Millennial Sales

It’s easy to get lost in the numbers of your sales career: activities, meetings, pipeline, quota – it never stops. Christine Rogers is here to remind us that it’s not just about numbers: it’s all about the people. Christine is the COO and President of Aspireship and has spent two decades in the sales and entrepreneurial world. In this episode, we cover: Why people are the m...

Ashley Zagst is made a pivot from her marketing career into sales last year, joining Chili Piper as an SDR. She shares her story of why she decided to switch to sales and how her marketing background has been helpful in getting her off the ground. She also shares her top 2 tips for other SDRs: An insatiable desire to learn from groups like RevGenius, SDR Nation and the SDR Defenders Gratitude thro...

2020 was one of the worst sales years in recent memory. There were layoffs, furloughs, missed quotas and low W2’s for many sales reps. We need a big bounce back year in 2021. And there is nobody better to help kick us off the year than Larry Long Jr. Larry is the Director of Collegiate Sales at Teamworks and one of the most passionate and enthusiastic people I know. His energy jumps through the sc...

When I think of infomercials, I think of cheesy products being peddled by even cheesier people. I think of watching late-night TV and seeing the wonders of the Shamwow, The Magic Bullet or the Snuggie. That is NOT what we’re talking about today. In one of the more creative prospecting moves I’ve seen in a while, Carolyn Dorricott decided to create an infomercial for her prospects. It&#...

Today’s guest has one of the most impressive pedigrees of my 189 podcasts guests to date. At UCSD, James Nielsen was a 4X NCAA All-American Track Athlete, 2X National Champion, 3X Academic All-American, and President of his fraternity. While getting his Ph. D. in Electrical Engineering at Stanford, James made the US Olympic Trials and was a Professional Ironman TriAthlete. His professional j...

The traditional sales demo model sucks. There, I said it. Here’s a normal demo flow I’ve seen hundreds of times: salesperson kicks off the call with an upfront contract (do we still have 30 minutes?), they proudly display a slide with logos of all of their customers and then take a hard left turn into whatever software they’re showcasing. After 16-minutes of feature-dumping, the...

As crazy of a year as 2020 has been for most of us, I think we all have bright spots. For me, meeting Richard Harris is absolutely one of those bright spots. Richard is not only one of the brightest minds in B2B sales but he’s also one of the most authentic people you’ll meet. You’re going to enjoy this episode. You may like hearing Richard’s story of how he got into tech s...

Do you feel stuck on the “normal sales path”? Do you feel uninspired going from BDR to AE to Sales Manager? If so, this episode is for you. Maria Bross is the perfect messenger for this topic. Put simply: she’s a badass. Maria is currently the Sales Enablement Manager at BoomTown, a top 100 LinkedIn Social Sales Star, active in the Revenue Collective community, and is a South Car...

Do you know the cure to all problems in sales? A big fat pipeline. Having a sales pipeline helps you to sell more confidently, negotiate better, stay on track, and hit your goals. Without a steady stream of opportunities, salespeople are exposed and vulnerable to miss quota. That’s why I’m excited to have John Barrows on the podcast today. I’ve labeled John the King of SaaS Sales...

Jeff Harris is the Co-Founder of Parchment. Founded in 2003 and venture-backed, Parchment was acquired by Brentwood Associates in February 2020. Jeff was not only the Co-Founder but the main salesperson and evangelist of the company for 17+ years. In this conversation, we discuss: Jeff’s first unsuccessful entrepreneurial venture The 17-year path to acquisition Jeff’s sales mentality t...

Galem Girmay is an Account Executive at Flywire and Co-founder of RevGenius, a community of revenue generating sales, marketing, and revops professionals. From growing up with two foster families in Sweden, Galem has an interesting background and has built her career and network from the ground up. I got to meet Galem this year while we co-hosted a live webinar series called MillennialX Coffee Tal...

Justin Welsh is the founder of JW Strategic Advisory. Prior to that, Justin spent a decade in sales and leadership positions. After a few failed efforts, Justin landed at ZocDoc helped to grow it into one of the fastest companies in the world. Justin then took on the role of CRO at PatientPop and spent 5 years scaling them from $0 to $50M and from 1 to 150+ salespeople. Along the way, he’s g...

Tom Short is the Chief Growth Officer at Lappin180. Put simply: Tom knows that mindset is everything. He brings such a great perspective to the sales community, removes his ego, and reminds himself that “nobody cares, work harder”. In this conversation, we discuss: Tom’s unique approach to networking Tom’s 2 hour morning routine How he prospects for 5 hours a day (!) How to...

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: What Ernest learned from playing football with NFL legend Ja...

Nick Fedotoff is the VP of SMB Sales at Salesforce. Nick recently celebrated his 10-year anniversary at the company, as he’s climbed the ranks from BDR to AE all the way up to sales management. Nick was also the 3rd guest of this podcast almost 3 years ago. This is a great episode for anyone looking to sell more, climb into sales leadership or just geek out on personal development. In this c...

Henry Frazier III is a licensed agent at New York Life Insurance Company. More importantly, Henry’s a friend of mine and inspiration of mine. This is a wide-ranging conversation about sales, about life, about why mindset is so important and about Henry’s ambitions for helping in the social justice movement. You’re gonna love this one. In this conversation, we discuss: Why Henry&#...

Kris Rudeegraap is the CEO of Sendoso, the leading Sending Platform. It feels like every SaaS CEO is an engineer or product genius that spends the majority of his or her time coding. Kris is an example of a salesperson turned CEO, which gives me hope for my entrepreneurial ventures in the future. As an Account Executive at Talkdesk, Kris had an idea: there has to be a better way to create a connec...

Scott Leese is one of the most recognized sales leader in SaaS. He is a 6X Sales Leader, 3x Founder, 2X Author and Sales Consultant & Strategic Advisor to many people around the world. Scott is like the real superhero of sales. He has experience of scaling companies, he’s surprisingly accessible for people to chat with him and he keeps it real 100% of the time. He’s one of my favor...

Jake Dunlap is the CEO of Skaled Consulting and easily one of the best voices in the world of modern B2B Sales. He’s a true practitioner, he has fresh takes and he has really “done it” and been successful in a number of different industries. The side of Jake I appreciate most is his perspective to choose growth, not short term financial success, as your guide. I’m a strong...

Marcus Chan is the Founder and President of Venli Consulting Group. Marcus has an intriguing come-up story. Being raised by Chinese immigrant parents, Marcus worked full-time at his family’s restaurant – in elementary school. That hard work has propelled him to a successful career in sales, selling anything from speedos to 7-figure deals. In this conversation, we talk about: Marcus&#82...

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 bigge...

Ralph Barsi is the VP Global Inside Sales at Tray.io.  When I think of the gold standard for Servant Leadership within the sales community, Ralph is the first person that comes to mind and I was thrilled to have him on the show. Ralph has spent nearly 3 decades in sales, including recent runs at ServiceNow, Achievers, and InsideView before landing at Tray in late 2019. We had a wide-ranging conver...

“I have always lived my life by making lists: lists of people to call, lists of ideas, lists of companies to set up, lists of people who can make things happen.” – Richard Branson   It’s likely that you keep some sort of to-do-list.  A laundry list of items that you “should do”, that constantly gets procrastinated until you have the time.  Things are just so busy.    I’m not telling you...

The true man is revealed in difficult times. So when trouble comes, think of yourself as a wrestler whom God, like a trainer, has paired with a tough young buck. For what purpose? To turn you into Olympic-class material.”   – Epictetus We all go through tough times.  Even if you’re not victim to the illness or unemployment sweeping the country right now, things can still be hard.  You might...

“The impediment to action advances action. What stands in the way becomes the way.”  – Marcus Aurelius    We’ve all stood at the bottom of what appeared to be an insurmountable mountain .  Maybe it’s a sales quota that looks astronomical, a pile of work that has been building up for weeks or a frayed relationship that needs mending.   The mountain seems so high that we’re not sure...