Justin Vandehay, along with his brother, Jeremy, Co-Founded Disco. Disco is a software company focused on helping teams appreciate each other on top of other communication platforms.

Prior to Disco, Justin worked at Intuit as Territory Sales Manager, he was also Account Executive at Gigya, and Director of Enterprise Sales at Nomu.

On this episode, Justin and I breakdown some of the important – and often overlooked – features of building sustainable company culture.

We go into the importance of brutal honesty, we contrast cash rewards against experiential ones and we break down the distinct differences between mission, vision and values – they’re not as alike as you think.

If you’re a founder, manager or if you’re an HR professional, this episode is for you. There are plenty of actionable steps shared throughout the episode that you can implement right away with your team.

Enjoy!

LISTEN RIGHT NOW HERE

Even better, why not subscribe to the “Startup Selling Podcast: Talking Sales with Scott Sambucci” on iTunes?

In this episode we dove deep into Company Culture and Core Values. Some of the specific topics that we covered are:

• What is company culture?
• Mission/Vision/Values – The difference between each.
• Growth mindset.
• Keep it 100 – Being brutally honest.
• Tying circles – Being able to iterate fast.
• Using qualitative and quantitative analysis.
• Cash Rewards vs Experiential Rewards
• Backward-bending labor supply curve.
• Most popular experiential rewards — Personal/Career Growth, and Personal Wellness.

Some of the books, and resources that were mentioned:

• Backward-bending labor supply curve:
• Principles: Life and Work by Ray Dalio
• Payoff: The Hidden Logic That Shapes Our Motivations by Dan Ariely
• Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely
• The Alliance: Managing Talent in the Networked Age by Reid Hoffman

 

Where to get in touch with Justin:

Email: [email protected]

Linkedin: https://www.linkedin.com/in/justinlvandehey/

Website: www.justdisco.com

In today’s episode of the Startup Selling Show we have Xan Gentile. Xan is the Head of Account Management at Blend (also, one of the best dressed men in the mortgage industry). He has been with Blend since the early days, joining the team before headcount reached 100. Since then, he’s seen the head count grow to over 400+, a few big contracts close and Blend grow to raise a series D (at at $500M valuation).

We discussed the enterprise mindset and the importance of establishing credibility while creating momentum within an organization to drive post sale product adoption and usage. We break down some of the projects we worked on together a few years ago and how implementation plans managed expectations for our enterprise prospects setting the tone for long term customers. We tie it all up by outlining why hiring product managers for your sales teams will help with your sales effectiveness – especially at the enterprise level and we cover how to use The Agile Methodology as well as the 3x3x3 method.

Xan’s has been selling large enterprise software deals to the mortgage and financial markets for three and a half years, so given his success and experience I thought he would be an AWESOME guest for the Startup Selling Show.

Enjoy!

LISTEN RIGHT NOW HERE

Even better, why not subscribe to the “Startup Selling Podcast: Talking Sales with Scott Sambucci” on iTunes?

Show Notes & Topics

In this episode we went deep into Customer Success, Account Management, and Enterprise Sales. Some of the specific topics that we covered are:

• Using a Situation Slide for your product demos.
• Tribal Cultures.
• Post-Sale Product Adoption & Usage.
• Implementation Plans.
• Product Road Maps.
• Hiring project managers for your sales teams.
• Agile Methodology.
• 3x3x3 Weekly Review Method.

How to get in touch with Xan:

LinkedIn: https://www.linkedin.com/in/alexandergentile/

Twitter:

Today’s guest is David Dulany, he’s the CEO and founder of Tenbound, which is a consulting and training firm that focuses 100% on sales development in the tech space in the Bay Area.

He’s also the organizer of The Sales Development Conference, and, as you can imagine, he’s an expert when it comes to sales development. 

In this episode, we really focused on one main topic: cracking the code of sales development.

We break down how to enable your SDR team to be more effective by training on persona and not on product, we share advice on how to create appropriate compensation structures and we talk through techniques you can use to make your cold outreach feel a bit warmer.  

LISTEN RIGHT NOW HERE

Even better, why not subscribe to the “Startup Selling Podcast: Talking Sales with Scott Sambucci” on iTunes?

 

Show Notes & Topics

Just a few of the things that we covered:

• Cracking the code of sales development.
• Why founders need to be Sales Rep first.
• Why being an SDR is the toughest job in the sales process.
• Compensation Structures For SDRs.
• Traits to look when hiring SDRs.
• Why train on persona instead of product – Lead with the problem you solve not your solution.
• How to balance quality vs. quantity when doing outbound calls — Use chunking.
• Outsourcing research for your SDRs.
• How to make your outbounds feel less cold.
• Why you need a sales navigator in your organization.
• The 18-month payback period – Getting ROI from your hires.
• The #1 key metric for sales managers and their SDRs.
• Two volleys.

Some of the books and resources that were mentioned by David:

• T Harv Eker – https://www.harveker.com/
• Influence: The Psychology of Persuasion – Robert Cialdini
• How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing – by Stu Heineck
• The Sales Development Conference

Where to find David on the Interwebs:

• LinkedIn: https://www.linkedin.com/in/davidkdulany/
• Personal Blog: http://www.daviddulany.com/
• Twitter: https://twitter.com/dkdinsf
• Podcast: The Sales Development Podcast

Getting in touch with David: www.tenbound.com/contact