Our next guest on the show is none other than Jacco vanderKooij, founder and CEO of Winning by Design as well as host of his own channel that goes by the same name. Jacco has worked alongside top sales teams to help them operationalize their sales and marketing. In this episode, we go deep on topics like sales process, compensation, and what it takes as a leader to build a solid culture in your sales team.

Leading by example: 00:55 - 3:10

Manager vs coach: 03:10 - 06:15

Process is the star: 06:15 - 08:50

Team before individuals: 08:50 - 15:30

Compensation in sales: 15:30 - 19:25

Hiring a CRO is a bad idea: 19:25 - 24:00

Eating together vs sharing food: 24:00 - 27:05

I hate being sold to, but love buying: 27:05 - 30:54