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/

David Kreiger chats with Ralph Barsi, VP of Sales at Kahua, a leading construction management platform. Prior, Ralph held executive roles at Tray.io and then ServiceNow, where he built and led a team of 230 people across the globe during the company’s growth from $1 billion to over $4 billion in revenue. He is also an advisor at Scale Venture Partners.

In this episode, we dive into:

• Developing Strategy: the real purpose behind a framework and a strategy, strategy vs. tactics, using answer-first thinking, SMART goals and initiatives, the importance of chronicling your work, and why you should track your own metrics in addition to the corporate dashboards.
  
  
• Framework #1: The Strategy Slide
  
  
• Framework #2: Plan On A Page
  
  
• Framework #3: The 6-Pager
  
  
• Rapid Fire Q&A
  
  

Episode Resource:

Get Ralph’s Sample Strategy Slides for AEs and SDR leaders:
https://bit.ly/strat-slide-temp


Connect with Ralph Barsi:
https://www.linkedin.com/in/ralphbarsi/

https://www.ralphbarsi.com/


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/

In this episode (Part II of II), David Kreiger continues chatting with Andy Paul, a renowned sales expert, author of three best-selling books (including Sell Without Selling Out), and the host of The Win Rate Podcast, and they dive into:

• Mastering Experimentation in Sales: why a sales process can be stifling, the importance of tolerance for ambiguity, and how managers should encourage their sellers' individuality within a sales framework; how to structure your experiments to draw valuable conclusions, know if an experiment was successful, and the danger of small sample sizes; why sellers should embrace financial conversations with prospects, and the need for genuine interest and assistance beyond the sales paradigm.
  
  
• Experiment #3: it's all about business acumen!
  
  
• Rapid Fire Q&A
  
  

Note: Part I of this interview was released as Episode #7.

Connect with Andy Paul:
https://www.linkedin.com/in/realandypaul/

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/

In this episode (Part I of II), David Kreiger chats with Andy Paul, a renowned sales expert known for his innovative B2B selling strategies. With a career spanning decades, Andy is a trusted advisor to CEOs, entrepreneurs, and sales leaders around the world. He is also the host of The Win Rate Podcast and the author of three best-selling books, including Sell Without Selling Out.

In this episode, we dive into:

• Experimenting in Sales: how over-reliance on technology and rigid sales processes can reduce effectiveness, the systemic issue with sales that doesn't create a culture of experimentation, how sales leaders can cultivate a culture of creativity and experimentation within their teams, narrowing down your ICP through experimentation, and the two questions managers should be able to get answers from their sellers regarding every single opportunity in their pipeline.
  
  
• Experiment #1: the old-school way is new again and the thing you should invest in if you have a six-figure ACV.
  
  
• Experiment #2: the one where you can not pitch a product.
  
  

Note: Part II of this interview will be released soon as Episode #8.

Connect with Andy Paul:
https://www.linkedin.com/in/realandypaul/

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

https://salesroads.com/

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

In this episode, David Kreiger chats with Autum Grimm, the CRO and co-founder of PartnerTap, where she empowers channel and sales leaders to maximize revenue alongside their partners. Autum is an active member of the Latinx tech community, passionately supporting diverse founders and advocating for gender and racial equity at all levels. In her personal time, she extends her impact by championing organizations dedicated to serving youth in Clark County.

In this episode, we dive into:

• Embracing Co-Selling: partner leveraging benefits, shifting away from the "Lone Ranger" mindset, the role of data and what types of data sales leaders should prioritize for successful co-selling, and how co-selling benefits not just lead generation but also strengthens existing client partnerships.
  
  
• Co-Selling Teams: the need for robust training and change management, how to foster a sales culture that thrives on collaboration and inclusivity, designing compensation structures to incentivize both sales professionals and partners, establishing the appropriate protocol for your co-sell program, pitfalls of not having a clear execution strategy, and measuring co-selling outcomes using KPIs.
  
  
• Rapid Fire Q&A

Connect with Autum Grimm:

https://www.linkedin.com/in/autumgrimm/

Connect with David Kreiger:

https://www.linkedin.com/in/davidkreiger

https://salesroads.com


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

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

David Kreiger chats with Victoria McGlone, founder & CEO of Three Cliffs - Home of The AE Playbook ™. With 20 years in tech sales, she is passionate about helping salespeople make more money and learn skills they don't get taught at business school or in traditional sales training courses. She's also a breast cancer survivor who made it her mission to help other families with young children navigate their cancer journeys.

In this episode, we dive into subjects like:

- Evolved Sales Skills: how salespeople now need a deep understanding of their buyers' problems and how digital literacy can help, how emotional intelligence (EQ) now outperforms traditional schmoozing, cultivating social intelligence (SQ) in sales, and the higher standards for success in today's sales landscape.

- Data and AI in Sales Training and Decision-Making: how sales leaders can overcome reservations in adopting AI, the relevance of a single source of truth for data, best practices for ensuring the data fed into AI systems is accurate and useful, the impact of data-informed AI on the development of sales training programs, and how AI can enhance listening capabilities and provide actionable feedback.

Connect with Victoria McGlone:

https://www.threecliffs.ca/

https://www.linkedin.com/in/vmcglone/

Victoria’s children book: https://thegoodcancer.ca/

Connect with David Kreiger:

https://www.linkedin.com/in/davidkreiger

https://salesroads.com/

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

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