Scaling a sales team is hard. Pursuit sources top sales and marketing talent for thousands of companies, we’ve seen firsthand the companies that are set up to win and the ones that are bound to fail. But recruiting is only a piece of the puzzle. In each episode, we speak to an industry expert specializing in a unique vertical within the sales motion who’s walked the walk and successfully implemented a blueprint that has taken their sales team to the next level. Come get equipped, hear from the best, and level up your sales teams.
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Building High-Performing Sales Teams with Kyle Jager
In this episode of Mavericks, Jake welcomes Kyle Jager, founder of Vendy Sales Consulting, to dive into the nuances of building effective and high performing sales teams. Kyle shares insights on the significance of creating visibility and accountability within sales teams. They explore the role of sales managers, challenges of founder-led sales, and why top individual contributors often struggle as managers. Tune in to learn practical tips for improving sales processes and the pivotal role of time management and strategic focus in driving sales success.
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23 Sept 2024
The Art of Sales Compensation with Ryan Farber
In this episode of Mavericks, Carter welcomes sales compensation expert, Ryan Farber for an in-depth discussion on the complexities and importance of sales compensation plans. Ryan has made a career building sales compensation plans for various companies, and in this episode, he's sharing insights on why getting sales comp right is crucial, how to design effective plans, and common mistakes to avoid. The conversation also covers why understanding sales comp can significantly impact recruiting and retaining top sales talent. Tune in for valuable lessons on aligning sales incentives with business goals, ensuring company growth, and maintaining a motivated sales team.
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20 Mar 2024
How to Hire an A-Player: The Interview Process
In the past two episodes, we've heard from Carter and Jake on how to create the ideal job profile and then how to set up a search strategy that will land you top talent. In the third and final part of this series, Carter breaks down the interview process by explaining Pursuit's interview process. From the initial outreach to the candidate's first day, he's walking us through every step along the way.
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27 Feb 2024
How to Hire an A-Player: The Search
In this episode, Pursuit VP of Channel Partnerships, Jake Vines, is talking about the ins and outs of searching for an A-Player. Most of the time, the A-Players you want are not actively looking or applying for your jobs. So how do you find them and recruit them for your role when they're not going to be banging on your door to work for you? Creating a strategy around searching for these A-Players is an essential part of having a team full of A-Players. Listen as Jake walks step by step though creating a search strategy!
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12 Feb 2024
How to Hire an A-Player
We've got a solo episode on this one! Pursuit CEO, Carter Hopkins, has been running a recruiting firm for 8+ years and knows what it takes to get a top performer on your team. In this 3 part series, we're walking through actionable steps on how to get the performers you want on your team. The reality is that A-Players are not going to come banging on your door to get you to hire them - so how are you going to design a hiring process that helps you land those top players?
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22 Jan 2024
How to Land a Job in Medical Sales
On this episode of the podcast, our Director of Sales, Coleman Stapp, chats with one of his first clients at Pursuit! Brandon Bacon with Argon has been a long-time client of Pursuit's and is a huge reason we've been able to scale as much as we have. Coleman and Brandon chat about interviews, breaking into medical device sales with no experience, and how to close & follow up after the interview.
Brandon has hired over 100 reps in his tenure at Argon so the experience he brings to the table for candidates is invaluable! If you're looking to break into medical sales but aren't sure how to land a job, this episode is for you.
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3 Jan 2024
Scaling Sales for SaaS Startups
Building a sales team for a startup looks vastly different than for a large organization, but it can be hard to figure out the best way to scale. Scott McAninley has built a company consulting sales leaders specifically on how to scale their sales teams and grow replicable processes. His company, SaaS Pros, dives into psychology and motivation within sales, developing the Fearless Method designed to help reps 'fear less and close more'. Listen to the full episode to hear more practical takeaways from Scott!
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28 Nov 2023
Turnover in Sales
1 in 3 sales reps turnover within their first year, compared to a 13% turnover rate in all other positions!
In this episode, Scott Peterson dives into how he noticed the gap between corporate expectations and the reality of what was happening with first-year sales reps. Scott has been in the shoes of the sales manager and understands the pressure surrounding them to build high-performing sales teams. In this episode, he goes through some of the factors that cause those sales reps to leave an organization and how sales leaders can set up their teams for success to increase their employee retention rate.
Whether you are in your first year as a sales rep or leading a team of sales reps, this episode is packed full of value on how to bridge that gap between expectations and reality - listen for more!
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6 Nov 2023
Hiring Based on Potential
On this episode, Carter talks with Dan Dionne, VP of Sales at Review Wave! Dan's career grew exponentially when he joined CarGurus in it's startup phase as an inside sales rep and literally worked in a garage every day! Dan has grown to hold a VP of Sales position at two different companies now and has seen what works vs what doesn't work when it comes to building a successful sales team. Dan is big on hiring based on potential rather than experience or someone from a huge competitor and they chat through the ways he's seen success hiring this way. Listen for more info on how to successfully build your sales team!
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16 Oct 2023
The Importance of EQ in Sales
We've got a new host on this episode! Jake Vines, Pursuit's VP of Partnerships hosts this episode to chat about all things EQ and how to use it in sales. Jake's friend and a great partner of Pursuit's joins the show, Matt Newville, Head of Sales at Dottid. They chat about Matt's journey from an individual contributor role moving up to Head of Sales. Matt is someone we've seen do a great job of caring deeply for his team and we talk about the ways this helps everyone be successful in leading a sales team.
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25 Sept 2023
Career Tenure in Sales
These days, everyone is a "job hopper". In our most recent episode, we sat down with Kristen Baker, VP of Sales & Marketing at Millennium. Kristen has been with the same company for over 13 years, starting as a sales specialist and moving up to VP. This episode dives deep into everything she's learned both in the progression of roles she's held, as well as the benefits that come with being at the same organization for so long.
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6 Sept 2023
Why Sales Leaders Need to think like Business Owners with Greg Stanley
On our very first episode of Mavericks, we chat with Greg Stanley, Founder of Accelerant Consultants. Accelerant specializes in helping small to middle-market businesses optimize their sales and revenue-generating operations. Greg has been a great partner of ours over the past few years so we were honored to record this conversation with him for our first episode. Carter and Greg dive into Greg's FRRT concept, putting sales professionals in the right environment to help them grow, and the importance of sales leaders thinking like business owners. Greg is truly an expert with years of experience in the sales world under his belt and we know you'll have tons of takeaways from this conversation!
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Spotify
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