Episodes

  • 058 - Where are people going wrong with prospecting with Richard Harris

    058 - Where are people going wrong with prospecting with Richard Harris
    Jun 7 2024
    Richard Harris is a sales expert, author of 'The Seller's Journey' and GTM consultant. He's a 4x Salesforce Sales Leader, 5x AAiSP Top Sales Leader and he teaches revenue teams how to earn the right to ask questions, which questions to ask, and when.
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    23 mins
  • 057 - 'What's old is new again' with John Barrows

    057 - 'What's old is new again' with John Barrows
    May 13 2024
    With over 25 years in the sales industry, John Barrows has held various positions, ranging from making 400 calls a week to serving as the VP of Sales at a self-funded startup that was acquired by Staples.

    Now, he leads JB Sales, a training company that collaborates with top organizations such as Salesforce, LinkedIn, Amazon, and Google, as well as many of the world's fastest-growing companies. His extensive experience has provided them with deep insights into the effective strategies and common pitfalls in sales and has trained over 100,000 sellers!

    Committed to continuous learning and improvement, he aims to use his knowledge to uplift sales professionals and enhance the field itself, believing that when executed proficiently, sales is the most rewarding profession. Find him on LinkedIn, through his newsletter (https://www.jbarrows.com/newsletter-jbsales), and via his Membership and Training programs (https://www.jbarrows.com/individual-training).
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    34 mins
  • 056 - Reimagining the vision of GTM tech stacks with Curtis Ropp

    056 - Reimagining the vision of GTM tech stacks with Curtis Ropp
    Apr 26 2024
    Curtis Ropp is the founder and CEO of Outbound Funnel is passionate about helping disruptive companies across various industries achieve rapid and sustainable growth through strategic sales engagement and cutting-edge technology. Outbound Funnel, a leader in Sales Engagement Platforms, provides custom solutions and continuous support to its clients, backed by a team of military veterans and multi-platform certified professionals.As a top implementation and pro-service partner for industry leaders like Outreach, SalesLoft, Gong, Intercom, Drift, and more, the company has garnered extensive knowledge and expertise in the ever-evolving landscape of sales engagement and enablement tools. Committed to leveraging their network and insights to create a positive impact, they actively share experiences, successes, failures, and embrace opportunities to learn from others in this dynamic and exciting field.
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    22 mins
  • 055 - Executive engagement in sales with Mike Fiascone

    055 - Executive engagement in sales with Mike Fiascone
    Apr 2 2024
    Mike is an experienced sales professional with 25 years of experience in strategic sales, former #1 AE at DocuSign and Oracle. Ran the "Big Deal Team" at DocuSign which included the Executive Engagement Program and Advisory Board. Co-developed "The DocuSign Way" sales methodology. Trained and coached 100s of sellers. Today Mike is the CRO and Co-Founder of 100 Handshakes, a relationship acceleration platform, which enables sellers to build relationship maps (org charts) for strategic accounts for account planning and to collaborate with the customer.
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    28 mins
  • 054 - Most Win-Loss Analysis is Bullshit with Michael Hoffman

    054 - Most Win-Loss Analysis is Bullshit with Michael Hoffman
    Mar 13 2024

    Michael Hoffman is the founder and CEO @ PastSight a revenue-driven win-loss analysis platform for SaaS companies.
    https://www.linkedin.com/in/mfhoffman/
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    22 mins
  • 053 - Dave Kennett - Sales Coaching: What, Why and How!

    053 - Dave Kennett - Sales Coaching: What, Why and How!
    Feb 27 2024
    Dave Kennett, CEO of ReplayzIQ a new generation of call intelligence software that automatically scores sales calls joins Alex to talk all about sales coaching - what is it, why isn't it happening and how to embed coaching into a team.
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    30 mins
  • 052 - Kevin Gaither - How to get your next sales role!

    052 - Kevin Gaither - How to get your next sales role!
    Feb 13 2024
    Kevin is the CRO and founder of Inside Sales Expert. He helps leaders at early stage tech companies avoid mistakes in all aspects of growing their sales team. Kevin breaks down how to stand out in a crowded job market and sell your way into your next role!
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    41 mins
  • 051 - Chris Orlob: From Drummer To $200mil ARR

    051 - Chris Orlob: From Drummer To $200mil ARR
    Jan 31 2024
    Chris Orlob is the CEO of pclub.io and QuotaSignal. Listen in to learn about Chris's journey growing Gong.io from $200k to $200M ARR and a $7.2B valuation in less than six years and how he built pclub.io! He has trained over 10,000 SaaS and tech salespeople on SaaS sales calls with the #1 online course platform for B2B sellers.
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    30 mins