David Kreiger chats with Andy Hershey, CRO at Sovos where he leverages his expertise to drive growth as a leader in global tax compliance solutions. Andy has over 23 years of experience in sales and leadership roles across three companies, including Splunk and NS1. At Splunk, he spearheaded the transition from on-premises to SaaS, scaling a $2 million SaaS business to over $1 billion as Global VP.

In this episode, we dive into:

• Adoption in the sales cycle: Selling with an adoption mindset, bringing customer success expertise, the new metric of success for salespeople, non-transactional sales processes, preventing wrong expectations, and reducing customer churn.
  
  
• Rapid Fire Q&A

Connect with Andy Hershey:
https://www.linkedin.com/in/andyhershey/

Check open sales roles at Sovos:
https://sovos.com/careers/

Connect with David Kreiger:
https://www.linkedin.com/in/davidkreiger/
https://salesroads.com/

Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!
https://www.linkedin.com/company/sell-like-a-leader-podcast/

David Kreiger chats with Stevie "KillCreek" Case, who started her 20+ year tech career accidentally as the world's first female pro gamer; she has led sales teams and revenue organizations at 0 to 1 startups and big brands, including Visa and Twilio. Currently, she is the CRO of Vanta, an extremely fast-growing company helping SaaS automate their compliance, where she leads all go-to-market efforts. Stevie is also a Founding Partner in a new $5M fund called 20SALES with seven other female GTM leaders from leading SaaS standouts.

In this episode, we dive into:

• Scaling global remote sales teams: the challenge of maintaining a consistent experience for both customers and employees across a large international remote-first team, diversifying the team to reflect a growing diverse customer base and create a balanced and inclusive organizational culture, how to foster idea generation and feedback at all levels, gathering and acting on "wacky ideas," building strong interpersonal bonds within a remote-first team, implementing regular QBR meetings for team alignment and performance monitoring, and why training and development should be priorities for rapidly growing organizations.
  
  
• Rapid Fire Q&A
  
  

Connect with Stevie Case:
https://www.linkedin.com/in/steviecase/

Connect with David Kreiger:
https://www.linkedin.com/in/davidkreiger

https://salesroads.com/

Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes!

https://www.linkedin.com/company/sell-like-a-leader-podcast/

David Kreiger chats with Ethan Satterfield, who has been in sales for ten years. Ethan has been in SDR Leadership for over four years at companies like SalesLoft, 6Sense, and now DataGrail. He is a people leader who looks to make a positive impact on people's lives both as a human and a professional.

In this episode, we dive into:

• Building Culture in Remote Sales Teams: how a leader's authenticity impacts the team culture, real examples of how a positive culture directly impacts sales victories, how to foster an environment where team members feel comfortable sharing and learning, strategies to ensure new team members integrate into the existing culture swiftly, the benefits of pairing up reps and doing consistent check-ins, how to create an inclusive workplace, examples of team exercises to build confidence and camaraderie, boosting morale and motivation through events like BDR Appreciation Week and leveraging one of the most underutilized resources at a company.
  
  
• Rapid Fire Q&A
  
  

Connect with Ethan Satterfield:
https://www.linkedin.com/in/ethan-satterfield-85b19a61/

Connect with David Kreiger:
https://www.linkedin.com/in/davidkreiger

https://salesroads.com/

Subscribe to the podcast and follow the Podcast LinkedIn page:
https://www.linkedin.com/company/sell-like-a-leader-podcast/