Meredith Chandler - The Power of Leadership, Continuous Learning, and Coaching.

​​SummaryEllen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizational change and the strategies that have proven effective in maintaining team morale. She also explores how to tailor change management approaches to individual team members for smoother transitions and better outcomes.TakeawaysPositive thinking and focusing on the future state are powerful in sales.Effective change management involves assessing the current state, creating a plan, and aligning on priorities.Change is hard, so it's important to make it personal and relate it to individual benefits.Cross-functional alignment and communication are crucial for successful go-to-market strategies.A great day in sales is achieved by recognizing small wins and the good that happens.Sound Bites"A great day in sales to me looks like achieving a small win, or ideally multiple wins.""Positive thinking and focusing on the future are important for everyone in the organization.""Managing change well starts with having a clear vision and good communication.""Don't overwhelm people with too many changes at once to avoid confusion and stress.""Helping each person handle change smoothly is crucial for reducing difficulties.""When a model or framework no longer fits, it's time for operational changes."Chapters00:00 Introduction and Background02:48 Implementing Change Management06:09 Managing Change without Ruffling Feathers09:10 Challenges of Change Management11:06 Lessons from Scaling at HubSpot13:53 Cross-Functional Alignment in Go-to-Market15:53 Managing a Large Sales Organization20:56 Defining a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryMeredith Chandler, Head of New Business at Unicrn, discusses her career in sales and the rise of fractional sales leadership. She shares her experiences working at companies like Yelp, Indeed, Samsara, SPIF, and Captivate IQ. Meredith explains the concept of fractional sales and how it can benefit companies looking to scale their sales teams without the cost of hiring full-time employees. She also emphasizes the importance of coaching and continuous learning in sales. A great day in sales, according to Meredith, is when she is moving the needle and able to afford shopping at higher-end grocery stores.TakeawaysFractional sales leadership is a cost-effective solution for companies looking to scale their sales teams without the expense of hiring full-time employees.Coaching and continuous learning are crucial for sales professionals to improve their skills and achieve success.A great day in sales is when you are moving the needle and making progress towards your goals.Investing in a sales coach can greatly benefit salespeople at any stage of their career.Sound Bites "Fortunately, many companies now offer learning and development stipends. It’s becoming common to see $500 to $1,000 per year for employees to spend on books, coaching, or online learning.""I believe that while some closers have an innate talent, most of their skills are developed through learning and experience.""Everyone can be busy, but Alysio excels at mitigating time mismanagement."Chapters00:00 Introduction and Background02:55 The Concept of Fractional Sales Leadership06:43 The Importance of Coaching and Continuous Learning10:14 Indicators for Fractional Sales13:05 Choosing Fractional Sales vs Hiring Full-Time Employees16:55 Qualities of a Talented Salesperson21:54 Navigating a Sales Career28:18 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryMichael Cupps, Executive Vice President of Growth at Active Ops, discusses the behaviors and habits of successful sales teams. He emphasizes the importance of managing time effectively and prioritizing tasks based on values and goals. Cupps shares strategies for stacking activities and using technology to improve productivity. He also highlights the need for sales reps to reflect on their actions and make adjustments as necessary. A great day in sales, according to Cupps, involves progressing deals, prospecting, and impacting future pipeline.TakeawaysManage time effectively and prioritize tasks based on values and goals.Stack activities to maximize productivity and minimize distractions.Use technology, such as video and CRM, to streamline sales processes.Reflect on actions and make adjustments to improve results.A great day in sales involves progressing deals, prospecting, and impacting future pipeline.Sound Bites"The challenge with that is that there's been a lot of studies done, but just about on average 21 to 23 minutes of time you wasted if you get distracted from doing whatever your work was.""The only thing you can control is what you're doing now. So try to stay present in that moment.""The social channels can be a big time waste if you're doing it incorrectly."Chapters[00:00] Introduction and Background[02:32] The Concept of Time Bandit and Behaviors of Sales Teams[06:01] Managing Time and Stacking Activities[09:12] Using Technology to Improve Sales Productivity[12:08] Identifying Pitfalls and Opportunities in Sales[16:03] Suggestions for Improving Productivity[19:29] Defining a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummarySam Nelson, founder of strleader.com and creator of the Pipeline Pipeline conference, shares his journey from selling funeral insurance to becoming an expert in SDR training and consulting. He emphasizes the importance of simplifying operations in SDR organizations and focusing on repeatable processes. Sam discusses the unique challenges and opportunities in enterprise sales and highlights the value of building a community of SDR leaders. He also shares his excitement for, and invites SDR leaders to attend the Pipeline Pipeline conference.TakeawaysSimplifying operations is crucial in SDR organizations to improve execution and productivity.Enterprise sales require a different approach, but the strategies for getting responses and setting meetings are similar to other sales roles.Building a community of SDR leaders is valuable for networking, learning, and career growth.Surprise wins in sales, such as getting a positive response or closing a deal unexpectedly, are incredibly rewarding.The Pipeline Pipeline conference is a must-attend event for SDR leaders.Sound Bites"Outbound prospecting is an art and a science; you need a balance of creativity and data-driven strategies to truly excel.""The right sales engagement platform can transform your approach, making it more efficient and effective, while also providing valuable insights.""Aligning marketing efforts with sales objectives isn't just beneficial; it's crucial for driving cohesive and impactful business growth.""Robust SDR training is essential—not just for immediate results, but for building a foundation of skills that will serve salespeople throughout their careers."Chapters[00:00] Introduction and Background[06:02] From Funeral Insurance to Outreach[11:26] Creating a Community of SDR Leaders[19:20] Unlocking Success in SDR Organizations[23:50] The Changing Landscape of Sales[29:30] The Thrill of Surprise Wins in Sales[31:23] Join the Pipeline Pipeline ConferenceGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryAnthony Delonardo, VP of Sales at LinenMaster, joins Justin Ashby on the Great Day in Sales podcast. They discuss the importance of mindset in sales and how focusing on controllables and daily execution can lead to success. They also talk about the challenges of selling in a niche industry and the need to create a sense of urgency for potential customers. Anthony emphasizes the value of agency in sales and the importance of educating customers based on the salesperson's institutional knowledge. A great day in sales, according to Anthony, is one where a clear goal is set and executed well.TakeawaysSales success is driven by mindset and focusing on controllablesCreating a sense of urgency is crucial in selling to niche industriesGiving salespeople agency within a framework leads to better performanceSalespeople's institutional knowledge can be a valuable asset in educating customersA great day in sales is one where a clear goal is set and executed wellSound Bites"It's the process, not the outcome, that defines a great day for us and our team.""Let's set a goal and then largely forget about the goal and figure out how to have a great day each and every day.""Set a goal, then focus on having a great day every day; the results will follow."Chapters00:00 Introduction and Background03:35 The Power of Mindset in Sales09:11 Empowering Salespeople with Agency12:55 Leveraging Institutional Knowledge in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryBrooke Searle, an SDR manager at Podium, shares her unconventional path into sales and her experience leading an SDR team. She discusses the importance of building belief in her team members and helping them achieve their goals. Brooke emphasizes the value of understanding the personal lives and aspirations of her team members and how it contributes to their success. She also highlights the continuous learning and development opportunities in the sales industry.TakeawaysBuilding belief in team members is crucial for their successUnderstanding the personal lives and aspirations of team members contributes to their motivation and performanceContinuous learning and development are essential in the sales industrySDR managers play a significant role in opening doors and providing opportunities for career growthSound Bites"Sales encompasses far more than just meeting quotas and hitting numbers; it's deeply rooted in human connection and personal development.""As a leader, my top core value is building belief in others." "To me, a great day in sales is defined by whether I can walk away knowing I made a meaningful impact." Chapters00:00 Introduction and Background03:19 Brooke's Journey to SDR Manager at Podium06:08 Managing an International SDR Team08:55 Transitioning from SDR to Manager11:19 Coaching and Developing SDRs16:30 Continuous Learning in the Sales Industry19:49 Defining a Great Day in Sales21:43 The Importance of SDR ManagersGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryTyler Denboer, VP of Sales at Office Ally, shares his career path and experiences in sales leadership. He emphasizes the importance of having the right people on the team and providing them with proper coaching and enablement. Tyler discusses the challenges of building out the sales and marketing organization at Office Ally and the need for strong frameworks and processes. He also talks about the metrics that matter and the significance of executing against them every day. Tyler believes that a great day in sales is when he and his team are hitting the metrics that drive success.TakeawaysHaving the right people on the team is crucial for success in sales.Coaching and enablement are essential for helping reps reach their full potential.Building out a sales and marketing organization requires strong frameworks and processes.Focusing on the metrics that matter and executing against them every day leads to success in sales.Sound Bites"The key to success is understanding why.""A great day in sales means executing on the metrics that matter.""We often underestimate the cost of distractions; staying on track is crucial to avoid losing valuable time."Chapters00:00 Tyler's Sales Career Path03:18 Onboarding and Getting Started at Office Ally05:39 Building Out the Sales and Marketing Organization07:41 Scaling the Sales Team at Office Ally10:43 Validating Growth and Territories13:05 The Importance of the Right People on the Team16:48 Coaching and Enablement for Success20:37 What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

Adam Robinson, CEO and co-founder of Retention.com and RB2B, discusses his journey as an entrepreneur and the success he has achieved in hitting the million ARR milestone with each startup. He shares his insights on the power of building an audience on LinkedIn and the challenges of implementing a product-led growth (PLG) strategy. Adam also explores the concept of being transparent and controversial in his content, the importance of offering a free product, and the potential for lower churn through a community-based approach. This is one you'll want to listen to - and drop a comment if you like Adam's approach to a new era of sales and GTM. TakeawaysAdam has been able to hit the million ARR milestone quicker with each startup he has launched.Building an audience on LinkedIn has been a powerful strategy for Adam to generate awareness and credibility.Implementing a product-led growth (PLG) strategy requires careful consideration and a well-executed plan.Being transparent and controversial in content can attract attention and engagement.Offering a free product can help spread awareness and drive adoption.A community-based approach can potentially lead to lower churn and increased customer loyalty. Bootstrapping a SaaS business allows for independence and control over the company's growth.Product-market fit is crucial for success, and when achieved, everything the company does works.Transparency in content creation can be a powerful tool for building an audience and attracting customers.The role of sales teams is evolving in a PLG model, with a greater emphasis on marketing and creating signals for outreach.Enterprise sales can be a potential avenue for growth, but it requires time and effort to navigate the complexities of compliance and decision-making processes.A great day in sales is characterized by the excitement of new opportunities and the promise of something big.Chapters00:00 Introduction: Adam Robinson's Journey as an Entrepreneur02:40 LinkedIn and Building an Audience03:36 Challenges of Implementing a PLG Strategy04:34 Transparency and Controversy in Content05:36 The Power of Offering a Free Product13:07 Community-Based Approach for Lower Churn23:25 Bootstrapping and Scaling a SaaS Business24:24 The Power of Product-Market Fit25:17 Transparency in Content Creation26:59 The Evolving Role of Sales in a PLG Model28:56 Navigating Enterprise Sales30:23 The Excitement of New Opportunities in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryRyan Jump, the director of sales at Scorpion, shares insights on managing a sales team, focusing on the individual, and the transition to selling to home service companies. He emphasizes the importance of understanding and addressing the unique needs of each sales rep and the value of building trust and authenticity within the team. Ryan also discusses the concept of designing your day and the significance of intentional and disciplined daily actions in sales.TakeawaysUnderstanding the unique needs of each sales rep is crucial for effective sales management.Building trust and authenticity within the team is essential for fostering a positive and collaborative work environment.Designing your day with intentional and disciplined actions is key to achieving success in sales.Sound Bites "Rarely is there a one size fits all approach to doing things.""Alysio resonates with me because it allows individuals to align with their goals and measure their success, offering immediate feedback on their performance—an invaluable tool from the start." "Don't sell the same way as everyone else. Find the approach that makes you most successful. Different paths can lead to the same goal; discover what works best for you.""No matter where you are as a salesperson, it's okay. Recognize your current position and determine your next steps."Chapters00:00 Introduction to Ryan Jump and Scorpion Sales Team Management02:58 The Impact of Understanding the Individual in Sales Management05:58 Building Trust and Authenticity in Sales Teams09:10 Designing Your Day: Intentional and Disciplined Actions in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryJason Jordan, author of 'Cracking the Sales Management Code,' discusses the importance of focusing on the right opportunities and optimizing the sales pipeline. He emphasizes the need for sales leaders to coach their teams and highlights the value of consultative selling in certain industries. Jordan also shares insights on the different sales roles and the importance of aligning the sales process with the buyer's needs. A great day in sales, according to Jordan, involves productivity, winning deals, and impactful coaching.TakeawaysFocus on the right opportunities and avoid wasting time on bad deals or customers.The sales pipeline is a crucial tool that should be used to improve sales performance, not just for forecasting.Different industries and buyer needs require different sales approaches, ranging from consultative selling to transactional selling.Coaching is a vital aspect of sales management, and it is important to focus on coaching those who are receptive and coachable.A great day in sales involves productivity, winning deals, and impactful coaching.Soundbites:“The way you sell is dictated by the way the customer wants to buy.”"The sales pipeline is the greatest tool a sales force has."“Stop calling bad customers and stop chasing bad deals.”Chapters00:00 Introduction and Background of Jason Jordan03:21 The Importance of Focusing on the Right Opportunities06:23 The Role of Consultative Selling11:27 Understanding Different Sales Roles25:39 What Makes a Great Day in Sales?Great Day In Sales Podcast Intro Great Day in Sales Podcast OutroGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro