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Ed Calnan is the Co-Founder a CRO of Seismic-- a sales enablement company whose software arms sales people with the right information at the right time to help them close more deals in a shorter period of time. Ed's sales organization consists of more than 220 people who generate over $100M in ARR.  In this interview you'll hear him share, based on his experience, what has consistently separated the top software sales people he's managed from everyone else. He mentions 3 specific things every sales person must prove to their prospect or customer if they want to win their business. You will hear what those 3 things are, if Seismic has open sales positions, how to get in touch with him, and much more in this episode. Over Quota is sponsored by the j. David Group, a software sales recruiting firm. If you're looking to hire a sales leader or individual contributor, please visit https://thejdavidgroup.com/hiring to schedule a call. On the other hand, if you're an overachieving sales leader or sales rep, please visit https://thejdavidgroup.com/looking to discuss potential opportunities that would be a good fit for you.