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This episode of the Sales Transformation Podcast with Collin Mitchell features Bryan Elsesser, VP Sales at SaaStr who also sits on several advisory boards to young startups. Bryan provides some background on his journey, from starting off as an opera singer and eventually crushing it in sales.
Bryan recognized that he loved being in front of people and just matched this with his need to hustle back then. With this in mind, he stumbled upon an AE job in the Yellow Pages and eventually made President's Club.
He shares what differentiates A sales professionals from B sales people. Especially in cutthroat industries where you're only as good as your last sale, displaying a work ethic of doing a job until it's done really sets you apart.
Management is also very different from leadership, as Bryan experienced. He shares the humbling experience of earning his right to lead and the intricacies of relationships to be able to lead inspirationally.
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HIGHLIGHTS
01:20 Connecting Bryan's love for opera performance with sales success
08:03 Bryan's talent for learning the needs of companies and providing it
11:44 Apply yourself and transform from a good seller to a great one
15:42 Bryan's work ethic: Work until the job is done
21:18 Seeking out leadership and struggling
25:42 SaaStr: Largest community for execs, entrepreneurs, and founders
27:12 Engage with SaaStr University and connect with Bryan
QUOTES
05:05 "I now treat (sales) as much of a science as practicing law and medicine. There is so much to study, there's so much to know, there's so much to learn in terms of psychology of people, in terms of human relationships. And if you can become a master of human relationships, you can do anything."
09:22 "One of the biggest pieces of learning that I had was learning how to help others understand the growth bottle for their own business. And I was doing this at 23 off of a sales training in methodology after a music degree."
13:04 "It's not even product and business. If you can build a relationship and actually build one that lasts a lifetime, that you can take with you wherever you go, if you can build a relationship, that is what top sales people do."
20:19 "As long as I accomplish that job and I do it well, I know someone's going to notice. And if nobody notices, I know I'm going to notice. I know because I'll see it in my results, I'll see it in my paycheck. We're in a performance business, so if I'm doing right, I'm going to see it."
24:54 "It was something that I had in the back of my head when I first got started was like, I know how to do this. Everyone should just do it the way I did it. And it's like, that's not leadership. That's management."
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Learn more about Bryan in the links below:
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!