Sound of Sales

Mitchell Omer left Thomson Reuters just over a year ago to return to the startup world. He currently leads the revenue efforts at Trust Keith.    It's a challenging job to say the least with many things he's never done before, but also super satisfying to be at the forefront of leading a startup's growth engine. This episode tackles the different parts of what keeps Mitchell busy and where he gets his energy from. ► Mitchell: https://www.linkedin.com/in/mitchellomer1/ https://www.trustkeith.co/   ► Watch on Youtube: https://youtu.be/8XNGhda38b8 ► FOLLOW: Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

In this episode of Sound of Sales, we invited Liam Halpin. He led his team to a sevenfold increase in the LinkedIn Sales Solutions business (EMEA) in the short span of 6 years. Today Liam shares his vision of leadership and how he got where he is. A hugely inspiring sales leader to me, and I'm sure he'll be to you too.  Liam is the VP of sales at LinkedIn Sales Solutions (EMEA & LATAM) and is also on the Global Leadership Team for LinkedIn Sales Solutions.

Nasri is the VP Sales at Hokodo, leading the commercial SDR & Account Executive teams and is responsible for revenue growth across Hokodo’s key geographies. Primarily focused on developing and scaling Hokodo’s growth engine and consistently delivering value to merchants at each and every interaction. Nasri has previous scale-up experience as a sales leader at Zencargo who scaled to a $42m Series B raise and other start-up environments. Nasri started his career in financial services at Bloomberg LP. Nasri: https://www.linkedin.com/in/nasri-el-sayegh-6a97ab33/  ► FOLLOW LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

What do you do when you notice your team is constantly missing quota? After listening to this episode, you'll call Vitorio. Several companies have already done so, because this man makes it happen. After a career at Thomas Reuters, Hitachi and now Dell, he has revved up sales teams and crushed quotas (Hitachi even brought him in twice!).  His secret? Unless what you might think, firing people is his last resort. He has 3 core principles that can make any sales team successful, if you apply them properly (tip: he shares them in detail in the episode!).  Let me know what you think!  ►  ABOUT THE GUEST Vitorio has developed a reputation as a strong leader, manager, coach, and mentor with the ability to uncover root causes and train teams to discover previously unrealised solutions with focus on values and culture. On various occasions he was brought into companies to fix their revenue, not by firing people but to work with what he has and uplift the whole team to a new level. Linkedin: https://www.linkedin.com/in/vitoriomartini/ ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

When I ask people how they got into sales, I get a variety of answers. Truth be told, Ethan Parker's was rather unexpected. Being successful in life is not given, it is earned. And if you hustle smart, you can basically achieve anything you set your mind to. Ethan's take on "the hustle" and his level of self-awareness are inspiring to me. Be prepared to learn the mix to succeed in your sales career. ►  ABOUT THE GUEST Throughout Ethan's career he has been a top-performing salesperson, as well as building and managing sales teams. Most notably, he launched Evolt's (an AU-based company) US operation and brought in over $10M in revenue and over $50M in contracts in just over 3 years. Ethan has also been a successful entrepreneur and was the youngest multi-unit franchise owner at Self Esteem Brands (Anytime Fitness). Linkedin: https://www.linkedin.com/in/ethanlparker/  ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

How do you become a people manager?  There are about 7,680,000,000 results on Google alone. Authors have written tons of books on the subject (personally, I would recommend The Making of a Manager by Julie Zhuo).  A good people manager is someone who can get the best out of their team, but also takes one for the team from time to time. One such person is Fernando Pucci, today's guest. Fernando has stepped up for his team several times, challenged management to rethink their plans, and helped employees reach the President's Club by constantly challenging them to go the extra mile and think with them. Several people have told me about Fernando and his way of managing, so I am very excited to share this story with a wide audience to get to know this amazing guy! ►  ABOUT THE GUEST Fernando is a sales and growth professional in the SaaS industry who has been working across the world building go to market strategies, multi-functional teams, starting operations from scratch and growing businesses. He has seen it all, from startups to scale-ups and large enterprises. He has built strategies and lead teams to go beyond their expectations. Linkedin: https://www.linkedin.com/in/fernandofpucci/  ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

Show note: something went wrong with the audio recording, apologies for that! How do unicorns grow? 🦄 Let me tell you, it’s by putting great leaders in charge of your teams. Today’s episode of Sound of Sales is with Harold Roquet and honestly, he’s one of the most humble sales leaders I’ve met. It surprised me when he mentions he has never fired someone in the last 3 years. Not only because he’s good at hiring talent but also because when quotas aren’t reached, the first person he looks to is himself. Making sure, time and time again, he creates the best possible environment for his team to thrive. He started at the Ghent-based unicorn Deliverect as employee 50 (now over 400) and has grown the sales team to over 30 people strong in about 1.5 years time. Pushing Deliverect’s growth globally. ►  ABOUT THE GUEST After starting his career cleaning windows in condos, he soon found himself with the challenge of bringing Uber Eats to market in Canada and other regions. From there, the world opened up. Harold now works at Belgium's fourth unicorn, Deliverect, where he leads about 30 people across the EMEA region. Linkedin: https://www.linkedin.com/in/haroldroquet/  ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales Episode sponsor: https://leadcamp.io

What do you do when you feel like nothing is working? Indeed, you keep pushing your limits and trying to fix it. Let that be exactly what Sanjoy did in his early days. For two years, he wrote down everything that worked and didn't work in a notebook. Then he distilled the contents to find common denominators in his actions. Guess what! There were 5 core principles that came to light and 3 of them are related to used language!  In this episode he shares what he learned the hard way, why he thinks it's time for sales leaders to embrace a bolder approach and gives a real example on how to do discovery calls using his exact framework. Listen carefully, it may just give you that push you need to pick up the phone and try it out! ►  ABOUT THE GUEST Sanjoy Bhose is a sales leader and sales enablement professional who believes that selling with integrity, humility and empathy goes a long way. He learned the trade through discovery and analysis in various sales leader positions at large companies when training teams at scale. Linkedin: https://www.linkedin.com/in/raulalanadean/ ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales  Episode sponsor: https://leadcamp.io

Why do people buy your product or service? It seems to be the hardest question to answer. Many companies don't even ask their customers, when in fact it's a simple question that can elevate your entire business!  Today on our show, we have Stefan Avivson who is dedicated to finding these why's. Everyone has heard of the "Start With Why" while many sellers suffer from not understanding the real why, when it's right in front of you: just ask the question. If you ask 100 people, you will probably understand the common denominator that makes people tip. After listening to this, you'll probably want to pick up the phone and take action. It will drastically affect your sales process if you find out! Enjoy! ►  ABOUT THE GUEST Stefan Avivson is a father, a serial entrepreneur and a musician. Who, after a hurricane of lifelong challenges found himself on a mission: to do his best to make a positive impact on this planet and the people on it. His outlook is that happiness makes the world a better place for all of us, so why not help good entrepreneurs make a difference? Stefan is all about making an impact! His passion and experience allow him to create traction in both startups and mature B2B companies, including his own portfolio of businesses.  Linkedin: https://www.linkedin.com/in/avivson/ ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales

How do you build a sustainable business? When growth kicks in, many sales leaders tend to focus on the "fires". But to really grow, you need to focus on building processes, and let that be just what Cedric brings to the table. In this episode, we dive into his experiences hiring, managing a team and his learnings in building meaningful career paths. Cedric's experience is insane from a broad background on mentoring scale ups, working on his own startups and on big tech companies like Indeed. Something that I'm sure will stick with you after this episode: it's all about humans.  Enjoy!  Episode on Youtube ►  ABOUT THE GUEST Cedric is passionate about helping startups and scale ups grow. He is in the business of scaling high performance teams and high revenue streams. During his career, he has had the opportunity to work across EMEA, mentoring scale ups in AI, Blockchain, 3D Printing, LMS, ... and worked on his own startups as well as for large tech companies in HRTech, storage, semiconductors/compute and security. Linkedin: https://www.linkedin.com/in/cedricroyer/  ► FIND US ONLINE Website: https://soundofsales.co LinkedIn: https://www.linkedin.com/company/soundofsales Instagram: https://instagram.com/soundofsales Twitter: https://twitter.com/soundofsales