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E16: 6 Lessons from a President’s Club Achiever with Andy Mellor
Timestamps 00:43 How did you get into sales, leading teams, and then building companies? 01:26 How has being an engineer influenced you in sales? 02:14 Transitioning from being an individual seller into leading teams 03:16 How did you build a winning team despite COVID-19? 07:13 What advice would you give to a seller who tends…
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E15: One Minute More: 11 Tips to Making Impactful Connections in Sales and Leadership with Terrie Anderson
Timestamps 00:40 – What motivated Terrie to write books 01:13 – How Terrie got into sales and leadership in cybersecurity 03:48 – Inspiration behind Little Red Book of Success 04:57 – 30 Days of Inspiration Book 05:59 – The Human Connection Inspiration 06:59 – Genesis of the One Minute More book and its applications 08:30…
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E14: From Pilot to CEO: 9 Lessons from Building a Fast-Growing Startup with Derek Feebrey
Timestamps 1:06 Derek’s Genesis story 2:48 Birth of Trendspek 5:33 Wearing multiple hats as a co-founder 09:26 How Trendspek builds culture 12:28 Integrating values in the workplace 17:54 Dealing with a clash of values internally 23:30 Creating a safe space for making mistakes 26:45 Important things to magnify and build as a people-centric company About…
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E13: From Zero to $50M ARR: Building a Winning Startup Team, Culture, and Sales Process with Simon Horrocks
Timestamps 00:47 Starting from Zero 03:54 Recruiting the right people for your startup team 12:07 Importance of a good sales process 18:16 Leading vs Lagging metrics to manage performance 23:13 Building a winning startup culture 28:39 Importance of genuine interest in the customer 30:50 Learning from Simon’s great people-focused leaders About Simon Horrocks Simon Horrocks…
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E12: Building a Culture of Coaching, Mentoring, and Inclusion with Andrea Breen
Timestamps 00:47 Coaching Vs Mentoring 02:10 Can a hiring manager be a good mentor or coach? 03:52 Finding good mentors in a remote work setting 07:29 How leaders can create an environment that is conducive to mentoring 11:58 Framework for coaching people to succeed in their 1st year 13:44 Mistakes that Sales Leaders in Coaching…
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E11: How to Become a Trusted Advisor in the Cybersecurity industry with Dave Reeves
Timestamps 01:06 – Early days in IT security 4:04 – Leaders who are nearing burnout 6:28 – Working with bank and mining companies 7:24 – Building credibility and value proposition 8:24 – How can someone become a trusted advisor? 11:51 – Working for a client, as an SI, and as a vendor 15:21 – Why…
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E10: 8 Critical Insights about Winning More Deals with MEDDPICC with Chris Wood
Timestamps 1:48 – How Chris first used MEDDPICC 5:13 – Frameworks enable consistency in chaos 06:29 – Benefits of MEDDPICC for team members and leaders 10:56 – Driving adoption and implementation in large sales teams 13:19 – Coaching people in different roles and levels 17:15 – There are only two types of people in this…
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E9: Lessons in Leadership, Transformation and Achieving Microsoft’s Partner of the Year with Leslie French
Timestamps 1:22 How to plan for your success in an organisation 6:23 The Leader’s Intent 10:40 How to connect strategy and tactics 13:58 Lesley’s early obstacles and how she overcame them 17:02 Be selective, so you can be effective 18:17 Focusing on “Big Bet Accounts” 19:59 From chasing everything to focusing on bigger accounts 24:44…
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E8: How to survive and succeed in high-pressure SaaS companies with Jeremy Auerbach
Timestamps 4:41 Why working at scale-up companies is rewarding 6:27 Key to success in scale-ups is CAT Framework 8:22 How to use the CAT Framework 11:25 Jeremy shares his sales methodology for exceeding quota 13:28 Overcoming challenges in scaling up Salesforce — Jeremy shared his experience 15:20 How to succeed in achieving club 16:32 Balancing…
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E7: Scaling in Asia through crashes & crises with Stu Garrow
Timestamps 00:57 Why did you move to Asia? — Stu shares what led to his move to Asia 02:24 Stu’s advice for SaaS startups that want to scale in Asia 04:18 You need to productise your sale and be consistent with your Unique Value Proposition 05:47 Challenges that Stu faced in growing businesses in Asia…
