Authentic Sales Leader

ASL Podcast S02Ep03: Randy Seidl, Founder, Sales Community on achieving success the old-school way.

Randy Seidl wears many hats. He is the founder of the very popular  @sales_community [https://studio.youtube.com/channel/UCbkLmWdDaR_tTEICX9OlIgQ], host of the long-running Tech Sales Insights podcast, an author and of course, a senior sales leader with decades under his belt.  In this episode of the ASL podcast, Randy shares his wisdom about how he managed to becomes such a loved figure in the sales community, some of the old-school aspects of selling he feels are missing today that sellers should go back to, and stories of his greatest mentors and inspirations. Get Randy's book from www.salescommunity.com/book

Michael Norton, EVP Enterprise @ Sandler on the Salesperson-To-Manager Pipeline and Essential Skills for Sellers in 2024 and Beyond | Season 2 Episode 2

We continue our conversation with Michal Norton in the second episode of the second season of the Authentic Sales Leader Podcast. In this episode, Michael and Amarpreet discuss: 1) Why the salesperson to manager pipeline is broken 2) The importance of qualifying hard to sell easy 3) Sales skills to gain and lose in 2024 And much more.

The Younger Generation Screams For Authenticity, But Do They Have What It Takes?

"The younger generation screams for authenticity." Authenticity has become a critical word in not just sales, but all of business. But what does it mean to be an authentic seller? How are sellers of the past different from the sellers of today? And how do you lead a team of today's sellers to become not just good, or great, or even exceptional, but elite? Michael Norton [https://www.linkedin.com/in/ACoAAAEFCQEB-MB36uMeiY9yyP3H6uYgMNUbxdM] is our first guest in the second season of the Authentic Sales Leader Podcast. Michael has seen and done it all in his near 40-year career in sales. Starting his sales journey under the legendary Zig Ziglar, he has seen trends come and go and has a keen eye for how the future of sales will shape up. This episode, Michael talks to Amarpreet Kalkat [https://www.linkedin.com/in/ACoAAAI78sMBjmaGerDKb_bv_joEu9kCMjGGHzY] about: 1. What it means to be truly authentic 2. How sales leaders should handle a multi-generational workforce 3. The relationship between effort and success 4. How to do all this and still have fun!

Authentic Sales Leader Mallorie Maranda on going from an IC into sales management

Welcome to the Authentic Sales Leader podcast, where exceptional sales leaders share stories, experiences, and advice on what it means to be an authentic sales leader. In this episode, we have Mallorie Maranda, VP of Sales at WorkRamp, joining as a special guest. Mallorie shares her journey from being an individual contributor to reaching the position of VP of Sales. She shares insights on the challenges and rewards of transitioning into sales leadership roles and provides valuable advice for those aspiring to become sales leaders. Mallorie's career in sales began as an outbound BDR at Oracle. She started right out of college with no prior knowledge of sales or software. Her journey from an IC to a frontline manager was a significant step in her career. Mallorie emphasizes the importance of understanding all aspects of frontline sales management beyond coaching reps. Building territories, headcount planning, cross-functional collaboration, and pipeline acceleration are all integral parts of the role. The transition from frontline manager to VP of Sales was a significant change for Mallorie. With this promotion came a loss of control over deals and forecasts, requiring trust and alignment with the leadership team. Time management also became crucial, as she had to prioritize the needs of different departments. Mallorie views these inflection points as opportunities for growth and development, shaping her skills and approach to leadership. One key factor Mallorie highlights in her journey is the importance of continuous learning. She advises aspiring sales leaders to be like sponges, observing and learning from experienced leaders in their organization. This includes not only watching sales leaders but also leaders from other departments to gain a broader perspective. Seeking out mentors and forming partnerships with managers who are in the desired role can provide invaluable guidance and insights. In terms of managing expectations, Mallorie shares her approach to setting clear expectations with her sales team. She believes that to keep reps motivated and engaged, it is crucial to explicitly communicate what is expected of them in addition to quota attainment. By providing weekly, monthly, and quarterly metrics, sales leaders can help reps understand what activities will give them the best chance of success. For Mallorie, controlling one's own destiny and focusing on low-hanging fruit are critical aspects of achieving success in sales. Addressing the challenging times in SaaS sales, Mallorie acknowledges the low quota attainment rates and the need to keep reps motivated and excited. While adjustments to quotas can be a potential solution, Mallorie emphasizes the importance of maintaining consistency and avoiding setting the expectation that quotas will be adjusted whenever there is an economic slowdown. Instead, she focuses on providing guidance, setting clear expectations, and recognizing other scores on the rate card that indicate success as an AE within the organization. Defining and fostering the culture within a sales organization is another essential aspect of sales leadership. Mallorie suggests tying the culture back to the company values and actively incorporating those values into daily operations. For example, at WorkRamp, two core values, "One Team" and "Always Be Improving," are emphasized within the sales organization. These values are repeated in meetings, shout-outs, and newsletters, providing consistent reinforcement. Additionally, WorkRamp has created a fun and engaging prospecting activity called the "Great Work Ramp Bake Off," where the entire AE team meets every Monday for 2 hours to prospect together. This activity encourages productivity while creating a sense of camaraderie and belonging. When discussing the role of AI in sales, Mallorie acknowledges its inevitability and highlights its current benefits in terms of efficiency gains. Leveraging AI in tools like Gong Atrium has enabled sales leaders to be more efficient with their time by summarizing calls and providing actionable next steps. She also predicts that AI will play a significant role in lead qualification, prioritization, and self-serve models. Mallorie believes that as transactional sales become more automated through AI, sales teams will shift their focus to larger, more complex deals where the human touch and negotiation skills are essential. In conclusion, Mallorie Maranda's journey to becoming a VP of Sales teaches valuable lessons about the path to sales leadership. Her advice on observing and learning from experienced leaders, setting clear expectations, fostering a positive and engaging culture, and embracing the role of AI in sales provides valuable insights for aspiring sales leaders. As sales organizations continue to evolve, the qualities of authenticity and continuous learning will remain fundamental for successful sales leaders in the ever-changing landscape of sales.

Authentic Sales Leader Stephanie Sanders on starting a sales team in a new country

Welcome to the Authentic Sales Leader podcast, where we bring on exceptional sales leaders to dig into their stories and experiences, get their advice, and most importantly, learn what it means to them to be an authentic sales leader. In this episode, our host Jeff Kirchick is joined by Steph Sanders, the Head of Sales for the Americas at ContractBook. Steph discusses her background in sales, her role at ContractBook, and the challenges of building the go-to-market strategy for a European company in the United States. Additionally, she shares insights on hiring for sales roles, managing in a challenging sales environment, and the impact of artificial intelligence (AI) on sales. ## Background and Role Steph Sanders has been in sales her entire career, graduating from college in 2009. She started working for a company that provided outsourced business development (biz dev) services for companies. She fell in love with the sales process and sales training and has since worked in various sales leadership roles in the software tech industry. Currently, she is the Head of Sales for the Americas at ContractBook, a Danish-based company, where she is responsible for managing the revenue function for North America and helping the company scale and go to market in the United States. ## Challenges of Building Go-to-Market Strategy Steph has experience with European companies expanding into the US market and acknowledges that there are both pros and cons to this endeavor. One of the pros is that an established European company already has a playbook and go-to-market strategy for its home region, providing a sense of security. Additionally, being backed by prominent US-based venture capitalists (VCs) adds credibility and support in the US market. However, there are challenges, including cultural differences and time zone disparities. Steph highlights the importance of fostering unity within the company and facilitating open communication to minimize these challenges. Monthly town halls, meetups, and team-building activities are some of the strategies used to bridge the gap between the European and American teams. ## Hiring for Sales Roles As a sales leader, one of the critical aspects of the job is building a strong sales team. When hiring, Steph looks for individuals who possess hunger, grit, and a strong work ethic. She focuses on candidates' stories and experiences, particularly those that demonstrate commitment and dedication, which are essential qualities for success in a startup or scale-up environment. Steph also values coachability and the ability to work well within a diverse team. She emphasizes using situational and behavioral questions to assess candidates' suitability and to gauge their personality and interpersonal skills, as these are crucial for building connections and rapport with clients. ## Managing in a Challenging Sales Environment Sales professionals are currently facing unique challenges, with a downturn in the SaaS world and a decrease in hitting quotas. Steph acknowledges the difficulty this presents for sales managers, as it affects the team's morale and motivation. To address these challenges, she emphasizes the importance of transparency and empathy. Communicating openly about the situation and being transparent about the company's goals and numbers is crucial in alleviating uncertainty and doubt. Steph spends more time working on deals with her team to gain a deeper understanding of the sales process and to provide support. Additionally, she acknowledges the possibility of adjusting goals and compensation plans to align with the changing landscape and provide the team with a sense of support and solidarity. ## The Impact of Artificial Intelligence (AI) on Sales AI is revolutionizing various industries, including sales. While many tools and technologies claim to automate salespeople's work, Steph believes that AI cannot replace the human element of sales. Instead, it can augment and support sales teams. Experimenting with AI tools for tasks like list building and prospecting research can help streamline processes and provide valuable insights. However, Steph emphasizes the need for sales professionals to embrace AI creatively and find ways to differentiate themselves from the competition. Simply replicating what others are doing with AI won't lead to success. Understanding buyer personality data and utilizing AI tools to personalize messaging and make data-driven decisions can be valuable in keeping up with the evolving sales landscape. ## Conclusion Authentic sales leadership plays a crucial role in building and scaling sales teams. Steph Sanders emphasizes transparency, empathy, and open communication as essential qualities of effective sales leaders. Hiring individuals with hunger, grit, and coachability is vital for success in a startup or scale-up environment. Sales managers must adapt to challenging sales environments by being transparent about goals and compensations, providing support, and working together with the team to overcome obstacles. While AI has the potential to enhance sales processes, it cannot replace the human touch in sales. Sales professionals must embrace AI creatively and use it as a tool to stand out from the competition. By embracing authenticity and leveraging the power of technology, sales leaders can build successful sales teams and drive growth in the ever-evolving sales landscape.