1UP Revenue Podcast

Quotes:

• "Engage is the rage. Drop comments to create familiarity with your name and face."
• "Find your voice and make sure it's something you can stand passionately behind."
• "Connect with people in your industry who are where you want to be and learn from them."
• "LinkedIn is SEO for your name. It builds trust at scale."
• "Go for it before it's perfect. It will never be perfect."

About The Guest(s):
Alex Bruschi is a sales professional with over ten years of experience. He is the host of the Sales Stories IRL podcast and a Salesforce AE. Alex has a passion for sales and has been able to grow his personal brand on LinkedIn by engaging with others and sharing valuable content.

Summary:
Alex Bruschi shares his journey into sales and how he got started in the industry. He emphasizes the importance of engaging with others on LinkedIn and finding your voice when it comes to personal branding. Alex also discusses the power of building trust through content and the impact it can have on closing deals. He encourages new reps to connect with industry leaders and ask for help when needed. Alex concludes by urging individuals to take action and launch their ideas before they are perfect.

Key Takeaways:

• Engage with others on LinkedIn to create familiarity with your name and face.
• Find your voice and post content that you are passionate about.
• Connect with industry leaders and observe their strategies to accelerate your personal branding.
• Building trust through content can have a significant impact on closing deals.
• Take action and launch your ideas before they are perfect.

Gen A.I. has officially taken the B2B SaaS space by storm.

Come join us as we interview Eric Quanstrom, CMO at CIENCE on how sales and marketing are leveraging AI technology to sell better today.

Key takeaways include:

• What does Marketing do?
• How does Marketing support sales?
• How new reps can leverage AI today to ramp and sell better?

About Eric Quanstrom:

Eric is the CMO at CIENCE, a lead generation software and services company. With over 20 years of experience in marketing, Eric has held leadership positions at companies like Logitech, Pipeliner CRM, and KiteDesk.

He has helped CIENCE achieve significant growth and recognition, including being listed on the Inc 5000 four times in a row.

He also provides advice for those looking to pivot into marketing and emphasizes the value of specialization and excellence in a particular area.

Are you a B2B Sales Professional who's tired of logging notes into your CRM?

How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors?

If so, you're in for a treat!

Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc.

In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I.

Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift.

Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer.

100% selling.

In this episode of the 1UP Revenue Podcast, we feature Adam Jay, a seasoned GTM (Go To Market) sales leader in the SaaS industry. Adam has over 20 years of experience and has held various leadership roles in sales, including CRO, VP of Sales, and is currently the CEO of Adam J Consulting.

Adam shares valuable insights on leveraging AI in sales, his personal journey from medical device sales to software sales, and the importance of work-life balance in the face of "hustle culture."

Adam also emphasizes that AI is not a magic solution but can be a valuable tool when used strategically.

Here are the key points he discusses:

1. AI's Role in Sales: Adam highlights how people are leveraging AI in sales and its potential to increase sales efficiency.
2. Limitations of AI: He cautions that AI is not a silver bullet and won't solve all sales problems or guarantee overnight success.
3. Proof of Concept and Sales Engagement: Adam discusses the use of AI in proof of concept and its integration into sales engagement platforms.
4. Email Personalization: He acknowledges the limitations of AI in achieving personalized email communication.
5. The Return of Cold Calling: Adam explores the resurgence of cold calling and the importance of differentiation in sales approaches.
6. Potential Job Displacement: He touches on the potential replacement of certain roles by AI and advises job seekers on breaking through the noise.

This episode provides valuable insights for GTM SaaS Sales Professionals looking to understand the benefits and limitations of AI in sales and how to leverage it effectively.

Summary/Abstract

Chris Watson is the founder of Craft and Compel, an organization that helps business leaders engage high-value audiences through storytelling. 

Chris believes that every communication is a story and that by understanding this, we can shift our brains to see the events in our lives as potential stories. This allows us to take ownership of our story and earn the right to tell it.  

The power of storytelling is essential in order to engage an audience and make sure they remember who you are. 

Chris started telling stories when he was eight years old, and he would act out different characters from movies and TV. As he got older, he started telling his own stories, and he would pretend to be someone older in a different life. 

This power of storytelling has followed him throughout his life, and he has used it in every sales job he's ever had.  Chris talks about how, as a young boy, he would often play pranks and tell stories inspired by the character Dennis the Menace. 

He would use this as a way to get out of trouble with his family, and as an executive, he uses this same technique to stand out and make an impact with his emails and phone calls.  

Key Takeaways:

• How to use the power of stories to accelerate your sale
• How to properly craft and tell a compelling story
• How to position the power of stories 

In the conversation, Shawn describes growing up in the San Francisco Bay Area and then moving to Dallas, Texas for the past five years. 

He talks about how he became a BDR (Business Development Representative) and how he has gained valuable experiences from this role. 

The speaker discusses his move from San Francisco to Texas, and how it has changed his life. He talks about how he got into sales, and how it has helped him in his career. 

He talks about how business development and self-development have changed his life, and how they can help others.  Shawn also talks about how he got into sales, he was laid off from his previous job and found a position as an SDR at Vanilla Soft. 

He talks about how the company is much smaller than Salesforce, but he learned a lot about sales engagement platforms and CRMs. 

He also talks about how he is a BDR lifer and how the role is the same to him as an SDR.  The term BDR Lifer was coined by a salesperson in order to change the stigma around entry-level sales roles. 

They believe that the skills and experiences gained from being a BDR are valuable and can be used throughout an entire sales career. They also believe that everyone in an organization, from the CEO to the intern, should be respected.

Highlights:

• How Sales Development changed his life from homeless to owning a house
• Grit and Passion is all you need to succeed
• It's okay to be vulnerable

In this power #shorts, Ryan and Jax talk about the importance of finding your Power Team.  

Have you ever wanted to do something extraordinary or shared a bright idea only to be shot?

If so, you should reconsider who you spend your time with.  

There's an infamous quote "you are the average of the 5 you hang out with" and boy is that true.  

Now that Jax's podcast is starting to gain traction, those who said it was nothing from the beginning are now wrong.

BONUS:

Meet Daniil Krets, Senior Manager of Global Sales Development at Esper.io. Esper is an Android DevOps platform made for dedicated android devices.  IT, Engineers, and DevOps Teams rely on Esper to help scale, grow and manage their Mobile-Device-Management (MDM) program.

Born and raised in Western Europe, Daniil relocated to the Pacific North West in early 2016 to pursue his dreams in tech.  Upon picking up his first true prospecting gig as an Account Development Rep (ADR) at Skillar, he quickly rose up the ranks as a top performer ranging anywhere from 120-170%+ to plan.

After building a lead generation team from scratch at Aduro, a human performance SaaS company he was able to find his home at Esper.  

As of today, he is one of Tenbound's founding Plus Members, Co-hair of Pavilion in the SDR Leadership Channel Segment, and a respected Sales Development Leader in the space.

Key Takeaways:

• LinkedIn Prospecting
• Overcoming Objections
• The Art of Asking for Feedback
• Leveraging Articles and Trends
• Speaking your prospect's Language 
• Becoming a Subject Matter Expert
• Preventing Work Burnout

In this #shorts Jax and Ryan talk about the importance of white space. Inpsired by Stephen Covey, to live a happy and balanced life you must "sharpen the saw".  Heart, body, mind, and soul.  The Power of "I Am".

Ryan also shares some insights on how he got the ball rolling when it came to his very own SaaS company and perhaps maybe one day, you as well.

Bonus:

In this #shorts Ryan & Jax sits down and reflect on the long journey they've been on together.  

From SDR to AE and now a Co-Founder of his very own SaaS company called Pause, a power dialer that's made mobile-friendly and made to help reduce the risk of work burnout in sales.  

Meet Travis King, a respected well known Sales Professional and Consultant in the B2B Early-Staged SaaS Space.  

Travis is currently the Co-Founder and Chief Community Officer at Launch Point Labs, a startup studio and early-stage venture capital fund that helps entrepreneurs with the tools they need to launch, grow, and scale their next big idea.  Co-Founder of Career Day, a firm dedicated to helping students and professionals narrow down their career path of choice, and producer at Syndicate Sounds, a New York & Los Angeles-based production company helping businesses break through the noise and grow through the art and use of music.

Travis started off his career on the rough side, although he made quite a few career transitions in his life it was a blessing in disguise.  Through all the trials and errors, he realized there's a huge gap for those who are trying to find the right company they can call "home".  Home is where you have true alignment.  Home is where you can be yourself.  Home is where you can feel safe.  This is how you build a strong company and increase retention.

Come join us as TKing shares insights and actionable insights on how to properly navigate your career path in terms of frontline execution.  

Key Takeaways:

• How to Narrow Down your next Career Path
• How to Position Yourself for the Role
• How to Land the Role
• Life and Business Philosophy
• Momma King's Life Philosophy

Connect with TKing:

It is with great honor and privilege to propose to you the brand new revamped 1UP Revenue Podcast, a podcast for cross-functional sales teams whether you're in Sales, Marketing, or Customer Success.

The original purpose of the 1UP Sales Development Podcast was to share best practices on how to become a Master at your craft when it comes to prospecting has now officially evolved into a professional sales networking podcast.

Come join us as we share stories with everyday frontline practitioners getting it done and letting you know if we can do it, so can you!

Here are all the intro beats since the beginning as this only proves just like in sales, it's always progressed over perfection.

ADDITIONAL RESOURCES:

Meet Shawn Finder, CEO & Founder of Autoklose that has been acquired by VanillaSoft.  Autoklose is an All-In-One Sales Engagement Automation & B2B Data Platform. 

In this episode, Shawn sits down with Jax and shares his insight and strategy when it comes to building a SaaS start-up.  It all starts with an idea, but where do you go from there and how do you get the word out?

Come join us as Shawn shares his Go-to-Market (GTM) strategy and that's to get your potential "buyers" invested early on, regardless of the price.

LinkedIn Bio:

Growing up as one of North America’s top tennis players, traveling around the world competing to be the next Andre Agassi, and being told at age 23 that I had to decide to try and become tennis professional or get an MBA and go down the education route.

I have always been an entrepreneur at heart. At age 24, I entered the entrepreneurial world and never looked back. I started out importing packaging from the Orient and selling it to top retailers in North America. However, knowing I always loved selling and list building, I founded ExchangeLeads in 2013 which helps companies build custom lists for outreaching new prospects.

In early 2018, I parlayed ExchangeLeads into my second start-up called Autoklose that is a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help save them save hours a day and automate the tedious tasks salespeople do on a regular day.

I have used my sales strategies over the years to:
• Bring ExchangeLeads from 0 to Breakeven in 5.5 months.
• Launch Autoklose with 3018 prospects ready to purchase before the product was developed.
• Fill sales rep’s calendars with an average of 38 meetings a week
• Increase his clients by over 300% month over month.

SPECIALTIES: Lead Generation, Sales strategy implementation, Sales coaching, Keynote Speaking, Bringing ideas to life.

02:15 SDR-TV

04:40 Ligh Bulb

05:20 One Umbrella

07:15 “You should be in sales!”

09:10 New York New York

10:45 Bad Data

14:20 Build a Community First

14:30 Progress Check

15:00 Build Together, Stay Together

17:00 Make it Risk-Free

18:30 The Power of Reinvesting

18:50 Whale Clients

19:15 Rogers in Canada

21:30 Advice from CEO of Drift

22:00 The “Charge Anything” Approach

23:00 The Power of Feedback

23:50 Have them Invested

25:15 Product Led Growth (PLG)

26:00 Team Word of Mouth

27:00 UI/UX (Drag & Drop)

30:20 Merger

31:45 Retention

32:00 “No one gets fired”

33:15 Acquisition takes time

36:30 Characteristics of Sales

38:40 Detec Coacabality

40:20 MVP

41:30 Fifty on Fifty

Meet Nikki Ivey - Sales Mentor, Sales Leader, and Co-Founder of SDR Defenders, a 4,000+ strong confirmed members of SDR/BDR's who's constantly looking for ways to either break into tech or level up their craft.

In this episode, Nikki shares her story of growing up in the projects of Dayton Ohio to how she became the Sales Development Sales Leader that she is today.  

Nikki also shares some insights and streagy when it comes to finding the right company with the right culture and it all starts by asking the right questions.

From insurance sales to Co-Finding SDR Defenders getting acquired by Pavillion and now Sales Director at Assembly, life is good!

In a sales career that spans more than a decade, I’ve been the only Black woman on the team 99% of the time.

I never challenged that reality in any meaningful way while in those roles because I was afraid it would jeopardize my job or the camaraderie I wanted to have with my teammates. So I accepted the status quo that caused me to shrink myself, swallow pain, and laugh awkwardly at jokes that were not funny- jokes in which simply being black was the punchline. I did it because seeing so few people who looked like me or shared any measure of commonality with my frame of reference reinforced the feelings of not belonging that had always characterized my life in white spaces. I was coping, having accepted that this was just the best we could do as an industry and as a country. I felt lucky to be there and not really there at all.

But as my accomplishments and influence grew, so too did my confidence to take action. I’d started publishing content and building communities around the deeply held belief that attracting, supporting, and retaining diverse talent is a professional and personal imperative.

That got me here... and I guess it's what brought you here too. So let's work together on creating the inclusive, diverse respectful future that naysayers never believed in...and let's invite them along for the journey.

Meet Chris von Huene, a long-term acquaintance turned friend.  Currently serving as the Director of Sale at Prodigal, he came from a financial analytics background to outside B2B copiers sales to now SaaS.

Chris is a truly born hustler when it comes to sales.  Starting off as an analyst, although he was good with numbers he quickly realized there was something bigger waiting for him in life.

That something bigger is Sales.

We live in a world now of instant gratification.  Everybody wants things overnight.  No wait, no work, just now.  

Although this sounds nice, this isn't always the case.

So if you're a brand new SDR/BDR, how do you attack failure?

What do you do when sh*t hits the fan?

The only way to push forward is to Think Big.

BIO:

My Life’s Purpose:

1. I will smile often and laugh deeply while always retaining a child-like mentality of fun and wonder

2. Staying true to myself and my values will allow me to make a positive and sustainable impact in as many lives as possible

3. Remaining present in the moment is my daily promise to myself

4. Making this world a better place before I leave, thus creating a ripple effect that’ll outlast my physical form, is my mission in life

5. Always remaining open and curious because every day is an opportunity to learn, this is my daily task

6. I shall share my stories with others and be inspired by the tales we tell

My intent is to build long-term mutually beneficial relationships as I assist you in navigating the challenges you’re facing.

Fingers crossed that you have an adventurous spirit and are willing to join me on this journey!

Connect with Chris:

Meet Annie Roche - a young-born hustler starting as young as selling girl scout cookies to tech sales.

Growing up she always wanted to be a doctor, Peditraitician to be exact.  Young and ambitious, she always had an entrepreneurial spirit with a burning desire to succeed.  After finding massive success in tech sales and hunting whales as an individual contributor, she knows to find her passion in giving back in a sales leadership role.

Come join us as she shares her story and how to push forward when it comes to beginning females in sales. 

• 01:58 Tom from Dealpoint.io Shoutout
• 02:56 Planting the Seed
• 02:55 Brief Introduction
• 03:00 Attentive
• 03:40 LeadIQ for 4 years
• 04:45 Mini pitch
• 05:31 Car insurance
• 05:40 Annie’s Background
• 06:00 “My story”
• 06:10 “I wanted to be a pediatrician”
• 06:25 “Medical Field wasn’t right for me”
• 07:07 Negotiation
• 07:39 “I wanted to have an entrepreneur with a solo mission”
• 08:05 “I realized sales was gonna give me this opportunity
• 09:00 Girl Scout Cookies
• 09:30 Godfather inspired
• 09:45 Role Model
• 10:14 Glittery Stars
• 10:35 Shoutout to Jeremy Leveille
• 11:11 New Hamshere to LeadIQ
• 11:25 Reset
• 11:40 Shoutout to CEO at LeadIQ
• 12:00 Started off as an SDR
• 12:12 “I knew I wanted to be an AE”
• 12:15 “I negotiated with the CEO if I hit a 100 Opportunites, I'd get promoted to AE”
• 13:40 Get it in writing
• 14:20 Only female SDR on the team
• 14:40 Only AE on the team as well
• 15:09 “Let’s just be great!”
• 15:39 Never put yourself down as the only female in sales
• 16:55 Advice for Females who wants to be an AE
• 17:12 Don’t overthink it
• 17:20 Focus on being the best
• 17:30 Advocate for yourself
• 18:00 In a role, men will..
• 18:10 Be confident
• 18:20 Reach for things you want
• 19:40 Celebrate your wins and do it publicly
• 19:50 Share your success and wins
• 20:20 This was awesome and this is why
• 20:50 Teach everybody around you
• 22:24 Leadership
• 22:30 “I was always a leader”
• 22:50 Closed the Whale
• 23:15 “After hunting the whale, I wanted something new
• 23:50 Promotion
• 25:00 Whale Hunting
• 26:30 Reach out to me
• 26:48 Advice for female in sales
• 27:00 Don’t let anything stop you
• 27:14 I’m prescribed in Medicine
• 27:39 Sky’s the limit
• 27:46 Make more than doctors in tech sales
• 27:50 Go for it

Meet Vincent Matano, SDR turned AE over at Demandbase.  Demandbase is a B2B Intent Data for ABM Marketers and Sales in the Tech Sales Development space.

Vin is Tenbound's 2019 SDR Beast Award Winner, the #1 Top SDR in the world.  Grit, Passion, Hustle mixed with a Millennial Twist got him to where he is today.

If you're a new SDR/BDR to the game, take some notes and this will help you strive to the top.

About

I started off my sales journey in college, selling Home Internet & TV packages door-to-door. I can confidently say, no other job prepares you for the reality of sales like getting countless doors slammed in your face mid-pitch.

Now, at Demandbase, I am a former SDR turned AE who's obsessed with creative prospecting and passionate about personal development.

During my day-to-day, I help B2B marketers and salespeople achieve their Account-Based Experience (ABX) goals. On LinkedIn, I make fun videos and help salespeople prospect more efficiently.

Outside of work you can find me in the gym playing pick-up basketball with friends, holding onto my childhood dream of playing in the NBA (which I'm starting to realize is probably long gone).

Aside from trying to make the pro's, I'm either on a run, learning how to cook, binging my favorite mob movies, or recording new episodes of my podcast, Project Growth!

Follow me on Twitter: @vinmatano

After 3 years of hard work, dedication + patience, Jackson aka "Jax" has officially become an Established Top Funnel Revenue Growth Leader in the B2B Sales Development Tech SaaS space.

Wowing all the other hard hitters in the game, he brings in a new concept, philosophy, and thought process with the heat when it comes to Top Funnel Prospecting. 

Jax was the first to ever introduce the Link Chart Analysis (LCA) approach, a framework structure FBI Agents tend to use when catching a serial killer.  A game so strong, it even swooped the host Ashleigh Early off her feet.

Ashleigh is a Sales Development Thought Leader and Sales Leader in the space who shine lines on the minorities in the tech space.

Come join us as he shares his journey of adversity, thought process, and beliefs when it comes to Sales Development.

FULL YOUTUBE VIDEO HERE:

If you're in the Sales Game, you already know MIngram.  He's my top #1 Favorites when it comes to Sales Development content.  Everything he does is solid.  He practices what he teaches.  As an SDR Lyfer himself, he's in it to win it and he knows that to truly win in life it's all about giving back. 

I have been very fortunate to be named a back to back LinkedIn Top Sales Voice in 2018 and 2019, and 2020 and named a Top 25 Sales Development Thought Leader. The crazy part about all of this is that I never wanted to create a personal brand in the first place because I was afraid of what people would think of me. 😅

Through my journey though, I have been able to overcome that fear and step into my calling. 🗣

Now, I am a sales rep 💼 who happens to be a sales coach and trainer that coaches sales teams how to use modern-sales techniques that bolster pipeline, leverage social media, schedule net new accounts and cold call with confidence. 📞

I am the host of the podcast and YouTube Channel called The SDR Chronicles, with more than 100 videos providing SDRs and sales reps with motivation, advice, and tactics for their sales journey.

My work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review.

As my journey continues, I have been blessed with the opportunity to work at JB Sales Training where I am learning from one of the world's most renowned sales trainer in John Barrows and learning something new every day.

For those who want to level up their sales reps and organization:
https://jbarrows.com/

WHAT I DO:
- I post content daily on sales, sales development, millennials and prospecting best practices
- Train SDRs/BDRs and AEs on how to break through the noise
- Evolving our content at JBarrows Sales Training to stay current in the modern sales world
- Teaching others why personal brand and social media is important for the long term of your career (its how John found me)

CORE VALUES FOR SUCCESS: 🙏
1. Always seek feedback/guidance
2. Being organized within your role
3. Ability to Adjust
4. Ask the Hard Questions
5. Work hard based on the goals you have

My motto is "When you commit yourself to be persistent towards your sales goals, you will see the light at the end of the tunnel. Keep Dialing!"

When I’m not working away, I love watching sports, playing video games 🎮, watching movies and reading books. 📖

If you have any direct questions, please email me at 👉 morgan@morganjingram.com

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

It's tough right now, there are people who are still jobless and there are many still seeking their first SDR role.  But what happens if you're giving it your all, all your might, all your strength, all your power, all your energy only to see it go down the drain?

Don't go down that rabbit hole.  Join us as Chili Piper's SDR Manager gives you insights on what to do and what not to do.  Break yourself, be different.  don't follow the pack.

You know when you get a lead from a form fill and now have to relentlessly follow up with this person to get them scheduled for a demo? Sometimes it can stretch out for days, even weeks and that’s if you manage to get ahold of them in the first place.

Or how about when you’ve got a qualified lead that you're ready to schedule a demo for but you’re lost trying to figure out which AE’s calendar to put it on? Is this person up in the Round Robin? Which territory is this guy in? Isn't this person on vacation?

If you or any of your reps have experienced these problems, I’m in the business of helping. Let’s talk! matthew@chilipiper.com

Connect with Matthew:

Introducing India's TOP SDR Manager, the one and only Rahul Wadhwa.

Rahul is one of a kind when it comes to Sales and Sales Development.  His beliefs, his go-to-market strategies, and his learning style are one of a kind.  Here he shares his story on how he worked his way up the ranks and what it takes to be highly adaptable.

I am a millennial managing Millennials for a living.

My Story- I was in the right place at the right time.

Am I a born salesperson? As a kid, I was able to convince my Indian parents into letting me study how alcohol is made so I can make a living, get work at 17 as a bartender with no experience, convinced more than 30 companies to hire me in less than ten years. If sales is about convincing another person into buying your idea, then yes. I have made a few sales in my life.

Why Sales Development? Look around. Every SDR wants to become an AE and then Sales Manager. Everyone wants to build an outbound team without grooming people in this role. Few Sales managers handle sales development, and sales function both. What's the problem you ask? Please think of the best Chinese restaurant you like and imagine them selling Indian food too. I rest my case.


How does the future of Sales Development in India look like? - Bright. SaaS is growing in India more than ever, and I see immense potential in building a career in Sales Development. My vision for the next 2 years is to motivate more SDRs to take up a career in Sales Development and more people to take up sales.


If you are an #SDR, want to hone your skills and don't know where to start, look at this absolute free resource - https://bit.ly/3e14eCP

Checkout my new Youtube Channel- https://bit.ly/3cuo8pn

Looking to master the interview skills and get hired?- Download our book "Get Hired" (Link Below)

Looking to contribute to our next book "Get Promoted", DM me

Happy with the guidance I provided and looking for ways to treat me? 😎Here’s my wish list for 2021 https://amzn.to/2WJKJqR

Connect with Rahul:

Jared is one hell of a Solutions Consultant.  Young, bright, and highly ambitious he'll do whatever it takes to be successful.  Jared started off at Chili Piper as an SDR.

He then moved his way up the ranks into CX, Product Expert, and ultimately Sales Enablement.  Jared then soon realize he found his Ikigai and that's being a Solutions Consultant.

FactoryFour provides a manufacturing execution system for high-mix and highly custom manufacturers around the world.

As a Solutions Consultant, I help with assisting our sales organization in pre-sales activities such as RFI/RFP completion and technical demonstrations.

G2 crowd recognized FactoryFour as a high performing MES in the 2019 Fall, 2020 Winter, and 2020 Summer Grid Reports

About

I love leveraging the use of technology both personally and professionally. I have a passion for problem-solving, software and working with people.

Since beginning my career, I've become more and more intrigued by the Sales Process. I started off as a SDR before moving to Customer Success and Relationship Management before being promoted to a Sales Enablement/Sales Engineering/Product Manager hybrid role.

I’m now in a Solutions Consultant role which is a mix of all the areas of SaaS that I’m passionate about.

I'm a huge fan of supporting Sales whether it be in Sales Engineering/Solutions Consulting or in Sales Enablement. The Sales world is one that I'm extremely passionate about and I look forward to growing in.

My Specialties/Interests:
+ Sales Engineering
+ Solutions Consulting
+ Sales and Marketing Operations
+ Sales Enablement
+ Salesforce
+ SaaS Onboarding and Training
+ SaaS Customer Support and Success
+ Marketing Automation Tools
+ Sales Technology

Connect with Jared:

Introducing our next featured guest coming straight out of Barcelona, Alejandro Campoy, Sales Account Executive at Stealth Startup.

Alejandro is my good friend coming straight out of Spain. He is a millennial repping Millenials and a true go-getter.  With the mamba mentality burning desire within his heart, he'll go down swinging no matter what.  

That's how winners win.

BIO:

I’ve been passionate about sales and marketing for as long as I remember, with a focus on value creation. I believe in brands with a conscience, those who help create a better world.

Over the last 8 years, I’ve helped companies from various industries grow, ranging from small, local projects in Valencia funded with limited resources to big food-techs in San Francisco.

This exposure to different environments has shaped me into a versatile, KPI driven, team-oriented professional with a business development focused skillset.

I have two passions: NBA and fashion. Following my passion, I recently released my second clothing brand, inspired by my core values and principles, where I apply all the knowledge gathered during these years. You can check it out @unlimited__dreamers .

Specialties: 

SaaS | Digital Sales Development | Online Brand Building | Account Management | Prospection

Connect with Alejandro:

Introducing our next guest Keegan Chapman, VP of Sales over at Victorylap.io

Victorylap.io is a modern-day sales Bootcamp that acts as a liaison between the main sales skills fundamentals and the Tech/SaaS companies available.  Bridging and closing the gap.  The company is run by sales professionals for sales professionals.

Keegan got her first sales experience when she was as young as 8 years old selling girl scout cookies.  Her mom was her best coach even till this day and she sure did raise an awesome daughter.  Keegan was also named 2017 where her team raised over $130,000 to support The Leukemia & Lymphoma Society (LLS) in 10 Weeks! In turn, my fundraising team funded two grants as well as helped support cancer research through LLS.

She is also a sales professional and leader in the space, giving power and voice to the females in sales.  What we truly love about Keegan is that she's always open to helping others out.  She's also always on the move when it comes to goal achievements and always finding a way to break through it!

Keegan, thanks for all you do, the Sales Dev. Community appreciates you!

Connect with Keegan:

Business Development and Strategic Partnerships | Brand Evangelist | Top 25 Inside Sales Leader

Introducing our next guest on the show Nimit Bhatt, Managing Director of Business Development and Strategic Partnerships at Memory Blue.

memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, and Silicon Valley, CA.

We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals.

When it comes to Sales Development Hard Hitters, Nimit is one of the OG's in the skits with 8 years going strong.  He is also the VP of AA-ISP of the Phoenix, AZ Chapter.

What started off in a family that wanted him to become a lawyer, he went against their will and it was the best decision he ever made.

In this episode, he shares the benefit of always asking what's next

• How knowing too much can break or make the call
• Be Dangerous
• The Power of Story Telling 

Connect with Nimit:

https://www.linkedin.com/in/nimit-bhatt-81047631/

The Sales Minute with Nimit:

https://open.spotify.com/show/1pWFmzCUidfDBpeI1Bh0iK?si=wlljLOmsR52zvR6ZM_MUXw

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

Introducing Tom Williams, Co-Founder, and CEO of Dealpoint.io

Dealpint.io is a customer-centric selling platform that helps aligns sales teams and their buyers so everyone is working towards the same goal

They provide insights such as

• Guided Discovery
  
• Deal Management
  
• Deal Review at Scale
  
• and of course
  
  • Intent Data for Forecast
    

In this episode, Tom shares some ideas, nuggets, and insights on what it takes when it comes to building a tech startup.

Tom was also the Former Co-Founder of PresspointCRM and his 3 key takeaways are:

• His wife is the biggest part of his success
  
• Asking yourself can you live with no income for a year?
  
• Do not reach out to get funded unless you really have to
  

Connect with Tom Williams:

• https://www.linkedin.com/in/tdgwilliams
• www.dealpoint.io

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to