About The Guest: Jay Baer is a renowned keynote speaker, author, and entrepreneur. He has written several books and has built and sold multiple multimillion-dollar businesses. With over 30 years of experience in the digital industry, Jay is an expert in business growth, marketing, and customer experience. He is also a tequila influencer and co-owner of the tequila brand Wild Common. Summary: Jay Baer discusses the importance of speed and responsiveness in business, emphasizing the need for...

Morgan J. Ingram is a renowned sales leader, speaker, and podcaster. He is the founder of JBarrows Sales Training and the host of The SDR Chronicles podcast. Morgan is known for his expertise in sales and personal branding, and he is passionate about helping others break through the noise and negativity to live their best lives. Morgan emphasizes the importance of personal branding in creating a strong presence in the marketplace and differentiating oneself from others. Morgan highlights the...

Bryan Williams, founder of Hockey Stick Advisors, shares his insights on building successful partnerships.  He emphasizes the importance of building trust, remaining authentic, and helping partners win.  Bryan also discusses the value of working within app marketplaces and large ecosystems, and how to stand out and build strong relationships within those ecosystems.  He highlights the growing tech scene in Australia and the opportunities it presents for businesses. **Key Takeaways:** -...

Justin Zimmerman joins the show to share his insights on building a community and the importance of authenticity.  He emphasizes the power of small, consistent actions and the value of personal connections. Justin also discusses the future of sales and the role of influencers in the industry.  He talks about his journey of building his own business and the lessons he has learned along the way. Justin also introduces a tool he has developed called "hand raised" that helps capture event...

Matt Quirie joins Sam and Jason Yarborough to share his insights on building strong relationships, maintaining a positive company culture, and the importance of effective communication.  He emphasizes the need for mutual respect, active listening, and trust in all relationships. Matt also discusses the impact of implementing a "no assholes" policy at ROI DNA and how it has positively influenced their company culture.  He advises establishing successful partnerships based on trust, value,...

Grayson Hogard, founder of Grove Cookie Company, joins Sam and Jason to share his journey of starting a cookie business and building partnerships in the B2B space.  He emphasizes the value of building relationships and how cookies can enhance the gifting experience.  Grayson discusses the impact of partnerships with platforms like Postal and Sendoso, and the importance of maintaining authenticity while scaling his business. He also talks about his joy and passion for his work and how...

Sam and Jason Yarborough discuss the importance of values and storytelling with Priya Sam, a storytelling expert and solutions engineer at Slack. They explore the role of core values in shaping one's narrative and the impact of personal stories on building confidence and trust. Priya shares her journey from journalism to tech and how she helps individuals and companies craft their narratives. They also discuss the power of networking and mutual benefits in career growth and the importance of...

Cody Sunkel, co-founder of Partner Fleet, joins Sam and Jason to discuss the value of ecosystem marketplaces and the challenges of building one. He emphasizes the importance of creating a lovable product that solves a big problem and provides a seamless user experience.  Cody also highlights the role of partnerships in driving value and how marketplaces can be integrated into marketing and sales strategies. He shares his personal journey from the fitness world to the tech industry and the...

After surviving a near-death experience in his twenties and overcoming his opioid addiction, Scott Leese stopped caring about what other people thought of him. Instead, he went after what he wanted in life with gusto.   Scott Leese is a master at building trust and relationships. Scott says the market has changed. No one takes cold calls anymore.  Scott tells us how to navigate our new sales environment by building relationships, community, and trust.  He also shares tips on work-life...

Relationships Matter: Whether it's within your own organization or with external partners, maintaining strong relationships is the holy grail to success. Justin Gray points out that threading relationships across the entire organization is key to building a successful org. If you want to be effective, you need to master curiosity and communication. Justin highlights that there aren’t many sales and service partnerships available, which presents a huge opportunity for those who can navigate...

How can partner teams and marketing teams work together to genuinely influence hearts and minds? Blake Williams, CEO of Ampfactor, joins us to dive into account-based Marketing (ABM). Instead of the spray-and-pray approach that many marketers take, Blake advocates for a sniper-like targeted approach. You can gain trust and drive results by surrounding your prospects with targeted messages and influencers. Blake also shares how he manages multiple companies while raising four girls. Sam,...

How do you scale partnerships to play with the big players like Salesforce?  Jill Dignan takes us on a journey through the successes she’s had driving traffic through channel relationships. She shares insights on the importance of leading with empathy in partnerships.  Join us as we dive deep into the intricacies of building meaningful relationships, overcoming challenges with partners and pricing, and the value of mentorship in a challenging work environment.  Highlights: 00:43 Dreamforce...

How do you prioritize relationships when revenue is so important? Vaughn Mordecai of Mindmatrix says it’s a paradox. If you focus only on revenue, you won’t have any. Vaughn shares a story about stepping in and mending a relationship that was about to go south—it ended up gaining him a huge boost in his job title. When you prioritize relationships, focus on authenticity, and solve customer problems, you end up making more money. Join Sam and Jason Yarborough as they talk with Vaughn about...

It's conference season! This is our FIRST "short" and we're diving in with our first repeat guest - Mike Davis, CRO or Invisory!  In this episode, we talk with Mike (an expert Dreamforce attendee) on how to get the most out of your time on the ground at Salesforce's biggest conference of the year. While we are talking Dreamforce, the tips shared can and should absolutely be used for all conferences!  P.S. We just dropped the news on the largest event in partnerships history is BACK… and...

Sam and Yarby switch it up a bit this episode! On this episode, Yarby interviews Sam, asking all the hard-hitting questions. Sam is the SVP of Partnerships at PFL.com, working in the Salesforce ecosystem. Sam dives into what it was like when she first started working in partnerships, partner marketing, and using a crawl, walk, run approach. Sam and Yarby also discuss their marriage and family and Sam’s recent decision to start doing yoga, which has helped her feel more like herself. P.S. We...

Adrienne Coburn, Director, Global Partner Programs at Oyster, joins the show to discuss her approach to professional relationships, understanding your own strengths, and balancing work and life. Adrienne gets specific about a team building experience that helped her understand what she uniquely brings to the table (hint: it involved a jungle gym.) She discusses how her time working in partnerships at Shopify influences her current approach to partnerships. P.S. We just dropped the news on the...

Sangram Vajre, CEO at GTM Partners, shares his experiences being an entrepreneur, husband and father. He gets vulnerable about struggles he’s had along the way and gives valuable insights to those looking to set appropriate boundaries and expectations around their work. Sangram shares his views on partnerships and GTM strategies. At the core of his perspective, he emphasizes the importance of trust in creating strong relationships.  P.S. We just dropped the news on the largest event in...

Charles Crnoevich, SVP of Business Development and Partnerships at Bombora, joins the show to discuss his partnerships career. From conversations with customers to starting with empathy, Charles shares his perspective based on nearly 9 years at Bombora. Charles, Sam, and Yarby dive into OEM resale relationships, the importance of community, and understanding how to execute proper partner motions. Charles emphasizes the importance of honesty when trying out new ideas and building internal and...

Chris Samila, Co-Founder and Chief Partner Officer at Partnership Leaders, joins the show to discuss his perspective on partnerships, what he’s learned running Partnership Leaders, and advice for partnership professionals looking to grow their careers. He shares tips for creating a great partner experience, which can increase the surface area through which you can create value for partners and customers. He recommends sales training resources that he’s found useful in his partnerships career. 

Cory Snyder, VP of Partnerships at Sendoso, joins the show to talk sales, partnerships, balancing work and life, and showing up for the people you care about. He reveals how he got his start in partnerships and what he’s seen change over the course of his career. On the work life balance side of things, he unpacks how difficult it can be for men to be vulnerable and truly open up about what’s bothering them. Cory discusses everything from what he looks for in companies he’s interviewing with...

Mason Cosby, Director of Demand Generation at Sales Assembly, joins the show to discuss his mindset when it comes to building business relationships as a marketer. He shares his strategy for content creation and what motivates him in his career. He emphasizes the importance of being authentic throughout everything that you do.

Mike Stocker, VP of Partnerships at CallRail, joins the show to discuss securing internal buy-in, nearbound efforts, the importance of having a mission statement for the partnerships department, and more. He shares about his recent lay-off, and his networking efforts that led to a new job that was a great fit for him. He also gives advice for those seeking mentorship, including details about how to prepare for meetings with mentors.

Michelle Ragusa-McBain, Vice President of North American Channels, and Jay McBain, Chief Analyst at Canalys, join the show to discuss how they build relationships, whether that be at work or in a personal setting. They share how they set goals in their marriage, whether that be surrounding family, travel, or business. They also divulge strategies for narrowing your focus and showing up as your full self everyday.

Rob Rebholz, CEO of Superglue, joins the show to discuss his background in partnerships, how Superglue can help you focus on the tasks that matter as a partner manager, and scaling partnership efforts with consistency and focus. Rob speaks to how AI can be leveraged in partner roles. Rob, Sam, and Yarby geek out over their shared experience in direct mail.

Mike Davis, CRO at InVisory, discusses his experiences partnering in the Salesforce ecosystem and learning how to build key relationships. Mike emphasizes the importance of gathering data around your partnerships motions. Mike talks about working with ISV’s, refining a better together story, and when to engage with sales engineers, AE’s, and other roles at Salesforce in various situations.