A Podcast for Sellers
by The Rally Call
The Rally Call Team have spent a combined 60 years in technology sales and sales leadership. Working at dodgy startups to blue-chip enterprise vendors and everything in between, they’ve worked at tech companies on a rocket ride to companies falling apart. Join them each week as they give you insight into how you can launch your career in tech sales and most importantly how to thrive and survive the emotional grind of a sales career. You’ll learn the things they don’t teach you at school about power and politics and how to use it to enjoy a long and prosperous career
Episodes
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8 with a teammate - Craig Clark
🎙️ Welcome to "8 With a Teammate," the podcast that dives into the challenges, opportunities, and real-world strategies that frontline sales leaders need to excel. This is your space for actionable insights, expert advice, and inspiring stories from the trenches of sales leadership. Today’s…
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Eight with a Teammate - Roger Sanborn
🎙️ Welcome to "Eight with a Teammate," brought to you by The Rally Call! 🎙️ This series is dedicated to helping frontline sales leaders become their best by exploring cross-functional collaboration and leadership insights. Each episode, we bring on functional leaders from various roles to share...
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8 with a Teammate - Lori Aizer
Podcast Synopsis: Eight with a Teammate – Lori Aizer In the inaugural episode of Eight with a Teammate, host Jon Feldman chats with Lori Aizer, a seasoned marketing leader and fractional CMO, about building effective sales-marketing partnerships. Lori shares her philosophy as a "sales-driven...
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Lessons from the Frontlines: Wrapping Up 8 With a Great
In this powerful finale of The Rally Call's 8 With a Great series, hosts John Norris, Jon Feldman, and Mike Lidin reflect on the incredible conversations that have shaped this journey. Together, they distill key themes and takeaways from their interviews with some of the brightest sales leaders…
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8 with a Great - Matt Weston
In the finale of the "8 With A Great" series, host Jon Feldman wraps up with a conversation featuring Matt Weston, a seasoned sales leader from the White Rock, South Surrey area. With deep respect for Matt’s approach and insights, Jon explores Matt’s journey from individual contributor to…
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8 with a Great - Morgan Gunderson
Host Mike Lidin welcomes us back to "8 With a Great," where today’s guest, Morgan Gunderson, takes us on a journey through her career in sales leadership. From her roots as a marketing coordinator to stepping into management at Databricks and her current role at Routable, Morgan shares insights…
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8 with a Great - Kyle Gunderson
In this 8 with a Great episode, host Mike Lidin interviews Kyle Gunderson, a frontline sales leader from Scottsdale, Arizona. Kyle shares his journey from high-performing SDR to SDR manager, a pivot he initially resisted but later embraced as a chance to impact others. Kyle’s management style...
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8 with a Great - Jeff Brandwein
In this episode of 8 with a Great, Jeff Brandwein discusses his instinctive approach to sales leadership, highlighting the importance of understanding individual team members and fostering strong relationships. He shares that while maintaining motivation can be challenging, he embraces his...
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8 with a Great - Mike Elliot
Welcome to another episode of 8 With a Great! Today, we’re joined by Mike Elliott, a seasoned sales leader hailing from Toronto, Ontario. Mike’s journey into sales leadership was anything but typical—after 12 years of crushing it as an individual contributor, he was unexpectedly thrust into...
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8 with a Great - Kevin Baumgart
On today’s episode of "8 with a Great", we sit down with Kevin Baumgart, a seasoned sales leader from Milwaukee, Wisconsin, who’s transformed the sales game one step at a time. Kevin shares his journey from being the first hire at a startup—wearing all the hats—to building and managing a sales…
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8 with a Great - Alex Brennan
In this episode of 8 with a Great, Mike Lidin sits down with Alex Brennan, a seasoned sales leader from North Vancouver, Canada. Alex shares his journey from an Account Executive to a leadership role in a growing company, expanding from 25 employees to over 250 worldwide. He discusses the...
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8 with a Great - Jason Lo
On this episode of "8 With a Great," Jon Feldman interviews Jason Lo, a seasoned sales professional turned manager, sharing his journey and insights. Jason, currently residing in Burnaby, British Columbia, transitioned from a top-performing account executive to sales management after 15 years in...
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8 with a Great - Paul Moriarty
In this Eight with the Great episode, host Jon Feldman interviews Paul Moriarty, a sales manager who transitioned from rugby coaching in Ireland to leading SaaS sales teams in Vancouver. Paul shares how his passion for coaching inspired him to pursue sales leadership and the lessons he's applied...
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8 with a Great - Alan Sanderson
In this episode of 8 with a Great, host Jon Feldman sits down with seasoned sales leader Alan Sanderson to uncover the keys to building a successful sales career and transitioning into management. Alan shares his journey from an inside sales representative to a top sales leader, emphasizing the...
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8 with a Great - Sean Zuberbier
In this episode, we sit down with Sean Zuberbier, a seasoned sales leader from Surrey, BC, who shares his journey from selling software at Crystal Decisions to becoming a successful CRO. Sean discusses the challenges of transitioning into leadership, the importance of trusting your team, and how…
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8 With a Great - Adam Davy
In this edition of "Eight with a Great," host Mike Lidin sits down with Adam Davey, a seasoned sales leader based in Denver, Colorado. Adam’s journey into sales management began after a successful career as an individual contributor, which led him to join a startup as its first salesperson and...
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8 With a Great - Warren Hopwood
Welcome to another exciting episode of "8 with the Great." Today, host Jon Feldman is joined by Warren Hopwood, a distinguished sales manager based in North Vancouver, British Columbia. Warren, who made a notable transition from a successful sales representative to a leadership role at Galvanize,...
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8 With a Great - Randall Isaac
In this episode of "8 With a Great," host Jon Feldman interviews Randall Isaac, a distinguished sales leader based in Vancouver, British Columbia. Randall is a seasoned sales manager with a notable career spanning over three decades. He currently serves as a Vice President of Sales at Arpyse…
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8 with a Great - Suzanne McIvor
In this episode of 8 with the Great, Jon Feldman sits down with Suzanne McIvor, a sales leader based in Vancouver, BC. Suzanne’s transition from a top-performing individual contributor to a successful sales manager is a fascinating story of growth and opportunity. Suzanne shares how a mentor's...
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Episode 21 - Building and Leading Successful Teams, with Rosa Yupari Burns
Welcome back to The Rally Call! In today’s episode, hosts Jon Feldman and Mike Lidin are thrilled to once again welcome Rosa Yapouri, a leading expert in sales transformation. Rosa is back to share her deep insights into building and leading successful sales teams. In this episode, Rosa delves…
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8 with a Great - Sally Duby
Enjoy this conversation with Sally Duby, a Principal of the San Francisco based consulting company, The Bridge Group. Sally recounts her lack of formal training in her early roles, learning instead from observing effective and ineffective management practices, notably during her time at Oracle.…
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8 with a Great - Josephine Koopman
Josephine Koopman realized sales management was right for her when she found herself happier helping others reach quota. She shares how trust and credibility can help you overcome initial challenges in the role. And keeping an open ear and mind to feedback from your reports can help you become a...
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8 with a Great - Jeff Schaefer
Jeff Schaefer grew up on an apple orchard in Wisconsin. Two big lessons from his father have been guiding principles throughout his career: 1. You're no better than anybody else 2. Everyone is your peer. Enjoy this conversation with a great sales leader!
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8 with a Great - Lori Harmon
Today we sit down with Lori Harmon, VP of Global Business Development at Cloudflare. Lori tells the story of her move from Marketing to Sales and the importance of a leader who believed in her. As a leader who "loves change", Lori is truly a great leader and was a wonderful guest on the podcast!
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8 with a Great - Doug Ruth
Meet Doug Ruth in our second episode of 8 with a Great. Dough is a self-described accidental sales manager with a passion for training and developing other sellers so they can have a rewarding career in sales. He shares his experience stepping into the role for the first time, what works, what...
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8 with a Great - Rosa Yupari
In our first episode of "8 with a Great" we speak with Rosa Yupari Burns who shares her start in sales management, what makes a team a real team, and the value of coaching. Enjoy this wonderful conversation with a truly great sales leader.
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Journey of a Seller - Jacob Karp
Jon and Andrew discuss a career in sales with Jacob Karp. Jacob discusses how he found his way into a sales career, what challenges and misconceptions he overcame, and shares his wisdom for new and experienced sellers. Jacob Karp is an enterprise seller and a LinkedIn publisher with 35,000...
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On Morals and Integrity
Jon and Andrew take a break from tactics, strategy and sales skills to discuss the overlooked role of morals and integrity in companies and our careers. Tech sales can be a lucrative career, and when there are life-changing money events there are opportunities to bend the rules and betray your...
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Tactics and Strategy
CEO and Leadership Team Coach, Matt Dion, joins Andrew and Jon to discuss: The importance of strategic planning in the boardroom How boardroom strategy relates to sales execution The rise of the LinkedIn Sales Influencer and the danger of a tactics tactics-basedbased sales approach How The…
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Ep. 17 - The People in Your Neighborhood
The people in your neighbourhood- it’s not just a Sesame Street skit. Any career requires that you understand how to play the game. SaaS sales is no different; to understand how to play the game, you must understand who else is playing. In this episode, Andrew and Jon discuss the archetypes you...
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Ep. 16 - The Future of Selling with Amit Bendov, CEO of Gong
In a previous episode of "The Rally Call," we explored the idea that the successful salespeople of the future will act as "conductors" of technology. If you're actively involved in this field, you've probably noticed emerging trends among the contestants, as well as the introduction of new...
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Episode 15 - "Managing for the First Time"
“I want to get into management”. We hear this statement in interviews with tech sales reps, which always makes us suspicious. Few people have the traits and skills required to be a salesperson, fewer still have the traits required to be a manager. The first-line sales manager is the most…
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Ep. - 14 - "The Panic Button"
Jon, Andrew and Scott talk about how any why companies hit the panic button in difficult economic times and how you can not only survive but even thrive. When companies react to difficult times by panicking it can unleash chaos on the sales organization. By being able to recognize the signs of...
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Ep. 13 - "Ethical Hiring Through Growth" with guest Werner Schmidt
Jon, Andrew and Scott speak with guest Werner Schmidt about the subject of sales capacity planning. In lay terms, why has the practice of adding sales rep capacity to already underperforming sales organizations been tolerated? We discuss the ethical conundrum of hiring sales reps that management...
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Ep. 12 - "The Future of Selling" with guest Tony Hughes
The rise of selling technology has replaced many of the manual sales behaviours that sellers have traditionally relied on to perform. Can a professional seller be replaced by machines? You as a seller, risk being made irrelevant, if you don’t understand how to adapt to new sales technologies.…
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Ep. 11 - "We Are All In Sales" with guest Shahed Khalili
In this episode, Jon and Andrew welcome Shahed Khalili, the former product leader at Galvanize and now consultant focused on helping organizations in achieving corporate alignment. The lads delve into what the true meaning of corporate alignment is, how it impacts organizations when it's broken…
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Ep. 10 - "You Can't Automate Success"
Sales Automation Tools have promised an easier path to success and results, but do they deliver? In this episode, Jon, Andrew and Scott discuss the pros and cons of sales automation tools and technology, and what role they play in a difficult selling environment. How do the best sellers use sales...
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Ep. 9 (2/2) - "A Seller's Journey" with guest Greg Wolfe
Part 2 of our conversation with Greg Wolfe. In this episode Jon and Andrew speak with Greg Wolfe, a software executive and sales leader. We speak with Greg about his journey from his first sales job at Xerox to executive positions at SAP and Marketo. He had so much wisdom to share that we've had…
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Ep. 9 (1/2) - "A Seller's Journey" with guest Greg Wolfe
If you are early in your sales career you may be wondering where this career can lead. Is there anything more to a sales career than 90-day sprints punctuated by QBRs and Sales Kickoffs? Will it be the same quota-chasing experience over and over again? Where can this career take me? In this…
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Ep. 8 - "The Mindset of a Seller"
Jon and Andrew speak with Mike Myers of the Sandler Institute about the sellers mindset. Our previous episode described the highs and lows of life as a seller. Mike will speak about how you can navigate these effectively and maintain a sense of sanity and balance in an uncertain profession. What...
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Ep. 7 - "Navigating the Highs & Lows of Selling"
Jon and Andrew share their insight and personal experiences of going through the inevitable peaks and valleys that are synonymous with a career in selling and what you can do to stay on top along the way.
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Ep. 6 - "The QBR Must Die"
Jon and Andrew discuss the problems with the Quarterly Business Review, and why it is time to kill the QBR. There's a better way review sales performance and to plan for the future. Tune in to learn how! May the QBR rest in peace.
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Ep. 5 - "Managing Sales Teams for the First Time"
Jon and Andrew discuss the topic of first-time sales managers: how to work as a seller for a rookie sales manager and how to survive as a rooke sales manager. First-line sales management is one of the most difficult jobs in the tech industry. You're sandwiched between the demands of the upline...
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Ep. 4 - "Should I Stay or Should I Go"
Every company and sales role has its challenges and problems. But how do you know if the warning signs you're seeing mean the company or role is headed for trouble or if it is just a temporary problem? If you ignore the warning signs you might find yourself on a sinking ship, which can set your...
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Ep. 3 - "Managing Optics as a Seller"
Jon and Andrew discuss how to avoid fatal career mistakes. How you are perceived at your job matters, and avoiding a few small missteps can put you on the path to prosperity instead of obscurity. We discuss managing your boss, how to show the right optics, and every seller's favorite event: the...
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Ep. 2 - "Playing the Game as a First-Timer"
Jon and Andrew talk about how to recognize the power dynamics at an organization and why you must play the power game if you want to succeed.
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Ep. 1 - "Setting Your Course in Tech Sales"
Jon and Andrew discuss why enter into tech sales in the first place and what to do when you get there. Why do people fall into tech sales? How do you find a good company to join? What are the characteristics of a good seller? How do you get started?
About this show
The Rally Call Team have spent a combined 60 years in technology sales and sales leadership. Working at dodgy startups to blue-chip enterprise vendors and everything in between, they’ve worked at tech companies on a rocket ride to companies falling apart. Join them each week as they give you insight into how you can launch your career in tech sales and most importantly how to thrive and survive the emotional grind of a sales career. You’ll learn the things they don’t teach you at school about power and politics and how to use it to enjoy a long and prosperous career
Hosted by
The Rally Call