Hosts Kevin Railsback and John Ellis discuss the importance of making adjustments to come back from missing a quota cycle.

Hosts Kevin Railsback and John Ellis discuss cold calling technics and effective ways to break through to prospects.

Hosts Kevin Railsback and John Ellis discuss the role self-awareness plays in coaching.

Hosts Kevin Railsback and John Ellis discuss daily motivation and silencing your self-doubt.

Hosts Kevin Railsback and John Ellis discuss how you can turn your quarterly review into actionable coaching plans.

Hosts Kevin Railsback and John Ellis discuss the process of breaking down the quarter(or quota cycle). Many people refer to it as a Quarterly Business Review(QBR). However, it can also be considered a postmortem to fully break down every aspect of the quarter to help design the plan moving forward.

Kevin Railsback and John Ellis share their ideas on motivating your sales team.

Hosts Kevin Railsback and John Ellis share their insights on the most critical traits to look for when hiring. They also provide tips on screening for those traits during the interview process.

Hosts Kevin Railsback and John Ellis discuss setting the foundation for your sales team culture.

Hosts Kevin Railsback and John Ellis share their formula for handling objections while cold calling. Learn to spot the difference between a brush-off and an objection. Learn tactical technic to make sure the prospect is heard and be able to disagree without being argumentative.

Host Kevin Railsback and John Ellis discuss ways to prepare for your next role. Whether going from BDR to AE or AE to Sales Leader, they share advice on preparing for that transition and why being the top performer does not prepare you for the change.

Host Kevin Railsback and John Ellis welcome the founder of Hint Health, Zak Holdsworth. Zak shares his insights on founding and scaling a SaaS company. Zak shares what it's like to build your first MVP and get your first cohort of customers. Zak also shares powerful insights on advice he'd give other founders and sales leaders looking to break into early-stage sales leadership.

Resources:

https://www.hint.com/

Hosts Kevin Railsback and John Ellis share their beliefs that mental framing can impact success. They share personal stories, and struggles they faced while working in startup sales.

-Sacrifice List
-Choices create challenges
-You never rise to the occasion
-Everyone wants to be great

Hosts Kevin Railsback and John Ellis share tips on making practice the most effective and understanding the difference between activity and productivity.

"You never rise to the occasion. You rise to your highest level of preparation".

Key Topics:

-You play how you practice
-Repetition is Critical
-Raising the Standard

Hosts Kevin Railsback and John Ellis discuss stock options. It can be confusing to understand your stock options with joining a new start-up. Kevin and John give essential advice to help anyone understand what they mean.

Topics discussed:

Stock Options: https://www.investopedia.com/terms/s/stockoption.asp
Vesting Schedule: https://www.investopedia.com/terms/c/cliffvesting.asp
Strike Price: https://www.investopedia.com/terms/s/strikeprice.asp

Host Kevin Railsback and John Ellis share considerations when deciding if a company should outsource their BDR team. They outline a thought exercise to help decide which option is best for your company.

Hosts, Kevin Railsback and John Ellis share their personal stories of how they began their careers in sales. From facing rejections to being promoted, they share their insight on how to navigate the world of SaaS Sales.

Episode Resources:

https://www.linkedin.com/business/talent/blog/talent-acquisition/interview-questions-to-ask-every-sales-candidate

https://www.indeed.com/career-advice/interviewing/sales-interview-questions-to-ask-candidates

https://blog.hubspot.com/sales/25-sales-interview-questions-to-recruit-the-best-reps

https://angel.co/

Kevin Railsback and John Ellis provide insights into the startup SaaS world. They provide listeners with first-hand insights into the world of startup sales.