People in Sales, not Salespeople

On this episode of People in Sales, Not Sales People, Suade's own Matthew Terry sits down with serial entrepreneur and tech enthusiast Jon Salisbury. 🚀Jon dives into his incredible journey of building and scaling multiple businesses, sharing the highs, the lows, and the lessons that shaped him. From heavy tech innovation to the nitty-gritty of crafting effective sales and distribution channels, Jon delivers unfiltered insights on what it truly takes to succeed in the entrepreneurial world. Whether you're a startup dreamer or a seasoned founder, this conversation is packed with golden nuggets you won’t want to miss. Tune in now! 🎧

In this podcast episode, Matthew Terry, founder and CEO of Suede, interviews Daniel Skaggs about his journey and experiences in sales. Daniel describes how he accidentally entered the sales industry post-financial crisis by taking up an insurance job and gradually moved to B2C, then to B2B sales, eventually becoming a founding account executive for a legal tech company. He shares his views on cold calling, time management, handling rejection, the importance of curiosity, consistency, and the desire to win or hate to lose in a sales role. Daniel highlights the significance of role-playing in training, understanding both company and employee visions, and why he prefers completing certain tasks in the evening. The episode offers practical advice and personal anecdotes on managing the emotional rollercoaster and strategic aspects of a sales career.

In this episode of "People in Sales, Not Salespeople," Matthew Terry, founder and CEO of Suede, hosts Jeff Bittner, Director of DCP and Small Business at Brain Trust. They discuss the importance of analyzing the person behind the salesperson and gaining insights from personal and professional experiences. Jeff shares his journey, influenced by his grandfather's servant leadership, and emphasizes the significance of creating genuine connections in sales by understanding and empathizing with clients. They delve into the role of neuroscience in sales, highlighting the difference between analytical and empathic brain networks and the impact of emotional intelligence on effective communication. They also explore the Brain Trust methodology, which includes the personal connection story, prospect story, problem story, and product proof story, designed to foster deeper, trust-based relationships. The conversation extends to the importance of internal communication and alignment within sales teams, as well as the role of culture and emotional intelligence in creating successful sales environments.

In this conversation, the host and Jason from Readymode discuss essential strategies for sales success, focusing on the importance of persistence, adaptability, and effective communication in cold calling. Jason emphasizes the need for salespeople to have multiple approaches, from a quick five-second pitch to a more detailed two-minute explanation. He advises on being considerate of the prospect’s time and avoiding long, irrelevant monologues. Jason shares that tailoring the message to the right person, whether it's a VP of Sales or an HR manager, is crucial to capturing interest.The conversation then shifts to troubleshooting when deals aren't closing. Jason recommends reviewing past wins to understand why customers bought and where they came from, and highlights the importance of continuously reviewing and improving sales calls. He stresses the value of listening to one’s own calls, seeking feedback, and being willing to reach out again even after a failed attempt. Jason shares a personal example where an SDR reviewed a failed call, made the necessary corrections, and ultimately booked a meeting after a follow-up.Jason also discusses the significance of company culture in sales, particularly in fostering teamwork and a winning mindset. He talks about how a supportive, competitive environment helps individuals excel without undermining the team’s overall spirit.Lastly, the host introduces the partnership between Readymode and Suade, focusing on the synergy of combining good data, effective dialing tools, and strong scripting. They explain that this collaboration aims to provide call centers with comprehensive tools to enhance cold-calling success, and they look forward to gathering customer feedback from initial implementations. The podcast ends on a positive note, expressing excitement for the future of this partnership and its potential impact.

In this episode of People in Sales, Not Sales People, Matthew Terry speaks with Martin MacArthur, known as "The Outbound Sales Guy." Martin shares his 15-year journey in outbound sales, having made over 250,000 cold calls and speaking to a diverse range of businesses. Despite being totally blind since the age of seven due to juvenile retinitis pigmentosa and recently undergoing a kidney transplant, Martin continues to inspire others through his resilience and success in sales.The conversation dives into Martin’s "why"—his passion for positively impacting everyone he encounters. They discuss the evolution of cold calling, overcoming objections, and how staying curious and having meaningful conversations is key to success. Martin also offers insights on the importance of tonality, pacing, and the mindset needed for cold calling, reminding listeners that rejection is part of the learning process. Through his story, Martin exemplifies that no challenge is too great when you have the right attitude and dedication.

On this episode of People in Sales, Not Sales People, we sit down with Cedric, Founder and CEO of CEVA Solutions, an outsourced sales firm focused on helping real estate contractors grow their businesses. Cedric, a real estate entrepreneur himself, discovered the power of cold calling to bring in deals. When others saw his success, they wanted in, asking to use his sales team for their own businesses. With demand growing, Cedric launched his own company, becoming a true entrepreneur.Join us as Cedric and I explore the ins and outs of hiring, maintaining, and running a successful sales team. We dive into the cold-calling landscape and tackle key topics every sales leader should know!