SellMeThisPen podcast

About the episode:

In this episode, Michael and Jon dive into the challenges of building alignment between sales, marketing, and CS teams. They explore why unified metrics and data hygiene matter, how to effectively manage tool adoption, and why both leadership involvement and cross-team compensation plans are crucial for breaking down organizational silos.

About the guest:

Jon Fraser is a senior revenue executive currently serving as the Chief Growth Officer at Dasro Tech Talent. Jon has a robust background in leading growth initiatives globally, with prior roles at Omniconvert and TheAppLabb. He’s known for his strategic insights in tech sectors like AI and cybersecurity. Beyond his corporate roles, Jon also coaches and mentors senior executives and emerging leaders at Mento.

Where to find Jon Fraser:

LinkedIn: https://www.linkedin.com/in/jonfraser/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Gordon dive into the realities of effective sales coaching and personal resilience. They explore why truly understanding each rep's unique motivations matters more than one-size-fits-all approaches, how small wins compound into bigger success, and share raw insights about bouncing back after setbacks in today's challenging tech landscape.

About the guest:

Gordon Crane is a seasoned sales leader with over 15 years of experience across companies like Avalara and Propel, bringing a unique perspective from his background in restaurant management and passion for coaching football. As an active advisory board member of Sales Enablement Collective and advisor to companies, Gordon focuses on transforming sales teams through effective coaching and helping individuals achieve better results.

Where to find Gordon Crane:

LinkedIn: https://www.linkedin.com/in/geecrane/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Hermann dive into the realities of competitive enablement in sales. They explore why focusing on key competitors is crucial for win rates, how to build effective sales messaging without bashing competition, and which coaching steps are essential for getting reps battle-ready in competitive markets.

About the guest:

Hermann Handa is a seasoned sales effectiveness and enablement leader with extensive experience across software companies like Oracle and Eloqua, now serving as Director of Sales Effectiveness at FCT and a founding member of Revenue Enablement Society. With a unique background spanning software sales, marketing, and competitive intelligence, Hermann specializes in developing competitive enablement strategies that have helped companies dramatically improve their win rates and revenue growth.

Where to find Hermann Handa:

LinkedIn: https://www.linkedin.com/in/hermannhanda/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Andy dive into building resilience through coaching, drawing from Andy's unique journey from acting to sales leadership. They explore why emotional intelligence and consistency are crucial for sales success, and how managers can create psychological safety while helping teams develop the right mindset to thrive.

About the guest:

Andy Gillies brings his unique background from acting to his current role as BDR Director at 8x8, having worked with notable companies like TechTarget and RingCentral. He leverages his theatrical experience to drive success in sales through emotional intelligence and human-centric approaches.

Where to find Andy Gillies:

LinkedIn: https://www.linkedin.com/in/andy-gillies-665ba66a/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Gayle dive into the critical role of mental fitness in sales performance and leadership. They explore how building resilience through daily mental practices can transform productivity, discussing practical exercises to manage overwhelm and unlock creativity beyond just data-driven approaches.

About the guest:

Gayle is a veteran sales enablement professional with over 20 years of experience who pivoted to resilience coaching after experiencing burnout, joining the Positive Intelligence program to help sales leaders and teams achieve peak performance through mental fitness training. Following her own transformative journey, she now guides professionals to develop healthier mindsets and habits that drive sustainable success while avoiding burnout.

Where to find Gayle Charach:

LinkedIn: https://www.linkedin.com/in/gcharach/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Nikki dive into transforming 1-on-1 coaching through the power of choice-driven conversations and effective frameworks. They explore common coaching pitfalls, ways to build genuine curiosity, measuring coaching effectiveness, and how to create safe spaces for team role-plays using the Two By Two framework.

About the guest:

Nikki Schanzer is a seasoned sales enablement leader who spent 10 years in sales before transitioning to post-sale operations, and then to enablement where she first started coaching reps and later leaders. She has extensive experience enabling sellers and leaders at top-tier companies like Dropbox, Hopin, Outreach and now LinkedIn.

Where to find Nikki Schanzer:

LinkedIn: https://www.linkedin.com/in/nikkischanzer/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Mike D'Angelo dive into building resilience in sales through effective coaching. They explore why survival mode often works against us, how to turn setbacks into opportunities, and Mike shares his practical frameworks for helping teams bounce forward instead of just bouncing back.

About the guest:

Mike D'Angelo is a seasoned sales leader and enablement expert with over 30 years of experience across enterprise tech companies like Highspot, MindTickle, Microsoft, and more, along with several startups. Recently, Mike shifted his focus to people enablement and founded Results Lab, where he helps individuals and teams achieve better results faster through coaching, education, and mentoring to equip them with the mindset and habits that drive results.

Where to find Mike D'Angelo:

LinkedIn: https://www.linkedin.com/in/mdangelo/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Taylor dive into the world of sales role-plays and scaling enablement programs. They explore why role-plays are crucial for sales success and share impressive results from Auth0: 90%+ reps hitting quota, 4% turnover rate, 60-day full ramp time, 90-day average sales cycle, and reps closing their first deals within 6 weeks. They discuss scaling challenges (from 20 to 160+ reps per bootcamp) and how AI could transform traditional training methods.

About the guest:

Taylor Jurgens has been in the trenches for a very long time. He started as an AE, quickly became a team lead, and then moved on to lead enablement teams at major brands like Auth0, Okta, and now Usher as the VP of Enablement.

Where to find Taylor:

LinkedIn: https://www.linkedin.com/in/tjurgens/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Coach K (Jonathan Kvarfordt) dive into the practical realities of AI in sales teams. They break down the most valuable AI use cases for revenue teams - from automated data entry to sales simulations - and explore how finding the right balance between AI capabilities and human connection will shape the future of buyer-seller relationships.

About the guest:

Jonathan (Coach K) Kvarfordt is a veteran sales enablement professional and coach with over 15 years of experience, specializing in AI-driven sales strategies across startups and Fortune 500 companies. Coach K advises multiple AI GTM startups and leads an Academy for AI integration in sales.

Where to find Coach. K:

LinkedIn: https://www.linkedin.com/in/jmkmba/ 

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.

About the episode:

In this episode, Michael and Jake dive into the reality of building high-performing BDR teams through everboarding. They discuss why continuous learning beats one-off training, how to adapt to new tools without burning out your team, and Jake's approach to transforming cold calls by selling conversations instead of products.

About the guest:

Jake Hollis has been in the trenches crushing quotas, starting as an individual contributor and leading SDR teams to massive success for over a decade. He is currently a Senior Account Development Manager at OpenText and recently received the title of Most Impactful Leader in the organization.

Where to find Jake:

LinkedIn: https://www.linkedin.com/in/jake-hollis-a7497256/

Where to find Michael (Founder & CEO @ SellMeThisPen AI):

Email: ⁠⁠[email protected]⁠⁠

LinkedIn ⁠⁠https://www.linkedin.com/in/michaelocean/⁠⁠

Try SellMeThisPen AI @ ⁠⁠https://www.sellmethispen.ai/⁠⁠

🌟 SellMeThisPen AI is the only all-in-one AI sales coaching platform that helps sellers in every step of their journey.

Before client calls - Role-play realistic sales conversations with AI to perfect your pitch and practice objection handling, without burning precious leads.

During client calls - Receive real-time guidance to handle objections consistently and get reminded to ask the right questions so you can win deals faster.

After client calls - Get unbiased feedback so you can improve next time. And it doesn't stop there—SMTP takes care of your notes and CRM updates so you can focus on selling instead of admin work.