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Hey Salespeople

Updated 3 days ago

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Sales is an art and a science. Join Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, as he interviews the brightest minds in modern sales to bring you immediately actionable advice. If you have a passion for sales, are looking to further your career, or just want to hear some great, practical tips, this is the podcast for you.

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Sales is an art and a science. Join Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, as he interviews the brightest minds in modern sales to bring you immediately actionable advice. If you have a passion for sales, are looking to further your career, or just want to hear some great, practical tips, this is the podcast for you.

iTunes Ratings

64 Ratings
Average Ratings
60
1
0
1
2

Podcaster

By Ellerunner - Jan 03 2020
Read more
Thank you for providing this podcast so that we can conveniently learn on the road or at the airport! I always come away learning a new prospective from the conversations with you and your guests. Excellent interviewer with talented guests. I appreciate Salesloft for sponsoring so we do not have to listen to commercials.

Sales insights

By Mgmeinert - Jun 20 2019
Read more
Amazing sales stories and tips from true market professionals

iTunes Ratings

64 Ratings
Average Ratings
60
1
0
1
2

Podcaster

By Ellerunner - Jan 03 2020
Read more
Thank you for providing this podcast so that we can conveniently learn on the road or at the airport! I always come away learning a new prospective from the conversations with you and your guests. Excellent interviewer with talented guests. I appreciate Salesloft for sponsoring so we do not have to listen to commercials.

Sales insights

By Mgmeinert - Jun 20 2019
Read more
Amazing sales stories and tips from true market professionals
Cover image of Hey Salespeople

Hey Salespeople

Latest release on Sep 17, 2020

Read more

Sales is an art and a science. Join Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, as he interviews the brightest minds in modern sales to bring you immediately actionable advice. If you have a passion for sales, are looking to further your career, or just want to hear some great, practical tips, this is the podcast for you.

Rank #1: An Unscripted Conversation about Scripting Your Sales Process with Collin Cadmus

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Scripting the sales process is a hot topic — one that Collin Cadmus knows very well. His thoughts on the ways companies should strategize sticking to their playbook have evolved from his first sales role at Single Platform to his current position as VP of Sales at Aircall. Jeremey talks with Collin about the way effective senior reps may influence your script, the difficulty of being 100% rigid with your pitch, and why posting tips on LinkedIn isn’t as corny as you may think. Visit SalesLoft.com for show notes and insights from this episode. 

Jan 23 2020

27mins

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Rank #2: Transforming Sales Management with Belal Batrawy

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Belal Batrawy, founder of the norm-defying hashtag #deathtofluff, is on a mission to change the “hustle and grind” mentality of sales into a healthier mindset. Jeremey asks Belal about the key questions to ask when vetting a position, why the challenges of sales management is such an important topic, and the potential problems with promoting top-performing sales reps to manager. Visit SalesLoft.com for show notes and insights from this episode.

Mar 12 2020

19mins

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Rank #3: The Secret Sauce for Sales Success with John Barrows

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John began his career selling power tools, but today he teaches some of the top sales teams in the world how to sell better. In this episode, Jeremey and John talk about how to NOT make your life harder and applying A/B testing to every aspect of your process.

May 30 2019

28mins

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Rank #4: Perfecting the Sales Formula with Henry Schuck

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On this special episode of the Hey Salespeople podcast, we not only have a guest but also a guest host. SalesLoft’s CEO Kyle Porter sits down with Zoom Info and DiscoverOrg’s CEO Henry Schuck to discuss how to scale a sales organization. The two share tips on everything from hiring and demos to email optimization and getting in on the ground floor as executives. You won’t want to miss Jeremey Donovan’s five takeaways from Kyle and Henry’s conversation.

Sep 12 2019

28mins

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Rank #5: The Importance of Grit and Finding the Right Culture Fit with Michael Arrieta

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Michael Arrieta began his sales career going door-to-door with CUTCO knives, but quickly added Chief of Staff at Dell to his resume. Less than 10 years later he became DocuSign’s Vice President of Communications, Media, Utilities, & Energy. In this episode, Jeremy and Mike walk through the key lessons that he learned while navigating his career ladder and discuss the strategy behind moving from mid-market to enterprise. (Spoiler: it’s all about who you hire.) 

Jun 27 2019

30mins

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Rank #6: 30 Minutes in Sales Nerd Heaven with Peter Kazanjy

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Peter is well-known for founding the Modern Sales Pros (MSP) community, but did you know he founded a talent search engine and sold it to Monster? In this episode (dubbed a ‘sales nerd explosion’), the duo discusses everything from the concept of ‘selling ice to an Eskimo’ to a pipeline for hiring to the necessity of sales math in modern sales. 

May 30 2019

30mins

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Rank #7: People Don’t Buy Drills, They Buy Holes with Anthony Iannarino

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Anthony Iannarino is well-known for his sales leadership, but Jeremey digs deep into his four levels of sales. Learn why level 4 - the trusted advisor - really is the holy grail, and the reason you still need the prior 3 levels. 

Aug 01 2019

34mins

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Rank #8: How to Close Mega Deals with Jamal Reimer

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When Jamal Reimer was a rookie salesperson, he couldn’t even begin to imagine closing a $10 million deal. Fast forward to today, and this strategic account manager at Oracle underwent a massive mindset shift, closed multiple $50,000,000+ deals, and created the Mega Deal Secrets Masterclass. Tune in to learn Jamal’s insights on how to close mega deals, an uncovered topic of discussion for the Hey Salespeople Podcast until now. Visit SalesLoft.com for show notes and insights from this episode. 

Jan 07 2020

24mins

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Rank #9: Storytelling Translates to Selling New Solutions with John Kearney

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John Kearney, Director of Go To Market Strategy at Aventri, comes on the Hey Salespeople Podcast to talk about a first-time topic for the show: how to enable sellers to sell new solutions. Whether those solutions arise due to internal product development or acquisitions, John and Jeremey discuss how storytelling plays a key component in a seller's strategy. Visit SalesLoft.com for show notes and insights from this episode.

Mar 03 2020

23mins

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Rank #10: The Wisdom of Chris Orlob with Chris Orlob

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In this milestone 50th episode of Hey Salespeople, Chris Orlob and Jeremey talk about what it really means for sales to be a chainlink system. With Chris being the Senior Director of Product Marketing at Gong.io, one of the leading conversational intelligence platforms, we couldn’t let him leave without discussing a healthy dose of fascinating sales stats. Visit SalesLoft.com for show notes and insights from this episode.

Dec 03 2019

29mins

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Rank #11: At the Core of Culture with Brian Trautschold

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How are great sales cultures built? Brian Trautschold is the Co-Founder and Chief Operations Officer at Ambition and has a pretty impressive track record of building great cultures at numerous organizations. He shares the key indicators of strong and struggling company cultures and how it all boils down to alignment, accountability, and authenticity.

Oct 24 2019

27mins

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Rank #12: Small Improvements, Big Impact with Jacco van der Kooij

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In this episode, Winning By Design’s founder, Jacco van der Kooij, talks about who is really responsible when sales teams don't make quota... and it's not the rookie reps. Jacco challenges our way of thinking about hiring philosophy, quota attainment, customer success compensation, and the incremental improvements you can make right now. Listen to learn those 3 sales methodologies salespeople need to master… and be able to switch between in 5 mins of a sales call.

Sep 05 2019

36mins

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Rank #13: Alignment in Account-Based Selling with Jon Miller

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According to Engagio’s CEO and Co-Founder Jon Miller, the relationship between marketing and sales should be less of a lead handoff and more of a soccer game. Jon shares his actionable advice on how to bridge the gap and encourage open communication for selling success. In this episode, Jon and Jeremey discuss the evolution of account-based selling and how it has changed the way that sales and marketing should work together.

Oct 29 2019

22mins

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Rank #14: Respect the Process but Call the Shots with Dave Gerhardt

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Dave Gerhardt, the Vice President of Marketing at Drift, takes on a touchy topic: How do you sell to people when you know they don’t want to be sold? Dave and Jeremey go down some interesting avenues that bring listeners into the land of social psychology. Visit SalesLoft.com for show notes and insights from this episode.

Dec 10 2019

23mins

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Rank #15: The Future of the Phone Call with Dan O'Connell

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Does the phone call have a place in today’s digital world? DialPad’s Chief Strategy Officer Dan O’Connell thinks it does, and its role will expand as technology advances. In this episode of the Hey Salespeople Podcast, Dan reveals how phone calls and call recording can enhance your sales process. He also talks about his path to senior management and shares the leadership advice he’s learned along the path. 

Aug 29 2019

27mins

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Rank #16: Homework Equals Huge Dividends with Dan Dawson

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Dan Dawson wants to be challenged. As the Senior Partner and Chief Sales Officer at Force Management, that means being an expert consultant on what issues buyers are trying to solve - even before they do. In this Hey Salespeople episode, Dan and Jeremey discuss the benefits of doing your homework before getting in the room with a prospect. Visit Salesloft.com for show notes and insights from this episode.

Nov 19 2019

21mins

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Rank #17: Bringing Integrity Back to Sales with Becc Holland

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Becc Holland, head of sales development at Chorus.ai, is so passionate about sharing her successful personalization methodology with SDRs that she’s created a video series called Flip the Script to do just that. Becc and Jeremey explore her ideas about the predication of great emails, why she doesn’t necessarily view LinkedIn as a place to prospect, and how psychographic principles can bring integrity back to sales. Visit SalesLoft.com for show notes and insights from this episode.

Feb 27 2020

30mins

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Rank #18: 2020 Strategic Planning with Sarah Rochkind

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As the end of the decade fast approaches, Sarah Rochkind, Director of Mid Market & SMB Sales at Axiom, breaks down the kinds of questions everyone in sales should be reflecting on. Sarah and Jeremey hold a magnifying glass up to weighty topics like territory strategy, career pathing, and organizational complexity. Visit SalesLoft.com for show notes and insights from this episode. 

Dec 26 2019

24mins

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Rank #19: Accountability Isn't Dirty or Demotivating with Mike Weinberg

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Mike Weinberg, an expert who has written multiple books on the art of sales, has walked the walk over his career in roles such as VP of Sales, Director of Sales, and Regional Sales Manager. Known for his bluntness, Mike covers a lot in this Hey Salespeople episode, including: what constitutes sales management malpractice, the thing he’s constantly reminding sales leaders and managers of, and why Gary Vee’s message in content may not be applicable to the average B2B salesperson. Visit SalesLoft.com for show notes and insights from this episode. 

Dec 19 2019

21mins

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Rank #20: What’s So Different About Sales in the UK? with James Ski

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James is the founder of the UK’s largest professional organization for salespeople, Sales Confidence. Is sales in the UK all that different than in the US? James and Jeremey sat down to compare and contrast the two approaches. They cover everything from GDPR to delivering value on the first call.

May 30 2019

30mins

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Why Sales Leaders Should Follow the Data with Lori Richardson

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Lori Richardson is the CEO of Score More Sales, Founder and President of Women Sales Pros, and a top sales influencer on LinkedIn. Much of her work is focused on assessing and evaluating salespeople and sales leaders. In this podcast, Lori and Jeremey talk about predictive factors for job performance, what it means to hold salespeople accountable, why it’s so important to make data-based decisions, and more. Visit SalesLoft.com for show notes and insights from this episode.

Sep 17 2020

16mins

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Scaling a Sales Organization and Building Your Personal Brand with Justin Welsh

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Justin Welsh is the former CRO of PatientPop, where he helped grow revenue from nothing to $50 million. Today, he advises and consults for small-to-midsize SaaS companies. In this episode, Justin and Jeremey talk about lessons Justin learned in starting as a VP of Sales with just one rep all the way to growing and leading a successful sales organization. Listen in as they discuss what Justin looked for in the hiring process and why it’s important for salespeople to build their own brand. Visit SalesLoft.com for show notes and insights from this episode.

Sep 15 2020

17mins

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How to Give Back as a Busy Sales Professional with JC Otero

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JC Otero is Manager of Sales Development at Informatica, a company that delivers enterprise data integration and management software, powering analytics for big data and cloud. In this episode, JC and Jeremey talk about how busy sales professionals can use their skills to make a difference in their communities. Get inspired as they discuss JC’s volunteer experience teaching financial literacy to at-risk middle school children, helping build the largest deaf empowerment NGO in Kenya, and more. Visit SalesLoft.com for show notes and insights from this episode.

Sep 10 2020

17mins

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Sales Leadership in a Hypergrowth Environment with Dave Wilner

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Dave Wilner is CRO of Auth0, the first identity management platform for application builders that serves up more than 100 million logins a day. In his time with the company, Dave has helped scale Auth0 from $800,000 to over $100 million in revenue. Listen in as Dave and Jeremey discuss everything from growing a sales organization to customer success to 360-degree management and the right time to delegate. Visit SalesLoft.com for show notes and insights from this episode.

Sep 08 2020

23mins

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RevOps Strategy in Uncertain Times with Franco Anzini

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Franco Anzini is VP of Revenue Operations at Malwarebytes, a leading cybersecurity platform. In this podcast, Franco and Jeremey talk about how to adapt to constant market fluctuations in the time of COVID. Listen in as they discuss solving marketing and sales alignment issues, B2B versus B2C challenges during COVID, and maintaining an optimization mindset in uncertain economic times. Visit SalesLoft.com for show notes and insights from this episode.

Sep 03 2020

17mins

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Omnichannel Prospecting Done Right with Mario Martinez Jr.

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Mario Martinez Jr. is CEO and founder of Vengreso, a digital sales training company helping B2B sales teams create more conversations with qualified buyers. In this podcast, Mario and Jeremey talk about the new normal for sales and how omnichannel prospecting can help sellers reach buyers now. Listen in as they discuss tips for improving your social selling efforts, booking meetings, and how to be irresistible with video. Visit SalesLoft.com for show notes and insights from this episode.

Sep 01 2020

17mins

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How Emotional Intelligence Supports Hard Selling Skills with Colleen Stanley

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Colleen Stanley is President and Chief Selling Officer at SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. Colleen is an acclaimed sales expert, author, and keynote speaker. In this podcast, she and Jeremey discuss the importance of a learning attitude, the key characteristics of emotional intelligence, and how cultivating the right soft skills helps salespeople execute hard selling behaviors. Visit SalesLoft.com for show notes and insights from this episode.

Aug 27 2020

23mins

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Your First 90 Days as a Sales Leader with Michael Watkins

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Michael Watkins is co-founder of Genesis Advisors, a leadership development firm, and a professor at the IMD Business School in Switzerland. He’s also author of The First 90 Days: Critical Success Strategies for New Leaders at All Levels. In this special episode, Michael joins Steve Goldberg, SalesLoft’s new CRO, as they discuss how to navigate your first 90 days as a sales leader. Whether you’ve received a promotion, moved to a different company, or even transitioned to a newly created role, there’s something in this podcast for you. Visit SalesLoft.com for show notes and insights from this episode.

Aug 25 2020

20mins

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Selling Complex Products and Asking the Hard Questions with Mary Grothe

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Mary Grothe is the CEO of Sales BQ, an outsourced RevOps firm. She helps rebuild sales and marketing departments profitably. In this podcast, Mary talks about selling complex products (enterprise software, anyone?), the importance of transparency with buyers early on, and how to embrace the unique qualities of your top-performing sales reps. Listen in as Mary and Jeremey discuss these topics and what it looks like to build playbooks that help sales teams improve their strategy and processes. Visit SalesLoft.com for show notes and insights from this episode.

Aug 18 2020

22mins

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True Account-Based Strategy and Asking the Right Sales Questions with Clay Bentley

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Clay Bentley is the VP of Sales at Metadata, a B2B demand generation platform that performs the most critical functions of your ABM programs. In this podcast, Clay and Jeremey talk about everything from adjusting your ICP in account-based marketing to building sales organizations. Listen in as they discuss why account-based strategy needs to support the full customer lifecycle and how to have better sales conversations about the everyday, tactical concerns that resonate with buyers. Visit SalesLoft.com for show notes and insights from this episode.

Aug 13 2020

20mins

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How AI Will Change the B2B Buying Experience with Jim Dickie

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Jim Dickie is a Research Fellow at Sales Mastery and one of the original founders of CSO Insights. In this podcast, he shares examples of companies creatively using AI in their sales processes today and discusses how advancements in the Internet of Things (IoT) will have implications on the B2B buying experience. Listen to Jim and Jeremey discuss how AI and IoT will change the dynamic between buyers and sellers, transforming salespeople from vendors into collaborators and co-creators of solutions. Visit SalesLoft.com for show notes and insights from this episode.

Aug 11 2020

22mins

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From Restaurants to RevOps: Sales Leadership Lessons with Bradford Shannon

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Bradford Shannon is not your average RevOps professional. With an unusual career path that led him from the restaurant industry to tech, Bradford has a unique perspective on the intersection of customer service, support, and optimizing sales team processes. Now a Technical Project Manager at Citrix, Bradford promotes sales effectiveness with tools and systems to support the digital sales team. In his discussion with Jeremey, Bradford shares the circuitous but intentional path that brought him to Citrix, and reviews the critical elements of the tech stack lifecycle. Visit SalesLoft.com for show notes and insights from this episode.

Aug 06 2020

18mins

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Secrets of Success Among the Top 1% Sellers with Scott Ingram

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What does it take to be in the top 1% as a salesperson? If anyone should know, it’s Scott Ingram. Scott is the founder and CEO of Sales Success Media and hosts the Sales Success Stories Podcast where he interviews the top 1% of sales professionals. He also serves as Account Director at Relationship One. Aside from being hyper-focused, Scott has identified two patterns of success in the reps he’s interviewed. Throughout his conversation with Jeremey, Scott also shares his thoughts on where so-called “success predictors” can fail and even mislead. Visit SalesLoft.com for show notes and insights from this episode.

Aug 04 2020

19mins

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Surviving Vs. Thriving with Stepp Sydnor

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When times are tough, it’s easy for us to fall into survival mode and deliver suboptimal results. But what does it take to make the switch from surviving to thriving? Stepp Sydnor has some answers. Stepp, CEO of Stepp Sydnor Training Solutions, has made a career advising salespeople — and Fortune-500 CEOs — on how to identify survivors and help them behave more like thrivers. Jeremey and Stepp discuss some of the common quota-killing habits of survivors, like reactivity and repetitiveness, and map out more adaptive behaviors that help thrivers sell in any condition. Visit SalesLoft.com for show notes and insights from this episode. 

Jul 28 2020

22mins

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Promoting Women in Sales with Ryan Bott

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Ryan Bott, Global Vice President of Inside Sales at Sodexo, has worn many hats over the years. That’s why his conversation with Jeremey is so dynamic: Ryan explains the advantages of channel sales, highlights the importance of cadence, and tells a story about an innovation that led to the iPhone. He closes the conversation with an informative and inspiring message about the incredible changes that occurred at his company as a result of their initiatives to prepare women for leadership positions. This one’s a can’t-miss!

Jul 23 2020

25mins

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How to Stop Killing Deals with George Brontén

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George Brontén just came out with a book for all of us called Stop Killing Deals. As CEO and Founder of Membrain, a sales enablement CRM, George has learned a thing or two about behaviors that lead to success in sales. He starts his conversation with Jeremey by correcting some bad assumptions salespeople make - such as “buyers and sellers are logical” - before diving into his views on the future of AI in sales. Visit SalesLoft.com for show notes and insights from this episode. 

Jul 21 2020

29mins

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The Ins and Outs of Empathy with Anita Absey

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Anita Absey learned the power of empathy over the course of her career. Today, as Chief Revenue Officer at LRN, Anita uses empathy every day to keep her team engaged and healthy, and also to make customers feel understood. After detailing how empathy informs her work, Anita regales Jeremey with tales of her career progression and lessons she learned along the way. Visit SalesLoft.com for show notes and insights from this episode. 

Jul 16 2020

19mins

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Understanding the Current State of 3PL in China with Brian Miller

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If you’re only reading about China in the news, you may not have a clear idea of exactly what’s happening on the ground. Brian Miller, CEO of Easy China Warehouse, has been watching it all live from Shenzhen, and has some on-the-ground info to share with Jeremey. Brian updates Jeremey on how his life and his 3PL company have been affected by the virus. Though none of us have defeated the virus, Brian finds the enduring optimism of the Chinese very energizing! Visit SalesLoft.com for show notes and insights from this episode.

Jul 14 2020

21mins

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Game-Changing Adjustments for Selling during the Pandemic with Nadia Rashid

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Even as the economy begins to recover, sales orgs are still constantly modifying how to manage their customer bases. Everyone’s still in “survival mode,” and Nadia Rashid from Seismic believes that the key to any sales org’s success is positioning their company as a long-term partner to prospects and existing clients. This approach led her, as VP of East-Enterprise and Mid-Market Sales, to find ways to keep her reps motivated and empathic toward customers. Eager to share what she’s learned, Nadia sprinkles bits of gold throughout her conversation with Jeremey. Visit SalesLoft.com for show notes and insights from this episode. 

Jul 09 2020

22mins

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Transitioning Global SDR Teams to Remote with Kent Venook

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By now, video calls and virtual team meetings are the new normal. And while transitioning from in-office work to WFH required making more adjustments than simply using Zoom, Kent Venook was ready. As Vice President of Global Sales Development at Talkdesk, Kent had already developed effective methods of remotely hiring and onboarding new SDRs -- the pandemic just made him get a little more creative with how he applied what he already knew to his SDR team. In this episode, Kent shares tactics he has found successful, such as promoting video-call power-hours and creating engaging check-ins. Visit SalesLoft.com for show notes and insights from this episode. 

Jul 07 2020

21mins

Play

iTunes Ratings

64 Ratings
Average Ratings
60
1
0
1
2

Podcaster

By Ellerunner - Jan 03 2020
Read more
Thank you for providing this podcast so that we can conveniently learn on the road or at the airport! I always come away learning a new prospective from the conversations with you and your guests. Excellent interviewer with talented guests. I appreciate Salesloft for sponsoring so we do not have to listen to commercials.

Sales insights

By Mgmeinert - Jun 20 2019
Read more
Amazing sales stories and tips from true market professionals