The Lunch Break Podcast

The Lunch Break Podcast

By James Bawden
The Lunch Break Podcast is the place where true sales pros go to share their stories..on their lunch breaks. Hosted by James Bawden, an award winning sales professional with over ten years of experience- practical tips and advice from true practitioners in sales is what's on the menu here.
More places to listen

More places to listen

Episode 25 - Season 1 Finale
On episode 25 - I take care of a few well deserved "thank you's" and go over a few things I learned and appreciated over the first season of The Lunch Break Podcast. 
09:21
June 7, 2019
Episode 24 - Paving your career path in an authentic way, the importance of mentors, operational excellence and consistent preparation with Ashaad Mason
On Episode 24 I am joined by Operations Pro and Business Point Gaurd, Ashaad Mason. He has a background in sales, operations and is now the Community Manager at Metro CoWork - a role that allows him to use all of his abilities to drive business. Ashaad and I talk about how he got started in sales, his journey into a few different roles and the importance of trying different things. We go over how the skills he picked up along the way from the time he was in his teens built the momentum to where he is today. We dive into the importance of mentors and the role they have played in his continued success. Then Ashaad goes over the reasons he loves the mixture of sales and operations and how his dedication and preparation sets him apart.  This episode is a must listen and truly packed with some great advice for anyone wanting to create a fulfilling career!
36:47
May 24, 2019
Episode 23 - The journey of a salesman, taking the road less traveled to career growth, recognizing risk as a key to success and having the guts to start your own business with Jeff Giorgi
If you haven't had your morning cup of coffee yet - no need. Jeff Giorgi is on Episode 23 of The Lunch Break Podcast and brought enough energy for all of us.  Jeff has amazing energy and passion for all things sales. He came on the show to talk about how he got started in sales, leaving behind the "traditional" path to take a series of risks that led to massive growth in his career. We dive into how he came to the realization that he HAD to break out on his own and go all in on his own business and how his journey of building his personal brand has changed his career. We cover lots more than I can type here. All I can say is get ready to have some real gems dropped on you from this episode.
53:30
May 17, 2019
Episode 22 - From selling raffle tickets in parking lots to running a sales team, tips on crushing sales interviews and the best lunch spot half way across the globe with Sam Ingram
Sam Ingram joins The Lunch Break Podcast for Episode 22. Sam is a sales professional from one of the most isolated capital cities on the planet Perth Australia having been in an individual contributor for b2b sales organisation for the best part of 10 years he now heads up sales, customer success and marketing as Customer Growth Manager for venture backed start up Expede prior to this he worked for one of the fastest growing SaaS companies in APAC HealthEngine where he was one of the number one sales reps over his 3 year tenure.  On this episode, we talk about how he got started in sales, his approach when it comes to building his sales team and some absolutely amazing tips for anyone going on a sales job interview. Sam also talks about his approach of "no walls" between sales, marketing and customer success to produce better customer experiences.  This episode is chock full of value for any sales pro building out a sales team, any sales pro going on interviews and any sales leader that is thinking about breaking down silos within their organization.
47:39
May 17, 2019
Episode 21 - Creative omni channel prospecting, hitting 300 percent of quota using video at scale, and pattern interrupts with Conor McDonnell
In the world we operate in as sales pros, JUST hitting the phones or JUST sending emails will NOT work. On Episode 21 of the podcast, Conor McDonnell joins me to talk about how he using an omni channel approach to cut through the noise in today's marketplace. We talk about how Conor got started in sales and how he quickly saw he needed to be creative in order to get his prospects attention. Then we dive into using video to seriously up your prospecting game and increase response rates. Conor has developed creative ways of utilizing video at scale and he shares his insight with us on what it takes to be successful with video.  He has gone through the transition from BDR to AE and we talk about the lessons he took from his BD role and how its helped him in his full cycle sales role. Conor shares his point of view of pattern interrupts and how sales pros need to recognize how people want to be engaged with, and follow suit! All in all - this episode is full of absolute GEMS for any sales pro that wants to succeed in today's crowded marketplace.
55:03
April 27, 2019
Episode 20 - Using sales tools and tech, leveraging social media to drive business and succeeding at the front of the sales funnel with Micah Zayner
Micah Zayner, Senior Decision Developer at LaunchDarkly comes on the podcast to talk about his journey in sales and what he has learned along the way.  We talk about all things sales development on this one and Micah shares his insight on using sales tech and how SDRs can really drive their business if they use these tools the right way. Micah shares his experience with using social media to connect with prospects and how his process helps humanize him to his prospects (which does wonders for the relationships he is building). For any SDR out there - give this episode a listen. Micah is a true sales pro that has seen success and shares those tips and tricks on this one! Absolute fire here folks!
51:26
April 13, 2019
Episode 19 - The battle at the top of the funnel, real best practices for sales development and how to scale to intelligently scale your outreach with Shawn Sease
Hungry from some true insight on sales development from a true practitioner that has years of experience battling at the top of the sales funnel? THIS episode is for you. Shawn Sease, Director of Client SDR Services at The Sales Developers, joins me for Episode 19 of The Lunch Break Podcast to drop some REAL knowledge on the state of sales development today. We kick off the episode by talking about Shawn's background in coding ( he taught himself how to code as a kid ), tech support and how he eventually got into sales. From there, Shawn talks about his journey from sales - to owning his own document imaging company and then leaving sales behind to run a brewery!  Shawn has great perspective having come back to the professional sales world in the last few years - and he shares how all of his experience influences how he works as an SDR.  The real gold here is when Shawn starts talking about how he approaches his work at the top of the funnel, the mentality that he and his colleagues at The Sales Developers have about sales development and the honor that lies in being a skilled door opener. Whether you are just starting out in your career or have 20 plus years in the field - this interview will not only provide great tips - but the motivation you need to go out and fight the battle!
53:52
April 3, 2019
Episode 18 - Becoming an authority in your industry, creatively engaging prospects and using LinkedIn to your advantage with Ian Beaton
Have you ever wanted to walk into a room and have people instantly recognize you as an authority in the industry you sell into? If you have a heartbeat and are in sales, my guess is that at some point - you've fantasized about being considered a "go to" salesperson for people in your industry.  Ian Beaton, Director of Business Development at Labor Masters joins me on Episode 18 of the podcast to talk about his journey in sales, building a reputation within his industry and how he used LinkedIn to drive awareness and build his brand.  Ian's story of how he got introduced to sales and his journey of personal development is full of valuable experiences that we dive into. We talk about the power of truly committing to being a student of sales and knowing what your prospect is going to say before they say it!  We talk about the dedication it takes to truly level up in sales, and how sometimes, you have to take it upon yourself to seek out the training you WISH your company was providing you.  Then - Ian shares his journey of content creating and building a brand on LinkedIn. We cover everything from "imposter syndrome", finding the courage to overcome those hurdles that stop salespeople from creating content and Ian shares his insight on how to finally get going.  Ian gets tactical on how to find your groove in creating content, how he got creative to get his connections attention, why its important to build a personal brand and how simple it can be.  This episode is packed with value, folks. Ian is a great example of a true sales pro that is making sure that the profession of sales will be in great hands going forward.
41:15
March 22, 2019
Episode 17 - Breaking the mold of a typical SDR, crushing quota, and being an award winning sales development "Special Forces" specialist with Roz Harris
Sales Development is only an entry level role. In the words of the illustrious Dwight Schrute: "FALSE." On Episode 17 of The Lunch Break Podcast, Roz Harris, SDR at OneCause joins me to talk about her journey to becoming a top SDR and how she broke the mold throughout her career. Roz and I talk about how she first got a "taste" for sales when she sold candy bars in college to make some extra cash. She wasn't just selling any old regular candy bar, though. Roz put different quotes on each candy bar - because even at the beginning of her sales career, Roz understood that she had to provide VALUE! We talk about her journey through different roles in her career ranging from HR positions to eventually founding her own business, Fit Chicks LLC. When Roz retired from running Fit Chicks, she had some free time and joined a tech boot camp to get into the tech sales world. Roz and I discuss how being outside of the "typical" mold for a SDR can be challenging - but also how it motivated her to absolutely CRUSH her quota in 2018. From there, Roz talks about her passion for pipeline building, her mission to become a sales development "Special Forces" specialist and how she gets INSANE response rates on her voicemails (SDR Pro Tip Alert). I had a blast recording this episode with Roz - her passion is infectious and I left the conversation feeling SO positive about where the SDR profession is headed with people like her leading the charge.  Hope you enjoy!
28:20
March 16, 2019
Episode 16 - Going all in on career success, succeeding as an SDR and a commitment to learning with Daniel Yoo
Daniel Yoo is a 23 year old entrepreneur and SDR at CircleCI in San Francisco. Daniel joins me for Episode 16 of The Lunch Break Podcast and drops some serious knowledge! I was very impressed with Daniel and I am sure you will be too. We talk about his experience running his own cell phone repair business in college and how that led him to seeking out a career in sales. Daniel shares with us his insight from starting his business making trips to go see his clients, to eventually having a store and employees, and how that opened his eyes to the power of being a great salesperson. Daniel tells us about his commitment to succeeding in his career - from moving away from his hometown, to working after hours to stay sharp and how important a positive mindset is for his success.  For all of the SDR's listening - Daniel talks about the challenges that many SDR's face. We talk about the balance of learning the product, industry etc while still having to go out and book those meetings! Daniel is a passionate sales professional that should make all of us in the sales community feel GREAT about the next generation of sales pros. 
35:28
March 9, 2019
Episode 15 - Meditation, Compassion, Integrity and Redefining the sales profession with Keith Cordeiro
The "idea" of what a salesperson is usually isn't positive. SO many people have that "idea" about what a salesperson is and what the profession is all about from movies, books and unfortunately- their interactions with salespeople in the past. Keith Cordeiro is a SHINING example of just how wrong those ideas are. On Episode 15 of The Lunch Break Podcast, Keith comes on the show to talk about what it REALLY means to be a sales professional. We talk about his misconceptions about the profession and how he ended up in sales (it was a journey filled with consistent effort, perseverance and TOUGH decisions). Keith talks about his journey through school, studying Philosophy and being introduced to Eastern religion and meditation - WAY before it was cool. From that journey, Keith has a great outlook on the way that salespeople should conduct themselves - using compassion and integrity to build real relationships with colleagues and clients. He shares those views on his blog and podcast, The Philosophy of Sales and Keith talks to us about his path to creating content. The conversation gets DEEP when we bring it all together, talking about the advantages of meditation and how it relates to success in sales. All in all - this episode is packed FULL of valuable insights from Keith. Tune in, sit back and take in the knowledge dropped on this one!
45:31
March 1, 2019
Episode 14 - Getting comfortable with being uncomfortable, networking with 500 + people and documenting your journey with Jesse Perreault
On Episode 14 of The Lunch Break Podcast, Jesse Perreault comes on the show to drop some serious knowledge. Jesse is the VP of Marketing at CoverageCorp Dealer Solutions and has had an AMAZING journey in the last few years. Jesse shares how he went from a video game player who would rather NOT talk to anyone, to embarking on a journey that has led him to connect with over 500 people! We talk about the power of mentors and the advice that he got early on that shaped his journey : get comfortable with being uncomfortable. Jesse shares great tips on what you can do to push yourself out of that comfort zone and into a place that will propel your personal and professional life to the places you want to go. We cover the amazing work he is doing at CoverageCorp - specifically, how he is empowering his colleagues to document their own journeys on social. Jesse drops some serious gems on how companies can align their employees to their corporate brand and encourage them to create content.  All in all - this episode was a blast to record and chock FULL of value from Jesse. Must Listen!
44:11
February 22, 2019
Episode 13 - Health and wellness for success in sales, staying consistent in client relationships & curating your reputation with Nick Cegelski
Episode 13 of The Lunch Break Podcast features Nick Cegelski, Account Executive at Aderant.  Nick is an former collegiate wrestler, startup founder and  is now an Enterprise Account Executive selling legal technology with Aderant. He is based in Southern California and, when not connecting with customers, enjoys hiking, biking and coaching wrestling.  Nick and I talk about his sales journey - from founding a company in college, what led him to getting into sales after he sold his business and why he loves what he does now. We dive into managing your emotions in sales, and how having a healthy lifestyle is a HUGE component in maintaining your composure. Nick shares his insight on how getting a good work out in can propel you to being truly productive. Nick also talks about how embracing the use of his CRM keeps him consistent in follow ups, getting the right amount of touches to a prospect and most importantly- keeping track of valuable relationship info that helps him stay connected to his clients. We also touch on building a personal brand as a sales person and how he sees it as an advantage in his career. The main theme that came out of everything we covered is that Nick has made a decision to have a POV of "always moving forward" - which is a mindset that every single sales person that tunes in can benefit from!
41:16
February 15, 2019
Episode 12 - Closing deals as an SDR, career growth in the EU & sales leadership with Syed Hussain
Episode 12 of The Lunch Break Podcast is CHOCK full of valuable tips and tricks from a true sales pro.   Syed's been working in sales for over 7 years, currently the Head of Business Development at Prezly. He started his career as an SDR, worked his way up to being the Head of Sales at UsabilityTools, which later got acquired by Unamo. Served as a Head of Sales for LiveChat (IPOed) and later Unamo. He also has his own company called HustleX, which helps companies and salespeople effectively grow their business.  We talk about his reason for getting into sales in the first place (ABSOLUTE necessity like many of us), his success early on as an SDR and what he learned from closing a deal while in that role! Syed shares so many valuable insights about what it's like to navigate the saas industry in Poland, how his mentors faith in his natural ability to sell helped him succeed, his desire to constantly stay sharp even as a sales leader, what he is doing with his company HustleX to help sales orgs and what he's up to currently. This episode provides a great point of view from a sales pro that has true grit and an undeniable passion for this profession of ours!
48:46
February 8, 2019
Episode 11 - Majoring in sales, relationship-based selling & AI powered CRM with Robert C Villacis
Oh boy! Episode 11 of The Lunch Break Podcast is pure 🔥🔥!! Robert C. Villacis, sales professional at Spiro Technologies, joins me to talk all things sales. We dive into how his parents reacted to his decision to switch majors in college and get a degree in sales...his parents are career sales people and their reaction might surprise you :) Robert shares how valuable the experience of majoring in sales was and what it was like coming out of school and settling into his first sales gig. He tells us all about the "Boiler Room" style of cold calling that he was introduced to and what he learned from hitting the phones hard. We go on to talk about why he decided to move into another industry and focus on relationship based selling and how that led him to his current role at Spiro. We wrap up by talking about how Spiro is leveraging Artificial Intelligence to completely redefine a sales persons experience with their CRM. All in all - every sales pro needs to listen to this one! Robert has so many valuable insights that will motivate you to be the best sales person you can be!
32:20
February 1, 2019
Episode 10 - Start up sales success, sales coaches & taking control of your career with Zach Frantz
On episode 10 of The Lunch Break Podcast, Zach Frantz joins the show to talk about his experience in sales, dating back to starting his first business at 9 years old.  Zach offers amazing insight on what he learned as a young business owner, how he found out that he actually liked sales and his decision to work in the start up world after college.  We dive into Zach's revelation surrounding his own career as well. He decided he needed to up his game and came out of his own pocket to hire a sales coach. His advice and insight into how having a coach has helped him become a better sales person. For anyone that is on the journey to become the best sales person they can be - this episode is for YOU!
44:20
January 25, 2019
Episode 9 - "Sales Experience" and what it means for sales pros and their clients with Tim Flynn
Tim Flynn, Director of Customer Development at Critical Mix brings the 🔥🔥🔥 on Episode 9 of The Lunch Break Podcast. He talks about the CRAZY things he had to deal with when he first started in the workforce, his move over to sales and his journey as a sales pro thus far. Tim and I talk about what "Sales Experience" even is, what it means for salespeople and our clients. The days of salespeople being information holders and "hard closers" is over. Tim had a revelation about the importance of creating and curating a "Sales Experience" inside of what we all think of as "Customer Experience" - and he shares his insight on the topic. We went deep on this one folks! Well worth a listen...just make sure you have a solid 45 minutes to digest it all 😎
41:15
January 18, 2019
Episode 8 - Customer Success - Support Role vs Sales Role with Samantha Pierce
On Episode 8 of The Lunch Break Podcast, Customer Success Manager at DiscoverOrg, Samantha Pierce joins the show. Samantha lives in and works remotely in New Jersey with her Fiance and Golden Retriever Holly (she’s the best). She's been in various sales positions, both new business and account management for the past 5 years and is currently enjoying great success in her current role. On this episode- Samantha and I talk about how she got started in sales from being a teacher, how the experience she gained in teaching has helped her in sales. Then we dive into the awesome google search she used to find a new opportunity, and how surprised she was that she was a natural sales person. We talk about her growth in her first sales role, her move to management, desire to be on the front lines again and after that- ending up in Customer Success. Samantha provides GREAT insight on how she has used her sales mindset to succeed in Customer Success, her thoughts on how CS leaders can empower their managers and reps to drive new business and tips for any one looking to get into Customer Success (or any new role for that matter). This one is chock FULL of value from beginning to end!  
29:17
January 14, 2019
Episode 7 - The Lost Art of Cold Calling, Learning and Subdomains for Sales pros with Matt Wanty
On episode 7, Matt Wanty - CEO & Founder of Subroot comes on the show. He takes us through his rise to success as a sales person, how having a foundation in sales has helped him as an entrepreneur, what motivated him to write a book on cold calling and why he started his company Subroot. Matt also goes over why learning and asking the right questions is so important and why being an SDR was his most important role in his career. You will take away lots of gems from this episode!
36:02
January 11, 2019
Episode 6 - Building your brand and having a blast with James Buckley
This episode is chock FULL of valuable information from James Buckley. James is a front-line sales practitioner and brand ambassador that is passionate about helping new salespeople. He created his own hashtag #saywhatsales to provide tips and insight to new salespeople and along the way - his personal brand blew up! In episode 6, James and I talk about his journey in sales and building his personal brand while dealing with lots of external pressure along the way. He shares his crazy sales call stories from his days in door to door sales, his thought process behind posting content and how he is empowering sales teams now in his position at RingLead. New sales folks, veteran sales folks and everyone in between will benefit from listening to this episode with James.
31:37
January 11, 2019
Episode 5 - Courage and keys to success in propelling your career with Krystle Schweizer
 Episode 5 is a special episode! Krystle Schweizer joins me to talk all things sales. Krystle and I worked together early in my sales career and she was a great influence and mentor to me. She has gone from outstanding wireless retail sales manager to rockstar district manager and now is providing value to her teammates as a field operations manager. Her journey hasn't come without bumps in the road- Krystle dives into what it's like to make tough decisions on career changes, challenges she has faced being a woman in sales and how she has overcome those obstacles. She shares GREAT advice to other women in the sales profession on taking the leap to get to that next level. We also talk about the benefits of getting into sales if you have no clue what you're doing with your life :) Overall- this is a great episode packed full of super valuable gems!
30:00
January 11, 2019
Episode 4 - From Sales to Marketing to Founding with Kasey Jones
On this installment of the Lunch Break Podcast, Kasey Jones stops by and talks about her journey in sales. We cover a LOT of ground on this episode. Everything from how Kasey got started in a Boiler Room type sales job, to taking a step "down" to become an SDR and capitalizing on that decision, moving from sales to marketing, the role that college does and does not play in creating a sales career and much much more. This is a great episode for sales pros that are thinking about how to truly create a career out of their current SDR role. Kasey drops some real knowledge here!
37:47
January 11, 2019
Episode 3- Implementing a culture of sales training with John Kauffman
 John Kauffman, CEO of Lammore Training, a US-based Sales Training company joins me on Episode 3 to talk about sales training done RIGHT. John has spent years training and working with salespeople and sales leaders and shares his insight. He talks about what sales leaders can do to implement a true culture of training and development immediately, what issues he sees with sales teams and training- no matter the size of the business. John and I had a great conversation that offers some great insight to frontline salespeople and sales leaders. 
42:18
January 11, 2019
Episode 2- Why Mindset Matters with Malcolm J Smith
 On the second episode of The Lunch Break Podcast, Malcolm J Smith joins me to share his journey from retail sales to SDR Manager at Leap. We talk about his first sales job in consumer electronic sales and what he learned from those early years. We dive into his mindset shift that propelled him to go back to school, overachieve professionally and start making great strides in his career. Malcolm is a great example of why having a positive and hard working mindset is such a key factor to sucess, and his story proves it. Enjoy this one! 
37:20
January 11, 2019
Episode 1 - Self Awareness, Scaling sales teams and sales success with Seth Weinstock
Seth and I talk about how he got started in sales, his success growing sales teams, the power of self-awareness, having the right people around you and MUCH more.   As always, I got a lot out of this conversation with Seth- and I hope you do too!  Plus, Seth tells us about his favorite Vegan spot in ATL!
26:22
January 11, 2019
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