Millennial Sales

We made it to 2022, people! In this quick solo episode, I share why I don’t do New Year’s Resolutions, how I break down my year behind and set up the year ahead for goals & new habits. 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 this show and find the...

Nikki Ivey is the Head of Growth Development at Cultured Perspectives, Co-Founder of the SDRdefenders and was named a LinkedIn Top 10 Voice In Sales. She’s spent the past 10+ years in different sales roles, from automobiles to software and everything in between. She has one of the most powerful stories to share in the B2B sales world and I’m ecstatic to deliver it to you all today. In...

Jason Saline is the VP Sales at CB Insights. Prior to that, he was in sales at Axial and worked in Finance at KBC Securities and S Goldman Capital. In this conversation, we discuss: Jason’s transition from finance to sales 5 years into his career His initial sales successes and challenges Sticking in one industry (Finance) to build out his reputable knowledge How to drive urgency in your Q4...

Laura “LG” Guerra is the VP of Growth at Pavilion (formerly Revenue Collective). Prior to that, she was the Sr. Director of Sales at RingDNA, Director of Sales at EAT Club, and Sales Director at Whil Concepts. Laura is passionate about all things sales, leadership, fitness, golf & up-leveling herself. In this conversation, we discuss: How D1 cheerleading prepared her for the world...

Ryan Heaphy is the Director of Sales at Qualia, which recently raised a $65M Series D and is valued at over $1B (unicorn status). Put simply: Ryan Heaphy is focused on creating the Navy SEALs of sales teams – the most disciplined, focused, powerful team in Austin. Ryan and I had an outstanding conversation talking about his post-grad life in the Caribbean, his failure to success story in sal...

Darin Alpert is the VP Strategy at RepVue, which connects sales reps with data about what it’s really like at sales orgs and jobs to apply to. Previously, he worked at Gong, G2 and TrustRadius and founded 2 companies (both sold), one with an investment from Mark Cuban. In this conversation, we discussed: What having a dad in sales meant to him Founding a company that Mark Cuban invested in W...

Wayne Morris has gone from “donut boy” to a 2x CRO, 4x Sales Leader, and SaaS Strategic Advisor. Throughout his career, he has led sales teams at companies like Guidebook, Yahoo!, Criteo, Wonderschool, and more. Wayne has an outstanding mindset that we can all learn from as we grow and develop,. In this conversation, we discussed: What it meant to be a “donut boy” at the st...

Cara Felleman is the VP Sales at Cresicor, member of Pavilion and Limited Partner at GTMfund. Prior to that, she ran Inside Sales at Resy up to their acquisition of American Express and cut her teeth selling at SinglePlatform. In this conversation, we discussed: Her unexpected start in sales How she went from almost quitting to TOP REP in a matter of months Building Resy’s inside sales from...

The biggest differentiator I see from good vs great reps? Great reps have a mentality that they’re the CEO of their business. Here are concrete ways to do this 👇 1) Extreme Ownership – There are a million reasons why you do/don’t hit your numbers. At the end of the day, it’s not on your manager, your SDR, the competition, etc. It’s yours to hit. 2) Know Your Numbers....

Collin Mitchell is the CRO at Salescast, the only fully-managed tech and service stack offering an end-to-end thought leadership platform. He is also the host of the Sales Transformation Podcast. Prior to that, Collin has been an entrepreneur, VP Sales and major sales rep in his career, starting from the ground up and grinding his way to success. In this conversation, we discussed: Growing up dirt...

Ian Koniak is my guest this week with an unbelievable story. Ian spent 18 years in Enterprise sales at Ricoh and Salesforce, collectively selling over $100M in total revenue. He has an incredible story of overcoming alcohol & drug addiction and come out as a better man on the other side. Ian is currently running his own personal and team sales coaching business, which I’d highly encourag...

Parker Ashley is the VP Sales at Darktrace and one of the brightest young minds in SaaS sales leadership today. In this conversation, where we discussed all topics of personal finance: How to treat money with your first SDR job What to do when you have a BIG year as an AE How to invest your money (and where) Crypto, Bitcoin and Real Estate And much more… This podcast is brought to you by  Po...

Ryan Neu is the Founder and CEO of Vendr, the buying SaaS platform. Formerly, Ryan ran Enterprise Sales at InVision and spent nearly 6 years in sales and leadership roles at HubSpot. We had a wide-ranging conversation, where we discussed: Ryan leaving KPMG to get into sales Building his sales career at HubSpot What Vendr is doing in the SaaS sales world And much more… This podcast is brought...

Kyle Coleman is the VP Revenue Growth and Enablement at Clari. Prior to that, Kyle joined Looker as the 6th employee and first sales hire. In 6 years, he helped to grow the Sales Development team to 60+ people on their path to a $2.6B acquisition from Google. We had a wide-ranging conversation, where we discussed: Kyle’s career path from financial advisor to poker player to salesperson The biggest...

Darin Dawson is the Co-founder of BombBomb, which helps youto connect, convert and communicate better with video messaging. In this episode, we talk about: Why video messaging is so important What young salespeople should do with their money How BombBomb succeeds while doing good in the community (and the world) And much more… This podcast is brought to you by  Postal.io , A Curated Experien...

Gabrielle and Alexine are Co-Founders of the Women In Sales Club. The Women in Sales Club is focused on enabling, empowering, and promoting women within the sales profession. In this episode, we talk about: Everything that’s happened since GB (Ep 202) and Alexine (Ep 227) joined the show Why they founded Women In Sales and what they’re working on now How GB leads her Sales Development...

Scott Milener is the CEO of IntroSnap, which provides a way to book meetings faster and cheaper while supporting global causes important to invitees. Prior to IntroSnap, Scott was the VP Sales at Blueshift and Functionize and ran Enterprise Sales at Oracle Marketing Cloud In this episode, we talk about: How Scott got into sales His tips for closing massive, 7-figure Enterprise deals Why he decided...

Ryan Scalera is an Account Executive at Dooly and well known across the B2B sales world for his creative prospecting skills. Prior to Dooly, Ryan spent time selling for Keenan at Gap Selling, CentralReach, EverythingBenefits and Prudential, to name a few companies. In this episode, we talk about: How becoming a dad brought Ryan into sales What is was like to sell for Keenan at Gap Selling Ryan&#82...

John Barrows is one of the best voices in B2B Sales today. He owns his own consulting company, JB Sales, and works with some of the biggest names in software to help them sell better: companies like Salesforce, Tableau, Slack, and Box to name a few. I’ve dubbed him the “King of SaaS Sales”. This is a throwback episode where we combine the two conversations I’ve had with Joh...

Karsen Woods is the Chief Experience Officer at 888 The New World and is an NFT & Crypto Evangelist. In this episode, we talk about: Her recent move from Vermont to LA Manifesting the jobs of her dreams Exploring the NFT and Crypto space And much more This podcast is brought to you by  Postal.io , A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the po...

Rachel Shi is the Senior Manager of Strategic Partnerships at Vidyard. She was formerly an Acclunt Executive at Hootsuite and has been featured on several high-profile sales podcasts and blogs. In this episode, we talk about: Rachel’s pivot from Graphic Design to Sales out of college Growing her career at Vidyard The best tactical ways for any SDR or AE to use video in the sales process And...

Fred Melanson is the Founder and CEO of Bliinx, a relationship assistant that helps you manage follow-ups and catches blind spots in your customer relationships so you can nurture more opportunities without using generic automated sequences or spend hours and hours doing manual work. In this episode, we talk about: Fred’s hack to networking and venture capital Starting a business straight ou...

Daniel Huang is a Mid-Market AE at HubSpot. He was formerly a rep at KeepTruckin and Demandforce. Daniel is also an avid home cook and former mediocre USAPL powerlifter. In this episode, we talk about Daniel’s process of finding his dream job at HubSpot, building his LinkedIn network and actionable tips for anyone else on the job hunt. This podcast is brought to you by  Postal.io , A Curated...

There’s likely nobody that knows more about negotiation than Chris Voss. Prior to 2008, Chris was the lead international kidnapping negotiator for the FBI. He dealt with over 150 kidnappings in his 24-year FBI career. In other words: when a bad guy captured an American, Chris was the first person called to safely handle the situation. He is also a recipient of the Attorney General’s Award for Exce...

In this episode, I talk through thinking about things in 30 year increments, not 30 day increments. Last month, I was feeling super stressed about work. Quotas, deals, running 2 podcasts simultaneously. Then I wrote myself a note… A blue sticky note that reads: “30 Years, Not 30 Days” Don’t put too much weight on the emails and calls that seem so important in the short term...