JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound

The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend.

What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years.

Welcome to the show Matt Ferguson.

Topics include:

1. Are you a pipeline manager or a structure manager?
2. How to ATM your sales team: Awesome, Typical, Mess
3. Small Wins = Big Wins

The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them.

Michael Martocci joins us and shares his thoughts and insights on this and more.

So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do? She had to slow down and learn what lights her up.

Stop believing the fear of what you think people think about you.

Larry brings the fire as always. Here's what you are going to learn.

When you invest in yourself others will notice.

Controlling what you can control

Where to start and how to start

E - Entrepreneurial Spirit

P - Preparation and Planning

I -Internal Drive and Desire

C - Communication

Pipeline, pipeline, pipeline. Without a pipeline you have no sales. Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline.

Want to learn how to use baby shoes to help you sell?

Want to learn about the kryptonite of sales?

Don't miss this episode with our good friend, Craig Thomas

Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now.

The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including: How a global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need to understand about moving from founder-led sales Finding the right partner in your first sales hire as a founder Forecasting the first time.