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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

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. 

Tool

Sales Stack Grader
Our fast and free assessment ranks your sales stack so you can see how your sales tech compares with your peers and gain leverage for updating your existing stack in key areas.

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.

Tool

Revenue for Zoom Feature List
Surface the behaviors, tactics and techniques of top reps with Zoom call transcription, then share them with your entire team.

Podcast

Master Proposal and Negotiation Avoidance with Mike Bosworth [Episode 1095]
Mike Bosworth discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal.