Sales Transformation Lab

Is Sales Development an afterthought?  To answer the question, Matt Milligan sat down with Quinn Fulk, Regional Director of Sales Development at Snowflake.   Touching on his backstory and his rise into the world of SDR management, Quinn uncovers common pitfalls, key interview questions and important personal qualities - to help ensure that your new SDRs will be with the company for the l...

Story-telling can change your business. In this first '10 Minute Masterclass' from Uhubs experts, Todd Brison shares the practical power of story-telling. Citing the latest research, he uses everything from NFT’s to Star Wars to explain how story-telling is by far the most effective way to convey your message. Stories “fill the gap between information and understanding” - and make you more effecti...

What can Silicon Valley teach us about sales?  In the 35th episode of the SaaS Sales Performance Podcast, Matt Milligan is joined by Paul Dudley, co-founder and CRO at Gravity Data.  Paul’s sales story begins in Silicon Valley, veering away from a career in science to take a role in data analytics at a company who, in his words, ‘just happened to be a SaaS business’.  Having since f...

Is the conflict between purpose and profit inevitable? In  the 34th episode of the SaaS Sales Performance Podcast, Matt Milligan  is joined by sales enablement leader Dennis van Soest from banking  platform Mambu. Dennis  believes that for modern sales enablement you need executive leadership  engagement, which is precisely what led him to Mambu, a company who  believ...

What's it like to be the first sales hire? In the 33rd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to sales leader Clément Auffan.  Continuing the theme from our last episode, the conversation focuses on Clément’s experience as the first senior sales hire at Pace Revenue. He breaks down his path to the role, and recounts how his DIY onboarding experience led him to crea...

How important is that first sales hire? In the 32nd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to two top revenue leaders - who he happend to study with at university!  Today, we welcome Alfie Marsh from Spendesk and Greg Freeman from kleene.ai. Together, they collate their expertise from the world of start-ups, drawing from ten years of experience in both America and...

Clarity is everything.  In the 31st episode of the SaaS Sales Performance Podcast, Ash Ali chats to sales consultant James Newell of 'Clear Sales Message'. James’ approach to coaching salespeople focuses on improving the clarity of message and the confidence of their delivery. He talks at length about emotional contagion, honesty, courage - the ways in which such human qualities are integral...

In the 30th episode of the SaaS Sales Performance Podcast, Matt Milligan chats to Ryan Grace, an accomplished revenue leader and current CRO at social shopping platform Hero. Ryan is no stranger to success: Hero’s recent acquisition by Klarna is the fifth of his career. In this conversation, he looks back on how a passion for coaching inspired him to go into management, how to plan for success as...

Did you know you could use personalised video messages to drive outbound sales?  In the 28th episode of the Saas Sales Performance Podcast, Ash Ali chats to Dave Holloway - video marketing expert at BML Creative and author of the bestselling book Wonder Leads. Dave’s approach to B2B sales is all about video messaging: sending personalised sales pitches which demonstrate a willingness to go ab...

In this mini-episode, Matt Milligan leads a Q&A from the recent round table discussion involving Alice Smith, Hugh Furness, Ryan Burke and Steve Aird. Answering questions from salespeople tuning in to the livestream, our panel offer their tips and insights for choosing the right company, refining sales pitches and using data to drive a successful sales leadership.

In the 28th episode of our ‘SaaS expert interview’ series, Jamie Slevin hosts Pavel Golenistsev, Organisational Psychologist and founder of Business Purpose. Pavel has a unique ability to communicate the lessons of organisational psychology on management strategy, the coaching process, and how to get the best out of your team. Full of practical advice and hugely important distinctions (such as the...

This is the second extract from our annual round table. Last week, our group of experts spoke about the impact of culture in sales organisations. This week, they reflect on the pandemic: on the challenges of adopting remote working tech, replacing the small actions that make up on-boarding and maintaining employee engagement. Join today’s experts - Alice Smith of ACS Consulting, Hugh Furness of Ka...

This first episode of our annual Round Table discussion focuses in on culture. Today, we welcome Anup Khera of Smarp, Natasha Dadlani of MNI, Henrique Moniz de Aragão of G2, Paul Towse of SalesForce and Ollie Sharp of SalesLoft. Our group of experts touch on the practicalities of how to foster culture in sales, how to integrate your culture in your hiring process and how to use your culture to ups...

Episode 25 of the ‘SaaS interview expert series’ sees Matt Milligan speaking to Owen Richards. Owen says that like everyone working in sales he “fell into it” - taking on a role as a part-time Telemarketing Rep whilst in Australia, before rising through the ranks and eventually moving back to the UK to co-found Air Marketing. Speaking infectiously about his approach to navigating the tricky world...

The 24th episode of our ‘SaaS expert interview series’ features a conversation between Matt Milligan and Scott Barker, the Global Sales Enablement Manager for communications platform 8by8. He walks us through his career and comments on the importance of establishing a charter. Scott knows that practice is key, and shares his methods for assisting the coaching of salespeople at any stage of their c...

In the 23rd episode of the ‘SaaS expert interview’ series, Matt Milligan sits down with Giulio Magni, Sales Enablement Leader at Mimecast. Giulio breaks down the meaning of sales enablement, bringing anecdotes from his career at Minecast and relating his role to the specific workings of the company. In his own words his role is to provide “randoms acts of enablement”, and he shares examples of thi...

Episode 22 of our ‘SaaS expert interview’ series features a conversation between Matt Milligan and Steve Fearon, CEO of Capita Healthcare Decisions. Steve picks apart his different roles and evaluates how to most effectively foster success as a sales leader. Along the way, he also sheds light on how Covid-19 sped-up the implementation of virtual working practices, preaches the importance of resear...

Episode 21 of the SaaS Sales Performance Podcast has host Matt Milligan picking the brains of Sales Enablement specialist Maria Bross. Maria represents genuine leadership in Sales Enablement and here takes Matt through the challenges of the Enablement game, as well as offering advice for sales Managers that don't have enablement teams available. 

In episode 20 of the SaaS Sales Performance Podcast, Jamie Slevin speaks with Vinit Shah - the London School of Sales’ founder and managing director. Jamie and Vinit get into the nuts and bolts of sales leadership, discuss fundamental sales concepts and reflect on the lessons of the pandemic.

In episode 19 of the SaaS Sales Performance Podcast, Matt Milligan picks the brains of Fes Askari, Strategic ABM’s Director of Sales & Strategic Accounts. Fes helps B2B Sales & Marketing teams win, grow and retain their most important accounts. Here, he shares how.

In the 18th episode of our ‘SaaS expert interview’ series, Jamie Slevin sits down with founder of Stratgey Sprints, Simon Severino. Simon talks us through the strategies and philosophy behind growing businesses. This podcast offers a glimpse into some of the insight Simon has gained from his vast experience coaching businesses through rapid scaling, and isn't one to miss. 

The 17th episode of our ‘SaaS expert interview’ series sees Matt Milligan pick the brains of Emanuel Frauenlob - founder of the powerful sales tool Mesg.ai. Emanuel’s clear mission to help salespeople perform at their best is bolstered by vast expertise, and in this podcast he shares vital lessons, reflections and predictions on a great many aspects of the profession.

In episode 16 of our ‘SaaS expert interview’ series, Matt picks the brains of Lawrence Wayne, our sales enablement expert. Currently running his own coaching program, Lawrence has vast sales and marketing experience from working with huge brands, on top of being a seasoned digital content creator. Today, he walks us through his groundbreaking sales process - focusing on the journey of the buyer.

Episode 15 of our ‘SaaS expert interview’ series features a conversation between Matt Milligan and Alice Smith, a sales coach with vast experience from all corners of the industry. Alice shares her wider strategies for managing team members, covering a host of topics including on-boarding, team monitoring and welfare.

The 14th episode of our ‘SaaS expert interview’ series sees Matt Milligan chat to Rajiv Nathan, the Startup Hypeman. Rajiv specialises in scaling start-ups, and has some expert advice for your outbound strategy that you won’t have heard before. He’s also great fun, and if you’re at all interested in the origins of his viral ‘rap-preneur’ performances, this is not one to miss.