In this episode, Ross and John chat to Jeff Cofield, the Guru in all things Engineering, Services and Customer Success. Jeff has managed teams globally across North America, APAC and EMEA. Jeff has done Customer Success long before it was cool for global organizations such as American Express, Motorola, Quest, Dell and BMC.

Jeff talks about:

John asks why it is that people are not taking advantage of 80% of the software they’ve paid for. It’s not just for the sake of churn management but more importantly because customers are not seeing the business impact they deserve. We then explore how we can use AI to front load and predict customer events ahead of time and proactively lead with value.

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In this episode, Ross Lauder and John Quigley speak to Donnacha Friel, the VP of Sales at Wrike. 

For Candidates: Donnacha shares how he likes to flip each interview on its head. He unlocks how he hires great Business Development talent. Donnacha discusses the key values that he looks for in his team and ultimately what makes junior and senior salespeople alike successful. We explore how to nail an interview in key areas such as:

How to demonstrate experience when you have none? Donnacha explains how he was able to promote 35% of his sales org last year.

For Leaders: We talk about what's different in EMEA and why we shout more about market differences more so than most.

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