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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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Sales Engagement Automation Use Case Factsheet
Revenue.io reveals which leads and accounts are most likely to buy and how to engage them.


The Future of Sales Enablement & AI [Ep. 80]
Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the industry. We also talk about how AI can be used to simplify the data that sales reps have to deal with, and how AI can help change behavior and prioritize actions to make the most impactful change.


Sales Enablement: Nice-to-have or Need-to-have? [Ep. 79]
This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology can help drive behavioral change on sales teams, as well as how to orchestrate content to align to different buyer stages.


Is Messy Data Damaging your Business? [Ep. 78]
Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don’t miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.


Should I Even Try to Hit Quota? with Ralph Barsi [Episode 1125]
Ralph Barsi talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team.


Revving Up your Go-To-Market Engine [Ep. 77]
This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.


AI, Sales and Pipeline: How Innovative Teams Are Gaining a Competitive Edge
Building pipeline is hard, and if you’re still selling the way you did in 2022, it may get even harder.


Every Obstacle Presents an Opportunity [Ep. 76]
Jeff Bajorek (consultant/advisor/coach and the author of “Rethink the Way You Sell”) is back to provide his insights on the changing landscape of sales and the strategies to help you stand out in the crowd. Alastair and Jeff also discuss the importance of alignment, proper segmentation, and how to personalize the selling experience for each customer.


How Top Sellers Use Conversation AI to Improve Win Rates and Save Time
5 opportunities to get a huge advantage over your the competition


Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna [Episode 1124]
Matt Dixon and Ted McKenna share their insights on the 3 things customers are afraid of messing up that lead to a no-decision.

Glossary Term

What is Agent Assist?
Agent assist typically refers to AI technology that helps agents deliver better customer experiences. Cutting-edge agent assist offers relevant information in real time so employees can confidently navigate conversations with customers. Real-time notifications with relevant talking points are triggered by what is said and not said during the conversations. Agent assist technology is a powerful […]


AI and Sales: Trends for 2023 and Beyond
These are our AI and Sales predictions for 2023 and beyond.