Скачать или смотреть SDR Insider 6: From Tables to Tech - Kristie Jones’ Blueprint for Sales Success

The path to sales success is unique - both in the steps you take and how you define "success."

For some people, success means being a top individual contributor. They're born to be hunters, and they thrive in that role. They might define success as making as much money as possible.

For some people, success means leading others. They have what it takes to motivate and manage a team - not just themselves. They likely define success as moving up the corporate ladder.

But how do you know which path is right for you?

Kristie Jones, a seasoned sales leader and author, offers advice on how to identify and embrace the right path for you. By realizing your "sales superpower" and leaning into what you define as success, Kristie believes that anyone with the right mindset can succeed in sales.

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[00:00] Introduction + Welcoming Kristie
Guest: Kristie Jones, author and sales expert
Episode Focus: Discussing Kristie's new book "Selling Your Way In" and her insights into sales

[00:46] Kristie’s Background
Growing up in an entrepreneurial family with a real estate background
Early sales experiences in the family business and waiting tables
Transition to retail sales and buying, and then to SaaS sales

[03:24] Journey in Retail Sales
Experience working in a department store and as a buyer
Skills honed: negotiation, analytics, and budget management

[04:48] Transition to SaaS Sales
Transition from retail to SaaS, working in a small company
Taking a SaaS company from $2.5M to $10M in revenue
Experience with BDRs and sales leadership

[06:33] Current Role and Passion
Kristie’s current role in helping early-stage SaaS companies
Focus on building sales playbooks, training, and interim sales leadership
Love for working with small businesses and startups

[07:54] Importance of Early Sales Experiences
Many SDRs start their sales careers in retail or restaurant roles
Value of these experiences in building sales skills

[08:12] Kristie’s Book: "Selling Your Way In"
Book launch details and preorder information
Purpose of the book: helping sales professionals understand their strengths and find the right sales roles
Addressing the gap in the sales industry for different roles beyond just hunters

[10:49] Sales Roles Beyond Hunting
Explanation of different sales roles: hunters, farmers, and gatherers
Importance of understanding your sales personality and aligning it with the right role
Insights on identifying your sales superpower and matching it with the right job

[13:18] Hunters vs. Farmers vs. Gatherers
Explanation of the hunter, farmer, and gatherer roles in sales
Traits of hunters: extroversion, comfort with tension and conflict
Traits of farmers: relationship-building, long-term engagement
Traits of gatherers: hybrid role with elements of both hunting and farming

[18:55] Importance of Knowing Yourself
Key to success is understanding your strengths and aligning them with your role
The first section of the book focuses on self-awareness before knowing the prospect

[21:27] Advice for Women in Sales
Encouragement for women to lean into their unique strengths
Importance of having female mentors and advocates
Strategies for women to ensure they have the same opportunities as their male counterparts

[27:54] Mistakes and Advice for SDRs
Importance of understanding oneself and being proactive in career choices
The three-year rule: staying long enough to gain valuable experience
Emphasis on personal and professional development, including self-care

[33:00] Key Takeaways
Trusting your instincts and being open to pivoting when necessary
The importance of mentorship and having advocates in your career
Holistic approach to personal and professional development

[35:41] Book Details and Offer
"Selling Your Way In" available for preorder, releasing on August 20th
Special offer for listeners: a workbook on identifying rock star traits available at kristiekjones.com/sdrinsider

[36:28] Conclusion
Maddie thanks Kristie for her insights and generosity
Encouragement for listeners to read Kristie’s book and utilize the provided resources