155: Finding Top Sales Talent with Bryon Coro

Summary: In this episode, Dan Sixsmith interviews Bryon Coro, the SVP of Global Sales at Pendo, about his journey in sales and the changes he has seen in the industry. They discuss the importance of value selling, the convergence of PE and VC business approaches, and the need to tie products to key initiatives within an organization. They also talk about building pipeline, the role of marketing, and the importance of personal branding for sellers. Finally, they touch on the current state of the sales talent market. The conversation covers topics such as talent acquisition and management, the role of AI in sales, and personal success. Coro emphasizes the importance of protecting and developing existing talent while also seeking out highly skilled players from the job market. He discusses the use of AI in sales and highlights the need for data availability and personalization. He also shares his personal experiences and mentors who have influenced his career. Success is defined as passionately pursuing and achieving one's own defined goals. Takeaways Value selling is back and companies are focusing on profitability and business impact Sales reps need to tie their products to key initiatives within an organization to have a successful deal Building pipeline requires a combination of inbound and outbound strategies Personal branding is important for sellers to establish credibility and trust with their audience The sales talent market is competitive, with a focus on protecting and retaining top talent Protect and develop existing talent while also seeking out highly skilled players from the job market. AI can be a powerful tool in sales, but data availability and personalization are key challenges. Personal success is defined as passionately pursuing and achieving one's own defined goals. Mentors and personal experiences play a significant role in career development. The Competitive Sales Talent Market The Importance of Personal Branding for Sellers Defining Personal Success The Role of AI in Sales and the Challenges "Value selling is a hundred percent back." "If you can't tie to a key initiative within an organization, you do not have a deal." "Shifting the mindset of sellers to be responsible for their own pipeline." "How do we make sure they don't go get an NIL deal at Colorado for a million five more next year?" "How can I bring them in, inject them into my culture and get a boost in productivity, a boost and obviously growth rate." "You need to treat your team like you manage the Yankees." Sound Bites: Chapters 00:00 Introduction and Background 02:59 The Resurgence of Value Selling 06:13 Tying Products to Key Initiatives 11:05 Building Pipeline: Inbound and Outbound Strategies 16:23 The Importance of Personal Branding 26:58 Talent Acquisition and Management 32:41 The Role of AI in Sales and the Challenges 35:01 Defining Personal Success 36:31 The Influence of Mentors and Personal Experiences