The Goats of Growth

This episode, I welcome back a guest who knows how to lead a start-up to unicorn, Ryan Burke. As my guest in episode 19, we scratched the surface of his experience scaling early-stage companies, and today we dive back into the discussion, revisiting his time at InVisionApp and how he's using the same playbook as CRO of Qatalog. Ryan has constructed a framework that relies on three "F"'s to guide the early stages: the "first five", the "foundation", and the "future". In the process of exploring each of Ryan's F"'s, we uncover the key elements of structured feedback, effective strategies for managing fully distributed teams, and the ingenious move of hiring your company's target persona. And if you haven't already, check out his first appearance in episode 19 to hear more from Ryan Burke! Impressed with Qatalog and Ryan Burke? You're in luck -- they are hiring! Contact Ryan Burke through email at [email protected], on twitter at @ryansburke, or on LinkedIn at https://www.linkedin.com/in/ryansburke/ to get involved. 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. And, like always, 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.

Today's episode, I welcome one of my best candidates from 9 years ago, Zachary Rego, Vice President of Sales & Marketing at Unstack and host of the podcast "Zero to a Million". Supported by stories of remarkable victories and impactful learning experiences, Zach walks me through the path of his career leading to his work at Unstack. Here, Zach's talent is put to work building teams, expanding the company's visibility through creative platforms like blogs, and finding unique ways to engage with prospects in ways that are mutually beneficial. By the end of the interview, we discuss the common challenges start-ups face, ways of assessing your business's stage of growth for hiring, and the exciting business plans Zach has in store. Find Zach on Linked in at https://www.linkedin.com/in/zachrego/ and check out his podcast "Zero to a Million"! And a big thanks to Allego for sponsoring this episode. Have you or one of you sales reps nailed a presentation that you wish was recorded to show team-members and new-hires? With Allego, not only can you record your content but you can organize all your best content in one place that's easily accessible. Email me at [email protected], so I can personally introduce you to someone there who will take great care of you. 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.

My guest this episode is Josh Allen, well established business leader and CRO of Owl Labs. Having held many sales leadership positions throughout his career, Josh knows how to read the signs and pave a path towards scaling a company by hiring the right people and navigating the growth with a keen eye. Josh emphasizes the importance of refining your job description when scouting for team members and the responsibilities of coaching them with the attention of a caring leader over a transactional manager. As any company expands, they learn that the devil is in the detail, but a team crafted with Josh's passion and skill is any company's best counter to error. Like what you heard of Owl Labs and interested in joining the team? Reach out to Josh Allen on LinkedIn, https://www.linkedin.com/in/josh-a/. And as always, thank you to Allego for sponsoring this episode. With Allego, you can record your best content for practice, collaboration, and feedback, all while organizing it neatly in one place to improve sales performance. Email me at [email protected], so I can personally introduce you to someone who will take great care of you. And, like always, 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.

You've heard me talk about the visual-learning powerhouse that is Allego, but today we get to hear from the man himself, Allego's President and Cofounder, Mark Magnacca. On a mission to help sales leader's refine their skills and achieve excellence, Mark utilizes visual aid and virtual access to engage with the world of sales. Through his public speaking and a New York Times best selling book ("So What"?) he promotes a form of coaching that values clear and concise feedback and prefers orchestration over "winging it". Want to know more? Find Mark Magnacca on Linkedin at https://www.linkedin.com/in/mmagnacca/ and visit Allego's webpage at Allego.com. This episode, especially, I'd like to thank Allego for being a sponsor. Interested in organizing all your best virtual content for practice, collaboration, and feedback? Email me at [email protected], and I will personally introduce you to someone from Allego who will take great care of you. And, like always, Over Quota is sponsored by the j. David Group, a retained sales search firm for start-ups. If you're looking to hire a sales leader for your next stage of growth, please visit thejdavidgroup.com.

This episode, I welcome the embodiment of positive energy and Director of Collegiate Sales at Teamworks, Larry Long Jr. Truly a pleasure to talk with, Larry embraces life as with two feet on the ground, an unbreakable optimism, and a readiness to choose happiness with every stride. As a sales director for athletes, he offers a wealth of advice to lead with a bright and active energy, to build a sales team of match-makers not "me-monsters". What motivates Larry the most is his impact on others, making his schedule piled high of positive engagement with those around him, whether it be regular acts of kindness towards his social sphere, or on larger platforms like his YouTube channel, podcasts, or public speaking. It's hard not to smile when hearing from Larry Long Jr., and even harder to leave feeling anything less than empowered to follow his lead and choose happiness. Want a weekly dose of Larry Long Jr's positivity? Find him on YouTube at Larry Long Jr. He can also be found on LinkedIn at https://www.linkedin.com/in/longjr7/ or Twitter @LarryLongJr. And a big thanks to our sponsor, Allego. Want to know how to onboard, coach, and arm your sales team with the right information at the right time? Check out Allego, the market leader for virtual learning and enablement solutions. Email me at [email protected], so I can personally introduce you to someone who will take great care of you at Allego. And, like always, 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.

My guest for today's episode is Rob Brewster, the CEO of GoFormz. His introduction into the world of sales is an incredible story, beginning as he waited tables and ending when his regular customer, a VP of Sales, asked Rob to join his team. Talking with him now, after years of experience in various companies beyond the restaurant scene, Rob applies all he's learned to propel the success of GoFormz. Rob focuses on the company's culture, it's close-knit people and their overall impact, considering transparency, integrity, and frugality as foundational components of their success. As he hires new people, he looks for smart and motivated, saying these qualities, and his ability to place them in a position to succeed, is the winning move. Looking to reach out to Rob Brewster? Find him on LinkedIn, https://www.linkedin.com/in/robertvbrewster. Wanting to onboard, coach, and arm your sales team with the right information at the right time? Do it with Allego, the sponsor of this episode. Email me at [email protected] so I can personally introduce you to someone who will take great care of you. And of course, a big thanks to Allego, for being a sponsor. And, like always, 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.

Joining me for today's episode is Devin Golden, an experienced sales leader and generous friend of mine. Devin spent over 6 years as the Senior Vice President of Sales at Dun & Bradstreet and has recently joined Motus as a Sales Leader to build and develop top sales teams. Excelling at the task of spear-heading the growth of a new business, Devin discussed with me his methods of leadership that involve investing in your team and building relationships on transparency and respect. He's the guy when told "we've tried that" to dive deeper, asking what worked through the attempt and what didn't, to find areas of growth in every nook and cranny. With a restless curiosity and an eye for strategy, Devin reveals his means of success and habits for constant improvement that could help any salesperson achieve greatness. A big thanks to Allego, the market leader for virtual learning and enablement solutions, for sponsoring this episode. Email me at webb@thejdavidgroup to learn more about how you can transform your organization with the mobile platform built for today's distributed teams. I will make sure you get special attention from their team. And, like always, 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.

Sales leader Doug Bleszinski joins me for today's episode to talk about his company, the pioneer for livestream ecommerce, Bambuser. As the Vice President of North American Sales, Doug enthuses over the company's explosive and continuous growth, while sharing his passion for innovative work and the tools he relies on for success. He advises the use of honest and authentic networking, encouraging inward and outward vulnerability, and promotes the qualities of diversity and momentum that Bambuser exhibits. As Doug continues to build his team, he looks for members who are comfortable being uncomfortable, evaluating their emotional quotient, industry knowledge, and ability to drive revenue -- and above all, he hopes to find people who truly understand the company and are equally as thrilled to see it grow. Interested in applying to be a member of Doug's team at Bambuser? Get in touch with Doug Bleszinski through LinkedIn at https://www.linkedin.com/in/dougbleszinski/, Twitter at Doug Bleszinski, or email using [email protected] 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.

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.

For today's episode, I interviewed Karen Weeks, Senior Vice President of People at Ordergroove. As a testament to her many accomplishments, Karen was recognized this year as one of the 2020 most Notable Women in Talent by Crain's New York Business, who call her a maestro of human resources. Truly a master of her craft, Karen shares with me her strategies in leadership at Ordergroove by giving insight into the company's adjustment to COVID-19, the benefits of managing through communication, and the structure of their hiring process. From her clever team building approach -- like book clubs, trivia nights, cooking classes, or even contests for the most unique at-home work space -- to a detailed look at her favorite interview questions, Karen demonstrates all the impressive qualities of her new and well-earned title as a Notable Woman. Yes, Ordergroove is hiring! Check out their career page at Ordergroove.com/careers, or reach out to Karen Weeks on LinkedIn at https://www.linkedin.com/in/karen-d-weeks-sphr-ms-5965775/ and tell her you heard her on Over Quota. Also, check out Karen's Podcast "Getting off the Hamster Wheel" to hear more about people shifting in their career journeys.

One of the byproducts of having a podcast is that people with their own podcasts invite you to appear on theirs. Mark Magnacca, Co-Founder and President of Allego, which is a virtual learning and enablement platform for distributed teams asked me to be his guest. So in this episode, recorded a month or so before this publishing date, you will hear me give my perspective as a sales recruiter and what I think some of the best attributes are in candidates. 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

My guest for today's episode is my friend of 10 years, Sean Mulvey, the Regional Vice President of Sales at Dun and Bradstreet. Sean leads with the mantra that a good sales leader is a good coach. With this mentality, he believes that leaders must be reliable, dependable, and an excellent communicators -- especially with the shift to online work for COVID. Sean defines sales as a process, one that requires discovery and a sincere assessment of its potential, and describes to me his approach in evaluating his team and their contributions to the team. From a green college graduate to the VP of sales, Sean walks me through his experiences building to the position and the mindset he has mastered through his 26 years of sales, and hopes that through his growth, he can help others succeed. Have any follow up questions for Sean Mulvey? You can reach out to him through email at [email protected] or find him on LinkedIn at https://www.linkedin.com/in/seanmulvey/. 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

Today, I invited Matt Davis, VP of Sales at Feedback Loop, to talk about the evolution of his company and his transition into a management role. Matt half-jokes that there should be a seller-to-manager detox period since great salespeople are driven by the control, money, flexibility, and freedom offered by the job, but as a manager, it is no longer about you but the members of your team. Once in the leadership role, Matt learned that an important step in becoming a good leader is gaining the trust of your team by being vulnerable and sharing your failures. Using experiences of his own, Matt walks me through what that looks like, where to find growth in mistakes and how he applied these lessons to his managing style. We also talk about his company trailblazing into what is now called agile research, and it's response to COVID, taking the time to be introspective and prepare for the upcoming years. By the end of the interview, Matt reveals his best management methods, what he looks for when hiring, and even shares his favorite mobile app to help keep him organized. Interest in working for Feedback Loop or chatting with Matt Davis?Check out the career page of feedbackloop.com for information on their available positions, and connect with Matt Davis by email, [email protected], or LinkedIn, http://www.linkedin.com/in/mattdavis0503/. 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

For this episode, I invited my friend Anthony Buono, Strategic Partnerships Executive at ADP. Stepping away from his familiar role as a sales leader and into his current position at ADP was a welcomed challenge for Anthony who has an eye for opportunity and growth. From a young age, Anthony has fought through many major health battles, but the challenges he faced -- and continues to face -- help him build an unbeatable mindset and an inspiring work ethic. During the episode, Anthony and I discuss the different methods of overcoming adversity inside and outside the workplace, the importance of a well organized agenda, and what motivates his ability to capitalize on every day. Looking to link with Anthony Buono? Find him on LinkedIn, at https://www.linkedin.com/in/anthony-buono-sales-executive/. 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

For this episode, I invited Mike DiNucci back for another must-hear interview. Before he became Chief Revenue Officer at Netradyne, Mike dealt with his fair share of adversity, so in the spirit of Halloween, I challenged Mike to share several of his own sales horror stories. Along with being an impressive salesperson, Mike is a wonderful storyteller with jaw dropping experiences and powerful messages. With Mike, every loss has a lesson, so each story offers the opportunity for reflection and growth. Whether it was handling complicated businesspeople, conflicts with coworkers, or a shocking sales failure, Mike faced these trials head on, and came out on top with a new perspective, and of course, a wonderful story to share. If you haven't yet listened to our first interview, you can hear more from Mike in Episode 43, where we discuss his unstoppable drive, effective leadership tools, and much more. Don't forget to check out our first interview! If you want to reach out to Mike DiNucci himself, you can find him on LinkedIn at https://www.linkedin.com/in/mikedinucci/ or on Facebook or Instagram. Over Quota is also sponsored by the j. David Group, which is a retained search firm for lean-start-ups.

For my guest today, the key quality in a successful sales person is resilience. Bradley Paster, Vice President of North American Sales at Riskmethods, challenges the idea of a squeaky-clean resume and instead looks for adversity, proof that you've faced hardship and moved forward from it. Bradley shares his own experiences and the growth that followed, comparing it to a scar on a tree: the scar is always the same size, but the tree continues to grow, only to make the scar appear smaller. Along with adversity, Bradley talks with me about the importance of certain leadership qualities, methods to offer and receive feedback, and the value of surrounding yourself with good people. Through each topic we cover, Bradley is ready with a story to share or advice to give that would help make any workplace a more fulfilling one. Wanting to get in contact with Bradley Paster? Find him on LinkedIn, at https://www.linkedin.com/in/bradleypaster/, or email him at [email protected]. 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

For this episode, I invited Gregg Carman, Chief Revenue Officer at Humanyze. When he first joined this group of MIT scientists, Gregg was tasked with building a customer-facing team from the ground up. He shares with me his method of leadership, emphasizing the importance of balance and sincerity in the workplace, how to find the right team members to hire, and how to coach them with an equal pairing of criticism and opportunity. To help build and manage his team, Gregg uses the metaphor that everyone is playing a part in a movie -- even with individual roles, everyone is reading from the same script. With this style of teamwork and a leader who is present in the coaching box, there is little that can go wrong. If you're wanting to reach out to Gregg Carman, or join his team as VP of Sales or VP of Product, you can reach him at [email protected] or [email protected]. 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

My guest for this episode is Mike DiNucci, Chief Revenue Officer at Netradyne. Mike is a big believer in planning your career and taking ownership of it -- don't wait for that tap on the shoulder, take the active role instead. Through various anecdotes, Mike reveals how this motivated mindset and his unstoppable drive help him reach his career goals. The key is to not only plan ahead but to make sure your intentions are known by your superiors. After elaborating on this method of "planning your promotion", Mike explains how he measures candidates by their energy, intellect, and the extent of their curiosity and empathy. Together, we explore each of these traits in depth, finding examples in Mike's own experiences and further attributing these qualities to successful salespeople. Mike and I reluctantly wrap up this episode, having so much more to discuss, so keep an eye out for a part two with Mike DiNucci. Want to reach out to Mike? Find him on LinkedIn at https://www.linkedin.com/in/mikedinucci/ or on Facebook or Instagram. 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

This episode, I invited Stephanie Cox, Vice President of Marketing and Sales at Lumavate. With vast experience in leading, launching, and expanding companies, she actively alleviates the tension between marketing and sales teams, specifically with her modernized stance on leads. If it were her choice, marketing teams would disown the concept of leads altogether and instead prioritize people who are ready to buy. By monitoring the market, watching for company surges, and by researching and interacting with clients, marketing teams can effectively tunnel a narrowed list of engaged prospects to sales representatives. Stephanie encourages marketing teams to relentlessly seek opportunities, be part of the conversation, and know what channels make sense. Similarly, she challenges sales teams to involve marketing throughout the sales process, offer feedback, and take full advantage of what marketing has to offer. Want to get in contact with Stephanie Cox? Find her on LinkedIn at https://www.linkedin.com/in/stephaniecox/ or on Twitter @Stephaniecox04. 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

My guest this episode is Chip Scully, Chief Revenue Officer at Vault. When evaluating his career options, Chip decided the best direction was with a company foundationally innovative. This led him to Vault where he strives to make an impact, as a company and for the company. During my interview, he shares the importance of that decision and what his current role as CRO looks like, including his leadership style and professional growth. Chip offers personal anecdotes to speak for his experience, giving a wonderful insight into the skills and tools he uses when leading and developing a strong team. Looking for a way to get in touch with Chip Scully? Find him on LinkedIn 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

This episode, I welcome my good friend Carl Oliveri, Chief Revenue Officer at Robin. Carl's professional journey is a remarkable one, having worked for UPS as a sales representative in the wake of 9/11, and currently, as a leader within his company through COVID-19. Breaking down his position as CRO, he shares with me the satisfaction of managing other managers, the common obstacles of management, and the skills of effective leadership. A method of building his own managing style involves adopting the admirable qualities in other managers and refining within himself the parts he sees working less effectively. But in the end, he relies on a few basic qualities: to lead with empathy and a limitless willingness to listen and learn. Over Quota is 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

For this episode, I talked with Gabe Perez about his journey with Coupa Software. As the company's Vice President of Enterprise Sales for the West Region, Gabe walks me through his many years with Coupa, the numerous positions he's held, and what he learned about leading sales outside of the U.S. He defines the key quality in successful salespeople and offers advice on how to be a supportive and effective sales leader. I even got the chance to hear about what motivates him daily, the challenges of COVID-19, and his tools to staying productive. Want to hear more from Gabe Perez? Email him at [email protected] or find him on LinkedIn at Linkedin.com/gabeperez. Over Quota is 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

This episode, I talked with Liam Purcell, the Capital Acquisition Manager at Odoo, about the company's impressive growth globally and its available job opportunities. Liam shares details of the interviewing and onboarding process, while offering preparation tips and a list of the top qualities most valued by the company. The emphasis is on a salespersons' coachability: there is always something new to learn, whether you are fresh from college or have years of sales experience under your belt. Pair this humility with the readiness to help others and work within a strong team, and you have yourself the successful Odoo mentality. We also discussed the company's future goals, and how COVID-19 has affected their business -- with an encouraging twist. Looking to apply? Check out Odoo.com/jobs.

For this episode, I invited Sarah Doughty, Customer Success expert and Founder of Crescendo Labs, to talk with me about the function of Customer Success. With an admirable attention to the individual customer, Sarah describes the benefits of delivering value through insight and a growth mindset. We explore the ideal skills to look for when building a team from the ground up and discuss strategies to establish and maintain the customer relationship by evaluating their health and satisfaction. Along the way, we cover the best approaches to the difficult ROI conversation, team member compensation, and many other must-knows of Customer Success. And a big thanks to this episode's sponsor, 180 Degree Selling. Visit their website at 180degreeselling.com. Also, 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

In this episode, you'll hear my interview with Cliff Ryan, VP of Business Development for Yaymaker. Yaymaker started off hosting one-of-a-kind locally crafted events such as paint night at local bars that brought people together. Now, as a result of the pandemic they needed to pivot to a virtual model, much like the rest of the world. Cliff tells how they've been able to make the pivot successfully, how they've been able to land large clients like Google, and what he looks for when hiring sales people. And yes, Yaymaker is hiring! 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

This is the introduction of a new format designed to highlight companies that are actively hiring, and to give my listeners an exclusive way to apply. In this episode you'll hear how passionate and vested Tammi Pirri, Vice President of People Operations at Arcadia, is about building a culture that focuses on the happiness, inclusion, and overall well-being of their people. Based on my experience, most companies use the phrase "great culture" as bait to simply attract talent—with no foundation for what that really means. At Arcardia, its more than just recruiting bait, it's a lifestyle. For instance, they have a talent show called "Arcadia's Got Talent", where people are encouraged to showcase their talents and win up to $1000! They offer "Arcadia Cinema" twice a week, which features a family feature film and either a film that focuses on social injustice or an adult comedy film. They have remote fitness sessions twice a week, coffee hour, happy hour, wellness activities, activities around how to solve social injustice issues, and much much, more. Listen to this episode to learn about all that, which positions they need to fill, and how to apply. This episode is sponsored by 180DegreeSelling. Bigger quotas, larger sales & longer sales cycles require selling differently to get different results... Do a 180! Go to180degreeselling.com to download your free Playbook. 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

In this episode, I interviewed Kelly Mark, a sales leadership expert and strategist with over 25 years of experience selling and managing successful sales teams focusing on the pain points organizations face as the pace of technology continues to grow and change rapidly. We dove deep into the habits that are consistent in some of the core competencies found in successful strategic sellers. This episode is sponsored by 180DegreeSelling. Bigger quotas, larger sales & longer sales cycles require selling differently to get different results... Do a 180! Go to180degreeselling.com to download your free Playbook. 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

In this episode you'll hear my discussion with Eric Sherman, Northeast RVP of Sales for Dynatrace, about the overall approach he takes to leading, coaching, and managing to drive results. Throughout our conversation he stressed the importance of having the right people, taking a pragmatic approach to assessing the business as a new leader, enabling his sales managers to run their businesses effectively, and creating a culture of communication and collaboration. Over Quota is 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

Brent Taylor, RVP of Sales for MuleSoft--Canada, recently joined me to discuss the importance of getting it done and doing it right as it pertains to sales performance. Whether he is sitting down with a member of his current team or interviewing someone for an open position, he wants to know that people are achieving success in a way that is verifiable and can be sustained over time? Additionally, we spoke about the two critical questions every sales rep must answer about their sales process, why your "hero story" won't help you, what not to say if you feel there isn't enough opportunity in your territory, and much, much, more. Over Quota is 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

In this episode you will hear me without a guest simply talking about the state of enterprise sales people as it pertains to unemployment. Over Quota is 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

Mackey Craven is a Partner at OpenView Ventures, whose investments have included Zapier, Calendly, Datadog, Twillio and Cogito—to name a few. As a headhunter, I wanted to know how he assesses existing leadership teams when he decides to invest in a start-up. In this episode you'll hear Mackey share the core competencies he looks for in members of the executive team, how the role of the sales leader must change with each stage of growth, the technology that he's most excited about right now, and much more. Over Quota is 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

Looking for a job can be stressful. In this episode, I interviewed Zoe Silverman, Director of Talent & HR at Yesware, to help de-stress the entire process from start to finish. We covered a lot of ground, including what will likely hurt you on your initial phone/video screen, how to demonstrate that you're thoughtful and self-aware upon your initial meeting, particularly if it's virtual, what you must do as a sales candidate if you want to work for Yesware, and much, much, more. Also, Zoe let me know that, in an effort to increase anti-racism programming and support the Black community, Yesware is offering 10 free seats of their Enterprise product for US-based Black-owned businesses under 50 employees. To find out more please email Yesware at [email protected]. Over Quota is 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.

In this episode you will hear my conversation with Sandler Training franchise owner, Peter Oliver. I've known Pete for many years now and had the fortune of attending his President's Club sales training multiple times. What you'll hear in this episode is the practical and actionable approach he takes to advising sales leaders and individual contributors. There are 3 critical elements at the core of what he teaches; Mindset, Behavior, and Technique. Master all 3 at the same time and you'll achieve your goals. It may sound simple, but not always easy. You can find Pete on LinkedIn and also search for his podcast called "Emerge on Purpose". Over Quota is 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.

You can't get to where you want to get quickly, "without looking at the data". That sentiment was expressed by my guest, Colleen Manning, VP of Sales at Clora, during the discussion we had about the importance of using data, sharing (and receiving) feedback, and communicating effectively as a leader. Careful scrutiny of data is paramount, especially in the early days, like when she scaled her former employer, ezCater, from less than 10 sales reps to over 120 reps in just a few years. Over Quota is 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.

I recently had the pleasure of speaking with Kenneth Merritt, Partner at DayBlink, a top 50 boutique consulting firm, about how leadership teams should navigate their companies through this difficult time and how digitally transforming their operations is at the heart of it. Listen carefully to the shockingly high percentage of companies that had not adopted a digital strategy before the pandemic and what they need to do differently going forward. You'll also hear how leadership teams make decisions about headcount when they need to cut costs, and which employees are going to be seen as most valuable as those decisions are being made in the near future. You can find out more about Kenneth at DayBlink or reach him on LinkedIn. His email address is [email protected] Over Quota is 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.

In this episode you'll hear me speak to James Mulvany, a serial entrepreneur and Founder & CEO of Radio.co, Podcast.co, and MatchMaker.fm. I invited him on to Over Quota, somewhat selfishly, because I wanted to get some of my questions answered about how to successfully grow and, perhaps, monetize my podcast. So if you've ever had a thought about starting and growing your own podcast, this episode is for you. You can find out more about James and how you can get started with podcasting at Podcast.co, and MatchMaker.fm--to find guests and to get booked on other shows. Over Quota is 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.

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. To find out more about Samuel's newest venture, Reprise click here to check it out. Over Quota is 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.

This special episode was recorded on Juneteeth (June 19th), a virtually unknown holiday, until recently, which celebrates the day back in 1865 on which Major General Gordon Granger of the Union Soldiers brought news to Galveston Texas that the slaves were free. News traveled much slower then and came almost 2.5 years after Lincoln's Emancipation Proclamation. I spoke with Shawn Reigsecker, CEO of Centro and Cofounder of Unite America, in the wake of the brutal killing of George Floyd, about the role business leaders can, and should, play in social mobility and the American Dream. Cultivating a more diverse, equitable, and inclusive work environment will not only serve as a way for people of color, in particular, to move up the socioeconomic ladder, but it's also good business. You'll hear Shawn discuss the ways in which he is using his role as CEO to help clear the way up that ladder. You will also hear me tell my personal story as I've grappled with my unique role in society and business my entire life. Learn more about Shawn by visiting his personal website/blog here. Over Quota is 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.

I recently spoke with Natasha Farooq, Global Talent Acquisition Lead at AxiomSL. She went deep into how talent acquisition professionals and recruiters find the most relevant applicants, (including a brief screen sharing session of her LinkedIn Recruiter account), how to optimize your resume and LinkedIn profile, when she typically screens for hard skills versus soft skills, and what question candidates SHOULD NOT ask unless there is a specific reason for asking it. All that and more on in this episode. You can connect with Natasha here on LinkedIn to follow up her. Over Quota is 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.

I recently spoke with Don Thorvund, Director of Talent Acquisition at Gainsight, about how job applicants and candidates can de-stress the search process and increase their likelihood of finding their next job. We discussed best practices for how to structure your resume, strategic approaches to applying for jobs, the biggest mistake candidates make during an interview, the one thing that all hiring managers at Gainsight really love, and much, much more. You can find out more about Don on LinkedIn or reach out to him directly via email to follow up with him about anything you hear in this interview. Over Quota is 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.

In this episode Jeff Hoffman, of Rapid Sales Revenue, talks about the sales process that he codified that helps software sales teams achieve rapid results. It begins with a definitive growth strategy, followed by a repeatable sales process, and ends with the right execution. Additionally, he discusses the importance of having the right people for the process and how "cowboys" have no place on his teams. You can find more about Jeff at Rapid Sales Revenue LLC (RSR) which is a Sales Advisory Firm working with CEO's, their Executive Leaders and Sales Teams to generate top-line revenue. Over Quota is 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.

Can a venture-backed start-up scale to become a unicorn in a world where they might be forced into a hiring a fully distributed team? The answer is yes. In this episode, you'll hear Ryan Burke, former Head of Sales at InvisionApp, discuss how they had 35 remote employees when he arrived and how they had over 850 people (fully distributed) around the globe , and over $100M in ARR. You'll hear Ryan talk about the 3 C's that were integral to making it all happen. Ryan is currently open to other opportunities where there is clear product-market-fit, but still in the building phase where they haven't quite figured everything out. He's also offering workshops on building a remote culture for senior management, front-line managers, and individual contributors. You find out more about it all here at RyanBurkeRemote.com Over Quota is 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.

In my opinion, it's always better to work smarter rather than harder. In this episode, you'll hear Kate Weir, GM & SVP of Sales for iMotions, talk about how she likes to find bottlenecks in the sales process, remove them, and find new opportunities to increase sales. You'll also hear how she used that same approach to literally create her first sales leadership role, and how improving operational inefficiencies has served her well throughout her career as she has led and scaled start-up sales teams. You can find Kate here on LinkedIn. Over Quota is 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.

So, what't the difference between top salespeople and everyone else? In this episode with Matthew Leaney, CRO of Silent Eight, I learned that small nuances in the way salespeople interact with their customers and prospects can have a major impact on sales. You will hear what the best salespeople do less of than those that typically struggle, and the simple approach to answering stakeholder questions that is often mishandled by most. You'll also learn why culture matters more than skill, why pure hunters aren't always the best people to hire for closing new logos, and what new sales leaders should do first, before they do anything else. Plus much more. You can connect with Matthew on LinkedIn and learn more about Silent Eight here. Over Quota is 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.

Now that the unemployment rate has sky-rocketed to over 14% I wanted to start interviewing HR and Talent leaders to help my listeners better navigate through their job search. In this episode I speak with Amy Suchanek, Chief People Officer of Noble, which is like Amazon to the U.S. Military. We covered everything from what to do the moment you start looking for a job all the way through how to handle the thank you note and follow-up. You can connect with Amy on LinkedIn here You will hear: What you should do first before anything else How to apply for a job to improve your chances of getting called for an interview Resume and LinkedIn do's and don'ts How to handle the phone screen Questions you shouldn't ask If Noble is hiring and what the are looking for And much, much more. Over Quota is 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.

In this episode you'll hear the story of how a childhood actor, who earned as much as $2700 in two days, went on to become a Fulbright Scholar, an overachieving sales rep, an overachieving sales manager, and then went on to co-found a financial technology company. His story is fascinating, but certainly pay close attention to what he says were the keys to his success as a sales rep. William Glass is a FinTech entrepreneur whose mission is improving financial well-being globally. As founder & CEO of his company, Ostrich, William's mobile app addresses financial literacy deficits by creating social community and accountability around money - think saving & investing with friends. In addition, William hosts the Silicon Alley Podcast providing a platform for entrepreneurs from all industries and backgrounds to tell their stories. William owns rental property and was a successful tech sales rep before starting his own business. He was also a Fulbright Scholar in Thailand. William is originally from Alabama and now resides in New York City. Connect with William on LinkedIn www.linkedin.com/in/williampglass3 Learn more about Ostrich at www.getostrich.comand follow on social media @TheOstrichApp If you are interested in entrepreneurship, check out the Silicon Alley Podcast www.siliconalleypodcast.com Over Quota is 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.

I came away with 3 big takeaways from my recent interview with Brooke Freedman, Senior Director of Sales at Litmus. From onboarding new team members to building a sales process, you'll here that the focal point of her leadership and management style has been centered around process, preparation, and ownership. More specifically, you'll hear her talk about how she coaches people who are struggling, the 3 things she suggests sales people focus on if they have an undesirable territory, what she looks for during the interview process, if she's hiring, and much more.

I recently had the pleasure of interviewing John Davagian, a transformational sales leader that I've known for close to 15 years. The reason I wanted to have him on my podcast was so that I could learn about how he's been able to consistently make an impact and drive results over sustained period of time. Think about this: He's held leadership roles in only 4 companies over the last 20 years! Sure, that track record of success might be more attainable if he was working for 800lb gorillas, but he's sustained that level of consistent success with start-ups. How did he do it? It all comes down to just one word. Listen to this episode to learn what it is. Connect with John on LinkedIn You can also reach him by email at [email protected] Over Quota is 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.

I recently interviewed Erika Bzdel, VP of North American Sales for Allego--a sales learning and readiness platform serving over 200,000 sales professionals. We spoke about a wide range of topics, but one particular element critical to the success of her high performing teams over the years was her emphasis on practice, collaboration and feedback. Listen to why she puts so much emphasis on that aspect of leading her teams-- along with ways to increase your likelihood of advancing in the interview process with her. Over Quota is 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.