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SaasHoles "Rev Ops with an edge"

SaasHoles "Rev Ops with an edge"

By Pete Jansons Justin Roff-Marsh Jamie Carnie Kevin Gaither
We appreciate your support on Patreon! www.patreon.com/SaasHoles
Saas Holes is a weekly podcast that addresses revenue operations issues within the SAAS Industry. Jamie Carney, Kevin Gaither, Justin Roff Marsh and Pete Jansons have a combined 100 years of experience in scaling SAAS profit centers most recently at CareerBuilder and Ziprecruiter. Think Barstool Sports in the Boardroom. Show guests include C Level Execs in SAAS and Consultants that operate in the SAAS industry
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Justin Roff-Marsh Author of "The Machine" and Founder of Ballistix

SaasHoles "Rev Ops with an edge"

Justin Roff-Marsh Author of "The Machine" and Founder of Ballistix

SaasHoles "Rev Ops with an edge"

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Pronouns In The Workplace: Why Are They Necessary?
Starza Thompson answers why it is important to have Pronouns in the workplace.   Starza is the VP of Marketing for Apploi, a recruiting, onboarding, and credential management software company. With more than 15 years’ experience in marketing with leadership roles across multiple industries from non-profit and wholesale distribution to fintech and healthcare, Starza has helped companies of all sizes increase revenue, strengthen their brand, and maximize product-market fit. She has won both national and company-wide awards for her marketing strategy and demand generation initiatives. Starza has a BA in Psychology and English from James Madison University and graduated in the top 10% of her MBA class at the University of Illinois. We Really Appreciate our Patreon Supporters!! Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable.  Request a Demo now at DemandFarm.com ask for IronMan Winalytics build the revenue organization you want Request a Free 60 Minute Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya We’d also like to thank Aaron J and Trens S.  for their support It’s a real ego boost Please consider supporting our Content on Patreon.com/SaasHoles.
53:02
May 19, 2022
The Importance of Onboarding and Sales Training
Dionne Mejer is the CEO and Founder of Inside Sales by Design.  Inside Sales by Design was founded by Dionne in 2014 for those that want to build an Inside Sales team the right way the first time. Inside Sales by Design is also for those that want to transform their current team from order takers to sales gurus; from ho-hum to going out of their way to delight their customers and prospects.  Dionne does this by creating and optimizing your Inside Sales Infrastructure™ and then onboarding and coaching your people to use and operate within this new system the most effective way possible. https://www.linkedin.com/in/dionnemejer/ https://www.youtube.com/channel/UCWhokaNeyz20g0SqJXUsIbw https://twitter.com/dionnemejer  https://www.insidesalesbydesign.com/  Brought to you with Love from your SaasHoles: Justin Roff-March Kevin Gaither Jamie Carney Pete Jansons We Really Appreciate our Patreon Supporters!! Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable.  Request a Demo now at DemandFarm.com ask for IronMan Winalytics build the revenue organization you want Request a Free 60 Minute  Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya We’d also like to thank Aaron J and Trens S.  for their support It’s a real ego boost Please consider supporting our Content on Patreon.com/SaasHoles. #revopswithanedge #RevenueOpeations #RevOps #SalesTraining #Onboarding revops podcast lead generation b2b marketing saas marketing b2b lead generation
51:50
May 12, 2022
Lorena Morales Revenue Operations Director JLL
#revenueoperations #JLL #revopswithanedge  Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL.  Lorena is a skillful storyteller and relationship-builder and she uses these skills in her approach to both marketing and leadership, which have allowed her to grow teams for the past 8 years.  In the interest of making the most of every minute, Lorena has lived and worked in several countries around the world, as well as earned her Masters degrees in International Marketing and Strategic Design Management, which have served her to understand her customers through a different lens, which is design thinking and service design. https://www.linkedin.com/in/moraleslorena/ https://twitter.com/moraleslorenasf https://medium.com/@eledeloca #Jones Lang Lasalle Please: Like and Subscribe Video it really helps in distributing our Content Sign up for our Newsletter Please consider supporting our Content on Patreon/SaasHoles. #revopswithanedge
55:47
May 05, 2022
Gabe Larsen VP Marketing Kustomer
Gabe leads Kustomer’s worldwide marketing efforts, including advertising, brand, communications, demand, and digital. Before joining Kustomer, Gabe was the VP of Marketing InsideSales.com where he helped create the sales acceleration category and grow the company from six to nearly one-hundred million in revenue. Gabe spearheaded the brand transformation, establishing InsideSales.com as an industry thought leader, and pioneering a new enterprise go-to-market motion. Prior to InsideSales.com, Gabe served as a senior managing consultant at a research-based, global performance management company Gallup, Inc. While at Gallup, Gabe helped establish Gallup’s Middle Eastern headquarters in Dubai, sell a $10M dollar deal, and lead customer transformation projects for companies like Toyota, Honda, and IKEA. Previous to Gallup, Gabe worked for Goldman Sachs as an equity derivative specialist. Gabe oversaw derivative activity on the London and Hong Kong exchanges for 75 U.S hedge funds, managing $750 million to $30 billion under assets. Gabe has never been a typical marketing leader and the numbers and achievements show it. If Gabe is not creating marketing strategies, partnering with sales people to close a deal, producing content to build pipeline, or pioneering new marketing and sales approaches, you’ll find him at home playing with his four boys, at the nearest karaoke bar pretending he’s on America’s Got Talent, or at the gym playing basketball like he’s still in high school. 👉LinkedIn: https://linkedin.com/in/gabelarsen/ 👉Twitter: https://twitter.com/gabelarsen 👉Podcast: https://www.kustomer.com/blog/category/podcast/ Please: Like and Subscribe Video it really helps in distributing our Content Sign up for our Newsletter Please consider supporting our Content on Patreon/SaasHoles.
55:02
April 28, 2022
Bob Perkins Founder and Chairman of the AA-ISP American Association of Inside Sales Professionals
Bob Perkins is the founder and chairman of the AA-ISP.  As a nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations at recognized brands such as Unisys, SGI, United Health and others. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. Among other things, Bob maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. https://www.linkedin.com/in/perkinsbob/  https://aa-isp.org/about-us  https://www.youtube.com/c/Aa-ispOrg  Sales Inside Sales AA-ISP American Association of Inside Sales Professionals Revenue Operations Please: Like and Subscribe Video it really helps in distributing our Content Sign up for our Newsletter Please consider supporting our Content on Patreon/SaasHoles.
48:32
April 21, 2022
Tyler Lessard VP Marketing at Vidyard
Tyler Lessard is a Marketing, Product and Business Development executive with a passion for customer-centric problem solving, creative storytelling, and data-driven marketing. Tyler has over 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. He’s currently the VP Marketing at Vidyard, host of the Creating Connections show, author of The Visual Sale, and amateur video creator. Follow Tyler on LinkedIn: https://www.linkedin.com/in/tylerlessard/ Follow Vidyard on LinkedIn: https://www.linkedin.com/company/vidyard/  Sign up for Vidyard for free: https://www.vidyard.com/ Check out Sales Feed on YouTube: https://www.youtube.com/c/SalesFeedTube  Check out Sales Feed on TikTok: https://www.tiktok.com/@salesfeed Get the Sales Feed weekly newsletter: https://www.salesfeedmedia.com/newsletter  Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles
48:13
April 14, 2022
Jen Igartua CEO Go Nimbly
Jen is the CEO at Go Nimbly, the revenue operations consultancy that helps SaaS companies drive more revenue by creating a frictionless and human buying experience.  As an expert in Marketing & Sales alignment, it’s easy to see gaps in the way many companies operate. These gaps translate into a subpar customer experience, which results in decreased revenue. Since 2013, Go Nimbly has transformed the most innovative SaaS and PaaS businesses from the inside, exponentially improving the way they are able to deliver the Go To Market experience their customers demand.  https://gonimbly.com/ https://www.linkedin.com/in/jen-igartua/ https://www.pocketbook.co.uk/blog/2019/01/29/urgent-important-eisenhower-matrix/ Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles
46:12
April 07, 2022
Tim Riesterer Chief Strategy Officer Corporate Visions
Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development. He also leads the company’s consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Prior to joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until it was acquired by Corporate Visions in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems. Tim is co-author of Customer Message Management: Increasing Marketing’s Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill), and The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers. Tim has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee. https://www.linkedin.com/in/tim-riesterer/ Welcome Justin Roff Marsh  to the show as a SaasHole!!  Justin is the Author of the Machine!! (Our Fave Ops Book!) Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles Links Used: https://en.wikipedia.org/wiki/Daniel_Kahneman Statistical significance - Wikipedia B2B Customer Research Rooted in Decision Science - B2B DecisionLabs Amazon.com: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (Audible Audio Edition): Erik Peterson, Tim Riesterer, Susan Marlowe, McGraw Hill-Ascent Audio: Books Website: http://www.corporatevisions.com/http://www.corporatevisions.com/ Book: http://www.conversationsthatwin.com/http://www.conversationsthatwin.com/ Twitter:  TRiesterer
49:49
March 31, 2022
Nikki Ivey CRO Inclusivv
Nikki is CRO at Inclusivv and a sales culture SME. She was recently recognized as a LinkedIn Top Voice, and Salesforce Top Sales Influencer. Nikki's career centers around community, as a founding member of Sales For The Culture, Contributing Writer at Sistas in Sales and a Board Member at Uncrushed, an organization working to promote mental health in sales. As co-founder of the recently acquired SDRDefenders, Nikki is driven by a deep desire to democratize access to the sales profession. Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Links referenced in podcast: https://en.wikipedia.org/wiki/Historical_racial_and_ethnic_demographics_of_the_United_States#Vital_statistics_of_racial_and_ethnic_Groups_(since_1990) SYSTEMIC RACISM | meaning in the Cambridge English Dictionary Critical mass (sociodynamics) - Wikipedia https://en.wikipedia.org/wiki/Demographics_of_Atlanta Facts & Figures | The University of Texas at Austin (utexas.edu) U.S. Census Bureau QuickFacts: Atlanta city, Georgia What Is Diversity, Equity & Inclusion (DEI)? (inclusionhub.com) revenue - sales process - sales enablement - revenue leader (culturedperspective.com) https://www.indeed.com/career-advice/career-development/sales-quota What it means to be your authentic self | Center for Growth Therapy (thecenterforgrowth.com) Microaggression | Psychology Today Whistling Vivaldi: How Stereotypes Affect Us and What We Can Do (Issues of Our Time): Steele, Claude M.: 8580001112718: Amazon.com: Books Stereotype Threat: Definition and Examples - Simply Psychology https://www.merriam-webster.com/dictionary/blockhead https://www.amazon.com/New-One-Minute-Manager-Manager-updated/dp/8172234996/ref=sr_1_1?hvadid=77790501808932&hvbmt=bb&hvdev=c&hvqmt=p&keywords=blanchard+one+minute+manager&qid=1647983712&sr=8-1 Sympathy vs. Empathy: What's the Difference? | Merriam-Webster https://en.wikipedia.org/wiki/MeToo_movement Conflate Definition & Meaning - Merriam-Webster https://www.thebalancecareers.com/cold-call-tracking-sheet-2917270
57:36
March 24, 2022
Milind Katti Co-founder & CEO of Demand Farm
Milind Katti is the Co-founder & CEO of Demand Farm. Having practiced and evolved the ‘Farming Engine’ principle for over a decade, he established Demand Farm in 2016 and is passionate about delivering the best B2B key account management solutions to serve the needs of sales leaders and key account managers. Demand Farm is where he continues to build software products and solutions to make account planning effective and effortless. https://www.demandfarm.com/ https://www.demandfarm.com/milind-katti https://www.linkedin.com/in/milindkatti/ Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
43:16
March 17, 2022
Tara Renze - Keynote Speaker, Author & Positive Lifestyle Influencer
"Unleash your authenticity. Seek Fulfillment. Eliminate comparison. Lean into fear. Never play small." Tara Renze is an author, emotional intelligence practitioner, entrepreneur, speaker, inspirer, blogger, thought-leader, wife and mother and is redefining how we unleash purpose, level up our success and create sustainable happiness and fulfillment in all aspects of our lives. After two decades of success in corporate leadership and social selling, she started training, speaking, coaching to share her passions and help others live the life they desire, envision and deserve. Tara has a true passion and talent for guiding others to harness and realize their full potential. https://www.tararenze.com/about https://www.tararenze.com/books https://www.linkedin.com/in/tararenze/ Buy us a beer? https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net
44:16
March 10, 2022
Brent Keltner, Ph.D. founder and President of Winalytics
Brent Keltner, Ph.D. is founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy.  He is also author of the forthcoming book The Revenue Acceleration Playbook.  Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value.   Before starting Winalytics, Brent spent more than a decade as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink. He began his career as a Ph.D. social scientist and spent 10 years conducting qualitative research interviews at Stanford University and the RAND Corporation.    Check out Brent's new book going to hit the market soon!! https://winalytics.com/our-book/ Buy us a beer? https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net
43:32
March 03, 2022
Jeff Ignacio RevOps Rehab Community True Practitioners
RevOps wiz Jeff Ignacio stopped by the SaasHoles Kevin Gaither, Jamie Carney and Pete Jansons to talk RevOps Shop. Jeff Ignacio, a RevOps leader running the RevOps Rehab community for true practitioners. Jeff is an experienced RevOps leader who is passionate about driving revenue excellence working with sales, marketing, and customer success leaders. He’s a results driven RevOps leader who believes in: A high sense of urgency to define and enable sales processes Stabilize and scale systems to work for you and not against you Collaborative, Team player (we may not always agree but we will work through all the angles) High integrity, Accountable Strategic Leadership, Hands on Approach https://www.linkedin.com/in/jeffbethechange/ https://www.patreon.com/revopsrehab Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
42:52
February 24, 2022
Matt Bertuzzi The Bridge Group SAAS AE Report
Matt Bertuzzi Director of Ops of The Bridge Group gives the SaasHoles Kevin Gaither, Jamie Carney and Pete Jansons a peek of their first draft of their SAAS AE Report .....HUGE! IF your a sales leader or in rev ops get ready to nerd out. The Bridge Group has spent the last two decades helping more than 400 B2B companies achieve *more* — more prospects, more pipeline, and more revenue. Matt runs the numbers behind The Bridge Group research. He loves SDR/AE/AM process, metrics, and technologies. He also wrote a book for Salesforce nerds called Lightning Sales Ops. https://www.linkedin.com/in/mattbertuzzi/ https://www.amazon.com/Lightning-Sales-Ops-Salesforce-Development-ebook/dp/B06XMR93HC https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net
51:18
February 17, 2022
RevPartners.io Cofounders CRO Matt Bolian and CEO Brendan Tolleson
Co-Founders RevPartners.io Matt Bolian and Brendan Tolleson talk RevOps Shop with Kevin Gaither, and Pete Jansons Don't be that guy/gal support the SaasHoles today!! https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Links Used in the show: https://www.linkedin.com/in/matthewbolian/ https://www.linkedin.com/in/brendan-tolleson-6bb64a6/ https://revpartners.io/ https://revpartners.io/about-us/ https://fs.hubspotusercontent00.net/hubfs/9040550/Ebook_RevOpsManifesto_v2_.pdf
43:50
February 10, 2022
Julie Hansen Author and Virtual-Selling Thought Leader
Author and Video Expert Julie Hansen stopped by the show to chat with Kevin Gaither, Jamie Carney and Pete Jansons Julie is a virtual-selling thought leader and the author of three sales books, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners, & Teams," which was named Top Sales Book of 2021, "ACT Like a Sales Pro!" and "Sales Presentations for Dummies." Through workshops, coaching and her Selling On Video Master Class, Julie helps sales leaders and teams to leverage video in a way that drives sales. In addition to a successful career in sales and leadership, Julie worked as a professional actor appearing in over 75 plays, commercials, films, and television shows, including HBO’s Sex & The City. Don't be that guy/gal support the SaasHoles today!! https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Links Used in show: https://www.linkedin.com/in/juliehansensalestraining/ https://juliehansen.live/ julie@actingforsales.com https://twitter.com/acting4sales https://juliehansen.live/sales-presentation-skills-workshops/ https://juliehansen.live/books/ https://www.linkedin.com/search/results/content/?keywords=zoom%20outfit%20office&origin=SWITCH_SEARCH_VERTICAL&sid=6Yq https://bombbomb.com/home21/ https://www.onemob.com/
49:46
February 03, 2022
Mary Ball and Lucy Hillier Women in Business Book Club
Mary Ball and Lucy Hillier Co-Founders of "Women in Business Book Club" stopped by the show to chat with Kevin Gaither, and Pete Jansons Women in Business Book Club is a diverse network of women who inspire one another through shared knowledge and experiences. https://www.womeninbusinessbookclub.com/ https://www.womeninbusinessbookclub.com/about-us https://www.linkedin.com/in/mary-ball-she-her-53489a39/ https://www.linkedin.com/in/lucyhillier/ https://www.linkedin.com/company/womein-in-business-book-club/ Don't be that guy/gal support the SaasHoles today!! https://www.patreon.com/SaasHoles  Have an idea for a topic, or guest? Pete@saasholes.net Links Used during the show: https://jobs.lever.co/popmenu/4db36f43-7708-4f08-a6e2-501acb60ed71 https://learningleader.com/about/ https://learningleader.com/the-pursuit-of-excellence/ https://en.wikipedia.org/wiki/The_Challenger_Sale https://en.wikipedia.org/wiki/The_7_Habits_of_Highly_Effective_People https://www.amazon.com/Lasting-Impact-Positive-Leadership/dp/0736974989 https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect
55:09
January 27, 2022
Jeroen Corthout Co-Founder Salesflare
Jeroen Corthout Co-Founder Salesflare stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons to talk SAAS CRM. Jeroen Corthout Co-Founder Salesflare talked SAAS CRM with the SaasHoles Kevin Gaither, Jamie Carney, and Pete Jansons   Jeroen is co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and fast growing startup companies.  Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to follow up the leads for their software company in an easier way. They didn't like to keep track of their leads manually and built Salesflare, which pulls customer data together automatically and then actively helps you to follow up.  It's now the most popular CRM on Product Hunt and top rated on review platforms like G2 for its ease of use and automation features.  Ask him anything about sales automation, data fun, or Belgian beers. https://salesflare.com/index.html https://www.linkedin.com/in/jeroencorthout/ https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net Iinks Mentioned in show: https://podcasts.apple.com/us/podcast/founder-coffee-intimate-saas-chats/id1361209224 https://www.youtube.com/watch?v=mFQ03tknhg8 https://superhuman.com/
22:29
January 20, 2022
Alan Gleeson Founder Work With Agility
Alan Gleeson Founder Work With Agility stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons to talk SAAS Marketing as well as International SAAS Issues. About Alan Gleeson: Alan Gleeson is a marketing professional with a particular interest in supporting tech startups (predominantly B2B SaaS companies) to generate leads and to grow their businesses. Alan started his career in financial services, joining Barclays on their graduate programme. He then joined Freeserve on secondment, then one of the poster boys for the ‘dot com’ boom. In 2003 Alan joined Palo Alto Software, a leading Software as a Service (SaaS) company where he acted as the Managing Director for the European subsidiary for a number of years. In recent years Alan has worked for a number of B2B SaaS companies, in a mix of full time and consultancy engagements. Alan is based in London, is a patron member of the Irish International Business Network, and coaches at Ealing Trailfinders Rugby Club in his spare time. He has an MBA from University of Oxford, and an MSc from University College Cork, Ireland. Follow Alan Gleeson on Twitter or visit his website Work With Agility Connect with him on Linkedin https://www.workwithagility.com/ https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net Iinks Used in show https://medium.com/@msuster https://www.forentrepreneurs.com/ https:https://tomtunguz.com/data-company-valuations/ //andrewchen.com/recent/ https://www.kaushik.net/avinash/ https://en.wikipedia.org/wiki/Jason_Calacanis https://en.wikipedia.org/wiki/Eric_Ries https://en.wikipedia.org/wiki/The_Lean_Startup https://www.saastock.com/team-ireland/ https://www.alangleeson.com/
56:38
January 13, 2022
Ryan Walsh CEO and Founder RepVue
Ryan Walsh CEO and Founder RepVue stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons https://www.repvue.com/  RepVue’s founder and CEO, Ryan Walsh, has spent nearly two decades selling, leading sales teams, and mentoring sales professionals. Prior to founding RepVue, Ryan ran a successful consulting practice helping companies optimize the mechanics of repeatable revenue businesses, with a keen focus on architecting scalable sales engines for early to mid-stage cloud-based software companies.  Previously, Ryan spent over 17 years as an operator and executive, most recently as chief revenue officer for SaaS e-commerce software company ChannelAdvisor. Ryan was the primary architect of the revenue engine and chief sales leader from 2010 to 2017, during which time the company’s annual revenues grew from $40M to $112M. This growth directly resulted in a successful IPO in 2013 Be a SaasHole Patreon Supporter  https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net Sponsored by: People.ai If you want actionable insights into your salesforce CRM tool, use People.ai.  People.ai has the best-of-breed matching technology that will match your reps activity to their opportunities and accounts removing the manual self-reported nature of a CRM tool.  This saves 10% of sales peoples time, giving it back so they spend more time selling.  Use People.ai today to make all your sales tech services work better and provide you the insights and intelligence you need to make better sales strategy decisions.  Visit People dot A I today to get more information.
52:49
January 06, 2022
Chad and Cheese Retro Cast "Podcast Tips"
Joel Cheesman and Chad Sowash joined the SaasHoles to give them advice on how to create a podcast. Never before seen footage. Watch it on YouTube before the censors get to it https://www.chadcheese.com/ Be a SaasHole Patreon Supporter https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
57:10
December 30, 2021
Maggie Li VP of Business Operations and Analytics Service Titan
Maggie Li is the current VP of Business Operations and Analytics at ServiceTitan and former VP of Business Operations and Analytics at ZipRecruiter.  She is a strategic problem-solver with demonstrated success in delivering critical business insights, defining KPIs, improving sales effectiveness, and building high-performing teams.  Maggie talked some serious SAAS Shop with the SaasHoles Kevin Gaither, Jamie Carney, and Pete Jansons https://www.servicetitan.com/ Be a SaasHole Patreon Supporter https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
55:57
December 23, 2021
Lauren Bailey Founder and President, Factor 8 | Founder, #GirlsClub
Lauren Bailey Founder and President, Factor 8 | Founder, #GirlsClub stopped by to chat with Kevin Gaither, Jamie Carney, and Pete Jansons Lauren Bailey is an inside sales expert who has been voted Top 25 Most Influential Leaders in Inside Sales, Top 25 Sales Coaches, Top 35 Most Influential Women in Sales and Top 50 Keynote Presenters this year alone! She is the Founder of Factor 8, The Sales Bar, and #GirlsClub, and she’s on a mission to help more people feel confident and successful at work. https://www.linkedin.com/in/insidesalesadvisor/ https://www.linkedin.com/company/girlsclub https://www.linkedin.com/company/factor-8 https://factor8.com/ https://wearegirlsclub.com/ Be a SaasHole Patreon Supporter https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
57:28
December 16, 2021
Jarrod Johnson Chief Customer Officer at TaskUs
Jarrod Johnson Chief Customer Officer at TaskUs stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Jarrod is Responsible for TaskUs go-to-market strategy and execution across all their client-facing functions. Jarrod leads the "Client Organization" at TaskUs, including global marketing, sales, client services (account management), and the consulting organization. Be a SaasHole Patreon Supporter https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net
57:15
December 09, 2021
Justin Welsh Creator of "The Operating System"
Justin Welsh stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Over the last decade, Justin Welsh has helped build two $50M+ ARR companies, teams of 150+ people, and raised over $300M in venture capital.  Then, in 2019, he burned out.  So, he walked away from a high-paying executive job at a high-growth startup in Los Angeles to work for himself. He wanted to completely redesign his life with more intention.   https://www.justinwelsh.me/  https://www.linkedin.com/in/justinwelsh/  Be a SaasHole Patreon Supporter https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net
54:37
December 02, 2021
Jason Blais Chief Commercial Officer at PerkSpot
Jason Blais stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Conversation covered: Newspapers/Online transformation Sales Contests MRR ch Madness Motivating the unmotivated https://www.linkedin.com/in/jasoncblais/ Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
56:16
November 25, 2021
Scott Leese and Richard Harris
Industry Warhorse's Scott Leese and Richard Harris stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Richard Harris is the founder of The Harris Consulting Group and brings over 20 years of technology and SaaS experience in sales training, operations, and sales leadership into his role as a Sales Consultant.  Some of the clients he’s helped are Zoom, Google, DoorDash and many more. Scott Leese is the CEO and Founder of Scott Leese Consulting/Surf and Sales/and ThursdayNightSales and as a 6-time sales leader, 3-time founder and 3-time author, Scott has a proven track record of lifting organizations to new heights and is a highly sought after advisor and sales leader. Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
56:19
November 18, 2021
JM Wilke Director of Sales Operations Qualia
JM Wilke Director of Sales Operations Qualia stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Qualia is the leading digital closing platform used by real estate professionals, title & escrow operations, lenders, proptech companies, and homebuyers in the United States.  JM is a successful saleswoman, sales mgr, SDR manager and Director of Sales Ops in TX. From slangin’ ice cream in Sacramento as a child to planning her days and weeks in advance to optimize her days as a working mother, JM covers a lot of ground and gets it done! Notes:  What is Rev Ops? Multiple on Pipeline Learnings from Covid Current Tech Stack https://www.qualia.com/ https://www.linkedin.com/in/jmwilke/ Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
39:58
November 11, 2021
Kevin “KD” Dorsey VP Inside Sales PatientPop
Inside Sales guru Kevin “KD” Dorsey stopped by to chat with Jamie Carney and Pete Jansons Kevin “KD” Dorsey is currently the VP of Inside Sales at PatientPop in Santa Monica.  KD loves scaling sales teams. He’s built teams from 0-150+ reps, revenues from 0-100M+ ARR (and counting). He believes in processes and systems, paired with skill development, as the code to success. KD also loves to share what he’s learned, and what he’s learning with others. He consults all sorts of different companies and people as they look to improve their results. He mentors and consults early, mid, and late-stage SaaS companies all across the world. Sharing his playbooks and processes for scaling sales teams successfully. https://www.patientpop.com/ https://www.linkedin.com/in/kddorsey3/ Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
47:33
November 04, 2021
Andrew Hahn Global SaaS Revenue Leader
SAAS Industry Vet Andrew Hahn stopped by to chat SAAS with Kevin Gaither and Pete Jansons Andrew is an incredibly talented, yet flawed CRO. A CRO who helped lead LA's largest SaaS IPO, built three companies to successful exits, & encountered two epic career fails. Andrew is a skilled Global SaaS Revenue Leader who specializes in GTM strategy, scalable operations, and repeatable motions to build multi-channel revenue for start-up, hyper-growth, pre-IPO, and public tech companies. An entrepreneur at heart, Andrew enjoys talking about himself in the 3rd person and run-on sentences... Notes: Steps to Discovery People don't buy from people they like, they buy from trusted consultative experts Why deals stall and what can be done to prevent this stage Demo's Pre/Post/During https://www.linkedin.com/in/andrewhahn1121/ Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
47:29
October 28, 2021
Vinnie Cholewa Head of Sales & Customer Success relode
Jamie, Carney, Kevin Gaither and Pete Jansons chat with  Vinnie Cholewa  Head of Sales & Customer Success relode Topics: Hunter/Farmer Role History of Customer Success Critical Listening Personal brand INTERNATIONAL Operations https://www.linkedin.com/in/vincentcholewa/# https://relode.com/ Have an idea for a topic or guest? pete@saasholes.net Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
47:15
October 21, 2021
Justin Roff-Marsh Author of The Machine and Sales Contrarian
Jamie, Carney, Kevin Gaither and Pete Jansons chat with  Justin Roff-Marsh author of The Machine and Founder of Ballistix Topics: Why should pay at-risk/piecemeal pay go away (pay a salesperson flat salary) 3 reasons why Customers leave Revenue Should always be the responsibility of Operations. Never Sales Sales reps personal vs commercial relationship with customers Private Equity/Venture Capital "The Goal" Theory of constraints https://justinroffmarsh.com/ Justins One Sheet https://justinroffmarsh.com/wp-content/uploads/2020/02/Justin-RoffMarsh_Vistage-Overview.pdf Have an idea for a topic or guest? pete@saasholes.net Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
52:20
October 14, 2021
Amos Schwartzfarb Managing Director Techstars
Amos Schwartzfarb joined the SaasHoles Jamie Carney, Kevin KG Gaither, and Pete Jansons  Amos has been growing businesses for twenty-five years and investing in startups for the past ten Managing Director of Techstars in Austin. Since 1997, he’s helped build companies that sold to Yahoo!, R.H. Donnelly, The Home Depot, plus over sixty more as Managing Director of Techstars Austin. He's also the bestselling author of two books, Sell More Faster and Levers. https://www.techstars.com/ https://www.linkedin.com/in/amosschwartzfarb/ https://www.crunchbase.com/person/amos-schwartzfarb Have an idea for a topic or guest? pete@saasholes.net Be a SaasHole Patreon Supporter 
48:46
October 07, 2021
Doug Landis Growth Partner Emergence Capital
Doug Landis Growth Partner at Emergence Capital joined Kevin Gaither and Pete Jansons to chat about: Culture/SubCulture during Growth Box Prioritizing/Tiering Accounts What's a lead? Nomenclature Customer Success Dan Meier/Employees #1 Slack is not email! Venture Cap vs Private Equity https://www.emcap.com/people/doug-landis Have an idea for a topic or a guest? pete@saasholes.net Join our Patreon Crew and get in on the monthly consults!
52:49
September 30, 2021
Michael Gordon President Sandler Training
Michael Gordon President Sandler Training by Flywheel Performance Management Inc joined Kevin Gaither, and Pete Jansons to talk SAAS Sales Shop! Michael Gordon/Sandler helps business owners and sales leaders build high-performance sales organizations! Mike brings over 15 years of real-world sales, training, coaching, and management experience ranging from seed stage technology startups to Fortune 1000 companies. Mike first experienced Sandler Sales Training in 2012. It had an immediate impact on his personal production and he continued to use the Sandler system to train and mentor sales reps in a number of different start-up companies in the technology space. https://www.gordon.sandler.com/about https://www.linkedin.com/in/michaeljgordon/   Have an idea for a topic or guest? pete@saasholes.net Feel guilty? Buy us a beer it will make us feel better https://www.patreon.com/SaasHoles
48:59
September 23, 2021
Simon Severino CEO Strategy Sprints
Simon Severino CEO and Coach to Elite Consultants joined Kevin Gaither, Jamie Carney, and Pete Jansons to show how his company can double your revenue in 90 days (Say what?!?!) Quotes: "Whoever you are, whatever you are...you are perfect" "The Founder can be the bottleneck" "Shift from star to galaxy" "Work ON the business instead of IN the business" Notes: Weekly Upsell/Cross-Sell System How to Find Max Price = Raise 5% price each user till 40-45% rejection NPS Gameplan 8 Min Assessment Price/FrequencyConversion rate https://www.strategysprints.com/ Have an idea for a topic or guest? pete@saasholes.net Feel guilty? Buy us a beer it will make us feel better https://www.patreon.com/SaasHoles
48:29
September 16, 2021
Are you ready for a JOLT?? Special Guest Larry Long Jr.
Larry Long Jr CEO (Chief Energy Officer) & Keynote Speaker at LLJR Enterprises Joins Kevin Gaither and Pete Jansons to talk about: Culture BHAG 8 priority Buckets Faith, Family, Fun Finances, Fitness Friends Philanthropy, and Career ( what are your top 3?) "The Great Resignation" Larry's Book "Jolt" will be coming out soon ABC Action Belief and Confidence 3-minute challenge https://larrylongjr.com/ Have an idea for a topic or guest? pete@saasholes.net Want to be a saashole? Join our Patreon crew!  https://www.patreon.com/SaasHoles https://larrylongjr.com/
51:35
September 09, 2021
Will Emmons Chief Revenue Officer Renaizant
Will Emmons Chief Revenue Officer Renaizant joined the SaasHoles Jamie Carney, Jason Ferrara Kevin KG Gaither, and Pete Jansons Weve worked with Will for a couple of decades in the past and he has experience as a CRO as well as CMO Topics: Transforming tactics from selling Print Advertising to Internet Advertising to Software as a Service (SAAS) Zero Based Thinking, knowing what you now know what would you do differently 3 issues that can come up with an employee 1 Lack of Ability 2 Lack of Skill 3 Lack of Belief Leader of Leader Advice Things Will loves about Marketing Answering Machines are still a thing in Texas https://renaizant.com/ https://renaizant.com/contact renaizant is the only next-generation performance management platform that lets you see your organizational health all in one place Have an idea for a topic or guest? pete@saasholes.net Join our Patreon crew and get in on private consults https://www.patreon.com/SaasHoles
55:11
September 02, 2021
Performance Reviews and Uncomfortable Conversations
Jamie Carney, Jason Ferrara, Kevin Gaither, and Pete Jansons discuss performance reviews and uncomfortable conversations Topics: One on Ones Quarter Reviews Annual Reviews Conversation Recaps Differentiation Jack Welch's 4 E's and a P  Have an idea for a topic or guest? pete@saasholes.net Sign up for our weekly newsletter
44:48
August 26, 2021
Your promoted to Enterprise Sales now what?
SaasHoles Jamie Carney, Jason Ferrara, Kevin Gaither, and Pete Jansons continue their discussion from episode 2 discussing the journey of an Entry Level Sales Person/SDR/BDR  (Sales Development Rep) from onboarding to Higher Tier/Enterprise Sales. Some of the Additional Topics: Revenue Responsibility Revenue vs Booking/Invoicing Sales Cycles Promotion as well as Demotion Process Boomerang Process Maslow Hierarchy AE, SAE and Majors Have an idea for a topic or guest? pete@saasholes.net Buy us a beer? https://www.patreon.com/SaasHoles
47:27
August 19, 2021
SDR’s - Inside Sales Reps and their journey to Enterprise sales
Sales Leader Vet's  Kevin Gaither and Pete Jansons discuss the journey of an Entry Level Sales Person/SDR (Sales Development Rep) from onboarding to Higher Tier/Enterprise Sales. Some of the Topics: Inbound Sales Recruiting Training Performance Improvement Plans "Dev Bay" Have an idea for a topic or guest? pete@saasholes.net Buy us a beer? https://www.patreon.com/SaasHoles
42:57
August 12, 2021
Season 1 Review/Season 2 Begins "Rev Ops with an Edge"
Kevin Gaither  Former Head of Sales at Zip Recruiter Joins the SaasHoles Jamie Carney, Jasons Ferrara, and Pete Jansons We reminisced over Season 1 Shows that included: Brendan Sweeney Justin Roff-Marsh RajNATION Joel Cheesman Chad Sowash Chris Wilberding Jamie Gilpin Tim J Smith Art Sobczak Have an idea for a guest or topic? pete@saasholes.net Buy us a beer? hell yes https://www.patreon.com/SaasHoles
46:22
August 06, 2021
Zach Sikora SVP of Worldwide Sales at People.ai
Zach Sikora SVP of Worldwide Sales at People.ai came by the SaasHoles Dojo to talk shop Sales Cycle Cadence Meetings Salesforce Salespeople are liars (Jamie said that) https://www.linkedin.com/in/zack-sikora/ https://people.io/ have an idea for a show or guest? pete@saasholes.net Buy us a beer on Patreon! https://www.patreon.com/SaasHoles
33:37
July 30, 2021
Kevin Gaither Sales Leader Legend
Kevin Gaither  Former Head of Sales at Zip Recruiter ....."KG" the "OG" Stops by to talk shop with Jamie Carney, Jasons Ferrara, and Pete Jansons If your like sales this is a goodin' Have an idea for a guest or topic? pete@saasholes.net Buy us a beer? hell yes https://www.patreon.com/SaasHoles
59:49
July 23, 2021
Drew Mohoric Strategic Partnerships OutMatch
Drew Mohoric stopped by the show to talk about being a digital nomad as well as his role at Outmatch in Strategic Partnerships Advice to June Graduates Thoughts on going out on your own Traveling post-Covid How to be a Digital Nomad https://outmatch.com/ Ideas for a topic or guest? pete@saasholes.net Buy us a beer? ok! https://www.patreon.com/SaasHoles
18:33
July 16, 2021
Jamie Gilpin CMO Sprout Social
Jamie Gilpin CMO of Sprout Social stopped by to chat with Jamie Carney, Jason Ferrara, and Pete Jansons to talk about Social Media Topics: 30 Day trial https://sproutsocial.com/pricing/ Small Business Social Media Biggest mistake in role What should newbie in Marketing role focus on What to look for in a platform There are more than one ways to spell Jamie Hey if you like our content buy us a beer https://www.patreon.com/SaasHoles Ideas for a topic or guest? Pete@saashole.net
54:29
July 09, 2021
How to Monetize your Content Part 2
Jamie Carney, Jason Ferrara, and Pete Jansons update progress on how SaasHoles will try to monetize its content Topics: First SaasHole Email goes out this week Sign up link here https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles SaasHoles will get Merch, Monthly private q/a, and early access to content AB Test or in Ferrara's case ABC Patreon https://www.patreon.com/SaasHoles show the love B+ Work Hey if you like our content here is our tip jar  Ideas for a topic or guest? Pete@saashole.net
43:51
July 01, 2021
How to Monetize your Content
 Jason Ferrara, and Pete Jansons chat about different ways to monetize the Saasholes content Topics: Email/Drip/Nurturing Involve your audience AB Test Click Rates/Open Rates Patreon Tools of titans Hey if you like our content here is our tip jar  Ideas for a topic or guest? Pete@saashole.net
25:55
June 24, 2021
Brian Burkhart Founder and Chief Word Guy Square Planet
Brian Burkhart  author of Stand for Something: The Power of Building a Brand People Authentically Love, Founder and Chief Word Guy at Square Planet  Joins The SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons to chat about presentations Notes: Newbies: 1 Don't be selfish 2 Don't Limit yourself (you too Pete) What do you want the audience to Know, Feel and Do (Ethos, Logos, Pathos) Brian is a SaasHole Ideas for a topic or guest? Pete@SaasHoles.net
56:10
June 17, 2021
Getting Back to work
The SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons chat about what different companies are doing to reintroduce employees to their actual places of work. Have an idea for a topic or guest? Pete@saasholes.net
27:22
June 10, 2021
John Ellett CEO Springbox and Author of CMO Manifesto
John Ellett CEO Springbox and Author of The CMO Manifesto: A 100-Day Action Plan for Marketing Change came by to chat with the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons. John's article he referenced in Forbes Have an Idea for a topic or guest? Pete@saasholes.net
43:29
June 04, 2021
Todd Caponi Author of The Transparency Sale, The Transparent Sales Leader and from Sales Melon
Todd Caponi joined Jason Ferrara and Pete Jansons to talk about his book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results Topics: Chicken or Egg with RFP Process Sympathy vs Empathy Nerdometer Flossum Ways to get a discount: 1) Volume 2)Timing/Cash 3)Length of Commitment 4) Forecast Sales Role: 1)Learn Product 2) Empathy 3) Add Value Ideal for a topic or show? pete@saasholes.net
01:02:52
May 28, 2021
Doug Cassidy President at Concord SPG
Doug Cassidy President at Concord Strategic Partner Group joins Jamie Carney and Pete Jansons to tell his tale of building up his business from the ground up. Do this, and don't do that. Ideas for a topic/guest? Pete@saasholes.net
39:23
May 20, 2021
Dustin Mazanowski Gig Economy expert
Dustin Mazanowski Gig Economy expert joins the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons to talk about the latest trends in the Gig Economy.  Note: get to know the PRO bill changes coming to classifying contractors be ready Have an idea for a guest or topic? pete@saasholes.net
50:22
May 14, 2021
Is it worth it to get an MBA?
The SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons give their thoughts about getting an MBA from their respective schools. Notre Dame, Kellogg and The Keller Graduate School of Management Special announcement at 24:55 Have an idea for a guest or topic? pete@saasholes.net
46:53
May 06, 2021
Chad Albrecht Sales Comp Expert Author and Partner ZS Associates
Chad Albrecht Author of The Future of Sales Compensation and Partner of ZS Associates talks Sales comp and Quota with the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons Quotes: "Some Come companies did well because of Covid. Some companies paid the full compensation to reps some met in the middle" "Less is more when it comes to creating a comp plan" "The numbers are there for a reason. The minute you start to let the reps off of the hook is the minute you set a trend for every future period" Topics: 2/3 should achieve quota Senior Leaders insecure using a compensation expert? Potentializer Hunter/Farmer plans Idea for a topic or guest? Pete@Saasholes.net
57:18
April 30, 2021
Chad and Cheese
Censored
59:41
April 22, 2021
Raj Nation from Startup Hypeman talks elevator pitches
Raj Nation from Startup Hypeman joins Jamie Carney, Jason Ferrara and Pete Jansons to help the SaasHoles with their Elevator Pitch Topics: Quepasa Formula Story Stack Executive Buy in Ceo Vision Idea for a guest or topic? pete@saasholes.net
57:07
April 15, 2021
Tim J. Smith Pricing Guru, CEO of Wiglaf Pricing, De Paul Professor, and Author
Tim J Smith joins Jamie Carney and Pete Jansons to talk..... Pricing. Jamie and Pete have read Tim's books Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012) as well as used his services. (We highly vouch) Quotes: "Once a company reaches the 100 Million mark in Sales the pricing wild wild west is over" "Pricing is sooooo Political" "Ok pricing is the issue, your the CEO now what are you going to do about it?" "Pricing is the offspring child of an unknown father" "Too often Marketing is in the cups and pencils biz" Topics: Bundling Versioning Rate Cards Price Contagion (Evil) Bike riding Humboldt Park Tim suggested we bring on Reid Holden next Ideas for a topic or guest? pete@saasholes.net
01:03:44
April 08, 2021
Justin Roff-Marsh Author of "The Machine" and Founder of Ballistix
Jamie, Carney, Jason Ferrara, and Pete Jansons chat with Sales Process Engineer Wizzard Justin Roff-Marsh author of The Machine and Founder of Ballistix Quotes: 2 reactions from CEO's being introduced to SPE (Sales Process Engineering) 1) "Fuck me this is painful, this is giving me a headache get me out of here 2) "Fuck Yea get the troops together I've had an insight that can give us a competitive advantage" "You don't need SDR's"   "If you're Selling something Large/Significant enough you shouldn't have BDR/SDR. If your selling something small enough  that there s argument to have BDR/SDR and no argument for salespeople then you should shut the whole thing down and give the money back to your customers in the form of everyday lower prices" "You need your best salespeople to have the initial conversation" "You want to improve the efficiency of your best salespeople "Don't take away the initial conversation from your best reps take away all the additional crap they shouldn't be doing" "CRM should only be used for the purpose of new business" Topics: Why is it that Senior Leadership is afraid to bring in a consultant? 3 reasons why Customers leave CRM Pay Salespeople a salary. No more pay at risk Have an idea for a topic, or guest? Pete@saasholes.net
01:03:03
April 02, 2021
Tele Sales Legend Art Sobczak
Tele Sales Guru  Art Sobczak joins the SaasHoles Jamie Carney, Jason Ferrara, and Pete Jansons to talk about: Art's Book Smart Calling Business by phone What is a cassette tape Role-playing is the best thing to do with your reps as a new manager (Role-playing what? Art Asks) Should you leave a voicemail? Art suggested bringing Mark Hunter on the show next Have an idea for a topic? guest? comments? pete@saasholes.net
58:31
March 26, 2021
Alex Green Chief Legal Officer at Medix discusses Legal Issues to look out for in Reopening after Covid
Alex Green Chief Legal Officer at Medix joins the Saasholes Jamie Carney Finance, Jason Ferrara Marketing, and Pete Jansons Sales to discuss legal issues to look out for in reopening after Covid. In addition, the following topics were covered: Contract revisions OwnershiP provisions Privacy Data Protection RFP's Unlimited Liability Risk Shifting Rosemary Haefner Have an idea for a guest or show? Pete@SaasHoles.net
56:56
March 12, 2021
Ben Jablow from Postal.io
Ben Jablow VP Alliances at Postal.io talks with the SaaSHoles about how the pandemic has forced companies to get back to the basics & how Postal.io can help. Postal.io has modernized the delivery of off-line media (merchandise) to prospects or employees. They also have created events for people to connect virtually while wfh. Give a listen. Have an idea for a guest or topic? Pete@SaasHoles.net
52:57
March 05, 2021
Trying to get to quota and your best prospect suddenly has no budget
The SaasHoles Jamie Carney, Jason Ferrara and Pete Jansons share their thoughts on what to do if your trying to get to quota initial thoughts: You're Screwed Bring your boss into the picture sooner rather than later The ability to pay and the willingness to pay are 2 separate issues Shout Outs: Dan Santucci Amanda Dirienzo Steve Cerney Thanks to Justin Jackson for the intro/Outro the kids got skeelz
31:38
February 25, 2021
CMO Richard Castellini Superbowl Commercial Expert and Man Bungler Model
Jamie Carney and Pete Jansons are missing Jason Ferrara who was attending a rotor rooter convention.  Richard Castellini joins us to give his thoughts on this year's Super Bowl Commercials as well as share his stories when he was part of the creative team making past super bowl commercials Topics: Monkey vs Man Yeknom How expensive are the ads? Is it worth the money? Were there any SAAS advertisiers? Ideas for a show or topic? email pete@saasholes.net
42:46
February 12, 2021
Bill Razzino CFO/COO SPINS - Budget Process and Quota Setting
Bill Razzino CFO/COO of SPINS braves the cold in Florida to join the SaasHoles Jamie Carney, Jason Ferrara and Pete Jansons.  Topics include:  Budget Process Quota Setting QUAM Quota Allocation Model be not afraid Have an idea for topic or guest? pete@saasholes.net Thank you to Brian Razzino introducing his broheim
51:24
February 04, 2021
Chris Wilberding Co-Author of Positivity Tribe
Get your positivity vibe from this tribe! The Saasholes Jamie Carney, Jason Ferrara and Pete Jansons are joined by Chris Wilberding Co-Author of Positivity Tribe This is a feel-good episode. Get the book here Experience the "Power of Positivity!" A story for anyone looking to implement a more positive attitude and approach in their life. Join us on this journey of turning life's challenges into positive opportunities. Positive energy is contagious, and this book will inspire you to pay it forward. In a world focused on negativity this book encourages us fully embrace the idea that "We Rise By Lifting Others Up." What if every single day we all tried to positively impact just one person? This show has been sponsored by: ATT Wifi, Honda, Graco Car Seats, and the letter W Have ideas for a show? Topic? Comments? (We already know Jamies wifi sucks) pete@saasholes.net
46:58
January 29, 2021
Peter Dean founder of RenderTribe Agency talks Marketing with Jason Ferrara
Jamie, Jason, and Pete are joined by special guest Peter Dean of RenderTribe  Topics include:  go-to-market strategy  ICP (Ideal Customer Profile) Persona, Buyer Journey This episode sponsored by ATT 
53:32
January 22, 2021
Using Data and "The Matrix" to differentiate your teams
Jamie and Pete discuss how to stack rank your teams to determine who is #1 Now and projected in 90 and 180 days You can find an image of the Matrix on Saasholes.net
39:57
January 15, 2021
How to use Data to answer complicated questions with Special Guest Alex Nagyivan
Why don't leaders listen to the data and what should you do if you see this happening? Why do some leaders want more data and some don't? When is there data paralysis and what does that mean?
54:35
January 08, 2021
S:1 Ep:17 Marketing during Covid with Special Guest CMO extraordinaire Jason Ferrara
Industry Vet CMO Jason Ferrara joins the lads discussing topics such as: Corporate Marketing Consumer Marketing Recruiting Marketing Gartner Magic Quadrant Sales and Marketing do love each other View the links on Saasholes.net
01:00:43
December 11, 2020
S:1 Ep:16 Office Politics
Jamie Carney and Pete Jansons discuss office politics. What to do and not do.
28:09
December 04, 2020
S1: Ep: 15 Difficult Conversations
Jamie Carney and Pete Jansons discuss good ways to deliver bad news
30:30
November 20, 2020
S1: Ep: 14 Stressed? When is too much work too much?
Jamie Carney and Pete Jansons discuss various strategies dealing with work and real-life stress. Are you working too much?
43:21
November 17, 2020
S1: Ep: 13 PopMenu's Co-Founder and CEO Brendan Sweeney discusses the journey of his wildly popular startup during COVID
Pete Jansons and Jamie Carney talk about Brendan Sweeney's journey from the corporate world to co-founder of  start-up Popmenu.
49:02
November 10, 2020
S1: Ep:12: Discuss Earn the Right and the Sales Process with Oscar Ibarra
Oscar Ibarra from Intercom joins us to discuss the infamous sales V and the Earn the Right.
27:47
October 20, 2020
S:1 E:11 Negotiations - when to give away without giving up your position
Pete Jansons and Jamie Carney dive into negotiation strategies.
40:15
October 14, 2020
S:1 Ep:10 Talking the benefits of using SDRs with Ben Goldberg from SalesGig.com
In this episode we do a deep dive into the benefits of outsourcing an SDR function and SDR function as well.  Ben hits on details about how SDRs will not only allow you to get leads, but also improve your data and performance in general for all sales and marketing functions.  Its a great listen, enjoy.
40:36
September 30, 2020
S:1 Ep:9 Talking Mergers & Acquisitions
Jamie Carney and Pete Jansons talk about M&A.  Why do companies acquire other companies and what you should expect.
45:56
September 12, 2020
S:1 Ep:8 Talking Sales Contests during Covid. How do you replicate the in office sales contests
Pete and Jamie discuss sales contests vs SPIFs vs sales trips and how COVID is playing a role in that environment.  Plus the usual segments of leader you should know: Matt Grover, Rep you should know: Brian Lazare, News, Joke of the day, Book you should read.
38:34
August 30, 2020
S:1 Ep:7 Talking 2021 Sales Planning, CRM vs Excel, Drip Campaigns with Jamie Edwards as our Guest
Mister Jamie Edwards joins Pete Jansons and Jamie Carney as we discuss 2021 planning with the pandemic, salesforce crm vs excel and drip campaigns...
33:20
August 25, 2020
S:1 Ep:6 What to do when your boss is a Jerk/D**k
Pete and Jamie discuss different types of "difficult" bosses and tactics to overcome the obstacles that you may encounter.
42:45
August 15, 2020
S:1 Ep:5 Talking Layoffs, Layoffs, Layoffs... How to know where you stand at the company, what do do and Jamie & Pete talk about their experiences
Episode Agenda Leader you should know: John Ambrosino Rep you should know: Ross Siacca New items of the week:  Blast, unemployment, layoffs Layoff Topic: Pete and Jamie's experiences Layoff Topic: Ideas on how companies review who should be laid off Layoff Topic: What you should do to prepare Layoff Topic: What you should do if you are casualty Book you should read
36:17
August 10, 2020
S:1 Ep:4 Talking Pipeline Creation in the Pandemic with guest Craig Cheston
Craig Cheston joins Pete Jansons and Jamie Carney to discuss Pipeline Creation during the Pandemic.  Pete and Jamie will also talk about a variety other topics from leader you should know, rep you should know, etc...
33:02
August 03, 2020
S:1 Ep:3 Talking Inside Sales - what to focus on and what to avoid with Pete Jansons and Jamie Carney
Pete Jansons has trained and hired over thousands of reps in his career.  We go through certain aspects like how to evaluate reps to hiring expectations to CHATBOTs to tactics and scripts.  Take a listen
31:04
July 27, 2020
S:1 Ep:2 Talking Pricing and Pricing Strategies for individual and bundled solutions with the SaaSholes James Carney and Pete Jansons
Talking sales, product, technical and finance issues from small business to large with industry vets James Carney and Pete Jansons
25:31
July 20, 2020
July 11, 2020
00:45
July 11, 2020