 How can you help establish a company culture that will do anything to win and yet be collaborative? It's really hard for sales in particular. They focus on the numbers, no matter what, even at the expense of those around them. But by helping to mature the salesperson you can do it with a positive approach and help those around you get there too. The right mission, vision and core values. That's where it starts. Has a segment of the organization defined itself against those values? That gives you a starting point and they can hold themselves accountable and adjust or call out other team members. The accountability is key, as is an open dialogue. Sideways - where it goes sideways is with the immediate misalignment with team members. Bring it out in the open - even if your team has a misalignment. It's an opportunity to learn from each other. Ryan asked, “How do you prioritize to be able to take needed time off?” Not only competing priorities, easier to check tiny things on the list vs. blocking off big days to get big projects off the list. Prioritizing relationships with other exec team members or board. As long as it generates more MRR (monthly recurring revenue). ___________________________________________ Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel.     

Road Warrior Radio by Lola

Face to Face is Part of the Deal

 As a lecturer at Harvard Business School, Ryan's guest Mark Roberge’s teaching style mimics the values that the school holds. At Harvard Business School, the focus is put on great teaching, rather than the typical priority of high profile schools:  research. Harvard accepts only the top 1/3 of professor (?) applicants - go below, and you’re out. Roberge is  humbled to be included in the group of HBS lecturers. Harvard emphasizes continuous learning and has established a team  of teachers teaching teachers. They review lecture films, like a sports team does for past performances, and then give each other feedback in order to improve. Learning to teach well is not  unlike learning any craft - such as sales.  In this episode we'll dive into how Roberge’s experience at Harvard  applies to his current company, Stage 2 Capital. Mark throws himself completely into each entrepreneurial adventure, and this is no different.  The World was missing a venture capital firm that is run and backed by heads of sales and marketing — and Mark stepped up to fill that gap. Stage 2 and Mark's mission is to help entrepreneurs through the perspective of revenue. Tune into the latest Road Warrior Radio episode to learn more about Mark’s journey to where he is today. ___________________________________________ Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel.     

The Persepctive of Revenue

 Ryan interviews Neil Berkeley. Many people know his work - you can check out Future You Media. He’s a storyteller. That’s his “10,000 hours” skill. He fell in love with storytelling with his first project. He knew this is his place in life. Neil has interviewed artists, comedians, heroes, writers and many interesting and unusual people. He has the ability to figure out what resonates with an audience, and empathy is a huge part of his decision-making process of what stories to tell. Listen to this episode to learn what insatiable curiosity means to him, the two things he desires in anyone who works with him, with his friends. You will not want to miss this conversation filled with inspiring insights and observations. About Neil Berkeley: Neil Berkeley, the owner of Future You Media, is an Emmy nominated documentary filmmaker whose work has focused on telling unexpected and enlightening stories about some of the visual and performing arts' most unique characters. His first film is the critically acclaimed, Beauty Is Embarrassing, which chronicles the life and times of fine artist Wayne White (Pee-wee’s Playhouse). Premiering at SXSW in 2012, it was also featured on PBS Independent Lens. His second feature, Harmontown, is the story of self-destructive television writer Dan Harmon (Community, Rick and Morty) as he tours the country after being famously fired from the sitcom darling he created. In 2017 Berkeley released his third feature, Gilbert: A Gilbert Gottfried Story, an intimate portrait of legendary comedian Gilbert Gottfried. Berkeley’s most recently show-ran Inside Jokes for Amazon, a six-part series that tells the intimate story of a group of young comedians as they prepare for Just For Laughs New Faces Showcase. A graphic designer by trade, Berkeley created the visual identity for shows including Project Runway, Top Chef, Nailed It and more.  ___________________________________________ Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel.     

Insatiable Curiosity

 Troy Bailey and Ryan go way back. Growing up in small-town Oklahoma, the duo discuss humble beginnings and how to balance good fortune and opportunity. The struggles and rewards of starting and growing a small business, and how traveling the world on the company dime isn’t such a bad thing. Troy gives you permission to use trial and error to become successful. But he also points out that nothing done well is ever done completely on your own.  ___________________________________________ Road Warrior Radio is hosted by Ryan Ball Vice President of Sales at Lola.com which is a program on the Funnel Radio Channel.     

"Jerry Maguire" moments

 Ask Kim Walsh, Global VP of HubSpot for Startups, what’s made her a successful salesperson, and she’ll give you a simple answer: The qualities she developed as a college athlete. Collaboration, time management, and grit were essential survival skills on the field and in the classroom, but they also translate into the world of sales.  Throughout nine years at HubSpot, Kim has helped the company skyrocket from 50 to more than 30,000 customers and has watched the team grow at a similar speed. When developing her own team, Kim looks for candidates that are adaptable, detail-oriented and possess a strong desire to learn.  Kim recently joined Lola.com Sales VP Ryan Ball on his podcast, Road Warrior Radio, to chat about: Growing up in Canada Interview tricks to pick the right candidate  Constantly evolving passions  Why adaptability is key on and off the road And more! About Ryan's Guest: Kim Walsh serves as Global VP, HubSpot for Startups, a business designed to help startups grow and scale. She was formerly the Head of Enterprise Sales, West Coast for HubSpot in Cambridge, MA. Kim joined HubSpot in 2010. Since then, the company has grown from 800 to more than 30,000 customers and from 50 to more than 2,500 employees. As head of sales, Kim launched the GTM strategy, built the operating model and expanded the team, globally. Prior to joining HubSpot, Kim led global sales for a technology-based startup footwear company, SpringBoost. Kim has an MBA from Babson College and was a finalist in the MIT 100K business challenge. She grew up in Alberta, Canada and ventured to the United States on a soccer scholarship after playing for her country.

Can Adaptability be Taught?

 How to Fill a Position in Weeks, Not months – podcast with LogMeIn’s Todd Kaylor Todd Kaylor, Director of Talent Acquisition at LogMeIn, is interviewed by Ryan L. Ball about the secrets of successful talent acquisition.  Todd Kaylor talks about talent acquisition, For Todd, it’s not all about who finishes first. Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer. They discuss: Why do candidates fail? How do they recover? Learn how to be authentic as an interviewee and strategic as an interviewer. Why candidates have permission to “tell on themselves” People Development as a goal and a reality How to learn more about your candidate How to fill positions in weeks and not months How to avoid the biased effect during interviews What is the horn effect and how to avoid it Why every interview is bi-directional Do current employees enjoy collaborating with candidates while they’re in the office? Todd Kaylor talks about talent acquisition, For Todd, it’s not all about who finishes first. Check out this episode to Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer. About our guest: Todd Kaylor, Director of Talent Acquisition at LogMeIn, has 20 years’ of experience in Sourcing, Talent Acquisition, and Talent Acquisition Management including stints in the Network Consulting, Staffing, Finance, Environmental, and Software industries. Todd currently manages a global team of 10 recruiters responsible for technical hiring at LogMeIn while also running the Executive Recruitment Program and In-Factor Evaluation Process. He enjoys boxing, weight lifting, baseball, watching sports and movies, and has an unusually strong, if borderline questionable, affinity for Captain America.  

How to Fill a Position in Weeks, Not months – Podcast with LogMeIn’s Todd Kaylor

 Ryan talks with Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers. They discuss: Amy’s transition from theater to finance and into managing B2B inside sales teams The importance of one-on-one connections that are available for customers, prospects and sales offices Tactics in communicating with teams in separate offices The challenge of driving productivity through technology for inside salespeople How Amy decided on the tech stack for inside departments Career advice for job transitions Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud. Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers with technology products that enabled them to meet, market, sell and train. Before moving into the tech sector, Amy led Staples Business Advantage’s Mid-Market Sales division; she also held positions in Finance, Strategy and Marketing at Staples. Earlier in her career, she co-founded an entertainment-based retail crafts store catering to urban, professional women, Spark Craft Studios. Appleyard also ran her own theatrical lighting design firm, based in New York and designed productions for numerous prominent theatre and opera companies. She holds a Bachelor of Arts in Theatre from Virginia Tech and an MBA from Boston University. About Carbon Black Carbon Black is Transforming Security Through Big Data and Analytics in the Cloud Growing trends in mobility and cloud have made the endpoint the new perimeter. New and emerging attacks are beating traditional defenses, and security teams are too reactive and held back by their technologies. Carbon Black is leveraging the power of big data and analytics to solve the challenges surrounding endpoint security. With the CB Predictive Security Cloud platform, we are transforming cybersecurity to deliver a cloud-native endpoint protection platform (EPP) designed to protect against the most advanced threats.

One Woman’s Unlikely Journey to Sales Management

  Ryan brings on Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers. Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud. Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers with technology products that enabled them to meet, market, sell and train. Before moving into the tech sector, Amy led Staples Business Advantage’s Mid-Market Sales division; she also held positions in Finance, Strategy and Marketing at Staples.  Earlier in her career, she co-founded an entertainment-based retail crafts store catering to urban, professional women, Spark Craft Studios. She also ran her own theatrical lighting design firm, based in New York and designed productions for numerous prominent theatre and opera companies. She holds a Bachelor of Arts in Theatre from Virginia Tech and an MBA from Boston University.

The Theatre of Sales

   For the first time, Road Warrior Radio will feature not one, but two people here in person at Lola Studios. David Donlan is the CRO over at Crayon, and Mary Rogul is his VP of Sales Strategy and Engagement. Mary and Ryan used to sit next to each other in the trenches in their days as sales reps. David was one of Ryan’s first managers and certainly one of the most influential in his career. Now you may hear the gang reminisce a little bit about the early days at Hubspot and some of the learnings that they have tried to apply to future roles. Some of those learnings worked and a lot didn’t. The group dives into the importance of attention to detail in your sales process and what to research and prepare for when holding a meeting. Finally, how do these seasoned sales leaders test coachability and curiosity during the interview process? Why those answers such important harbingers for success?   About our guests: Mary Rogul, VP Sales Strategy - Crayon As VP of Sales Strategy & Engagement, Mary Rogul is responsible for driving the mid-market and enterprise sales teams for Crayon, with a focus on sales hiring, training and developing a world-class team of account executives. Mary brings to the position a successful track record of more than 20 years that includes high-profile sales leadership expertise and recognized sales achievements in the B2B high-tech, healthcare, and financial services industries. A frequent speaker and panelist for Women in Sales Leadership and Women in Tech, Mary specializes in formal development and execution of strategic alliances and programs that add significant value to the customer relationship. Prior to joining Crayon, Mary advised most recently to global enterprises to dive deeply into platform alignment, implementing strategic software and service initiatives with Cerner Healthcare and PricewaterhouseCoopers, LLP. The major contributions within these assignments are nurturing key relationships and engendered strategic partnerships that led to a much deeper understanding and support of their overall business initiatives. Mary joins the Crayon executive team as a HubSpot alumna (2009-2015) and was part of the Enterprise Sales Scale-Up from 2011 through the public offering in 2014. David Donlan, CRO - Crayon David Donlan serves as the CRO for Crayon in Boston, MA. As a sales leader, he is responsible for developing market intelligence strategies that cater to the Mid- Market, and Enterprise looking to increase their sales and top-line revenue growth. In his first 2 years, Donlan grew Crayon from 5 beta customers to more than 3,000 paid users, $5 Million in revenue, and helped raised $18 million in venture capital. Donlan is also a TEDx speaker and frequent guest lecturer at many Colleges and Universities.

Testing for Coachability

 In this episode of Road Warrior Radio, Ryan and Colum Lundt cover servant leadership, meritocracy in sales, and how the right book can shape your career. Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat appearances in the Inc 500 list of fastest growing companies.  About our guest, Colum Lundt: Colum Lundt is a sales executive, consultant, and trainer with over 24 years’ experience in recruiting, sales and sales management. A former Marine, Colum began his professional career with Fleet Bank in both customer service and then their ‘telesales’ group. Following Fleet, Colum spent over five years in recruiting, sales and sales management for Darwin Partners helping drive the company from annual revenues of $14M to $150M over a five-year period.  During this time, he won every major award at the firm and consistently averaged 130% of the goal. After Darwin (now called ‘Dextrys’), Colum worked in the sales training space for a Sandler Sales affiliate before joining Connect Global Solutions (now Welocalize) to lead sales for the East Coast. In this role, Colum personally drove a multimillion-dollar yearly quota with companies like Sun Microsystems, HP and Macromedia (Adobe). In addition to exceeding his number every quarter, Colum closed the largest deal in the company’s history. In 2005, Colum launched BRIDGE Energy Group, a high-performance consulting and systems integration firm focused on the Utility industry. His responsibilities included: recruiting the best and brightest from across the industry, creating infrastructure, developing key business and sales processes, building infrastructure, inside and outside sales, sales leadership, establishing partnerships, raising capital, managing operations, leading strategic initiatives and working with a fantastic group of experts to achieve a CAGR of 41% per year since inception. He also conceived and sold the first Cloud deal of its kind in the industry. BRIDGE has been recognized 5 years in a row by INC. 500/5000 Magazine as one of the fastest growing companies in America.Since 2014, Colum has consulted with, coached and trained close to three thousand customer success and sales professionals, sales managers and executives for several of the fastest growing SW/SaaS companies in the country.

Meritocracy in Sales

 Salespeople are now teaching because the buyers already have done research. A salesperson needs to add value. Otherwise, they are relegated to being walking catalogs, and who needs another one of those? What does my sales process look like? Do you need more leads? Stop asking the dumb questions. Wouldn't it be better if you opened with, "Hey Steve, I've spoken to a hundred people just like you in your same position, and some of the challenges I've heard people are this, this and this. Do any of these resonate with you?"  take it further, "These are some of the solutions people have come to in order to try to solve some of those challenges." Suddenly you are someone of interest to that prospect. This is only a taste of what is covered in this episode. Tune in to hear all the ideas and solutions. About our guest: Experienced Member Of The Board Of Advisors with a demonstrated history of working in the computer software industry. Skilled in Enterprise Software, Sales, Customer Relationship Management (CRM), Go-to-market Strategy, and Sales Management. Strong entrepreneurship professional with an MBA focused on Finance / Entrepreneurship from the University of Cape Town.

Teach, Tailor and Take Control

 Todd Kaylor talks about talent acquisition, people-development, and boiling things down to learn more about candidates. How do candidates fail? How do they recover? Do current employees enjoy collaborating with candidates while they’re in the office? For Todd, It’s not all about who finishes first. Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer. About our guest: Todd Kaylor, Director of Talent Acquisition at LogMeIn, has 20 years’ of experience in Sourcing, Talent Acquisition, and Talent Acquisition Management including stints in the Network Consulting, Staffing, Finance, Environmental, and Software industries. Todd currently manages a global team of 10 recruiters responsible for technical hiring at LogMeIn while also running the Executive Recruitment Program and In-Factor Evaluation Process. He enjoys boxing, weight lifting, baseball, watching sports and movies, and has an unusually strong, if borderline questionable, affinity for Captain America. 

Todd M. Kaylor: You Have Permission to Tell on Yourself

 Mike talks about the value of being persuasive with words and data. You don’t have to be the “Alec Baldwin” type to sell and close. Mike and Ryan dig into the traits that make a successful sales team member and how leaders can cultivate those traits to add rocket fuel to a person’s career. About Mike Connolly: Mike Connolly is the VP of Sales and Customer Success at CarGurus. He built and leads a team of 180 sales and service professionals, and is responsible for the revenue growth and customer satisfaction of the US customer base and helping the company execute on its mission of building the world’s most trusted and transparent automotive marketplace. Prior to CarGurus Mike led top-performing teams at Experian and Windstream, exceeding all revenue targets while maintaining a strong focus on the personal and professional development of his teams.  

Mike Connolly - I want to measure everything!

 Through her work creating documentaries for MTV, Nat Geo, and Netflix, Cheryl Horner McDonough has learned some important lessons about creating the career you want. As she puts it: “There’s no career fairy godmother.” If you want something, you need to speak up and make it happen. In this episode of Road Warrior Radio, Cheryl joins Lola.com Sales VP Ryan L. Ball to talk about taking risks, asking for what you want and, of course, her life on the road. Cheryl Horner McDonough is a two-time Emmy Award winner for her work on MTV’s youth-oriented True Life series and the documentary special Laverne Cox Presents: The T Word. She received a third Emmy nomination for her independent documentary film "Bean." Cheryl is the recipient of multiple PRISM awards for documentary specials about drug addiction, two Front Page Awards, and a Peabody Award for her work on an MTV sexual health campaign. In 2001 she founded Gigantic! Productions which has produced award winning documentaries, unscripted series, and news specials for 17 years. Cheryl created the Netflix original series Marching Orders which debuted in 2018. She was the Series Director for Katie Couric’s six part Nat Geo series America Inside Out, and she is currently directing and producing a feature-length documentary film about the 2018 school shooting in Parkland, Florida. Cheryl Horner McDonough lives in Manhattan with her husband Bart McDonough and their three teenage children.  

Cheryl Horner McDonough: No One Knows What You Want Unless You Tell Them.

  Josh Allen is the Chief Revenue Officer for one of the hottest SaaS companies on the planet: Drift. Chances are, if you’re in B2B and on LinkedIn, you’ve seen one of their videos. In this episode, Josh and Ryan riff about how tips and tricks don't work. Why detecting empathy is crucial in the hiring process, and how having authentic conversations can make all the difference in sales. BIO: As CRO, Josh Allen is responsible for building and executing Drift's long term go-to-market sales strategy as the company strives to transform the way businesses buy from other businesses. He joins Drift after serving as SVP, North America Sales & Service at CarGurus (NASDAQ: CARG) where he led a team of more than 300 sales, service, and operations professionals during the company’s most expansive growth period. Allen also spent a decade at LogMeIn (NASDAQ: LOGM), where he held a number of leadership positions, including VP of Sales for two of the company’s three business units, and helped open and expand their international headquarters in Dublin, Ireland.

Josh Allen: Let's Have a Real Conversation

If you spend a good chunk of your life on the road hustling for your livelihood — we’re looking at you, sales execs, entrepreneurs and project managers — then this podcast is for you.

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Road Warrior Radio by Lola

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