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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Episode 8: When Preparation Meets Opportunity | Katie Grimm

Bhupendra Rathod on February 29, 2024

Episode 8: When Preparation Meets Opportunity | Katie Grimm

February 29, 2024

Katie Grim’s Journey from Lacrosse to Sales

In a recent episode of our podcast, we sat down with Katie Grim to explore her journey from collegiate lacrosse player to successful sales professional. Katie’s story offers valuable insights for athletes and veterans considering or beginning their careers in sales.

Transitioning from Sports to Sales

Katie’s athletic career was defined by her competitive spirit and strong relationships with her teammates. This competitive nature stayed with her after college, helping her transition into the sales industry. Despite initial aspirations of becoming a sports agent, Katie discovered sales through friends working in the field and realized her competitive and social nature made it a perfect fit.

The Reality of Sales

Katie highlighted a common misconception about sales: the idea that it involves high-pressure tactics and pushing products. Instead, she emphasized that modern sales are about understanding and solving customer problems. This approach requires active listening, empathy, and the ability to relate product benefits to customer needs. The key to successful sales is helping customers realize how a product can improve their situation.

Coachability and Resilience

Katie shared her experiences in sales development and coaching. She emphasized the importance of being coachable and able to apply feedback. This is particularly crucial in sales, where rejection is common, and resilience is essential. Katie noted that athletes often possess a natural ability to handle rejection and bounce back, which is a valuable trait in sales.

Choosing the Right Sales Role

When advising seniors or anyone considering a sales career, Katie stressed the importance of self-awareness. Understanding one’s strengths, preferences, and career goals is crucial in selecting the right sales role. She also recommended finding companies with strong onboarding programs and supportive leadership, as these factors can significantly impact early career success.

Medtech Sales

Katie’s current role is in the medtech industry, where she helps medical device sales reps identify potential customers using data and AI. This sector offers a unique challenge and requires a deep understanding of the medical field, making it a rewarding path for those interested in healthcare and technology.

Advice for Aspiring Sales Professionals

Katie’s advice for those considering a sales career is to embrace the control and potential for success that sales offers. The harder you work, the more you can achieve. She also highlighted the fun and variety in sales, from interacting with different people to the satisfaction of closing deals.

Being Dialed In

For Katie, being “dialed in” means where preparation meets opportunity. It’s about doing the necessary groundwork and maximizing every chance to succeed. This approach, she believes, is essential for any sales professional aiming to excel.

Katie Grim’s journey from lacrosse to sales is a testament to how the skills and mindset developed in sports can translate into a successful sales career. Her insights offer valuable guidance for anyone transitioning into the sales field.

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Episode 7: If Sales Was Easy Everyone Would Do it | Ryan Spicer

Bhupendra Rathod on February 22, 2024

Episode 7: If Sales Was Easy Everyone Would Do it | Ryan Spicer

February 22, 2024

From Soccer to Sales: Insights from Ryan Spicer’s Journey

In our latest podcast episode, we had the pleasure of speaking with Ryan Spicer, a former professional soccer player and current sales leader. Ryan shared his journey from the soccer field to the sales floor, offering valuable insights for those considering a career in sales.

Transitioning from Sports to Sales

Ryan’s athletic career was marked by dedication, teamwork, and resilience. He recalled memorable moments from his soccer career, including a high-stakes game in college that went into multiple overtimes and penalty kicks. However, it was the daily training and camaraderie with his teammates that he cherished most. These experiences laid a strong foundation for his transition into the business world.

Facing the Sales Stigma

Ryan admitted that he initially had reservations about entering the sales industry. Like many, he had preconceived notions about sales being pushy and dishonest. However, a mentor who had followed a similar path encouraged him to explore the field. This mentor’s guidance, coupled with Ryan’s curiosity and willingness to learn, helped him overcome his hesitation.

Learning the Ropes

Ryan’s first sales role was at Viacom, where he quickly realized the importance of having a beginner’s mindset. He approached his job with humility, eager to absorb as much knowledge as possible. His curiosity and drive to understand the business from the ground up were crucial to his early success.

The Role of Creativity in Sales

Ryan emphasized that sales, especially in the media industry, involves much more than just closing deals. It requires creativity and strategic thinking to integrate brands into the consumer experience effectively. This aspect of sales kept Ryan engaged and motivated, as it allowed him to continuously develop and propose innovative solutions to clients.

Resilience and Adaptability

A key takeaway from Ryan’s journey is the importance of resilience and adaptability in sales. He shared how dealing with rejection and setbacks is part of the job. However, the ability to bounce back and keep pushing forward is what ultimately leads to success. This mindset, honed through years of competitive sports, has been invaluable in his sales career.

Advice for Aspiring Sales Professionals

For those considering a sales career, Ryan offers practical advice:

Understand Your Motivation: Reflect on why you want to enter sales and what qualities you seek in a job. This self-awareness will help you find a role that aligns with your goals and interests.
Seek the Right Environment: Look for companies that foster collaboration, provide opportunities for growth, and support their employees. Ask about the company culture and speak with potential colleagues to get a sense of the work environment.
Embrace Learning and Feedback: Approach your career with a willingness to learn and seek out feedback. Continuous improvement and skill development are essential in sales.
Be Prepared for Challenges: Recognize that sales is not easy and requires a high level of commitment and perseverance. Being prepared to face and overcome obstacles is crucial for long-term success.

Being Dialed In

To Ryan, being “dialed in” means having a clear understanding of your role, being committed to achieving your goals, and remaining resilient in the face of challenges. It’s about knowing what’s expected of you, striving for excellence, and not giving up when things get tough.

Ryan Spicer’s journey from soccer to sales is a testament to how the skills and mindset developed in sports can translate into a successful sales career. His story serves as an inspiration for athletes and veterans considering this path, highlighting the importance of dedication, adaptability, and a continuous drive to learn and grow.

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Episode 6: A Relentless Sales Mindset | Kevin Reed Jr

Bhupendra Rathod on February 15, 2024

Episode 6: A Relentless Sales Mindset | Kevin Reed Jr

February 15, 2024

Kevin Reed Jr.: From Gridiron to Sales Success

In a recent episode of Merchants of Change, host JR welcomed Kevin Reed Jr., a former football player who successfully transitioned into a sales career. Kevin’s journey from the field to the office offers valuable lessons for athletes considering a similar path.

From Football Dreams to Real-World Realities

Kevin’s athletic career started with a significant milestone: receiving a scholarship offer after three years in junior college. This moment was a turning point for him, eventually leading him to play at Southern Illinois University. Kevin’s journey didn’t stop there. He experienced the fast-paced world of the CFL and even ventured into professional sports in Australia, playing both American football and rugby.

Transitioning to Sales

After returning to the U.S., Kevin’s career shift began at Apple Retail, where he honed skills in open-ended questions, objection handling, and lead qualification. This retail experience served as a solid foundation for his leap into software sales. Kevin joined SignalAI as an SDR, where his athletic background and Apple training set him apart.

Overcoming Initial Challenges

Kevin’s first cold call experience was daunting. He shared a memorable story of hanging up in panic when a high-profile prospect answered. Despite this rocky start, he emphasized the importance of practice and repetition, drawing parallels to his sports training. “Practice makes perfect,” he noted, highlighting how the persistence learned in sports translated to his sales career.

Building a Routine and Embracing Mentorship

Kevin underscored the importance of having a structured routine, similar to an athlete’s training schedule. Planning his day the night before and blocking out specific times for tasks helped him stay organized and focused. He also stressed the value of mentorship, advising new sales professionals to seek leaders they admire and can learn from, as these relationships can significantly impact their growth.

Connecting Sports and Sales

Kevin believes that the competitive nature and resilience developed in sports are crucial for success in sales. He advised athletes transitioning to sales to leverage their drive and dedication. “Going after someone for months and booking a call can be just as rewarding as achieving a sports milestone,” he said. This competitive edge, coupled with the ability to handle rejection and persist, makes athletes well-suited for sales roles.

Advice for New Sales Professionals

For those considering a career in sales, Kevin’s advice is clear:

Seek Strong Leadership: Choose a company with mentors who exhibit leadership qualities and can provide guidance.

Develop a Routine: Plan your days meticulously to maximize productivity and stay on track.

Embrace Relentlessness: Be relentless in your pursuit of goals. The effort and persistence will pay off.

Dialed In: The Key to Sales Success

Kevin defined being “dialed in” as maintaining maximum effort at all times, being relentless in pursuit of goals, and staying focused on meaningful tasks. This mindset, he believes, is essential for excelling in sales and achieving long-term success.

Kevin Reed Jr.’s journey from the gridiron to the sales floor exemplifies how the skills and mindset developed in sports can translate into a successful sales career. His story is a testament to the power of resilience, practice, and the relentless pursuit of excellence.

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Episode 5: Its All About the Customer | Matt Barr

Bhupendra Rathod on February 8, 2024

Episode 5: Its All About the Customer | Matt Barr

February 8, 2024

From the Court to the Cold Call: Matt Barr’s Journey from Basketball to Sales

In a recent episode of Merchants of Change, host JR Butler welcomed Matt Barr, a former basketball player turned sales professional. Matt’s journey from the basketball court to a successful career in sales offers invaluable insights for aspiring salespeople, particularly those transitioning from sports.

Fond Memories and Lessons from Basketball

Matt began by reflecting on his basketball career, emphasizing the camaraderie and team spirit he experienced. “It’s the locker room, the long bus rides, the morning lifts,” he shared. These experiences instilled in him a sense of discipline and teamwork, which later proved crucial in his sales career. Matt fondly recalled the accountability system at Bentley, where players were graded on their performance in every game. This rigorous approach to improvement laid the foundation for his work ethic in sales.

Transitioning to Sales: From Rwanda to SaaS

After college, Matt took an unconventional path by spending a year in Rwanda with a nonprofit organization, using basketball to promote health education. This experience broadened his perspective and reinforced his commitment to making a positive impact. Returning to the U.S., he began his sales career at Acquia, a software company in Boston. The skills he developed on the basketball court—resilience, strategic thinking, and teamwork—translated seamlessly into his new role.

The Importance of Mentorship and Passion

Matt highlighted a pivotal conversation with a mentor who advised him to find passion in building processes, developing relationships, and helping others grow. This advice reshaped his career trajectory, leading him to Breezeway, a startup where he could leverage his skills and passion for building teams and processes. Matt emphasized the importance of mentorship in sales, advising new sales professionals to seek leaders who offer substantial coaching and development.

Advice for Aspiring Sales Professionals

Matt’s advice to those considering a career in sales is straightforward: focus on culture, leadership, and growth. He stressed the importance of joining a company where you can receive robust coaching and mentorship, which is vital for early career development. “Find a leader who can provide you with the necessary guidance and support,” he advised.

Training New Sales Reps: The Breezeway Playbook

At Breezeway, Matt’s approach to onboarding new sales reps starts with instilling a deep understanding of the customer. He prioritizes teaching new hires about the clients’ needs and challenges before diving into product training. This customer-centric approach ensures that sales reps can speak the client’s language and build credibility from the outset.

What It Means to Be Dialed In

For Matt, being “dialed in” means bringing consistent energy, focus, and effort to every task, every day. He referred to this as “everyday ability,” a concept instilled in him during his basketball days at Bentley. Additionally, he emphasized the importance of an internal locus of control—focusing on what you can control and constantly seeking ways to improve.

Matt Barr’s journey from basketball to sales exemplifies how the skills and mindset developed in sports can lead to a successful career in sales. His story is a testament to the power of discipline, mentorship, and relentless effort in achieving professional success.

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