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© 2024 Sales Unfiltered
Description
Tech Sales is tough right now.
Everyone in sales goes through failures, big mistakes, and scary challenges.
But how you learn and grow is what separates the good from the Elite.
Speaking with the biggest names in Tech, every Tuesday we’ll be covering how to be a top performer, navigating this tricky market, and building successful sales teams.
This is Sales Unfiltered.
Let’s change the way people think about sales.
Hosted by Izzy Bishop and powered by Wiser Elite, this channel is on both Podcast platforms and YouTube.
21 Episodes
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24% of the industry is made up of women - what can businesses & leadership do to change that?Joining us on the channel this week & for the Season 2 finale we have Pete Crosby, CEO & Co-Founder of Revelesco, coach advisor and lecturer... sharing his wisdom this week on removing the glass ceiling for women in the industry.👋 00:00 Intro🔥 1:18 The importance of diversity in the workplace🙌 4:00 How to diversify your hiring🗣️ 07:10 Changing the language in your job specs 🤝 15:15 Embraci...
"Customer Success & Account Management needs to think more like sellers & familiarise themselves with different methodologies..."Wise words from this week's guest, Ejieme Eromosele, GM of EMEA at Quiq to discuss understanding the state of your book of business, account mapping & identifying the white space 🙌👋 00:00 Intro🚗 00:40 Taking your customer on a journey🚀 03:40 Customer Success being more revenue focused👀 05:58 Do you think AMs and CS need to think more like sellers?⬜️ 08:4...
"Culture is what happens when you're not in the room..."In this week's episode we're joined by Neil Ryland, Chief Customer Officer at Normative.io to discuss scaling businesses to exit, building strong cultures in different regions and his learnings overcoming imposter syndrome.👋 00:00 Intro⏰ 00:48 The thing that keeps you ticking, what do I want to do next👀 09:09 Finding a great founder 😯 14:05 How do you navigate if it’s a founder with unrealistic ideas🔎 16:20 Nailing your market rese...
Go for the full cookie, not just the crumbs…In this week’s episode we’re joined by Ed Armishaw, Sales Director at ServiceNow to dive into big deal hunting and how holding the line has been imperative to his success…👋 00:00 Intro🍪 00:50 Full Cookie, Not Crumbs👀 05:15 Are big deals for everyone?💪 06:25 Holding the line; staying strong & understanding your value 🔥 09:54 Building a virtual internal team within your customer📈 20:10 Mutual Success Plans → creating customer theatre & leading...
Staying calm and collected during times of uncertainty…In this episode we’re joined by Ellie Clayson, SDR Leader at Abacum to discuss developing the next generation of SDRs 🙌👋 00:00 Intro📈 00:45 Creating the next gen of SDRs🙏 02:51 Is there someone in your career that has really shaped you?🚀 07:28 Importance of transparency as a leader 👀 09:15 How to navigate difficult questions with your team 🫵 13:00 Keeping your cool as a leader 💥 15:11 Being invested in the business shift 🤝 18:10 What does...
“You can’t scale if you don’t empower your team, and give them trust” In this episode we're joined by Anup Khera, VP & GM International at Attentive to dive into scaling global teams.👋 00:00 Intro 🧐 00:54 Why are a lot of businesses not successful at expanding outside of HQ🔥 03:42 Getting that executive buy in 🚪 07:08 Leaving your ego at the door ➡️ you shouldn’t be competing against your own team👀 09:54 What is a landing team? 🤝 11:56 What’s the perfect first hire? 📈 15:40 Successf...
“Sometimes a downturn can be a great opportunity…”Joining us this week is Kathleen Hartigan, Group VP of International Sales at Clari to talk more on maintaining high performing teams in a tricky climate.👋 00:00 Intro💡 00:49 How to redefine the expectations of success 🙏 04:50 Focusing on fundamental skills during a tricky period🔥 10:35 Ensuring your team is set up for success 🚀 15:40 How do you encourage high morale? 👀 19:35 Planning targets for the year & having visibility of data across...
“Sales Methodology is important because it allows you to map out what the actual process will look like…”Welcome back to Sales Unfiltered and kicking off season 2 we’re joined by Hitesh Kapadia to discuss managing deals outside of the methodology. Co-Founder & CRO at Jointflows and host of The Revenue Revolution Podcast 🙌👋 00:00 Intro🔑 00:45 Key Components to understanding a deal 🤔 03:01 Understanding Sales Methodologies 👀 05:02 Tactics for uncovering painpoints with you buyers🤝 06: 57 SD...
"Educate me on how I should be buying software... provide value in that discovery call.”It’s the final episode of Season 1 of Sales Unfiltered and this week we’re joined by Malvina El-Sayegh, Director of Revenue Enablement at Oyster. Malvina boasts 10+ years of sales enablement experience and in this episode shares her expertise on becoming a trusted advisor and leading with insight during the sales process.👋 00:00 Intro💡03:45 Actionable takeaways for sellers to focus on👀 08:32 The worst &...
This week we’re joined by Arjun Menon, Principal Success Manager at Salesforce, winner of The Elites 2023 Customer Success Award, and a musician… what can’t he do 🤩This episode dives into the value of CS for organisations and customers along with proving that value and secrets to being a top performer.👋 00:00 Intro👀 01:23 Proving your value to customers ➡️ Defining value to them👉 04:24 How many checkins & touchpoints should we be having with our customers?📄 06:20 Referring back to busines...
“Great leaders are not measured by the amount of followers they’ve got, but the amount of leaders they create”This week we’re joined by Gavin Dimmock, Chief Customer & Revenue Officer at Papirfly, sharing his insight into creating the next generation of leaders and finding the perfect mentor.👋 00:00 Intro🤔 00:27 Why you enjoy being a leader?🚀 2:01 Looking for something beyond hitting targets and the next deal ➡️ imparting wisdom onto the next generation👀 06:23 What are the key skills you ...
“You wouldn’t put 11 goalies on the pitch, so why hire 8 of the same AEs?”Ollie Sharpe, VP of Sales at Abacum, previous MD at Salesloft & business advisor to experienced in fast-paced growth start-up environments. This episode we’re unpacking scaling teams from the ground up to million dollar companies, hiring diverse teams that all have their own superpower & nailing the work life balance. 👋 00:00 Intro📈 00:55 Building teams from the ground up 😁 02:47 The influence of...
After being in door to door sales… anything felt easy. Carmen Osman, previous Sales Director at Braze and newly appointed Account Executive at Gartner, joins us in the studio this week to dive into resilience, grit & being a working parent in the sales industry.👋00:00 intro💪 01:00 What does resilience mean to you?📈 04:50 Ensuring everything in your day-to-day is providing value 🚪 06:54 Learnings from being a door-to-door sales rep 🪣 09:05 Different buckets of success 🙏 The value of ...
“AI is the next step of human evolution”Gautam Rishi joins us to unpack the future of the sales org with the rise of AI. It’s the biggest shift we’ve had in the past 10 years - but should we be afraid of it? In this episode, Gautam fills us in on why we should be embracing this new wave. 👋 00:00 Intro 🤖 01:20 “AI is the biggest shift we’ve had in the working world in the past 10 years”👀 03:07 Should we be scared of this new wave? 🔁 06:09 Sales teams downsizing and roles merging🔥 08:30 80% of ...
Jacqueline de Gernier, Previous Regional VP at Twilio and Ex- Area VP at DocuSign unpacks the value of diverse teams & building equitable and inclusive workplaces.Building a environments that prioritise equity, give everyone a space to grow & building a legacy for yourself whilst raising children…👋 00:00 Intro 💪 01:15 Driving better results with diverse teams🚩 03:33 The lack of gender parity at a senior level📈 06:04 Hiring diverse talent & designing workplace processes that champi...
Meshach Amuah-Fuster, CEO at Aurea Software and CopperTreeHow to find your WHY?From SDR to CEO, with almost 20 years of experience growing leading businesses, this week we’re joined by Meshach Amuah-Fuster, CEO at Aurea Software and CopperTree defining goals, motivation, and finding your why.👾 01:23 Game-ifying Motivation: Attaching an emotion, a goal or a purpose to what you’re trying to do and the motivation will naturally come ✍️ 04:22 Defining your goals: put a plan in place & enjoy t...
4x LinkedIn Top Sales voice Morgan Ingram joins us this week to talk about the New Age of Social selling and his rise to being a personal brand expert… 👋 00.00 Intro💥 01.18 How Morgan followed Kendrick Lamar’s strategy on making it big 🤔 06.45 The difference between a creator and a curator; harnessing the influence of other people’s content📺 08.51 Marketing your personal brand or product like its a TV show that will appeal to any audience🤝 16.20 From SDR to full-time Content Creator👀 21....
Tech Sales is tough right now.Everyone in sales goes through failures, big mistakes, and scary challenges.But how you learn and grow is what separates the good from the Elite.Speaking with the biggest names in Tech, every Tuesday we’ll be covering how to be a top performer, navigating this tricky market, and building successful sales teams.This is Sales Unfiltered.Let’s change the way people think about sales.
“Create an ecosystem that pushes your business forward…”Joining us on the channel this week is Corey Cummins, Director of Regional Partners at Snowflake, a global network where thousands of organisations mobilise data with near-unlimited scale, concurrency, and performance.👋 00:00 Intro🚀 00:45 What made you transition from new business to partnerships?👉 04:20 How to define partnerships?🤔 10:50 How does your role differ to the life of a new business sales person?👀 13:40 Partners vs Champions🙌 ...
“Almost a million women have left the workplace because they hadn’t got the support they needed with menopause…” 🤯In this week’s episode we’re joined by Haley White, Founder of Menospace, a menopause training company specialising in workshops, events & webinars.👋 00:00 Intro🧐 01:18 What is the menopause?💪 07:47 The need to be raising awareness on this👀 15:06 What are the biggest misconceptions with the menopause?🔥 16:25 Creating policies to support women going through the menopause🤝 19:25...
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