Episode #160: Kate Bradley Chernis

Robots Can’t Replicate The Human Connection.


Kate Bradley Chernis

Kate is the co-founder and chief executive officer of Lately. She is also a marketing agency owner with more than 25 years of brand-building experience and extensive CMS development as well as sales and national broadcast communications experience. With clients including Walmart and United Way Worldwide.

[01.01] Kate defines the term ‘Sales Technology Stack’ – as a marketer, Kate views Sales Technology Stack as a kind of an explosion of craziness! They’ve tried several CRM systems and are now happy with Nimble.

[02.42] Kate explains why salespeople resist taking on new technologies as part of their day-to-day sales roles – Kate shares that nobody likes change, not just salespeople. However Kate feels that a lot of what we do happens over the internet these days and writing is a big thing that makes the hurdle of changing different tech stacks even harder, because there’s a lot of input you have to do. You have to get everything ready, transfer systems over again, and the writing element can be a hurdle.

[04.25] Kate discusses some sales technologies that modern sales professionals be using as a minimum – Kate is an avid fan of Nimble, but feels that the technology is nice, but it’s not the only thing. The thing is the human connection. Coming from a marketing expert, but it’s also about sales. Kate believes that good writing and communication skills are just as vital as the technology.

[06.30] What are the attributes of a good sales professional – Kate feels that intelligence, coachability and curiosity, are the best attributes for good sales professional.

[07.27] Kate shares her top three Sales Technology Stack Do’s and Don’ts – some of Kates do’s and don’ts include be empathetic, write with your eyeballs, don’t bury the lead and don’t use the phrase ‘check out…’

[12.26] Kate shares her favourite sales story that incorporated the use of Modern Sales Technology – Kate tells a story of how she practised what she preached, by focusing on organic marketing and sales techniques and the implementation of Lately and Nimble to increase sales.

[14.44] 30 second Pitch Slap – Kate pitches her sales marketing technology called Lately.

More About Kate

What was the last book you read?
Every summer I reread the entire Harry Potter series; I guess I like knowing that underdogs can win 🙂

Who / What inspires you?
Who: my team. I don’t know how I’ve been lucky enough to assemble some of the most superior individuals (both talent, skill and character-wise); I genuinely love them. What: money. Money motivates me. Plain and simple.

What aspect of your Sales Technology Stack are you most focused on at the moment?

Hobbies, Interests?
I’d like to say something cool but it’s Lately. All of the interesting hobbies I used to have are used-to-have. I work out every day but mostly that’s to survive Lately, LOL. I love binge-watching cooking shows because I was a line cook for a decade; I like the idea of piecing random things together to make something beautiful (see, it’s all about Lately). In the summer, my favorite thing to do is to get on an inflatable raft and float my ass out to sea; sometimes that sea is the $300 ghetto pool in our backyard – includes swim-up bar and solar heater! Also I love guitar-driven rock ‘n’ roll and can be often seen jumping around in my living room, screaming the wrong lyrics at the top of my head and playing air guitar… because I can’t dance… I only jump :-).

How can our listeners contact with you?
kate@trylately.com, www.twitter.com/trylately, www.facebook.com/trylately, www.instagram.com/trylately,https://www.linkedin.com/company/try-lately