Sales Players

Jesse shares an exciting announcement about the release of an upcoming virtual training program and Slack community. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use t...

Jesse shares thoughts on managing work life balance as a seller and whether this profession is... well a profession or a lifestyle.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overlo...

Chris Beall of ConnectAndSell stops by to share some wisdom about sales, business, cold calling and life in general.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use...

Scott Milener is a veteran technology sales rep, leader & founder. Scott is the CEO of IntroSnap, which connects buyers and sellers by supporting charitable giving to the organization of the buyer's choice. Scott shares tips and insights for success that he's gained during his technology career working with both large companies & early stage startups. SPONSORS: • Surfe (Connect you...

Jesse shares a list of things you can vet for before accepting your next software sales role, regardless of whether your an SDR, AE or other.  -A strong product offering, product market fit, clear value proposition & value drivers, legit happy customers and documented success stories -Quality leadership, particularly sales leadership - Do they have any LinkedIn recommendations? -Well documente...

John Wood shares his learnings from a 6-year military career in the 75th Ranger Regiment (Special Operations Forces).  5 SOF Truths: 1. Humans are more important than Hardware. 2. Quality is better than Quantity. 3. Special Operations Forces cannot be mass produced. 4. Competent Special Operations Forces cannot be created after emergencies occur. 5. Most Special Operations require non-SOF assistan...

Jesse shares 4 things he's proud of in his SaaS selling career so far. Connected with great mentors Invested in myself to improve my craft Developed and nurtured a strong network of peers, leaders and customers Made moves at the right time (leaving when it's time to go or sticking it out when he felt like quitting)

Jesse shares the 3 things he would have done differently in his SaaS selling career to personally scale faster.  Think Bigger, Aim Higher & Master Mindset Ask for Help, Feedback & Utilize Leaders & Other Resources Think Like a Partner or Consultant to Prospects SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code...

Jesse's been AWOL for too long... He comes up for air after a crazy busy month & sales quarter to share how he designed close plans, mutual action plans, mutual milestones... or whatever the hell you want to call them. Implementing a plan will help you build credibility, improve forecasting & close more deals. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://w...

With 20 episodes completed, Jesse says thanks to the guests and listeners who've made the show possible. If you or someone you know would like to be a guest on the show or if you have feedback (positive or negative) please reach out to me on LinkedIn. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5%...

Jeroen Corthout is the Co-Founder of Belgium-based Salesflare. Jeroen shares his journey from product to marketing to manageing SaaS sales and growth for Salesflare. He shares his strategy for building trust with customers, improving pipeline conversion and managing time and efficiency. Resources discussed in the episode can be found below. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 s...

Jesse shares a go-to question that will help prompt feedback from your prospects on your pricing proposal.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link...

Jamal Reimer shares his incredible story of transformation from average rep, who was let go for low performance, to learning 5 key skills that helped him close his first $10 million dollar mega software deal. Jamal has since secured multiple $50 million dollar deals and has closed more than $160 million in his career. Jamal shares how to master mindset, working with executives and how to position...

How to handle the very common "Can You Send Me Some More Info?" objection. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link for an extended trial a...

Ian Agard spends his Friday evening sharing how he broke into his software sales career after working as an actor. He shares how his mindset, goal setting and commitment to discipline helped him double his income in under a year. Ian also discusses his side project, Grind, a community built to help SaaS sellers level up.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://w...

Luke Bivens tells how he made his way into software sales and shares strategies on being successful as the first sales hire in a software startup. Luke also shares how to position your offering, utilize internal resources and meet your buyers where they are.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for...

Jesse shares a few strategies for interviewing and closing the deal on your first software sales role.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link for...

Jesse outlines criteria for evaluating the right SaaS opportunity for you. Account Executive vs. Sales Development Representative and how to decide which place to start. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a...

Jesse shares a few considerations for finding your first opportunity in SaaS Sales. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link for an extended trial an...

Leigh Kindley shares her origin story and talks about the importance of using creativity and data to become a master at selling to enterprises.  SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https:...

Jesse shares a few ideas for how to politely disqualify a prospect without sounding like a gatekeeping asshole. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this l...

Jesse shares the importance of having multiple contacts and stakeholders involved in large deal cycles. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link for...

Zachary Ballenger shares advice on being genuine, having a close plan and he also talks about being a nerd and shares some thoughts on mixing politics and business in order to be your authentic self. Zachary has been a top sales player and also knows a thing or two about scaling revenue teams. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this...

Jesse shares one straight from his own playbook: How calling on CFOs might get you your next deal even if you don't sell to finance teams. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://...

Jesse geeks out on a tactic from the book Never Split the Difference : Using "NO" to your advantage. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this li...