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SaaS Sales Players

SaaS Sales Players

By Jesse Woodbury
Interviews with the SaaS industry's top performing sellers. SaaS Sales Players breaks down the mindset, habits and processes used by software's most successful revenue producers to crush quota and make bank.
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Pt. I Accelerating Your SaaS Selling Results & Career in 2022 - Earning A Record W2

SaaS Sales Players

1x
Common Reasons Your SaaS Deals Stall & How You Can Fix It
Jesse shares some common scenarios that cause SaaS deals to stall in the buying process. With suggestions for why it might be happening & how you can fix it. 
31:20
September 24, 2022
Improving Outbound & Growing Your Sales Pipeline with Christian Banach
Christian Banach is the Principal & Chief Growth Officer of Christian Banach LLC, a leading strategic new business development advisory for marketing service firms in growth mode wanting to land 6 and 7-figure opportunities predictably. Christian shares lessons from his work with clients on the topics of content creation, writing a weekly newsletter, prospecting sequences & troubleshooting when your outreach is now working.  Christian's Website: https://christianbanach.com/ Connect on LinkedIn: https://www.linkedin.com/in/christianbanach/
55:51
September 14, 2022
From Entrepreneur & Small Business Owner to High Performance SaaS Seller with Chase Barmore of WhatConverts
Chase Barmore is a Business Development Representative at WhatConverts. Prior to breaking into SaaS Sales he was a serial entrepreneur & small business owner, starting & operating Life Bar & Ready Valet. Chase shares how he transitioned into SaaS Sales.  How to contact Chase: IG: https://www.instagram.com/mrlifebar/ Linkedin: https://www.linkedin.com/in/chase-barmore-78960418/WhatConverts.com  Sign-up for a free 14 day trial here: https://app.whatconverts.com/sign-up-trial or book a demo with Chase https://calendly.com/chase-barmore/30min Amplify Louisville- https://amplifylouisville.com/ Start-up Time Go Wild - https://timetogowild.com/ Fly Over Future connect with tech in fly over country - https://flyoverfuture.com/
01:12:07
September 01, 2022
Prospecting & Prioritizing Mental Health, Mindset, and Wellness from an SDR Turned AE with Anthony Natoli of Lattice
Anthony Natoli is a former SDR turned AE. He helps SDRs and AEs in B2B SaaS prospect with intention to book more quality meetings without burning out. He's an advocate for prioritizing mental health, mindset, and wellness for SaaS sales professionals based on his own journey. Subscribe to Anthony's newsletter for high-quality and actionable prospecting tips delivered directly to your inbox every week: https://anthonynatoli.me/ Connect with Anthony on LinkedIn: https://www.linkedin.com/in/anthony-natoli/
39:48
August 24, 2022
You're Probably More Valuable Than You Think
Jesse powers through a Friday evening monsoon storm & shares thoughts about your value as a SaaS revenue driver.  Article & post mentioned in the episode:  Blog by Cory Bray: https://www.linkedin.com/pulse/early-stage-startup-sales-rep-equity-usually-rip-off-cory-bray/ Post by Ryan Walsh: https://www.linkedin.com/posts/ryancwalsh_sales-metrics-attrition-activity-6963475640775802880-pwLt?utm_source=linkedin_share&utm_medium=member_desktop_web
13:26
August 12, 2022
On Doing Whatever It Takes, Sales Secrets from a $100M Sales Rep with Brandon Bornancin of Seamless.AI
Brandon Bornancin is the #1 best-selling author of 3 books, a serial salesperson (sold over $100M in sales), eight-figure entrepreneur (2x), inventor of Seamless.AI, and motivational speaker who is obsessed with helping you maximize your success. linktr.ee/brandonbornancin Career opportunities at Seamless.AI: https://www.seamless.ai/about/careers
54:25
July 28, 2022
The Importance of Being Brief in SaaS Sales
Jesse shares ideas for being more brief in your communication with buyers. 
11:32
July 07, 2022
Layoffs in Tech & What to Do If You're Impacted
Jesse shares what he did to get back on track in his career after sudden unemployment a few years ago. 
24:42
June 09, 2022
Do You Have a Highlight Reel for Your SaaS Sales Career?
Jesse nerds out on all of the data he tracks around prior sales results & shares why you should have a SaaS sales highlight reel of your own.
10:57
May 20, 2022
A Prospecting Campaign Idea to Help You Get Intro'd To The Right Stakeholders
Jesse shares a prospecting play you can run to use Procurement contacts to get in the door at a large enterprise.
11:44
May 13, 2022
What Happens If I Miss My Quota in SaaS Sales?
Jesse's musings about SaaS quota achievement. 
14:16
April 29, 2022
The Secret to Scaling SaaS Companies From Someone Who's Done It Many Times Over with Patrick Parker of SaaS Partners
Patrick Parker is the CEO of SaaS Partners (saaspartners.io). Patrick has has led the creation, go-to-market & scale of a handful of SaaS startups. He shares examples of consistent processes that lead to revenue growth, while also sharing resources for sellers looking to understand the elements of scaling a SaaS business. Connect with Patrick: https://www.linkedin.com/in/patrickbparker/ Patrick & team are ALWAYS hiring. email: hello@saaspartners.io for more info.
36:06
April 14, 2022
Announcement! - First Ever SSP Happy Hour & Meetup in Austin, Texas
Jesse shares deets about the upcoming SaaS Sales Players Meetup & Happy Hour in ATX. This is a chance to meet Jesse, fellow fans of the show & likely a few of the guests who have been on the show.  Please RSVP here: https://www.eventbrite.com/e/309092342517
02:31
March 30, 2022
Knowing Your On Track in Your SaaS Sales Journey
Jesse shares some career milestones, that put him on track for success. 
29:10
March 24, 2022
Data Security, Compliance & Selling to Technical Buyers with Girish Redekar of Sprinto
Girish Redekar is the Co-Founder of Sprinto, a SaaS designed to help enterprises with compliance & security. Girish joins us after midnight IST to share the importance of compliance & data security for modern companies & how you as a seller can prepare for security evaluations. Girish also shares best practices for working with a technical buyer, decision maker or influencer in your deals.  Connect with Girish: https://www.linkedin.com/in/girishredekar/ Learn more about Sprinto: https://sprinto.com/
38:27
March 17, 2022
How to Transform Your Mindset, Manage Stress, Anxiety & Addiction & Become an Elite SaaS Seller with Ian Koniak
Ian Koniak is the Founder & President of Ian Koniak Sales Coaching. Before starting his coaching business, he spent 9 years as a high performing, Strategic Rep at Salesforce. Ian shares how he transitioned from hardware to software sales - landing a top role at Salesforce. Ian also opens up about the pressures of being a top performer & how sellers can maintain control of their mindset, mental & physical health.  Learn more about Ian's coaching program: https://iankoniak.com/ Connect/Follow Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/
55:32
March 04, 2022
Breaking Down Common Acronyms in the SaaS Business (While Drinking Tequila)
Jesse goes through a list of common acronyms you'll hear in SaaS, while sipping a Paloma.  Full list of acronyms to be published...
26:47
February 19, 2022
A Stanford Ph.D's Approach to Selling & The Value-Driven Growth Methodology with Brent Keltner of Winalytics
Brent Keltner is the President of Winalytics’ and creator of the value-driven growth methodology. Brent has over 10 years of experience as a revenue leader in enterprise to early stage companies and 10 years as a Ph.D. social scientist at Stanford and the RAND Corporation. Brent’s clients have included among others AdmitHub, Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion and True Fit. Connect with Brent on LinkedIn: https://www.linkedin.com/in/bkeltner/ Work with Winalytics: https://info.winalytics.com/free-winalytics-growth-assessment-and-consultation
45:07
February 14, 2022
A Simple Formula to Estimate the Annual Revenue & Burn Rate of any SaaS Startup
Jesse shares an easy formula he learned years ago to estimate ARR & burn rate for Pre-IPO, VC-backed SaaS startups. # of employees on LinkedIn x $200,000. Give it a try.  The original blog post I first learned this formula from: https://www.saastr.com/how-to-figure-out-your-competitors-revenues-in-about-70-seconds/
03:54
February 08, 2022
Mastering Your Pitch with Rajiv 'RajNATION' Nathan
Rajiv 'RajNATION' Nathan is a chief pitch artist, rapper & the founder of Startup Hypeman. He shares his Que Pasa elevator pitch method & ideas for improving your pitch, telling better stories & improving your posturing. For SaaS Sales Players Only: https://www.startuphypeman.com/ssp Connect with Raj on LinkedIn: https://www.linkedin.com/in/rajivnathan/
59:09
February 03, 2022
The 7 Steps to 7 Figures in SaaS Sales with Brandon Fluharty
Brandon Fluharty is back to share details about his upcoming eBook: 7 Steps to 7 Figures. Brandon is a VP of Strategic Account Solutions at LivePerson & Author of Be Focused, Live Great a newsletter about Brandon's operating system for earning 7-figures in SaaS sales without hustle & burnout.   Subscribe to Be Focused, Live Great & Get Early Access to 7 Steps to 7 Figures: https://brandonfluharty.com/ Connect & Follow Brandon: https://www.linkedin.com/in/brandonfluharty/
45:16
January 30, 2022
Knowing Your Tech Stack, Marketplace & Transitioning from Contributor to Leader with Asa Hochhauser of McGaw.io
Asa Hochhauser is the VP of Sales at McGaw.io. Asa shares his story, transition to Sales leadership, perspectives in selling at a product led growth company & how to keep a pulse on your market.  Connect with Asa on LI: https://www.linkedin.com/in/asahoc/
44:48
January 20, 2022
The Simple Cadence I'm Using for my Prospecting
Jesse shares a really simple, 15-day prospecting & outreach cadence by Trish Bertuzzi in her book The Sales Development Playbook: https://www.bridgegroupinc.com/sales-development-playbook This was a great book & one that helped me gain a new perspective on this business & level up significantly. Pic of the cadence from the book: https://images.clickfunnels.com/c6/ed40ca34ed45939cc97631414e8b70/Image-from-iOS-2-.jpg (Seriously though, buy the damn book, you'll be glad you did.)
11:60
January 20, 2022
Sales & Prospecting Insights from a Lawyer Turned SaaS Founder with Andy Cabasso of Postaga
Andy is the co-founder at Postaga, a new all-in-one platform for link building and email outreach. Recently featured on Product Hunt as #1 product of the day. Andy shares how he went from Law Student to entrepreneur & how sales & marketing helped him secure Postaga's early customers & funding. Connect with Andy on LinkedIn: https://www.linkedin.com/in/andrewcabasso/
43:10
January 11, 2022
Quick Time Management Tip for SaaS Sellers
Jesse shares a quick tip for managing money making activities, prep & breaks on your calendar to improve productivity. Simple & effective. Here's the link to the original post by Morgan J. Ingram: https://www.linkedin.com/posts/morganjingram_color-code-your-calendar-here-is-a-starter-activity-6754761555432230912-VDvj
06:03
January 08, 2022
Career Transitions, Startups, Research & Streamlining Results with David Nakano of Airkit
David Nakano is an Account Executive at Airkit. David shares his career transition story, SaaS opportunity framework & some ideas for building rapport, building pipeline, researching companies & putting your SaaS career on the fast track.  Connect with David on LinkedIn: https://www.linkedin.com/in/david-nakano/
01:12:12
January 06, 2022
Pt. III Accelerating Your SaaS Selling Results & Career in 2022 - Ideas for Owning Your Career Path
Jesse shares a few examples of how you can take control of your SaaS Sales career path, standout from your peers & practice consistency, predictability & control. 
24:57
December 31, 2021
Pt. II Accelerating Your SaaS Selling Results & Career in 2022 - Breaking into SaaS Sales
Jesse shares ideas around how he'd approach breaking into SaaS Sales if he had to start over again today, but knowing what he knows now about the industry.
25:11
December 30, 2021
Pt. I Accelerating Your SaaS Selling Results & Career in 2022 - Earning A Record W2
Jesse shares a few ideas for how to make 2022 a record earnings year & W2 for yourself.  If you'd like a copy of my capacity planner email me at: jesse@jessewoodbury.com
18:42
December 28, 2021
How to Sell Without Selling Out with Andy Paul
Andy Paul host of the Sales Enablement Podcast shares insights, stories & some hot takes on the state of SaaS selling. In addition to his podcast (which was acquired by Revenue.io in 2020) he's the author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales" with a third book on the way: "How to Sell Without Selling Out." He's #8 on LinkedIn's list of Top 50 Global Sales Experts and has consulted some of the biggest businesses in the world including: Square, Philips, Grubhub and more. He's one of the leading voices in the sales industry today. Website: andypaul.com LinkedIn: https://www.linkedin.com/in/realandypaul/ Pre-Order Sell Without Selling Out: https://www.andypaul.com/#pre-order-now-ap The Sales Enablement Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197
44:19
December 21, 2021
My Top 10 Must-Read Books for Business & Sales
Jesse shares 10 influential business books that shaped his life & career.   The Books (Links to be added later):  Never Split the Difference by Chris Voss  The Four-Hour Work Week by Tim Ferris  From Impossible to Inevitable/Predictable Revenue by Aaron Ross & Jason Lemkin  Selling Above & Below the Line by Skip Miller  The Sales Development Playbook by Trish Bertuzzi  Think & Grow Rich by Napoleon Hill  The Hard Thing About Hard Things by Ben Horowitz  Steve Jobs by Walter Isaacson  High Output Management by Andy Grove  Measure What Matters by John Doerr
13:21
December 01, 2021
From Bankrupt Small Business Owner to Top SaaS Seller With Chris Dankowski of Sapper Consulting
Chris Dankowski of Sapper Consulting shares his career journey from small, bankrupt business owner to SaaS AE at some of the industries top companies. Chris also digs into insights around effective prospecting & shares how to land great opportunities in SaaS.  Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrisdankowski/
56:31
November 17, 2021
How to Master a Salary Negotiation in SaaS
Jesse shares ideas, tips, resources & learnings for effective salary negotiation for SaaS sales positions. Please reach out if I can be a resource: jesse@jessewoodbury.com Resources:  https://www.glassdoor.com/index.htm https://www.linkedin.com/salary https://www.bridgegroupinc.com/inside-sales-resources https://www.repvue.com/
26:08
November 10, 2021
Managing Your SaaS Sales Career with Christine Rogers of Aspireship
Christine Rogers is the President & COO of Aspireship. She shares insights from her 15-year career in SaaS sales, leadership & entrepreneurship.  Aspireship is a very exciting startup working to level the playing field for professionals aspiring for a career in SaaS.  Website: https://aspireship.com/ Christine's LinkedIn: https://www.linkedin.com/in/christinerogers2/
57:35
October 29, 2021
How to Meet Your Prospects Where They Are Using Social Selling with Ryann Dowdy of Social Sellers Academy
Ryann Dowdy helps high-achieving women leave their 9-5 and build a 6-figure business by teaching them how to master sales conversations and the mindset work required to make a total identity shift. Ryann has mentored, managed, and trained thousands of sales reps. Ryann focuses on the art of building relationship and human to human connection. Connect with Ryann on LinkedIn: https://www.linkedin.com/in/ryanndowdy/ Check out her podcast: https://dailysalesondemandforceos.com/300f0-web-agency-portfolio-single/
47:39
October 26, 2021
5 Tips for Better Discovery Conversations
Discovery is extremely important in the sales process. When done right, it builds trust, improves close rate and can help deals close faster. Jesse shares a few things he has seen improve the discovery process. Mastering discovery is an ongoing pursuit and even the most elite sellers still invest in learning and practicing great discovery.  Please share your process and ideas: jesse@jessewoodbury.com
16:46
October 24, 2021
Sales Transformation, Podcasting & Startup Sales with Collin Mitchell of Salescast
Collin Mitchell is the host of Sales Transformation and CRO of Salescast. Collin shares his sales story and journey as an entrepreneur and podcaster. Collin also shares his insight into how podcasting can be used as a channel for sellers to reach their ideal buyers.  Book a podcast strategy session with Collin: https://meetings.hubspot.com/collin30/podsesh Podcast: https://www.salestransformation.fm/ Collin's LinkedIn: https://www.linkedin.com/in/collincmitchell/
37:16
October 20, 2021
How to Find Great Opportunities in SaaS Sales with Amanda Jones
Amanda Jones returns to the podcast to share details around the launch of her sales consulting business. She also shares some tips on how to land an opportunity at a top SaaS company.  LinkedIn: https://www.linkedin.com/in/amandaharknessjones/ Website: https://www.amandadianeconsulting.com/
34:27
October 14, 2021
Deconstructing the Challenger Sale with Jennifer Allen of Challenger
Jen Allen is a Key Account Executive at Challenger & the Host of the Winning the Challenger Sale Podcast. Jen is an expert in B2B sales strategy and the Challenger methodology. Connect with her on LinkedIn and be sure to subscribe to the Winning the Challenger Sale Podcast. Winning the Challenger Sale Podcast: https://podcasts.apple.com/us/podcast/winning-the-challenger-sale/id1559020842 Jen's LinkedIn: https://www.linkedin.com/in/jenniferallen1121/
44:25
October 06, 2021
Authentic Persuasion & Going From Order Taker to Quota Breaker with Jason Cutter
Jason Cutter shares his playbook for Authentic Persuasion in Sales.  Connect with Jason on LinkedIn: https://www.linkedin.com/in/jascut/ Get a copy of the Scalable Sales Success Iceberg & Checklist - DM, email (jason@cutterconsultinggroup.com) or call/text – (206) 234-1848
01:00:08
October 01, 2021
How to Be Focused, Live Great AND Make 7 Figures in SaaS Sales with Brandon Fluharty
Brandon Fluharty is one of the top minds in the SaaS Sales industry today. He was kind enough to share insights into his personal operating system that yielded him 8 figures in SaaS revenue & a 7-figure W2.  Follow Brandon on LinkedIn & check out his newsletter: Be Focused. Live Great. Connect on LinkedIn: https://www.linkedin.com/in/brandonfluharty/ Website/Newsletter Sign Up: https://brandonfluharty.com/ https://befocusedlivegreat.com/
46:48
September 20, 2021
Death to Fluff in Sales & the Mic Drop Method for Cold Calling with Belal Batrawy
Belal Batrawy is the creator of DeathtoFluff. He's an amazingly talented seller who's spent much of his career driving revenue for early stage SaaS startups. Belal is one of the top minds in the industry and spends his time advising startups with their go-to-market efforts and helping reps improve their pitch with his Mic Drop Cold Call framework.  Belal's LinkedIn: https://www.linkedin.com/in/belbatrawy/ Belal's Mic Drop Method for Cold Calling: http://forms.peek.link/28dB Newsletter: https://deathtofluff.substack.com/
48:49
September 07, 2021
Sales Lessons from a Veteran Entrepreneur with Patrick Baynes of NerdWise
Patrick Baynes is the CEO of Nerdwise, a Philly-based startup that enables sales teams to accelerate each stage of the buying process from prospect discovery to outreach and acquisition. Patrick shares how to level up professionally, approach prospecting and pipeline generation with strategy & data and how to thoughtfully serve your customers.  Nerdwise: https://www.nerdwise.com/ Connect with Patrick's LinkedIn: https://www.linkedin.com/in/baynes/
58:51
September 01, 2021
How to Maintain a Positive Mindset When Things Aren’t Going Well
Jesse shares 3 things you can work on to remain positive and control your mindset.  Don't forget to join the 6-figure Close Plan Training Course. I'm closing it down at the end of August. Don't miss an opportunity to learn the framework for managing large SaaS deals: https://www.saasplayers.com/closeplan
16:13
August 21, 2021
Using LinkedIn Sales Navigator to Build Credibility, Find Buyers & Create Org Charts
Jesse shares how he's currently using LinkedIn in his prospecting and sales process.  Don't forget to check out the 6-Figure Close Plan: https://www.saasplayers.com/closeplan
08:38
August 11, 2021
On Being a Rainmaker, "LinkedIn Rapper" & Highly Competitive Seller with Jaime Safianow of Quantum Metric
Jaime Safianow who Manages Sales Development at Quantum Metric, takes some time on a Friday evening to share her playbook for success in the software industry. Jaime is an expert at making a splash with social selling, famous for her viral LinkedIn videos where she Raps about her product and solution. Jaime shares how to stand out in a crowded category and how to leverage LinkedIn for effective prospecting. Jaime has been a friend for nearly a decade and she's one of the top sellers I've worked with in my career.  Connect with Jaime on LinkedIn: https://www.linkedin.com/in/jaimesafianow/
49:30
August 02, 2021
6-Figure Close Plan (Program Launch Announcement)
Jesse shares an exciting announcement about the release of an upcoming virtual training program & Slack community.  Learn more about the virtual training and Slack group at www.saasplayers.com Or email support@jessewoodbury.com 
03:08
August 02, 2021
Is SaaS Sales a Career or a Lifestyle?
Jesse shares thoughts on managing work life balance as a seller and whether this profession is... well a profession or a lifestyle. 
08:51
July 27, 2021
Mastering The Cold Call With Chris Beall of ConnectAndSell
Chris Beall of ConnectAndSell stops by to share some wisdom about sales, business, cold calling and life in general.  Connect with Chris on LinkedIn: https://www.linkedin.com/in/chris-beall-7859a4/ Check out ConnectAndSell: https://connectandsell.com/ Read Five Sentences That Will Change Your Life Pt. I: https://connectandsell.com/five-sentences-will-change-life-part-1/ Read Five Sentences That Will Change Your Life Pt. II: https://connectandsell.com/five-sentences-will-change-life-part-2/
01:06:42
July 07, 2021
Developing Winning Habits & Using Your Resources to Find Success in Software Sales with Scott Milener of IntroSnap
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. Connect with Scott: https://www.linkedin.com/in/milener/ https://www.introsnap.com/ Scott's book recommendation: https://survivaltothrival.com/
57:09
June 25, 2021
5 Things to Look For When Interviewing for your Next SaaS Sales Role
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 documented rep/team success & results - In general, are reps achieving their goals? What is the top performer specifically doing? -Rep investment - How do they train, enable and advance reps to career & financial success? -Do they respect boundaries, provide & receive feedback?
25:43
June 05, 2021
What Sales Can Learn from Special Operations Forces (SOF) with John Wood
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 assistance Connect with John on LinkedIn: https://www.linkedin.com/in/john-wood-85038066/
01:11:07
May 19, 2021
4 Things I'm Proud of in My SaaS Sales Journey
Jesse shares 4 things he's proud of in his SaaS selling career so far. Connected with great mentors Invested in himself to improve his craft Developed and nurtured a strong network of peers, leaders & customers Made moves at the right time (leaving when it's time to go or sticking it out when he felt like quitting)
20:42
May 12, 2021
3 Things I Would Have Done Differently In My SaaS Sales Journey
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
18:11
April 30, 2021
How Having a "Close Plan" Will Help You Improve Forecasting & Conversions
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. If you'd like a copy of Jesse's template email: jesse@jessewoodbury.com
11:33
April 07, 2021
Quick Podcast Update
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 or at jesse@jessewoodbury.com A companion website to the podcast will be coming soon! Thank you. -Jesse
05:38
March 03, 2021
The Fundamentals of SaaS Selling with Jeroen Corthout of Salesflare
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: Salesflare website: https://salesflare.com/ SaaS Sales Fundamentals Blog Post: https://blog.salesflare.com/saas-sales Connect with Jeroen on LinkedIn: https://www.linkedin.com/in/jeroencorthout/
50:29
February 18, 2021
The Number One Question To Ask When Discussing Pricing
Jesse shares a go-to question that will help prompt feedback from your prospects on your pricing proposal. 
03:29
February 08, 2021
The Secret to Closing $10MM+ Mega Software Deals with Jamal Reimer
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 yourself for victory in an RFP process. If you're looking to dramatically increase your average deal size, follow Jamal on LinkedIn and check out his mentoring program and masterclasses.  Jamal's Website: https://www.megadealsecrets.com/ Connect with Jamal on LinkedIn: https://www.linkedin.com/in/jamal-reimer/
51:47
February 01, 2021
"Can You Send Me Some More Info?"
How to handle the very common "Can You Send Me Some More Info?" objection.
09:51
January 27, 2021
How to Double Your Income This Year In Software Sales with Ian Agard of Clio & Grind
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.  Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianagard/ Grind: http://www.grindsaas.com/
01:03:53
January 16, 2021
On Succeeding as the First Sales Hire with Luke Bivens of Gatsby
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.  Connect with Luke on LinkedIn: https://www.linkedin.com/in/luke-bivens-50054641/
01:05:05
January 05, 2021
Finding Your First Opportunity in SaaS Sales - Pt. III
Jesse shares a few strategies for interviewing and closing the deal on your first software sales role. 
10:21
January 05, 2021
Finding Your First Opportunity in SaaS Sales - Pt. II
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.
14:06
December 19, 2020
Finding Your First Opportunity in SaaS Sales - Pt. I
Jesse shares a few considerations for finding your first opportunity in SaaS Sales. https://gregslist.com/
16:11
December 09, 2020
Getting After It with Leigh Kindley of 6sense
Leigh Kindley shares her origin story and talks about the importance of using creativity and data to become a master at selling to enterprises.  Connect with Leigh on LinkedIn
55:07
November 28, 2020
Breaking Up (Disqualifying) Prospects That Aren't a Fit
Jesse shares a few ideas for how to politely disqualify a prospect without sounding like a gatekeeping asshole. 
08:14
November 20, 2020
The Importance of Multi-Threaded Deals
Jesse shares the importance of having multiple contacts and stakeholders involved in large deal cycles.
09:46
November 19, 2020
Being Authentic and Asking the Right Questions with Zachary Ballenger of Casted
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. Connect with Zachary on LinkedIn
01:25:49
November 04, 2020
Call CFOs
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.
06:45
October 22, 2020
How to Make "No" Work for You
Jesse geeks out on a tactic from the book Never Split the Difference: Using "NO" to your advantage.
05:00
October 09, 2020
How to Win Big Deals and Influence Customers with Dustin Brown of Outreach.io
Dustin Brown takes a quick break from sending multi-six-figure order forms to share how he builds lifelong relationships with his customers and how doing so has helped him achieve amazing results while also finding deep satisfaction and fulfillment in the journey. Dustin also shares some pro-tips for Outreach users and speaks to how you can stand out from the crowd. Connect with Dustin on LinkedIn Dustin's Book Recommendations
01:03:52
October 08, 2020
Take on Complexity for your Customers
Jesse discusses a mindset change that's made a big impact on both his pipeline and career fulfillment.
03:54
October 02, 2020
Do the Hard Thing
Jesse share's how effective it can be to roll up your sleeves and do the "hard thing."
03:07
September 29, 2020
How to Ramp 80% Faster with Amanda Jones of Chorus.ai
Amanda Jones shares how she broke into SaaS, how she's landed at some of the industry's hottest companies and how she managed to close a deal in her first 24 days in a new role.  Connect with Amanda on LinkedIn Read the Blog Article
58:41
September 25, 2020
Trailer
Jesse shares why he's creating yet another sales podcast. 
00:49
September 20, 2020