Uncapped

I built Uncapped to address the need for more quality networking and more dissemination of information that changes people's futures - whether you're new to tech sales, going up market, or trying to get into your dream company.

Uncapped is a sales platform designed to bring more diversity into tech sales and improve rep retention by providing networking opportunities and B2B sales education to individuals and company sales teams.

Founder & CEO

Gong

Sales Enablement Manager

Manager, Inside Sales - Enterprise & Strategic Accounts

The patented AI Gong Revenue Intelligence Platform™ empowers customer-facing teams to take advantage of their most valuable assets – customer interactions, which the Gong platform automatically captures and analyzes. Gong then delivers insights at scale, empowering revenue and go-to-market teams to determine the best actions for winning outcomes. Thousands of innovative companies like Morningstar Inc., Paychex, LinkedIn, Shopify, Slack, SproutSocial, Twilio, and Zillow trust Gong to power their customer reality. Gong is a private company headquartered in the San Francisco Bay Area. For more information visit www.gong.io.

Manager, Enterprise Sales Development

Braze

IPO November 2021 - NASDAQ (BRZE)

Braze is a customer engagement platform that delivers messaging experiences across push, email, apps, and more. Braze is set apart as the platform that allows for real-time and continuous data streaming, replacing decades-old databases that aren’t built for today’s on-demand, always-connected customer.

We're venture-backed and ranked by Forbes Cloud 100 at #85, ranked #225 on Inc.'s 500 Fastest-Growing Private Companies, and listed as #21 in the Deloitte Technology Fast 500 List.

Manager, Business Development

letgo

With tens of millions of users, letgo was the largest and fastest-growing app to buy and sell locally. In March 2020, letgo and Offer-Up combined their US businesses.

At letgo I worked on the B2B team responsible for monetizing letgo through a SaaS go-to-market strategy. As one of the first four sales hires, I closed business, helped develop the sales process, and collaborated with sales operations. In addition to sales responsibilities, I was also part of a cross-functional task force that also included product and market research to iterate on letgo's MVP.

Account Executive

Netomi

Netomi (formerly msg.ai) enables brands to unlock the power of one-to-one relationships at every touchpoint in the customer journey. By leveraging deep reinforcement learning AI brands can engage in personalized interactions at scale and drive tangible business results.

As msg.ai’s fifth hire, reporting directly to the CRO and then the Head of Partnerships, I was responsible for developing an outbound prospecting strategy.

Enterprise Sales Development Representative

Medallia

IPO July 2019 - NYSE (MDLA)

Medallia enables companies to capture customer feedback, understand it in real-time, and take action to improve operations and customer experience through OCEM. Medallia is a Sequoia Capital backed SaaS management platform that's trusted by the world's leading brands.

At Medallia, I sourced opportunities using value-based selling and developed professional relationships with senior executives of Fortune 500 companies.

Enterprise Business Development Representative

NatureBox

NatureBox is a VC funded startup that creates and sells its own line of snacks online and in some of the largest retail chains. The NatureBox corporate program offers premium F&B to corporate offices and campus cafeterias.

As an account executive, I managed the full customer cycle, from prospecting and building awareness to closing deals and managing accounts. I also built lasting relationships with HR personnel, senior-level executives, and facilities managers.

I did Sales Enablement at the world's leading AI company for Revenue Intelligence, Gong (most recently $7.5 Billion Dollar evaluation). There I ran Gong’s Sales MBA, an AE-readiness program that resulted in more than half of Gong’s SDRs getting promoted to AE within a year. 

Now I run Uncapped, a sales platform designed to bring more diversity into tech sales and improve rep retention by training sellers to succeed in B2B tech sales and by creating networking opportunities. 

I also host a sales podcast rated Top 10 Sales Podcasts in 2024 by Quotapath.

Reach out if you:
1️⃣ Are struggling to break into tech sales 
2️⃣ Want to go from SDR to AE
3️⃣ Are a founder or sales leader in need of team training or fractional enablement 
4️⃣ Want to hire me for a speaking engagement (keynote, TedX, panel)

Thrilled to be recognized with my peers by Aligned and Women in Sales for the Rising Star Award!

Thanks ⚡️Arthur Castillo and Alexine Mudawar for curating and sharing a list for people to discover new sales creators and leaders!

If you don't follow these sales leaders yet, check them out!
Meredith Chandler 
👑Joi “The Joiful Recruiter”
Samantha Manley 
Priscila Pool 😺
🎁 Katie Penner 
Swati Singh
👋Ashleigh Early
Corrina Owens 
Katrine Reddin 🦕 
Alli MacManus 
Ashley Coghill 🛼🦕
De’Andreya Searight, CHES®
Emma Lo 🧩
Michelle Oke
Rashelle Jones, Esq.
Maddie Suppon
Kandace Banks 
Heather F.
Nicki Matchett 
Kennedy Nicholson, BS ☁️ 
Amyra de Carion 
April Hayes-Jones
Natalia Wilson
Avanti Fernandes

And if you don't follow me or Uncapped yet, go ahead and give us a follow!

Zoya Segelbacher

I am happy to share that I am joining as an Advisor at Hyperbound!

I don't think it's a secret that I adore Hyperbound and it's founders Atul Raghunathan and Sriharsha Guduguntla. You might have seen the Uncapped announcement when we partnered with them earlier this year.

It takes an average sales rep ~400 cold call connects to ramp up and consistently deliver the message in difficult situations. What previously took 3 - 9 months, sales teams can achieve within a week with Hyperbound. Reach out to me directly if you'd like to discuss Hyperbound results I've seen first-hand, how your sales team can benefit, and why this technology is game changing.

Or better yet, demo for yourself

hyperbound.ai • 1 min read

Hyperbound - Roleplay with realistic conversational AI buyers

Alittle more than a month since I’ve been solely in charge of every minute of every hour of my day and all Uncapped operating functions. 

That level of responsibility and freedom is exciting but it was also a challenge to get into a healthy and productive routine. 

Here’s what I did to set myself up for success:

1️⃣ Working specific business hours as close to 9-5 as possible. Because I had to work on Uncapped after working hours when I had my corporate responsibilities, I got into the habit of working on the weekends and late into the evenings. But that meant I was working during the times my friends and family were available. I’ve gotten very structured with working hours and off-work hours.

2️⃣ Heading to the office. Now that I’m perpetually remote, I like getting out of my house to get work done. I have my home recording studio for the podcast, group coaching, and webinars but for pretty much anything else, getting out helps me focus.

3️⃣ Limiting LinkedIn. It’s no secret that I care a lot about creating helpful, entertaining, and inspiring sales content that motivates people to invest in themselves and get Uncapped! One of my main channels to do that is LinkedIn but there’s a lot more that I need to do in a day and popping on and off LinkedIn really ruins my flow state. I changed my phone settings so that I can only use LinkedIn for 15 minutes a day and I have specific time blocks on my calendar for when I need to spend more time on the platform from my desktop. 

Check out the new coworking space!

What are some of your routine essentials?

Networking is not normal...

At least not for people who haven't developed the habit of it yet. Yet it's essential for building relationships in business and excelling in corporate settings. The good news is that networking is a practice that can be learned.

Here's a funny story that should give anyone hope if they struggle with elements of networking!

In college, I changed my major from chemistry to hotel administration my sophomore year. And other "hotelies" would just go for it when it came to networking. I noticed a lot of people would shake hands with professors before/after class and it would lead to little chats and sometimes TA and internship opportunities. I hadn't had that many handshakes in my 19 years prior and when I had, I was definitely not the initiator. I remember realizing that I didn't feel comfortable initiating a handshake - like; do you just jab your hand out there, how relaxed should your hand be, how does the other person know you want to shake hands?

So I literally practiced. I basically did handshake "drills" (the walk up, the slight lean, the eye contact that signals you're probably going to shake hands) for a couple of days with a friend until I felt confident in initiating a handshake. Lots of people don't have to do this. But some people do. The same is true for other common networking practices. The more you do them (maybe you need to practice/role play) and surround yourself around people who are doing them, the better you get.

Is it wise to invite disagreement?

Not only is it wise but it's key to avoid the dreaded no-decision or status quo. We had Jen Allen-Knuth join us on an episode of Rep Matters, THE DemandJen who is legendary for her strategies and guidance to overcome status quo.

Check out the full episode here: https://lnkd.in/g8wgqT9F

PS: This show is brought to you by the Marketers in Demand. Marketers in Demand has in-depth videos, podcasts, and articles from some of B2B’s most in-demand marketers. 

Follow Zoya Segelbacher and Uncapped for more B2B tech sales content!

In 48 hours, we have officially sold out of all  tickets to stay onsite at the castle for our Women in Sales X Uncapped Women in Sales Retreat!

The good news? We opened up a limited number of event-only tickets for anyone who wants to join in on all the content but stay offsite in their own accommodations!

https://lnkd.in/gGUJeF67

Who else will be in the castle?? Ayana Gardner

Next week I'm joining the Sell Better Daily Show!

Here's a sales tip to tide you over until then! Turns out I spent my entire career afraid to send imaged when in realty images don’t effect deliverability (as long as you have less than 2). 

If you use an image, use it as an opportunity to get personal. Take a screenshot of their personal LinkedIn page or company page (if relevant to what you’re selling) and annotate it. Easy way to visually show your solution hypothesis or reason for reaching out!

If you want to get more replies, don't miss this event! See what Leslie Douglas, Will Falkenborg 🌭, and I have to say about creative outreach techniques that are working right now!

Join us April 25: https://lnkd.in/gmjbJ8qH

The Tech Sales Nexus (TSN) community has this on lock for Saturday, the 20th of April. Akachi Omeri and I couldn't have thought of a better guest than Zoya Segelbacher. I mean, it's only right. Have you seen her career trajectory in Tech Sales and Artificial Intelligence so far? This is for professionals upskilling in Tech Sales. This is also for those trying to explore a career here as well.

If you are seeing this and the shoe fits, kindly sign up. If you know someone who should be here, share with them as well. It'll be a pleasure to do Tech Sales with you. https://lu.ma/lo4dglmd 🎉💃🕺

#TSN #Uncapped #Tech #TechSales #AI #ArtificialIntelligence #TechSalesLife 

Was on a podcast recently and asked about my "Dos and Don'ts" of cold calling.

To end on my calls to actions with the "Dos", I'll share the "Don'ts: first:

DON’T pick up the phone if you don’t feel confident in your reason for calling. Research is obviously important and you should have done that. But let’s just say research aside– if you can’t explain the problem you solve and you don’t have conviction that this business needs it, you need to find the inspiration. If you can’t generate your own enthusiasm and excitement about the product that you sell, you will never be able to spark enthusiasm, excitement, and curiosity from your prospect which is the only reason you’re picking up the phone to begin with.

DON’T do something that just doesn’t feel like you. That’s not to say don’t go outside of your comfort zone – you absolutely should. For most people, cold calling is outside of their initial comfort zone. Example advice that I think it pretty good is bring humor to the table. And for some people, their go to humor is self-deprecating humor. I can’t say that’s my style for myself.  And if you decide to try on something that you know it’s usually your style, track it, A/B test and if you don’t get the outcome you want, adjust it. 

DON’T TAP DANCE you lose business stature when you do this. And you usually start to really focus on small details that no one cares about. What that sounds like is: “We’re have a 30% customer satisfaction rate, we give lifetime warranties, and our competitors can’t keep up with our speed and when you buy us you’ll have access to features like…” If your prospect is losing interest, it’s not because you didn’t talk about the features or how much better you are than your competitor. It’s because you didn’t touch on something that they feel needs to be solved. Maybe they’re right and they have no pain that you can solve or maybe their pain is latent and it’s your job to uncover it and reveal the cost of inaction.



Check tomorrow for the Dos!

Follow Zoya Segelbacher for more tip | Follow Uncapped for sales community

We are thrilled to announce the Uncapped Community Partnership with Sistas In Sales for the upcoming 2nd Annual Aspiring Sellers Summit! Together, we're empowering women of color in the sales industry and fostering diversity & inclusion. 

Join us on April 24th 2024 for this inspiring event! 

#AspiringSellersSummit 
#SistasInSales 
#DiversityInSales 
#CommunityPartnership

https://lnkd.in/exMJGDYZ

Yesterday was all about the "Dont's" of cold calling. Today we're sharing the "Do's"!!

DO respect yourself and what you bring to the table - even if you’re the one knocking on doors. Never lower yourself in stature thinking it will appeal or appease your buyer

DO approach every obstacle with curiosity and an open mind. What can I learn from this. How can I approach this differently? Can I remedy this or change the outcome that it’s currently headed down

DO actively listen to your prospect. Let go of your agenda and understand theirs. It will give you the information you need more than trying to pressure them.

Follow Zoya Segelbacher for sales tips and advice | Follow Uncapped for sales community

Uncapped Master Class coming up that you will not want to miss! Hosted by Jacob Karp, creator of Revenue on Repeat and a powerhouse in Strategic Enterprise Sales at Rubrik.

Unlock the secrets to boosting your sales pipeline as Jacob shares his system for territory and account mapping.

Register here: https://lnkd.in/gH_Wn_d7

We live in a world with so much immediate gratification. It can be hard to prioritize hard and uncomfortable things. 

But no one improves by only doing what they’re good at. Stretching yourself is the key to growing. But it can feel really terrible while you’re in it because you may very well be downright bad at the skill you’re practicing to improve.

Just remember, it’s not about how good you are in this moment. How good will you become?

👉 Follow Zoya Segelbacher for B2B tech sales content and inspiration | 🔔 Follow Uncapped for B2B tech sales community and enablement

You know the real key to being resilient? Seeing everything as a math problem or puzzle.

Think for long enough and almost anything can be solved.

Uncapped made it to a Hanshin Tigers game 🇯🇵 



And also protected someone's blowout from the rain that ultimately ended the game early in a tie....

🚨Drum rolls! 🥁

We have our second live session coming up! 💃 🕺 

This time we took it up a notch with the Founder and CEO of Uncapped, Zoya Segelbacher who will be coming in to share her wealth of experience in Tech Sales and AI.

Zoya, has almost a decade's experience in Sales and will not hold back in telling you how AI can help you in sales. 

So, block your calendar for the 20th of April at 5 pm WAT as we delve into the role of AI in Tech Sales. 

You wouldn’t want to miss this!

Register now! https://lu.ma/lo4dglmd

Tomorrow the LIVE webinar with Jacob Karp finally launches!

Jacob is an accomplished Strategic Enterprise AE and creator of Revenue on Repeat. He will be delivering a packed class on Territory and Account Mapping geared toward the enterprise segment. 

Register to join and snag some bonuses at the end of the session: https://lnkd.in/gH_Wn_d7

This virtual event is brought to you by Uncapped and Hyperbound


Spinning your wheels with accounts and prospects that don't convert is the best way to waste your precious time.

In fact, in Uncapped Book Club today, we covered chapters 1-2 of New Sales Simplified and chapter 2 has a focus on targeting the right accounts and the right people.

What better follow-up for than to join us for a master class as we delve deep into this concept featuring Jacob Karp later this month!

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