All posts filed under: Deep Dive

Modern Performance Deep Dive: Mike Haylon, VP of Sales at Care Message, Discusses Smart Goal Setting, Key Metrics, Candid Feedback and More

Modern Performance Deep Dive: Mike Haylon, VP of Sales at Care Message, Discusses Smart Goal Setting, Key Metrics, Candid Feedback and More Mike Haylon (LinkedIn, Twitter) chalks his sales career up to equal parts intent and fate. Growing up, his father had always encouraged him towards selling. In college, Mike participated in cold-calling efforts to raise money for his school’s endowment. He demonstrated his intent by taking the script, throwing it out the window and rewording it in a way that he felt would be more compelling. He had discovered that how you frame a pitch deeply impacts people’s interest in buying. But his real-world sales career would be kicked off by fate. He applied for and accepted his first sales job at cloud platform OpenAir largely because the company’s founder was also an alumnus of Holy Cross. That led to several years with the company, including after its acquisition by Netsuite, where he grew into roles of increasing responsibility. But Haylon wanted to be in a high-growth company with a focus on social impact. …

Modern Performance Deep Dive: Bridget Gleason, VP of Worldwide Sales at Logz.io

Modern Performance Deep Dive: Bridget Gleason, VP of Worldwide Sales at Logz.io Bridget Gleason (LinkedIn, Twitter) grew up a witness to the value of swimming against the tide. Along with five sisters and an older brother, she first experienced the concept of calculated risk by watching her father become a serial entrepreneur at a time when funding was hard to come by, and venture capital meant a trip to the bank. After a decidedly traditional start at Xerox, Wang Laboratories, and Hewlett-Packard, Bridget found herself taking a calculated risk of her own. Wanting to control her own schedule and spend more time with her young children, she opted to start her own company. Suddenly she was hiring and managing other people, something she’d never done before. This comfort level with risk and entrepreneurship led her to sales management and ultimately to be the VP of Worldwide Sales at Logz.io. In this interview, we discuss what she’s learned over a noteworthy career, including topics like the importance of internal dialogue, identifying roadblocks using metrics, and empowering …

Modern Performance Deep Dive: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL

Modern Performance Deep Dive: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL Over the past several years, Dhiraj Singh (Linkedin, Twitter) has seen the sales process from nearly all levels. Dhiraj experienced the perspective of a co-founder with OneCal, a social calendaring start-up.  Afterwards, he worked his way up from SDR to AE and eventually Head of Sales & Marketing Operations at his last company, TechValidate. Dhiraj now serves as Inside Sales and Operations Manager at a top operational data warehouse MemSQL. There he uses his experience to manage a team of SDRs and account executives. Dhiraj has considerable amounts of experience running efficient teams and scaling them quickly.  In this interview, Dhiraj reveals some of the wisdom he has gleaned throughout his career.  On hiring, Dhiraj addresses how to determine a candidate’s prospecting ability during the interview and how to hire those capable of managing ambiguous situations. Singh shares his perspective of onboarding as a full team endeavor and on key onboarding benchmarks. From communication and culture, to goal setting and feedback, Dhiraj shares many …