Millennial Sales

This is a throwback to episode 29 with Jason Feifer. One of my favorite parts of today’s world is how easily accessible successful people are.  They’re on social media, writing long-form posts and joining podcasts now more than ever. Though it’s cool to see The Rock working out or Gary V giving a keynote anytime I want, I crave the principles that led to this success.  The “behind the scenes” cut...

Rachel Gasparini is an Enterprise Account Executive at LaunchDarkly, Sales Instructor at Sales Impact Academy and Sales Mentor/Speaker at SV Academy. Before that, she rose through the ranks at Optimizely. In this conversation, we discuss: How Rachel got into sales through SV Academy The visualization techniques she used to demolish her 2021 quota How she upleveled her career from BDR to AE to Ente...

Brian Marzo is the Director of Sales at RTM Business Group. This is a LinkedIn live that we did this week, hope you enjoy! In this episode, we discuss: 1. Taking massive action in your career 2. Is “you haven’t sold SaaS” a real objection 3. Toxic Traits and Superpowers 4. Systems for owning your network 5. Where you spend your time is where you’ll see your results If you e...

Sam McKenna is the Founder of #SamSales, Limited Partner at the GTMfund, angel investor and advisor in various start-ups and one of the best names in SaaS Sales. Prior to that she ran Enterprise Sales at LinkedIn and ON24. Trust me – you’re going to love this one. In this conversation, we discuss: How Sam got into sales Why she’s so passionate about “show me you know me&#82...

Arthur Castillo the Senior Manager of Field Marketing & Community at Chili Piper and the Cofounder of the Revenue Era. Prior to that, he was a top Account Executive at multiple companies, including Chili Piper. This is a crossover from the Pavilion Podcast, which I also co-host. In this conversation, we discuss: How Arthur got into sales Why he transitioned into Field Marketing Starting his ow...

Vin Matano is a Sr. Account Executive at Demandbase, Host of the Project Growth Podcast and one of the top names in the B2B sales world. This is an all-time podcast and we really gelled on all things sales, personal development, mindset and doing hard shit to become a better version of yourself. Trust me – you’re going to love this one. In this conversation, we discuss: How Vin got his...

Zoe Hartsfield runs community over at Spekit and is one of THE TOP voices in sales and brand building on LinkedIn. Prior to that, she ran the community at Dooly and was an SDR at BombBomb. In this conversation, we discuss: How Zoe got into sales Sending thousands of prospecting videos at BombBomb Transition into community and building a brand Some REAL TALK about mental health And much more If you...

Today, I’m sharing my interview on the “I’m Not Selling You Anything” Podcast with Brian Montoya over at Salesbricks. In this conversation, we discuss: How I got into sales through Cutco Some of the biggest lessons I’ve learned What it’s like to sell at Gong Why I love hip-hop music so much 🙂 If you enjoy the podcast, would you please consider leaving a short r...

Alexis Scott is a Partnerships Manager at Aspireship. Prior to that, she spent time in sales, marketing and customer success at Vacasa, The Krazy Coupon Lady and Hint Water. In this conversation, we discuss: Matchmaking as Alexis’ superpower What a career in partnerships is really like How to rebound when life and your career take you by surprise And much more… If you enjoy the podcast...

“Some people want it to happen, some wish it would happen, others make it happen” — Michael Jordan JT McCormick  has overcome a lot of obstacles. I mean, a LOT of obstacles. I feel very fortunate to have had the opportunity to interview and develop a relationship with him. His mother was an orphan. His father was a pimp and drug dealer. Upon being deserted, JT was forced to live with his father’s...

Sam Silverman is the VP Sales at Prometric and Founder of Silverman Capital. Prior to that, he led Sales Development at LivePerson and was a top SDR at Outreach. In this episode, we discuss: Sam’s start as an SDR and what made him successful How to run a world-class Sales Development Org How & Why he invests in Real Estate And much more… If you enjoy the podcast, would you please c...

There are a lot of reasons to create a side hustle. One that doesn’t get talked about often? Playing defense to hedge against financial disaster. Look at everything that happened in 2020. Look at the layoffs at “hot companies” that seemingly happen every week. Nassim Taleb would call this a black swan event, an event that is so rare, so unpredictable and so catastrophic, that it...

Torrance Hart is the Founder and CEO of Teak & Twine. Formerly, she spent 7+ years in the Air Force. In this episode, we discuss: What Torrance learned in the military The steps she took to start a business The 4-day workweek adoption at Tweak & Twine Best tips for sending gifts to prospects & customers And much more… If you enjoy the podcast, would you please consider leaving a...

Want to gain more respect from your sales leader this year? Send them a weekly update on your business. Here’s how 👇 Every week, send your manager (and exec sales leader if you’re feeling it) an email. I’d recommend either on Friday afternoon, Monday morning or Sunday night. Include these things for the week ahead: – Your revenue sold and % to goal for the quarter and year...

Ernest Owusu is the Sr Director of Sales Development at 6sense. Before his sales career, Ernest spent 3+ years playing professional football in the NFL, CFL and AFL. Since hanging up the cleats, Ernest has made noise in the world of sales, quickly climbing the ranks and becoming a top voice in B2B sales. In this conversation, we discuss: How Ernest balances fatherhood (of triplets) with his career...

I read a Slack thread the other day about sales books. The best sales books aren’t necessarily about sales 🤫 Only 1 of my top 10 books has “sales” in the title. Half of them probably don’t have the word “sales” anywhere in the book. But if I was starting all over as a salesperson… This is where I’d start. Build the fundamentals first before worrying about which cold call opener is better or how t...

Throwback to an all-time great interview with Dr. Michael Gervais. This podcast was first published on November 26th, 2017. “Everyday is an opportunity to create a living masterpiece” —  Michael Gervais How do you attain peak performance? To help find these answers,  I turned to a high-performance psychologist, Michael Gervais . Put simply, Dr. Gervais knows how to craft mastery. He has worked wit...

I joined Ryan Atkinson on his “Business Cloud” Podcast to talk about my story, how I launched the podcast, and my most effective selling techniques. Really hope you enjoy this one to get to know me a bit better! If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow...

Mor Assouline is the Founder of “From Demo To Close”, which is a sales demo coaching program for AEs in B2B SaaS companies. He also runs the SaaS talks podcast. Prior to that, he was the VP Sales at Okendo and PracticePanther and held multiple sales roles. In this conversation, we discuss: Why Mor quit on day 1 of his first sales job Overcoming cold call anxiety How an accountability b...

Nate Richard is the VP GTM at Databased. Prior to that, he held several sales management roles at Qualtrics, which was acquired by SAP. This was originally recorded for the Pavilion Podcast but was TOO GOOD not to include here. In this conversation, we talked about: Nate’s come-up story in door-to-door sales The mindset he had to develop to be successful His impressive run of funding, acquis...

In this solo episode, I go LIVE on LinkedIn to talk about how SDRs or salespeople can get hired in this crazy job market right now. Check it out or send it to someone who’s at this stage in their journey. Here’s the outline we walked through: Backstory of why we’re doing this Why sales? Know this answer for yourself Basics: get your LI and resume “sales ready” Get spe...

AJ Giaccia is an Enterprise Account Executive at Tines, a security automation platform company. Prior to that, he has been in Enterprise sales at Tray.io, Retain.ai, Hustle and began his career at KPMG in Accounting. He played football at Oberlin college and coached football for several years during his sales career. In this conversation, we discuss: AJ’s transition from accounting to sales...

If we all have 24 hours, why do some people get SO MUCH stuff done? The most successful people don’t “manage” their time, they manipulate it to their advantage. First, they ruthlessly prioritize their lives. If you want to bend time, you can’t be wasting an hour on Instagram everyday or on a dozen meaningless meetings per week that don’t serve you. They know where they want to go...

Dale Dupree is the Founder and CEO of The Sales Rebellion, Host of the Selling Local podcast and Inductee in the Sales Hall of Fame (Yes, that’s a thing). Formerly, Dale was known as “The Copier Warrior” and was one of the top salespeople in the world of copiers. In this conversation, we talked about: How Dale got into sales after being in a professional band The birth of “...

“Pain + Reflection = Progress” -Ray Dalio In this solo episode, I share a few updates with where the podcast (and my life) is going in 2022 and breakdown the book “Principles” by Ray Dalio, one of the world’s greatest entrepreneurs and Hedge Fund managers. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than...