Saturday, January 27, 2024

Scale Your Sales Podcast Preparation

Q&A

Scale Your Sales Podcast Preparation Q&A

We are delighted to host you on Scale Your Sales Podcast, a show for enterprising CEO’s, CROs and Sales
Leaders. Janice B Gordon interviews Revenue Generating Executives and Thought Leaders, who are
accelerating sales revenues and successfully achieving customer outcomes.

In each episode we delve into the personality and expertise and dig into the strategies our guests have
used to scale their sales. Our experts discuss the challenges and successes of scaling a sales
organization, sharing their insights of customer expansion and lessons learnt.

We appreciate you completing and returning your answers at least 2 weeks prior to the scheduled
recording date. Please note, this is a requirement of your booking. This helps Janice and you to prepare
for the recording of Scale Your Sales Podcast. In the podcast interview we will tailor the questions to your
expertise. In No. 10, you can add additional questions you'd like to be asked.

In addition, your answers will be repurposed in our quarterly LinkedIn promotional article. Please note, full
responses are better content, vague and yes-only answers cannot be included. Your bio and image will be
used in the introduction and promotion of your podcast episode.

By submitting your answers, you are giving Janice B Gordon your permission to live interview, record and
repurpose your words in the manner stated above. By submitting your answers, you confirm that you own
the copyright in all materials you use or have copyright clearance or relevant rights to use and share such
materials. Please be full and frank in your answers.

1. Your Name and phonetic Barrett (bear-it) King

pronunciation of your full name :-)

2. How would you want to be introduced/promoted? (maximum 50 word bio please) Note
amendments may be made to entice the audience to listen to this podcast discussion.
Please welcome Barrett King, Sr Director of Revenue at New Breed, HubSpot's top partner and host of the
Outcomes Podcast - a show about Partnerships in SaaS.

Your following answers are used in the LinkedIn article to promote your episode. If you could share
customer success stories, challenges, and successes, this makes great content.

3. Share a challenge or customer success story that demonstrates your expertise.

I recently was introduced to a client who was struggling to diversify their GTM outside their core channels.
We worked to explore their network opportunity and ultimately discovered they had a small partner group
already in place.

By tapping into their reach, the company was able to drive an 18% lift in their TOFU leads and saw product
expansion within their customer base across the same timeline.

4. How do you know that you have the right people in the sales team to achieve the revenue
goals?
They embody three specific buckets of skill:
- Role Mastery: they are a top performer, using data to make decisions and drive consistent performance
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across their goals

- Industry Expertise: they have spent time in a like business, worked around your customer types and can
speak to the overall alignment of your value with personal stories to back it up

- Deep Vertical Experience: their career has proximity to the problems you solve for, they have sold to your
customer persona and or have worked in a similar business to yours, enabling them to be effective from
day one in the role

5. In your experience what sales competences directly impact buyer and customer experience?
Business Acumen
GTM Knowledge
Attention to Detail
Focus on Results
"Figure it out" methodology
Solving for the Customer
Building value vs. "button pushing"

6. What steps have you taken as a sales organization or working with sales organization to
develop buyer and customer-centricity?
Aligning vectors across Marketing, Sales, Service with overlapping goals and incentives that work toward
the same outcomes

Sharing customer feedback, wins, and case studies as a core part of culture

Celebrating the wins together, studying the misses, focusing on growth together

7. What practical strategy enables buyers to buy?

Connecting the buyers context (need, goals, problems etc) to your businesses specific value

8. What one tried and tested strategy would you offer our listeners, on how to scale their sales?
Define Product Market Fit early, align those values to your customer persona and lead with that as your
indicator of fit

(Let's talk live for more details)

9. a. If you were on a desert island alone, what one thing would you take with you? or b. Who is
your Hero or Shero and tell us why?
I have a Leatherman multitool I carry with me all the time. I joke with my son that it's my "dad tool" and a
must have.

Growing up I was not super handy but my dad was. As I got older I realized the value of being able to solve
little problems throughout the day and buying this tool was one way to help that process along.

With it, I should be able to survive

10. Please state if there is any other question (and the answer), that you would like to be
asked?
Glad to speak to:
Partner Market Fit
3 Pillars of a Winning GTM Strategy
How Partnerships Deliver Value at Scale
Why investing the data first, matters most
What a winning culture looks like for scale

If any published book, kindly place N/A

your link here.

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For LinkedIn: Kindly place your profile https://www.linkedin.com/in/barrettjking/
link here.

For Instagram: Kindly list your N/A

username/link to your profile here.

For Twitter: Kindly list your N.A

username/link to your profile here.

11. Please upload a headshot image

less than 50 KB with transparent
background (PNG if possible). By
completing you agree for your image
to be used in promotional materials,
such as on social media platforms.

As a guest of Scale Your Sales I agree.

podcast, You are ticking to confirm
that you have rated and reviewed at
least one (1) episode of the Scale
Your Sales Podcast on iTunes and/or
Spotify prior to your interview date.

You will receive a copy of your survey answers prior to the podcast recording date. If you have any
problems completing this survey please reach out to me, Jacq Cocamas, the podcast
administrator, office@scaleyoursales.co.uk. Let me know if you are struggling with how to rate and review
the podcast so I can send you further instructions.

Thank you for sharing your wisdom :-)

Jacq and Janice

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