What is it really like to work at a playbook company?

Luke Rogers, Vice President, EMEA at ComplyAdvantage gives a real insight into what it takes to work at one.

“It’s down to the leaders who run these elite high-performance companies to make sure they are diverse, tolerant of different views and beliefs, and that respect is given to everyone no matter what.” 👏

Playbook-trained Luke Rogers has scaled AppDynamics, Instabase, and now ComplyAdvantage. If that's not impressive enough, he’s also got a degree in Artificial Intelligence & Cybernetics with Mandarin Chinese.

Which is why I was so excited when Luke agreed to appear on our Sales Unfiltered channel to discuss…

🤔The brutality behind playbook companies
🧱 How to build a playbook company
📈 The hard truth about high-performance cultures
👩‍💻 Why hiring mistakes leave the deepest scars

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Reb Comer, Account Manager at Hook, joins me today on Sales Unfiltered to discuss how to prevent churn.

This is one of the most actionable episodes we’ve done where Reb shares advice on how to spot risk, keep customers engaged, and how to effectively split your time.

Churn isn’t always a bad thing, but it's integral to understand your customer health, and Reb gives some real-life examples on how to do this. We discuss tracking key indicators for risk, the difference between good and bad customer engagement, creative ways to trigger customer engagement, engaging with quieter accounts, and Reb shares how she plans her week, going through each day and her key objectives.

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In a turbulent market, it's important to futureproof your career whether you're in role, or in between. Gavin Walsh, Regional Vice President at Zendesk, joins me today to share his advice on how to do just that.

With an incredible career working with brands such as Google, LinkedIn, WeWork, and now Zendesk, Gavin knows how to lead a successful career, and in this episode, he shares an insight into what he looks for when hiring.

This is a masterclass, and I urge you to listen to this episode as we unpack curiosity and why we’re so bad at selling ourselves, but so good at selling software. He gives advice on how to collaborate, ask smart questions, and learn from others. Lastly, we cover coachability, Gavin's framework, and looking for a coach.

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Laura Moniz De Aragão has had an incredible career in tech sales, working at companies such as Darwin, Nudge, and is now the RVP Sales, Global Strategic Accounts at BetterUp.

She is also the new mum of 2 and recently returned to work after a year of maternity leave.
Laura is the epitome that women don’t have to choose between a career and motherhood; you can do both.

Today, we discuss thriving after maternity leave, and she walks us through the skills she has developed from being a mother: persistence, prioritisation, and patience.

We cover what businesses can do to help mothers return to work more smoothly, ways to tackle that feeling of impostor syndrome on return, and what a good maternity policy looks like.

She says, “It’s not just about offering policies—it’s about fostering a culture where new parents feel supported, seen, and valued.”

Laura is such an inspiration and clearly an incredible mother, so I can’t wait for you all to learn something from today's episode.

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“Organisations are dreadful at crisis management and conflict transformation.”

On this episode, William Perry, Vice President of Global Sales at Lucanet speaks about how we can equip sales teams with the tools of conflict management.

William gives real-life examples on managing conflict, and what his years of working with International Government Institutions, Peacebuilding organisations, the Foreign Service, and US Department of State has taught him when building a successful GTM Sales team.

“Conflict is the pursuit of incompatible goals by different groups.

When people think of conflict, they automatically deploy the avoidance style of conflict management.

There are 5 different styles of conflict management; understanding those styles are crucial to building a formidable way of operating when you’re in a crisis situation.”

Listen to this episode to find out what they are, and how to put them into practice.

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Customer centricity is something that all sales leaders should be focusing on whether you lead new business teams or existing.

Richard Cookson, EMEA Customer Success Director at Affinity sits down with Izzy Bishop to discuss the importance of customer centricity and how to achieve this.

Having led teams at LinkedIn, Procore and now Affinity, he has some real gems to share and I loved this discussion so much. We spoke about the impact this has internally in your business unpacking culture, values, and leadership. And then we went on to how you build a customer-centric culture across the whole Go To Market Function, sharing strategies, and approaching this in new markets and regions.

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Psychological safety and accountability are the key ingredients to a successful, high performing team according to Coralie De Robert, Director of Account Management at G2.

With 7 years of experience in tech sales working for companies such as Peakon, Salesloft, Lonescale and now G2, Coralie is one of the most self aware managers I’ve ever spoken to who is constantly looking to better herself and her team.

In this episode we discuss how to create a psychologically safe environment, boundaries as a leader, moments where she’s got it wrong, transparent feedback and accountability.

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Everyone wants to build a consistent pipeline, and Kevin Middleton's secret to this is by managing the future.

Kevin Middleton works as the VP of Sales at Monotype where he currently leads 36 professionals, including Managers, Enterprise and Mid-Market Sales Reps in the UK, Australia, Singapore and French markets.

In this episode we discuss his theory of managing the future, always being 2 quarters ahead and why this is so impactful. Kevin goes into detail on how the reps can manage their diaries effectively, split their time across accounts and structure their week when working 2 quarters out. Lastly, we speak from the leaders' perspective about communication and implementing this structure across the team, tracking effectively, and the benefits it can have on your business.

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If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.

See you next week! 🚀