About
Kevin has made 1000s of mistakes but that has made him successful. After building, fixing…
Articles by Kevin
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So, you’re a first-time VP of Sales at a startup? Here's 5 pieces of advice from 30 years experience at tech startups:
So, you’re a first-time VP of Sales at a startup? Here's 5 pieces of advice from 30 years experience at tech startups:
A lot of sales leaders ask me what it's like to be a VP of Sales at a tech startup. They think it will be "so fun" to…
Experience
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Education
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University of California, Davis
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Activities and Societies: President Zeta Beta Tau Fraternity, Varsity Lacrosse Team
Studied Architectural Design and learned how to plan, design and present my ideas. Served me well it turns out.
President of my Fraternity, Zeta Beta Tau
Varsity Lacrosse
Publications
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Free eBook: Best Practices for Onboarding and Training New Sales Teams
See publicationLearn from my mistakes and use this framework to improve your onboarding and training process for your new sales hires
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37 Sales Experts You Need to Follow on Twitter Right Now
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See publicationI have been in the business-to-business sales world for a while now and I am always looking to learn from the best of the best. So I wanted to make a list of some of the experts I follow that can help you in your sales journey.
These guys and gals have produced fantastic content and are sharing it. Leave a comment on the article if I have left out others that you know who are creating and sharing great content for the sales industry.
Courses
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Leadership Training For Managers
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Sales Management Symposium
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Sandler Sales Training - Bronze Level Certification of Sales Professional
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Projects
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The Secrets to Interviewing FOR and Winning the Inside Sales Job You Want
Sponsored by Leads360. Please join us for our next LA Chapter meeting at the Cornerstone on Demand HQ in Santa Monica.
Here's three reasons why you should attend our next LA AA-ISP Chapter meeting:
1. Free Beer and Pizza (sponsored by Leads360) and
2. As hiring managers ourselves, we'll help you get the job of your dreams so your next interview DOESN'T SUCK and
3. Networking with other like-minded salespeople and local sales leaders
Our expert panelist have hired…Sponsored by Leads360. Please join us for our next LA Chapter meeting at the Cornerstone on Demand HQ in Santa Monica.
Here's three reasons why you should attend our next LA AA-ISP Chapter meeting:
1. Free Beer and Pizza (sponsored by Leads360) and
2. As hiring managers ourselves, we'll help you get the job of your dreams so your next interview DOESN'T SUCK and
3. Networking with other like-minded salespeople and local sales leaders
Our expert panelist have hired hundreds of salespeople in the past and we'll help you in the following areas:
•Writing a killer sales resume
•Improving your LinkedIn Profile and use of Social Media
•Getting the first interview (secret: it's NOT applying)
•Crushing your phone and F2F interviews
•Preparing for Each Interview and Interaction
•Questions you should be asking
•Writing Good Thank You Emails
•Random Tips, Reminders and FAQsOther creators -
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Cold Calling is Dead: How to Do It Better!
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AA-ISP Los Angeles Chapter Presents: Cold Calling is NOT Dead, So How Do We Do It Better?
-Is Cold Calling Dead? (new research revealed)
-Cold Calling Secrets of the Top 20%
-Calls Don't Matter? I Don't Buy It!
-Cold Calling 2.0
Speakers include:
Kevin Gaither, VP of Inside Sales, uSamp
Mike Brooks, Owner, MrInsideSales.com and Author of "The Real Secrets of the Top 20%"
Chad Burmeister, Director, Corporate Sales, ON24
Aaron Ross, CEO of PebbleStorm…AA-ISP Los Angeles Chapter Presents: Cold Calling is NOT Dead, So How Do We Do It Better?
-Is Cold Calling Dead? (new research revealed)
-Cold Calling Secrets of the Top 20%
-Calls Don't Matter? I Don't Buy It!
-Cold Calling 2.0
Speakers include:
Kevin Gaither, VP of Inside Sales, uSamp
Mike Brooks, Owner, MrInsideSales.com and Author of "The Real Secrets of the Top 20%"
Chad Burmeister, Director, Corporate Sales, ON24
Aaron Ross, CEO of PebbleStorm and Author of "Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com"Other creators -
Honors & Awards
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The Top 50+ Sales Development Leaders You Should Know
Engagio, Inc.
http://www.engagio.com/the-top-50-sales-development-leaders-you-should-know/
You have a tough job. That’s why I wanted to put together this list of the top 50+ sales development and account development leaders. Some are seasoned veterans, other are rising stars. But these are all men and women who are doing the work day in and day out. These are people you should follow. These are people you should get to know. These are people you should “study from a distance” or, even better, surround…http://www.engagio.com/the-top-50-sales-development-leaders-you-should-know/
You have a tough job. That’s why I wanted to put together this list of the top 50+ sales development and account development leaders. Some are seasoned veterans, other are rising stars. But these are all men and women who are doing the work day in and day out. These are people you should follow. These are people you should get to know. These are people you should “study from a distance” or, even better, surround yourself with. Consume their content. Be where they are online. Find them at meetups or events.
Again, it’s a tough job, and since the industry is changing, we must all band together. I’ve always been a big believer in the idea “a rising tide lifts all boats.” You’ll find most of the leaders here prescribe to the same belief, which means they’d likely be more than happy to chat. Buy them coffee (hint: Craig loves his Philz). Buy them lunch. Buy them dinner.
Along with my friends, colleagues and coworkers, I’ve done my best to assemble the sharpest minds in sales and account development. The reason it’s 50+ is I’ve probably missed a few. Rather than punish them by my ignorance, I’m more than happy to add to the list (see below). -
Infer’s Top 25 Predictive Sales & Marketing Innovators
Infer
https://www.infer.com/top-25-predictive-sales-marketing-innovators/
These innovators are helping to build and align their businesses using predictive intelligence, and many of them joined us at our booth to share how they leverage Infer. They talked about how they’ve reinvented the way their companies identify and target their best prospects to increase conversion rates, boost average deal size, optimize marketing spend, and more.
When we decided to celebrate the Top Predictive…https://www.infer.com/top-25-predictive-sales-marketing-innovators/
These innovators are helping to build and align their businesses using predictive intelligence, and many of them joined us at our booth to share how they leverage Infer. They talked about how they’ve reinvented the way their companies identify and target their best prospects to increase conversion rates, boost average deal size, optimize marketing spend, and more.
When we decided to celebrate the Top Predictive Sales and Marketing Innovators, it was hard to narrow it down to just 25. However, the following group of Infer customers are truly leading the pack when it comes to predictive sales and marketing. Each of these predictive practitioners has their own unique story of how they’re driving real and tangible value across their businesses, and they share a spirit of innovation and dedication to building data-driven sales and marketing organizations. -
2015 Top 25 Most Influential Inside Sales Professionals
The American Association of Inside Sales Professionals
The American Association of Inside Sales Professionals (“AA-ISP”) will recognize those individuals who are leading our Industry by establishing the AA-ISP Top 25 Most Influential Inside Sales Professionals. Nominations will include sales leaders and individuals, technology leaders, and the supporting crew of consultants, trainers, authors and anyone that has contributed to the advancement of Inside Sales over the past year.
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Featured in Selling Power Magazine
Selling Power Magazine
http://www.sellingpower.com/content/article/?a=10493/the-inside-track-to-sales
It's a growth industry. It relies on the latest tech and social-media tools. It's often combined with other sales efforts. It's inside sales, and today, inside sales teams are selling remotely or virtually using smartphones, Web tools, email, or social media. No matter how it'sa done, inside sales is exploding, partly due to intense pressure to hold sales costs down and new sales tools that make the…http://www.sellingpower.com/content/article/?a=10493/the-inside-track-to-sales
It's a growth industry. It relies on the latest tech and social-media tools. It's often combined with other sales efforts. It's inside sales, and today, inside sales teams are selling remotely or virtually using smartphones, Web tools, email, or social media. No matter how it'sa done, inside sales is exploding, partly due to intense pressure to hold sales costs down and new sales tools that make the inside-sales effort more productive.
While inside-sales expert Kevin Gaither agrees that the new tools are first rate, he emphasizes two other keys to success: getting the right people and having a well-defined and structured sales process. He believes smart hiring to be the single most important factor in inside sales. He treats hiring like a sales funnel, taking candidates though steps toward the right combination of characteristics.
Gaither develops a benchmark of traits he wants in an inside salesperson. "I'm not looking for the gift of gab, good looks, or to clone my top rep. I want objective characteristics, like high need for achievement, competitiveness, optimism, good organization, and resourcefulness." -
2014 Top 25 Most Influential Inside Sales Professionals
The American Association of Inside Sales Professionals
The American Association of Inside Sales Professionals (“AA-ISP”) will recognize those individuals who are leading our Industry by establishing the AA-ISP Top 25 Most Influential Inside Sales Professionals. Nominations will include sales leaders and individuals, technology leaders, and the supporting crew of consultants, trainers, authors and anyone that has contributed to the advancement of Inside Sales over the past year.
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2013 Top 25 Most Influential Inside Sales Professionals
The American Association of Inside Sales Professionals
The American Association of Inside Sales Professionals (“AA-ISP”) will recognize those individuals who are leading our Industry by establishing the AA-ISP Top 25 Most Influential Inside Sales Professionals. Nominations will include sales leaders and individuals, technology leaders, and the supporting crew of consultants, trainers, authors and anyone that has contributed to the advancement of Inside Sales over the past year.
Organizations
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American Association of Inside Sales Professionals
LA Chapter President
- Present
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Dylan Rich
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Dylan Rich
Uncommon sales advice: If you want to close more deals… you need a story bank. When it comes to countering objections, stories are the MOST effective weapon you could ever have. Think of stories like tools in a toolbox. Here are the ones I keep on hand: Price objection stories Trust-building stories Implementation success stories Failure-to-action stories The key is building your collection BEFORE you need them. Think about challenges clients have faced and the solutions you provided them. Have the hard numbers on hand so you can be SPECIFIC with the results that came after. And every story should deliver one key learning moment that can help move the deal forward. Write down EVERY objection you’re hearing these days. Then, bank a story that counters it. So the next time a prospect says "We tried this before and it didn't work"... You’ll be ready with a relevant story about another client who had the same experience… and how you turned it around.
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Zack Swire
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Walter Crosby
Sales talent is elusive...for some companies. Your hiring process might not be attracting the right candidates. The talent you need might be looking over the fence. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt
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Walter Crosby
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Walter Crosby
Sales talent is elusive...for some companies. Your hiring process might not be attracting the right candidates. The talent you need might be looking over the fence. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt
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Walter Crosby
Sales talent is elusive...for some companies. Your hiring process might not be attracting the right candidates. The talent you need might be looking over the fence. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt
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Walter Crosby
Sales talent is elusive...for some companies. Your hiring process might not be attracting the right candidates. The talent you need might be looking over the fence. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt
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Walter Crosby
Sales talent is elusive...for some companies. Your hiring process might not be attracting the right candidates. The talent you need might be looking over the fence. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt
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