Unveiling the Tech Sales Journey: Meet the Voices Behind Beyond the Pipeline

Beyond The Pipeline

1. Introduction of guests Jon Manley and Brandon Borts
2. Jon's background in technology sales and his journey from a call center to working at PC Mall
3. Emphasis on relationship selling and belief in the best solution for the customer
4. Discussion on understanding different technology categories and tracking growth potential
5. Overcoming challenges and finding sales opportunities through effective communication
6. Career progression from PC Mall to GHA and the advantages of a mid-sized, employee-owned company
7. Advice for young professionals, including being proactive, asking questions, and continuous learning
8. Importance of understanding customer needs and proactively identifying sales opportunities
9. Choosing the right verticals in sales, focusing on relationship-based industries
10. Stress on the value of relationships in sales, building credibility and trust with clients
11. Personal stories and work ethic, attributing success to proactive listening and building strong relationships
12. Dealing with rejection and overcoming fear in sales by asking questions
13. Value of providing good customer service and building positive relationships
14. Reference to Simon Sinek's book "Start with Why" and its importance in building successful careers
15. Highlighting the significance of long-term customer relationships and repeat business
16. Discussion on motivations in sales, including financial security and control over earnings potential
17. Emphasis on hard work and persistence as key to success in sales
18. Importance of ambition, honesty, drive, and transparency in job interviews
19. Reflection on the transparent and honest approach in the interview process
20. Understanding a company's "why" and expressing gratitude for opportunities
21. Focus on future episode topics: emailing, prospecting conversations, and handling objections
22. Excitement for future discussions and sharing insights from past job experiences
23. Emphasis on transparency, learning from others, and finding the right match in sales careers

Stay tuned for more insights into their professional journeys and advice for those starting in tech sales.