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Introducing ’Hunters and Unicorns’ – the podcast that shows you what it takes to be #1 in software sales. Are you hungry for the inside scoop on what it takes to lead in the dynamic world of software sales? Join us each week as we dive deep into the journeys of the trailblazers shaping the tech landscape’s future. 🔍 Dive into pivotal past experiences. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🌐 1M+ global downloads – a community of tech enthusiasts. 🦄🎉 Subscribe and discover what it takes to be #1 in software sales! 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK. Visit our website to find out more: https://huntersandunicorns.com
Episodes
Wednesday May 28, 2025
Wednesday May 28, 2025
From MongoDB to Founder: How Deirdre Spillane bet on Herself
Description
In this episode of The Playbook Universe, we sit down with Deirdre Spillane, co-founder of Selr.ai and former sales leader at MongoDB and Segment. She shares her incredible journey—from building high-performing teams in one of the most feared sales orgs in tech, to stepping into the unknown and launching her own company.
We dive into the power of coaching, the danger of drowning in data, and why understanding the “why” behind people’s actions is everything. If you're in sales, leadership, or considering your next bold career move—this is your playbook.
🙌 Thanks to our Sponsors!
PG AI: https://www.getpg.ai
Selr: https://selr.ai
🏹 Key Topics Covered
00:00 - Intro
01:54 - From Oracle to MongoDB
04:01 - Learning from Carlos Delatorre
06:58 - ICP and Hard Lessons in Fit
08:44 - Coaching Is About Trust
11:14 - How to Truly Meet People Where They Are
13:19 - Building Intentional Sales Teams
15:01 - Diversity of Thought in Sales
17:38 - Data Overload in Sales Leadership
21:19 - Tracking the Right Metrics
24:10 - Aligning Personal Why with Business Goals
27:03 - Grit, Motivation & Early Indicators of Success
30:49 - What Seller Actually Does
34:42 - Founder Life vs Sales Leader Life
36:59 - Why Coaching Is Her Life's Work
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💥 3 Biggest Lessons
1. Trust Before Tactics: Effective coaching doesn't begin with playbooks—it starts by understanding and trusting your people.
2. Data Isn’t Insight: Sales orgs today are flooded with metrics, but the true game-changers are conversion points and coaching conversations.
3. Your 'Why' Is the Multiplier: Aligning your personal drive with business objectives creates clarity, resilience, and momentum.
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🙌 Thanks for listening!
This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro
If you enjoyed this episode, please drop a like/share and subscribe to our channel!
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🦄 Connect with Hunters & Unicorns
Website: http://huntersandunicorns.com
Twitter: http://twitter.com/HuntersUn1corns
Instagram: http://instagram.com/huntersandunicorns
Blog: http://huntersandunicorns.com/blog
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💬 Borrow these quotes from Deirdre!
“Once you get this opportunity, you take it with both hands… and you leave nothing on the field.”
“You’ve got to meet people where they are—that’s where the trust builds.”
“We don't lack data—we lack the right coaching to make sense of it.”
“Being gritty is more important than being gifted.”
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