Sales Transformation Lab

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.

How has sales enablement evolved?

Here to outline the past, present and future is Celine Grey, currently Director of Revenue Acceleration at Oyster.

In her flagship role, Celine envisions a world of all things enablement, not just sales - that leads to boosts in culture, cost efficiency, product quality… not just revenue!

In the episode, we trace her career, the hyper-growth journey of Oyster and the importance of using data to track results.

What’s the key to being a successful CRO?

Today’s guest Grant Coombe has amassed a wealth of experience helping a whole range of companies to maximise their potential.

Currently CRO at the ever-growing FundApps, Grant’s CV includes positions at Bloomberg and a stint running his own consultancy.

Sharing an array of tips and tricks, we cover the difference between big companies and scale-ups, how to close the experience gap and how to streamline internal structure for success.

How do you organise teams in a big company?

Sharing his experiences from the field today is Kevin Knieriem, EVP & CRO at tech firm Clari.

Kevin reveals a journey that has led him from food marketing and software developing to adventures in the world of sales.

We cover internal promotion culture, mentorship and the tricks Clari use to approach revenue operations, sales enablement and structure.

“Sales is a constantly evolving game.”

In this episode, Matt is joined by Vice President of GTM strategy at Greaser Consulting, Erika Davis.

Erika discusses the surprises of her career in sales, highlighting key aspects of sales leadership and healthy company dynamics.

Also delving into the importance of both continuous feedback in sales and understanding oneʼs preferred work flow, this isn't one to miss for those wanting to improve their sales leadership skills.

Recruitment is crucial - so how do you make sure you’re hiring well?

Chris Duddridge, VP of Sales at Soroco, says the key quality to look for is a balance of will and skill.

With Chris finding a passion for sales after a brief stint in the military, he shares some lessons that he’s learned along the way.

We cover the importance of a growth mindset, interview checklists and the ever-increasing role of automation.

How do you define sales enablement? And why is it so increasingly important?

This week, Matt welcomes Brendan McGrail, Sales Enablement Leader at Next Caller to help better understand the space. 

Brendan takes us through the do's and dont's of sales enablement, and unpacks the lessons he wants others to learn when thinking about supporting sales teams.

Listen in for Brendan's journey and to get to grips with Sales Enablement.