The Leadership Mindset

The traditional discovery call isn’t customer-centric. It focuses on what the company wants – sales reps have a list of qualifying questions and often turn the conversation into a bit of a Spanish Inquisition; what generally follows is a generic product pitch from the sales rep.Running effective discovery calls is one of the most important part of the sales process, often it's what sets the good from the great.In this episode, Richard Smith (Co-Founder & Head of Sales @ Refract.ai) shares the most common mistakes reps make, how to avoid them and tie it into your coaching to improve revenue growth.

Before joining Salesloft, Ollie spent 10 years at LinkedIn. He’s spoken a lot about the mental side of the sales game and brings his learnings to sales leaders looking to build high-performing teams in the competitive world of sales.

In this episode, we catch up with Ollie Sharpe (VP Revenue EMEA at Salesloft) to discuss how supporting work-life balance and hiring for culture can drive team performance.Before joining Salesloft, Ollie spent 10 years at LinkedIn. He’s spoken a lot about the mental side of the sales game and brings his learnings to sales leaders looking to build high-performing teams in the competitive world of sales.

Daniel is the founder and CEO of Playboox, he has helped develop and deliver Sales Enablement programs at Cisco, Infosys, Gartner, Yahoo, ForeScout, and HubSpot, among others.

 

Prior to founding Playboox, he was the COO and GM of Infogroup’s Interactive division, a leading provider of digital marketing software and services. He’s held leadership roles at some of the world’s premier technology sector companies in the U.S. and Europe.

As GM Southern Europe, he helped start Symantec Europe and establish it as the regional market leader. In the role of GM, he helped launch ZDNet France, one of the first technology news and analysis web sites in Europe. While at Gartner and based in Paris, he finished as the number one sales manager worldwide. He has held VP of Sales roles at a number of leading Internet and technology startups in the Silicon Valley, and started his sales management and training career at Xerox. He holds an MBA from the Haas School of Business at U.C. Berkeley.

Tom Castley, VP of Sales for Outreach UK, heads the London office and has 20 years of experience supporting sales organisations in Europe’s tech space.

Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.