Top Insights From the Best: Ernest Owusu

Ernest Owusu is a Sales Leader at 6Sense which is a SaaS company focused on ABM. And he is a former NFL player turned Sales Leader who leads a 20+ person SDR team.  This interview is about what Ernest learned in the NFL and what best insights he brings to leading his SDR / Sales Development teams which are focus on generating meetings focusing on accounts that lead to $100k+ deals.

In this episode:

- How having stars doesn't guarantee winning and what you really need

- How sales is easy compared to the cut-throat job of NFL - NFL players get fired for making 1 mistake or for being late to a meeting

- His thoughts on why Latane Conant is the best CMO in SaaS

- What is "Leadership" (beyond coaching) for you?  

- Using 3Cs to lead the team(Career, Culture, Compensation) vs. the 3Ds in the NFL

- How to reinforce Culture via the "FAMILY" values (Fun, Accountability, Mindfulness, Integrity, Love, Yes)

- Who was Ernest's favorite NFL coach and why (what made them a good coach)

- What makes a good Team (good team building activities from NFL to Sales)

- About effective recruiting and equipping yourself to spot intangibles (like Bill Belichick)

- How Ernest coaches his team and what applies from NFL coaching to his Sales team coaching?

- On ABM & Intent - how to use and fuel pipeline and sales growth