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“Empathetic, but firm” – Sales Leadership principles from one of the best CROs in tech

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Manage episode 493300136 series 3653641
Content provided by Champify. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Champify or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Ryan Heinig, Chief Revenue Officer at 2X, shares his journey from leading top B2B SaaS companies like Qlik and AppDynamics to shaping outbound strategies at a growing tech-enabled services firm. He reveals how he successfully scaled outbound efforts by focusing on repeatable systems, strong leadership, and a balance of empathy and accountability.

In this episode, Ryan discusses how shifting from SaaS to services changed his approach to sales, why sales reps must master discovery and qualification, and how to create a culture of high expectations while fostering autonomy.

In this episode, you’ll learn:

  • The secret to building a sustainable outbound system
  • How to coach your team through real-time sales moments
  • Why being empathetic but firm is crucial for sales leadership

Things to listen for:

(00:00) Introduction

(02:14) Evaluating the opportunity at 2X

(04:46) Selling tech-enabled services vs SaaS

(06:39) Hiring for curiosity and coachability

(08:38) Balancing high expectations with empathy

(14:03) Scaling outbound from AE to CRO

(17:19) Maintaining PG culture across sales segments

(19:25) Leading indicators for outbound success

(23:29) Using AI to enhance research and outreach

(28:27) Overcoming consistency challenges in outbound

(35:31) Defining sales stages that align with buyer’s journey

(40:04) Playing the long game in sales

  continue reading

12 episodes

Artwork
iconShare
 
Manage episode 493300136 series 3653641
Content provided by Champify. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Champify or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

Ryan Heinig, Chief Revenue Officer at 2X, shares his journey from leading top B2B SaaS companies like Qlik and AppDynamics to shaping outbound strategies at a growing tech-enabled services firm. He reveals how he successfully scaled outbound efforts by focusing on repeatable systems, strong leadership, and a balance of empathy and accountability.

In this episode, Ryan discusses how shifting from SaaS to services changed his approach to sales, why sales reps must master discovery and qualification, and how to create a culture of high expectations while fostering autonomy.

In this episode, you’ll learn:

  • The secret to building a sustainable outbound system
  • How to coach your team through real-time sales moments
  • Why being empathetic but firm is crucial for sales leadership

Things to listen for:

(00:00) Introduction

(02:14) Evaluating the opportunity at 2X

(04:46) Selling tech-enabled services vs SaaS

(06:39) Hiring for curiosity and coachability

(08:38) Balancing high expectations with empathy

(14:03) Scaling outbound from AE to CRO

(17:19) Maintaining PG culture across sales segments

(19:25) Leading indicators for outbound success

(23:29) Using AI to enhance research and outreach

(28:27) Overcoming consistency challenges in outbound

(35:31) Defining sales stages that align with buyer’s journey

(40:04) Playing the long game in sales

  continue reading

12 episodes

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