Jan 2021
How A Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy
Very few (3%) buyers find salespeople “trustworthy.” Kwesi Graves, Sales Manager at LinkedIn, wants to change the perception of people in his profession. To do that, he champions a methodology called “buyer-first selling” for his team of reps. He prioritizes quality over quantity ... Show More
12m 58s
Jan 2021
Why Sales Enablement is Critical For Revenue Growth
In our recent 2021 Sales Enablement Report, we saw that 65% of sales teams that outperformed revenue targets in 2020 had a dedicated sales enablement team or function at their company. Chris Pope, Director of Sales at Crayon, also believes that sales enablement is a critical func ... Show More
8m 42s
Jan 2021
How to Help Your Sales Team Stay Productive During a Time of Change
According to Bryan Elsesser, the former Sr. Director of Sales at Aircall, 71% of salespeople are fatigued this year. Fatigue is a difficult problem to address, especially on a team where metrics are so important, but it’s not impossible. After landing in sales development, Brian ... Show More
11m 47s
Nov 2025
Complete Social Media Marketing Strategy
In this episode, I break down why attention is the most valuable asset in business today — and how to actually earn it. We talk about building a brand vs. just selling, understanding the supply and demand of attention, and why creating content will matter more than ever in the co ... Show More
46m 12s
Jan 2023
#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger ... Show More
32m 35s
People aren’t static. They access your content from multiple devices on a number of different channels. And as their experience with your company grows, their needs and interests change. Yet most marketing still treats all these different customers exactly the same.
Personalization helps contextualize your marketing for customers and potential customers. I ... Show More
<p>Remember that struggling student from a while back? <br/><br/>We fixed the lead flow, but now it's all about converting those leads into customers. <br/><br/>And there are two major hurdles: lead flow and conversion rates. <br/><br/>Learn "Why now?" and "Wh ... Show More
