Excellence in Execution with Jarred Young, VP of Sales at Maropost

This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost.

In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it’s important to focus on execution, and how partnerships can be an effective sales channel.

Jarred is VP of Sales at Maropost, a global unified commerce platform that connects companies with their customers at every step of their journey. Prior to this, he held positions as VP of Sales at Terminus and Director of Sales at Formstack.

• Jarred Young on LinkedIn
• Maropost Website
• Ebsta Revenue Insights Newsletter  

Time Stamps:

• 01:59 – About Jarred Young and Maropost
• 04:45 – Sales as a process-driven science
• 06:48 – Maropost’s top performers
• 13:31 – Training reps to be consultants
• 16:40 – Maropost’s hiring criteria
• 17:55 – Building a scalable team
• 26:11 – Building profitable partnerships
• 28:55 – Executing excellence
• 35:50 – Overcoming objections
• 38:52 – Defining barbaric energy
• 40:32 – Where to find Jarred

Highlights:

Excellence in Execution

Executional excellence, i.e. how top performers sell most effectively, is ingrained into your sales team’s culture over time. However, it will be ingrained faster if a good strategy is set up. For Maropost, this involves reviewing calls and building game plans to police their approach to closing a target account.

Sales as Consultants

Maropost’s top-performing sales reps act like consultants. They listen to the pains of their customers and design solutions that are most relevant for them. This has now become part of their hiring criteria: they are no longer hiring for people who can conduct demos or run processes but for people who can teach their customers something new or open up their mind about their business.

The Value in a Partnerships Channel

To Jarred, the key to a successful partnership is to not take a selfish approach to them. If you only think about what’s in it for you or how it will generate more pipeline and sales, then it will not go well. Instead, you need to look at the key pain points that can be solved for the partner and what sort of partnership is going to be best for your company.

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