Sponsored by Alysio
We've gathered the best sales leaders across the United States, Canada and UK to answer the question "What does a great day in sales look like?"
You can't close a 6 or 7 figure deal every day. So what are you doing to make sure you take advantage of every minute?
We'll explore frameworks, scorecards, and philosophies of the best sales people at leading sales lead companies.
Join us to learn more on your journey from SDR, BDR or AE to becoming the sales leader you aim to be.
Gabe Lullo Unveils Sales Secrets: Mastering the SDR Realm with Alley-oop's CEO
26:16SummaryIn this riveting episode, Justin Ashby delves into the world of sales development with none other than Gabe Lullo, the mastermind CEO behind Alley-oop, an SDR agency. With passion and expertise, they navigate through the intricate landscape of sales, tackling crucial topics such as the art of onboarding SDRs, the enduring significance of phone calls in outbound sales, and the untapped potential of LinkedIn as a sales powerhouse. Venturing further, they explore the transformative shift towards full cycle sales and the pivotal role of identifying the ideal customer profile (ICP) in driving success. Drawing from his vast experience at the helm of a renowned SDR organization, Gabe imparts invaluable wisdom, stressing the significance of consistent activity metrics and the art of delayed gratification in the competitive realm of sales. Buckle up for an enlightening journey through the nuances of sales strategy, as Justin and Gabe provide a treasure trove of insights sure to empower sales professionals everywhere.TakeawaysConsistent activity metrics are key to success in sales.Phone calls are still the most effective channel for booking meetings.Leveraging LinkedIn and creating content can help build trust and credibility.Identifying and refining the ideal customer profile (ICP) is crucial for effective sales targeting.Chapters00:00 Introduction and Background03:06 Quickest Way to Onboard SDRs05:05 The Importance of Phone Calls in Outbound Sales07:12 The Role of LinkedIn in Sales12:39 Labeling SDRs on LinkedIn15:22 The Shift to Full Cycle Sales18:31 Identifying the Ideal Customer Profile (ICP)22:35 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Collin Mitchell: The Art of Personalized and Targeted Outreach
29:04SummaryEmbark on an exhilarating journey with Justin as he unravels the fascinating career narrative of Collin Mitchell, the dynamic managing partner at Leadium, a fractional SDR agency. Join them in exploring the evolution from Collin's early days in sales to the creation and sale of multiple companies. Discover the untold benefits of partnering with a fractional SDR agency and delve into the pivotal role of a quality-centric approach in outbound sales. Collin sheds light on the art of personalized and targeted outreach, unveiling the magic that happens when LinkedIn and phone calls unite. Brace yourself for insights into the importance of testing and tailoring outbound strategies, customized to individual circumstances. As the episode concludes, gain a glimpse into what defines a remarkable day in the ever-evolving world of sales. This is your front-row ticket to an episode pulsating with wisdom and strategic sales revelations.TakeawaysPartnering with a fractional SDR agency can supplement or enhance an existing outbound motion, especially for early-stage companies or specific use cases.A quality-focused approach to outbound sales, with personalized and targeted outreach, is more effective than generic and mass outreach strategies.Combining LinkedIn and phone calls can be a powerful combination for building relationships and initiating conversations.Testing and customizing outbound strategies is crucial, as there is no one-size-fits-all approach.Chapters00:00 Introduction and Background03:05 The Approach of Leadium and Partnering with an Agency08:16 Building an Outbound Motion and the Importance of Quality12:29 Ideal Scenarios for Partnering with a Fractional SDR Agency16:36 Effective Channels for Outbound Sales25:00 Testing and Customizing Outbound Strategies26:09 What a Great Day in Sales Looks LikeGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Ryan Milligan: Navigating Comp Plans, Motivating Teams, and Analyzing Success
28:14SummaryIn this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business analyses. This episode is your passport to a world of sales wisdom and leadership strategies.TakeawaysAlign compensation plans with company objectives to drive desired behaviors and outcomes.Have open conversations with reps to understand what types of deals motivate them the most.Incentivize marketing teams based on pipeline generation and closed-won revenue.A great day in sales involves collaborating with reps on their path to quota, working on deals that deliver value to both the customer and the company, and analyzing the success of the business.Chapters00:00 Introduction and Background03:00 Transition to Sales Leadership08:19 Structuring Compensation Plans16:32 Aligning Comp Plans with Company Objectives23:06 Improving Comp Plans25:37 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Mary Kheedo: Crush your first 30, 60, 90 days
26:25SummaryMary Kheedo, Vice President of Sales at Growth Loop, shares her insights on the first 30 days in a new sales leadership role. She discusses her background in sales, including her experience at HubSpot and Lytics. Mary emphasizes the importance of creating a 30, 60, 90 day plan and building trust with the team. She also highlights the need for relentless prioritization and the value of self-reported quick wins. Overall, Mary provides valuable advice for sales leaders transitioning into new roles.TakeawaysCreate a 30, 60, 90 day plan to guide your actions and priorities in a new sales leadership role.Focus on building trust and credibility with your team and cross-functional stakeholders.Prioritize tasks and activities that align with your goals and objectives, and be willing to make tweaks and adjustments along the way.Celebrate self-reported quick wins from your team members as a measure of success and progress.Chapters00:00 Introduction and Background02:00 Experience at HubSpot and Lytics03:07 First 30 Days in a New Role04:14 Approaching a New Role Differently06:30 Yearly Planning and Challenges08:38 Creating a 30, 60, 90 Day Plan09:57 Building Trust and Stakeholder Management12:17 Holding to the 30, 60, 90 Day Plan13:59 Comfort with Making Changes15:45 Frameworks and Learning in a New Role17:23 Tweaking and Quick Wins19:51 Transitioning to Sales Leadership20:31 Relentless Prioritization23:27 Having a Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Justin Otley: Promote From Within for the Win
31:28SummaryStep into the World of Sales Excellence with Justin Otley, Head of Talk Desk's Dynamic Sales Development Team! Uncover the Secrets Behind Career Milestones, A Players' Magic, and the Art of Crafting Your Best Day in Sales. Elevate your strategy as Justin spills the beans on promoting from within, unleashing A Players, and turning team motivation into a powerhouse of success!TakeawaysPromoting from within is crucial for building a successful sales development team.A players are essential for scaling success and should be given opportunities to share their knowledge with the team.Motivating the team with competitions and recognition can drive performance and create a positive work environment.A great day in sales is when you prioritize and accomplish the tasks that you know will lead to success.Chapters00:00 Introduction and Career Milestones04:16 Promoting from Within09:45 Building an SDR Program12:38 Identifying and Scaling A Players19:45 Motivating the Team with Competitions28:00 A Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Devin Williams: Navigating Sales Success through Emotional Intelligence
30:25SummaryDevin Williams, from Instabug, discusses the importance of emotional intelligence (EQ) in sales and how it can lead to success. He shares his career background and highlights from the biggest deal in Instabug history. Devin explains that EQ is the key to understanding oneself and others, and it can improve various skills such as active listening, empathy, and relationship building. He provides frameworks and practices for developing EQ and emphasizes the importance of leading by example as a sales manager. Devin also discusses how to identify EQ gaps in salespeople and defines a great day in sales as focusing on consistent inputs rather than just outcomes.Chapters00:00 Introduction and Career Background02:39 Discussing the Biggest Deal in Company History05:25 The Importance of Emotional Intelligence in Sales10:30 Frameworks and Practices for Developing Emotional Intelligence15:23 Enabling Emotional Intelligence as a Sales Manager19:18 Identifying EQ Gaps in Salespeople25:23 Defining a Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Katie Ward: Tech Sales Journey, Nurturing Women Leaders, and the RAP Framework for Success
26:48SummaryIn this podcast episode, Katie Ward shares her journey in tech sales and her role in building up the next generation of women leaders. She emphasizes the importance of physical health in sales and how it contributes to overall performance. Katie also discusses the unique challenges women face in the workplace and how she helps them overcome imposter syndrome. She introduces the RAP framework for sales, which stands for Reflect, Assess, and Plan, and explains how it helps her stay organized and focused. Additionally, she shares insights from Kobe Bryant's Mamba Mentality and the value of context in sales. Finally, Katie describes what a great day in sales looks like to her.TakeawaysPhysical health plays a crucial role in sales performance and resilience.Building up women leaders requires mentorship, support, and helping them overcome imposter syndrome.The RAP framework (Reflect, Assess, and Plan) helps sales professionals stay organized and focused.Context is important in sales, and understanding the full picture leads to better decision-making.A great day in sales involves starting the day with reflection and goal-setting, being fully prepared for meetings, and ending the day with quality time with family.Chapters00:00 Introduction and Background03:42 The Importance of Physical Health in Sales08:09 Building Up Women Leaders13:19 The RAP Framework for Sales19:17 The Mamba Mentality and Context in Sales23:24 A Great Day in Sales25:02 ConclusionGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Matt Buchalski: Building Winners From Within
29:09SummaryIn this episode of the Great Day in Sales podcast, Justin interviews Matt Buchalski, the VP of Sales at RealPage. Matt shares his background and career journey, which includes transitioning from financial sales to technology sales. He discusses the changes and growth he has experienced at RealPage, including the company's acquisition and the impact of COVID-19 on the housing market. Matt emphasizes the importance of team building and promoting from within, highlighting the value of training, development, and coaching. He also discusses the evolving approach to sales and selling, particularly in selling to the C-suite. Matt concludes by sharing his perspective on what makes a great day in sales.TakeawaysTransitioning from one industry to another can provide new opportunities for growth and success.Building and promoting from within a team can lead to increased productivity, credibility, and a strong company culture.Adapting sales strategies to changing market dynamics, such as selling to the C-suite, can lead to better results.Finding joy and fulfillment in the small wins and daily progress is key to having a great day in sales.Chapters00:00 Introduction and Background01:33 Changes at RealPage04:30 Promoting Career Growth08:08 Building and Managing Teams12:05 Approach to Sales and Selling18:34 Selling to the C-Suite22:50 Promoting from Within25:33 What Makes a Great Day in Sales28:05 ConclusionGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Tonni Bennett: From Pre Revenue to 20M ARR
25:03SummaryIn this podcast episode, Tony Bennett shares her journey from sales at UPS to becoming a VP of Sales at Daily. She discusses her experience of building sales from zero to 20 million at Terminus and the importance of problem-solving in sales. Tony emphasizes the need to focus on value and avoid perfectionism when enabling others to sell. She also highlights the different selling stages and the importance of adapting to change. Tony shares principles for sales leaders, including the importance of feedback and building trust with the team. Finally, she discusses what makes a great day in sales.TakeawaysBuilding sales from zero to 20 million requires constant problem-solving and adapting to change.Enabling others to sell involves providing frameworks and flexibility in training.Avoid perfectionism and focus on value in the sales process.Principles for sales leaders include listening to feedback, building trust, and avoiding favoritism.A great day in sales is one where the right actions are taken to lead to a sale, regardless of the outcome.Chapters00:00 Introduction and Background03:05 Building Sales from Zero to 20 Million06:06 Figuring Out How to Sell vs. Enabling Others to Sell09:06 Avoiding Perfectionism and Focusing on Value12:23 Different Selling Stages and Adapting to Change17:22 Principles for Sales Leaders21:57 What Makes a Great Day in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro
Greg Costigan: Give, Get, Crush Your Goals
30:26SummaryGreg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales are achieved when things work and when there is a sense of accomplishment and value creation.TakeawaysUse the Give, Get, Goal framework to prepare for sales calls and meetings.Differentiate yourself by providing value, building rapport, and establishing hunger.Prioritize quality over quantity in outbound sales and focus on target accounts.Invest time in individualized communication and warm referrals for better results.Great days in sales are achieved when things work and there is a sense of accomplishment and value creation.Chapters00:00 Introduction and Background01:09 The Give, Get, Goal Framework04:16 The Importance of Call Prep07:12 Differentiating Yourself in Sales08:05 Memorable Deals and Sales Success13:23 Establishing Hunger and Building Rapport16:26 Outbound Sales and Prioritizing Quality19:09 The Value of Individualized Communication25:04 Building Relationships and Warm Referrals26:35 Creating Great Days in SalesGreat Day In Sales Podcast Intro Great Day in Sales Podcast Outro