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HBO and The Ringer's Bill Simmons hosts the most downloaded sports podcast of all time, with a rotating crew of celebrities, athletes, and media staples, as well as mainstays like Cousin Sal, Joe House, and a slew of other friends and family members who always happen to be suspiciously available.
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Is the era of the "Wolf of Wall Street" salesperson finally over? In this episode of Solving the People Puzzle, we explore why the most effective salespeople in 2025 aren’t the loudest extroverts—they are the "nerds," the process engineers, and the data analysts.
Learn how to hire for tech sales with expert JP Malherbe. Discover the importance of grit, analytics, and process in building a successful tech sales team. This recruitment podcast is a must-listen for anyone in the tech sales industry looking to improve their hiring process and sales training.
Host Francois de Wet connects with former Wamly colleague turned US-based founder and CRO @ BizDev Labs, JP Malherbe, to break down exactly how to hire for the modern tech sales landscape. From the massive scale differences between the South African and US markets to the specific skills required to build an outbound machine, this episode is a blueprint for founders and hiring managers.
JP argues that charisma is no longer the primary skill. Instead, successful hiring today depends on finding individuals with "grit", an analytical mindset, and the ability to engineer complex lists and messaging systems.
In this episode, we cover:
- The "Wolf" is Dead: Why the charismatic, cologne-wearing salesperson is being replaced by the "sales scientist".
- David vs. Goliath: Comparing the South African market ($400B GDP) to the US market ($28 Trillion GDP).
- The 3 Critical Skills: Why you need specialized skills in list building, cold calling, and copywriting rather than a generalist.
- Hiring for Grit: Why grit cannot be taught and how to spot it in a candidate’s backstory.
- Leadership Lessons: Fran shares why "listening to your gut and the data" is vital for founders.
Timestamps:
00:00 – Introduction
02:30 – Why South Africa is tough for tech sales
06:00 – The 70x Scale: Comparing SA vs. US GDP
13:18 – The Evolution of the BDR: From Charisma to "Nerd"
17:46 – Why "Impressive" people aren't always the best hires
20:30 – Structuring a Modern Sales Team (Specialists vs. Generalists)
26:40 – Leadership: Making decisions with data and intuition
34:30 – The "Benevolent Dictator": Why 50/50 partnerships struggle
36:40 – The Top 3 Traits to Hire For: Grit, Analytics, and Passion
About Wamly: Wamly is an all-in-one hiring system, helping you hire better people, faster. Join the thousands of companies optimizing their hiring process.
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