Sales Seekers

Being True to Yourself as a Seller with Shanti Joy Gold

Sales Seekers — Mon, 09 Dec 2024 06:00:00 -0500

In this last episode of Season 1 of Sales Seekers, Mike Bird talks with Shanti Joy Gold about her journey in B2B tech sales, the importance of authenticity, and what it takes to succeed in sales. Shanti shares insights on genuine connections, overcoming resistance, and embracing change.

Learn more about Shanti's work
Tune into her podcast: Stories We Haven't Shared
Connect with Shanti on LinkedIn
Connect with Mike on LinkedIn
Subscribe to Mike's weekly emails for salespeople

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(00:00) - Intro
(01:49) - If you really know Shanti...
(02:58) - Shanti's journey into sales
(06:28) - Sales DNA: what it takes to succeed in sales
(11:18) - Not sure you have Sales DNA?
(14:58) - The wildest transition to sales Shanti's seen
(16:12) - Authenticity in sales: what's it really?
(19:17) - Why authenticity is so valuable to a salesperson
(22:34) - Can authenticity be cultivated?
(23:31) - One thing to know if you're considering a sales career
(25:17) - One thing that hinders a salesperson's growth
(26:44) - Connecting and engaging with Shanti's work
(27:42) - Update on Sales Seekers

It Takes a Village to Land a Sales Job

Sales Seekers — Mon, 25 Nov 2024 06:00:00 -0500

Mike Bird discusses the importance of leveraging both close and weak ties during job searches to avoid burnout, loneliness, and prolonged efforts. He offers actionable tips on using broader networks and precise communication to generate leads and opportunities.

Grab the Job Search Preparation Checklist
Connect with Mike on LinkedIn
More on Mark Granovetter's research, 2016 interview, and 2022 interview

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(00:00) - 011: It Takes a Village to Land a Job
(00:04) - Intro
(00:46) - Two sorts of people we want in our corner
(01:50) - Mark Granovetter's landmark research
(02:50) - Putting this into action for your job search

Simple Signs You’re Ready for a New Job

Sales Seekers — Mon, 11 Nov 2024 06:00:00 -0500

Mike shares a framework for assessing job satisfaction through three key elements: happiness, growth, and financial gain. He explores different scenarios and advises on when it might be time to consider a new job or seek changes within your current role.

Book a career coaching consultation with Mike
Connect with Mike on LinkedIn
Subscribe to get sales career tips by email

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(00:00) - 010: Signs That You’re Ready for a New Job
(00:05) - Intro
(01:11) - 3 things your work should provide
(02:06) - Different scenarios you may find yourself in
(05:49) - Reflect on your curent role
(06:27) - Need some help?

Becoming a Tech Sales Superstar with Krysten Conner

Sales Seekers — Mon, 28 Oct 2024 06:00:00 -0400

Krysten Connor, a former teacher turned Account Executive, discusses leveraging teaching skills in tech sales, self-development, overcoming misconceptions, and defining personal success. Hosted by Mike Bird, this episode offers strategies for thriving in sales and the importance of self-awareness in career decisions.

Have you become a regular listener of the show? Leave us a review and let us know your feedback!

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(00:00) - Intro
(01:13) - What you'll never catch Krysten doing
(02:07) - How Krysten broke into tech sales
(05:29) - On taking charge of your own development
(11:10) - Strengths Krysten has leaned into as a salesperson
(14:06) - Know this before transitioning to sales
(19:28) - It's never too early, or too late...
(25:08) - Learn more about Krysten's work

5 Reasons Your Résumé Isn't Landing Interviews

Sales Seekers — Mon, 14 Oct 2024 06:00:00 -0400

Mike discusses common reasons why résumés may not lead to job interviews. Topics include: lack of targeting, unclear Unique Value Proposition, elimination factors such as typos, visible application barriers, and ATS compatibility issues. Listeners are encouraged to address these areas for improved job application success.

Connect with Mike on LinkedIn
Subscribe to get sales career tips by email

Mentioned in the episode:

The Behavioural Insights Team, Women Only Apply When 100% Qualified. Fact or Fake News?
002: Leveraging Non-Sales Selling to Land a Sales Role
006: How to Fix This Top Job Search Mistake

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(00:00) - Intro
(01:09) - What is a qualified applicant?
(03:19) - 1. Your résumé isn’t targeted enough at the position
(05:45) - 2. Your résumé doesn't convey a cohesive or strong Unique Value Proposition
(08:49) - 3. Your résumé contains too many elimination factors
(12:08) - 4. Your résumé doesn't address obstacles or barriers
(14:21) - 5. Your résumé isn't ATS-friendly
(17:06) - Need help with your résumé?

Learnings from Launching 60+ Tech Sales Careers with Lisa Plain

Sales Seekers — Mon, 30 Sep 2024 06:00:00 -0400

Career Coach (and former podcast collaborator!) Lisa Plain joins Mike to chat career reinvention, challenges in transitioning to tech sales, the importance of self-awareness, selling oneself, and job search mindsets for success. Also discussed: handling layoffs, leveraging networks, and understanding personal fit in sales roles.

Learn more about working with Lisa
Connect with Lisa on LinkedIn
October Networking Webinars: Learn more and sign up
Connect with Mike on LinkedIn
And for the curious...our old show, The Career Builder's Podcast

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(00:00) - Intro
(03:10) - 3 things Lisa coaches sales most
(05:11) - Unpacking job seeker discomfort
(11:49) - Leveraging networking in a job search
(13:57) - The wildest transition to sales Lisa's seen
(16:11) - Job searching if you've been laid off
(21:22) - What should people jumping to tech sales know in advance?
(23:19) - How job seekers hinder their own efforts
(26:14) - Where to connect with Lisa
(26:58) - Outro

How to Fix This Top Job Search Mistake

Sales Seekers — Mon, 16 Sep 2024 06:00:00 -0400

Mike discusses the critical job search mistake of not having a clear job search target, its impact on job seekers, and strategies to overcome it for a more effective and focused job hunt.

Grab the 5-Step Job Search Preparation Checklist here
Connect with Mike on LinkedIn

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(00:00) - Intro
(01:55) - What is a clear job search target?
(04:16) - Why not having a clear job search target hurts your job search
(07:43) - Fixing a job search that lacks a clear target
(09:52) - Conclusion

SDRs, AEs & AMs: Unpacking Tech Sales Roles

Sales Seekers — Mon, 02 Sep 2024 06:00:00 -0400

Mike discusses key roles in B2B tech sales, including SDR, AE, and AM positions. He covers role responsibilities, success metrics, common challenges, compensation, and tips for effectiveness. The episode provides a comprehensive guide for those transitioning or looking to grow in these sales roles.

Connect with Mike on LinkedIn

Mentioned in the episode:

Sam Jacobs from Pavillion
Armand Farrokh from 30 Minutes to President's Club
The Personal MBA by Josh Kaufman
The Jolt Effect by Matt Dixon and Ted McKenna
Selling Above and Below the Line by Skip Miller

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(00:00) - Intro
(02:00) - SDR: Overview
(03:32) - SDR: How success is measured
(04:12) - SDR: Where they often struggle
(05:20) - SDR: Ways to become more effective
(06:41) - AE: Overview
(10:19) - AE: How success is measured
(11:13) - AE: Where they often struggle
(13:14) - AE: Ways to become more effective
(15:58) - AM: Overview
(18:30) - AM: How succcess is measured
(19:57) - AM: Where they often struggle
(21:01) - AM: Ways to become more effective
(22:57) - Conclusion

Bouncing from Basketball to Tech Sales with Brendan Dodge

Sales Seekers — Mon, 19 Aug 2024 06:00:00 -0400

In this episode, Mike interviews Brendan Dodge, who transitioned from a collegiate basketball coaching career to tech sales where he's currently an Account Executive at VC3. They discuss the similarities between coaching and sales, the importance of preparation, and tips for those considering a career shift to tech sales.

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(00:00) - Intro
(02:04) - If you really know Brendan...
(03:18) - Brendan's career journey into sales
(10:08) - What Brendan's learned and should have known before making the jump
(14:27) - Strengths that have made Brendan an effective seller
(17:01) - Anyone can succeed in sales, with two caveats
(21:00) - What to know when considering a sales career change
(22:51) - Professional development that's impacted Brendan's career
(26:52) - Connecting with Brendan

8 Things to Know When Considering a Tech Sales Career

Sales Seekers — Mon, 05 Aug 2024 06:00:00 -0400

Mike shares eight key considerations for those contemplating a career in tech sales, covering topics like earning potential, various paths to success, the inevitable challenges, and the importance of mental health and patience. Engage with the episode's insights and reach out to Mike for further discussion.

Connect with Mike on LinkedIn

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(00:00) - Intro
(01:52) - 1. Tech sales has very high earning potential
(03:23) - 2. There are different ways of succeeding in sales
(04:47) - 3. Success in sales isn't guaranteed
(06:20) - 4. The flexibility of sales can be liberating
(07:55) - 5. The pressure of sales is real
(09:31) - 6. Strong mental health can be difficult to maintain
(12:08) - 7. You'll be bad before you're great
(13:14) - 8. Succeeding in sales takes patience and humility
(14:43) - Summary

Leveraging Non-Sales Selling to Land a Sales Role

Sales Seekers — Mon, 22 Jul 2024 06:00:00 -0400

Mike delves into the concept of non-sales selling and how it can aid in landing a job in B2B tech sales. Using personal experiences and insights from Daniel Pink's book To Sell Is Human, Mike explains how non-sales selling activities like teaching, coaching, and recruiting can demonstrate valuable sales skills. He offers practical advice on journaling these activities to build a compelling sales job application and encourages listeners to share their non-sales selling experiences.

Connect with Mike on LinkedIn

Referenced in the episode:

To Sell is Human by Daniel H. Pink

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(00:00) - Intro
(00:43) - How I used non-sales selling experiences to get into sales
(01:55) - What is non-sales selling?
(05:30) - Leveraging non-sales selling as a sales job seeker
(12:12) - Recap
(13:50) - Share your non-sales selling stories!

How I Broke into Tech Sales

Sales Seekers — Mon, 08 Jul 2024 06:00:00 -0400

In this inaugural episode of Sales Seekers, career coach and founder Mike Bird shares his personal journey of transitioning into B2B tech sales. He breaks down his experience into three parts: his initial career in education, the mechanical steps in transitioning to sales, and lessons learned during his first year in the field. Mike also offers practical advice for those considering a similar career move, highlighting key insights and actionable steps for success in tech sales.

Connect with Mike on LinkedIn

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(00:00) - Intro
(01:04) - What my life was like before switching to tech sales
(07:13) - Does it really take this long to switch?
(09:15) - Interview #1 w/future sales colleague
(12:18) - Interview #2 w/company CEO
(15:43) - Interview #3 for final executive alignment
(18:58) - What I was initially tasked with in my new role
(20:04) - Major pivot in my role as our company changed focus
(24:17) - Getting promoted and the life impact this made!
(26:01) - 3 things to think about or do if you're considering the jump to tech sales

Sales Seekers Trailer

Mike Bird — Mon, 24 Jun 2024 06:00:00 -0400