Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales teams.

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Podcast

Building Your Brand on LinkedIn, with Tara Horstmeyer [Episode 849]
In this episode Tara and I have an extended conversation about building your personal brand on LinkedIn.

Podcast

How to Create More Diversity in Sales, with Sally Duby [Episode 848]
In this episode Sally and I dive into how to create more diversity in sales (tech in particular).

Podcast

Field Sales, with Austin Rolling [Episode 847]
Austin Rolling is the founder and CEO of Outfield.

Podcast

Selling with Noble Purpose, with Lisa McLeod [Episode 846]
On today’s episode Lisa and I discuss what it means to sell with purpose.

Podcast

Success Mindsets, with Ryan Gottfredson [Episode 845]
In this episode Ryan and I talk about how our mindsets dictate the thinking, learning, and behavior that drive success.

Podcast

Category Creation, with Jon Miller [Episode 844]
In this episode I talk with Jon about his journey from being a physics major at Harvard to playing a significant role in creating two huge product categories.

Podcast

Four Standards of Sales Excellence, with Ralph Barsi [Episode 843]
In this episode we discuss Ralph’s four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism).

Podcast

A Crisis in Sales Hiring, with Jeff Thomas [Episode 842]
In today’s episode we discuss the current crisis in sales hiring and how to solve it.

Podcast

Interesting Conversations with Strangers, with Alexandria Smith [Episode 841]
Alexandria Smith is the Head of Sales Development at Headspace, the mindfulness and meditation app. Alex has had a very unconventional path to her current position. Lots of adventures, like living and working in an ashram. Talk about foreshadowing! Alex did something that more sellers should do. Go out and experience the world before diving […]

Podcast

High-Velocity Inside Sales Teams, with Lori Harmon [Episode 840]
In this episode we get into the nitty gritty with Lori’s recommendations and advice about structuring a high-velocity inside sales team.

Podcast

Professional Sales College, with Sean Sheppard [Episode 839]
Today we dive into Sean’s vision for a Professional Sales College.

Glossary Term

What is revenue optimization?
Revenue optimization is the process of combining data from sales, marketing, customer success, and product in order to optimize sales, marketing, pricing, and customer success strategies and tactics. Rather than each department individually collecting data on and informing itself, revenue operations breaks down the silos and enables cross-departmental data sharing. With this new data, teams […]