All Episodes

#146 - Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)

#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)

Product Roadmap: Q1 2023

#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)

#143 - Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)

#142 - Hall of Fame: Morgan Ingram

#141 - Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)

#140 - Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)

#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)

#138 - Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)

#137 - Playbook: Cold Calling Playbook Part 2

#136 - The Don't Get Ghosted Playbook

#135 - Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)

#134 - Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)

#133 - Building a business case with your champion (Nate Nasralla, Founder @ Fluint)

#132 - Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)

Product Roadmap: Q4 2022

#131 - Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)

#130 - Hall of Fame: How to land a killer sales job

#129 - Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)

#128 - Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)

#126 - Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)

#125 - Playbook: Everything prospecting that isn't email or phone

#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)

#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)

#122 - Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)

#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)

#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)

Product Roadmap: Q3 2022

#119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)

#118 - Hall of Fame: Sarah Brazier

#117 - Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)

#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

#115 - Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)

#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)

#113 - Playbook: Top 10 moments that change the way we sell

#112 - Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)

#111 - Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)

#110 - Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

#109 - Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)

#108 - Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

#107 - Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)

#106 - Hall of Fame: Kyle Coleman

#105 - Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)

#104 - Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)

#103 - Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)

#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)

#101 - Playbook: How to land a killer sales job

#100 - Your questions answered on how to be a cold calling machine

#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)

#98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC)

#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)

#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting)

#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)

#94 - Hall of Fame: Ryan Reisert

#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)

#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)

#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)

#90 - Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)

#89 - Playbook: Running a Killer Demo

#88 - How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)

#87 - The Xmas Special (click for gifts)

#86 - Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)

#85 - Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)

#84 - Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)

#83 - Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)

#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)

#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)

#80 - Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)

#79 - Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)

#78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)

#77 - Playbook: Cold Emails

#76 - Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)

#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)

#74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)

#73 - Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

#72 - Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)

#71 - Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)

#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)

#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)

#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)

#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)

#66 - Playbook: Discovery Teardown

#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)

#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)

#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)

#62 - Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)

#61 - Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)

#60 - Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)

#59 - Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

#58 - Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

#57 - Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

#56 - Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)

#55 - Playbook: Top 10 moments that change the way we sell

#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)