Jake is a provocative thought leader when it comes to sales. He's learned how to see the big picture and apply in tactical ways. He shares that with us on this episode, including

• What you learn from transactional sales in an enterprise sales motion
• Coaching to skills over everything else.
• Creating social proof on your sales team.
• Learning the art and applying the science in sales
• The justification of scripting in sales
• You cannot coach those who don't want to be coached
• Driving strong content as part of your process

The title says it all, and there's more to the story too.

A self-proclaimed math geek, Zorian answers the pivotal question, is sales an art or a science. And he discusses the following sales topics too:

How to quantify an effective phone call Is sales a science or an art What to do your first 90 days as a new VP of Sales How can CEOs have a better relationship with heads of sales, CROs, etc. The reason for a chief revenue officer role

Olivier has spent time at some of the best and brightest startups. Glassdoor, G2, and others. He now he's the President of Metadata.io and has solved the sales vs. marketing dynamic. Join us as we discuss: How do you measure the start of the sales cycleUsing FOMO to drive business How the recruiting process is changing in sales The value of having a sales background when running a company The only difference between traditional sales and fund raising sales cycles is mindset.

• Which types of VPs of Sales gain the most respect and promotions.
• How do you build a forecast when scale is desired but hasn't happened yet.
• Why should a sales leader have a podcast?
• Best ways to help someone find a job, move from SDR to AE
• How to ask for a raise during a pandemic

• Jacquelyn sold the internet, literally, back in 1995. She's got so much perspective on sales, culture, sales engineering, success, and being a woman in a male-dominated industry.
  • I swore I would never sell the way I was sold to
  • The difference in sales and sales engineering
  • Transparency wins the day in sales
  • When do you really need a sales engineer
  • How do you know you are in a toxic environment?
  • The definition of culture is not whether you like people but what it takes to get things done
  • If you don't expect them to show up at your funeral, then give them the appropriate amount of attention.

• The passion for selling came from seeing the response
• Balancing building a brand new business with a 2-month-old
• How to say "No" politely.
• How to go from solo-preneur to 11 employees in less than a year
• The 3 pillars of success in sales
• The biggest difference between sales in the United States and UK and EU
• How to differentiate yourself in a crowded market
• What to do if you feel you are being undervalued or underpaid
• Don't feel like an imposter before you try and fail

• Recruiting is so broken it's disgusting
• You cannot use technology to solve human problems
• It's harder to fix things when you've already built a bad foundation.
• Defining Code-switching and pet to threat
• Why your Chief Diversity Officer is failing
• Defining Unconscious bias, willful ignorance, racism
• Mentor vs. Sponsor and why you need both