#161 How He Broke Into A $16.8B Valuation Payroll SaaS Company & Hit 238% Of Quota

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In this episode, Kenneth Morales breaks down how he landed a highly competitive role at a leading payroll SaaS company and went on to become a top performer.

We cover how he researched and targeted the company, stood out during the interview process, prepared for role plays, used networking strategically, and built the sales habits that helped him exceed quota. Kenneth also shares his approach to cold calling, using AI for account research, and getting access to senior decision-makers.

Timestamps

00:00 - Introduction

00:41 - How Kenneth Chose His Target Company

02:38 - How He Earned the Interview

09:55 - Breaking Down the Interview Process

12:01 - How to Stand Out in Interviews

20:16 - How to Close an Interview

26:54 - Preparing for Sales Role Plays

31:49 - Using AI to Improve Sales Performance

35:50 - The Cold Calling Strategy Behind His Success

41:33 - Getting Access to Decision Makers

47:07 - Kenneth’s Future Goals & Final Advice

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

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