Summary
In this episode, Nikki Lang emphasizes the importance of maintaining a human connection in sales. Nikki shares her journey into tech sales, highlighting her experiences and the significance of soft skills in building relationships with buyers. She discusses the need for warmth and empathy in sales interactions, the balance between rapport building and discovery, and the importance of self-connection for genuine engagement. The conversation concludes with Nikki's perspective on what constitutes a great day in sales, focusing on meaningful conversations and connections.

Takeaways

• The importance of keeping humanity in sales
• Sales should focus on genuine connections rather than just processes
• Building rapport is crucial for successful sales interactions
• Empathy and compassion can enhance buyer relationships.

Sound Bites

• "Your humanity is your value as a seller."
• "I care more about my buyer as a human."
• "Keep going, especially women in tech sales."

Chapters

00:00
Introduction to Sales Mindset

02:56
Nikki's Journey into Tech Sales

05:50
The Importance of Keeping Sales Human

08:55
Building Warmth and Connection in Sales

12:09
Balancing Rapport and Discovery

15:02
Mindset and Self-Connection in Sales

18:00
Defining a Great Day in Sales

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro

Summary
Colin Specter, SVP at Orum, shares his journey from being the original sales hire to scaling the sales team at Orum. Colin discusses the importance of technology in sales, the challenges of building a sales team, and his strategies for training and enabling new hires. He emphasizes the need for documentation, feedback loops, and the significance of maintaining a positive mindset for success in sales.

Takeaways

• The importance of technology in sales, particularly AI solutions, can significantly enhance productivity.
• Building a sales team requires a focus on documentation and clear expectations for new hires.
• A strong morning routine is crucial for sales success, as it sets the tone for the day.
• Over-communication is necessary in a remote work environment to ensure everyone is aligned.
• Standardized playbooks and processes help new hires ramp up quickly and effectively.
• Sales training should include regular practice sessions to reinforce learning and skill development.
• Understanding key performance indicators (KPIs) is vital for measuring success and making adjustments.
• Creating a positive and energetic environment can attract potential customers and lead to better sales outcomes.

Chapters
00:00
Introduction to Colin Specter and Orum

01:21
Colin's Journey to Orum

05:56
Building Aurum from the Ground Up

10:32
Scaling Sales Teams Effectively

12:09
Training and Enabling New Hires

20:12
Feedback Loops and Continuous Improvement

25:24
Defining a Great Day in Sales

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro

Summary

Helen Calvin, the new CEO of Buildout, shares her unique journey from a background in behavioral psychology to becoming a sales leader and eventually a CEO. The conversation explores the importance of understanding customer psychology in sales, the transition from CRO to CEO, and the need for a shift in compensation structures to motivate sales teams effectively. Helen emphasizes the significance of celebrating small wins and maintaining a customer-centric approach in all roles within a company.

Takeaways

• Helen's journey to CEO was unconventional, rooted in behavioral psychology.
• Understanding buyer psychology is crucial for effective sales strategies.
• The transition from CRO to CEO requires a broader perspective on business growth.
• Customer obsession is essential across all roles in a company.
• Celebrating micro-wins can boost team morale and motivation.
• Compensation structures should focus on autonomy, mastery, and purpose.
• Sales teams should be recognized for their contributions beyond just closing deals.
• Effective leadership involves removing roadblocks for team members.

Sound Bites

• "Sales found you more than anything."
• "You said frustrating. Tell me more about that."
• "Compensation planning is somewhat frustrating."

Chapters

00:00
Transitioning to CEO: A Unique Journey

03:01
The Role of Psychology in Sales

06:04
From CRO to CEO: A Shift in Perspective

09:01
Rethinking Compensation Structures

15:10
Celebrating Momentum in Sales

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro

Great Day In Sales Podcast Intro

Great Day in Sales Podcast Outro