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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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Ep 25: 5 Strategies for Building an Early Stage SaaS Company
Timestamps: 03:21 Robert’s Journey from Corporate to Author 05:10 The Founding and Success of Archistar 09:35 Strategies for early-stage SaaS companies and the importance of founder-led sales 16:13 Building a Moat Around the Business 19:29 Capital Allocation Challenges 26:38 Landing and Expanding Strategies 30:21 Maximising Returns with the First Head of Sales About Robert Coorey: Robert Coorey…
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E21: Balancing High-Performance and Mental Health for Sales Leaders with Riges Younan
Time stamps 04:38 The Impact of Early Life Experiences on Riges Career 07:15 Challenges and Strategies in Building Innovative Companies 10:10 Recognizing and Dealing with Stress and Burnout 13:04 The Importance of Self-Care and Mindfulness 20:38 Practical Tips for Mindfulness and Meditation 23:56 The Role of Journaling in Self-Care 26:57 Conclusion: It’s Okay Not to Be Okay About Riges Younan Riges Younan…
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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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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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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…
