💡Show Your Work
With John Barrows at Sales Hacker's Sales Stack Conference - San Francisco, CA, 2015

💡Show Your Work

“Ship it.” – Seth Godin

Scroll down to hear podcasts, watch webinars, and read articles I’ve published over the years. They represent some of my contributions to the marketplace.

PODCASTS

2021

The Sales Enablement Podcast with Andy Paul (#999)
Hosted by Revenue.io and Andy Paul, this episode also featured Howard Brown. The conversation addressed how important sellers are in today's sales environment.

1UP Formula Podcast with Morgan J. Ingram
Hosted by THE Morgan J. Ingram, this episode was a conversation about how to fill your life with gratitude and consistency.

Live Better, Sell Better with Kevin “KD” Dorsey
Hosted by Kevin “KD” Dorsey, this episode focused on building world class sales development reps and sales development organizations.

The Merchant-Matrix Podcast
Hosted by MatrixPlace, along with Nick Sember and Preston Hurd, this episode centered on Five Philosophies that apply to your work.

The Sales Enablement Podcast with Andy Paul
Hosted by ringDNA and Andy Paul, this episode covered how Team Tuesdays positively impact sales development teams.

2020

The Engine of Matt Todd
I always welcome an invitation to speak with Matt Todd. In this episode, we talk about the direct impact politicians have on me.

The Sales Enablement Podcast with Andy Paul
Hosted by ringDNA and Andy Paul, this episode covered how the best sales development teams have Standards of Excellence.

Surf and Sales Podcast
Hosted by Richard Harris and Scott Leese, this episode ran the gamut. It was an honor to join them for their 150th episode.

Millennial Sales
Hosted by Tom Alaimo, this episode covered working on yourself harder than you work on your job.

The Sales Enablement Podcast with Andy Paul
Hosted by ringDNA and Andy Paul, this episode covers how great books impact our profession.

The Engine of Matt Todd
Hosted by Matt Todd of Matt Todd University. We talked about business and family.

Hey Salespeople
Hosted by Jeremey Donovan from SalesLoft, this episode reviews the top five barriers keeping salespeople from hitting quota.

Social Centered Selling
Hosted by Barb Giamanco, this episode centers on “Leading with Heart, Empathy and Being Human in Selling.”

Make It Happen Mondays
Hosted by John Barrows, this episode addresses “Leading with Empathy in Times of Uncertainty.”

The Engine of Matt Todd
An in-depth conversation with Matt Todd, the founder of Matt Todd University, who’s also a family man and a black belt in Brazilian Jiu-Jitsu. Read the transcript here.

2019

Next Generation Rockstars, Part II
A conversation with Amanda Hammett about mentoring and mentorships. Watch the episode here.

Next Generation Rockstars, Part I
A conversation with Amanda Hammett. In this episode, we discuss how A-player leaders and reps find one another. Watch the episode here.

The Sales Development Podcast
A conversation with David Dulany of Tenbound. We celebrated the 100th episode of the podcast with me interviewing him.

The Brutal Truth About Sales & Selling
A conversation with Brian G. Burns. We talked about ways to stay focused on your success. Read the show notes here.

2018

Hunters and Closers Podcast
A conversation with Dainon Haggard. We talked about how to take ownership of your career. Watch the episode here.

Playmaker Podcast
A conversation with Gabe Larsen. We talked about effective post-event follow-up efforts. Read the show notes here.

Millennial Momentum
A conversation with Tom Alaimo. We discussed the US Navy SEALs, Brazilian Jiu-Jitsu, and books we love. Read the show notes here.

BC Startup Sales Podcast
A conversation with Loren Straub of Bowery Capital. We talked about five barriers that many salespeople hit and how to overcome those barriers. Read the show notes here.

2017

The Narrative
A conversation with David Hooker. We discussed the power of storytelling in sales. Read the show notes here.

The Brutal Truth About Sales & Selling
A conversation with Brian G. Burns. We discussed five pieces of advice for people starting their sales career.

Accelerate!
A conversation with Andy Paul. We talked about five barriers that block salespeople from hitting quota. Read the show notes here.

The Sales Development Podcast
A conversation with David Dulany of Tenbound. We discussed the success cornerstones sales leaders work from. Read the show notes here.

VIDEOS

2021

AA-ISP: “The Great Resignation”
Employee Mental Health and Retention, Part I

A deep discussion panel, led by André Anderson and featuring Sean Kawaguchi, Jeff Riseley, Susan Warden, and GB Blackwell.

AA-ISP: "The Great Resignation"
Employee Mental Health, Part II - Ralph Barsi Responses

Register here to see the entire discussion. Led by Michael Tuso, Part II's panel included Sean Kawaguchi and Jeff Riseley.

The Tenbound Sales Development Conference
David Dulany and the teams at Tenbound and Vendition hosted the annual Sales Development Conference in San Francisco.

1UP Sales Development Podcast
Jackson Lieu hosted a fun conversation about sales development talk tracks, purpose, and mechanics.

The Demo Diaries Podcast
Jorge Soto hosted a great conversation about “Four Pillars of Sales Excellence”.

2020

XANT Sales Development Summit
This virtual conference offered me an opportunity to discuss how the best SDRs approach their career.

Coffee with Closers
Samuel Thimothy and I talked about the best sales leaders’ characteristics and best practices. It was a fun conversation.

The Salesman Podcast
It was a pleasure talking with Will Barron again. We discussed “How to Become UNSACKABLE in Your B2B Sales Job.” Read the show notes here.

Millennial Sales Podcast
Tom Alaimo and I talked about working harder on yourself than you do on your job.

Tenbound Sales Development Conference
This was a live, virtual presentation on “Success Principles for Today’s SaaS Leader.”

Loopicon: Human-Centric Sales at Scale
This was a live panel discussion for Loopio’s annual conference. I joined Jafar Owainati, Jen Franklin, DeJuan Brown, and Robert Flint.

Sales Hacker Live AMAs with Becc Holland
These were live “Ask Me Anything” sessions with Becc Holland and Matt Cameron.

Re-Route Your Marketing
This was a panel discussion hosted by Folloze. The moderator was Adi Aloni and I was joined by my friend, Brian Remington. View the recording here.

Developing Sales Strategies and Building GTM Teams
Led by Max Altschuler, this panel discussion talked through how successful sales teams and businesses are managing through the global pandemic. The panel included Trish Bertuzzi from and Andrea Austin. Register to view the video here and read the blog post here.

ringDNA Selling Forward: Virtual Summit
Hosted by Andy Paul, this web presentation was about how to break through mental barriers and get through crises.

How to Maintain Momentum During Uncertainty
Hosted by Gong.io, this is an online panel discussion led by Justin Welsh. The panel also included Stephanie Jenkins and Anna Phalen.

Flip the Script Tour, San Francisco
Hosted by Becc Holland, this panel was moderated by Scott Barker and included Pete Kazanjy, Godard Abel, and Lars Nilsson.

2019

Sales Secrets from the Top 1%
Hosted by Brandon Bornancin, this talk reminds us that sales success starts with the right attitude. Read the transcript here.

Building a High Performing Sales Development Culture
Hosted by David Dulany, this is a discussion with Jenny Poore on key drivers of high-performing sales development teams. Read the transcript here.

Inspiring Sales Leaders
This episode is part of a series produced by SalesLoft.

The Salesman Podcast
A few of us addressed a question from Will Barron: “What can we do post-sale to build a ‘network of influence’ within a key account?”

We then addressed “What is an underrated skill that salespeople could develop to give them an edge over their competition?”

2018

A Question from Engagio
Brandon Redlinger asked, “How can reps improve their writing skills?” It compelled me to pull over my car and answer right away.

Revenue Summit: How to Prospect Using the Basics
This presentation was filmed at Sales Hacker’s Revenue Summit in San Francisco. It centered on the fundamentals of sales prospecting, like the right attitude, delivering value, and doing the work. Download the presentation here and read the transcript here.

2017

Secrets of Success from Top Performing B2B Sales Teams
This webinar panel also included Tyler Lessard, Trish Bertuzzi, and Jamie Shanks. We discussed how sales teams using video differentiate themselves from the pack. An opt-in is required to view the webinar.

The Salesman Podcast
This conversation with Will Barron was about how to stay motivated in and out of sales. Read the transcript here.

True Ventures University
Lars Nilsson and I spoke to True University students about Scaling Your World Class Sales Development Organization. True University is an annual two-day startup hosted by True Ventures at UC Berkeley’s Haas School of Business. Read the transcript here.

Revenue Summit: How Top Salespeople Overcome Obscurity
This presentation was filmed at Sales Hacker’s Revenue Summit in San Francisco. It centered on how salespeople can overcome obscurity in the marketplace. Download the presentation slides here and read the transcript here.

Semi-Rapid-Fire Sales Development Questions
Craig Rosenberg asked me a few questions.

The SDR Chronicles
It was an honor to join Morgan J. Ingram on the 100th episode of The SDR Chronicles. We filmed it in Atlanta. Read the show notes here.

Rainmaker: Building and Running a Global Sales Organization
This presentation was filmed at SalesLoft’s Rainmaker conference in Atlanta. It centered on the key components required for building and leading a worldwide sales development organization. Download the slides here.

HireVue: SalesSummit
HireVue hosted this web conference. My presentation was about WHY you should do what you do. Download the presentation slides here.

SaaStr: How the Best Outbound Sales Teams Are Managed
Filmed at the SaaStr conference in San Francisco. This panel, led by Aaron Ross, also included Lauren McGuire and Mark Roberge. Read about the session here.

#RealSalesTalk: On Servant Leadership
I joined Sean Mitchell and Phill Keene for an episode of #RealSalesTalk, a video podcast they once hosted. This is an excerpt where I discuss my take on servant leadership. Watch the full episode here.

2016

Kiwi Landing Pad: Sales Playbooks
This conversation was with Siân Simpson.

#StartupsUnedited: Leadership by Example
Hosted by Jorge Soto, this discussion also included Mark Ruthfield. We talked about millennials, tripling-down on strengths, and walking the talk.

Interview with AA-ISP Founder Bob Perkins
I joined the AA-ISP in Q1 2011. This conversation is with the association’s founder and president, Bob Perkins, about the association’s influence on sales development leadership.

2015

How I Got into Tech Sales
This is conversation with Juliana Crispo centered on how I got started in technology sales.

Sales Stack: How to Power the Top of the Funnel
Filmed at Sales Hacker’s Sales Stack conference in San Francisco, John Barrows hosted this discussion on optimizing sales and marketing efforts. Panelists also included Bill Binch, Andrea Austin, and Lesley Young.

How to Build a Winning Sales Team
Filmed at, and hosted by, Betts Recruiting in San Francisco, this discussion centered on attracting top talent to your organization. Led by Amber Weinberg, the panel also included David Baga, Trenton Truitt, and Bridget Gleason.

How to Avoid SDR Burnout
Hosted by Max Altschuler, the founder of Sales Hacker. The panel also included Jon Birdsong and JM Wilke. We talked about how to prevent sales development reps from “burning out.”

Best Sales Development Tools to Use in 2015
Part 2 of a 2-part series on the hottest, most current technology for sales development professionals.The panel also included Andrew McGuire, Sean Kester, and David Dulany. Register (for free) to view. Download the presentation slides here.

What SDR Job Descriptions are Really Telling You
This piece was done for a virtual sales summit. It serves as a guide for aspiring sales development reps.

Rainmaker: Hiring for the Modern SDR
This presentation was filmed at SalesLoft’s Rainmaker conference in Atlanta. It centered on how to attract and retain top talent. Download the presentation slides here.

Best Sales Development Tools to Use in 2015
Part 1 of a 2-part series on the hottest, most current technology for sales development professionals. The panel also included Andrew McGuire, Sean Kester, and David Dulany. Register (for free) to view. Download the presentation slides here.

2 Minutes on BrightTALK
A brief mention of five barriers that block salespeople from hitting quota.

2014

Sales Prospecting: How to Plan Your Work and Work Your Plan
Sales activity without structure is as productive as children playing at recess. This webcast covered planning the work and working the plan. Download the presentation slides here.

Dreamforce 2014: SDRs MUST Represent
Recorded live at Dreamforce in San Francisco. Ken Krogue introduced this talk on how to “represent” in the sales and sales development profession. Download the presentation slides here.

Sales Acceleration Summit: How to Motivate Your Sales Team
Hosted by XANT, this webinar focuses on prime areas that drive motivated sales teams. Download the presentation slides here.


ARTICLES

How the Best SDRs Take Massive Action

Use These Sales Fundamentals for Effective Post-Event Follow-Up

Nuggets for Your Notes: On Motivation, Gratitude, and Doing Better Business

The Best SDRs Don’t Suffer from a Lack of Focus

How the Best SDRs Overcome Obscurity

5 Pieces of Advice for People Starting Their Sales Career

How to Avoid SDR Burnout: Q&A

Best Sales Books: 25 Elite Picks to Step Up Your Sales Game (2017 Update)

5 Quick Tips About SDR-AE Relationships


Other Contributions

How to Build a Successful Environment for Sales Organizations (Skaled)

How to Hire Your Sales Dream Team (Revenue.io)

3 Things You Need to Ask Yourself to Personalize Messaging (RingDNA)

9 Bombshells Ralph Barsi and Jacco van der Kooij Dropped at Rainmaker (SalesLoft)

Heinz Marketing: How I Work

Sales Hacker: The One Thing I Wish I Knew at 22