Shows
How The Greats Do ItHow the Greats Do It: Transforming Cold Calls into Winning Conversations with Chris AltoUnlock the secrets of transformation from a business development rep to a go-to-market guru with Chris Alto, CEO and co-founder of Zipper, and former HubSpot whiz. In this enlightening episode, Chris shares his wisdom on how sales skills are not just beneficial but essential for budding entrepreneurs. He takes us on a thrilling ride through his career, demonstrating the power of consultative selling—a technique that he perfected at HubSpot—which focuses on guiding customers through their purchasing decisions, rather than pushing products onto them. Feel the rush of cold calling without the chill, as Chris breaks down his inno...2024-01-2634 min
How The Greats Do ItHow the Greats Do It: Building Winning Sales Strategies with Mike HanauerUnlock the secrets to scaling sales teams and driving company growth as Mike Hanauer, the mastermind behind Datto's remarkable success story and a brilliant market leader, shares his wealth of knowledge with us. Discover Mike's transition from nuclear engineering to the forefront of sales strategy, and how his leadership pipeline initiatives have been a game-changer in nurturing internal talent. His hands-on experience as CRO at Scout and the pathway to a successful acquisition by Barracuda MSP is a treasure trove for anyone in a high-stakes sales environment. Feel the pulse of a sales team as we explore the subtle...2024-01-1843 min
How The Greats Do ItHow the Greats Do It: The WIN Room:Driving Team Success with Jaime DiglioUnlock the secrets to transforming your sales team's performance with Jaimee Diglio, CEO of InFirst Consulting and a captivating TEDx speaker, as we delve into the art of collaboration and leadership. Jamie and I unravel the complexities of nurturing modern sales teams, emphasizing the shift from traditional leadership strategies to a more empathetic and individualized approach. Discover how to boost engagement, not just revenue, and master the communication techniques that matter in an era where we're incredibly connected yet paradoxically disconnected. Embark on a journey of self-discovery with insights on the value of self-awareness in leadership. I share with...2024-01-161h 03
How The Greats Do ItHow the Greats Do It: Transform Your LinkedIn Profile into a Sales Magnet with with Bob WoodsUnlock the full potential of LinkedIn with the guidance of Bob Woods, LinkedIn expert and host of the Making Sales Social podcast, as we embark on a journey to harness the platform for unparalleled sales success. Prepare to revolutionize your professional networking and relationship-building tactics, as Bob and I dissect the evolution of LinkedIn into a prime destination for B2B interactions. Our conversation maps the route from optimizing your profile to mastering the art of engaging potential customers, ensuring you walk away with an arsenal of strategies to target your Ideal Customer Profile and boost your business networking...2024-01-1138 min
How The Greats Do ItHow the Greats Do It: From Reactive Selling to Proactive Solutions with Michael BradfordUnlock the secrets of customer satisfaction and discover the transformative journey of Michael Bradford, from inside sales to VP of operations at the innovative feedback company Happy or Not. This episode promises to reveal how on-site feedback devices have revolutionized the way businesses measure performance, serving as a continuous 'heart monitor' rather than a periodic 'EKG' snapshot. We're taking you behind the scenes of Michael's career, starting with his foundational years at MBNA America, to discuss how early encounters and experiences can set the stage for a successful trajectory in leadership and sales. Embark on a masterclass in sales...2024-01-0942 min
How The Greats Do ItHow the Greats Do It: Unlocking the Value of Sales Operations with Tierney DidierUnlock the secrets of sales operations mastery as we sit down with Tierney Didier, Senior Director of Revenue Ops in Analytics at LivePerson, who brings her unparalleled expertise to the mic. Grasp the importance of structured quarterly routines like QBRs, and learn how Tierney's own transition from sales to sales support has positioned her to truly 'get' the sales perspective, offering insights that refine the balance between process simplicity and the adoption of new methods. This episode peels back the layers of sales effectiveness, highlighting the often-overlooked value of relationship-building and the necessity of consistent, fundamental practices even as...2024-01-0442 min
How The Greats Do ItHow the Greats Do It: The Human Element in Sales Efficiency with Alex SchofieldUnlock the secrets of transforming your sales development skills with Alex Schofield of Confluent as we dissect the evolution of SDR roles in the enterprise environment. Prepare to be enlightened on the strategic shift towards fostering high-quality conversations and swift transactions while navigating the complex responsibilities that come with it. This episode is a masterclass in adapting to the modern sales landscape, highlighting the delicate balance between efficiency and the indispensable human touch. The sales world is abuzz with AI and automation, but we're here to dissect how to maintain a personal connection in this high-tech era. Alex and...2024-01-0244 min
How The Greats Do ItHow the Greats Do It: Crafting a Legacy in the High-Stakes World of Sales with David DuncanUnlock the secrets to high-ticket B2C sales success with David Duncan, VP of Sales at SVETNESS, as he shares his transformative journey from B2B to B2C. This episode is a treasure trove of insights for anyone looking to refine their sales approach, from understanding the shift towards relationship-building to mastering the discovery phase. David, a seasoned consultant, reveals the evolution of sales strategies, moving away from aggressive tactics to a nuanced dance of aligning with customer needs. He also critiques discount-driven cultures and the effects of internet-based economies on purchasing behaviors, advocating for a knowledgeable and...2023-12-2853 min
How The Greats Do ItHow the Greats Do It: The Human Side of Sales with Yesuah BellPrepare to immerse yourself in a heartfelt conversation with our guest, Yesuah Bell, the director of sales at Mad Mobile. He invites us into his world of sales, sharing his intriguing journey, which began in the realm of personal electronics and led him to his current leadership role at Mad Mobile. You'll glean insights from the ups and downs of his career, including an engrossing account of the company's shift from being under Sysco Foods to its current independent state. An advocate for mentoring and coaching, Dona lays bare his growth as a leader and the rewarding returns on i...2023-12-2650 min
How The Greats Do ItHow the Greats Do It: Exploring Sales Strategies and Business Growth with Dan ZurekBrace yourself for a thrilling encounter with Dan Zurek, the dynamo behind Science IO's sales operation. This stimulating episode promises to sharpen your sales strategies and help you build lasting relationships with clients. Dan, an expert in harnessing AI's potential for business advancement, shares how artificial intelligence has become a driving force for Science IO, a company dedicated to creating a vast language model for healthcare and biomedical science data. Stay tuned as he elucidates the criticality of early value establishment in the sales process and its role in fostering trust among customers. We navigate the intricate labyrinth of...2023-12-2133 min
How The Greats Do ItHow the Greats Do It: Mastering Sales Development with Caleb NorrisWe're thrilled to shed light on the captivating journey of Caleb Norris, Head of Sales Development at HST Pathways. Caleb's repertoire not only boasts impressive sales strategy acumen but also narrates his intriguing transition from banking to sales. With Caleb as our guest, we promise you riveting insights into the bustling ambulatory surgical centers industry and HST Pathways' pivotal role within it. Our chat with Caleb is a goldmine for anyone in sales development. He passionately advocates for continuous learning, adaptation, and the importance of mentors - principles that have propelled him to the top echelons of his career...2023-12-1947 min
How The Greats Do ItHow the Greats Do It: Decoding the Art of Sales with Rachel MusikerToday, I'm thrilled to introduce you to Rachel Musiker, the dynamic head of sales at Preql. Her journey into the world of sales is nothing short of inspiring as she talks about creating her own path to success, navigating the intricacies of sales, and debunking the negative stigma attached to it. Discover how Rachel leverages Prequel's platform that allows business teams to create and define their own KPIs, effectively eliminating the dependence on data engineers. As we move forward, the art of effective discovery in sales takes center stage. We share insights and stories from our own experiences about...2023-12-1440 min
How The Greats Do ItHow the Greats Do It: Inside the Mind of a Sales Leader with Mike PetrosyanJoin us on an enlightening journey through the startup world with Mike Petrosyan, the head of sales at Great Question. Mike's unique perspective on leadership and sales is colored by his experiences in this fast-paced environment where creativity and initiative are key. Listen as he shares his love for technology and its role in streamlining processes, while also highlighting the essential qualities he looks for in potential colleagues. In our discussion, we delve into the critical role of initiative, especially when working in a startup or sales environment. From impressing potential employers to bringing in new team members as...2023-12-1127 min
How The Greats Do ItHow the Greats Do It: Mastering the Sales Game with Keith AbramsonEver wondered what it's like to be a part of the thrilling journey of a startup? Gear up to embark on an exhilarating ride with Keith Abramson, VP of Sales at Cypago, as he shares the trials and triumphs of nurturing a company from infancy. We tackle the shift towards product-led and self-service sales models and the art of crafting mutually beneficial outcomes for both the company and the client. Brace yourself for a deep-dive into the paradox of professional failures and the path to success. We take inspiration from baseball, reminding ourselves that even the best players fail...2023-12-0750 min
How The Greats Do ItHow the Greats Do It: Leading with Integrity with Lavi Schechteroday's conversation with Lavi Schechter, DearDoc's Vice President of Sales, takes us on an inspiring journey from coding kiddo to sales superstar - highlighting the power of authenticity, the art of listening, and the importance of ethical sales leadership. Lavi's story of how he parlayed his tech-savvy into a successful sales career, always emphasizing the belief in his product, is a testament to the power of personal narratives in making connections and sealing deals. As we steer the conversation into leadership, we challenge the prevalent professional façade and advocate for authenticity. The sales world often compels us to p...2023-12-0551 min
How The Greats Do ItHow the Greats Do It: Revolutionizing Timeshare Sales with Lee JohnsonJoin us on a fascinating journey with Lee Johnson, Head of Sales at Vacatia. A veteran in the sales industry, Lee's path from selling jeans and Doc Martens to redefining the timeshare industry is nothing short of inspiring. He opens up about his experiences, shares insights on the art of sales, and delves into the challenges he's faced in the timeshare industry. His passion for customer satisfaction shines through in his innovative approach to timeshare sales. We also take a deep dive into the strategies and techniques that drive successful sales in resort companies. Lee highlights the importance of...2023-11-2837 min
How The Greats Do ItHow the Greats Do It: Sales Revelations and Lessons with Andrew McDanielTune in and unlock the secrets to sales leadership and enterprise solutions from Andrew McDaniel, VP of Sales for Teneo. Andrew’s engaging journey from a high school fundraiser, a DJ, to a successful sales leader, is not just inspiring but packed with valuable lessons, especially for those eager to learn from the blunders he made as a young leader. He highlights the importance of adaptability, persistence, and the power of a personal approach in sales, critical aspects that have shown their worth in the rapidly shifting sales landscape of the last two years. The episode doesn't stop there, it...2023-11-2243 min
How The Greats Do ItHow the Greats Do It: Elevate Your Sales Game with Simon ChelebianUnlock the secrets of sales mastery with Simon Chelebian, sales manager at Deel, as we traverse the terrain of sales strategies and techniques. Are you ready to elevate your sales conversation game? We're about to break down the essentials of effective sales conversations - everything from the art of active listening to asking the right questions. All while discussing the transition from SDR to full-fledged sales rep. Struggling with objections? We've got you covered. Together with Simon, we address the challenges new sales reps face and divulge our strategies for handling objections effectively. We delve into the concept of...2023-11-2033 min
How The Greats Do ItHow the Greats Do It: Decoding Sales Strategies and Financial Prosperity with Amjed AboukhadijehAn exclusive with Amjed, the head of sales at Socket, awaits you in our latest episode. He offers an intriguing perspective on Socket's innovative approach to cybersecurity, their growth strategies after securing Series A funding, and their unique lean sales methodology. As he unravels his journey from an elite athlete to a sales leader, he shares valuable lessons learned from top sellers at Oracle and the considerable influence these insights have on Socket's hiring process. We continue our deep dive into the world of sales as Amjed illustrates the distinct mindsets of sale - the lone wolf, the relationship...2023-11-1552 min
How The Greats Do ItHow the Greats Do It: The Future of Software Development with Matt RafalskiBrace yourselves for an intriguing conversation with Matt Rafalski, the dynamic figure from Genesis, who is transforming the landscape of software development in capital markets! Matt unveils the underpinnings of Genesis, a rapid application development platform, enabling financial institutions to navigate the software development maze 80% faster, thus reducing the backlog dramatically. Matt draws from his fascinating career journey that straddles sales and Wall Street trading, painting a vivid picture of the challenges that come with building software and how Genesis' innovative 'buy-to-build' model comes into play as a game-changer. Not just that, Matt also delves into the realm of...2023-11-1030 min
How The Greats Do ItHow the Greats Do It: Revolutionizing Sales with Sean AdamsSales outreach got you feeling the chill? Fret not, our guest Sean Adams, Head of Sales and Partnerships for iOrad, is here to show you how to turn that icy cold outreach into the warmth of genuine connection. Sean joins us in a thought-provoking discussion about the shifting sales landscape and explains why adding value before asking for anything will catapult your outreach success. Ready to ditch the old school cold call? Let's break the ice together and explore how leveraging relationships through virtual speed dating and LinkedIn connections can revolutionise your sales strategy. Sean, with his wealth of...2023-11-0839 min
How The Greats Do ItHow the Greats Do It: Navigating Global Sales with Kevin MillerThis podcast features a conversation with Kevin Miller, head of sales and marketing for Bodhi, an IoT platform that integrates building systems to optimize performance and enhance guest experiences. Kevin discusses the challenges of introducing new technology to the market and educates people on the flexibility of Bodhi's platform. He also highlights the importance of understanding different markets and their specific needs when selling globally.2023-11-0634 min
How The Greats Do ItHow the Greats Do It: Leaving a Legacy of Impact with Grant JohnsonIn this podcast episode, Tyler Ewles interviews Grant Johnson, the CMO of BuildTrust. BuildTrust is a global leader in order to cash, helping companies get paid faster and improving cash flow. Grant shares his journey into marketing and how he intentionally worked towards becoming a CMO. He highlights the dynamic and ever-changing nature of marketing and emphasizes the importance of having a passion for the customer.2023-11-0337 min
How The Greats Do ItHow the Greats Do It: Authentic Selling with Jeff KirchickJeff Kirchick talks about his career journey and how he ended up in sales. He explains that while he initially didn't have a clear sense of direction, a job posting that emphasized hard work and potential earnings resonated with him. Jeff discusses his early experiences in leadership roles and how they forced him to learn quickly. He also shares his perspective on sales, viewing it as problem-solving, helping people, and building relationships.2023-11-0134 min
How The Greats Do ItHow the Greats Do It: Exploring Sales Leadership with Natallia HunikThis podcast episode features an interview with Natallia Hunik, CRO of CubeLogic, who shares her career journey and passion for sales. Natallia discusses her upbringing in Belarus, her decision to pursue a business degree in finance, and how her technical background has influenced her success in selling FinTech and software products. She also expresses her satisfaction in creating high-performing sales teams and improving sales processes.2023-10-3032 min
How The Greats Do ItHow the Greats Do It: Building Platforms and Finding Passion in Sales with Kevin TarbellIn this podcast episode, host Tyler Ewells interviews Kevin Tarbell, head of sales development for vFunction. Kevin shares his sales journey, starting from his first job at IBM to his current role at vFunction. He talks about his experience at various companies, including Bamboo Rose, and QuickBase, where he learned valuable skills in sales and management. He also discusses his time at Vista Equity Partners Portafolio and the impact of COVID-19 on his career. Overall, Kevin expresses his passion for building and his excitement for his current role at vFunction.2023-10-2747 min
How The Greats Do ItHow the Greats Do It: From Teaching to Sales with Pleasant MiddelhofIn this podcast episode, the host interviews Pleasant Middlehoff, the VP of Sales at Convertr. Pleasant shares her journey from being a teacher to starting her sales career. She talks about her transition and how her teaching skills helped her excel in sales. She also discusses challenges and turning points that shaped her approach to sales.2023-10-2546 min
How The Greats Do ItHow the Greats Do It: Building Brands and Driving Growth in Tech with Greg PerottoIn this podcast episode, the host welcomes Greg Perotto, a tech executive with over 25 years of experience in building and inspiring marketing teams. They discuss Greg's background and his journey into the marketing industry. Greg shares how he discovered his passion for marketing in high school and how his teacher, Sherry Solers, inspired him to pursue it further. Greg's natural talent and success in marketing competitions solidified his decision to study marketing in college and pursue a career in the field. He also mentions the importance of finding work you love and how it can lead to personal and...2023-10-2346 min
How The Greats Do ItHow the Greats Do It: Insights into Sales Leadership with Bill MallekTyler Ewells hosts a podcast episode featuring Bill Mallek, head of sales at Phenom. Bill shares his career journey, starting as an agency recruiter and progressing to sales leadership roles at different companies. He joined Phenom three years ago and was initially tasked with building and scaling a sales team in the West Coast. However, due to the economic impact of COVID-19, Bill's team was dismantled. He discusses the choices he had to make and his optimism for the future at Phenom.2023-10-1937 min
How The Greats Do ItHow the Greats Do It: From Oracle To Startups in Sales with Brian LawrenceIn this podcast episode, the focus is on Brian Lawrence, the head of sales at Clazar. Lawrence talks about his career progression, starting from working at Oracle to his current role at Clazar. He emphasizes his passion for building and mentoring teams, as well as his competitive drive in sales. Lawrence also discusses the importance of selling products that he genuinely believes in and how they can make a difference in people's lives.2023-10-1738 min
How The Greats Do ItHow the Greats Do It: The Art of Having Conversations in Sales with Dusty CollinsIn this podcast episode, the host interviews Dusty Collins, a go-to-market leader and head of sales at Visible Threads. Dusty shares his background and journey into sales, starting from being a health coach to becoming a successful sales professional. He emphasizes the importance of taking a human approach to sales and having genuine conversations with potential customers.2023-10-1239 min
How The Greats Do ItHow the Greats Do It: Managing a Successful Sales Team with Ardavon MoayerIn this podcast episode, Tyler Ewles interviews Ardavon Moayer, a sales leader in the real estate industry. Ardavon shares his journey from a career in soccer to flipping houses, running operations at a law firm, and eventually transitioning into sales. He discusses how his natural curiosity and desire for knowledge helped him excel in his role. The podcast underscores the importance of building relationships and seeking to understand in order to succeed in sales and leadership.2023-10-1032 min
How The Greats Do ItHow the Greats Do It: Building Partnerships in Sales with Lance BuchholzThis podcast features Lance Buchholz, a go-to-market executive leading global sales for Blue Triangle. Lance shares his journey into sales, starting with his father's advice to pursue a communication degree in college. He discusses how he fell into sales through a chance encounter with a neighbor who mentored him and helped him get his first job in technology sales. Lance emphasizes the importance of building partnerships and relationships in sales, rather than simply focused on transactions. He believes in treating customers as partners and investing in long-term connections.2023-10-0649 min
How The Greats Do ItHow the Greats Do It: Exposing Sales Nuggets With Maureen MorrisMaureen Morris, a go-to-market leader in the tech and SaaS industry, is the guest in this podcast episode. She talks about her journey in sales, starting out at ADP and progressing to various other companies. Maureen shares how her sister-in-law and a former colleague played significant roles in her career by believing in her abilities and urging her to take on new opportunities. She also discusses a challenging period during the 2008 recession when her sales team had to adapt their approach to selling. Using whiteboards and thorough account planning, they were able to secure renewals with clients despite the...2023-10-0453 min
How The Greats Do ItHow the Greats Do It: Uncovering the Secrets to Effective Sales with Brian HowardThe podcast features Brian Howard, CRO for Impact Search Partners, who discusses his career journey in sales. He shares how he discovered his passion for sales right out of school and the importance of hard work and providing value to customers. Brian also talks about transitioning into the tech sales market and eventually co-founding Impact Search Partners. As CRO, his focus is on generating new business for the recruiting firm.2023-10-0235 min
How The Greats Do ItHow the Greats Do It: Networking and Career Growth in Sales with JD YanezTyler Ewles interviews JD Yanez, the sales director at Mindstream Analytics, in this episode of How the Greats Do It podcast. JD talks about his background growing up in South Florida and attending UCF, where he studied marketing and discovered the sales program. He shares his journey of networking and connecting with the right people to advance his career in the consulting industry. The conversation also touches on the challenges JD faced along the way and how he overcame them.2023-09-2933 min
How The Greats Do ItHow the Greats Do It: Building Trust with Prospects with Itai KarelicThe podcast features an interview with Itai Karelic, the CRO of vHive who shares his background and experiences in sales. He explains how he got into sales and why he enjoys it, emphasizing the importance of trust and building strong relationships with customers. Itai Karelic discusses his career in sales, specifically in the technology industry. He shares stories about his experiences with customers and the importance of simplicity and trust in driving sales success. He also talks about the challenges of being in an early-stage company and the need to evangelize and convince customers to believe in the product...2023-09-2746 min
How The Greats Do ItHow the Greats Do It: Key Principles for Sales Management with Mark WylyThe podcast features Mark Wyly, a sales executive with 21 years of experience in the tech industry. He talks about how his career in tech and the industry itself have evolved over the years, emphasizing the need to "level up" to remain relevant and successful. Mark shares his journey into sales and how he initially had doubts about the profession due to the negative connotation often associated with it. However, he realized that his enjoyment of interacting with people and his ability to solve problems made him well-suited for sales. He also highlights the importance of his first manager, who...2023-09-2544 min
How The Greats Do ItHow The Greats Do It: The Art of Selling with Per CaroeThe podcast features Per Caroe, the CRO at SageFlo, who has worked in sales and sales management for over 10 years. Per discusses their varied career path, including forays into marketing and partnerships. They share their experience in sales, emphasizing the need for a resilient personality when dealing with rejection. Per also mentions their background in film and video and how they stumbled upon a job in the dot com industry through their knowledge of broadcasting video signals.2023-09-201h 03
How The Greats Do ItHow the Greats Do It: Finding Success in Sales with Josh WeismanIn this podcast episode, Tyler Ewles interviews Josh Weisman, an executive CRO with 10 years of experience. They discuss Josh's journey into sales, starting with his previous career in athletics and operations. Josh shares how his passion for getting customers on board led him to sales and how he dove into the role with enthusiasm. He also talks about the importance of mentorship and the support he received from the CEO and founder of his company. Overall, Josh's story highlights the power of passion and the willingness to step outside of one's comfort zone.2023-09-1952 min