In this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness.
What You’ll Learn
The importance of focusing on your customer’s customer
True sales is about empathy
Harnessing challenge into curiosity
Ashley’s discovery-insight-acceleration framework


Show Agenda and Timestamps
About Ashley Welch & Somersault Innovation [2:05]
Bringing concepts of design thinking to sales [5:24]
Step one: discovery [7:29]
Step two: insight [14:03]
Step three: acceleration [17:41]
Paying it forward [25:16]
Sam’s Corner [27:31]

Friday Fundamentals 157: Nelson Gilliat

Friday Fundamentals 157: Nelson Gilliat

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.What You’ll LearnThe problems with the SDR to sales handoffThe role of prospecting in a world without SDRsA better way to compensate instead of commissionWhat buyer-centric revenue really meansShow Agenda and TimestampsAbout Nelson Gilliat & Brantr [2:11]Defining a predictable revenue model [4:07]Why prospecting sits apart from sales [6:59]The vision for buyer-centric revenue [15:38]A new perspective on commissions [19:36]Paying it forward [26:59]Sam’s Corner [29:04]

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.
What You’ll Learn


The problems with the SDR to sales handoff
The role of prospecting in a world without SDRs
A better way to compensate instead of commission
What buyer-centric revenue really means


Show Agenda and Timestamps


About Nelson Gilliat & Brantr [2:11]
Defining a predictable revenue model [4:07]
Why prospecting sits apart from sales [6:59]
The vision for buyer-centric revenue [15:38]
A new perspective on commissions [19:36]
Paying it forward [26:59]
Sam’s Corner [29:04]

Friday Fundamentals 156: Jason Bay

Friday Fundamentals 156: Jason Bay

In this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.What You’ll LearnWhat to use instead of the brute force approachThe 3-part framework of identify, engage, createYou’re trying to get a meeting, not a closingJason’s take on omnichannel outreach, especially callingShow Agenda and TimestampsAbout Jason Bay & Blissful Prospecting [1:52]What teams need to be doing for successful outbound [9:12]The 3-part outbound framework [10:58]KISS: Keep It Simple Sequencing [16:39]Ideal tools for great prospecting [24:18]Paying it forward [28:43]Sam’s Corner [33:24]

In this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.
What You’ll Learn


What to use instead of the brute force approach
The 3-part framework of identify, engage, create
You’re trying to get a meeting, not a closing
Jason’s take on omnichannel outreach, especially calling


Show Agenda and Timestamps


About Jason Bay & Blissful Prospecting [1:52]
What teams need to be doing for successful outbound [9:12]
The 3-part outbound framework [10:58]
KISS: Keep It Simple Sequencing [16:39]
Ideal tools for great prospecting [24:18]
Paying it forward [28:43]
Sam’s Corner [33:24]

In the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022.What You’ll Learn Do sequences actually work?How to create a high performing sales team.Sam’s method for managing 1-on-1sManaging a role change for an underperforming sales managerCreating scaffolding images for your future projects and growth Show Agenda and Timestamps One off emails vs sequences[3:18]Creating a high performance sales team [6:32]The importance of filling up sales days for all team members and creating a winning culture [7:09]Sam’s method for managing 1-on-1s [10:22]Managing to “want the red bicycle”[14:25]Sam’s piece of advice for 2021 and into 2022 [17:31]