From Pain Point to On Point: Transforming Sales Challenges into Wins

How do you scale an outbound team from two founders dialing cell phones to 20 BDRs, without losing the hustle that got you there? In this episode, Britt sits down with Jimmy Christiansen, Head of Sales at Adversus, to unpack what actually breaks when outbound teams grow: why BDRs are "playmakers," not grunt work, where AI SDRs genuinely fit (and where they don't), and why a rep's activity metrics...

Sales have always rewarded the people who do the hard work. The problem? For the last five years, the "hard work" has been clicking buttons, running sequences, and updating a CRM that nobody loves. AI didn't just change that; it exposed it. Sindre, SalesScreen's CEO, sits down with JB, founder of Evergrowth and a 20-year B2B sales veteran who helped scale Trustpilot from 50 to 5,000 customers as o...

What does it actually look like when AI works with your sales team instead of against them? In this episode, Britt sits down with Royce Mason, a California native turned Oslo resident and sales enablement expert at Umbrella, to dig into one of the most pressing questions in modern sales: how do you integrate AI in a way that your team will actually use? Royce brings a refreshingly grounded perspec...

Stuck in weekly “postmortems” that explain what went wrong but don’t change what happens next? In this episode, Britt shows how to move from reactive leadership to proactive coaching by leading with signals*, not just outcomes. We unpack why teams slip into a “weekly postmortem” loop and how to break it. 👉🏼 The trap: spending more time “explaining performance than actually influencing” it. 👉🏼...

Most sales leaders are under immense pressure to boost team productivity faster than ever, and AI is both the challenge and the solution. Espen Sjaavik , co-founder of Alfred , reveals the counterintuitive strategies that transform sales teams from overworked to unstoppable, emphasizing process, shared language, and human connection despite the hype around automation. If you're tired of the chaos...

Most sales strategies today focus on pressure and persuasion, but what if true success comes from something much deeper? Placing genuine care at the heart of every deal? Ole-Arvid Liodden , a Norway-based sales coach with over 26 years of experience, reveals how shifting from ego-driven tactics to an authentic 'love-in-action' approach transforms sales into a service-oriented art. Discover why rea...

In this episode, Britt discusses the unique challenges and opportunities of the holiday season in the workplace. We explore how December differs from other months, emphasizing the importance of maintaining momentum without causing burnout. Britt highlights the significance of cognitive load, customer response, and emotional energy during this time. Let's aim for a balanced approach to motivation,...

In this episode, Britt discusses the importance of having a clear performance strategy for sales teams, rather than relying solely on data. She explains the pitfalls of data overload and how it can lead to confusion rather than clarity. We outline a five-step process to build a performance strategy that focuses on actionable behaviors and leading indicators, rather than just metrics. The episode e...

In this episode of "From Pain Point to On Point," host Britt explores the critical role of effort recognition in sales leadership. Discover how acknowledging 'almosts' can boost motivation, enhance sales team culture, and foster resilience. With insights from psychology and neuroscience, learn how to implement strategies that drive sales success and elevate team performance. Join us as we redefine...

In this episode of "From Pain Point to On Point," host Britt dives into the world of sales strategy, exploring why data alone isn't enough to drive performance. Discover how to transform your sales team from data-driven to strategy-driven, and learn the five essential steps to build a performance strategy that turns numbers into meaningful action. Join us as we shift from data overload to strategi...

In this engaging conversation, our host, Britt, and Ken Abel of Trailstone Insurance explore the transformative impact of AI on the insurance industry, discussing the challenges faced by sales teams, the importance of maintaining human connections, and the rapid evolution of technology. They emphasize the need for human oversight in AI applications, the potential for AI to enhance training and per...

In this episode, we explore the significance of small wins in sales performance, emphasizing that recognizing day-to-day progress can lead to long-term success. The conversation highlights the importance of data-driven insights, practical strategies for implementing small wins, and real-world examples of how these practices can enhance team morale and performance. Ultimately, the episode advocates...

In this conversation, Britt and Ken Abel discuss the importance of motivating disengaged sales teams, particularly in the insurance industry. They explore indicators of disengagement, generational differences in motivation, and the role of gamification in enhancing team engagement. Ken shares strategies for re-engaging team members, balancing productivity with a healthy team culture, and the signi...

In this episode, we explore the critical elements of building high-performing sales teams, focusing on the importance of autonomy and accountability. The discussion highlights how fostering a culture of self-sufficiency and motivation can drive sales growth. We delve into the self-determination theory, emphasizing the psychological needs of autonomy, competence, and relatedness. The conversation a...

In this conversation, OJ Christoffersen discusses the significance of structured coaching in enhancing employee engagement and personal development within teams. He emphasizes the difference between mere management and effective coaching, highlighting how coaching fosters autonomy and confidence among team members. OJ shares success stories from implementing structured coaching at SalesScreen, det...

How are AI and gamification reshaping the future of insurance in the UK? In this episode of From Pain Point to On Point, host Britt sits down with SalesScreen’s Sales Manager, Harry Hindess, to break down the top trends and insights from ITI UK 2025. We dive into: How AI is being adopted across pricing, risk assessment, and automation  – The growing need to engage Gen Z and millennial employees in...

In this episode of From Pain Point to On Point , host Brittney Moseley dives into the final Bartle player type—Killers. She explains how to effectively manage and motivate these fiercely competitive individuals within sales teams, while maintaining a balanced environment for all player types. Best Moments: (00:59) Definition and characteristics of Killers in sales teams (03:39) How Killers interac...

In this episode of From Pain Point to On Point , host Brittney Moseley sits down with Sindre Haaland , CEO of SalesScreen, to discuss the integration of AI into sales gamification platforms and its potential impact on the future of sales team dynamics. They explore how AI can elevate insights, automation, and personalization, transforming the way managers and reps interact with gamification. Best...

In this episode of From Pain Point to On Point , host Brittney Moseley sits down with Sindre Haaland , CEO of SalesScreen, to discuss how tracking and gamifying sales activities can drive long-term success. They explore the importance of visualizing performance data, balancing quantity vs. quality in sales, and using gamification to keep teams engaged and motivated. Best Moments: (01:27) Why track...

In this episode of From Pain Point to On Point , host Brittney Moseley explores the Achiever player type from the Bartle taxonomy and how to effectively motivate and engage these goal-driven individuals in sales teams. She breaks down the unique characteristics of Achievers, shares strategies for keeping them engaged, and offers insights on how to help them reach their full potential. Best Moments...

In this episode of From Pain Point to On Point , host Brittney Moseley dives into the socializer player type from the Bartle taxonomy and its importance in sales teams. She highlights how socializers contribute to team dynamics, build relationships, and drive long-term success. Best Moments: (00:34) Introduction to the socializer player type (02:38) The truth about socializers in a business settin...

In this episode of From Pain Point to On Point , host Brittney Moseley explores the Explorer player type within Bartle's player taxonomy, specifically in the context of sales teams. She discusses how to identify, motivate, and engage Explorers effectively to unlock their full potential. Best Moments: (00:27) Introduction to the Explorer player type (04:00) What makes Explorers fascinating and diff...

In this episode of From Pain Point to On Point , host Brittney Moseley speaks with Philip Kerr about transforming sales challenges into wins through motivation and gamification. Best Moments: (01:31) Philip's journey through various sales roles and his perspective on motivation (05:00) The importance of creating a safe environment for sales teams to thrive (15:27) Approaches to understanding indiv...

In this episode of From Pain Point to On Point , host Brittney Moseley interviews Olga Karanikos , Chief Marketing Officer at SalesScreen. They discuss how to engage virtual teams using gamification and foster a strong team culture in remote and hybrid work environments. The conversation delves into strategies for maintaining connection and collaboration, balancing competition and collaboration, a...

In this episode of From Pain Point to On Point , host Brittney Moseley explores Richard Bartle's player type theory and its application to sales teams. She discusses how understanding these different motivational types-Achievers, Explorers, Socializers, and Killers-can help sales leaders create more effective strategies for engaging and motivating their teams. Best Moments: (00:56) Introduction to...