Mike discusses the critical job search mistake of not having a clear job search target, its impact on job seekers, and strategies to overcome it for a more effective and focused job hunt.

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• (00:00) - Intro
• (01:55) - What is a clear job search target?
• (04:16) - Why not having a clear job search target hurts your job search
• (07:43) - Fixing a job search that lacks a clear target
• (09:52) - Conclusion

Mike discusses key roles in B2B tech sales, including SDR, AE, and AM positions. He covers role responsibilities, success metrics, common challenges, compensation, and tips for effectiveness. The episode provides a comprehensive guide for those transitioning or looking to grow in these sales roles.

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Mentioned in the episode:

• Sam Jacobs from Pavillion
• Armand Farrokh from 30 Minutes to President's Club
• The Personal MBA by Josh Kaufman
• The Jolt Effect by Matt Dixon and Ted McKenna
• Selling Above and Below the Line by Skip Miller

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• (00:00) - Intro
• (02:00) - SDR: Overview
• (03:32) - SDR: How success is measured
• (04:12) - SDR: Where they often struggle
• (05:20) - SDR: Ways to become more effective
• (06:41) - AE: Overview
• (10:19) - AE: How success is measured
• (11:13) - AE: Where they often struggle
• (13:14) - AE: Ways to become more effective
• (15:58) - AM: Overview
• (18:30) - AM: How succcess is measured
• (19:57) - AM: Where they often struggle
• (21:01) - AM: Ways to become more effective
• (22:57) - Conclusion

In this episode, Mike interviews Brendan Dodge, who transitioned from a collegiate basketball coaching career to tech sales where he's currently an Account Executive at VC3. They discuss the similarities between coaching and sales, the importance of preparation, and tips for those considering a career shift to tech sales.

• Connect with Brendan on LinkedIn
• Connect with Mike on LinkedIn

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• (00:00) - Intro
• (02:04) - If you really know Brendan...
• (03:18) - Brendan's career journey into sales
• (10:08) - What Brendan's learned and should have known before making the jump
• (14:27) - Strengths that have made Brendan an effective seller
• (17:01) - Anyone can succeed in sales, with two caveats
• (21:00) - What to know when considering a sales career change
• (22:51) - Professional development that's impacted Brendan's career
• (26:52) - Connecting with Brendan