SDR Insider #6

The path to sales success is unique – both in the steps you take and how you define “success.”

For some people, success means being a top individual contributor. They’re born to be hunters, and they thrive in that role. They might define success as making as much money as possible.

For some people, success means leading others. They have what it takes to motivate and manage a team – not just themselves. They likely define success as moving up the corporate ladder.

But how do you know which path is right for you?

Kristie Jones, a seasoned sales leader and author, offers advice on how to identify and embrace the right path for you. By realizing your “sales superpower” and leaning into what you define as success, Kristie believes that anyone with the right mindset can succeed in sales.

Join us as Kristie Jones, a seasoned sales leader and author, shares her insightful journey from her entrepreneurial family background to her dynamic career in sales. Drawing parallels between waiting tables and sales roles, Kristie offers invaluable advice on navigating the sales industry, emphasizing the importance of foundational experiences, and making proactive career choices.

Bonus: Don’t pass up her offer to download her workbook on identifying your top skills and traits as a salesperson. You can grab it here!

More About Kristie

Kristie, the author of “Selling Your Way IN”, is a speaker, coach, and sales process consultant. Companies hire Kristie to elevate their sales organization because most sales leaders and professionals are discouraged and frustrated about anemic pipelines, low close rates, and missed targets.

Kristie’s willingness to get her hands dirty and her “take no prisoners” approach when helping companies drive more revenue from their Sales and Customer Success teams is what makes her so valuable to her clients. Her mission is helping companies find top talent as well as creating a sales accountability culture to ensure revenue growth.

Kristie is passionate about coaching sales teams to leverage their superpowers to reach their full potential, and she wants representatives and sales leaders to identify and embody the practices and characteristics of Top Ten Percent achievers.

Connect With Kristie On:

• LinkedIn
• YouTube
• Instagram
• X
• Pre-Order Her Book

Key Takeaways

If you’ve ever wondered how your past experiences might shape your future career, Kristie Jones’ story is one you won’t want to miss. With a background deeply rooted in an entrepreneurial family, Kristie has charted a unique path from waiting tables to becoming a formidable sales leader and author. Her journey inspires and offers actionable insights for anyone looking to break into or advance in their sales role.

From Restaurants to Retail: Building a Foundation in Sales

Kristie’s journey began in the bustling world of restaurants and retail – environments where she developed a knack for negotiation, customer service, and analytics. She draws parallels between waiting tables and sales roles, showing how the fast-paced, customer-focused atmosphere of the restaurant industry can be a surprising (yet excellent) training ground for future sales professionals.

💡 Editor’s Note: Kristie’s path of service industry ➡️ SaaS sales isn’t all that uncommon. demandDrive has its fair share of former teachers, waiters, and hotel staff who have succeeded as SDRs – and we’re not alone. Anyone can succeed in sales, it just takes the right mindset (something Kristie touches on later in the episode).

Thriving in SaaS and Starting Her Own Venture

Transitioning from retail to the tech world, Kristie honed her skills in the competitive SaaS sector. She has a particular affinity for smaller, founder-led companies where innovation and agility are paramount. This experience ultimately led her to launch her own business aimed at supporting early-stage B2B SaaS sellers. Her entrepreneurial spirit and comprehensive industry knowledge have made her a trusted advisor and mentor.

Your Sales Superpower

A consistent theme throughout the episode, Kristie talks about how to truly thrive in a sales role you need to identify your unique “superpower” – the thing you do better than all of the other salespeople you know. And more than just knowing what you do better, it’s honing that skill and committing to keep building it over the course of your career.

Knowing what you excel at won’t just serve you in your current role, but it will lay the foundation for how you approach all of your future roles and sales opportunities.

💡 Editor’s Note: Kristie has developed a workbook on how to identify your top skills and traits as a salesperson, and she’s graciously offering it for free to all listeners of this podcast! Head to her website here to snag a copy for yourself, and start figuring out your sales superpower!

“Selling Your Way In”: A Must-Read for Aspiring Sales Professionals

Kristie’s upcoming book, “Selling Your Way In,” is a treasure trove of advice for anyone looking to navigate the current sales landscape. The book is designed to help individuals select the right sales role and industry, stressing the importance of making proactive career choices and focusing on personal development.

💡 Editor’s Note: I really liked the way Kristie talked about making proactive career choices. I’ve seen dozens of SDRs make lateral moves in the pursuit of a higher payday, but they’re often reactive – a recruiter reaches out promising more pay/benefits/upward mobility. And those promises don’t always pan out. Taking a proactive mindset here allows you to identify and apply for a role that suits your skills and aspirations – and usually, this leads to a better long-term result.

One of the book’s core messages is the importance of aligning personal strengths with suitable sales roles. Kristie emphasizes self-reflection and feedback as critical tools for understanding and leveraging one’s unique capabilities. Her guidance is particularly valuable for women in sales, as she discusses the significance of female mentors, generational differences, and the necessity of proactive mentorship and self-advocacy.

Building a Sustainable Career

Beyond just landing the right role, Kristie underscores the importance of staying in a job long enough to gain substantial experience, network effectively, and build strong professional relationships. She also highlights the critical need for self-care and personal development as foundational elements for long-term career success.

💡 Editor’s Note: Continuing the above – if you want to make your next move the right one, having a breadth of experience to lean on will make a huge difference. Instead of chasing a slightly higher salary in a lateral move, staying in your current role to build up skills, experience, and a network will lead to a much higher pay bump in the future. This all depends on your current financial situation – when you’re ready to make a big jump you have to start thinking long-term.

Final Thoughts

Kristie Jones’ story and insights offer a compelling roadmap for anyone looking to thrive in the sales industry. Her blend of practical advice, personal anecdotes, and professional wisdom makes “Selling Your Way In” an essential read for aspiring sales professionals. Whether you’re just starting or looking to pivot within the industry, Kristie’s experiences and guidance can help you navigate your career path with confidence and purpose.

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Sales Rep new or old, we hope you found this episode and post helpful. We’re looking forward to sharing more insights from top performers through the SDR Insider, a new initiative from demandDrive.

If you are interested in being included in a future episode or have an idea for a conversation, feel free to reach out to our marketing team at marketing@demanddrive.com.