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Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales and revenue operations teams.

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Podcast

The Power of Personalized Gifting in Sales, with Kris Rudeegraap [Episode 1138]
This week, Alastair is joined by Kris Rudeegraap, CEO at Sendoso, to discuss innovative sales strategies with a focus on gifting and personalization. He emphasizes the importance of authentic and creative outreach, using data-driven insights to tailor gifts and messages to specific personas. The conversation also delves into shifting trends in sales behavior, the rise of mid-funnel engagement, and the growing role of customer success teams in driving revenue from existing customers.

Tool

How to Close Deals Faster
A 7-step checklist for reducing deal cycle length to drive growth

Podcast

Reshaping Traditional Roles Using AI, with Maha Pula [Episode 1137]
In this week’s episode, Alastair and Howard are once again joined by sales leader Maha Pula, the VP of Global Pre-sales at Cloudflare, to explore the evolution of sales roles in the era of AI and automation. They delve into the transformation of traditional functions like business development and customer success, emphasizing the shift from pushing sales to sparking exploration and adding value to customers throughout their journey with the help of AI.

Tool

How to Answer the 5 Toughest Sales Questions in Real Time
Practical tips for using AI to guide sellers through the most difficult questions they face

Podcast

Sales 3.0: Shaping the Future of Customer Engagement, with Maha Pula [Episode 1136]
This week, Howard and Alastair are joined by Maha Pula, the VP of Global Pre-sales at Cloudflare, to talk about the evolving landscape of sales, highlighting the shift towards a customer-centric approach and the impact of automation and AI on the buying journey. They emphasize the need for organizations to adapt to the changing dynamics, considering tasks over traditional stages, and enabling buyers to engage with digital resources while offering human assistance when necessary. The conversation underscores the importance of understanding the buyer’s journey, optimizing processes, and preparing for a future where customer-led growth drives sales strategies.

Tool

The 5 Most Common Complaints About Sales Engagement Platforms
Top issues teams are facing with their sales engagement platforms according to public reviews and our own data from millions of sales conversations

Podcast

Creating the Human Touch in Tech Sales, with Maria Bross [Episode 1135]
In this week’s episode, Alastair is joined by our very own Maria Bross, Revenue.io’s Director of Performance Consulting, to delve into the art of effective sales strategy and enablement. They discuss the vital role of building decision confidence in buyers, emphasizing the importance of timely education and tension-building throughout the sales process. Maria’s insightful anecdotes and expert advice shed light on the complex dynamics of modern sales, offering valuable takeaways for both sales leaders and professionals.

Podcast

Retention is Growth: Enhancing the Customer Experience using AI, with Jessica Gilmartin [Episode 1134]
In this episode, Howard and Alastair are once again joined by Jessica Gilmartin, CMO at Calendly, to delve into the disruptive impact of AI on customer engagement and marketing. They explore how AI tools are transforming Customer Support, providing a more efficient and personalized experience. They also discuss the importance of data-driven strategies to optimize customer interactions and retention for long-term growth.

eBook

5 Bold New Ways to Sell to the C-Suite
How to shorten deal cycles and increase win rates

Podcast

Staying Human in the World of AI Marketing, with Jessica Gilmartin [Episode 1133]
In this episode, Howard and Alastair are joined by Jessica Gilmartin, CMO at Calendly, to explore the impact of generative AI on marketing strategies. They discuss how AI tools are revolutionizing content creation and leading to increased efficiency while emphasizing the importance of maintaining human creativity and emotional connection in marketing to ensure customer engagement and long-term success.

Webinar

The Impact of AI on Mental Health and Sales
In this session, Richard Harris and Howard Brown discuss the transformative effects of AI on mental health and sales, and advocate for preserving the human element in an increasingly automated society.

Podcast

How to Supercharge Your Sales Enablement using AI, with Spenser Miller-Fellows [Episode 1132]
In this episode, Alastair sits down with our very own Spenser Miller-Fellows, Sr. Director of RevOps & Sales Enablement at Revenue.io, to dive into the exciting new elements of AI and its impact on Sales Enablement. They discuss how Formula One teams are using artificial intelligence to analyze massive amounts of data and improve simulations. They also explore the shift from an inside-out to an outside-in approach in sales operations, the importance of recording customer interactions, and the potential of generative AI in enhancing sales strategies.