Week 9 by the Will Reed Fellows

As our time as Will Reed Fellows draws to a close, we are spending this week deliberately strengthening friendships and diving into questions about next steps. By the end of next week, we will be completing our last calls for The Portfolio, tidying our recruiting calendars, and learning from our last keynote speakers.

We are looking forward to what our futures hold. Thankfully, Will Reed is walking alongside us throughout this process. We could not be more thankful!

Those of us who have chosen to interview for a full-time role at Will Reed eagerly await our interviews this upcoming Monday. Several of us drank the technology sales kool-aid and are interviewing with some of our phenomenal clients. For the rest of us, Will Reed has enabled us to take the next step in advancing our career in other industries such as marketing, consulting, and public relations. This summer, Will Reed equipped us with career-long resources and encouraged us to be faithful to our passions.

Soon there will be eight empty chairs and two cleared out tables in Will Reed HQ… but we aren't out of here just yet! Until August 10th, you can catch us at our Uptown Dallas house eating Tiff's Treats, sitting in the Sunshine Nook building the final stages of The Portfolio, or continuing to provide the loudest laughter in the office. These Fellows aren't ready to say goodbye just yet!

Sunshine Nook | Will Reed Dallas

The Curriculum

Will May | Go Above and Beyond

VP of Worldwide Inside Sales, AppDynamics

After walking into the Will Reed office with AppDynamics gifts in hand, Will May painted a picture of his success story and readily answered our burning questions. He immediately recognized many of us from our visit to the AppD office a few weeks ago, quickly proving his impressive memory and how much he truly values people. It probably helps that he is an avid Will Reed Instagram “story watcher” too...

As the fourth person hired in the AppDynamics Dallas office, Will set the stage for the company’s culture by paving a way for excellence and going many extra miles. “The first three- to six-month period at any job is a matter of building your presence. First impressions matter.” Will suggested that at any job, avoid using PTO right off the bat. Show up early, stay late, and work hard. His personal key to success is to build strong habits: go to bed early, ask good questions, keep yourself organized, and write your priorities down. As Ben Franklin said, “Early to bed, early to rise, makes a man healthy, wealthy, and wise.”

Elise Balliro | “Figure out what works for you, and don’t apologize for it.”

Manager, Bain & Company 

Elise was the perfect person to spend our lunch hour with on Friday. As we look toward the future, we are wondering if we will find a company that will combine our passions with our everyday work, and Elise was able to give us some serious encouragement.

In her role at Bain, Elise has the privilege of working closely with the Inspirational Leadership Team, showing firsthand how imperative it is for a business to have inspired employees. Elise encouraged us to start paying attention to the the things that work for us, as well as the things that don’t. “You’re not going to figure yourself out tomorrow, but start listening to yourself today.”

Elise Balliro Will Reed

The Portfolio

Our summer project, The Portfolio, is a compilation of profiles of the top 100 college women nationwide who have demonstrated an interest in technology sales. Our vision was to introduce college women to the tech sales industry as they take their first steps into the workforce.

Nine weeks later, The Portfolio is officially complete! After sourcing over 600 qualified women, we interviewed and selected the final top 100. We coached the candidates on their resumes and LinkedIn profiles in order to ensure that everything is polished and professional. We are so excited for these women and this movement!

The Culture

Jennie Allen | “I always hire to my weakness. When I look around my office, I see a lot of people who are strong where I am weak.”

Author + Founder of the IF Gathering

This week, the office was buzzing with excitement as the well-known author, Jennie Allen, graced our office with a conversational Q&A. From big laughs to vulnerable conversations about fostering community within a company, Jennie shared her heart behind the empire of empowerment she has curated. Jennie spoke to how she builds teams to maximize her strengths (big ideas and dreams) and fill the gaps of her weaknesses (processes and details). As a leader, she has learned how to recognize when her team is overwhelmed and when she needs to tone down her role as the “Dreamer” and turn up her role as the “Cheerleader.”

Jennie Allen | Will Reed Women's Sales Fellowship

Final Fellow Goodbyes

Jami Albert | Will Reed Women's Sales Fellowship

Jami Albert

This picture describes my summer… While our office may be cold, I am always smiling because I love Will Reed, and Tiff’s Treats are never in short supply!

The headline of this summer would be… A Summer of Learning, Growth, and Full Immersion into a Growing Industry

Sales is… the art of providing a solution to a customer's problem by proving your product's or service's value.

Recruiting is… the process of finding, vetting, and supporting high-talent candidates into jobs that align with their strengths and values.

Looking back, I wish… I would have heard about technology sales earlier. This summer was my first look into the tech sales industry, and I have come to find how innovative and extremely valuable this industry is becoming.

The best thing about this summer… was immersion in a culture that helped me learn more than I could have imagined. The exposure that this internship offers is unbelievable in that I was able to experience multiple different industries, including recruiting, sales, PR, and marketing. By getting to work in each of these industries, I was able to grasp more of what a business as a whole needs to be successful, as well as learn more about how to operate successfully in a team.

My biggest takeaway… Professionalism and hard work are two key factors to make you stand out in the workplace. Anticipating needs, never presenting a problem without a proposed solution, and being fully prepared are just three out of the many components of professionalism I learned about during my time at Will Reed. Seeing these qualities modeled by the full-time staff is what truly revealed going the extra mile is what provides the most value to your employer.

Caroline Richardson | Will Reed Women's Sales Fellowship

Caroline Richardson

The headline of this summer would be… Will Reed: Working with Your Role Models 101

Sales is… opening doors to endless solutions and building relationships that matter.

Recruiting is… connecting stellar people with a job where they never have a Monday!

Looking back, I wish… I had worked for Will Reed the summer before my senior year! The professional training, the routine, the organization and the skills I learned here could’ve been SO helpful in college and have well-equipped me for the “real world!"

The best thing about this summer… was the people. I say this every day - to myself, to friends, to anyone who sees our Instagram - this company is everything because of the people and the stories deeply woven into the fabric of who Will Reed is. It’s a community. It’s a lifestyle. It’s inviting!  

My biggest takeaway… Faithfulness in the little things matters. In every conversation, in every task, we’ve been taught the importance of adding value in every avenue of work. The small tasks are just as important as (and most often lead to) the big ones. Throughout it all, we are encouraged to value and establish life-balance. The tool belt I have gained at Will Reed enhances my capabilities as a co-worker, a friend, a daughter and all the other roles I play.

Madison Codney | Will Reed Women's Sales Fellowship

Madison Codney

The headline of the summer would be… Relational + Professional + Purposeful = The Concoction to Fall in Love with Your Job

Sales is… the art and science of relationship-building. Sometimes it is a sprint, other times it is a marathon. But the finish line always exists as the solution to a complex problem and the celebration of multidimensional trust.

Recruiting is… the art and science of making other people great. It is not only showing a candidate a door that they wouldn’t necessarily find on their own, it is holding that door open as they walk through it.

Looking back, I wish… I would have had the boldness from the start to seek the mentorship I have received in these final weeks. Full-time teammates and our fearless WSF leaders have taught me what true investment in another human looks like. I just wish I would stepped forward and asked the big questions earlier.

The best thing about this summer… was the stories I have heard. There is a certain joy that exudes from a candidate or a co-worker when sharing a part of their story that is meaningful to them. Interwoven in everyone’s journey are unique stories and I have treasured all the ones that I have been entrusted with.

My biggest takeaway…. Your work should have daily purpose. Every day that you walk into your office, call a candidate, set foot on your college campus, construct a vision for your company, or interact with co-workers, it should have purpose. Purpose is not perfection. Perfection is not a sustainable way to add value, but purpose is.

Meredith Corts | Will Reed Women's Sales Fellowship

Meredith Corts

This picture describes my summer… Future so bright WR gave me shades to look it straight in the face! Thanks, WR.  

The headline of this summer would be… Feedback, Whatcha Gonna Do with It?

Sales is… more than just a mere function, it is the fuel that sustains the business.

Recruiting… offers humans an alternative career trajectory that might just be the change they were looking for, at just the right time.

Looking back, I wish… I had kept a consistent notebook with all my to-do lists, feedback and speaker notes. That book would be worth a pretty penny to me now.  

The best thing about this summer… was living and working in close quarters with the brightest and most dynamic peers I have known. When I played high-school sports I was told that I could only get better if I played on a team where my teammates were exponentially more skilled than I was… let me tell you, that was true at Will Reed.

My biggest takeaway… The one common characteristic between all of our speakers (from every background you can imagine): the cultivated curiosity behind a full to overflowing bookshelf.

Corinne Caraway | Will Reed Women's Sales Fellowship

Corinne Caraway

This picture describes my summer... This is my favorite picture Marketing Meg snagged of just me this summer. Will Reed caught me in what should've been the most hectic season of my life so far--post-grad. And yet here I am, not feeling hectic at all. The days can be long, and the job is definitely challenging, but I couldn’t imagine starting out anywhere else.

The headline of this summer would be... Everything with Excellence.

Sales is... identifying a need and simply asking, “Can I help you meet that need?”

Recruiting is... helping people match their passions with their vocation.

Looking back, I wish... I had read more of the books in our Sunshine Nook! We have so many great, inspiring reads available to us, and I just didn’t have enough time to get through all of them.

The best thing about this summer... has been falling back in love with my mornings. Moments alone are few and far between in a house of eight women, but the early hours of the morning make the house still and quiet, perfect for me and my cinnamon coffee. This summer reminded me that it is essential for me to recenter and refocus before the world around me wakes up.    

My biggest takeaway… No matter what industry I end up in, sales is going to play a role in the work I do. I’m always going to be selling a product, a service, or my abilities, and realizing that has shifted my view of sales as a whole into a more positive light.  

Haleigh Hurst | Will Reed Women's Sales Fellowship

Haleigh Hurst

This pictures describes my summer... Rain or shine, I took every call I could in the Sunshine Nook!

The headline of this summer would be…Take the Time to Build Relationships with the People Around You

Sales is… creatively offering a solution.

Recruiting is… guiding candidates on a path towards their dream career destination.

Looking back, I wish… I had gotten over my cold-calling jitters sooner!

The best thing about this summer… was the amount of constant learning that I was able to experience. From shadowing client offices and learning from their employees to listening to the women sitting right next to me, I never went a day without acquiring knowledge.

My biggest takeaway… Find somewhere you are comfortable to fail. If there is anything that I have learned this summer, it is to embrace the mistakes. Understand where you fall short and surround yourself with people who can help you learn from your weaknesses.

Tori Forbess | Will Reed Women's Sales Fellowship

Tori Forbess

This picture describes my summer… Haleigh and I stumbled across this sign one Saturday morning as we explored Bishop Arts District. Our slight confusion quickly turned to elation when we recognized that it was Christmas in July. Looking back, this was not the first time I experienced this “puzzled to thrilled” emotion this summer. I have learned a lot about myself in the past ten weeks – and it has been blissfully confusing and exciting all at the same time!

The headline of this summer would be… Take the Adventure that has been Set Before You. Work Hard and Challenge Yourself to be a Perpetual Learner

Sales is… the crossroad between science and art.

Recruiting is… an investment in people’s lives. There is nothing more rewarding than seeing a person happy in his or her vocation.

Looking back, I wish… I would have asked more questions! Never be ashamed to learn something new.

The best thing about this summer… was the exposure I got to the tech industry. My experiences this summer gave me a direction for my career post-graduation. I am leaving this summer more confident in myself and in what type of job my skill set fits.

My biggest takeaway... Make strategic career moves. Think about where you want to be in 10 years and only take opportunities that align with that goal.

Shelby Viereck | Will Reed Women's Sales Fellowship

Shelby Viereck

This picture describes my summer… Will Reed is the best, and I’m engaged! 

The headline of this summer would be… You HAVE to Go into Tech. There’s No Smarter Career Move

Sales is…. listening. Finding pain points. Solving BIG problems.

Recruiting is… finding the best fit, and nothing short of that.

Looking back, I wish… I would’ve put more of the tactical sales skills we learned into practice.

The best thing about this summer… was Living and working with seven incredible women. Not only did I learn from the Fellows at work, but I also learned from them over dinner, long walks in our glorious neighborhood, or Sunday evenings while writing our weekly reflections.

My biggest takeaway… My motivation comes from making a difference in someone’s life. Yes, goals are of the utmost importance, but there is nothing greater than helping someone pursue their dreams. The moment a candidate texts you, ecstatic and so grateful to be in The Portfolio, you know none of your hard work was in vain.


This post was written by the Will Reed Fellows 2018, also known as "The Suite."

For more information on the Women's Sales Fellowship, click here.

To follow along, follow Will Reed HQ and the Will Reed Suite on Instagram.

A Day in the Life at MongoDB

Samantha Fiorenzo, Account Executive at MongoDB

Samantha’s background in film and design from Iona College might tempt you to ask why she ended up in sales, but after hearing her story, there is no question sales is exactly where she is supposed to be. Following her graduation, Robert Half approached her about joining their sister company, The Creative Group, which provides creative staffing services. Not one to miss out on an opportunity for success, Samantha took the job as an Account Manager, and soon found herself in Austin, Texas expanding The Creative Group’s presence.

Not long after her move, an SDR Manager with MongoDB caught wind of the Jersey-native. He boldly reached out and asked her to take a step back into a Sales Development Representative role with MongoDB, knowing she would bring success to his team. Even though databases were outside of Samantha’s wheelhouse, she was sold on MongoDB’s big picture vision and the impact they were having. She took the role, and proving her SDR manager’s instinct correct, she achieved 180% of her quota. Within three months, she was promoted to Cloud Account Manager where she became the top-performing global rep for back-to-back quarters. Only six months later, Samantha was promoted to the Account Executive role, where she has been thriving.

Samantha is incredibly motivated to perform with excellence, be an expert at whatever she does, and hit any goal thrown her way. Let’s take a look at a day in the life of Samantha Fiorenzo.

 
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8:00am

  • Arrive at office. Samantha is a think-smarter and work-harder kind of woman. So, the second she is in the office, she is on the move and the day is underway.
     
  • Gear up with the Daily Focus. Samantha kick-starts her days with a MongoDB tactic called the Daily Focus, where she lays out her day from start to finish. At the top of the list she writes, “I need to do this ASAP”. At the bottom of the list, she answers “What can I do to get ahead of the curve?" Samantha’s schedule may vary, but starting here every morning guarantees a successful day.   

9:00am

  • Start Team Power Hour. Her team comes together for an hour of phone time. She loves the energy this brings to the floor in the morning, and it’s a great chance to catch clients before their days get going.

10:00am

  • PG check-in. Samantha splits her pipeline generation (PGs Sessions) into two, focusing on two new accounts daily and scheduling anywhere from five to ten touches per prospect. She keeps her sales process very organized and clear, making it easy to know the checkpoints she needs to do every day.
     
  • Check out Google Alerts, Indeed Alerts & Crunchbase Updates. Samantha may have an SDR team fielding inbounds for her, but she’s not one to leave her success up to someone else. She uses Indeed alerts for new companies building on MongoDB and Crunchbase for new funding or up-and-coming orgs with use cases that make sense for MongoDB.

11:00am – 4:00pm

  • Hit the ground running. When asking Samantha about her sales methodology, she said the beauty of MongoDB is that she’s not locked into one kind of process. They have guidelines as a company around a value-based sale (i.e. Command of the Message and MEDDPICC), but she is allowed to experiment with her outreach and find what works best for her. Samantha discovered her success comes from generating a high-volume pipeline that she has researched thoroughly. This discipline takes time and effort, which means most of her day is spent generating pipeline or in meetings with clients.
  • Look ahead. Samantha always spends part of her day looking ahead at the next few quarters opportunities and renewals, which allows her to plan for future success.

4:00pm

  • Team Power Hour. Her team comes together for another hour of phone time. It’s a great energy boost for the end of the day, and encourages her team to catch those clients they might have missed earlier in the day.

5:30pm

  • Clean up and follow up. Samantha takes time to send out any emails or materials she promised a client earlier in the day.
     
  • Head home. Another day under her belt, Samantha heads home at a decent time... unless it is end of quarter! 

A challenging moment...

Samantha told us the story of a unique partnership deal she handled, and it takes the cake as her most challenging moment to date. MongoDB's typical buyer persona sits in a technical role, and she typically is selling a product. This deal was not over a particular product, but over MongoDB as a business, and it required her to win over almost every stakeholder in the company, including the Chief Marketing, Revenue, Technology, and Alliances Officer. (Challenging might be an understatement.)

However, Samantha was never discouraged. She knew landing this deal would pay off big time for MongoDB in the long run, and it has. Samantha believed in what she was selling and refused to miss out on this partnership.

A proud moment...

Samantha knows the value of building strong relationships with her clients. There was a company she was working with that was only using MongoDB’s free software for their SaaS platform, but shipping their paid Enterprise version on-premise through other customers, which meant she could not personally bring in any revenue from them.

Their CTO even promised her that they’d never spend a dime on their own with MongoDB.

Even with that, she spent months measuring added value and showing the huge return that the company would see from their investment with MongoDB. The team held strong and still didn’t want to spend.

However, when the time came at the end of the quarter, Samantha knew she needed them to go all-in with MongoDB if she was going to hit her goal. Thankfully, she had built such a strong relationship with their entire team over the past few months, that all it took was a five-minute phone call to their CTO close the deal.

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If you are interested in learning more about careers at MongoDB, click here.


This post was written by Corinne Caraway, Will Reed Fellow 2018.

Week 8 Recap by Corinne Caraway

We walk into every week with Will Reed a little calmer, a little steadier, and a little more confident, and Week 8 was no exception. Between working to meet call goals and finalizing the next steps of The Portfolio, the Fellows have truly found the rhythm of the work day. We crank out projects together around our favorite table in the Dallas Conference Room, and encourage each other every time a cold call comes our way. Going home to cook and catch an episode of The Carrie Diaries has become the daily plan for lunch, and a walk to the Starbucks up the street refreshes us in the afternoon.

We had a sweet surprise on Monday when Caroline’s mom brought the newest addition to their family for visit. Honey, the two-month-old corgi, ran circles around our office, spreading her energy to the whole team. Obviously, we all had to pause our workflow for a puppy-centered photoshoot that left us smiling for the rest of the day.   

The Curriculum

Debra Von Storch | “Connect your passion, profession, and purpose.”

Partner, Americas Entrepreneur Of The Year® Leader, Southwest Region Growth Markets Leader, EY

From the moment Debra walked in the door on Tuesday, she was shaking hands and learning names, making each of us feel known. She was thrilled to be in a space full of women with big questions to ask. We soon learned that Debra’s passions include connecting with people, gathering information, and sharing what she knows. It’s these passions that have successfully carried Debra through a thirty-six year career with Ernst and Young.

Debra was quick to let us know that she doesn’t believe in work-life balance, only life balance. So as she walked us through her life instead of just her career, we were introduced to the many words that could describe Debra: successful, balanced, opportunist, world-traveler, self-proclaimed foodie... the list could go on! However, the recurring role she found herself playing and loving the most was the role of Mom.       

When we asked what the secret was to a career like hers, the answer was simple, “Connect your passion, profession, and purpose.” Debra has donned many hats during her time at EY, but her heart lies with her current role as Americas Entrepreneur Of The Year® Leader. Taking on this leadership role allowed Debra to combine her passion for people with her chosen profession, which pushed her towards her purpose of helping companies grow and succeed. Or in other words, be the “mom” to countless companies.

Paige Robinson | Sales Bootcamp: Overcoming Objections  

CEO + Founder, Will Reed

Objections are inevitable in any line of work, but Monday morning our fearless CEO sat down with us to talk about overcoming them. When we hop on the phone with someone and they aren't picking up what we’re putting down, Paige encouraged us to stop and listen. Are they objecting based on fact or feeling? Is it truly in their best interest to use our product? If the answer is "yes," then we shouldn’t be afraid to be persuasive and persistent!  

“To persuade someone you have to be genuinely interested in them. Ask questions and pay attention to what they need. The goal is to create value and create trust with the client.” - Paige Robinson

The Culture

Christmas Cookies in July

“The Fellows all sat by the door and stared, in hopes that fresh Tiff’s Treats soon would be there…”

With the A/C cranked up and Michael Bublé on a loop, Christmas in July was in full swing Wednesday night at the Fellows' House. A special delivery of Tiff’s Treats was on its way, so we decked ourselves in candy cane colors, pulled the Christmas tree out of storage, and threw ourselves the best Christmas party July has ever seen.

Waiting for fresh Tiff’s is a lot like waiting for Santa - full of anticipation and glee. The ringing doorbell brought shouts of cheer from the Fellows, and we were overjoyed to find twelve dozen perfectly packaged cookies and an assortment of other goodies waiting on our porch. We realized Tiff’s Treats had a list and checked it twice when every Fellow found a box under the tree with her name on it. With nothing left to do but eat and be merry, we did just that.  Saying we had a sweet night would definitely be an understatement!

About Me

Why did you join Will Reed?

Will Reed may just be the happiest accident of my life. I pursued this opportunity because a summer in Uptown Dallas with my best friend and fellow girl boss, Madison Codney, felt like a great way to start post-grad life. However, it was the women of Will Reed that convinced me to take the offer. I wanted to learn all I could from these women the second I met them. If taking a job here would let me into their world, I was all in.

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What do you hope to get from the summer?

Relationships have become my endgame here. I cannot say enough about the quality of women I am surrounded by each day. I’m learning so much about an industry through my work that I had no clue about, but it’s the seven other Fellows and the full time team that have proven that I learn the most from the people around me. The relationships that I have been able to foster over this summer are what I hope to carry with me into the next chapter of my life.    

How’s it going so far?

No complaints here! I’m living in a small castle in the middle of Uptown with some stellar women, working in an office that has a Sunshine Nook for reading, and experiencing a work culture that cares about my wellbeing. Will Reed has given me room to fail, encouraged me to succeed, and helped me identify the ways I work best. It is a pleasure to be a part of the first class of Will Reed Fellows, and I know this summer has prepared me for my future in more ways than one.    


This post was written by Corinne Caraway, Will Reed Fellow 2018.

Week 7 Recap by Shelby Viereck

Week 7 was a change of pace from our typical recruiting duties and Portfolio interviews. We began the week making final selections for Portfolio candidates and ended with a community service project at Genesis Women’s Shelter. In the midst of all of this, we also learned how to beef up our LinkedIns profiles, tested out new messaging strategies, and even made a few candidate hires!

On Wednesday, the Will Reed team surpised the Fellows with an "on the spot" pitch competition. With only 3 hours to prepare, we were tasked with developing a three-minute pitch on a topic of our choice. Our only goal was to "sell" our audience. Our very own Jami Albert won the pitch competition when she persuaded us all to try out the indoor cycling studio, Zyn22.

The Curriculum

Mike Ebbers | “LinkedIn is a professional equalizer.”

Account Executive, BlueCat

Mike climbed the ladder, and he climbed it fast. This week we heard the passion he has for sales and empowering others when he stepped into our office to speak on cultivating a professional presence on social platforms.

“LinkedIn is the third fastest-growing social media network, and it provides a college-education's worth of information.” Mike shared practical steps for "upping your game" on LinkedIn. “Now is the time to connect with people in the industries you want to explore - that’s your target market. People love helping bright, young talent.”

Not only is LinkedIn a powerful learning and networking tool, but it also has the power to level the playing field. "LinkedIn is the first-ever professional equalizer," Mike said. “The hierarchy is completely flat - both the CEO and the custodian are equal. You're valued by your ideas, contributions, questions, and conversations rather than your career status. To not leverage LinkedIn is to pass up the greatest free opportunity to connect with hundreds of millions of people who are eager to help each other advance the world professionally."

Paige Robinson | Vision for Will Reed

CEO + Founder, Will Reed

What was the last PowerPoint presentation you saw? Do you remember it? How about the last story you heard? The Will Reed team agreed that stories are almost always more memorable than a slideshow.

On Monday, the Fellows and new hires had the privilege of hearing our CEO’s story about her life and the origin of Will Reed. Like most big things in her life, entrepreneurship took three tries before she tasted real success. Like any true entrepreneur, she internalized many lessons learned from failure, such as the need to constantly test her business assumptions in order to grow a stable company.

Paige's vision is for Will Reed to become the Southwest Airlines of the recruiting industry. While many individual recruiters have good intentions, the industry as a whole has, unfortunately, earned a poor reputation. We learn from other sectors though, like the airline industry, that broken industries are ripe for disruption by a redeeming player. How is this done in recruiting? Paige recognizes that building this redeeming culture requires constant attention. Having recently returned from maternity leave, she drew an analogy between business and motherhood: "Cultivating culture is like raising kids. If you don't actively tend to it, it will drift." Leadership naturally trickles down to influence everyone else in a company, and all of the Fellows certainly are inspired by Paige's vision.

Caroline Lengyel | Sales Bootcamp: Strategic Emailing

Strategy Manager, Will Reed

Emailing can be monotonous, which makes professionalism even harder. If you over-edit an email, you will sound like a robot. Even the most creative emails often don't get a response. How can one overcome these and other email issues? Enter: strategy. A strategic email has several crucial components. First, a killer subject line grabs a recipient's attention and entices him or her to open the email. Second, structure is added to the body of the email - no one wants to read a ten sentence paragraph. Throughout the email, do not forget to show your humanity with small personalizations. Finally, make your ask clear. Of course, a phone call is often more effective than an email, so we learned to only use email in appropriate situations.

P.S. Utilize the p.s. function of an email to grab attention one more time!

Kyla King | AppDynamics “Ask Me Anything” Interview

How do you excel at work while raising a beautiful 4-year-old daughter, maintaining a stellar singing career, and staying true to yourself? How did you find the mentors that shaped who you are today? These are the sorts of questions we asked Kyla during our AMA ("Ask Me Anything") interview on Thursday.

Kyla is a woman of grit. AppDynamics is truly her dream company, and it’s given her room to grow as a leader and influencer, especially as she builds out the public sector branch for AppDynamics.

Kyla King AppDynamics Women's Sales Fellowship

Hannah Yeargan | Sales Bootcamp: Pitching

Soulful in every word that she speaks, Senior Client Director Hannah Yeargan sat down with the Fellows on Thursday morning to give advice on pitching. To her surprise and flattery, the Fellows furiously typed every word she said. Only then did we realize we had our surprise pitch competition coming just hours later! Here is just a snippet of what we learned from Hannah:

  • Do your research. As charming as you might think you are, schmoozing won’t win the deal for you. Content is key.

  • Be memorable and make it a conversation. No one remembers a PowerPoint as well as he or she remembers a relatable story.

  • Grow into your communication style. It takes some time to find how you communicate most naturally, but challenge yourself to always be searching for your "sales style."

The Culture

Meal at the McArthurs

Who loves hugs more than life itself? Who breaks out into show tunes mid-way through the week just for kicks? Who tap dances her way to the gong when she gets a hire? That’s right, Executive Talent Recruiter Sarah McArthur. Not only is Sarah incredible at her job, but she is also an undercover chef. Sarah opened up her home to the Will Reed team on Tuesday night and served us dinner and homemade cookies. This was a sweet time to get to know one another outside the (very pretty) walls of the office and eat a five course meal like queens.

Community Service at Genesis Women’s Shelter

The Fellows had the honor of serving lunch at the Genesis Women’s Shelter on Friday. After a quick grocery and coffee run, we prepared a hearty meal for women in need. Eight of us share a kitchen regularly so working in this kitchen together was no big deal. Not only do we love to work together, but we also love to serve together.

About Me

Why did you join Will Reed?

I got a random email back in September from the Executive Director of my favorite campus organization. He suggested that I apply for this internship because it came highly recommended by Megan Mulcahy, a former Director of the organization and now Will Reed team member. I thought to myself, "I know her, and it would be a joy to work with this woman."

Once I learned more about Will Reed and recruiting, I was sold on the idea of matching people with their dream jobs. Looking back, I can see I made the best possible decision coming to work for a startup built on such a solid foundation with an amazing team.

What do you hope to get from the summer?

Heading into my senior year at Texas A&M, I desire nothing more than direction. As much as I wish someone would tell me exactly which career path to take and why, I know the world doesn't work that way.

I hope that this summer will be a launching pad to gain exposure and insight into recruiting, the tech industry, and sales in general. More than anything, I want it to be a period of growth for myself and the other seven Fellows (who just happen to be my new best friends).

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How’s it going so far?

Check. Check. Check. There have been tough times and rewarding times. Hitting quotas and missing quotas. The best part? We’ve grown in professionalism and knowledge of... probably everything! We've had the privilege to create processes and pave the way for future Fellows.

I cannot brag enough about the entire Will Reed team. Each woman is so willing and able to lend a hand or go to coffee to talk dreams. These women have propelled our growth. Paige Robinson, CEO, wants so desperately for Will Reed to be a safe place to try, fail, and try again. I'd say she's done a pretty great job so far!


This post was written by Shelby Viereck, Will Reed Fellow 2018.

A Day in the Life at AppDynamics

Dom Steinmann, Commercial Account Executive at AppDynamics

As a senior at Baylor University, Dom Steinmann had a competitive job offer with a Fortune 50 company in Houston. Three months before graduation, his wife got a last-minute offer to help start a company in Dallas. After great consideration, he turned down his own offer and followed his wife to Dallas, starting the job search all over again. Dom connected with fellow Baylor grad, Will May, to explore a conversation about joining the AppDynamics sales team.

In May 2016, Dom officially joined the AppDynamics family as one of its first Sales Development Reps. Shortly thereafter, AppDynamics was acquired by Cisco for $3.8B, and Dom laughs, “We like to call ourselves the best-funded startup.” With this acquisition, Dom has gotten to see how the extra Cisco resources have helped reach more companies with the “best-in-class APM solution and allowed for R&D that will ensure that AppDynamics is always on the cutting edge of Digital Transformation.”

Dom advanced quickly at AppDynamics by mastering his current role, taking on responsibilities essential to the next role, and putting in extra hours to understand the industry and perfect his sales skills.

Let’s take a look at a day in the life of Dom Steinmann.

 
 

8:00am

  • Arrive at office. Dom starts his day with a big cup of coffee. Since he covers the Southern California (SoCal) territory, he has a bit of time to catch up on emails while they’re still waking up on the West Coast. According to his deskmate, Lee Cothran, Dom only eats spinach and almonds, so eating while working is pretty easy.

  • Catch up on current events. Dom has always been interested in technology, and in fact, studied MIS at Baylor University. He scrolls through LinkedIn to stay up to date on the latest trends in the industry.

9:00am

  • Gather for the PG huddle. On Monday mornings, Will May leads the sales floor in a PG (pipeline generation) pep-talk to talk through weekly goals and successful PG tactics.

  • Check-in with current leads. Dom takes some time developing current deals and leads by sending quick touchpoint messages or following up with any questions to keep the sales process moving along.

  • Knock out a couple internal meetings. Being on the Commercial Account Executive team, Dom has fewer internal meetings than most “AppDynamos.” However, he does have strategic meetings with the Solutions Engineers to help with the technical side of the sales process. (Don’t tell anyone, but Hetal Udani is Dom’s favorite Solutions Engineer. In his words, she is bright, dependable, and one of the best!)

10:00am

  • Prep for customer meetings. Dom’s personal rule of thumb is to build a foundation of trust with customers. “If you can get on a texting basis with your opportunity, you’re in a good spot.” Dom discovers what a personal win looks like for the prospect and works to make it happen.

  • Check in with his manager. Josh Reeves, Regional Director of West Commercial Sales, is Dom’s manager. Dom was actually an SDR for Josh when he was an individual contributor. Josh lets his team run their own business, but he’s always present if they need help crossing the finish line.

11:00am - 6:30pm

  • Jump into customer meetings. When asking Dom about his sales methodology, he would say it “falls into AppD’s Secret Sauce.” He tries to avoid the "Spray and Pray" approach of cold-calling everyone in a company. Instead, he will take time to research companies and narrow down prospects to those he knows would benefit from what AppDynamics has to offer. Over the past two quarters, Dom has closed over half a million dollars. His average deal size is around $73k.

6:30pm

  • Head home. Working the SoCal territory, Dom often operates on Pacific time which means he leaves a little later in the day - sometimes with the janitors!

A rewarding moment...

Dom successfully closed a six-figure deal with a company previously using an AppDynamics competitor, but he vividly remembers this process as an uphill battle. “It was tough to convince them to replace an existing solution with a new one, especially when they had been using our competitor for years.” But with enough champion-building and demonstrated efficiency, Dom closed that deal!

A challenging moment...

Dom believes in giving 110% to any potential customer regardless of the company size or deal size. Though harmless in nature, this motto has to be applied wisely so as not to allocate time incorrectly. Dom has made the mistake of spending too much time on a deal that did not end up closing. Because of his desire to delight the customer, he missed crucial red flags and signs that this was not a promising prospect.

A proud moment...

Within a few weeks of working with the leading female-focused subscription box company, Dom helped solve issues related to the application where customers can sign-up for a subscription - a very important revenue-generating part of the business. Dom spoke to how rewarding it was to know he positively impacted the customer experience of hundreds of thousands of users, as well as of the company as a whole.


This post was written by Shelby Viereck, Will Reed Fellow 2018.

Welcome to MongoDB Austin

“Keeping Austin weird... our way,” says the MongoDB Austin team. Energetic, vibrant and hungry for success, the MongoDB Austin office has expanded from 20 to 60 employees over the past four years, developing a deep-rooted culture instilled by their core values and spearheaded by their success.  

Sarah Branfman, Senior Director of Worldwide ISV and OEM at MongoDB, shares her journey with the company as she has seen it evolve into who they are today. She is not only a trailblazer in her field, but one of the first 30 employees of this skyrocketing tech enterprise.

 
Sarah Branfman MongoDB
 

How have you seen the Austin office grow since you started at MongoDB?

Starting her career with MongoDB at their international headquarters in New York City back in 2011, Sarah took a big leap moving to Texas to head up the Austin office three years later.

“With only three people, we moved into a 5x5 Regus space in Austin, taking only a small piece of a floor out of a great building in Austin,” she said.

The office’s success began to snowball as the culture was built and recognition of the revolutionary database software spread across the nation like wildfire. They then moved into another space at 2222 and 360 with around 20 people. Currently, you can find the MongoDB team at 360 and South Mopac. 

“We saw it go from 20 people in a tiny space, to a portion of the floor, then half of the floor, then the entire floor,” she said.

Who is in the MongoDB Austin office?

The Austin office is a melting pot of sales professionals early in their career who are hungry for wins. From sales development roles and corporate sales to operations like finance and customer success managers, this Austin team is expanding at a rate reflecting their success. Austin is also one of the main hubs for the technical support engineers as well, housing a whole team in the state capitol.

How has the culture grown and changed over the years?

Experiencing the growth of a company from 30 employees to over 1,000 as of a few months ago, Sarah had the opportunity to see the company evolve with their success while holding to their cornerstone values.

She explained, “When it was a very, very small office, it was almost more difficult to have a real culture because it was just a couple people. Culture has grown as we build the office with MongoDB’s core values. As the office has gotten bigger, we can help instill this culture with activities and awards. When we see people doing things that align to the core values, we can recognize it.”

Why did Sarah pick MongoDB?

The company was just a "few big minds" taking on a giant database project when Sarah took the leap to join MongoDB. 

“I kept hearing MongoDB come up… it was a once in a lifetime opportunity to disrupt a $40B industry,” she said. “I saw that opportunity, so I took the job. What has kept me here through it, is seizing the opportunity. It is one of the biggest software markets out there - the world is looking for an alternative.”

Hired in 2011 to their base in the Big Apple, she was their first Enterprise Representative for the East coast. She watched as it grew from a 30-person company to a 150-person company, then as it hit the 500-person mark, a totally different company emerged.

“I have loved seeing the leadership as it has come on in the different phases of the company. I think about getting my MBA, but I kind of got it at MongoDB. It has been three or four different companies since I joined.”

The business reached their 1,000-person mark this past May, and their stock is soaring. Sarah is in her fifth role at MongoDB, and as she puts it, has stretched her different muscles and filled out her tool belt. For Sarah and MongoDB, this is just the beginning.

Why Austin? What do you think makes the Austin office unique?

“Culture,” she says. “It is very sales-focused. It is the North American hub for all of sales development.”

MongoDB Austin has seemed to find the perfect recipe combining camaraderie and competition. Characteristically energetic and lively, many of the sales reps in this Austin office are building the foundation for the rest of their sales career, starting in Sales Development roles with rapid internal upward mobility that motivates and drives these individuals to success.  

“It’s the hungry people early in their career. The corporate team is still early in their sales careers too. There is a lot of excitement and hunger. It makes it an unique place.”
 

For more information about MongoDB, check out our blog post written by Meredith.


This post was written by Caroline Richardson, Will Reed Fellow 2018.

Week 6 Recap by Caroline Richardson

Interviews, field trips, and Hairspray... oh my! 

Coming off a mid-week holiday, the Fellows are back in the groove. We finally know what day it is! I would even like to call us a well-oiled machine at this point. With our 9am meetings to map out the day, interviews until lunch, and sourcing and messaging after lunch, we have discovered the best ways to be efficient and build routines. On top of that...field trips! We had the chance to get an inside look at a couple of our rockstar clients’ Dallas offices: AppDynamics and AppFolio. We also heard from the inspirational Maritza Patel from Door to finish off the week strong. Oh, and the Fellows organized our own field trip on Thursday night to go see Hairspray the Musical at the Winspear Opera House. Nothing like a night of bonding over girl power and show tunes.

The Curriculum

Maritza Patel | “Hope is NOT a strategy.”

Maritza is truly a jack of all trades, and a master of all of them. She is a Renaissance woman. From her award-winning career to managing two kids, two dogs, and two guinea pigs, Maritza integrates all aspects of her life, while championing the motto, “Hope is not a strategy." She reminded us that hoping for your dreams to come true won't get you there. You've got to have a plan.

After spending three years in the hotel business, then nine years at Rackspace, Maritza now utilizes her expertise as a Listing Agent + Implementation Director at Door, a next generation real estate platform.

She presented her Career Development Plan to the Will Reed Team and shared the importance of a vision board. “Never be in a position where it has been 5 years and you haven’t looked at your career path. If you can see your plan and your goal, you are moving closer and closer to it everyday.”

Cait Phelan + Callie Groshek | Sales Bootcamp: Cold Calling

Palms are sweaty, knees weak, arms are heavy. Apparently, Eminem had his fair share of cold calling. However, we got over the “first call jitters” pretty quickly as our afternoons consist of conversations with The Portfolio candidates, screening and selecting the best of the best. With Cait and Callie’s tips and tricks, we are fully prepared to reach out in confidence and with a smile, redeeming recruiting one cold call at a time.

"Make your call personal and purposeful! If you don't have something valuable to say... then come up with something and share it with excitement." - Cait

"Smile, dial - and remember there is just another person on the other line. Convey value in every call or voicemail you make. If you can't give them something, they won't be willing to give you anything."  - Callie

Sarah McArthur | Sales Bootcamp: Setting Firm Meetings

Picture this: you connect on LinkedIn. You send several messages back and forth, both parties expressing their excitement for getting to talk about the opportunity further. You set a time and send a calendar invite. You dial their number, and… nothing. Like being stood up on the first date, rejection and discouragement could follow, but not at Will Reed. Persistence when setting meetings shows we care and are offering candidates a better alternative to their current situation.

"Ghosted? Challenge accepted. Get them on the phone." - Sarah

The Culture

Did someone say offsite? This week we busted out of our sunshine-filled office to visit the bustling offices of two wonderful clients: AppDynamics + AppFolio.

AppDynamics hosted a female-centric panel and an afternoon of shadowing. We were furiously taking notes during the panel, absorbing all of the generous wisdom and advice from these incredibly accomplished sales professionals. When shadowing, we were each paired with an “AppDynamo” and had the opportunity to sit in on calls, meetings, and observe as they answered emails and responded to customers… all while watching the World Cup, of course.

At AppFolio, we began the morning with a wonderful breakfast spread and learned about their sales methodology. “Stay curious” is a central theme surrounding the way this team operates, from the way they phrase their questions to potential customers, to the hobbies they pursue outside of work. We also go to attend a Q&A with their sales leaders, then a Q&A with their leading ladies who shared their strategies to success in work/life integration, friendships in the office, and thinking outside the box.

We have the coolest clients. True movers and shakers. Not to mention the industry-changing products they offer.

About Me

Why did you join Will Reed?

The moment they got me on the phone, I was hooked. It was different from the beginning: authentic, “no-BS”, and uplifting. They are intentional in every move they make - from the way they recruited me in October, to training and on-boarding us our first week here, to pairing us with mentors and setting aside time to talk about our goals and aspirations, to their strategy for recruiting and teaming up with like-minded clients. Will Reed is a team of gatherers and leaders, trailblazers and redeemers. Who wouldn’t want to be a part of that?!

What do you hope to get from the summer?

Graduating from UT this past May felt like falling of a cliff. Dramatic? Maybe. Truly, you have life mapped out until graduation…then you are launched into the unknown. I have so many big dreams and aspirations, new business ideas and places I want to live every day that choosing one, singular career seemed near to impossible.

Will Reed seemed like the best place to start. The wisdom these women offer, the hands-on real-world experience this Fellowship provides, as well as the friendships made here are invaluable. I am learning more than I had ever hoped and growing more than I could’ve imagined. I am more grateful for this opportunity than I can express.

Caroline Richardson Will Reed Women's Sales Fellowship

How’s it going so far?

I laugh when I hear my friends talk about slow days at their internships, watching YouTube videos and taking BuzzFeed quizzes. We are never idle or bored here, that’s for sure. Constantly learning and improving, whether it’s sourcing candidates, interviewing for The Portfolio, visiting clients, hosting speakers or merely just managing time well, every day provides fresh opportunities to add one more brick onto this house we are building called our careers and our futures. With six weeks under our belt, we are confident in rhythms, routines and patterns that keep this business efficient while continuing our search for ways to improve. Big, big fan of the startup life!


This post was written by Caroline Richardson, Will Reed Fellow 2018.

Week 5 Recap by Tori Forbess

“Ohhhh, we’re halfway there…”

I cannot believe we are halfway through the summer! These last five weeks have felt like a dream, and I am excited for what the next five weeks will hold. Monday kicked off formal interviews for The Portfolio. Nothing brings our team more joy than hearing the candidates' excitement as they move forward in this process. Sourcing, scheduling, and interviewing fills my day as we get closer to finding the top 100 candidates.

Haleigh Hurst | Will Reed Women's Sales Fellowship

The Curriculum

Megan Mulcahy | Marketing Bootcamp

Megan Mulcahy, Will Reed's Marketing Manager, led a workshop to introduce us to digital and content marketing. Three points Megan emphasized were to 1) target your specific audience, 2) post consistently, and 3) produce as much “on brand” content as possible. Not only did we hear about Will Reed's plan for the marketing department, but Megan shared how businesses use their marketing strategy to drive revenue and overall business goals.

Lucina Thompson | Professional Communication

Lucina Thompson, a Will Reed investor, spoke on the importance of closing the communication gap between the “college world” and the “corporate world.”  “Choose your words carefully. Watch how often you use certain buzzwords; overusing the word 'like' may hinder your communication down the road.” As we take more Portfolio interviews, we will stay away from words such as "like," "um," "just," etc.

The Culture

With The Portfolio interviews in full swing, it takes all hands on deck to give our candidates the best experience possible. After pouring eight cups of morning coffee, the Fellows congregate in the Will Reed sunshine nook to divvy up the day’s scheduled calls. First, we review intro conversations with candidates from the previous week. Then, the Fellows match interviewers with compatible candidates for formal phone interviews. This strategy not only distributes the work equally, but also has produced incredible conversations where neither party wants to hang up the phone.

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About Me

Why did you join Will Reed?

I joined Will Reed because I knew I would become a part of something bigger than myself. Will Reed strives to redeem the recruiting industry, and I get to see that mission lived out day after day. A career change is not an easy decision. Our candidates enter a vulnerable state when they decide to start a new chapter. With this in mind, Will Reed handles every conversation with grace, excellence and compassion. It is incredible to be part of a team that guides, encourages and rallies behind individuals. Will Reed sees candidates as humans, not as a means to hit a quota.

What do you hope to get from this summer?

I came into this summer just hoping for exposure. I wanted to be exposed to a new industry, my likes and my dislikes. I wanted to be pushed and encouraged to be the best version of myself. I wanted to be introduced to new thoughts, ideas and ways of solving problems. Will Reed has given me a wealth of knowledge and skills that will aide me in my future profession. 

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How is it going so far?

Who knew the “real world” could be this great?! Every day, I walk into an office of people who genuinely believe in me. The women that lead me are strong, bold, kind, and fearless on every front. They give thoughtful feedback, direction and recognition. They have created a safe place for me to try new things, fail, and then try again. I cannot thank the Will Reed team enough for all the ways they have refined me – can you believe it has only been five weeks?!


This post was written by Tori Forbess, Will Reed Fellow 2018.