Education is not an event, it’s a process.

Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams.

Jeroen is passionate about educating sales reps the right way - understanding that it’s never a one-off, but rather a constant mission for gradual improvement.

Touching on his own core values and the importance of understanding different cultures, Jeroen brings a bank of expertise on how to humanise the sales process, develop a sales team and look beyond automated data to focus on the outcome.

You need to be data-informed, not data-led.

Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq.

Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes.

Citing his universal framework for producing a sales readiness score, and underlining the power of micro-learning, Ben’s ruthless focus on outcomes is guaranteed to help you deliver results.

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.

In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!

With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.

In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!

With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Our expert today: Tom Castley from analytics gurus Hook.

Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships.

He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.

How does a Product-Led strategy change the way you work?

Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster.

In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG.

From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today’s episode is your definitive guide to life in the product-led lane!

Engagement is crucial - yours, your employee’s and your customer’s.

This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny’.

Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial.

The pair also highlight why coaching and team building are essential in aiding the transition from a small to medium business and beyond.

How do you fast-track your sales journey?

According to today’s guest Italo Maddalozzo - by focusing on your values and investing in your education.

Italo is currently VP of Sales at Sermo, after a meteoric rise through the ranks at Bloobirds and Compettia.

He takes us through how his call centre beginnings instilled in him a desire to learn, improve and connect with the customer.

Preaching integrity - to yourself and your clients - today’s episode will help you maximise your skillset and smash your targets.

Video communication has transformed sales.

Taking us through the stages of this transformation is Aleks Gollu, Founder and CEO at 11Sight.

The latest of a series of successful start-ups, 11Sight are changing the game for salespeople across the world - revolutionising the speed and success rate of landing new prospects.

We dive into the inspirations for the venture, the internal logistics within the PLG sphere and the ever-blurring lines between sales and customer success.

How can you scale and grow in order to pursue sales goals? The ever-thriving Anup Khera, of Attentive shares his thoughts.

He tells Matt why choosing the right people, understanding employee strengths and continuous coaching are his absolute priorities.

The pair also cover how some roles in SaaS sales can be taken on by people from non-business backgrounds.

If you’re looking to champion your personal growth and that of your employees, this episode is for you.