Our guest on this episode is Joel Bush the Chief Revenue Officer at RepSpark, a wholesale ecommerce platform. With a background in software and sales leadership, Joel’s experience spans multiple industries and early-stage tech companies. He is focused on building strong sales teams, fostering career growth, and enhancing customer relationships through strategic account management.

Three Key Quotes from Joel Bush:

1. “We are actively selling a relationship, not just a product.”
2. “It’s really important to listen... If you’re talking more than 20% of the time, you’re talking too much.”
3. “The art of conversation is more challenging for the younger generation, but the only way to improve is through practice.”

Five Key Takeaways

1. Building a Strong Sales Team
   • Promote from within to create a culture of growth and opportunity.
   • Encourage team members to start as BDRs and then advance based on their strengths.
   • Focus on training and development to build skills and confidence.
2. Navigating Economic Changes
   • Accept that some challenges are beyond control; focus on strengthening relationships.
   • Reinforce the importance of grinding harder during tough times.
   • Use customer feedback to adapt strategies and improve product-market fit.
3. Creating Value for Customers
   • Implement quarterly and annual business reviews to understand customer needs.
   • Focus on solving customer problems instead of pushing product features.
   • Maintain a proactive account management strategy to reduce churn.
4. Effective Prospecting Strategies
   • Use personalized emails and avoid generic, mass prospecting approaches.
   • Leverage social media, like Instagram, to connect with brands.
   • Attend trade shows to establish in-person connections and build a presence.
5. Leadership and Team Culture
   • Foster a supportive environment where team members can learn from one another.
   • Emphasize the importance of being present and engaged, especially for early-career professionals.
   • Balance in-office and remote work based on team feedback and performance data.

Our guest Cameron Long, the Co-Founder / CRO of Virnika, joins Vince Beese, the Founder at Sales HQ to discuss his journey from a background in hospitality and music therapy to co-founding a restaurant tech startup. Cameron shares insights on sales, leadership, and the evolving role of technology in the restaurant industry.

5 Key Takeaways

1. Mentorship is Key to Growth
   • Cameron stresses the importance of seeking great mentors.
   • Mentors guide you by pushing you to go beyond your comfort zone.
   • You have to put in the work for mentorship to be effective.
2. Empathy in Leadership
   • Empathy means truly understanding others' perspectives without your own biases.
   • Being an empathetic leader helps guide team members effectively.
   • Cameron believes few people actually practice deep empathy.
3. Embrace Discomfort
   • Growth comes from taking risks and facing discomfort.
   • Cameron emphasizes how trying new things can lead to personal and professional development.
   • Whether it’s starting a business or learning a new skill, discomfort is necessary for growth.
4. Sales is About Relationships
   • Cameron values building long-term relationships with clients, not just one-time sales.
   • Empathy plays a major role in understanding and meeting clients' needs.
   • Being a trusted advisor to clients is key to long-term success.
5. The Role of Technology in Hospitality
   • Cameron’s startup, Virnika, uses AI to improve customer experiences in restaurants.
   • By removing friction in ordering processes, they aim to enhance efficiency.
   • The tech reflects a broader industry trend toward automation and customer convenience.

Our guest is Eric Boggs the CEO of RevBoss, a company specializing in marketing workflow and lead generation for small businesses. With a rich history in sales and entrepreneurship, Eric shares his journey from starting with small ventures, like mowing lawns, to becoming a founder of successful startups, including RevBoss.

Three Key Quotes:

1. "Just be nice and be helpful and be yourself." - Eric reflects on his early sales lessons.
2. "It's not a straight line either." - On the ups and downs of sales and entrepreneurship.
3. "The right message to the right person at the right time." - Eric's mantra for effective marketing.

Summary:

In this episode, Eric Boggs discusses his path to success in sales and entrepreneurship, highlighting the importance of persistence, experimentation, and authenticity. He shares insights from his experiences at startups like Bronto and RevBoss, emphasizing the need to adapt to changing market conditions and find innovative ways to connect with audiences.

Five Key Takeaways:

1. Starting Small Can Lead to Big Things:
   • Eric began his career with a lawn-mowing business at age 15.
   • His early jobs taught him essential sales skills, like networking and customer service.
   • Small ventures can ignite an entrepreneurial spirit that grows over time.
2. Adapt and Innovate to Succeed:
   • Eric shared how RevBoss evolved through three major pivots to stay relevant.
   • Experimentation, like trying new content on LinkedIn, is key to finding what works.
   • Flexibility helps businesses navigate challenging times and market shifts.
3. Building a Brand Through Authenticity:
   • Personal branding on platforms like LinkedIn is more effective than promoting a business brand.
   • Sharing genuine stories and experiences helps build a stronger connection with the audience.
   • Customers are more likely to engage with people than with companies.
4. Persistence is Crucial in Sales and Entrepreneurship:
   • Eric describes the highs and lows of sales, from frequent rejections to the excitement of a win.
   • Patience and resilience are essential for navigating the uncertainties of the business.
   • Every "no" is an opportunity to refine your approach and find the next "yes."
5. Right Message, Right Audience, Right Time:
   • Effective marketing requires understanding your audience deeply and personalizing communication.
   • Focus on targeted, segmented audiences rather than casting a wide net.
   • Aligning the message with the audience's needs increases the chances of conversion.