Part 2 of our conversation with Greg Wolfe. In this episode Jon and Andrew speak with Greg Wolfe, a software executive and sales leader.  We speak with Greg about his journey from his first sales job at Xerox to executive positions at SAP and Marketo. He had so much wisdom to share that we've had to break it into two parts. In Part 2 of this episode you will hear about: How to make the difficult decisions about people that a leader must make Why going against your gut instinct is more often than not a mistake How to use the lessons along the way to understand your strengths and weaknesses We hope you enjoy this episode as much as we enjoyed recording it.

If you are early in your sales career you may be wondering where this career can lead. Is there anything more to a sales career than 90-day sprints punctuated by QBRs and Sales Kickoffs?  Will it be the same quota-chasing experience over and over again? Where can this career take me? In this episode Jon and Andrew speak with Greg Wolfe, a software executive and sales leader.  We speak with Greg about his journey from his first sales job at Xerox to executive positions at SAP and Marketo. He had so much wisdom to share that we've had to break it into two parts.    In this episode you will hear about: What is possible for a sellers journey What to look for in a company and in its leadership How the right leader can make or break your career early on Why going against your gut instinct is more often than not a mistake How to use the lessons along the way to understand your strengths and weaknesses We hope you enjoy this episode as much as we enjoyed recording it. 

Jon and Andrew speak with Mike Myers of the Sandler Institute about the sellers mindset. Our previous episode described the highs and lows of life as a seller.  Mike will speak about how you can navigate these effectively and maintain a sense of sanity and balance in an uncertain profession. What you will learn in this episode: What is the seller's mindset and why it is critical for your success How to compartmentalize your life as a seller Tips to maintain your sanity through the good and the bad. As always, hit the like and subscribe button!

Jon and Andrew share their insight and personal experiences of going through the inevitable peaks and valleys that are synonymous with a career in selling and what you can do to stay on top along the way.

Jon and Andrew discuss the problems with the Quarterly Business Review, and why it is time to kill the QBR. There's a better way review sales performance and to plan for the future. Tune in to learn how! May the QBR rest in peace. 

Jon and Andrew discuss the topic of first-time sales managers: how to work as a seller for a rookie sales manager and how to survive as a rooke sales manager.  First-line sales management is one of the most difficult jobs in the tech industry. You're sandwiched between the demands of the upline organization and the realities of the front line.  Learn about how to thrive in this reality as both a seller and a manager. 

Every company and sales role has its challenges and problems. But how do you know if the warning signs you're seeing mean the company or role is headed for trouble or if it is just a temporary problem? If you ignore the warning signs you might find yourself on a sinking ship, which can set your career goals back by years. But there's opportunity in chaos, and jumping at the first sign of trouble creates may cause you to miss an opportunity.  In this episode, Jon and Andrew discuss the warning signs you cannot ignore and what to do when you see them. 

Jon and Andrew discuss how to avoid fatal career mistakes.  How you are perceived at your job matters, and avoiding a few small missteps can put you on the path to prosperity instead of obscurity. We discuss managing your boss, how to show the right optics, and every seller's favorite event: the Quarterly Business Review. 

Jon and Andrew talk about how to recognize the power dynamics at an organization and why you must play the power game if you want to succeed.

Jon and Andrew discuss why enter into tech sales in the first place and what to do when you get there.  Why do people fall into tech sales? How do you find a good company to join?  What are the characteristics of a good seller?  How do you get started?