Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Building High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles. They also discuss the need…
Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. …
Data-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQ
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at EvolutionIQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now…
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
Table of Contents
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.
Subscribe to the Revenue Insights Podcast:
Recommended Episodes:
- The Power of Partnerships with Willem Hendrickx, CRO of Vectra AI
- Bringing Authenticity Back Into Sales with Stephen Thomas, CRO of Asigra
- Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary
- A People-First Approach to RevOps with Srujan Joshi of EventMobi