Reb Comer, Account Manager at Hook, joins me today on Sales Unfiltered to discuss how to prevent churn. This is one of the most actionable episodes we’ve done where Reb shares advice on how to spot risk, keep customers engaged, and how to effectively split your time. Churn isn’t always a bad thing, but it's integral to understand your customer health, and Reb gives some real-life examples on how to do this. We discuss tracking key indicators for risk, the difference between good and b...
In a turbulent market, it's important to futureproof your career whether you're in role, or in between. Gavin Walsh, Regional Vice President at Zendesk, joins me today to share his advice on how to do just that. With an incredible career working with brands such as Google, LinkedIn, WeWork, and now Zendesk, Gavin knows how to lead a successful career, and in this episode, he shares an insight into what he looks for when hiring. This is a masterclass, and I urge you to listen to this e...
“Organisations are dreadful at crisis management and conflict transformation.” On this episode, William Perry, Vice President of Global Sales at Lucanet speaks about how we can equip sales teams with the tools of conflict management. William gives real-life examples on managing conflict, and what his years of working with International Government Institutions, Peacebuilding organisations, the Foreign Service, and US Department of State has taught him when building a successful GTM Sal...
Do you ever want to understand why your brain holds you back from pushing yourself outside of your comfort zone? Why do you procrastinate? Why do people lose focus so easily? Phil Nayna, Exec Coach & Founder at Absolute Mind Body, discusses overcoming barriers to reach your full potential in this episode. With a background in sales, Phil now works with individuals and businesses to understand the psychology driving performance and learning the tools of elite performers. Phil c...
Jennifer Swimley progressed from AE to Senior Sales Director in just 4 years...how did she do it? On today's episode, we hear from Jennifer Swimley, Executive MBA Candidate at University of Cambridge, and previous Senior Sales Director at Smartsheet. Jennifers' career has been impressive working for brands such as Hootsuite, Dropbox, and Smartsheet, and during each role, she has climbed the ladder quickly which comes as no surprise after this conversation. Justin Gandleman,...
To build a successful GTM team you must have alignment across all teams, particularly revenue and customer success. The focus should always be the customer, so in this week's episode, we sit down with Natasha Evans, Head of Customer at Hook to discuss working with your sales counterpart, aligning account plans, and focusing on communication on empathy. To wrap up the conversation we dive into how leaders can make sure they ensure their CS teams are working in harmony with sales discussing se...
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 🤝 1...
"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 sel...
"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...
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...
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 ...
“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? ...
“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 ...
“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 ...
"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 wo...
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 ...
“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 s...
“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 in...
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 🙏...
“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 🔥 0...