Sales Transformation Lab

And nobody knows this better than Liam Jones, Head of Business Development at zero-waste food redistributors Olio. Since becoming their first sales hire five years ago, Liam has grown with the company - making the move into management two years ago. He shares the lessons he’s picked up along the way: on refining the sales hiring process, seeking mentorship for personal development and working with...

Get yourself a seat at the table. It certainly helped Jonah Mandel grow his career. Currently in a transatlantic management position as VP of Sales and Customer Success at Capchase, Jonah knows a thing or two about pushing for career progression. Sharing the key tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mental...

Joining us for a masterclass in getting the most out of the art of enablement is Felix Dumitrica from Pleo. Felix brings a ton of useful content in this jam-packed episode, to reveal some ways you can revolutionise the way enablement is run in your organisation. Setting out a step-by-step process for success - he shares philosophies that will boost measurement of the enablement ROI, embed a cultur...

Education is not an event, it’s a process. Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams. Jeroen is passionate about educating sales reps the right way - understanding that it’s never a one-off, but rather a constant mission for gradual improvement. Touching on his own core values and the importance of understanding different cultures, Je...

You need to be data-informed, not data-led. Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq. Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes. Citing his universal framework for producing a sales readiness score, and underlining the power o...

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn. In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to! With the intricacies of sale...

Our expert today: Tom Castley from analytics gurus Hook. Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships. He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.

How does a Product-Led strategy change the way you work? Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster. In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG. From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today’s episode is...

Engagement is crucial - yours, your employee’s and your customer’s. This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny’. Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial. Th...

How do you fast-track your sales journey? According to today’s guest Italo Maddalozzo - by focusing on your values and investing in your education. Italo is currently VP of Sales at Sermo, after a meteoric rise through the ranks at Bloobirds and Compettia. He takes us through how his call centre beginnings instilled in him a desire to learn, improve and connect with the customer. Preaching integri...

Video communication has transformed sales. Taking us through the stages of this transformation is Aleks Gollu, Founder and CEO at 11Sight. The latest of a series of successful start-ups, 11Sight are changing the game for salespeople across the world - revolutionising the speed and success rate of landing new prospects. We dive into the inspirations for the venture, the internal logistics within th...

How can you scale and grow in order to pursue sales goals? The ever-thriving Anup Khera, of Attentive shares his thoughts. He tells Matt why choosing the right people, understanding employee strengths and continuous coaching are his absolute priorities. The pair also cover how some roles in SaaS sales can be taken on by people from non-business backgrounds. If you’re looking to champion your perso...

How has sales enablement evolved? Here to outline the past, present and future is Celine Grey, currently Director of Revenue Acceleration at Oyster. In her flagship role, Celine envisions a world of all things enablement, not just sales - that leads to boosts in culture, cost efficiency, product quality… not just revenue! In the episode, we trace her career, the hyper-growth journey of Oyster and...

What’s the key to being a successful CRO? Today’s guest Grant Coombe has amassed a wealth of experience helping a whole range of companies to maximise their potential. Currently CRO at the ever-growing FundApps, Grant’s CV includes positions at Bloomberg and a stint running his own consultancy. Sharing an array of tips and tricks, we cover the difference between big companies and scale-ups, how to...

How do you organise teams in a big company? Sharing his experiences from the field today is Kevin Knieriem, EVP & CRO at tech firm Clari. Kevin reveals a journey that has led him from food marketing and software developing to adventures in the world of sales. We cover internal promotion culture, mentorship and the tricks Clari use to approach revenue operations, sales enablement and structure.

“Sales is a constantly evolving game.” In this episode, Matt is joined by Vice President of GTM strategy at Greaser Consulting, Erika Davis. Erika discusses the surprises of her career in sales, highlighting key aspects of sales leadership and healthy company dynamics. Also delving into the importance of both continuous feedback in sales and understanding oneʼs preferred work flow, this isn't one...

Recruitment is crucial - so how do you make sure you’re hiring well? Chris Duddridge, VP of Sales at Soroco, says the key quality to look for is a balance of will and skill. With Chris finding a passion for sales after a brief stint in the military, he shares some lessons that he’s learned along the way. We cover the importance of a growth mindset, interview checklists and the ever-increasing role...

How do you define sales enablement? And why is it so increasingly important? This week, Matt welcomes Brendan McGrail, Sales Enablement Leader at Next Caller to help better understand the space.  Brendan takes us through the do's and dont's of sales enablement, and unpacks the lessons he wants others to learn when thinking about supporting sales teams. Listen in for Brendan's journey and to g...

Product-Led Growth is here to stay. Joining to explain why is Jimmy Fong, CCO at SEON Fraud Fighters. Jimmy and Matt break-down the current market: from Slack to Hubspot, they analyse how every B2B SaaS company is inevitably   moving to a product-led model. Listen in to understand the changing nature of what drives growth at B2B SaaS companies.

What’s it like to be in a business in exponential growth? Returning to the show today is Greg Freeman, Business Development Director at kleene.ai. Greg recently chose to step away as VP of Sales into a position which better fulfils his own growth. Sharing his reasons and motivations, we cover the management fast-track, essential softwares and how he ‘has absolutely no idea how to sell’!

It's a question that every business owner needs to answer. To help provide answers, we welcome Nasri EL-Sayegh, VP of Sales at Hokodo. Nasri’s knowledge and passion are second to none - and here he gives Matt the inside track on how organisation, talent, sales execution, strategy and the gamification of sales can help build your machine.

Sales can be for everyone.  Today’s guest Scott Howland, of Google Cloud Security, can certainly attest to that. He recounts his journey from studying music at college, working with homeless young people, to landing a sales job and flourishing in the industry. A fellow podcast host from his time at Zephr, he tells Matt Milligan all about his lessons learnt, innovative ways to build connection...

Today, our teams work globally, flexibly and insanely fast. How can you keep up? How can you future-proof your management strategy? Mark Addis, of EduMe, has decades of experience at the helm of many sales teams, and has just the tools you need to get on top of the landslide. In todays episode, Matt Milligan grills him on everything he’s learnt about leadership in the pandemic, tackling our modern...

How can you stand out in an interview? In this episode, Matt Milligan chats to Rebecca Drew of Vidyard about her career journey, the key qualities she looks for in interviewees, and the revolutionary potential of video-based sales communication. Rebecca is a recruitment veteran, and knows exactly what makes candidates stand out from the crowd: Curiosity, Coachability, Collaboration and Commitment....

“Buyers are still buyers, and sellers are still sellers. Businesses still have problems that technology can solve”. In this weeks’s '10 Minute Masterclass’, Uhubs expert and Head of Growth at Wiserfunding Patrick Throp advises Sales Leaders on how to best manage their Sales Teams as the world reacts to the ongoing Covid 19 Crisis. Breaking down the 3 C’s of coaching and expressing the importance o...