1UP Revenue Podcast

Quotes: "Engage is the rage. Drop comments to create familiarity with your name and face." "Find your voice and make sure it's something you can stand passionately behind." "Connect with people in your industry who are where you want to be and learn from them." "LinkedIn is SEO for your name. It builds trust at scale." "Go for it before it's perfect. It will never be perfect." About The Guest(s):Alex Bruschi is a sales professional with over ten years of experience. He is the host of the Sales Stories IRL podcast and a Salesforce AE. Alex has a passion for sales and has been able to grow his personal brand on LinkedIn by engaging with others and sharing valuable content. Summary:Alex Bruschi shares his journey into sales and how he got started in the industry. He emphasizes the importance of engaging with others on LinkedIn and finding your voice when it comes to personal branding. Alex also discusses the power of building trust through content and the impact it can have on closing deals. He encourages new reps to connect with industry leaders and ask for help when needed. Alex concludes by urging individuals to take action and launch their ideas before they are perfect. Key Takeaways: Engage with others on LinkedIn to create familiarity with your name and face. Find your voice and post content that you are passionate about. Connect with industry leaders and observe their strategies to accelerate your personal branding. Building trust through content can have a significant impact on closing deals. Take action and launch your ideas before they are perfect. Connect with Alex today on LinkedIn today. www.salesdevunite.com

Gen A.I. has officially taken the B2B SaaS space by storm. Come join us as we interview Eric Quanstrom, CMO at CIENCE on how sales and marketing are leveraging AI technology to sell better today. Key takeaways include: What does Marketing do? How does Marketing support sales? How new reps can leverage AI today to ramp and sell better? About Eric Quanstrom: Eric is the CMO at CIENCE, a lead generation software and services company. With over 20 years of experience in marketing, Eric has held leadership positions at companies like Logitech, Pipeliner CRM, and KiteDesk. He has helped CIENCE achieve significant growth and recognition, including being listed on the Inc 5000 four times in a row. He also provides advice for those looking to pivot into marketing and emphasizes the value of specialization and excellence in a particular area. Visit www.cience.com today Connect with Eric on LinkedIn here.

Are you a B2B Sales Professional who's tired of logging notes into your CRM? How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors? If so, you're in for a treat! Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc. In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I. Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift. Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer. 100% selling. Connect with Conor Kline on LinkedIn here www.attention.tech

In this episode of the 1UP Revenue Podcast, we feature Adam Jay, a seasoned GTM (Go To Market) sales leader in the SaaS industry. Adam has over 20 years of experience and has held various leadership roles in sales, including CRO, VP of Sales, and is currently the CEO of Adam J Consulting. Adam shares valuable insights on leveraging AI in sales, his personal journey from medical device sales to software sales, and the importance of work-life balance in the face of "hustle culture." Adam also emphasizes that AI is not a magic solution but can be a valuable tool when used strategically. Here are the key points he discusses: AI's Role in Sales: Adam highlights how people are leveraging AI in sales and its potential to increase sales efficiency. Limitations of AI: He cautions that AI is not a silver bullet and won't solve all sales problems or guarantee overnight success. Proof of Concept and Sales Engagement: Adam discusses the use of AI in proof of concept and its integration into sales engagement platforms. Email Personalization: He acknowledges the limitations of AI in achieving personalized email communication. The Return of Cold Calling: Adam explores the resurgence of cold calling and the importance of differentiation in sales approaches. Potential Job Displacement: He touches on the potential replacement of certain roles by AI and advises job seekers on breaking through the noise. This episode provides valuable insights for GTM SaaS Sales Professionals looking to understand the benefits and limitations of AI in sales and how to leverage it effectively. Connect with Adam on LinkedIn

If you're a new or a tenured rep in the SaaS game whos' trying to fast track their career, one of the best ways to do so is to have a high-value mindset. Being high-value isn't just performance-based, it's helping others and doing more than what you're paid for. In all the roles I ever held, I've always opted in to do more. To help those around me, both professionally and in life. This has taken me far and with this drop, I hope it'll take you too. Stay hard! -Jax

Summary/Abstract Chris Watson is the founder of Craft and Compel, an organization that helps business leaders engage high-value audiences through storytelling.  Chris believes that every communication is a story and that by understanding this, we can shift our brains to see the events in our lives as potential stories. This allows us to take ownership of our story and earn the right to tell it.   The power of storytelling is essential in order to engage an audience and make sure they remember who you are.  Chris started telling stories when he was eight years old, and he would act out different characters from movies and TV. As he got older, he started telling his own stories, and he would pretend to be someone older in a different life.  This power of storytelling has followed him throughout his life, and he has used it in every sales job he's ever had.  Chris talks about how, as a young boy, he would often play pranks and tell stories inspired by the character Dennis the Menace.  He would use this as a way to get out of trouble with his family, and as an executive, he uses this same technique to stand out and make an impact with his emails and phone calls.   Key Takeaways: How to use the power of stories to accelerate your sale How to properly craft and tell a compelling story How to position the power of stories  To learn more, please visit www.craftandcompel.com Connect with Chris on LinkedIn 

Summary/Abstract Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader. In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow.  They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers.  Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for.  Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective.   If you're an upcoming Account Executive, this is an episode you don't wanna miss. Key Takeaways: Upfront Contract Sales Methodologies Mental Health Connect with Richard Harrison on LinkedIn https://theharrisconsultinggroup.com/

In the conversation, Shawn describes growing up in the San Francisco Bay Area and then moving to Dallas, Texas for the past five years.  He talks about how he became a BDR (Business Development Representative) and how he has gained valuable experiences from this role.  The speaker discusses his move from San Francisco to Texas, and how it has changed his life. He talks about how he got into sales, and how it has helped him in his career.  He talks about how business development and self-development have changed his life, and how they can help others.  Shawn also talks about how he got into sales, he was laid off from his previous job and found a position as an SDR at Vanilla Soft.  He talks about how the company is much smaller than Salesforce, but he learned a lot about sales engagement platforms and CRMs.  He also talks about how he is a BDR lifer and how the role is the same to him as an SDR.  The term BDR Lifer was coined by a salesperson in order to change the stigma around entry-level sales roles.  They believe that the skills and experiences gained from being a BDR are valuable and can be used throughout an entire sales career. They also believe that everyone in an organization, from the CEO to the intern, should be respected. Highlights: How Sales Development changed his life from homeless to owning a house Grit and Passion is all you need to succeed It's okay to be vulnerable Connect with Shawn Kipnis on LinkedIn

In this #powerteamshorts, Ryan talks about giving back to the community, sales community, and mental health community.  The importance of remembering to refill your cup was also discussed.  The speakers discuss the importance of taking care of oneself, both physically and mentally, in order to be able to give to others.  They also talk about the importance of networking, personal branding, and taking the initiative to reach out to people in leadership positions.   The speakers discuss the importance of personal branding and offer advice on how to make oneself stand out. They emphasize the importance of being helpful and intentional in one's interactions with others, in order to build relationships that may be beneficial in the future.

Meet Jeff Ignacio, a respected Revenue Operations Leader in the early-staged SaaS space. Highly strategic and analytical, Jeff started off his career early on as a Business Analyst at Accenture. Worked his way up the ranks including Google and AWS. Currently servicing as the Head of Sales Operations at Forethought, he is an advisor for Scratchpad, Sonar, Everstage, Sonar and Webstacks. He is the host of The Revenue Architect Podcast and creator of the RevOps four pillars known as “PEAS” (Process, Enablement, Advisory, Systems). Key Takeaways: - [ ] What is RevOps? - [ ] Why is RevOps important? - [ ] How to RevOps? Bonus: The Architect Podcast Connect with Jeff: https://www.linkedin.com/in/jeffbethechange