US Army

-Conducted Covid Testing Operations across the 3 states in the Midwest
-Led a team of 3 other medics to achieve set mission objectives
-Collaborated with Non-Commissioned and Commissioned Officers on a variety of mission subjects.
-Oversaw administration and funneling of patients through the vaccination process.
-Addressed any and all injuries or illnesses that threatened life, limb, or eyesight 
-Assisted team members in proper SOP adherence to case management.
-Handled range safety in all range ops including management of range safety officers
-Ran cycle counts of medical equipment on hand and in storage

Brigade Aid Station Team Leader 

Randstad Digital

Filling gaps in the digital infrastructure for Fortune 500 companies to Series A start-ups, whether it’s sourcing technical talent to work internally or partnering with our established technology teams. 

ServiceNow Implementation ✅
NetSuite Conversion ✅
Salesforce Adoption ✅
Finding the talent so you can do it yourself ✅

Account Manager

Firstbase.com

'23: drove $4.6 million in business to top of funnel
-Focus on US & EMEA
-Established outbound practices, sequencing, and messaging for founding outbound team
-First rep to set an outbound meeting within the first 8 days of the start date
-Data hygiene with SFDC following MEDDPIC S1-S10 protocol 
-Performed 50+ Cold Calls, 30 emails daily, 25 inmails per week
-Rebuilding demand strategy with a monthly ad spend of 5k per month

Enterprise BDR

-Controlled Average Monthly Purchasing spending of $135,000 per month 
-Back-end sales enablement of pricing, lead-time, and catalog selection for largest enterprise account
-Partnered with CSMs to ensure amazing enterprise account renewal worth $1.2 million in ARR
-Managed supply chain, outbound movement, and fulfillment of $2 million worth of retail product from the manufacturer to end user
-Conducted 3PL & Vendor Inventory Cycle Counts in order to increase Purchasing & Procurement Accuracy, reducing lead time from 110 days to 30.6 on average. 
-Met with cross-functional stakeholders across both vendor and internal teams to solve business objectives. 
-Organized network of logistics and 3PL partners to deliver a best-in-class White glove delivery of product. 
-Analyzed customer, order, inventory, vendor, and product data to produce actionable insights and reporting. 
-Defined key warehousing requirements, produce tender/SOW documents, and roll out new relationships with distributors and third-party warehousing partners. 
-Cleaned shipping, eta, delivery, and Inventory data
-Optimized Delivery, Fulfillment, and Reverse Logistics of big and bulky products.

Operations Analyst

Peloton Interactive

-Averaged 210 appointments on a daily basis by leveraging the Salesforce Lightning tool.
-Operated 53,000 sqft Full-Service warehouse in the North Region  
-Expedited $540,000 in product delivery/fulfillment, achieving exemplary customer satisfaction. 
-Maintained a 4.95+ CSAT score by using Lookr and maintaining best practices. 
-Improved NPS by 17% increasing member loyalty by curating a world-class white glove delivery
-Functioned as LOD, directed a delivery fleet of 30 vehicles &  60 direct report team members.

Field Operations Team Lead

On The Marc Training

-Achieved first-ever $50,000 gross revenue month while leading priority of acquiring corporate accounts & franchisees
-Collaborated with onboarding post-sale to schedule 3-7 initial weekly assessments. Planned and managed staff coaching, including rigorous follow-up on the existing pipelines. 
-Skillfully connected leads with the coaching staff for program assessments. Interfaced with the training staff on the sales cycle and scripting. 
-Conceptualized and implemented video marketing content w/ agency partners.
-Primary media buyer managing 20k in monthly ad spend

Product Marketing Specialist

F45 Training

-Managed a 60k monthly advertising spend for 5 Southern California Locations 
-Ran Facebook and Instagram Ad campaigns for local lead generation and maintained a CPL of $6.87
-Implemented an in-studio set sales process that reduced No Show Rate by 27%
-Increased CTR on ads from 32% to 48% through video ad creatives.
-Took over franchise sales for the Southern California market and generated 2 Franchisee Deals with a total value of $486,000

Marketing Manager 

LadyBoss Health & Weight Loss

-Led team to first-ever 500k month
-Managed total personal pipeline value of $600,000
-Led a team of 7 on a fully automated sales floor (Salesforce, 5ive9ine, inbound Facebook generated leads) 
-Achieved 25k in gross revenue week after week for the quarter
-Won and held the highest revenue producer on the floor w/n 3 weeks of starting (over 75k in personal production in a single week)

AE Team Lead

Limelight Media LLC

-Started as an appointment setter and moved to a closing role
- Demo'd 3-4 appointments weekly via Zoom
- Generated 5-10+ new appointments per week to fill the pipeline by leveraging Linkedin
- Utilized CRM tools like Pipedrive and Keap to manage the sales pipeline

Business Development Associate

Charter Fitness

Personal Trainer: 
-Booked 7-12 initial assessments per week that converted with 43% conversion 
-Repeated until schedule could no longer handle additional clients 
-Helped fill other trainers' schedules with scheduled initial consultations 
Sales Manager:
Promoted to after 1 year as PT
-Led team of 4 trainers and 5 Front Desk Staff 
-Created, Set, and Managed initial sales plans which operated on quarterly bases 
-Achieved over 10k in recurring personal training packages.

Personal Trainer & Sales Manager

Empowering Businesses to Thrive Globally 🌎 | Unleashing Potential with Firstbase.com's Comprehensive Remote Work Solutions 💼 | Your Ally in Scaling Boundaries and Profits 🚀

On a mission to make IT active on Linkedin 🫡

Vince Castillo

J. Pollard

Director of Social Engagement ~ Business Honors

AE @ Gong - Co-Founder @ Holistic Sales Co.

Running a Mid Market Sales Team of absolute killers here in Austin.

SKO and Sales Event Speaker: If interested email me jc@upandupgrowth.com

Senior Account Executive

Jc Pollard

In 2022 I won AE of the year at Gong and edged out Brian LaManna for the #1 spot…

Since then:

- Brian has gone back to presidents club every single year: I have not been back

- Brian has grown his LinkedIn following to well north of 100,000, more than double mine

- Brian has moved up to Enterprise and is blowing his number out of the water

- Brian has made SIGNIFICANTLY, more money than me

- Thankfully I always had one leg up on Brian, because I had a super cute dog, and LaManna didn’t, until of course he brought Monty into the picture

Needless to say… your boy is DUE for a win.

Today the University of Oregon (my school) plays Indiana (Brian’s School) in the College Football Playoff Semifinals… 

So B-Money, here is my wager…

If Oregon wins you have to post about my on LinkedIn 5 times over the next month… if Indiana wins I’ll do the same…

Bet?

No alternative text description for this image

Yesterday I made a post betting Brian LaManna on who would win the Oregon Indiana game.

It, like many of the times I have tried to compete with LaManna… aged quite… poorly.

So here’s post 1 of 5 about Brian.

One of the first (of many) sales lessons I learned from Brian was how he kept decision makers active in deal cycles even when they weren’t on calls.

He calls it his “Keeping you in the Loop” he sends mid-cycle.

He uses it to multithread, set additional meetings, and develop supporters:


- 𝐓𝐞𝐦𝐩𝐥𝐚𝐭𝐞 -


“Hi [first name],

Quick update to keep you in the loop on the conversations I’ve been having with [people you've met with].

Summary below:
- (Strategic summary)
- (Key findings)
- (Next steps)

I know you’re incredibly busy so hopefully this is helpful. If any of it resonates with you, we can set time to discuss.

Otherwise, I’ll continue with emails like this to keep you up to date.”

Genuinely works like a charm and is incredibly helpful for your customer.

Congrats on the W Brian… more to come.

One of my favorite things when interviewing a candidate is when they have a very clear vision for where they view their career going, and can specifically speak to why they want to work at Gong.

Here is a not so great example, I asked someone the other day "If everything goes perfectly for you what do the next 3-5 years of your career look like?"

They responded with a pretty vague non-memorable answer along the lines of "I want to hit my quotas and maybe go to Enterprise or look into Sales Engineering." 

I asked the same question to another candidate, and their response was starkly different.

"I want to learn as much as I possibly can in Mid-Market at Gong, sharpen my skills and close any gaps that I might have so that I am Enterprise ready. Then I want to go upmarket for a few years and learn the ins and outs of an Enterprise motion, and then eventually I want to transition into a manager role, but only once I feel like I have learned everything from SMB to Enterprise." 

Wow. 

Fired me up, and gave me confidence that they view Gong as a place that has fertile enough soil for their career to fully grow. 

I'd encourage everyone that is interviewing to be as clear as possible on what they want in their career.

The hardest stretches in my life, and my career are the ones that have brought the most growth. 

Period. 

As humans, we are biologically conditioned to seek comfort and optimize for comfort. 

It is our instinct. 

But with too much comfort comes complacency and stagnation. 

It is my belief that our job is to chase discomfort and to find comfort in the discomfort. 

Here's an example. 

Mile 22-26 of my first marathon was absolutely brutal. I started cramping, I didn't pace myself well, my quads were on fire, I was in a ton of pain. 

But I finished. 

In mile 22-26 of my second marathon, I felt similar things, but I was comfortable with it, because I had been there before. I sat in the discomfort, I got through it, and I proved to myself that I could do it, and do it again. 

These things compound, too. 

Another example, when I was given the team lead role, I had a full quota, and had to hire 6 AEs. I was doing between 20-25 hours a week of interviews and candidate sourcing, as well as working my own deals.

It was the most stretched I had ever felt in my career. Absolutely pushed me to my limits, was extremely uncomfortable.

But I hung in there, figured it out, and became comfortable in the uncomfortable. 

And now my bar for discomfort at work has raised, my capacity has increased. 

I share this because I hope one person out there reads this and maybe realizes that they have been living in pure comfort for a while, and that maybe, just maybe, it is time to stretch themselves.

That is where growth happens.

I think we as sellers often under index on how scary it is to buy software. 

Think about the purchasing decisions you make in your personal life...

When I was deciding which running shoes to buy I did hours of research, I watched review videos, did some reading, went to a shoe store, tried on multiple brands, and tested a few out.

Just for a few hundred dollar pair of shoes. 

Now imagine you are responsible for committing to a software vendor for multiple years, and thousands and thousands of dollars. 

Your company's success, your internal brand, and your reputation is all at stake. 

That is inherently, a very scary decision. 

Then layer on the fact that EVERYONE has been burned by purchasing vaporware, or being let down by companies post sale support etc. 

I share this because as sellers purchasing our software can feel like such a no brainer. It is easy to get frustrated by slow processes, lengthy evaluations, and hurdle after hurdle. 

Remember to have some grace for our customers, to put yourself in their shoes, to have patience, to understand the stakes, and to be the best possible asset you can for them throughout the sales cylce.

I promise you will actually end up selling more in the long run.

Oh, and one more thing.

Make sure you work for a company that you WHOLEHEARTEDLY know will deliver on your promises.

I have a friend who will clear over $280,000 this year. 

Not to mention solid stock options. 

The wild part... she is not in a closing role. 

She is an SE.

We spend a lot of time talking about how much earning potential there is in sales, but we don't often talk about how there is life changing money to be made in other GTM roles as well. 

I worked with RepVue to compile a list of Median Salaries, Top Earning Potential, and Top Companies for Non AE Roles:

I bet some of this data might shock you. 

SDR: https://lnkd.in/gXp93ZdX

Account Manager: https://lnkd.in/g-bEmCUZ

Customer Success Manager: https://lnkd.in/gGaUrURd

Sales Engineer: https://lnkd.in/ghXkTmEr

Brand partnership • Sales Leader @ Gong SKO Speaker

"This looks amazing, but it feels like a Ferrari; we just need a Honda Civic."

How many times have you heard something like this from a prospect?

I'd argue it is one of the most frustrating things to hear as a seller.

But the reality is, if your prospect tells you that, it is not because your solution is actually too robust.

It is because, somehow, in your sales process, you made the prospect feel like it is too robust.

AKA: Your prospect is having a hard time visualizing it in their own world, solving their own specific problems, in a simple, easy-to-use way.

And it should be no surprise.

We share our screens on Zoom, start clicking a ton of buttons, showing a bunch of pages, while your prospect sits there watching.

If you have run into that before, you should try something like Storylane, where you can quickly and easily provide self-guided demos, and simple sandbox environments where your prospect can actually tactically experience the tool.

They can feel how it would actually work for them.

They can see what it would look like in their world.

And all of a sudden, they realize that sure, maybe it is a Ferrari, but it feels danggg good to drive, and they know it will get them where they need to go faster.

The Sunday scaries after the holidays are real.

Your inbox is full.

Your calendar looks chaotic.
Your brain is still half on vacation.

Here’s how I reset on the first Monday back 

Start simple.

Ask yourself one question:
"What does a successful day actually look like today?"

Then focus only on the basics that create momentum. Here is a suggestion of a to-do list that can set you up for success.

1. Clear your email inbox
      - If you closed a deal last week: Send thank-you notes to your champions, Introduce post-sale or implementation teams, Set the account up to win after the signature

2. Clear your Slack inbox
      - Read and close threads
      - Leave channels you no longer need
      - Reduce noise so you can focus

2. Get ahead of calendar chaos: This week is prone to cancellations.
      - Confirm customers accepted invites
      - Send a short, personal reminder
      - Add a clear agenda to every customer meeting
      - Cancel internal meetings that are not truly necessary

3. Clean up your Pipeline (Use your Gong Deal Board)
      - Close-lost or push dates on deals not closing in January
      - Find deals with no next meeting and get one scheduled
      - Find deals with no activity and create movement
      - Build a clear action plan for every January deal

4. Finish with a plan for the week
      - Not the month. 
      - Not the quarter.
       - Just this week.

We have 26 days left in January.

Every single one of them counts.

Momentum beats motivation.

Systems win.

taplio

The Battle

Vince Castillo

Jc Pollard

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The Battle

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Jc Pollard

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