Our guest on this episode is Joel Bush the Chief Revenue Officer at RepSpark, a wholesale ecommerce platform. With a background in software and sales leadership, Joel’s experience spans multiple industries and early-stage tech companies. He is focused on building strong sales teams, fostering career growth, and enhancing customer relationships through strategic account management.

Three Key Quotes from Joel Bush:

1. “We are actively selling a relationship, not just a product.”
2. “It’s really important to listen... If you’re talking more than 20% of the time, you’re talking too much.”
3. “The art of conversation is more challenging for the younger generation, but the only way to improve is through practice.”

Five Key Takeaways

1. Building a Strong Sales Team
   • Promote from within to create a culture of growth and opportunity.
   • Encourage team members to start as BDRs and then advance based on their strengths.
   • Focus on training and development to build skills and confidence.
2. Navigating Economic Changes
   • Accept that some challenges are beyond control; focus on strengthening relationships.
   • Reinforce the importance of grinding harder during tough times.
   • Use customer feedback to adapt strategies and improve product-market fit.
3. Creating Value for Customers
   • Implement quarterly and annual business reviews to understand customer needs.
   • Focus on solving customer problems instead of pushing product features.
   • Maintain a proactive account management strategy to reduce churn.
4. Effective Prospecting Strategies
   • Use personalized emails and avoid generic, mass prospecting approaches.
   • Leverage social media, like Instagram, to connect with brands.
   • Attend trade shows to establish in-person connections and build a presence.
5. Leadership and Team Culture
   • Foster a supportive environment where team members can learn from one another.
   • Emphasize the importance of being present and engaged, especially for early-career professionals.
   • Balance in-office and remote work based on team feedback and performance data.

Our guest Cameron Long, the Co-Founder / CRO of Virnika, joins Vince Beese, the Founder at Sales HQ to discuss his journey from a background in hospitality and music therapy to co-founding a restaurant tech startup. Cameron shares insights on sales, leadership, and the evolving role of technology in the restaurant industry.

5 Key Takeaways

1. Mentorship is Key to Growth
   • Cameron stresses the importance of seeking great mentors.
   • Mentors guide you by pushing you to go beyond your comfort zone.
   • You have to put in the work for mentorship to be effective.
2. Empathy in Leadership
   • Empathy means truly understanding others' perspectives without your own biases.
   • Being an empathetic leader helps guide team members effectively.
   • Cameron believes few people actually practice deep empathy.
3. Embrace Discomfort
   • Growth comes from taking risks and facing discomfort.
   • Cameron emphasizes how trying new things can lead to personal and professional development.
   • Whether it’s starting a business or learning a new skill, discomfort is necessary for growth.
4. Sales is About Relationships
   • Cameron values building long-term relationships with clients, not just one-time sales.
   • Empathy plays a major role in understanding and meeting clients' needs.
   • Being a trusted advisor to clients is key to long-term success.
5. The Role of Technology in Hospitality
   • Cameron’s startup, Virnika, uses AI to improve customer experiences in restaurants.
   • By removing friction in ordering processes, they aim to enhance efficiency.
   • The tech reflects a broader industry trend toward automation and customer convenience.

Our guest is Eric Boggs the CEO of RevBoss, a company specializing in marketing workflow and lead generation for small businesses. With a rich history in sales and entrepreneurship, Eric shares his journey from starting with small ventures, like mowing lawns, to becoming a founder of successful startups, including RevBoss.

Three Key Quotes:

1. "Just be nice and be helpful and be yourself." - Eric reflects on his early sales lessons.
2. "It's not a straight line either." - On the ups and downs of sales and entrepreneurship.
3. "The right message to the right person at the right time." - Eric's mantra for effective marketing.

Summary:

In this episode, Eric Boggs discusses his path to success in sales and entrepreneurship, highlighting the importance of persistence, experimentation, and authenticity. He shares insights from his experiences at startups like Bronto and RevBoss, emphasizing the need to adapt to changing market conditions and find innovative ways to connect with audiences.

Five Key Takeaways:

1. Starting Small Can Lead to Big Things:
   • Eric began his career with a lawn-mowing business at age 15.
   • His early jobs taught him essential sales skills, like networking and customer service.
   • Small ventures can ignite an entrepreneurial spirit that grows over time.
2. Adapt and Innovate to Succeed:
   • Eric shared how RevBoss evolved through three major pivots to stay relevant.
   • Experimentation, like trying new content on LinkedIn, is key to finding what works.
   • Flexibility helps businesses navigate challenging times and market shifts.
3. Building a Brand Through Authenticity:
   • Personal branding on platforms like LinkedIn is more effective than promoting a business brand.
   • Sharing genuine stories and experiences helps build a stronger connection with the audience.
   • Customers are more likely to engage with people than with companies.
4. Persistence is Crucial in Sales and Entrepreneurship:
   • Eric describes the highs and lows of sales, from frequent rejections to the excitement of a win.
   • Patience and resilience are essential for navigating the uncertainties of the business.
   • Every "no" is an opportunity to refine your approach and find the next "yes."
5. Right Message, Right Audience, Right Time:
   • Effective marketing requires understanding your audience deeply and personalizing communication.
   • Focus on targeted, segmented audiences rather than casting a wide net.
   • Aligning the message with the audience's needs increases the chances of conversion.

Our guest is Todd Brengel the Chief Revenue Officer at The Muse, an employment branding company. With over eight years at Snagajob, Todd shares his journey from considering medical school to becoming a leader in sales. He also serves as a sales coach at Harvard Business School, guiding MBA students on the fundamentals of sales.

Episode Summary:

Todd Brengel shares his unexpected journey into sales, highlighting his experiences at Snagajob and his current role at The Muse. He emphasizes the importance of a strong company culture, sales coaching, and taking career risks. Todd also coaches Harvard MBA students on sales, sharing his passion for mentoring future leaders.

5 Key Takeaways:

1. Embracing Unexpected Paths:
   • Todd initially planned to attend medical school but found his passion in sales.
   • His first job in sales was at Snagajob, a decision influenced by exploring career options.
   • Embrace unexpected opportunities that align with your interests.
2. Importance of Sales Coaching:
   • Effective sales coaching involves leaders who are invested in their team's success.
   • Coaching should be data-driven, focusing on individual strengths and areas for improvement.
   • A culture of continuous feedback and improvement is essential for team growth.
3. Building a Strong Culture:
   • Todd highlights the importance of a positive company culture in driving success.
   • A strong culture involves transparency, mission alignment, and support for personal growth.
   • Companies that invest in their people create environments where sales professionals can thrive.
4. Navigating Career Changes:
   • Sales professionals should be open to new experiences and consider long-term career goals.
   • Todd advises doing thorough research on potential employers, especially in the startup environment.
   • It's okay to take risks and learn from roles that don't work out as planned.
5. Keys to Successful Sales Leadership:
   • Sales leaders should be hands-on, supportive, and skilled in coaching and development.
   • Promoting from within should focus on individuals who demonstrate leadership qualities and team orientation.
   • Leadership isn't just about individual success but about building and supporting a strong team.

Our guest is Oz Merchant an entrepreneur with a background in sales, e-commerce, and startups. He is the founder of EcomSellersHQ.com, a platform that helps e-commerce sellers connect with necessary resources like software, funding, agencies, and consultants. Oz's journey began with selling copiers and evolved through various sales roles, eventually leading him to work with startups and launch his own business.

Summary

In this episode, Vince Beese speaks with Oz Merchant about his journey from selling copiers to becoming an entrepreneur. They discuss the challenges and opportunities in the e-commerce space, the role of AI in sales, and the evolving landscape of business communication. Oz shares insights into his experiences with startups and how technology is changing the sales profession.

Key Takeaways

1. The Importance of Storytelling in Sales
   • Storytelling helps in making complex products relatable to potential customers.
   • A good story can connect with customers emotionally, making the sales pitch more memorable.
   • Sharing relatable examples, like the Katrina story, can clarify the product's value and relevance.
2. Adapting to Technological Advances
   • AI and remote work are changing the dynamics of the sales profession.
   • Embracing technology can enhance productivity and streamline processes.
   • Salespeople need to focus on building relationships and adding human value where technology can't.
3. Entrepreneurship and Startup Culture
   • Startups require a flexible mindset and the ability to wear multiple hats.
   • Entrepreneurial spirit is about being part of a creation process and contributing to growth.
   • Startups offer the opportunity to make significant impacts compared to being part of a large organization.
4. The Evolution of Business Communication
   • The next generation is communicating through diverse platforms beyond traditional email.
   • Understanding and adapting to new communication styles is essential for future business interactions.
   • Sales and customer service roles might evolve with AI, focusing more on strategic interactions.
5. Personal and Professional Growth
   • Oz Merchant's journey reflects the importance of learning from various roles and industries.
   • Each experience, from selling copiers to launching startups, contributes to personal development.
   • Embracing challenges and changes in one's career path can lead to unexpected and rewarding opportunities.

Our guest is Chris Leithe is a sales consultant and co-founder of Audience Acceleration Labs. He transitioned from a premed path to sales and entrepreneurship, finding his passion for helping companies scale and develop leadership skills.

Summary

In this episode, Vince Beese interviews Chris Leithe about his journey from premed to sales consultancy, emphasizing the importance of empathy in leadership and sales. Chris shares insights into building audiences on social platforms and discusses the role of content in creating connections and driving sales success.

5 Key Takeaways

1. The Importance of Empathy in Leadership
   • Empathy is crucial for understanding team dynamics and improving communication.
   • Leaders should be transparent and vulnerable to build trust with their teams.
   • Empathy helps in recognizing and addressing the challenges faced by sales teams.
2. Building a Successful Sales Team
   • It's essential to align the sales team's culture with proactive and positive attitudes.
   • Collaboration and feedback from team members are vital for continuous improvement.
   • Understanding the specific needs and motivations of sales reps can lead to better outcomes.
3. Transitioning Careers and Finding Passion
   • Chris’s transition from premed to sales highlights the importance of pursuing one's passion.
   • Being open to new experiences can lead to unexpected and fulfilling career paths.
   • Passion for the product or service is a significant driver of sales success.
4. Developing an Effective Sales Funnel
   • Combining inbound and outbound strategies can optimize lead generation.
   • Data-driven insights can enhance the quality of leads and improve conversion rates.
   • Building a strong marketing team is critical for creating a robust sales funnel.
5. Leveraging Social Media for Sales Growth
   • Content creation is key to building a loyal audience on social platforms.
   • Providing valuable information and building trust can lead to sales opportunities.
   • Influencer partnerships and audience engagement are effective strategies for modern sales.

Our guest is Devin Williams, the VP and GM of the Americas for LaunchDarkly, a late-stage startup with $150 million in annual revenue and around 6,000 customers globally. Devin is also deeply involved in "People First Professionals," a networking group focused on career development through soft skills like emotional intelligence. He shared insights from his career journey and leadership experiences in sales.

Summary:
In this episode, Vince Beese talks with Devin Williams, VP and GM of the Americas at LaunchDarkly, about his career in sales, the importance of emotional intelligence, and building a community at SalesHQ. Devin shares his insights on leadership, hiring, and creating a supportive sales culture.

5 Key Takeaways:

1. Community in Sales:
   • SalesHQ's Unique Environment: SalesHQ provides a unique co-working space for sales professionals to collaborate and network.
   • Events and Networking: Regular events, including live podcasts and networking sessions, enhance community bonds.
   • In-Person Collaboration: Face-to-face interactions offer a richer experience compared to virtual meetings.
2. Emotional Intelligence in Leadership:
   • Empathy as a Superpower: Devin emphasizes the importance of empathy in building strong customer relationships.
   • Start with Why: Understanding personal motivations helps in retaining and developing team members.
   • Creating Safe Spaces: Providing a safe environment for employees to express themselves fosters trust and growth.
3. Building a Successful Sales Career:
   • Early Sales Experience: Starting as a BDR at BMC Software helped Devin develop essential sales skills.
   • Learning from the Best: Being trained by top industry leaders set a strong foundation for Devin's career.
   • Grit and Resilience: Success in sales often requires persistence and the ability to handle rejection.
4. Effective Hiring Practices:
   • ICE Framework: Devin uses the ICE (Intelligence, Character, Coachability) framework to evaluate candidates.
   • Reading Resumes: Properly interpreting resumes to identify potential red and yellow flags.
   • Evidencing Skills: Asking candidates for tangible evidence of their skills during interviews.
5. Leadership and Development:
   • Fulfillment through Mentorship: Helping others succeed in their careers can be more rewarding than personal achievements.
   • EQ in Management: Incorporating emotional intelligence into management practices leads to more motivated and successful teams.
   • Adaptable Leadership: Being able to coach and develop individuals based on their unique strengths and needs.

For more information about SalesHQ, visit saleshq.co. Tune in to hear more about Devin's journey and insights in the full episode.

Our guest is Ari Gardner, a sales leader at Molo / Storable, shares his journey from aspiring rock star to seasoned sales professional. He discusses his role in leading remote teams, the unique challenges of selling in the marine industry, and the significance of creating a collaborative sales organization.

Key Quotes:

1. "Sales is one of those things that finds you. Most people don't grow up saying they want to be a salesperson."
2. "I love challenging folks and being persuasive... finding ways to make people understand this is the right place for them."
3. "You've got to have a clear vision, passion, and skill. That's where rehearsal comes into play."

Episode Summary: Ari Gardner, a sales leader at Storable, discusses his transition from music to sales, the importance of a collaborative sales environment like Sales HQ, and the challenges of leading remote teams in the niche marine market. He emphasizes the need for vision, passion, and skill in sales success.

5 Key Takeaways:

1. The Importance of Sales Communities:
   • Remote work can be isolating for sales professionals.
   • Collaborative spaces like Sales HQ replicate the traditional sales floor environment.
   • Networking and community events are crucial for motivation and collaboration.
2. Transitioning Careers:
   • Sales often finds individuals rather than the other way around.
   • Diverse backgrounds, like music or media, can lead to successful sales careers.
   • Skills from previous careers, such as performance and persuasion, are valuable in sales.
3. Sales Leadership:
   • Effective sales leadership requires a balance of vision, passion, and skill.
   • Training and development are akin to band rehearsals – essential for success.
   • Leaders should be data-driven and supportive, ensuring fair and realistic quotas.
4. Outbound Sales Strategies:
   • Phone calls remain a powerful tool for reaching certain markets.
   • Understanding and adapting to your market's communication preferences is crucial.
   • Building value and maintaining clear communication can reduce issues like ghosting.
5. Adapting to Market Changes:
   • The pandemic has reshaped various industries, including the marine market.
   • Digital transformation and market consolidation present new opportunities and challenges.
   • Sales strategies must evolve to meet the changing needs and behaviors of buyers.

Thank you for listening. Your host Vince Beese. Check out Sales HQ, a co-selling community for remote sellers and sales teams.