And nobody knows this better than Liam Jones, Head of Business Development at zero-waste food redistributors Olio.

Since becoming their first sales hire five years ago, Liam has grown with the company - making the move into management two years ago.

He shares the lessons he’s picked up along the way: on refining the sales hiring process, seeking mentorship for personal development and working within an industry that looks beyond the financial reward, to achieve a global benefit.

With Olio continuing to expand their operations, Liam is perfectly placed to give us the rundown on the business, his leadership style and the key sales attributes he looks for in sustainably-minded sales reps.

Get yourself a seat at the table.

It certainly helped Jonah Mandel grow his career.

Currently in a transatlantic management position as VP of Sales and Customer Success at Capchase, Jonah knows a thing or two about pushing for career progression.

Sharing the key tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mentality in favour of sustainability, precision, skill and nuance.

Joining us for a masterclass in getting the most out of the art of enablement is Felix Dumitrica from Pleo.

Felix brings a ton of useful content in this jam-packed episode, to reveal some ways you can revolutionise the way enablement is run in your organisation.

Setting out a step-by-step process for success - he shares philosophies that will boost measurement of the enablement ROI, embed a culture of cross-functional collaboration, train reps the right way and pinpoint the importance of staying relevant. 

Get the notepads ready!

Education is not an event, it’s a process.

Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams.

Jeroen is passionate about educating sales reps the right way - understanding that it’s never a one-off, but rather a constant mission for gradual improvement.

Touching on his own core values and the importance of understanding different cultures, Jeroen brings a bank of expertise on how to humanise the sales process, develop a sales team and look beyond automated data to focus on the outcome.

You need to be data-informed, not data-led.

Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq.

Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes.

Citing his universal framework for producing a sales readiness score, and underlining the power of micro-learning, Ben’s ruthless focus on outcomes is guaranteed to help you deliver results.

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.

In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!

With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.

In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!

With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Our expert today: Tom Castley from analytics gurus Hook.

Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships.

He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.

How does a Product-Led strategy change the way you work?

Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster.

In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG.

From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today’s episode is your definitive guide to life in the product-led lane!

Engagement is crucial - yours, your employee’s and your customer’s.

This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny’.

Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial.

The pair also highlight why coaching and team building are essential in aiding the transition from a small to medium business and beyond.