Podcast

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent. That misalignment has led companies to over-recruit, under-train, and honestly……
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“Believing in what you’re doing and who you are is more than half the battle.” [Mic drop]. Jessica McQueen is an Account Executive at Springbuk, a health intelligence platform based in Indianapolis. A born and raised Hoosier and self-proclaimed crime junkie, Jessica has a passion for problem-solving. One problem she was facing in her industry…
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In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s Influence: The Psychology of Persuasion. Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our…
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How many times in sales have you heard phrases like, ‘Just give me a ballpark quote’ or ‘You hit a home run with that lead’? Greg Zapletnikov is a Sales Representative at Grammarly, an online grammar and spell checking platform. When Greg was first starting out in his career in Ukraine, he was taught to…
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Have you ever applied for a job you weren’t exactly qualified for? Jenn Etherton (@jenn_etherton) found herself in that exact situation. After being intrigued by LivingSocial’s commercials, she applied for a sales position with the company in Texas. The role required extensive knowledge of the Lone Star State and three to five years of sales…
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As an Account Executive by day, James Karanasios spends his nights and weekends building his dream of changing peoples’ lives by getting to play music for a living. In his role at QuickPivot, James experienced great success by building good habits into his routine schedule. For instance, his ‘10 before 10’ approach is a discipline…
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Aswin Shibu (@Ashwin_7) is the Head of Business Development at MixRank, an app intelligence company that tracks and sells data from 10 million apps to help sales teams automate lead prospecting and find new customers. After graduating as an engineer, Aswin never imagined a career in sales. But after launching his first startup, he got…
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Anthony Monroig (@anthony_monroig) is the Named Account Executive at SiriusDecisions, a research company that sells benchmarking data, best practices, and operational frameworks used to boost the performance of B2B firms. Anthony will be the first to say that selling research—an intangible product—isn’t easy. But despite being the most challenging part of his job, it’s also…
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Will Ibsen is an Enterprise Account Executive at SaaSOptics, a platform that works with finance teams and CEOs to cut down “spreadsheet-time” by automating revenue processes and creating a single “source of truth” for all revenue metrics. Will grew up with a salesman father who worked “sitting in his office listening to rock music in…
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Allen Hammer is an enterprise account executive at Liveclicker, an enhanced email personalization platform that uses real-time data points to customize user experience. Having served as an individual contributor for 15 years, Allen has more experience than most managers. His sales career started way back as an enterprising 6-year-old boy. After moving to a new…
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