Sales Leadership Podcast

Episode 189: #188: Tim Strickland of ZoomInfo — Execution: Never Just a Numbers Game

July 20th, 2022  |  1 hr 3 mins

coaching, execution, market, numbers, rob jeppsen, sales, sales leadership, tim strickland

Tim Strickland is the Chief Revenue Officer for ZoomInfo. ZoomInfo’s suite of modern go-to-market software, data, and market intelligence is used by thousands of sales and marketing teams worldwide to uncover new opportunities and accomplish their goals through otherwise unknown insights and drivers of engagement for customers and prospects around the world. In this episode, Tim shares how world-class execution has led to massive growth at scale, regardless of the market conditions.

Head to www.zoominfo.com to learn how insight-driven engagement can fuel next-level execution with your team.

For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Episode 21: #21: Dan Cook of Lucidchart—Scars to Avoid When Scaling Your Sales Team

November 6th, 2018  |  47 mins 44 secs

execution, sales, sales growth, sales tactics

This week, Dan Cook, Senior Vice President of Sales and Customer Success at Lucidchart, addresses the fact that scaling is no joke. According to Dan, there is no end to the thirst for growth, so you had better learn how to scale your team and your processes. To do that, he believes that reps need to self-assess and design their processes around what they find. In combination with the 1:1 report, self-assessment is the only way to close the communication loop and scale a sales team. He addresses the challenges of operationalizing your sales playbook, of keeping your growth hackers occupied and how to take care of yourself in the process.

Episode 17: #17: Sean Murray, Chief Revenue Officer at Salesloft—Healthy Growth vs. Growth: A Blueprint for Organizational Success

October 9th, 2018  |  41 mins 19 secs

execution, sales, sales growth, sales tactics

Sean Murray is the Chief Revenue Officer for SalesLoft. SalesLoft has helped transform how Modern Sales Organizations provide a world-class sales experience. After leadership roles helping launch the Challenger Sale, taking a company public, and now helping SalesLoft accelerate their already impressive growth rate, Sean has a unique perspective on what sales leaders need to focus on. His primary lens: Healthy Growth vs. Growth at all cost. Sean shares a 5-point blueprint to help you create an environment where Healthy Growth can drive the success of any team. This thought-provoking episode will share key insights to help you find that next level, regardless of your team’s size.

Episode 10: #10: John Barrows of John Barrows Consulting—What High-Growth Sales Leaders Do Differently

August 21st, 2018  |  45 mins 17 secs

execution, sales, sales growth, sales tactics

John Barrows is trainer to the world’s fastest growing companies. But John bristles at the label of “Sales Trainer.” Much of John’s success has come because he is an active, practicing salesperson that shares what he’s learned and tactics that are currently working for him with other organizations. We invited John to the Sales Leadership Podcast to share what he sees the High Growth Sales Leaders do that those wanting to get in high growth mode NEED to do. John outlines what High Growth leaders do that elevates their results above other leaders. Look for the “John Barrows Top 10 things High Growth Sales Leaders Do Different” in the So-What portion of this extended interview.

#6: Ralph Barsi of ServiceNow—Why You Need a Team of JEDI Salespeople and How to Develop Them.

July 24th, 2018  |  43 mins 40 secs

development, execution, sales, sales growth

Ralph Barsi is the Global Sales Development Leader for ServiceNow. He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World. In the nearly 3 years Ralph has led the global SDR team ServiceNow has seen 380% growth. He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion. He shares how he creates the next generation of “Jedi-level salespeople.” He has 2 missions: Develop pipeline and Develop people. In this episode Ralph shares a 5-step approach to creating Jedis that includes lighting the Bat Signal and finding the Boysenberries. Don’t miss this one.

#3: Justin Welsh of PatientPop—Obsession with Execution: The Doorway to Hypergrowth

July 2nd, 2018  |  34 mins 40 secs

execution, sales, sales growth

Justin Welsh, SVP of Sales for PatientPop shares how obsession with execution helped him get PatientPop in HyperGrowth mode in year 1 and keep them there for four straight years. His blueprint focuses on 3 areas to get right first and he shares the 4 step process his leaders use to execute in the present. These tactics will help you…regardless of your company’s size or growth phase… create a culture where your salespeople are the evangelists of learning and execution…no micromanagement required.