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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…
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Ep 38: How Role-Playing with AI Creates Super Sellers
Timestamps: 04:00 Making Role-Playing Feel Like Real-World Experience 05:51 When Practice Becomes Second Nature, Confidence Follows 08:22 Tailoring Practice to Real-World Scenarios and Specific Clients 09:39 When Preparation Meets Performance: High-Stakes Calls Made Easy 09:06 Shorter Ramp Times Mean Reps Contribute Faster 12:13 When Change Happens, Be the First to Adapt 17:00 AI Won’t Replace…
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Ep 37: Scaling from $5M to $38M: The Unreasonable Path to Startup Success
Timestamps: 00:51 Why Russell Left the Corporate Giants for a Startup Rollercoaster 03:20 Scaling from $5M to $38M ARR in Five Years 06:02 Partner-Centric Models are Not for the Faint-Hearted 08:02 Building a Global Team is Harder Than You Think 10:14 The Importance of Repeating Yourself—Endlessly 12:04 Why Hiring for Attitude is the Key to…
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Ep 36: Fail Fast, Fail Forward: The Key to Thriving in High-Pressure Sales and Leadership
Timestamps: 02:24 From Cricket to Tech Sales: A Journey of Serendipity 02:59 Why Team Sports Prepare You for Business (More Than You Think) 04:31 The Pivot to Tech Sales: A Lucky Break or a Calculated Move? 05:49 From Sales Rep to Leader: The Mental Shift 07:27 The Art of Building High-Performance Teams 09:30 How to…
