This week on the Gross sales Hacker podcastwe interview Dannie HerzbergHead of Mid-Market Gross sales at Slack.
Dannie is likely one of the prime gross sales leaders within the nation having hung out serving to Hubspot IPO over 5+ years after which shifting on to Slack the place she leads all SMB, Mid-Market, and Gross sales Improvement efforts for the US and Canada.
For those who missed episode 34, test it out right here: PODCAST 34: The Advantage of Finance Background to Assist Firm Progress w/ Rob Lopez
What You’ll Study
- Why setting private objectives can rework your profession
- Methods to discover and develop mentors
- Redefining gross sales and the qualities essential to succeed
- Hiring practices that may assist create and reinforce variety within the office
- 1 Subscribe to the Gross sales Hacker Podcast
- 2 Present Agenda and Timestamps
- 3 Gross sales Hacker Podcast—Sponsored by Aircall and Outreach
- 4 About Dannie Herzberg: An Introduction
- 5 Objective Setting, With Accountability, is Key To Success
- 6 The Altering Panorama of Feminine Gross sales Leaders
- 7 Prioritizing Variety Inside Your Recruiting Funnel
- 8 Dannie’s Life (and Gross sales) Mantras
- 9 Sam’s Nook
- 10 Don’t Miss Episode 36
Subscribe to the Gross sales Hacker Podcast
Present Agenda and Timestamps
- Present Introduction [0:09]
- About Dannie Herzberg: An Introduction [2:54]
- Aim Setting, With Accountability, is Key To Success [27:52]
- The Altering Panorama of Feminine Gross sales Leaders [36:45]
- Prioritizing Variety Inside Your Recruiting Funnel [39:57]
- Dannie’s Life (and Gross sales) Mantras [45:53]
- Sam’s Nook [48:07]
Gross sales Hacker Podcast—Sponsored by Aircall and Outreach
Sam Jacobs: Hey people, it’s Sam Jacobs. Welcome to the Gross sales Hacker podcast. We’ve obtained a tremendous present at present. We’ve received Dannie Herzberg, who runs SMB, mid-market and gross sales improvement for Slack, one of many quickest rising corporations within the nation that all of us use (or a minimum of I do) day by day. Dannie has an unimaginable background and unimaginable insights on managing her profession and find out how to obtain what you need, which we’ll speak about within the present.
We need to thank, as ordinary our sponsors. Nothing is feasible with out the fantastic patronage of two necessary corporations, Aircall and Outreach.
Aircall, it’s a telephone system designed for the fashionable gross sales staff. They seamlessly combine into your CRM, eliminating knowledge entry on your reps and offering you with higher visibility into your group’s efficiency via superior reporting.
Our second sponsor is Outreach.io, a number one gross sales engagement platform. Outreach triples the productiveness of gross sales groups and empowers them to drive predictable and measurable income progress by prioritizing the proper actions and scaling buyer engagement with clever automation. Outreach makes buyer dealing with groups simpler and approves visibility into what actually drives outcomes. With out additional ado, let’s take heed to Dannie.
About Dannie Herzberg: An Introduction
Sam Jacobs: Hey everyone, it’s Sam Jacobs. Welcome to the Gross sales Hacker podcast immediately. We’ve received one of many brightest, most promising gross sales leaders within the nation on the present and she or he’s additionally representing one of many quickest rising corporations that I feel many people use in our everyday lives. We’re extremely excited to have Dannie Herzberg on the present. Previous to Slack, she spent over 5 years at HubSpot the place she participated within the firm’s progress from 80 to over 1,200 staff and thru its IPO. At HubSpot, she held roles in enterprise gross sales, gross sales administration and most lately as director of product. Dannie, we’re so excited to have you ever on the present.
Dannie Herzberg: Thanks. I’m so excited to be right here.
Sam Jacobs: Let’s study a bit bit extra about you as a human being earlier than we dive into type of the work itself and a few of your observations on enterprise. You’re director of gross sales at Slack. In your phrases, what do you assume Slack does?
Dannie Herzberg: The overall idea is that we’re a collaboration hub however to me, it’s principally one place, nearly, the place an organization’s tradition and information base lives so it’s a method for groups to have the ability to align in a really productive and enjoyable means round totally different objectives and execute on these actually effectively.
Objective Setting, With Accountability, is Key To Success
Sam Jacobs: When you consider the elements which have propelled your profession so far and the way you ended up right here, what do you attribute your success to? Your monitor document at this level is superb. An unimaginable undergrad faculty. You have been a part of an IPO at HubSpot. You then went to greatest enterprise faculty within the nation and now you’re at one of many quickest rising know-how corporations once more in all probability on a path to IPO. What do you attribute that success to?
Dannie Herzberg: I feel we now have a tremendous meritocracy in our world that has little or no to do with how fancy your check scores are or faculty you went to. I might say one of many issues that helps, at the least, speed up my profession, was Pete Caputa launched this idea to me of writing down and sharing my private and professional objectives. It seems profitable gross sales individuals are very aim oriented, which is true.
We now have a misnomer of being cash oriented or coin operated, which I actually don’t consider, though individuals take pleasure in being compensated nicely. The true motivation comes from setting and attaining objectives ambitiously.
I didn’t have any objectives laid out. He actually pushed me to set a aim so I got here again to him every week later and stated, okay, I had by no means thought-about administration however I feel I’d like to run an organization someday so I ought to in all probability discover ways to handle individuals.
I used to be 24 once I set the aim. By age 25, I moved into the subsequent open administration position in his workforce and that was the most important recreation changer in my profession. I definitely wouldn’t have gotten there as shortly if I hadn’t written the objective down, shared it, and I’ve now woven that into my very own skilled improvement apply and the way I encourage my managers to do the identical with their directs.
Sam Jacobs: How typically do you replace your objectives?
Dannie Herzberg: The cadence that I purpose for is as soon as each six months and we take a look at brief time period objectives, which is what you’re hoping to realize within the subsequent 12 months, and it’s actually a method to simply pause and take your self out of the each day and assume critically about, ‘What am I constructing towards? What’s the gathering of experiences I would like? What are the nights and weekends, tasks that I need to tackle that not solely assist the corporate however assist me?’ However don’t be regimented about it otherwise you block your self off to the great thing about serendipity.
RELATED: Prime Aim-Setting Ideas for Unbeatable Gross sales Managers
The Altering Panorama of Feminine Gross sales Leaders
Sam Jacobs: There aren’t many feminine gross sales leaders and so speaking to anyone like your self, who’s a feminine gross sales chief and a future CEO, why do you assume that’s and what ought to the world do to vary that? Ought to we modify it?
Dannie Herzberg: It’s superior that you simply’re already occupied with that and being proactive about it and also you’re completely proper. There aren’t almost as many feminine gross sales leaders as there might be or must be, however fortunately, that’s already altering and with every one in every of us that decides to pursue the management path, it makes it simpler for different individuals to see an instance of what that would appear to be and do the identical.
If you wish to meet nice feminine gross sales leaders otherwise you need to meet different underrepresented minorities within the go-to market world, create the group that you simply need to be a part of, convey us all collectively and we’ll completely relish that.
It’s altering and as one in every of my mentors, Anna Raimondi, likes to say, it’s a group sport so all of us ladies, who’re progressing in our careers, are bringing everybody else up with us and that’s a part of the enjoyable. I’m feeling very, very optimistic and I’m additionally very grateful for my male mentors.
Prioritizing Variety Inside Your Recruiting Funnel
Sam Jacobs: You talked about a few of the issues that type of ladies can do themselves, however is there something that we should always do, I ought to do, both tactically within the interview course of or within the hiring course of? Are there particular issues I must be aware of as I’m collaborating with companions of all totally different styles and sizes and genders within the workforce?
Dannie Herzberg: Completely. I might say, on the earliest stage of the recruiting funnel, a device referred to as Textio is phenomenal. We use it right here at Slack and principally what it does is assist you uncover bias in the best way that even a job description is written. If you wish to open up the aperture and improve the pipeline of feminine candidates or fill-in-the-blank candidates making use of to a task, Textio will actually make it easier to do this by means of NLP and machine studying algorithms.
Being conscious of looking for out variety of thought, amongst different variety elements, is admittedly necessary as a result of it’ll make it easier to make higher selections that may assist individuals problem you if you need to have debates and it’ll enable you to from recreating the identical playbook time and again or falling into traps.
Being vocal about who you need to rent can be nice, so asking somebody “Who’re some absolute rock star ladies in your community who I must be speaking to whether or not they’re in search of a job or not?” and sit down, have espresso with them, deliver them into your community and that may snowball. I really like your query as a result of it means you, as a male, need to convey ladies into the dialog.
A number of the most impactful conversations I’ve been a part of which have yielded necessary outcomes embrace not simply regardless of the minority group is in that position.
Dannie’s Life (and Gross sales) Mantras
Sam Jacobs: What’s your life mantra? I’m positive you’ve got a number of. You talked about writing down private objectives, however what are another life mantras that you’ve?
Flex your “serving to” muscle – Flexing this muscle will convey you additional than flexing your “achievement’ muscle.
Karma is actual – The world is small and careers are very, very lengthy so profitable in any respect prices isn’t value it.
Domesticate good relationships for the long run – it’s all the time the appropriate approach to function and it’ll repay many, many fold as a result of individuals keep in mind the best way that you simply interacted with them.
Sam Jacobs: Dannie, thanks a lot. Congrats on all of your success.
Dannie Herzberg: Thanks a lot. I actually respect it Sam.
Sam Jacobs: Hey, people. It’s Sam Jacobs. That was a fantastic interview with Dannie Herzberg. She stated various issues that I feel are bear repeating and are worthy of remarking on one among them, however the largest one, I feel, is writing down your private objectives. Are you able to outline and articulate what your brief and long run skilled objectives are, and may you be particular? Are you able to produce the doc that has your objectives? Dannie talks about doing it each six months.
We’re all considerably inconsistent in terms of that, however for those who can write down your objectives and work out the place you need to be in a yr, the place you need to be in three years and 5 years, I feel that’s necessary.
Factor quantity two is in case you’re making an attempt to develop advocacy for a specific group, Dannie and I talked about what can we do as gross sales professionals to domesticate and promote gross sales management amongst ladies and she or he talked about forming teams and placing your self on the middle of the group that you simply need to advocate for. I feel that’s nice recommendation.
Don’t Miss Episode 36
Lastly, we need to thank our sponsors. That’s Aircallyour superior name middle software program, full enterprise telephone and call middle, 100% natively built-in into any CRM. And, Outreacha buyer engagement platform that effectively and successfully gauges prospects to drive extra pipeline and shut extra offers.
In case you wanna discover me or take a look at the present notes, see upcoming friends or play extra episodes from our unimaginable line up of gross sales leaders, go to www.saleshacker.com/podcast-subscribe. You may also discover the Gross sales Hacker podcast on iTunes or Stitcher. Please share it liberally. Please inform all your mates. We respect the suggestions. We recognize the patronage and we’ve obtained much more new content material arising, a brand new varieties of content material as nicely.
If you wish to get in contact with me, discover my social handles in my bio under.
Thanks for listening to the Gross sales Hacker podcast and I’ll see you subsequent time.
This can be a sponsored visitor publish from a Gross sales Hacker associate.