Rep Matters

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones welcome Jarrett Thomas from OTB Digital. They dive deep into the essence of effective sales and marketing strategies in today's digital landscape. Jarrett shares his journey from starting in traditional sales roles to leveraging digital platforms like LinkedIn for building meaningful business relationships.

The conversation highlights the importance of authenticity and personal branding in the digital age. Jarrett emphasizes the role of genuine connections, not just transactions, in achieving sales success. He offers actionable insights on how sales professionals can enhance their online presence and engage with their audience more effectively.

Listeners will gain valuable perspectives on transforming sales approaches to meet modern demands. Jarrett's experiences and tips provide a roadmap for sales and marketing professionals aiming to thrive in an increasingly digital world. The episode is a must-listen for anyone looking to elevate their sales game through authenticity and innovative strategies.

In this episode of Rep Matters, Zoya Segelbacher and Caroline Jones delve into the world of marketing and reputation management with Jen Allen-Knuth, the founder of DemandJen. They discuss the importance of building a trusted brand and how companies can navigate the complexities of market demands with integrity.

Jen shares insights from her journey of establishing DemandJen, emphasizing the need for authenticity in marketing strategies. She highlights how transparent communication and genuine engagement with audiences can significantly impact a brand's reputation positively.

The conversation also touches on the challenges and opportunities in the digital age, providing listeners with practical advice on maintaining a strong and positive brand image. Jen's experience offers valuable lessons on the synergy between marketing efforts and reputation management, underscoring the critical role of trust in achieving business success.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones dive deep with guest Blake Hudson, a seasoned sales leader and the founder of Story Selling University. They explore the transformative power of storytelling in the sales process. Blake shares insights on how effective storytelling can not only captivate prospects but also significantly boost sales by making connections more meaningful.

Blake outlines the foundational elements of a compelling story and how sales professionals can leverage these to engage their audience better. He emphasizes the importance of authenticity and emotional resonance in building trust and rapport with potential customers. Practical tips and strategies are shared for salespeople to craft their own stories that reflect their brand and values.

The conversation also touches on common storytelling pitfalls and how to avoid them. Blake offers advice on refining storytelling skills, illustrating with examples from his own experiences. Listeners will gain valuable knowledge on enhancing their sales techniques through the art of storytelling, making every pitch not just a transaction, but a memorable story.

In this episode of Rep Matters, Zoya Segelbacher and Caroline Jones dive into the innovative world of Hyperbound, a company transforming sales training. Atul Raghunathan and Sriharsha Guduguntla, Hyperbound's CTO and CEO, share insights into their journey. They discuss the challenges and triumphs of developing technology that enhances sales conversations.

Atul and Sriharsha emphasize the importance of understanding customer needs and adapting technology to meet those demands. Their story illustrates the power of persistence, innovation, and the right team dynamics in overcoming obstacles. They also highlight the role of feedback in refining their approach, demonstrating a commitment to continuous improvement.

The conversation with Hyperbound's leaders not only unveils the entrepreneurial spirit that drives the tech world but also offers a glimpse into the innovative approaches shaping the future of sales training. The episode sheds light on the future of sales enablement, offering valuable lessons for entrepreneurs and business leaders alike. Atul and Sriharsha's experiences underscore the significance of resilience and adaptability in the tech industry.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones chat with Brian LaManna from Gong. Brian shares his journey in sales, starting from his college days to becoming a top performer at Gong. 

He emphasizes the importance of resilience, learning from every experience, and the value of direct, honest communication in sales. The episode dives into Brian's approach to sales, including his multi-channel prospecting strategy and the significance of writing skills in the sales process. 

Brian also discusses his side project, "Closed Won," aiming to help sellers enhance their skills, showcasing his dual passion for sales and personal growth.

In this episode of Rep Matters - Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Corrina Owens from Purple Cork. The conversation opens with a deep dive into the internal dynamics of organizations, specifically the need for marketers to make information readily available and understandable, both internally and for customers​​.

Corrina shares her extensive experience in account-based marketing (ABM), shedding light on the common misconceptions and complexities in this field. She emphasizes the importance of educating marketers on the true essence of ABM, which often gets lost amidst the noise of various tech vendors and their marketing strategies​​.

Furthermore, Corrina discusses the evolution of ABM marketing over the years. She touches upon the ongoing changes in the industry's terminology and the need for marketers to adapt continuously. Corrina outlines ABM as a straightforward concept, focusing on aligning go-to-market teams to effectively target and communicate with ideal customers​​. This insightful episode provides valuable perspectives on the dynamic world of B2B marketing and sales alignment.

In this episode of Rep Matters - Uncapped, hosts Zoya Segelbacher and Caroline Jones engage with Maureen Gallagher from Electric, exploring her dynamic career in sales and personal growth.

Maureen starts by discussing her serendipitous entry into sales, stemming from a mix-up with Morningstar, a financial services company she mistook for a veggie burger brand. This amusing start to her career highlights the unpredictable nature of career paths and the importance of seizing opportunities.

Transitioning from teaching in Korea to sales in the U.S., Maureen shares how her experience as an educator honed her sales skills. Teaching middle schoolers in Korea, she learned to engage a tough audience, a skill she later applied in her sales demos. Maureen emphasizes the significance of being engaging and compelling in sales, drawing parallels between educating students and interacting with clients.

Finally, Maureen touches on her unique approach to work-life balance, notably her decision to live a nomadic lifestyle during the pandemic. This choice not only allowed her to explore new places but also brought a refreshed energy and perspective to her professional life. Her story is a testament to the value of integrating personal passions with career aspirations, demonstrating how a non-traditional approach can lead to success and fulfillment.

In this episode of Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Lori Richardson, a renowned Revenue Growth Strategist from Score More Sales. Lori shares her extensive experience in B2B sales, emphasizing the importance of visualization and confidence in the sales process. Her insights offer valuable guidance for navigating the complexities of sales and the significance of asking the right questions to foster success.

The conversation delves into the challenges and opportunities for women in sales. Lori, a vocal advocate for gender equity in the sales industry, discusses her initiatives to promote inclusivity. She highlights the need for pay equity, supportive leadership, and a conducive work environment. Her experience as a sales coach at Harvard Business School's Entrepreneurial Sales course further enriches the discussion with practical advice and strategies.

Lori also touches on the impact of economic fluctuations on sales and the importance of maintaining a positive outlook. She encourages sales professionals to focus on solving customer problems and staying resilient amidst external challenges. This episode not only provides a wealth of knowledge for sales professionals but also inspires listeners with Lori's dedication to empowering women in the field.

In this episode of Rep Matters, hosts Zoya Segelbacher and Caroline Jones welcome Andy Laws, a senior business development manager at Braze. Andy shares his journey from being an elite sportsman to a key player in the tech industry. He discusses the importance of quality research and creative problem-solving in business development. His story is a testament to the power of adaptability and resilience.

Andy recounts the exhilarating experience of Braze's IPO, highlighting the sense of community and growth within the company. He then delves into his transition from professional sports to SaaS sales, a move driven by his competitive nature and interest in business. Andy's story is one of reinvention, showcasing how skills from sports can translate into business success.

Andy opens up about the challenges he faced, including identity loss and mental health struggles, as he moved away from sports. He emphasizes the importance of a healthy relationship with failure and the competitive edge it brings. Andy's journey is inspiring, showing how embracing failure and leveraging one's strengths can lead to remarkable achievements in new fields.

In this first episode of Rep Matters, produced by Marketers in Demand, hosts Zoya Segelbacher and Caroline Jones sit down with Ty Smith, a seasoned Channel Manager at Cox Business. Ty shares his extensive 18-year journey in the telecom industry, highlighting his evolution from sales roles to a leadership position in channel management. He emphasizes the importance of understanding and navigating the complex telecom landscape, including the nuances of various services and jargon.

Ty dives into the intricacies of channel sales, explaining how it offers a unique entrepreneurial pathway for building IT companies. He discusses the challenges and opportunities within the industry, particularly focusing on diversity and inclusion. Ty's story is a testament to the power of self-education and adaptability, as he transitioned from traditional sales roles to a more strategic position in channel management.

The conversation also touches on the challenges of staying informed and educated in a rapidly evolving industry. Ty's approach to learning and adapting to new technologies and terminologies is a key takeaway for anyone looking to thrive in the dynamic world of telecommunications and IT.