Road Warrior Radio by Lola

How can you help establish a company culture that will do anything to win and yet be collaborative? It's really hard for sales in particular. They focus on the numbers, no matter what, even at the expense of those around them. But by helping to mature the salesperson you can do it with a positive approach and help those around you get there too. The right mission, vision and core values. That's where it starts. Has a segment of the organization defined itself against those values? That...

As a lecturer at Harvard Business School, Ryan's guest Mark Roberge’s teaching style mimics the values that the school holds. At Harvard Business School, the focus is put on great teaching, rather than the typical priority of high profile schools: research. Harvard accepts only the top 1/3 of professor (?) applicants - go below, and you’re out. Roberge is humbled to be included in the group of HBS lecturers. Harvard emphasizes continuous learning and has established a team of teachers...

Ryan interviews Neil Berkeley. Many people know his work - you can check out Future You Media. He’s a storyteller. That’s his “10,000 hours” skill. He fell in love with storytelling with his first project. He knew this is his place in life. Neil has interviewed artists, comedians, heroes, writers and many interesting and unusual people. He has the ability to figure out what resonates with an audience, and empathy is a huge part of his decision-making process of what stories to tell. Listen...

Troy Bailey and Ryan go way back. Growing up in small-town Oklahoma, the duo discuss humble beginnings and how to balance good fortune and opportunity. The struggles and rewards of starting and growing a small business, and how traveling the world on the company dime isn’t such a bad thing. Troy gives you permission to use trial and error to become successful. But he also points out that nothing done well is ever done completely on your own. ___________________________________________ Road...

Ask Kim Walsh, Global VP of HubSpot for Startups, what’s made her a successful salesperson, and she’ll give you a simple answer: The qualities she developed as a college athlete. Collaboration, time management, and grit were essential survival skills on the field and in the classroom, but they also translate into the world of sales. Throughout nine years at HubSpot, Kim has helped the company skyrocket from 50 to more than 30,000 customers and has watched the team grow at a similar speed....

How to Fill a Position in Weeks, Not months – podcast with LogMeIn’s Todd Kaylor Todd Kaylor, Director of Talent Acquisition at LogMeIn, is interviewed by Ryan L. Ball about the secrets of successful talent acquisition. Todd Kaylor talks about talent acquisition, For Todd, it’s not all about who finishes first. Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer. They discuss: Todd Kaylor talks about talent acquisition, For Todd, it’s not...

Ryan talks with Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers. They discuss: Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud. Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers...

Ryan brings on Amy Appleyard to discuss how theatre translates to sales, past lives, and how to sure up your processes - especially with remote workers. Amy Appleyard is the SVP Global Inside Sales for Carbon Black, a leading cybersecurity company that specializes in next-generation endpoint security solutions delivered via the cloud. Prior to Carbon Black, Amy was VP Sales for LogMeIn’s Communications & Collaboration line of business, and lead teams who helped customers with technology...

For the first time, Road Warrior Radio will feature not one, but two people here in person at Lola Studios. David Donlan is the CRO over at Crayon, and Mary Rogul is his VP of Sales Strategy and Engagement. Mary and Ryan used to sit next to each other in the trenches in their days as sales reps. David was one of Ryan’s first managers and certainly one of the most influential in his career. Now you may hear the gang reminisce a little bit about the early days at Hubspot and some of the...

In this episode of Road Warrior Radio, Ryan and Colum Lundt cover servant leadership, meritocracy in sales, and how the right book can shape your career. Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat...

Salespeople are now teaching because the buyers already have done research. A salesperson needs to add value. Otherwise, they are relegated to being walking catalogs, and who needs another one of those? What does my sales process look like? Do you need more leads? Stop asking the dumb questions. Wouldn't it be better if you opened with, "Hey Steve, I've spoken to a hundred people just like you in your same position, and some of the challenges I've heard people are this, this and this. Do...

Todd Kaylor talks about talent acquisition, people-development, and boiling things down to learn more about candidates. How do candidates fail? How do they recover? Do current employees enjoy collaborating with candidates while they’re in the office? For Todd, It’s not all about who finishes first. Check out this episode to learn how to be authentic as an interviewee and strategic as an interviewer. About our guest: Todd Kaylor, Director of Talent Acquisition at LogMeIn, has 20 years’ of...

Mike talks about the value of being persuasive with words and data. You don’t have to be the “Alec Baldwin” type to sell and close. Mike and Ryan dig into the traits that make a successful sales team member and how leaders can cultivate those traits to add rocket fuel to a person’s career. About Mike Connolly: Mike Connolly is the VP of Sales and Customer Success at CarGurus. He built and leads a team of 180 sales and service professionals, and is responsible for the revenue growth and...

Through her work creating documentaries for MTV, Nat Geo, and Netflix, Cheryl Horner McDonough has learned some important lessons about creating the career you want. As she puts it: “There’s no career fairy godmother.” If you want something, you need to speak up and make it happen. In this episode of Road Warrior Radio, Cheryl joins Lola.com Sales VP Ryan L. Ball to talk about taking risks, asking for what you want and, of course, her life on the road. Cheryl Horner McDonough is a two-time...

Josh Allen is the Chief Revenue Officer for one of the hottest SaaS companies on the planet: Drift. Chances are, if you’re in B2B and on LinkedIn, you’ve seen one of their videos. In this episode, Josh and Ryan riff about how tips and tricks don't work. Why detecting empathy is crucial in the hiring process, and how having authentic conversations can make all the difference in sales. BIO: As CRO, Josh Allen is responsible for building and executing Drift's long term go-to-market sales...

Bart McDonough joins Road Warrior Radio with a wealth of information around team building, interviewing, and much more. As the Founder and CEO if Agio, Bart paints a picture of what it's like to grow a business from 1 to 250 employees. This growth has earned Agio a listing on the Inc. 500 three times. Ryan and Bart dig deep on setting expectations. Do expectations align with reality when hiring? How can leaders develop talent for a growing business? Tune in to find out! About our guest,...

Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat appearances in the Inc 500 list of fastest growing companies. In this episode of Road Warrior Radio, Ryan and Colum cover servant leadership, meritocracy...

Mike Volpe knows quite a bit about being on the road. Whether he’s crisscrossing the country to speak at industry events or meeting with Lola.com investors, partners or customers, hardly a week goes by where Mike isn’t catching a plane somewhere. As a result, he’s built up a ton of tips and tricks for staying productive on the road (and plenty of war stories along the way). Check out the first episode of Road Warrior Radio to listen in as Ryan and Mike dive deep into productivity hacks,...