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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

Revenue Rumble in the Jungle, with Charlie Cowan [Episode 1142]
In this week’s episode, Howard and Alastair dive deep into the future of revenue operations with special guest Charlie Cowan (RevOpsCharlie), author and Revenue Acceleration Expert. They explore the transformative power of AI and automation in sales, highlighting how these tools are reshaping the role of sales professionals and the importance of data organization. The discussion also emphasizes the value of curiosity and specialization in an evolving business landscape, making this episode a must-listen for anyone interested in the future of RevOps and AI in sales.

Podcast

Listener Q&A: Generative AI All Day [Episode 1141]
Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they’re all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success.

Tool

5 Ways Your Sales Process is Out of Sync with Today’s Buyers
How to bring your sales team up to date with the current state of buying

eBook

What Top Sales Performers Do Differently
3 data-backed differentiators that result in more won deals based on an aggregate sampling of customer data

eBook

Remove the 5 Operational Obstacles Blocking Revenue Growth
How to overcome the 5 operational process issues we see all the time

Podcast

Unlocking Value Realization in Enterprise Sales, with Derek Knudsen [Episode 1140]
In this week’s episode, Alastair engages in a dynamic discussion with special guest Derek Knudsen, Chief Delivery Officer at Revenue.io, as they explore the critical concept of value realization in the world of enterprise software. They emphasize the importance of aligning customer needs with product development, highlight the pitfalls of starting with features instead of customer objectives, and underscore the vital role of understanding and delivering on customer outcomes in achieving long-term success in the enterprise software space. This insightful conversation sheds light on how organizations can create meaningful and lasting value for their customers.

Podcast

Gifting for Growth: Unwrapping Post-Sales Engagement, with Kris Rudeegraap [Episode 1139]
This week, Alastair is joined once again by Kris Rudeegraap, CEO at Sendoso, to talk about the power of post-sale gifting and engagement strategies. They explore how personalizing gifts based on techniques like the “endowed progress effect” and “loss aversion” can drive customer success, cross-selling, and upselling. The conversation also delves into budget considerations, emphasizing the value of reallocating resources for impactful results.

Tool

5 Common AE Mistakes and What to Do Instead
The top 5 mistakes that are costing AEs the deal

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