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Solving the People PuzzleAuthor: Francois de Wet
Discover the key to building a successful team with Industrial Psychologist and Founder of www.wamly.io, Francois de Wet. In this series, Francois sits down with industry experts to uncover their insider tips and techniques for hiring highly motivated and skilled individuals who will take your organisation to new heights. Whether you're struggling to find the right fit, or simply want to improve your hiring process, this podcast offers valuable insights and practical advice to help you build a winning team. Language: en Genres: Business, Entrepreneurship, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it Trailer: |
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How to Hire for Tech Sales: Grit, Analytics, and Process with JP Malherbe
Episode 68
Monday, 24 November, 2025
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. We can't wait to hear from you👉 https://linkly.link/2R2kaWe want to hear from you!
