Episodes

Dec. 2, 2021

90: MT Robertson CRO at Bluescape Software on how to transition to pr…

CRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. F…

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Nov. 18, 2021

89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer

The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference a…

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Nov. 16, 2021

88: 3 tips to connect better with prospects

Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to chang…

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Nov. 11, 2021

87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when…

When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This e…

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Nov. 9, 2021

86: Your product training is hurting your sales team

Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we ca…

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Nov. 4, 2021

85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first c…

One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team th…

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Nov. 2, 2021

84: 3 ways to improve the effectiveness of your sales deck

Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk a…

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Oct. 28, 2021

83: David McKeough, CRO at Trusona talks about being creative in how …

David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Tru…

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Oct. 26, 2021

82: 5 steps to ramp new sellers when you have no enablement and no ti…

The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have a…

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Oct. 21, 2021

81: Differentiate by being human with Mark Small, multiple time VP of…

This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked abou…

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Oct. 19, 2021

80: 3 questions to ask to know if you are at the right company

After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things a…

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May 8, 2020

78: 5 ways to run a better team meeting

Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get t…

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May 6, 2020

77: Set a big goal for your team to rally around

Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal t…

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May 5, 2020

76: 3 ways to use ancient philosophy to run your sales team more effe…

People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of h…

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April 17, 2020

75: How To Create a Culture of Accountability In Your Sales Team

B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our p…

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March 13, 2020

74: How to build your bench

It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do …

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March 11, 2020

73: 4 Steps to follow if you are called a "Micro Manager"

There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support …

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March 9, 2020

72: Top 8 reasons why great sales people leave

Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show (http://www.unstoppable.do)

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March 6, 2020

71: Why you should hire lines not dots (and what the heck that means!)

Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and se…

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March 4, 2020

70: The first 3 things a newly promoted manager should do

You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhel…

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March 2, 2020

69: Moving from reactive to proactive in hiring

Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and no…

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Feb. 14, 2020

68: Why you need to ask one question at a time

Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this ep…

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Feb. 12, 2020

67: How are your reps motivated?

Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? …

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Feb. 10, 2020

66: What would this look like if it were easy

One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action. Support the show (ht…

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