This week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and marketing,have not existed to date. We also talk about how that's hindered our professional development, particularly because sales is such a tough job.
What You’ll Learn

Fred's Floors and other startup ideas that didn't make it
Why learning on the job is a horrendous idea (but we do it all the time)
How people process information
Why starting your own business isn't a get-out-jail-free card


Predictable revenue
Show Agenda and Timestamps

Show Introduction [00:49]
Fred's Floors and other startup ideas that didn't make it [7:02]
Why learning on the job is a horrendous idea [13:20]
How people process information [17:44]
Why starting your own business isn't a get-out-jail-free card [24:02]
Predictable revenue [26:58]
Sam’s Corner [31:26]

Friday Fundamentals 119: Sara Archer

Friday Fundamentals 119: Sara Archer

Overview:This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.What You’ll Learn From neuroscience to revops: How Sara used her brain to start her sales career The difference between success and failureGet out of the dollar bin... or... Why discounts aren't your friendsThe hardest non-technical job in the organization and how to get it How to be ethical and avoid shady deals Show Agenda and TimestampsShow Introduction [00:10]From neuroscience to revops: How Sara used her brain to start her sales career [5:56]The difference between success and failure [10:06]Get out of the dollar bin... or... Why discounts aren't your friends [13:53]The hardest non-technical job in the organization and how to get it [19:49]How to be ethical and avoid shady deals [22:09]Sam’s Corner [26:02]

Overview:
This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.
What You’ll Learn

From neuroscience to revops: How Sara used her brain to start her sales career
The difference between success and failure
Get out of the dollar bin... or... Why discounts aren't your friends
The hardest non-technical job in the organization and how to get it
How to be ethical and avoid shady deals

Show Agenda and Timestamps

Show Introduction [00:10]
From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
The difference between success and failure [10:06]
Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
The hardest non-technical job in the organization and how to get it [19:49]
How to be ethical and avoid shady deals [22:09]
Sam’s Corner [26:02]

Friday Fundamentals 118: Stephanie Cox

Friday Fundamentals 118: Stephanie Cox

Overview:This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.What You’ll Learn The power of a coffee meeting: How Stephanie amped up her careerHow to shift from marketing to sales without losing steamThe great reset: From sales-led to product-growth orientation"Leads don't matter" — Stephanie wades into the controversyFor the love of all things Burger KingShow Agenda and TimestampsShow Introduction [00:10]The power of a coffee meeting: How Stephanie amped up her career [6:33]How to shift from marketing to sales without losing steam [14:11]The great reset: From sales-led to product-growth orientation [19:11]"Leads don't matter" — Stephanie wades into the controversy [24:17]For the love of all things Burger King [30:02]Sam’s Corner [32:56]

Overview:
This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.
What You’ll Learn

The power of a coffee meeting: How Stephanie amped up her career
How to shift from marketing to sales without losing steam
The great reset: From sales-led to product-growth orientation
"Leads don't matter" — Stephanie wades into the controversy
For the love of all things Burger King

Show Agenda and Timestamps

Show Introduction [00:10]
The power of a coffee meeting: How Stephanie amped up her career [6:33]
How to shift from marketing to sales without losing steam [14:11]
The great reset: From sales-led to product-growth orientation [19:11]
"Leads don't matter" — Stephanie wades into the controversy [24:17]
For the love of all things Burger King [30:02]
Sam’s Corner [32:56]

Friday Fundamentals 117: Michelle Benfer