In this episode, David Johnson talks about how to achieve authenticity in sales. He speaks on the critical elements of selling authentically and breaks down the steps you need to take to best solve your prospects problems. David emphasizes the importance of intent and helps us to understand how we can gain the trust of our customers before even talking to them.

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In this episode, Kimberly Kaminski talks about aligning marketing and sales, touching on how the product team is also involved in this crucial alignment. She speaks on why sales and marketing must be aligned and the results of a tight and dynamic alignment, as well as the steps a marketing leader can take to create this type of working relationship with sales. Kimberly also details the meaning and significance of why vs. how thinking and notes a few KPIs that sales and marketing can look at to gauge the effectiveness of their alignment.

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In this episode, Arwa Kaddoura talks about the evolution of sales and sales transformation. She tells us exactly what she has noticed over the last decade in terms of sales evolution, detailing the major transformations that have occurred in sales. Arwa then breaks down the old persona of a salesperson and how salespeople have changed, along with the changes that have occurred in sales processes over the years, spotlighting a theme of increased efficiency. What does the future of sales look like? Is SaaS Dead? Tune in to hear Arwa’s candid thoughts on these pressing questions! 

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In this episode, Subbu Deivanayagam talks about a different path to sales, one which has evolved from the sales methodologies of the past few decades. Subbu starts off by sharing his candid thoughts on what has changed in the style of sales over the years, as well as what his current mental model for sales is and how that has evolved. He offers valuable advice on building champions and shares a book recommendation that will help you have a credible and honest conversation with your customers. 

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In this episode, Varun Paranjpe talks about how to infuse competitive intelligence into your go-to-market strategy. He defines both of those terms in his own words and then breaks down exactly what steps you need to take to utilize competitive intelligence to your company’s advantage. Varun gives detailed examples based on ServiceTitan’s strategy, detailing why structuring your organization by product, competitor, or segment can be very effective in executing your go-to-market strategy and beating your competition.

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In this episode, Lukas N.P. Egger talks about the misconceptions around data science, machine learning, and AI, detailing why people misunderstand these innovations and why we should get on board with them. He divulges what trends and technologies he’s most excited about as a head of innovation in the sales and Martech domain and his candid thoughts on whether or not AI will replace people’s jobs. Are you curious about opening your mind to the future of machine learning or even becoming a data scientist? This episode is for you!

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In this episode, Thimaya Subaiya talks about his three-part framework for paving a path to success and the significance of identifying if you are a generalist or a functional expert. He breaks down what these terms mean and why it’s important to figure this out about yourself before beginning to chart your path to success. Thimaya also shares insight into how he finds young, passionate, motivated people to hire and what the role of leaders and mentors are in their path to success.

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In this episode, Ben Howell defines performance marketing and talks about how Salesforce has implemented this concept into their business. He speaks on how performance marketing has changed over time, what changes Salesforce has seen in 2020, and his candid thoughts on their center of excellence being a center of empowerment, rather than control. Ben also details the building blocks that Salesforce is made up of and how their teams deliver on three different budgets.

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In this episode, Max Zieky talks about what it means to align your values to your career framework, the steps you need to take to execute such a plan to achieve your goals, and why all of this is significant in creating your success story. Max shares his powerful story of what influenced him to develop his unique value equation and align it with his career framework, as well as how both have evolved over time.

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In this episode, Michael DiGiacomo breaks down his framework for selling in the new normal, meaning doing business through the global covid-19 pandemic. He details how we should be thinking of selling in 2020 and beyond, from being empathetic to leveraging technology, along with how he has guided his team through the shift from field sellers to insight sales sellers. Michael then touches on the sustainability of working through this new normal and the top lessons he’s learned from doing business in 2020.