The Goats of Growth

My guest today is Mike Restivo, the Chief Revenue Officer for Bullhorn, the global leaders in software for the staffing industry. In this episode we cover a varety of topics ranging from : -The business plan he wrote in college that started it all -What it was like to be one of the first employees and why he almost quit -How is inflated ego prevented him from getting promoted sooner -Stragetic decisions he made to drive gowth and expansion -Transtioning from VP to CRO All that and more in this episode.

My guest today is the Andre Riley, the CRO of iHire, a platform that uses innovative technology to connect industry-focused and career-minded candidates with employers across 57 talent communities. Andre is a top-performing SaaS Revenue & Growth Leader with a proven track record of achieving hypergrowth revenue targets through aggressive sales and marketing initiatives that deliver market share and market penetration. In todays episode we cover topics ranging from: - Increasing brand recognition -Making chages to the go-to-market motion - How different channels can attract new prospects - Executing assessment plans to have foresight into future decisions - Organizational alignment in data, KPI's, and executing targets - How to determine price point for the market and the framework behind it - How the right data will allow you to measure growth so you can plan accordingly - Why key attributes of growth minded salespeople leads to successful sales teams - Creating expansion opportunities within your customer base.

My guest today is the Brendon Bornancin, the CEO and inventor of Seamless AI, which delivers the worlds best sales leads using AI. He is also a motivtional speaker and the author of 4 best selling books, including "Whatever It Takes". In todays episode we cover: - How being put on a performance plan was the catalyst to everything - The orgins of Seamless A.I. and the moment he broke down and cried as he was trying to get it built - Why email lists are so effective - The data needed to scale revenue - Maximizing customer retention and why that's so important - The strategic decision behind pricing so he could get as many people paying for it as possible All that and more on this epsidode, which is a story about grit, resliency, and growth.

My guest today is Steven Messer, who is a serial entrepreneur and the Co-Founder of Collective[i], which provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration. Prior to Collective [i], he co-founded Linkshare, an affiliate marketing service provider, which eventually sold to Rakuten for a $425 million. In todays episode we cover: -How Collective[i] is like Waze for sales -Why companies that just use their own data are missing a big piece of the puzzle -How AI and data can be used to exponentially increase the odds of winning a deal -The power of reference, referrals, and warm introductions -The difference between digital sellers and traditional sellers and why 74% of buyers don't want to deal with sellers at all If you want to know what the future of b2b/enterprise sales looks like, you've got to listen to this entire interview.

My guest today is Ken Ferguson, the CRO of Virtualitics, which offers innovative next generation enterprise AI, machine learning, and 3D data visualization solutions. Ken has a proven track record of success as a revenue leader and enjoys building teams and solving complex problems. In todays episode we discuss how differentiantion can and should be used as a go-to-market strategy, along with other topics such as: Surrounding yourself with others that are better than you Understanding the problem you're trying to solve as a company and your unique capabilitities The importance of building resilence and a strong belief system in your product and the process Why creating your own catorgory matters How being different can create the ability to connect with customers Why curiosity wins every time All that and more in this episode.

My guest today is Dustin Gransberry, Vice President of Sales for Pico Mes, which is a factory operations platform built for small and medium size factories. In todays episode we discuss, - Onboarding and developing yourself and your team - Assesing the right candidates. - Micro habits that elevate your skillset in sales - The link between personal growth and sales success - Always remaning curious and finding new ways to do things. Another packed episode full of key points to elevate your game and sharpen your skillset.

My guest today is Denice Sakakeeny, a Corporate Finance Consultant and outsourced CFO that helps executives and investors remove impediments to organizational growth. In todays episode we talk about, Signals of organizational distress indicating layoffs might be coming Highest and best use of company assets Operational excellence as a strategic advantage Economics of a organization Strategic alignment and company direction Micro economic decision making by the leadership teams From finance, to layouts and return on interests, this episode shows a different side of the business and is full of knowledge and value.

My guest, Steven Hoffmen, also known as Captain Hoff, is the CEO and chairman of Founders Space, a global innovation hub for entrepreneurs, corporations and investors with over 50 partners in 22 countries. Captain Hoff is also a venture investor, founder of three venture backed and a bootstrap startups as well as the author of several award winning books. In todays episode you will here how Capt. Hoff and his team brought the the world's first-massively multi-user gaming platform to market despite many setbacks, including almost running out of money. The power of asking the right questions Foundational steps in a startup Tactically refining your pitch as you get rejected by investor after investor Learning to pivot business Importance of leveraging multiple opportunities If you like stories full of setbacks that lead to an ultiimate triumph, you're going to love this episode.

My guest, Dale Brown, is the Chief Revenue Officer at PachyDerm. Pachyderm is the leader in data versioning and pipelines for MLOps and they provide the data foundation that allows science teams to automate and scale their machine learning lifecycle. Dale's vast career has consistently put him at the intersection of sales execution, revenue, product development, and go-to-market results. In todays episode we discuss, Coaching and selling with confidence. Preparation for positive performance. Developing trust within your teams. How to shorten a sales process. The timing in adopting and engaging in new ways. Identifying friction points in a sales process. Outlining deliverables and validating outcomes. Sales, hiring, coaching, data driven performance, outlining outcomes - This episode is full of key insights and value. Let us know your key takeaway from this episode.

Don Hammond, COO at Lightning Fit, the undisputed industry leader in EMS fitness technology, has scaled start-ups from 0 to 8 figures, and from 8 to 9 figures. In this episode we unpack some of the keys to his success. Including: The 3 legs of the stool needed for a start-up to scale. How to build a scalable and repeatable process. The importance of teaching the basics. How VPs can grow into CROs. Hiring good people and setting expectations. Building a winning formula. This episode is PACKED with so much information and can definitely add value to your toolbox whether you're new to the game or already operating at the executive level.

I'm celebrating episode 100 with David Barron, Global Director of Sales, leading teams in North America for HubSpot, the unquestionable pioneers of inbound marketing software and a leading marketing automation. Since it's early days, HubSpot has evolved into much more, including the products that David's team sells, which are HubSpot CMS, Service Hub and Operations Hub. In todays episode we discuss Creating a compensation and incentive based structure. Setting clear expectations for the sales teams. Implementing a hiring philosophy. What to look for when scaling and building a team. The importance of a diverse high performing team. Restructuring onboarding to maximize training. All of that and more! If you're looking to scale and build a diverse, high performing team, this episode is a must listen.

I just finished reading "The Qualified Sales Leader" by John McMahon, 5X CRO at start-ups that IPO'd, and a Board member and Advisor to a number of other notable companies--- which make him the G.O.A.T. If you're a Founder, CEO, Sales Leader, or anyone else in the sales ecosystem, especially if you want to know how the GOATS of Growth lead and scale world-class sales teams, this is a must read. To that end, as an experienced recruiter and interviewer, I've learned to read between the lines and l obsess about what's NOT being said. It helps me recognize patterns of behavior that typically lead to success--or failure. When I read John's book, I took the same approach. It's not a review of the book, or even a summary of the book, but it's focused on the major takeaways I got from the book that weren't always said, but what I understood certain things to mean--especially when identify and recruiting talent. In fact, most people will find my takeaways bland and nothing spectacular--or even new. But that's the point. It shines a big, glaring light on basic, practical, fundamental leadership and management principles that, frankly, a lot of people know, but just don't commit to. There is a tale John tells in the book called "The Fox and the Hedgehog", that illustrates this well. This book starts with the basics, which are a great reminder for all of us.

My guest, John Sheffield, is the 'Vice President of Sales' at Yottaa, which the the leading cloud platform for eCommerce acceleration. In this episode we discuss: Developing sales methodology Behavior traits and successful sales habits Building confidence in your sales team. Sustaining low a attrition rate Evaluating and hiring new team members Overcoming setbacks and encouraging your team The value of intellectual curiosity All of that and more. If you're a sales leader or aspiring to lead a team to success, this episode is for you.

Joe Breen, a senior sales leader who has led start-ups through hyper-growth, including SecureWorks, which grew from $1M to $300M---leading to an eventual acquisition by Dell. Most recently, he led Nuspire, an MSSP, to a 5 year revenue goal in just under 3.5 years, while scaling the sales team from 14 people to 40. In this episode we discuss the strategic decisions he made that had the biggest impact including: The steps he took to simplify the GTM messaging How Nuspire went up market by asking a prospect how to sell to them Repositioning and then rebuilding the sales team His overall approach to leading and managing people Why some sales people struggled and the skills really needed to succeed How to handle the "maverick" on the team How often to evaluate strengths and weaknesses All of that and more in this episode.

My guest, Rouzbeh Rotabi, is the Chief Revenue Officer at Orum, which is a platform for frictionless money movement. He's also a Limited Partner at Stage 2 Capital, a venture capital fund led and backed by elite go-to-market professionals. In the is episode we discuss: The importance of maintaining discipline The big strategic decisions he made shortly after at Orum which took a great deal of discipline How to communicate potentially unpopular disciplined-based decisions How to make discipline part of your culture and operating system How and when he developed self-discipline All that and more in this episode.

My guest, Brent Keltner, is making his second appearance on Over Quota. After this episode, go back and listen to episode 73 where he talks about the 3 pillars of growth acceleration. Brent is the Founder and President of Winalytics, which helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value. Prior to Winalytics he spent 10 years as a revenue leader in early-stage and enterprise companies and 10 years as a PhD Social Scientist at Stanford and the Rand Corporation. He's also the author of "The Revenue Acceleration Playbook: Creating An Authentic Buyer Journey Across Sales, Marketing, and Customer Success" In this episode we discuss what he learned from promoting his book, the impact writing a book had on his business, and the major takeaways that readers of the book have gotten.

My guest,Manuel Rivera, has held leadership roles with global technology and pre-IPO companies managing domestic and international partner programs, alliances, and channel sales. He's currently the Vice President of Global Channel Sales for Constella Intelligence, which provides Digital Risk Protection for some of the world's largest organizations. In the episode we discuss the mechanics of how to build a world-class partner program.

I didn't interview a guest for this episode. Instead, I give a summary of my recent trip to San Francisco at the SaaStr event where 10,000 people got together to network, learn and have fun. It was worth all the time and eevry day. I also give a quick update on The GOATS of Growth, which is a book I'm working. on.

Rob Stevens is one of the people that I consider to be on my personal Board of Directors, who's made some fantastic introductions and opened up others doors along the way–including helping me with getting guests for this podcast. We met on the heels of his successful 7 year run at Kiva Systems, which culminated in a $775M acquisition by Amazon Robotics back in 2012. He then led sales, marketing and business development at 2 more successful start-ups (both acquired) and is now advising other early-stage Founders on their go-to-market strategies. Something I found particularly interesting is how he navigated his way to leading 4 major functions within 5 start-ups, including sales, marketing, product, and professional services. In this episode, we cover how he developed that breadth of skill and what he learned along the way that he is now sharing with his clients.

In this episode you will hear me highlight the 10 most cited traits, mentioned by my guests this year, that are present in top salespeople they've managed. I was reluctant to do it in order of most cited to least cited, because they are all paramount to the success of top sales reps, but I did it anyways to make it more interesting. Over Quota is sponsored by the j. David Group, a retained sales search firm for lean start-ups. If you're looking to hire a sales leader for your next stage of growth, please visit thejdavidgroup.com.

If you're a Founder or an early-stage Sales Leader, you'll appreciate and recognize many of the topics covered in my latest podcast interview with Brian Benedict, Global Vice President of Sales at Narrator. If you aspire to be, on the precipice of, or have just started your journey as an expeditionary sales leader, you'll appreciate learning about the mechanics of what it takes to get the flywheel moving. And, if you're an individual contributor aspiring to, or are currently working for an early-stage start-up, you'll get a sense of what it takes to succeed and the expectations of you in such an environment. Some of the topics we discussed include: GTM StrategyShould you go up market or down market and why?Pricing structureWhat should you be focused on from day oneSecuring the right meeting with the right people How he had 5 meeting set before his first day at one company What should your tech stack include? Creating processes and systems What goes in the playbook? When to iterate or not Who to hire first and why?The challenges founders could experience if they hire for the wrong position first What kind of experience should the first members of the sales team have?Which traits and core competencies should you screen for? How do you assign quota (or not) in the absence of precedent and much data? How to build a repeatable motion When should you scale and how Enjoy the episode.

Teaching and coaching enterprise sales reps to become HIGH-PERFORMING enterprise sales reps is difficult–to say the least. There are many variables to reaching greatness that sales leaders and coaches need to navigate. Is a rep struggling because she doesn't understand the value proposition well enough? Is a rep struggling because he's in a new territory and simply hasn't generated enough activity? Is your go-to-market strategy flawed? The potential roadblocks that can prevent success are overwhelming and endless. With all the various reasons and possible impediments to success, wouldn't it be nice if someone were to distill the complexity of true enterprise sales down to just a few pillars that can be coached and repeated—regardless of which sales methodology you're using? Well, that's what my latest podcast guest, Douglas Cole, Enterprise Sales Leader at LinkedIn, achieved in his new book, The Sales MBA–How to Influence Corporate Buyers. In this episode you'll not only hear when and how to incorporate these core pillars of successful enterprise sales, but you'll also hear him talk about the mental shift CRUCIAL to mastering it all. Here is the link to buy the book on Amazon

(Republished from June 2020.) I recently interviewed Samuel Clemens, Partner at Accomplice VC & Founder of Reprise, which helps customer facing teams capture, edit, and assemble the perfect demo every time. We discussed the 3 types of sales leaders critical to early stage start-up success. The first type is simply founder-led sales because they know the product best and should be able to close the first handful of sales on passion--as long as their is market fit. The second type of sales leader is what he calls the expeditionary sales leader who can help create and define a repeatable playbook. The third type of sales leader is someone that is process based and can take that playbook, refine it, and then scale the sales team. Additionally, he shared the critical attributes needed in each sales leader, the one thing that he thinks really defines an organization's culture, the 3 big mistakes he's made in the past when scaling a sales organization, what sales leaders should NOT do during their Board meetings, and much more.

Whether I'm interviewing a GTM leader on my podcast or confidentially for a retained search, I tend to geek out over the "how" of how success was achieved by my guest. It's like when we first learned long division. It wasn't enough to give the right answer, we had to show the teacher "our work". How we got there, so they know it wasn't simply luck, memory, or a hidden calculator. From onboarding to strategic planning, to compensation models, to playbooks, I could do on and on but how success was achieved—or not, if I'm screening for a client. But sometimes, what we're capable of accomplishing simply comes down to "why" and the traits we have or the traits you don't have. In the case of my most recent guest on Over Quota, Ramsey Al Ramahi, 3 traits that came to my mind as I was analyzing the why behind his accomplishments were, curiosity, desire, and a bias towards action. In this episode, you'll hear how he went from selling Bakluvit (a family recipe) to a tech sales leader in less than 5 years. Yes, we dug into strategy and execution, but those 3 traits, curiosity, desire and a bias for action were the hallmarks, from my assessment, as to why he just accepted a CRO role--achieving yet another professional goal.

Graham Collins has given more than 400 compensation consultations over last 2 years, so I couldn't think of a better guest to have on to learn all the ins and outs of how comp plans and quotas are established. Whether you're a Founder trying to get your arms around hiring your first sales rep, an established sales leader, or a quota carrying AE, you'll learn something from this episode, including: The right ways and wrong ways to structure comp plans Why 50/50 comp plans exist and the underlying math The right and wrong ways to establish quota How to deliver new comp plans and keep your best reps The most common mistake leaders make when building comp plans Why companies don't want all their reps to be at 100% of quota And more!

In this episode you'll hear Brian Kirk's journey from Submarine Warfare Officer, where he was leading as many as 70 Sailors, to MIT, where he got his MBA, to entrepreneur–and all that he learned from that experience–and then into technology sales where he went from BDR to sales leadership in just 6 months! That's the journey. Tactically, you'll hear him discuss why he's made the choices he's made, his new way of communicating since moving into civilian leadership, how he went from BDR to sales leadership so quickly, and the strategies and processes he implements to inspire his teams to achieve more together.

To say Jill Rowley has vision, which, by one definition, is the ability to think about or plan the future with imagination or wisdom, is an understatement.First, early on her career, she saw sales as an avenue to control her own income and destiny. Second, she saw that Salesforce.com would be a great place to launch her sales career when it was just a little-known start-up. Third, she chose to join Eloqua in its infancy (Jill was employee #13) because she saw the power of marketing automation before most did. Then, she saw "social selling" as a powerful go-to-market strategy well before social selling was part of the lexicon. That's vision. So, what does she see next? Ecosystems. She sees ecosystems as the next big shift in the way SaaS companies will win, and playbooks should start to include them--immediately. True, many companies use partnerships as part of their go-to-market strategy, but few look at prospective partnerships as part of an ecosystem to authentically delight and over deliver value for their customers.

Patrick Lynch, a technology sales leader with experience building high-performing teams, says that we have a tendency, as an industry, to overcomplicate things. At the end of the day, it's about discipline, rigor, grit, and focus. As a leader, do you have the team that can help you get the customers you don't have. Simply put, "hire good people and get the hell out of the way".

This episode features Paul Fifield, CEO and Co-Founder of Sales Impact Academy. You'll hear Paul talk about his own journey and the, somewhat painful, experience he had as a revenue leader scaling two previous companies that lead to SIA. You'll also hear why most companies don't make it, and how to properly instrument an organization from the beginning which includes one key hire needed IF you want to scale.

I spoke with the Area VP of Sales at Sky Hive, Janet Rosenthal. After taking a decade off to take care of her family, she struggled to find the perfect fit professionally until she found SkyHive where she leads a team of Enterprise Sales Reps. SkyHive's mission of upskilling talent aligns with Janet personally. Janet also discusses what to look for in hiring the right person, being coachable, and general goal setting to be successful in sales.

In this episode I speak with the VP of Business Development at Video Elephant, K.C. McLeod. K.C. discusses Vyer Films, a company he once founded, what encouraged him to launch it, and the go-to-market strategy used to bring it to life. At Video Elephant, he started with a small team and faced high uncertainty as he took on the 1st business development position. KC discusses learning and developing his personal leadership skills to help build the perfect team through data and research. Today's episode was sponsored by Allego. Allego allows you to record your best sales content for practice, collaboration, and feedback. Allego gives you a way to organize your best content into one place, making it easily accessible to help improve sales performance.

Marci DiGaetano, Head of Global Sales Development at Cyberpion, has a unique and special way she onboards, coaches, and develops her SDR teams. Listen to the holistic approach she takes to onboarding reps, how she builds confidence in her teams, the practical approach every SDR should take if they want to get promoted, and how leading and coaching isn't just a job, but an obligation for her.

In this episode Cherilynn Castleman talks about the painful experiences she had as a business leader that inspired her to start CGI Executive Coaching, how to build high performing teams that are united around one vision, a framework for post-pandemic selling, and how a little inspiration can get people to do extraordinary things.

Brian Cotter, SVP of Global Sales Engineering at Seismic, spoke to me about the critical role Sales Engineers play in the enterprise sales process. An Engineer, by definition, is someone who designs and builds. Brian and his team design and build but not in the way one might assume. In this episode you'll be captivated by what he says are the most critical elements to sell more, more quickly, and with less friction

This week, I was delighted to have Dwight Lawson on Over Quota to discuss some of his daily practices and his position as Head of Sales at Ethena, a startup providing compliance training for modern teams. Dwight's career journey features him within the first 100 people of most of the companies he's worked for. He goes into detail about the impact that can be made in the beginning hiring rounds of a startup and what to expect being in those roles. He also talks about how the importance of authenticity in the workplace and how it's led to success. Play close attention to his time analysis method and the simple way to examine where you are mismanaging your time. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

In this week's episode, I brought on a dynamic sales leader with an engineering past, Bershu Nkwawir. We talk about Bershu's journey from being a technical Engineer to VP of Sales and why he switched. He details the parallels that made it a natural switch while also shedding light on the difficulties he faced approaching sales like an engineer. Since he had a nontraditional path to Sales, he talks about what he learned to onboard other engineers in the Sales space. We also talk about general hiring practices and team-building lessons he learned over time. Bershu expands on the four characteristics he looks for in a sales candidate he believes can't be taught. He then explains the two things managers should do to not own every problem the team has and help grow their team's abilities. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

Today I had the opportunity to talk to Marcus Knight, a seasoned Go-to-Market Strategist and Founder of Cultured Perspective, a black-owned revenue growth consultancy. We deep dive into the reasoning why nontraditional sales candidates are being overlooked, addressing the companies' and candidates' fears. Marcus talks about his growth revenue consultancy and how they use equity strategies and a diverse talent pool to set themselves and their clients apart from the crowd. He gives tactical strategies to manage big initiatives and expectations with a client, and describes what types of problems his consultancy helps resolve for businesses. Marcus also discusses strategies for creating a healthy workplace within his own life, his company, and his client's companies. In addition to giving back to overlooked candidates, he and his son are Co-Founders of a clothing company, Kid Kulture, where he nurtures his son's creativity while educating him on the business side too.

In this episode I interviewed Brent Keltner, Founder and President of Winalytics, a consultancy which helps clients achieve top growth potential by consistently positioning and qualifying buyers at each phase of their journey. Brent emphasizes the importance of playbooks, practice, and team-based learning, which, he says, are the 3 pillars needed for growth acceleration. Listen to the full episode to hear which playbooks growth minded teams should be using, the plays they should be running within each playbook, and the one play that everyone should master to accelerate deal velocity and expand deeper into existing accounts. To go much deeper into this subject and to learn more from Brent, his new book "Revenue Acceleration Playbook" is now available on Amazon. Click here to learn more. You can also reach him directly at [email protected] or here on LinkedIn. Thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

In this episode, Jon Hawkins, CRO of Augmedix, shares the lessons he learned from a company he once Co-Founded, and then eventually sold, how he takes a data-driven approach to sales, how data can help build certainty and confidence throughout his team, and why he doesn't think hiring salespeople with industry expertise is the best approach. To connect with Jon, you can email him at [email protected] Thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

Today, I had the pleasure of speaking with Scott Sambucci to discover the key components of his success as a sales coach, public speaker, best-selling author, and endurance athlete. Having raced in three Ironman Marathons among other events, Scott has adopted a disciplined and regimented lifestyle that he applies to his work mindset, enabling everyday to be well structured with "no wasted miles". With 25 years of enterprise sales experience and assisting startups, Scott has incredible insight into the problems and solutions for individual and company-wide growth, rooted in an attitude of dedication and perseverance. With every question I pose, from hiring strategies to professional roadblocks, Scott has answers and advice that not only benefits your workplace productivity but your approach to accomplishing simple everyday tasks. Want to hear more from Scott Sambucci? Read his book "Stop Hustling, Start Scaling" on salesqualia.com, or reach out to him on LinkedIn at https://www.linkedin.com/in/scottsambucci/. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

For today's episode I invited Deric Peterson, Vice President of Commercial Line Sales at Verisk, whose strong character and willingness to learn helped build a foundation for success, personally and as a sales leader. His advice begins with a look inward, as he promotes what he learned from a mentor who said the best way to reach your full potential is by betting on yourself. Not only does this support self-advocating, but the idea of living presently, to earn your current role rather than worry prematurely about the next steps or the higher position. By instilling this mindset throughout an entire team, you enable a group of sales athletes who play the game without fear of losing and celebrate victories no matter how small. In addition to this already powerful dynamic, incorporate a data-driven core and you have the recipe for an unbeatable company culture ready for anything. Verisk is hiring! Reach out to Deric through LinkedIn, at https://www.linkedin.com/in/deric-peterson/. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more

Culture is a major component in differentiating your company -- what better way to support culture than employee perks? My guest today, Amy Spurling, talks with me about the challenges companies face trying to satisfy employees with unpersonalized benefits and offers a solution for HR and sales teams alike. As Co-Founder and CEO of Compt, Amy is determined to alleviate the pain HR experiences and restructure company compensation for fairness and sensibility's sake. Charismatic and thoughtful, Amy Spurling empowers businesses to craft a culture that cherishes their diversity and rewards the uniqueness of each employee. Have any questions for Amy Spurling? Visit her on LinkedIn at https://www.linkedin.com/in/amyspurling. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, [email protected], so I can personally introduce you to someone on Allego's team who will take great care of you.

My guest for today's episode, Mandy Cole, Founder of Rise Accelerator, answers the valuable questions about evolving companies and constructing the right teams for every step. When to hire is as vital as who to hire for start-ups working to actively avoid risks and bring in the team members with skill sets and experiences that best align with the company's needs. Is there enough market opportunity, consistent revenue production, and customer retention to start hiring? Does your company need to hire flexible leaders or structured workers? There isn't a stage in a company's growth that Mandy doesn't have the key to, and with her expertise, she sure makes scaling seem simple. Have any questions for Mandy Cole? Reach out to her on Linkedin at https://www.linkedin.com/in/mandyhcole/ or through email, at [email protected]. You can also hear more of her at Sales Impact Academy, salesimpact.io. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, [email protected], so I can personally introduce you to someone on Allego's team who will take great care of you.

My guest today is Meghann Misiak, founder of The Path to President's Club, a company built for people like herself who constantly seek the best approach to sales. With an emphasis on mindset, Meghann shares her experience through the difficulties and achievements that lead her to found her company and embrace mindfulness. Whether it be strengthening self-awareness, overcoming insecurities, or pursuing mental clarity, Meghann has all the tricks to avoiding burnout and balancing your cup. Interested in reaching out to Meghann Misiak? Find her on Linkedin at https://www.linkedin.com/in/meghannmisiak/ or book a free geek out session with her through her website pathtopresidentsclub.com. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, [email protected], so I can personally introduce you to someone on Allego's team who will take great care of you.

In the words of my guest today, longevity and success in sales is rooted in your passion for the product, the issues it resolves, and the group it helps. Trina Hymes, Global Vice President of Sales at Talenya, embodies what it means to be a successful sales professional, rooting for her company and believing in its solutions. Profoundly organized and motivated by relationships with people, Trina excels at building teams and challenging recruiters to diversify their team. With her playbook at her side, she is able to document, adjust, and share the methods of effective leadership and scaling a company. Talenya is hiring! Reach out to Trina Hymes for questions about the job or to thank her for joining me today at [email protected] or on LinkedIn at https://www.linkedin.com/in/trinahymes/. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, [email protected], so I can personally introduce you to someone on Allego's team who will take great care of you.

My guest for today's episode, Simon Tecle, has an insight into sales at companies both small and large, with experience ranging from Telemarketer to VP of Sales and all the roles in between. In any position he's holding, one priority remains the same for Simon: company culture. Whether you're looking for a job or hiring new members for your team, compatibility and strong work relationships are vital factors to achieve company and personal success. At his current role as Vice President of Sales for SyncroMSP, Simon invests his leadership towards establishing and elevating company culture, and shares with me other keys to growth like data driven decisions and the inexhaustible rewards to asking "why". And YES! They are hiring. Contact Simon Tecle at [email protected] or link with him through LinkedIn at https://www.linkedin.com/in/teclesimon. A big thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Email me, [email protected], so I can personally introduce you to someone on Allego's team who will take great care of you.

I estimate that I've conducted 12,000 to 13,000 candidate interviews in my career, and I have a very strong opinion as to why so many people struggle with basic first round interviews. That's what this episode is about. No guest. Just me and my thoughts. And I'd like to give a big thanks to Allego for sponsoring this episode. Interested in recording your best content and organizing it in one place to help improve sales performance for everyone? Allego can do this and much more. Email me at [email protected], so I can personally introduce you to someone at Allego who will take great care of you. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.

Occasionally, I'll interview someone and I'll feel like I didn't quite do as full of an interview as I could have. That's how I felt after my first interview with DeJuan Brown. (EP: 62). As luck would have it, DeJuan felt the same way, so we agreed to do a second interview. This episode is less about sales tactics, strategy, and execution much more about DeJuan's life experiences and what our shared perspectives and pressures we sometimes feel as black men. Want to connect with him? Find him on LinkedIn here. And I'd like to give a big thanks to Allego for sponsoring this episode. Interested in recording your best content and organizing it in one place to help improve sales performance for everyone? Allego can do this and much more. Email me at [email protected], so I can personally introduce you to someone at Allego who will take great care of you. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.

His mom once told him, "you can say anything in the world to me as long as you frame it properly". Since then, DeJuan Brown has crafted that wisdom into his greatest tool in navigating challenge, community, and leadership. Now, as the Senior Director of Global Sales at Seismic and an active member of Sales for the Culture, DeJuan strives to empower others with the skills to communicate the attributes from life experiences on a resume and utilize storytelling to convey a message effectively. The clarity and emotional influence following a good story is powerful in any room. Want to link with DeJuan Brown? Find him on LinkedIn at https://www.linkedin.com/in/dejuanbrown, and don't forget to revisit episode one to hear from Ed Calnan, Seismic's Co-Founder and CRO. And I'd like to give a big thanks to Allego for sponsoring this episode. Interested in recording your best content and organizing it in one place to help improve sales performance for everyone? Allego can do this and much more. Email me at [email protected], so I can personally introduce you to someone at Allego who will take great care of you. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.

CEO, sales expert, and LinkedIn thought leader, Jake Dunlap, Founder & CEO of Skaled Consulting joins me for today's episode to talk about a wide range of topics, including how sales leaders and reps can reduce stress. His advice is to "eat the frog", which means to tackle the biggest and toughest challenges in chunks. Seeing that his stress used to come from chaos, Jake became a master of planning and started adhering to an 80/15/5 rule for optimizing productivity. He also highlights that part of a sales leader's job is to minimize the stress for their team as well. All that and more in this episode. Join his many followers and connect with Jacob Dunlap on LinkedIn at https://www.linkedin.com/in/jakedunlap/. You can also find him on YouTube at Jake Dunlap and Instagram at @jake_dunlap_. And I'd like to give a big thanks to Allego for sponsoring this episode. Interested in recording your best content and organizing it in one place to help improve sales performance for everyone? Allego can do this and much more. Email me at [email protected], so I can personally introduce you to someone at Allego who will take great care of you. Over Quota is also sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, click here. to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, click here to discuss potential opportunities that would be a good fit for you.