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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

Understand the Buyer’s Emotions to Change Them with Brent Adamson [Episode 1102]
Brent Adamson dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation.

eBook

5 Ways to Empower AEs to Have Dramatically Better Discovery Meetings
These 5 strategies will help you empower your AE team to have dramatically better discovery meetings.

Podcast

Utilizing Data with Human Intuition to Improve Performance and Feedback with Alex Kvamme [Episode 1101]
Alex Kvamme talks about how you can get the right data to enhance the quality of coaching managers provide.

Podcast

Outside-In RevOps [Ep. 61]
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. 

Podcast

The Best Demo is a Mirror with Jonathan Friedman [Episode 1100]
Jonathan Friedman digs into the power of storytelling and using stories to make your demos a reflection of your prospects and their needs.

Podcast

Enhance the Customer Experience with Trust, Technology, and Strategy with Chris Pennington [Episode 1099]
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.

Podcast

Tell a Story on the Buyer’s Vision of Success with Mercy Lee Bell [Episode 1098]
Mercy Lee Bell shares how to frame discovery calls as more of a listening exercise than a speaking opportunity.

Podcast

Listener Q&A #1 [Ep. 60]
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.

Webinar

The New Formula for Perfect Sales Discovery Meetings
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.

Podcast

In Customer Experience, Experience is Everything [Ep. 59]
Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of ‘experience’.

Podcast

Self-Awareness Makes VC Investing Sane and Reasonable with Matt Melymuka [Episode 1097]
Matt Melymuka shares their different approach to venture investing that is, in his words, sane rather than shooting for the top at all costs.

Podcast

A Salesperson’s Mission Is to Help Clients Achieve Their Goals with Fred Diamond [Episode 1096]
Fred Diamond discusses how to develop an optimal mindset founded on curiosity, authenticity, and creativity, and shares some of the best sales quotes he has learned over the years.