Episode Summary:

Travis and Kevin talk with CEO and Co-Founder of the AlwaysHired Sales Bootcamp, Gabriel Moncayo, about hitting targets, new responsibilities of salespeople, what success looks like, and more.

Gabriel Moncayo Short Bio:

Gabriel Moncayo is the Co-Founder and CEO at AlwaysHired. He has been voted one of the most influential sales professionals by AA-ISP for three years in a row. Gabe has built sales offices in NYC, Chicago, Austin, LA and San Francisco. Prior to the development of AlwaysHired, Gabe worked in a variety of sales positions, many being management roles. Gabe also has a history in consulting and has worked with many companies in the Bay Area. Gabe is a proven leader, a strong communicator, thrives in innovative, fast-moving hacker cultures. He has over a decade of experience in sales and client success and is passionate about connecting people.

Episode Highlights:

1. Historically marketing is tied to things like lead gen, qualified leads, number of leads created, etc.
2. SDRs: should they be under sales or marketing because sometimes marketing gets credit
3. Historically sales is closing deals, tracking average contract value, velocity of sales, etc.
4. Everything is getting bucketed together to make sure everyone is tied to revenue/entire assembly line is smooth
5. Marketing might have to do more sales and sales might have to do more marketing
6. The norm in many cultures- sales & marketing blame each other
7. Now marketing and sales need to be tied
8. “Sales and marketing overlap in responsibilities.”
9. Full Cycle AEs without SDRs
10. AEs are typically focused on bottom of funnel activity and have to be reminded to look at top of funnel
11. Being in charge of generating new leads
12. Creating consistency on social media, any social channel
13. Accountability and reality 
14. No self-sourcing built into rep plans because of marketing support
15. New market: less leads, worse conversion rates
16. “You have to hustle and hunt for every single opportunity.”
17. Building a personal brand
18. Quality of content in beginning does not have to great
19. Consistency is the most important thing, quality will come
20. People don’t post because they’re afraid of the quality
21. Who’s the target I'm trying to sell to, repurpose their stuff through your own social
22. New responsibilities
23. A salesperson can become a marketing person
24. Sales is taking on marketing things like campaigns
25. Blogs, podcasts, quoting people- consistent content
26. Sales tech stack
27. Email tools- outreach/salesloft
28. Finding your own leads- lead IQ, crunchbase pro(triggers & events), vidyard
29. Consider: tools try to do everything, it’s intimidating, would recommend starting with a basic tool
30. “The appetite for risk has decreased.”
31. Growing through saving on expenses as opposed to optimizing 
32. Less room for error in hiring sales reps
33. Companies are building in sales responsibility of lead gen and qualifying leads
34. Building this into interview process and onboarding
35. Clarity makes a big difference
36. 90-day onboarding, capitalizing on hype of new hire
37. New hire blogs- culture, employer branding
38. Creating frameworks/templates for everyone
39. Why they’re excited, what they want to get out of it, looking into the future, etc.
40. B2B always a little behind B2C
41. Connecting consumers to people they already trust
42. Going after targets is important, but community building aspect is equally as important
43. To be a good salesperson, it’s going to be more than just convincing people
44. “If people think you’re helpful, the leads will come.”
45. “It’s a shifted mentality, but not necessarily a shifted practice.”
46. Consistent posting
47. More website traffic, probably more leads
48. People start inbounding on your linkedin
49. Changes in what you look for in sales leaders
50. Experience- doesn’t necessarily imply success at your company
51. Find someone who’s willing to do whatever it takes to be successful, and then tell them what it’s going to take to be successful at your company
52. Some companies removing SDRs in general
53. “The goal of social selling is not to generate leads or revenue, it’s to build the brand, build engagement and create community.”
54. Reps having a longer leash, but there needs to be a clear definition of when to expect leads

Favorite Points:

1. Building a personal brand
2. Quality of content in beginning does not have to great
3. Consistency is the most important thing, quality will come
4. People don’t post because they’re afraid of the quality
5. Who’s the target I'm trying to sell to, repurpose their stuff through your own social
6. Companies are building in sales responsibility of lead gen and qualifying leads
7. Building this into interview process and onboarding
8. Clarity makes a big difference
9. 90-day onboarding, 
10. Capitalizing on hype of new hire
11. New hire blogs- culture, employer branding
12. Creating frameworks/templates for everyone
13. Why they’re excited, what they want to get out of it, looking into the future, etc.

Tweetable Quotes:

1. “You have to hustle and hunt for every single opportunity.”
2. “The appetite for risk has decreased.”
3. “If people think you’re helpful, the leads will come.”
4. “It’s a shifted mentality, but not necessarily a shifted practice.”
5. “The goal of social selling is not to generate leads or revenue, it’s to build the brand, build engagement and create community.”

Links:

Travis King: LinkedIn

Kevin Mulrane: LinkedIn

Gabriel Moncayo LinkedIn

AlwaysHired Website