Great Day in Sales

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

SummaryLeslie Venetz, founder of a sales-led go-to-market agency, shares her journey in sales and content creation. She highlights the importance of community, knowledge sharing, and tailoring content for different platforms like LinkedIn and TikTok. Leslie discusses her sales methodology, focusing on earning the buyer's attention, and offers resources like objection scripts and voicemail tips. She emphasizes personalized outreach, data-driven decision-making, and balancing metrics. Leslie also reflects on her career mistakes, stressing the importance of aligning personal values with sales practices. A great sales day for her includes meditation, creative outreach, knowledge exchange, and fun.TakeawaysEarning the right to the buyer's attention is the foundation of effective sales.Creating a repeatable and scalable sales process is crucial for growth.Personalization is key in sales outreach, including tailoring voicemails and messages to resonate with the recipient.Metrics play a crucial role in sales, providing data for decision-making and helping to identify effective strategies.Aligning personal values with sales practices is essential for long-term satisfaction and success.Sound Bites"If it's not repeatable, it's not scalable.""Without data, strategic iteration is impossible.""Win-loss analysis should be constant.""A great day in sales is giving, receiving, and searching out knowledge.""Craft your voicemail script like a cold call."Chapters00:00 Introduction and LinkedIn Live Mishap03:37 Getting to Know Leslie Venetz07:01 Creating Content on LinkedIn and TikTok09:39 Becoming Comfortable with Outbound Sales13:24 Developing the Earn the Right Methodology16:26 Structuring a Repeatable and Scalable Sales Process24:18 Career Mistakes and Lessons Learned26:05 Aligning Personal Values with Sales Practices39:15 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryIn this podcast episode, Justin interviews Alex Knight, the CRO of Snoball. They discuss Alex's background, the evolution of Snoball from a business listing site to a SaaS product, and the indicators that led to the decision to focus on software. They also talk about the maturity level of companies when it comes to referrals and the skills that have benefited Alex in his role as CRO. They touch on hiring strategies, time management as a sales leader, and the future goals of Snoball.TakeawaysSnoball evolved from a business listing site to a SaaS product based on the indicators of self-contained sales motions and organic groundswell in demand.Companies often view referrals as a net new cost and are hesitant to proactively engage with customers, creating an opportunity for Snoball's ongoing customer nurture and conversation engine.When hiring, it's important to screen for qualities like instincts, curiosity, and grit, and to always make reference calls.As a CRO, Alex focuses on strategic deals that have ancillary value and acts as a support system for his AEs, jumping in on demos and providing feedback.Snoball's short-term goal is linear revenue growth, while their midterm goal is net profitability. They are also exploring opportunities in broader markets.A great day in sales is characterized by clarity, where every member of the organization has a clear understanding of the company's identity, messaging, and their own role in achieving success.Sound Bites"We're not trying to build a billion dollar or a $500 million business either.""Companies are not designing their referral program because they don't want to open Pandora's box.""You get one word to describe what your sales organization gets every single day going forward. I actually think clarity would be the word."Chapters00:00 Introduction and Background02:22 The Evolution of Snoball: From Business Listing Site to SaaS Product05:38 Hiring Strategies for Sales Roles: Screening for Instincts, Curiosity, and Grit13:14 Time Management as a CRO: Strategic Deal Focus and Support for AEs25:29 The Importance of Clarity in Sales: Confidence, Goal Tracking, and Mission AlignmentGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryVin Matano, a sales professional and content creator, shares his insights on personal branding and the benefits of creating content on LinkedIn. He emphasizes the importance of employees building their personal brands and how it can positively impact the company they work for. Vin also discusses his career at Demandbase and the value of staying with a company for an extended period of time. He shares his perspective on what a great day in sales looks like, which includes prospecting, creating content, and closing deals.TakeawaysBuilding a personal brand on LinkedIn can open up opportunities and lead to personal and financial growth.Companies should focus on enabling their employees to build personal brands rather than treating them as megaphones for promoting the company.Employees should stay with a company if they believe in its culture, product, and leadership, as it allows them to build relationships and increase their commissions over time.A great day in sales includes prospecting, creating content, and setting up meetings, with the possibility of closing a deal.It is important to find a balance between personal interests and career goals when choosing a company to work for.Sound Bites"You shouldn't be telling your employees or even influencers that you work with what to post, rather let them share their experience through their own eyes."Chapters00:00Introduction and Background03:10The Power of Personal Branding07:25Enabling Employees to Build Personal Brands21:04What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryMelissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She also discusses how she coaches others on video selling and the various ways video can be used throughout the sales process.TakeawaysIf the usual sales process isn't yielding results, don't hesitate to think outside the box and find what works for you.Video selling can be a powerful tool for building connections and booking meetings with high-level executivesMaintain a balanced approach in sales and don't let the highs and lows affect youCreate video libraries to enable and support your sales teamUse video throughout the sales process, from prospecting to follow-upsSoundbites:“Video Selling was my superpower.”“You can book C-suite executives from Fortune 500 companies using these videos."“If it's not scary, then you're not challenging yourself enough.”Chapters00:00 Introduction and Career Path10:37 Discovering the Power of Video Selling21:23 Using Video Throughout the Sales Process25:53 Maintaining a Balanced Approach in Sales27:13 The Key to a Great Day in Sales: Getting a Good Night's SleepGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryBrooke Goddard, a sales leader at Design Pickle, discusses the unique challenges and strategies of selling to creatives. She shares her background in sales and highlights the importance of creativity in the sales process. Brooke emphasizes the need to stand out and be creative when reaching out to potential customers, including using motion graphics and personalized videos. She also emphasizes the importance of a strong sales and marketing partnership and the value of radical candor and feedback in fostering a positive sales culture. Finally, Brooke discusses the importance of being prepared and having clear goals and expectations to ensure everyone is rowing in the same direction.TakeawaysSelling to creatives requires a different approach and a focus on creativity in the sales process.Standing out and being creative in outreach efforts can make a significant impact in engaging potential customers.A strong sales and marketing partnership is crucial for success, with clear communication and collaboration.Radical candor and feedback are essential for fostering a positive sales culture and continuous improvement.Being prepared and having clear goals and expectations helps ensure everyone is aligned and working towards the same objectives.Sound Bites"On LinkedIn, we've been seeing great success by utilizing voice messages.""What really sets us apart is the cohesive unit we've built between our sales and marketing teams""If you fail at something, no problem, fail fast and let's move on together.""Being very honest is in our culture; it's actually one of our core values. It's called 'tell it to me straight.'"Chapters00:00 Introduction and Addressing Creatives03:23 Reaching Out to Creative People06:17 Organizing the Sales Team08:02 The Advantage of Creativity in Outreach10:23 Fostering a Positive Sales Culture15:19 Leadership and Setting ExpectationsGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryKody Klenow, Vice President of Local Revenue at Lee Enterprises, shares insights into sales leadership and managing a large sales team across multiple markets. He discusses his career path and the unique sales program he graduated from. Kody emphasizes the importance of being a connector across the organization and fostering collaboration among sales teams in different markets. He also highlights the significance of hiring salespeople who are involved in and knowledgeable about the local community. Kody shares his approach to building team morale and driving competition, as well as the challenges and benefits of managing a remote sales team.TakeawaysHire salespeople who have a can-do spirit and are naturally curiousFocus on leading indicators and understand your unique KPIsBuild relationships and collaborate across different marketsGet involved in the local community to understand the dynamics and needs of clientsCreate a sense of camaraderie and competition within the sales teamBalance remote work and in-person visits to different marketsBe action-oriented and prioritize doing over talkingChapters[00:00] Introduction and Career Path[06:46] The Importance of Local Knowledge and Involvement[10:56] Creating Team Morale and Driving CompetitionGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro

SummaryKevin Dorsey shares his insights on leadership and building successful sales teams. He emphasizes the importance of defining what good looks like and following the four D's: define, document, demonstrate, and deliberately practice. Kevin also highlights the value of customer interviews in understanding the buyer's perspective and tailoring messaging. He encourages salespeople to focus on making prospects want the product rather than just understanding it. A great day in sales, according to Kevin, involves self-care, intentionality, prospecting, practice, and creating a desire for the product in potential customers.Chapters00:00 Introduction00:15 Kevin's Background01:13 The Need for Leadership Training05:40 Scripting and Scorecards09:24 Building Processes Before Hiring10:44 Customer Interviews12:44 Documenting Processes21:32 Understanding Results25:23 A Great Day in SalesGreat Day In Sales Podcast Intro  Great Day in Sales Podcast Outro