Emily Chang’s book “Brotopia” looks at how Silicon Valley and the tech industry became so bro-centric and how it continues to permeate the culture. 

Many SDR and Sales cultures are no different. Walk around any Sales floor. 

With their podcast and work on this topic, Kasey Jones and Ashleigh Early have endeavored to call out the elephant in the room and get leaders to start thinking about to make their culture more reflective of reality today. And thus, more successful. 

In this interview we go into why they started this movement, what can Sales Dev leaders learn from encouraging different voices, and what’s next for Brotopia!

Dive in here! 

The Other Side of Sales Podcast –> https://open.spotify.com/show/2K70lj0G8OlM6SfMgB1cVJBig thanks to @Darryl Praill of @VanillaSoft for support of the podcast! Check out their new Sales Engagement solutions here… https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/

#SDR #BDR #salesdevelopmentrep #salesdevelopment


Notable Quotes: 

            “When you don’t have an example of somebody else doing something, you’re a little less
                        likely to do it yourself.”

                                                            – Kasey Jones

“Don’t toot your own horn. Toot somebody else’s.”

                                                            – Kasey Jones

 “When all you see as a representation that doesn’t look like you, it just inherently sends a
                        message that you are not needed.”

                                                            – Ashleigh Early

“As salespeople, we are trained to present a perfect front at all times, especially as sales
                        trainers… We’re trained to show the perfection, but we’re not really trained with
                        how to handle the imperfection.”

                                                            – Ashleigh Early

           Brief Summary

            Sales isn’t always just meeting setting meetings and meeting quotas. There’s the culture, the demographics, and everything else that salespeople rarely talk about. Coming on to the show today are Kasey Jones and Ashleigh Early to address the elephant in the room—the Other Side of Sales.

Today’s Guest: Kasey Jones and Ashleigh Early

                         Kasey Jones started in sales before moving on to become a growth coach and focus on personal branding on the company she started, A Better Jones. Ashleigh Early has a hefty tech sales background and became the architect behind Vendition’s apprenticeship program.

                        Both of them having seen the severe lack of diversity in the sales development and thought leadership spaces, they decided to start talking about it along with everything else that people in sales struggle to talk about, hence the birth of their podcast, The Other Side of Sales.

The episode touches on the following key topics and ideas: 

  • Check out VanillaSoft (00:00)
  • The Tenbound Sales Development Conference 2020 (00:18)
  • David introduces the episode’s guests, Kasey Jones and Ashleigh Early (01:06)
  • The Other Side of Sales podcast and why Kasey and Ashleigh started it (02:08)
  • Why Kasey and Ashleigh think there’s a lack of diversity in podcast and sales though leaders (04:20)
    • Celebrate a wide diversity of voices in the sales development space (06:43)
  • Salespeople are trained to project perfection (09:03)
    • People in sales aren’t trained to handle imperfection (09:54)
  • The difference between women and men when looking at job descriptions (11:18)
  • Building your brand as a person versus branding yourself based on the company you work for (11:57)
  • The intersection between your audience, the product you sell, and your personal passion and interest (14:38)
  • Values, passions, and the realities of life (16:05)
  • The hardest version of sales is door to door and soliciting donations (18:48)
  • What to do if you want to build your brand, get out there, and represent (21:32)
    • You don’t have a lot at stake, so just do it (22:08)
    • People want genuine, when you’re at your most you (23:55)
  • Be a storyteller, but don’t give anything that is traceable (25:55)
  • Don’t toot your own horn—making it about sharing knowledge (30:12)
  • Advice for people who want to start something but are not confident to do it (32:10)
    • A wider acceptance and celebration in a diversity of appearances (33:13)
  • You’re only making things better by putting yourself out there (34:20)
  • Do something that’s a little bit out of your comfort zone (36:00)
  • The pro about getting negative pushback on appearance: you easily filter out people you don’t want to work with (37:10)
  • Kasey’s creepy foot story (38:15)
  • Find your supporters to give you a bit more fuel to take that next leap (40:00)
  • Oversharing publicly so people can be reminded that they’re alone in their struggles (42:45)

List of Resources Mentioned in the Episode 

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