Sales Academy

Today Scott and I talk about his new book, More Than a Number: The Modern VP Sales Playbook.

It’s a Jonathan episode!

Hiring top sales talent is important, but once you have them, how do you get them to stay? Research shows that the reason that 60% of reps leave jobs is because they “aren’t getting value from managers.”

In our conversation we discuss Becc and Keenan’s upcoming sales training tour.

On today’s episode Mark and I talk about why he believes the “Old way” of selling is dead.

In today’s conversation Tiffani and I talk about the impact that the pandemic is having, and will have, on the future of selling.

This week we are diving into a very interesting topic: pricing.

Demands on the sales team’s attention are common and everywhere. The problem is, anything that takes the team away from prospects and customers is a drain on company revenue and potential. Precious hours every day add up over the course of a quarter, leading to underperforming teams.

Today we discuss the problems caused by an ineffective GTM.

In today’s episode Peter and I talk about why he believes that modern B2B buyers don’t like being sold to any longer.

Today John and I get into why buyers, as they have become more empowered, don’t value sellers and their advice like they used to.

What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. […]