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Saas Growth Podcast

What makes the top ten percent of sellers different from the other ninety percent?

Listen to this episode of the Sales Evangelist podcast to find out. Donald Kelly and I sit down in this riveting episode to discuss strategies for excelling in the sales industry.

I had the opportunity to share my extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one’s strengths, and the importance of personal development for career success.

Tune in and gain insightful advice on helping young sales professionals reach their full potential.

Saas Growth Podcast

Finding the right sales role for oneself, with the right company, and the right boss can be challenging BUT it is absolutely necessary if one wishes to be in a position that will set them up for achieving Top 10 Percent status in a sales career. Lori Richardson and I had a great discussion about this topic as well as several other sales-related key practices that are detailed in my upcoming book “Selling Your Way IN”. Listen as this episode of Conversations with Women in Sales Podcast delves into selling in the entrepreneurial world.

Saas Growth Podcast

In this engaging episode of the Saas Growth Podcast, Ryan Draving and I talk strategy around all things regarding finding sales rep candidates and hiring those that are the correct fit.  Who will consistently perform in the top 10 percent?  How can you uncover a candidate’s likelihood of doing so?  On the flip side, what is it that sales reps should be doing to consistently bolster their skills and propel themselves in their careers?  These are just a few of the topics we discuss.

Social Selling 2.0 Live Show and Podcast

On this episode of the Social Selling 2.0 Live Show and Podcast, I got to discuss “A Playbook for Setting Your Income and Owning Your Life”. We dove into the strategies and techniques that are employed by the top 10% of sales performers to achieve the income goals and build their ideal lifestyle. Carson, Tom, and Brandon are always super engaging, and we had a fun and lively discussion!

The Thoughtful Entrepreneur Podcast

I had a blast speaking with Karen Kelly on her K2 Sales Podcast recently! We spent a healthy amount of time discussing top tips for sales rep candidates pursuing their next job. For example, what should they be thinking about and asking during the interview process?

And, we didn't leave out the interviewers either! How do you question and dig deeper during the candidate interview to make sure you're finding the exact type of salesperson you actually need for the role? You won't want to miss this conversation!

The Thoughtful Entrepreneur Podcast

Josh Elledge and I had an important dialogue around the multiple GTM processes for which a founder of a new VC-backed, SaaS company is not always properly equipped.

This can be especially true when it comes to hiring the first sales rep. For example, what are the right kind of sales reps you need to hire and what are the specific competencies those individuals should have? In this episode of The Thoughtful Entrepreneur Podcast, we cover this and other relevant topics that founders need to consider in order to have success achieving their market goals.

Selling SAAS

Understanding oneself and the target audience is crucial for leadership and sales success. Kristie emphasizes the importance of self-awareness in reaching the next level in one’s career and life. This applies to both leadership and sales. Just as selling to the wrong persona can harm one’s ability to succeed, not understanding one’s own strengths, weaknesses, and goals can hinder success as a leader or salesperson. Kristie discusses the importance of personal development and taking ownership of one’s growth and reminds us that improving as a sales person/leader as well as in personal life cannot be left to chance or fall solely on the shoulders of one’s leaders. #ownyourownshit

SSS #2 Kristi JonesKeeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy.

Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely.
For sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

Mark McInnes and I had a great conversation about how to hold your prospects accountable to increase your chances of hitting quota. We had some real talk about #owningyourownshit when it come to not abdicating the sale cycle to your prospect.



It was a pleasure to join Ronnell Richards on the Shut the Hell Up and Sell Podcast. Ronnell is the author of his book by the same title, and he advocates selling with simplicity and the “Say less, sell more” motto. We discussed everything from influencers, mentors, and experiences that formed so much of the sales philosophy by which I operate today to the importance of sales reps knowing themselves and their strengths well enough to pick the sales swim lane that suits them best.

I had a great time speaking with Darryl Praill on the INSIDE Inside Sales Podcast.

Everyone wants to be a rockstar, right? You probably know a few, the sales rep who is always at the top of the leader board at your company, every month. The colleague who’s always invited to speak at sales conferences. The friend who’s always celebrating another big deal. You watch them, envy them, eavesdrop on their demos, and flat out ask how they do it; they just shrug and say, “I don’t know. Just lucky I guess.”

It’s not luck and you know it. Rockstar Sales Reps really are different than the rest.

The good news is that THEY may not know what makes them different, but after 20 years of training and coaching sales professionals, I do. I’m going to share these often overlooked, but totally learnable, qualities of Rockstar Sales Reps with you in this fast-paced session!

Join me as we peer into the world of the Rich and Famous Sales Reps to learn what they’re doing that you’re not…….yet.


You need to act NOW to ensure you hit your revenue target this year

Originally Aired June 9th, 2022 @ Noon EDT

We’ve had a lot of turbulence in the last three years. The pandemic, the Great Resignation, and most recently the war in Ukraine. All this turmoil has increased the price of just about every consumer good and I’m now seeing an impact on business spending because of talk about a looming recession. The result for your sales team and the reps you manage is that companies are or will be delaying purchases or reducing spending in general until they better understand the economic impact of all these events on the next few months or years. This will make it harder to hit quota and get to OTE (on target earnings). So, the time to act is NOW.

What a pleasure it was to join Joseph Frost on The Fractional C-Suite Retreat to discuss philosophies of serving as a fractional leader and my approach to filling that role for my clients.  Joseph and I talk about the importance of creating a culture of accountability in order to be a producing, successful company as well as the most imperative characteristics C-Suite leaders should embody.


Once you’ve figured out your sales superpower then you can leverage it to close more deals, land larger deals, and steal business from your arch enemy.

The Earning Curve Panel Speaker Series

This panel covered great points about recruiting, hiring, training, and retaining the right salespeople to maximize your business opportunities.

The Earning Curve Panel Speaker Series

On 8/31, I led a panel discussing why defining sales roles in your hiring process can mean the difference between success and failure of your sales team and company.


I had the pleasure of joining Christopher Smith on the Sales Lead Dog to discuss productivity and the reasons why sales reps. struggle to be productive each day. Christopher and I discussed the importance of setting expectations, creating an accountability culture, and being able to manage your reps through your CRM reports and dashboards.



I had a great time talking about Customer Success with Jeromey Donavan of SalesLoft and the importance of having a giving mentality.

The Earning Curve Panel Speaker Series

I had the pleasure of joining Collin Mitchell on the Sales Hustle podcast to discuss why not having a sales accountability culture is a big contributing factor in sales reps continuously missing quota. We also had a chance to discuss what separates the top 10%ers from the other 90% of sales reps.

The Earning Curve Panel Speaker Series

I had a great time chatting with Nancy Calabrese on the Conversational Selling podcast about the need for sales leaders to set expectations and hold sales reps accountable for those expectations.

The Earning Curve Panel Speaker Series

Join Kristie Jones and other professionals for an always spirited discussion on the topic of Accountability.

Having an accountability structure in place for your sales teams is a critical element for success. During this insightful Earning Curve panel discussion, you’ll discover why it is important to manage your top performers to the same standard as your other sales team members – and how you should also manage them differently. Plus, you’ll learn how to set high, yet achievable, standards that your sales team can use as benchmarks for advancement.

Don't miss the latest 4-Part Webinar Series from Kristie Jones on BrightTALK for FREE!

I sat down with John Golden of Pipeliner to discuss the importance of sales leaders building an Accountability Culture within their sales team and how having an accountability culture could be the difference between making and missing your revenue targets.

On this episode of the Sales Gravy Podcast Jeb Blount and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture.

Persistence is one of the best things a salesperson can do to achieve successful prospecting, according to Kristie Jones. Lead generation and prospecting are a long game and there are skills that a salesperson needs to develop to be successful in these areas. What are they? How can you improve your prospecting and lead generation skills? Kristie shares her tips + tactics in this episode of Sales Reinvented. Check it out!

We had a lively panel discussion on Dec. 1st around the topic of how to hire and retain top sales talent. Everything from interviewing and compensation to “A” player privilege to retaining top talent.

You understand your ICP, have a sales strategy, and have hired, what you think, are “A” player sales reps... But you’re still missing your revenue targets each quarter. Chances are you don’t have enough deals in the pipeline funnel to hit the target.

These are awkward times. You and your sales reps are still working from home. You’re being asked to think about equality and how that might change your leadership style. You and your team are under a lot of pressure to hit the revised (or not) revenue targets you’ve been given AND the end of the quarter is just days away.

I joined Janice B Gordon on her Scale your Sales Podcast to discuss everything from the biggest challenges startup founders face to how to properly precall plan.