Hosts Kevin Railsback and John Ellis discuss the process of breaking down the quarter(or quota cycle). Many people refer to it as a Quarterly Business Review(QBR). However, it can also be considered a postmortem to fully break down every aspect

Episode 12: Motivating Your Team

Jan 3rd, 2022 42m 41s

Kevin Railsback and John Ellis share their ideas on motivating your sales team.

Episode 11: Top Traits for Sales Reps and how to Screen for them.

Dec 20th, 2021 55m 30s

Hosts Kevin Railsback and John Ellis share their insights on the most critical traits to look for when hiring. They also provide tips on screening for those traits during the interview process.

Episode 10 : Team Culture

Dec 14th, 2021 49m 42s

Hosts Kevin Railsback and John Ellis discuss setting the foundation for your sales team culture.

Episode 9: Objection Handling 101

Dec 10th, 2021 16m 17s

Hosts Kevin Railsback and John Ellis share their formula for handling objections while cold calling. Learn to spot the difference between a brush-off and an objection. Learn tactical technic to make sure the prospect is heard and be able to di

Episode 8: Getting Promoted: Preparing for your Next Role

Dec 6th, 2021 34m 2s

Host Kevin Railsback and John Ellis discuss ways to prepare for your next role. Whether going from BDR to AE or AE to Sales Leader, they share advice on preparing for that transition and why being the top performer does not prepare you for the

Episode 7: Founder Guest: Zak Holdsworth for Hint Health

Nov 29th, 2021 40m 24s

Host Kevin Railsback and John Ellis welcome the founder of Hint Health, Zak Holdsworth. Zak shares his insights on founding and scaling a SaaS company. Zak shares what it's like to build your first MVP and get your first cohort of customers.

Episode Six: Mental Framing: Ultimate Mindset for Success

Nov 19th, 2021 38m 54s

Hosts Kevin Railsback and John Ellis share their beliefs that mental framing can impact success. They share personal stories, and struggles they faced while working in startup sales. -Sacrifice List -Choices create challenges -You never rise t

Episode Five: Your First 100 Will Suck: Tips for Effective Practicing

Nov 14th, 2021 31m 5s

Hosts Kevin Railsback and John Ellis share tips on making practice the most effective and understanding the difference between activity and productivity. "You never rise to the occasion. You rise to your highest level of preparation". Key Topi

Episode Four: Understanding your Stock Options

Nov 8th, 2021 19m 11s

Hosts Kevin Railsback and John Ellis discuss stock options. It can be confusing to understand your stock options with joining a new start-up. Kevin and John give essential advice to help anyone understand what they mean. Topics discussed: Stock

Episode Three: Should You Outsource Your BDR Team?

Nov 1st, 2021 28m 14s

Host Kevin Railsback and John Ellis share considerations when deciding if a company should outsource their BDR team. They outline a thought exercise to help decide which option is best for your company.

Episode Two: 3 Tips to getting your start in SaaS Sales.

Nov 1st, 2021 37m 53s

Hosts, Kevin Railsback and John Ellis share their personal stories of how they began their careers in sales. From facing rejections to being promoted, they share their insight on how to navigate the world of SaaS Sales. Episode Resources: htt

Episode One: Intro Episode. Why we started this series and who it's for.

Oct 24th, 2021 10m 43s

Kevin Railsback and John Ellis provide insights into the startup SaaS world. They provide listeners with first-hand insights into the world of startup sales.

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