Krysten Connor, a former teacher turned Account Executive, discusses leveraging teaching skills in tech sales, self-development, overcoming misconceptions, and defining personal success. Hosted by Mike Bird, this episode offers strategies for thriving in sales and the importance of self-awareness in career decisions.

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• Connect with Mike on LinkedIn

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• (00:00) - Intro
• (01:13) - What you'll never catch Krysten doing
• (02:07) - How Krysten broke into tech sales
• (05:29) - On taking charge of your own development
• (11:10) - Strengths Krysten has leaned into as a salesperson
• (14:06) - Know this before transitioning to sales
• (19:28) - It's never too early, or too late...
• (25:08) - Learn more about Krysten's work

Mike discusses common reasons why résumés may not lead to job interviews. Topics include: lack of targeting, unclear Unique Value Proposition, elimination factors such as typos, visible application barriers, and ATS compatibility issues. Listeners are encouraged to address these areas for improved job application success.

• Connect with Mike on LinkedIn
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Mentioned in the episode:

• The Behavioural Insights Team, Women Only Apply When 100% Qualified. Fact or Fake News?
• 002: Leveraging Non-Sales Selling to Land a Sales Role
• 006: How to Fix This Top Job Search Mistake

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• (00:00) - Intro
• (01:09) - What is a qualified applicant?
• (03:19) - 1. Your résumé isn’t targeted enough at the position
• (05:45) - 2. Your résumé doesn't convey a cohesive or strong Unique Value Proposition
• (08:49) - 3. Your résumé contains too many elimination factors
• (12:08) - 4. Your résumé doesn't address obstacles or barriers
• (14:21) - 5. Your résumé isn't ATS-friendly
• (17:06) - Need help with your résumé?

Career Coach (and former podcast collaborator!) Lisa Plain joins Mike to chat career reinvention, challenges in transitioning to tech sales, the importance of self-awareness, selling oneself, and job search mindsets for success. Also discussed: handling layoffs, leveraging networks, and understanding personal fit in sales roles.

• Learn more about working with Lisa
• Connect with Lisa on LinkedIn
• October Networking Webinars: Learn more and sign up
• Connect with Mike on LinkedIn
• And for the curious...our old show, The Career Builder's Podcast

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• (00:00) - Intro
• (03:10) - 3 things Lisa coaches sales most
• (05:11) - Unpacking job seeker discomfort
• (11:49) - Leveraging networking in a job search
• (13:57) - The wildest transition to sales Lisa's seen
• (16:11) - Job searching if you've been laid off
• (21:22) - What should people jumping to tech sales know in advance?
• (23:19) - How job seekers hinder their own efforts
• (26:14) - Where to connect with Lisa
• (26:58) - Outro

Mike discusses the critical job search mistake of not having a clear job search target, its impact on job seekers, and strategies to overcome it for a more effective and focused job hunt.

• Grab the 5-Step Job Search Preparation Checklist here
• Connect with Mike on LinkedIn

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• (00:00) - Intro
• (01:55) - What is a clear job search target?
• (04:16) - Why not having a clear job search target hurts your job search
• (07:43) - Fixing a job search that lacks a clear target
• (09:52) - Conclusion

Mike discusses key roles in B2B tech sales, including SDR, AE, and AM positions. He covers role responsibilities, success metrics, common challenges, compensation, and tips for effectiveness. The episode provides a comprehensive guide for those transitioning or looking to grow in these sales roles.

• Connect with Mike on LinkedIn

Mentioned in the episode:

• Sam Jacobs from Pavillion
• Armand Farrokh from 30 Minutes to President's Club
• The Personal MBA by Josh Kaufman
• The Jolt Effect by Matt Dixon and Ted McKenna
• Selling Above and Below the Line by Skip Miller

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• (00:00) - Intro
• (02:00) - SDR: Overview
• (03:32) - SDR: How success is measured
• (04:12) - SDR: Where they often struggle
• (05:20) - SDR: Ways to become more effective
• (06:41) - AE: Overview
• (10:19) - AE: How success is measured
• (11:13) - AE: Where they often struggle
• (13:14) - AE: Ways to become more effective
• (15:58) - AM: Overview
• (18:30) - AM: How succcess is measured
• (19:57) - AM: Where they often struggle
• (21:01) - AM: Ways to become more effective
• (22:57) - Conclusion

In this episode, Mike interviews Brendan Dodge, who transitioned from a collegiate basketball coaching career to tech sales where he's currently an Account Executive at VC3. They discuss the similarities between coaching and sales, the importance of preparation, and tips for those considering a career shift to tech sales.

• Connect with Brendan on LinkedIn
• Connect with Mike on LinkedIn

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• (00:00) - Intro
• (02:04) - If you really know Brendan...
• (03:18) - Brendan's career journey into sales
• (10:08) - What Brendan's learned and should have known before making the jump
• (14:27) - Strengths that have made Brendan an effective seller
• (17:01) - Anyone can succeed in sales, with two caveats
• (21:00) - What to know when considering a sales career change
• (22:51) - Professional development that's impacted Brendan's career
• (26:52) - Connecting with Brendan

Mike shares eight key considerations for those contemplating a career in tech sales, covering topics like earning potential, various paths to success, the inevitable challenges, and the importance of mental health and patience. Engage with the episode's insights and reach out to Mike for further discussion.

• Connect with Mike on LinkedIn

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• (00:00) - Intro
• (01:52) - 1. Tech sales has very high earning potential
• (03:23) - 2. There are different ways of succeeding in sales
• (04:47) - 3. Success in sales isn't guaranteed
• (06:20) - 4. The flexibility of sales can be liberating
• (07:55) - 5. The pressure of sales is real
• (09:31) - 6. Strong mental health can be difficult to maintain
• (12:08) - 7. You'll be bad before you're great
• (13:14) - 8. Succeeding in sales takes patience and humility
• (14:43) - Summary

Mike delves into the concept of non-sales selling and how it can aid in landing a job in B2B tech sales. Using personal experiences and insights from Daniel Pink's book To Sell Is Human, Mike explains how non-sales selling activities like teaching, coaching, and recruiting can demonstrate valuable sales skills. He offers practical advice on journaling these activities to build a compelling sales job application and encourages listeners to share their non-sales selling experiences.

• Connect with Mike on LinkedIn

Referenced in the episode:

• To Sell is Human by Daniel H. Pink

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• (00:00) - Intro
• (00:43) - How I used non-sales selling experiences to get into sales
• (01:55) - What is non-sales selling?
• (05:30) - Leveraging non-sales selling as a sales job seeker
• (12:12) - Recap
• (13:50) - Share your non-sales selling stories!