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GUEST BIO:Ryan Burke is an experienced senior sales and business development executive, specializing in scaling early stage companies and driving enterprise level sales. Most recently, Ryan was the Senior Vice President of International for InVision, the leading design collaboration platform used by 4 million people worldwide and 100% of Fortune 100 companies.  Ryan is also an active angel investor, advisor to multiple early stage startups, and an expert on building remote teams and culture. He is a frequent speaker on scaling SaaS and managing remote teams.Ryan is currently based in London, but will be moving back to the Boston area where he also owns an oyster farm - Plimoth102s.comCONSULT WITH  RYAN BURKE TO SCALE YOUR REMOTE ORGANIZATION After helping InVision scale from 30 - 850 fully remote employees and to over $100M in ARR -  making it one of the largest fully remote companies in the world. Ryan is now actively helping remote teams thrive in the new environment. From hiring, communication, culture and tooling, Ryan is helping companies build and manage fully distributed teams.  https://www.ryanburkeremote.com/TOPICS: 2:41: What led Ryan Burke to pursue a career in sales? 5:32: Ryan Burke's earliest experience with sales 6:21: What does Ryan teach his kids about sales? 7:53: How is sales in the design space different from other fields? 11:56: Examples from InVision Sales Playbook 15:27: Ryan Burke explains "It's not about closing deals but giving value as a salesperson" 18:59: What does Ryan Burke look for in a salesperson? 21:16: Deep dive into Ryan Burke's mind when is closing a deal 23:07: How Jayneil got an intro to the venture capitalist Vas Natarajan at Accel Partners? 25:06: Design recruiters please stop spamming designers with the same copy a paste messages on LinkedIn! 28:12: Why designers struggle to sell within an organization? 30:29: Ryan Burke's book recommendations for designers 31:59: Ryan Burke's favorite failures 33:20: Ryan Burke's angel investing deal flow 35:26: How does Ryan Burke work with young founders? 36:47: Ryan Burke's pet peeves while evaluating new opportunities 38:31: Ryan Burke's advice to designers who want to become better at selling CONNECT WITH RYAN BURKE: Follow Ryan Burke on Twitter Connect with Ryan Burke on LinkedIn MORE COOL STUFF TO CHECK OUT: The Power Of Moments (Book) The Five Dysfunctions of a Team (Book) If you enjoyed this episode, please take a moment to leave a rating and review in Apple Podcasts, or share the episode with a friend. Thank you! ????