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EP48: Why $1–5M ARR Is the Most Dangerous (and Fun) Stage with Kanika Pandey
Timestamps: 00:00 – Intro: Meet Kanika Pandey, Sales Leader & Author01:22 – Discovering Startups: From Discontent to Purpose05:16 – Scaling at Loadmill vs HyperTest: Lessons in PMF08:38 – Why $1–5M ARR is the Most Dangerous (and Fun) Stage12:32 – How Self-Awareness Transformed Her Career15:14 – Losing Her Mother & Rebuilding Through Work16:17 – The Mini-Stroke That Changed Everything20:44 – How Weightlifting Built Unshakable…
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E47: How Losing a $1M Deal Led to Achieving 29 Presidents Clubs with Stephen Cottrell
Timestamps: 00:00 29 Clubs, 35 Years, $1B+ in Sales 01:01 Tennis, Tension & Toughness 03:20 Sales Is the Hardest Job in the World 04:20 Noodles, Rats & Hustle in Boston 06:50 The $1M Deal That Got Away 09:30 Discovering MEDDIC & the Power of Methodology 10:45 The Traits of High Performers 12:40 Trust the Process: Nick Saban’s Influence About Stephen Cottrell Stephen Cottrell…
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E46: $5M to $55M: Craig Harris’ ScaleUp Journey at Deputy
Timestamps: 02:57 From $5 Million to $55 Million: The Growth That Nearly Broke Us 03: 48 The AAA Framework: Assess, Architect, Accelerate 16:51 What Founders Need to Know About Hiring Leaders 19: 43 What Leaders Need to Know About Choosing Founders 26:31 The CCC Framework: Confront, Control, Commit About Craig Harris: Here’s Craig’s story ….…
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E45: 5 Steps to Customer Intimacy and Lifelong Relationships
Timestamps: 07:28 Customer Segmentation: If They Can’t Buy, Don’t Flirt 17:09 Customer Journey: See Everyone. Hear No Less Than Three Nos. 19:54 Qualify the Opportunity: The Deal Review Is Not a Mugging 24:04 Buyer-Focused Proposal: Tell a Story, Say No, Close With Grace 28:56 Delight Your Customer: Trust Is Built in Chaos, Not Comfort About…
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Ep 44: First in Region: Hard Won Lessons from Scaling Revenue in APAC
Timestamps: 03:21 Go Where Others Don’t—and Win Where Others Can’t 05:12 Be the Rep Who Asks What Everyone Else Is Afraid To 08:48 Don’t Scale Fast—Scale Right 09:59 Sell First. Then Build the Team. 15:53 Product Knowledge Isn’t Optional—It’s a Weapon 18:56 Discovery Is Where the Deal Is Won (or Lost) 20:40 Great Sellers Are…
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Ep 43: How to Hire Great SDRs Using MAGIC: The Scorecard for Spotting Raw Talent
Timestamps: 02:35 Don’t Hire for Familiarity – Hire for Possibility 09:35 M is for Multiplier – Look for People Who Make Others Better 10:28 A is for AI-Ready – They Must Be Tech Curious and Tool Fluent 11:52 G is for Growth Mindset – Hire for Change, Not Comfort 14:02 Your Past Biases Will Burn…
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Ep 42: Why Sales Leaders Fail – And How to Win Instead
Timestamps: 07:16 They Ignore RevOps—and Just “Hope” Deals Happen 15:12 They Chase the Number and Ignore the Game 15:48 If You Haven’t Baseline Rated Your Team, You’re Leading Blind 26:27 Lone Wolves Get Exposed as They Rise 27:13 Your Sales Engineers, CSMs, and Marketing Team Will Save You—Or Bury You 31:06 They Can’t Drive Change (And…
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Ep 41: From Super Seller to Team Builder: Mastering the Four Sales Leadership Personas
Timestamps: 02:58 The Super Seller: A Double-Edged Sword 09:18 The Thought Leader: Elevating Conversations, Winning Trust 12:30 The Business Manager: Master of Metrics 15:19 The Team Builder: The Core of Leadership Success 22:33 Navigating the Rubber Band Effect 25:24 How to Develop Across the Four Personas 29:58 From Success to Significance About Jason Leonidas: Jason…
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Ep 40: The Quiet Strength of Introverted Sales Leaders
Timestamps: 1:42 When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull) 06:29 Culture Eats Strategy for Breakfast 09:26 Embrace the Beginner’s Mind 14:05 Introverts Aren’t Broken Extroverts 18:26 Silence Is Golden, But Timing Is Everything 21:53 It’s OK to Step Away From The Crowd! 26:17 Pressure Is a Privilege—If You…
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Ep 39: The Happiest Man Alive, Camino Treks and Cycling Italy: Get Smarter and Stronger through Sabbaticals
Timestamps: 02:40 An Expat Childhood Shapes a Global Perspective 05:45 A Career in Tech That Spanned the Region 07:44 The Sabbatical Decision: A New Kind of Adventure 09:36 Living, Learning, Doing: The Mantra of a Sabbatical 10:49 Sleeping in a Monastery and Meeting the Happiest Man Alive 11:11 From Everest Base Camp to Solitude 15:57…
