Episode 4: Canaan Severin | It Takes What It Takes

Bhupendra Rathod on April 18, 2024

Episode 4: Canaan Severin | It Takes What It Takes

April 18, 2024

From Gridiron to Sales: Kanan Severn’s Journey and Advice

In a recent episode of our podcast, we had the pleasure of speaking with Kanan Severn, a former NFL player from Marlborough, Massachusetts, who has successfully transitioned into a sales career. Kanan shared his experiences, insights, and advice for athletes and veterans considering a move into sales.

Football Highlights

Kanan’s athletic career is marked by memorable moments, including a standout performance against Notre Dame during his time at the University of Virginia (UVA). He reminisced about his SportsCenter Top 10 catch against Miami and being voted team captain, a testament to his leadership and dedication. His professional career included stints with the Pittsburgh Steelers and New York Giants, where he learned from some of the best in the game.

Transition to Sales

After his football career, Kanan faced the challenge of finding a new path. His journey into sales began with an interview at Robert Half, which he had to defer when he signed with the Giants. Once he decided to move on from football, he returned to Robert Half, leveraging his family’s connections in accounting to land his first job.

Challenges and Learning Curves

Kanan candidly discussed the difficulties of transitioning from sports to a corporate environment. The early days in sales were tough, but his athletic background equipped him with resilience and a strong work ethic. He emphasized the importance of understanding and handling objections, drawing parallels to learning complex playbooks in football.

Key Advice for Aspiring Sales Professionals

Embrace Relationships: Kanan highlighted his love for building relationships as a key driver in his sales career. He advised aspiring salespeople to focus on being reliable and bringing value to their clients.

Study the Best: Just as athletes study top performers, Kanan encouraged new sales professionals to learn from the best in their field. Observing and emulating successful colleagues can provide a solid foundation for growth.

Prepare for Objections: Being “audible ready” is crucial. Understanding common objections and having responses ready can significantly improve sales effectiveness.

Choose the Right Company: Kanan stressed the importance of selecting a company with good leadership and growth potential. He shared his experience with equity and the long-term benefits of being part of a startup.

Focus on Equity: Understanding the value of equity in a company can be a game-changer. Kanan recommended seeking roles that offer equity, as it can lead to substantial financial rewards in the long run.

Staying Dialed In

Kanan’s definition of being dialed in as a sales professional mirrors his approach to sports: preparation, organization, and a deep understanding of the game plan. He stressed the importance of proper preparation to prevent poor performance, a principle that has guided him throughout his career.

Final Thoughts

Kanan Severn’s journey from football to sales is a testament to the transferable skills athletes bring to the corporate world. His story highlights the importance of resilience, relationship-building, and continuous learning. For athletes and veterans considering a career in sales, Kanan’s insights provide valuable guidance and inspiration.

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Episode 3: Tad Gold | Gritty, Not Pretty

Bhupendra Rathod on April 11, 2024

Episode 3: Tad Gold | Gritty, Not Pretty

April 11, 2024

From Baseball to Sales: Tad Gold’s Transition and Tips for Success

In a recent podcast episode, we had the pleasure of speaking with Tad Gold, a former professional baseball player who successfully transitioned into a thriving sales career. Tad’s journey from the baseball diamond to the sales floor is filled with valuable insights and advice for athletes and veterans considering a similar path.

Athletic Memories and Transition

Tad’s sports career is packed with memorable moments, both in hockey and baseball. One standout memory is winning the conference championship with Endicott College, defeating the perennial powerhouse, Western New England. Another unforgettable moment was being drafted by the Baltimore Orioles during a special ceremony on his hometown team, the Martha’s Vineyard Sharks, where he was the only local player.

Despite his successes, Tad didn’t initially see a future in professional baseball. When his playing career ended, he felt lost and unsure of his next steps. However, observing his friends’ success in tech sales, Tad decided to explore this new field. He moved to Boston, started applying for sales roles, and landed his first job at Toast, a leading company in the restaurant technology sector.

Transitioning Skills from Sports to Sales

Tad attributes much of his success in sales to the skills he honed as an athlete. Key traits that translated well included:

Competitiveness: The drive to be the best is a powerful motivator in both sports and sales.

Teamwork: Sales often requires collaboration, and working well with a team is crucial.

Coachability: Just as athletes take feedback and improve their game, sales professionals must be open to coaching and continuously seek to improve.

Advice for Aspiring Sales Professionals

For athletes and veterans considering a career in sales, Tad offers several pieces of advice:

Understand Your Motivation: Before diving in, understand why you want to pursue sales. It’s more than just being likable and outgoing; it involves being a consultant and a trusted advisor to your clients.

Choose the Right Company: Look for a company with strong leadership, a product you believe in, and a culture you can see yourself thriving in. Surrounding yourself with the right people can significantly impact your growth and success.

Be Prepared for the Grind: Sales can be challenging, with frequent rejections and tough days. However, the rewards come to those who are resilient and continuously strive to improve.

Why Tad Loves Sales

Tad’s love for sales has evolved over time. Initially drawn by the unlimited earning potential and personal growth opportunities, he now finds great satisfaction in coaching others. Watching his team members implement feedback and succeed is immensely rewarding. This transition from individual contributor to a leadership role has allowed Tad to apply his competitive spirit in a new and impactful way.

Being Dialed In

When asked what it means to be “dialed in” as a sales professional, Tad emphasized the importance of focus and preparation. Just as athletes practice intensely before a game, sales professionals must prepare thoroughly for their interactions with clients. Being dialed in means being present, focused, and ready to execute flawlessly during those crucial moments.

Final Thoughts

Tad Gold’s journey from professional sports to a successful sales career is a testament to the transferable skills athletes bring to the corporate world. His story highlights the importance of competitiveness, teamwork, and continuous improvement. For athletes and veterans considering a career in sales, Tad’s insights offer a valuable roadmap to success.

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Episode 2: Danya Abrams | Your Network is Your Net Worth

Bhupendra Rathod on April 4, 2024

Episode 2: Danya Abrams | Your Network is Your Net Worth

April 4, 2024

In the dynamic world of sports, the journey doesn’t end when the final buzzer sounds or the whistle blows. Transitioning from the playing field to the professional arena is a challenge many athletes face. However, for individuals like Danya Abrams, CEO of a burgeoning insurance and financial services company, and co-founder of Diverse Athlete Placement (DAP), this transition has been met with remarkable success.

Abrams, a former Division One basketball player for the Boston College Eagles and a seasoned professional in Europe, has seamlessly transitioned from the court to the boardroom. His journey from athlete to entrepreneur underscores the invaluable skills and traits cultivated through athletic endeavors.

In a recent podcast episode of “Merchants of Change,” hosted by Jay Auerbach, Abrams delved into his illustrious basketball career, highlighting significant milestones such as winning the Mr. Basketball title in New York and achieving success in collegiate basketball with Boston College in the Big East.

What sets Abrams apart is not only his on-court achievements but also his commitment to teamwork and leadership. Reflecting on his playing days, Abrams emphasizes the importance of being a reliable teammate and cultivating a winning mentality both on and off the court.

Upon transitioning to the professional realm, Abrams faced the challenge of charting a new course. Undeterred by setbacks, he leveraged his resilience and work ethic to thrive in the corporate landscape. Drawing parallels between athletics and business, Abrams underscores the significance of discipline, adaptability, and a growth mindset.

Recognizing the need to support fellow athletes in their career transitions, Abrams co-founded Diverse Athlete Placement. This innovative initiative aims to empower student-athletes with essential career readiness skills, including resume writing, LinkedIn preparation, and professional networking.

The partnership between DAP and Shift Group signifies a pivotal step towards bridging the gap between athletic prowess and professional success. Together, they offer a comprehensive approach to career development, encompassing online curriculum, speaking engagements, and professional network training.

For aspiring athletes contemplating their post-collegiate journey, Abrams offers sage advice rooted in his own experiences. He emphasizes the importance of leveraging resources, networking, and maintaining a resilient mindset in the face of adversity.
In essence, Abrams’ journey epitomizes the transformative power of sports, transcending athletic achievement to redefine success in the corporate arena. Through his entrepreneurial endeavors and commitment to empowering fellow athletes, Abrams continues to inspire a new generation of professionals to reach for greatness beyond the confines of the playing field.

Episode 1: Keenan | Experience Over Expertise

Bhupendra Rathod on March 28, 2024

Episode 1: Keenan | Experience Over Expertise

March 28, 2024

In the world of sales, some names stand out for their remarkable contributions and insights. One such name is Keenan. Born and raised in Massachusetts, Keenan’s journey from being an athlete to becoming a leading figure in sales is nothing short of inspiring.

Keenan’s story begins with a passion for sports, which shaped his early years. He excelled in various sports, from football to basketball, displaying a natural athleticism that would later translate into his sales career. Little did he know that his journey would take him from the sports field to the forefront of modern sales techniques.

As fate would have it, Keenan found himself drawn to the world of sales. With a keen understanding of the importance of connecting with people and understanding their needs, he quickly rose through the ranks. His early success in selling chamber memberships paved the way for larger opportunities in the IT consulting industry.

It was during his time in the IT sector that Keenan’s entrepreneurial spirit truly began to shine. He navigated through the challenges of a rapidly evolving industry, adapting his approach to meet the demands of the market. With each new role came valuable lessons and experiences that would shape his future endeavors.

However, it wasn’t until Keenan ventured into the world of blogging that he discovered his true calling. What started as a way to build an audience and network soon evolved into something much greater. Keenan’s insightful posts on sales strategies and personal development resonated with thousands, earning him a reputation as a thought leader in the field.

Driven by his passion for helping others succeed, Keenan embarked on a new chapter in his career: writing. His book, “Not Taught,” struck a chord with readers, offering practical advice for navigating the complexities of the modern world. From building a personal brand to embracing change, Keenan’s insights continue to inspire readers worldwide.

Today, Keenan’s journey serves as a testament to the power of resilience and determination. From his humble beginnings as an athlete to his current status as a leading entrepreneur and author, Keenan’s story reminds us that success is not always a straight path. It’s the willingness to adapt, learn, and grow that ultimately paves the way to greatness.

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Episode 10: Ryan Feely | Accountability & Extreme Ownership

Bhupendra Rathod on March 14, 2024

Episode 10: Ryan Feely | Accountability & Extreme Ownership

March 14, 2024

In the fast-paced world of sales, success isn’t just about closing deals—it’s about the journey, the mindset, and the relentless pursuit of excellence. In a recent episode of the podcast Merchants of Change, Ryan Feeley, Director of Sales at Seamless Thought, shares his inspiring story of transitioning from a college athlete to a sales leader.

Ryan’s journey began on the football fields of Florida State University, where he played Division One football. But it wasn’t just his athletic prowess that defined him—it was his work ethic, determination, and willingness to outwork everyone else. From his humble beginnings as a walk-on kicker to becoming a key player on the team, Ryan’s story is a testament to the power of hard work and perseverance.

But Ryan’s journey didn’t end on the football field. After graduating from college, he found himself at a crossroads, unsure of what path to take. It was a chance encounter with a sales program at Florida State that changed everything. Inspired by the opportunity to learn new skills and challenge himself, Ryan dove headfirst into the world of sales.

The sales program at Florida State provided Ryan with the tools and training he needed to succeed in the competitive world of sales. From cold calling to email outreach, Ryan honed his skills and proved himself to be a top performer. But it wasn’t just about hitting quotas—it was about building relationships, understanding customer needs, and delivering value.

As Ryan’s career progressed, he continued to push himself to new heights. From SDR to AP to director, Ryan climbed the ranks at Seamless Thought, driven by his passion for sales and his unwavering commitment to excellence. But perhaps more importantly, Ryan never forgot where he came from. He remained humble, grateful for the opportunities he had been given, and eager to pay it forward to the next generation of sales professionals.

Ryan’s story is a powerful reminder that success isn’t just about talent—it’s about hard work, determination, and the willingness to seize opportunities when they arise. Whether you’re a college athlete, a military veteran, or someone looking to make a career change, Ryan’s story serves as a source of inspiration and motivation. So go ahead, chase your dreams, and unlock your full potential. Success is waiting for those who are willing to work for it.

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Episode 9: Nate Freeberg | The Power of Coachability

Bhupendra Rathod on March 7, 2024

Episode 9: Nate Freeberg | The Power of Coachability

March 7, 2024

In a rapidly changing world, adaptability is the name of the game. As the landscape shifts, those who cling too tightly to the old ways risk being left behind. This sentiment rings true not only in the realm of sports but also in the dynamic world of sales. In a recent episode of the “Merchants of Change” podcast, Nate Freeberg, a seasoned sales manager at 280 Group, shared insights gleaned from his journey from D-1 soccer player to outbound sales manager.

Freeberg emphasizes the importance of coachability in navigating the evolving sales landscape. Drawing parallels between his sports background and his career in sales, he highlights the need to continuously challenge one’s own thinking and embrace new strategies. As the podcast delves into Freeberg’s transition from athlete to sales professional, his passion for coaching emerges as a driving force behind his desire to lead and mentor others.

Reflecting on his coaching experiences both on and off the field, Freeberg underscores the value of supporting and empowering team members. He emphasizes the significance of product-market fit and the role of effective leadership in fostering a culture of success. For Freeberg, leadership is not just about steering the ship but also about rolling up one’s sleeves and leading by example.

In the ever-evolving landscape of sales, Freeberg advocates for a targeted and strategic approach to outbound prospecting. He stresses the importance of specificity in outreach efforts, citing the need to move away from a spray-and-pray mentality. With email restrictions tightening, precision and relevance are paramount in driving meaningful engagement.

As Freeberg transitions into a leadership role, he remains committed to building a team-based atmosphere rooted in celebration and support. He believes in the power of acknowledging both small victories and major milestones, fostering a culture where every team member feels valued and empowered to succeed.
In conclusion, Freeberg’s journey from athlete to sales leader offers valuable lessons in adaptability, coachability, and the importance of fostering a culture of success. As the sales landscape continues to evolve, embracing change and empowering team members will be crucial in navigating the challenges and opportunities that lie ahead.

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