Sales Academy

Selling is selling regardless of industry, and Michael Pedone breaks down the steps of a first-time sales call that leads to deeper conversations.

Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it’s the right strategy and how to execute it to precision.

Brent Adamson dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation.

These 5 strategies will help you empower your AE team to have dramatically better discovery meetings.

Alex Kvamme talks about how you can get the right data to enhance the quality of coaching managers provide.

We talk again with Karen Steele, former CMO and executive from LeanData, VMware, and Marketo, to discuss how RevOps doesn’t just enable the internal teams, but also enables buyers externally. 

Jonathan Friedman digs into the power of storytelling and using stories to make your demos a reflection of your prospects and their needs.

Chris Pennington shares his insight about prioritizing trust – you’re less likely to face customer churn and also get proper feedback that enables you to deliver even better customer experiences.

Mercy Lee Bell shares how to frame discovery calls as more of a listening exercise than a speaking opportunity.

This week, Alastair answers listener questions around building a RevOps team at different stages, hiring best-practices for RevOps-specific roles, and how to augment your tech stack to maximize efficiency across the entire team.

New data from Revenue.io reveals that SDRs are booking 8.6% fewer meetings from conversations. That means that it has never been more essential for AEs to nail every single discovery meeting.

Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of ‘experience’.