generating revenue.”
7. “If you want to be the best or stand out in your career, you have to do stuff differently than everyone else.”
8. “Until you can run a mile there is no sense in trying to run a marathon.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Chris Walker LinkedIn

Episode Highlights:

1. D&I important for so many reasons, hard to be the only
2. “Even though I’m successful, when I walk into a room and know I’m the only, it’s hard.”
3. “I don’t like how most conversations around D&I go because they’re talking to the wrong people.”
4. “When we talk about D&I as a company culture, it’s already too late.”
5. “In the tech world, the real problem with D&I is by the time they are ready for their professional jobs they have already been told what they’re going to do or where they would succeed.”
6. “In tech, you can’t just go hire more diversity because the applicants aren’t there. The applicants aren’t there because this isn’t the career that they thought they wanted to get into.”
7. “We need to move D&I into the schools.”
8. “We need to go into high schools and colleges and talk to them before they’ve made their career decision that they should go this path.”
9. “Talking about it and doing something about it are two different things.”
10. “D&I needs to start in the schools because by the time it’s in the company, it’s already too late.”
11. The story not being there/changing the story of sales
12. Students think sales is shady
13. Not reality- you can make great money faster than so many other people
14. The story isn’t told properly
15. “Money motivation is very rare.”
16. Starting intercity sales school- take them out of high school
17. Give them a way to take care of themselves right away
18. “We can teach the inside sales role to younger people; we just have to get ahead of it and get it in front of them.”
19. Teaching professionalism, speaking clearly, controlling their emotions, how to hold conversations
20. 90-day sales bootcamp
21. Messaging: giving people a reason to want to talk to you
22. “At the end of the day, the messaging is what closes a sale.”
23.  “If you have bad messaging, nothing else matters.”
24. “The tools only amplify the messaging that you have.”
25. “If you understand how to converse, how to do messaging and how to truly influence, you can move industry to industry and be very successful.”
26. “If you don’t understand messaging you can only rely on your product, and that’s where people get stuck.”
27. Sales is hard, but it is simple
28. “If you really break it down, sales is nothing but a really long if, then chain.”
29. You can map out this chain if you take the time to understand your prospects better
30. Flaw: training is always about the product, not about the prospect
31. Learn about why people are the way they are/what they care about
32. “People don’t talk to prospects the way they need to and that’s the problem with messaging across the board.”
33. Sales is overspecialized
34. Started with predictable revenue, now we have SDRs that can’t close and AEs that can’t prospect
35. Not a good buyer experience, we specialized because it was better for sales, but not buyers
36. “One thing every sales team should invest in, is a great copywriter.”
37. Written word is everything 
38. Most sales teams are bad at copywriting and it’s a big part of the messaging today
39. “Scripts don’t make you sound robotic; you make you sound robotic.”
40. Scripts are important, it’s your job to make them come alive
41. Fundamentals need to be there
42. Having all new reps talk to customers to improve your messaging
43. “Most salespeople describe their product in a way that their customers never do.”
44. Practice growth platform
45. Does it grow their practice? 
46. But do doctors say, “I wish I had a practice growth platform?” No, speak the way they do
47. Interviewing customers
48. Can provide insights, can say I talked to XX teachers, they all said they have this problem, do you?
49. “You can talk with your prospects on a whole different level because you actually understand their world.”
50. “Know your prospects better, and a lot of that starts with your customers.”

Favorite Points:

1. Moving D&I into schools, it’s too late if it’s just in companies
2. Changing the story of sales
3. Telling the story properly
4. Teaching it to young people to show them the real sales world/possibilities
5. The importance of understanding good messaging
6. “At the end of the day, the messaging is what closes a sale.”
7.  “If you have bad messaging, nothing else matters.”
8. “The tools only amplify the messaging that you have.”
9. “If you understand how to converse, how to do messaging and how to truly influence, you can move industry to industry and be very successful.”
10. “If you don’t understand messaging you can only rely on your product, and that’s where people get stuck.”
11. Value of scripts, maintaining the fundamentals, and making them come alive
12. Practice growth platform

Tweetable Quotes:

1. “You can agree with everything I say or disagree with everything I say, but hopefully you are listening and taking some action.”
2. “Talking about it and doing something about it are two different things.”
3. “D&I needs to start in the schools because by the time it’s in the company, it’s already too late.”
4. “In the tech world, the real problem with D&I is by the time they are ready for their professional jobs they have already been told what they’re going to do or where they would succeed, and it’s not tech.”
5. “In tech, you can’t just go hire more diversity because the applicants aren’t there. The applicants aren’t there because this isn’t the career that they thought they wanted to get into.”
6. “At the end of the day, the messaging is what closes a sale.”
7. “The tools only amplify the messaging that you have.”
8. “If you understand how to converse, how to do messaging and how to truly influence, you can move industry to industry and be very successful.”
9. “If you don’t understand messaging you can only rely on your product, and that’s where people get stuck.”
10. “If you really break it down, sales is nothing but a really long if, then chain.”
11. “People don’t talk to prospects the way they need to and that’s the problem with messaging across the board.”
12. “Scripts don’t make you sound robotic; you make you sound robotic.”
13. “The biggest problem in sales is that most salespeople describe their product in a way that their customers never do.”
14. “You can talk with your prospects on a whole different level if you actually understand their world.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Kevin Dorsey LinkedIn

1. Things to overcome as a sales leader
2. 1. Change management- “how do you let people see the adoption of a process is the right process?”
   2. Understanding a sales process is a technical skill: “how do I translate this into a language that someone who does not have a technical background will understand?”
   1. Make sure you love digging into data and chasing a problem down
   2. Tap into your analytical mind and tap a lot into your patience
   3. “If you are an analytical person with a lot of patience, operation is a great role for you.”
   4. Think about what you want in the future- “operations is a building block a strong sales leader should have under their belt.”
3. Advice for someone making a jump into ops
   1. Engagement/enablement tools- allow your sales team to focus more on personalization and less on manual operation
   2. Less is more
   3. “Before you buy a tool you have to have an adoption plan in place and you have buy in from the teams that are going to be using it before you bring it on.”
   4. Make things work with as little as possible
4. Necessary tools: what activity are they going to be driving externally and internally?

1. What makes a great sales team
2. 1. The period of time that you live in- we generally live in the current period and it’s not until the end of that one that we start to look at next month or next quarter
   2. Great sales teams look into the future and figure out what they need to do now for the next period to make that period also healthy
      1. Not happening because we come into a quarter or month relaxed because close days are way off and they wait until the end 
   3. The dream is to have a straight diagonal line of revenue from day 1 to day 31 or day 90
   4. “Good sales teams constantly consider if they are in a strong position today for next quarter.”
   1. Volume
   2. Speed
   3. Size
   4. Efficiency 
3. The four metrics around revenue that allow you to recognize if you have a process or a performance problem or a mixture
   1. “The current trend is that salespeople are basically becoming mini-marketers.”
   2. “I think we need to be conscious that when we’re putting our ideas and content out into the business marketplace that it provides value and is useful for people, and it's truthful as well.”
4. Future sales innovation:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Rory Brown LinkedIn

Rory Brown Email

Rory Brown Twitter

Favorite Points:

1. How to get started in the social game
2. 1. Importance of documenting/sharing your journey, talk about what’s going on in your world- impact people
   2. Respond to everyone on social platforms- build yourself a voice
   1. Helping people find their why and anti-why
3. Staying away from drifting
4. Impact over influence
5. Using this time to grow

Tweetable Quotes:

1. “My goal is to be a light and positivity for as many people as I can be.”
2. “Everyone in life has a wakeup call, it’s whether or not you’re going to answer it that will determine what your future is going to look like.”
3. “I want to be the most impactful person possible.”
4. “Binge growth not Netflix.”

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Morgan J. Ingram LinkedIn

Favorite Points:

1. How Scott and Richard’s opposite personalities attract and work well for their partnership
2. • Scott- full speed ahead
   • Richard- more conscientious/better at slowing down
   • Scott kicks Richard in the ass, Richard pulls Scott back a bit
   • People typically just fall into sales, but to get more people interested in the career we have to get rid of the stigma around it. 
   • It’s not just something to get you by for a few years, there can be a career path within sales, and we have to educate people on the possible paths you can take
   • Everyone you know is in sales and it starts at a very young age. You are always selling or convincing someone of something 
3. How to get college kids interested in a career in sales
   • Using videos at different parts of the sales cycle, not just to get leads
4. The evolution of sales/what sales might look like in the future

Favorite Points:

1. What to look for in reps: EPIC
   • Entrepreneurial spirit
   • Preparation and Planning
   • Internal drive and desire
   • Communication
2. Fundamentals of being an effective sales coach:
   • “You can’t be a me monster.”
   • “If you’re all about yourself and not about others, you’re not going to have success.”
   • About understanding others motivations/goals, then tailoring your guidance to help them get there
     • Looks different for each person… don’t be a cookie-cutter coach
   • Play matchmaker- match your products, your services, your ideas and thoughts with someone else’s needs, wants desires, hopes, dreams, and aspirations.
3. “There’s no such thing as sales talent, it’s a skill that can be honed in, that can be improved upon, and it’s our job to foster that.”