99 episodes

The B2B sales podcast for the rest of us. We tell the stories and share the insights of B2B sales professionals that don't fit the stereotypical mold of "sales bro." Support this podcast: https://anchor.fm/othersideofsales/support

The Other Side of Sales Ashleigh Early

    • Business
    • 5.0 • 27 Ratings

The B2B sales podcast for the rest of us. We tell the stories and share the insights of B2B sales professionals that don't fit the stereotypical mold of "sales bro." Support this podcast: https://anchor.fm/othersideofsales/support

    Episode 93: Interview with Shruti Kapoor

    Episode 93: Interview with Shruti Kapoor

    Shruti Kapoor, the Founder and CEO of Wingman, talks about her experiences as an Indian woman in sales and the lessons she has learned throughout her illustrious career across different industries including building Wingman from the ground up.


    Why She Went into Sales
    - She realized early on that being good in sales is valuable in every career.
    - Sales enables people to improve on their products because part of the sales cycle is about listening to customers and using feedback to solve a problem in the market rather than selling a product.


    Killing it as a Woman in Sales
    - She has never really focused on her gender. It’s always been about achieving goals. Learning how to handle rejection was also critical. But carving out her own space in sales was the main way she was able to succeed.
    - Figuring out work-life balance (Which holds back a lot of women from thriving in sales) was a huge contributor to her success.


    Advocating For Inclusivity in Sales
    - Shruti feels more organizations should be intentional about supporting and motivating female salespeople in their teams.


    Biggest Takeaway From Sales
    - Don’t focus too much on your ability to speak. To be an effective problem solver, you have to master active listening.


    The Good and the Bad of Being “Brown”
    - She says it takes some time to get comfortable in your own skin. She’s had varied experiences working in the US as a brown-skinned person. She had to learn to lean into who she is.
    - With people having such a low opinion of an Indian woman in sales, Shruti says there was no other way to go but up.


    Having a Role Model
    - 15 years ago, when she worked at an investment bank, there was only one woman in the top leadership of the bank, and that was a great motivation for her.
    - Kevin Dorsey has also been a huge inspiration.


    Resources
    Wingman

    Connect With Shruti
    LinkedInConnect With Ashleigh
    InstagramLinkedInTwitter

    Connect With Ryan
    LinkedIn

    Connect With OSoS
    InstagramLinkedInTwitter

    …………………………


    Quotes


    “If you are really willing to listen, you’ll actually find out so many more things that are going to be helpful in problem solving and that’s a large part of what we try to do in sales” - Shruti Kapoor


    “You don’t have to be able to change everybody’s mind. You just have to find the people whose minds you want to change and whose minds you can change. When you’re making a sale you’re as much in charge of making that choice” - Shruti Kapoor

    • 44 min
    Episode 92: Interview With Brynne Tillman

    Episode 92: Interview With Brynne Tillman

    Brynne Tillman, the LinkedIn Whisperer and CEO of Social Sales Link, joins Ashleigh and Ryan to discuss social listening, authenticity, and leaving no connections left behind.


    The Rolodex
    -When Brynne found LinkedIn over a decade ago, she quickly recognized that it solved her biggest sales struggle, cold calling.
    -LinkedIn is a dynamic Rolodex, giving you access to not just your network, but the networks of all your connections.
    Social Listening
    -Go by the “two under two” rule. Find two things in under two minutes that you can use to connect with a prospect.
    -Before you reach out you need to understand who their clients are, the issues they face, and what’s happening in their industry.
    Automation
    -Ashleigh and Brynne are split on this topic. Brynne advocates for never using automation while Ashleigh advocates for light and strategic use of automation.
    Content
    -Good content talks to your buyer before they know they need you. You need to know what they are searching for two steps before you come into the process.
    Authenticity
    -The biggest problem in sales is that there is a dollar amount placed on a prospect prior to the first conversation. And, this is noticeable to the prospect.
    -You need to enter the conversation aware that you have to earn the right and add value. Think about what you are worth to the prospect not what the prospect is worth to you.
    Connect and Forget
    -There is no point in building a Rolodex of people who don’t know who you are. Slow it down, connect personally, and start real conversations.
    -Before you do anything, export your connections into an Excel spreadsheet and analyze it. Who are you connected with who you should be leveraging?
    Resources
    -The Little Black Book of Networking by Jeffrey Gitomer
    -Gap Selling by Keenan
    -The Challenger Sale by Brent Adamson and Matthew Dixon
    -The Challenger Customer by Brent Adamson
    -Endless Referrals by Bob Burg
    Connect With Brynne
    -Making Sales Social
    -Social Sales Link
    Connect With Ashleigh
    -Instagram
    -LinkedIn
    -Twitter
    Connect With Ryan
    -LinkedIn
    Connect With OSoS
    -Instagram
    -LinkedIn
    -Twitter
    Send in a voice message: https://anchor.fm/

    • 53 min
    Episode 91: Interview With Nirvanna Lildharrie

    Episode 91: Interview With Nirvanna Lildharrie

    Ashleigh and Sunanda are joined by Nirvanna Lildharrie, Senior Enterprise Account Executive at RippleMatch, to talk about in-person and virtual networking, leadership, and diversity in the workplace.
    SHOW NOTESSunanda and Nirvanna
    -Nirvanna attended a Women in Sales Everywhere Everywhere event in Boston, excited to connect with other femme-identifying Account Executives, but there were hardly any.
    -Frustrated, she went on LinkedIn and searched for Account Executives in the area, adding the women she came across, which is how Nirvanna and Sunada met.
    Networking
    -Whether it’s LinkedIn connections, in-person events, or Zoom calls, finding the networking strategy that works for you is important.
    Her Sales Journey
    -Nirvanna didn’t take the SDR track. She began as an Account Executive in the advertising industry before crossing over into sales.
    -It wasn’t until she started in her second sales position that she developed a love for the profession.
    -And working specifically in SaaS is when she began to contemplate and see herself one day taking on managerial roles.
    Advocating for Yourself
    -After being passed over for a promotion she felt qualified for, Nirvanna started to be more vocal about what she wanted out of her career.
    -It’s never too early in the hiring process to tell your interviewers what you want. In her interview with her new company, Nirvanna was upfront about wanting to be on a leadership track.
    Leadership and “The Broken Rung”
    -Leadership roles aren’t for everyone. Think about what you want and what the best position is for your skillset, not what you’re supposed to do.
    -Across all industries, there are not enough women in leadership roles. This can be attributed to the crucial moments at the beginning of a woman’s career as they are continually passed over for promotions, slowing the overall pace of their career.
    Resources
    -The Broken Rung
    -Radical Candor by Kim Scott
    -Selling Above and Below the Line by William Miller
    Connect With Nirvanna
    -LinkedIn
    Connect With Ashleigh
    -Instagram
    -LinkedIn
    -Twitter
    Connect With Sunanda
    -LinkedIn
    -Twitter
    Connect With OSoS
    -Instagram
    -LinkedIn
    -Twitter
    Send in a voice message: https://anchor.fm/othersideofsales/message
    Support this podcast: https://anchor.fm/othersideofsales/support

    • 56 min
    Episode 90: Interview With DeJuan Brown

    Episode 90: Interview With DeJuan Brown

    DeJuan Brown, Solution Specialist Director at Microsoft with over 20 years of sales experience, joins Ashleigh and Ryan to talk about career portfolios, authenticity, and self-awareness.


    SHOW NOTESHis Sales Journey
    -Through a relationship he built while working in the service industry, DeJuan was drawn into sales.
    -The first company he joined in a sales role he was at for 12 years before moving on to work in outside sales at Bloomberg. Since then, he has worked in a variety of roles in the sales industry at a wide range of companies.
    Career Portfolio
    -DeJuan emphasizes following your passion rather than money. Doing this allows you to stay open to conversations, relationships, and experiences.
    -You can have success in sales by being regimented and following a linear path. But you can also find it by being creative and freeform. It’s about finding a company that supports you and a product you believe in.
    Self-Awareness
    -There are many types of sales, so there is no need to stay in a role where you are not finding success or happiness. You have to understand what is or isn’t working for you.
    Resources
    -Sales For The Culture
    -Enneagram
    Connect With DeJuan
    -Twitter
    -LinkedIn
    Connect With Ashleigh
    -Instagram
    -LinkedIn
    -Twitter
    Connect With Ryan
    -LinkedIn
    Connect With OSoS
    -Instagram
    -LinkedIn
    -Twitter
    Send in a voice message: https://anchor.fm/othersideofsales/message
    Support this podcast: https://anchor.fm/othersideofsales/support

    • 57 min
    Episode 89: Interview With Jenny Anderson

    Episode 89: Interview With Jenny Anderson

    Ashleigh and Ryan talk to Jenny Anderson, Regional Director of Sales at DataRobot and founder of Maggie, about her Appalachian roots and hiring for those who can rather than those who have.
    SHOW NOTESHer Sales Journey
    -Jenny grew up in the hills of Tennessee surrounded by people who were barely scraping by.
    -She left college a few months after starting and, for a short period, worked as a flight attendant before moving home and applying for factory positions through temp agencies.
    -One agency mentioned that a flooring store was attempting to fill a sales position, so she interviewed and was hired.
    -Representing this business at trade shows, she realized she loved sales, eventually began in car sales before pivoting to retail sales, and finally B2B sales.
    MLMs
    -The reason why MLMs succeed at recruiting people is that they advertise the benefits and community.
    -So many people that have previously joined MLMs don’t believe sales is for them because they couldn’t succeed in the pyramid scheme. But the system is rigged against you.
    -There are plenty of transferable skills from MLM work to B2B sales. You could be a great SDR.
    Hiring
    -To diversify sales teams, leaders need to focus on finding the people that can do the job instead of the people who have done the job.
    -It is the leader’s job to find diverse candidates and bring sales jobs to underrepresented communities.
    -We’re currently expecting people who are unaware of sales positions to come to us with resumes that display their transferable skills when they’ve only ever applied for blue-collar jobs.
    -This means we’re eliminating tons of candidates who could make exceptional talent because we’re looking at a niche profile of candidates.
    DEI Conversations
    -A lot of DEI conversations address what happens when someone is already in the company but don’t address the hiring process.
    -It’s important to talk about what your company is doing to create safe spaces for underrepresented communities.
    Resources
    -Hand to Mouth: Living in Bootstrap America by Linda Tirado
    Connect With Jenny
    -LinkedIn
    -Maggie
    Connect With Ashleigh
    -Instagram
    -LinkedIn
    -Twitter
    Connect With Ryan
    -LinkedIn
    Connect With OSoS
    -Instagram
    -LinkedIn
    -Twitter
    Send in a voice message: https://anchor.fm/othersideofsales/message
    Support this podcast: https://anchor.fm/othersideofsales/support

    • 56 min
    Episode 88: Interview With Cythia Barnes

    Episode 88: Interview With Cythia Barnes

    Cynthia Barnes, established sales influencer, author, keynote speaker, and champion for women in sales, talks with Ryan and Sue about getting others to the 1%, embracing failure, and diversity in sales.
    Send in a voice message: https://anchor.fm/othersideofsales/message
    Support this podcast: https://anchor.fm/othersideofsales/support

    • 41 min

Customer Reviews

5.0 out of 5
27 Ratings

27 Ratings

Magical Mapper ,

Great whether you’re in sales or not!

There is so much great advice in this podcast that’s relevant whether or not you’re in sales. I love listening to the stories of the guests and thinking about the conversations had.

Kingmathur23 ,

Be More Human

I love this podcast, working in sales as a person of color I 100% understand where they come from. Let me clarify working with sales people, I work as a content creator but constantly chat with vp of sales and SDRs all day. This podcast is sooo valuable right now.

Jen Ferguson ,

Not Only Great Tips But Super Relevant Insights

Love this podcast! ❤️ Super relevant topics but also creating awareness of the impact of the Sales Bros culture on women.

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