203: Stephen Oommen on The Referral Effect, Reputation as Revenue, and Founder-Led Selling
Stephen Oommen has 25 years of go-to-market experience across Microsoft, ADP and Outreach, and he now runs The Referral Effect, coaching sellers and sales leaders on turning relationships into revenue...
8 Sep 1h 52min
202: The Genuine Factor: How Elle Perez Became Kaseya's Account Manager of the Year
Elle Perez is Kaseya's Account Manager of the Year and now leads a team of strategic account managers there. She has been selling since 1997, starting in marketing at Anheuser-Busch before the company...
4 Aug 54min
201: John Krause: How "You'll Never Sell There" Became a Major Account Win
John Krause is the top sales performer at Promess and is currently transitioning into a player-coach leadership role. After building a reputation for winning new business in accounts others considered...
24 Jun 59min
200: 428% and the Show Must Go On: OneStream's Rosa Campagna on Playing the Long Game in Enterprise Sales
In this episode, Rosa Campagna tells us about what it actually takes to win at the highest level in enterprise and why patience, hospitality, and influence may be more important than any sales techniq...
28 Apr 1h 29min
199: Discovery is a Lifestyle: Patrick Donnelly on Humility, Hating to Lose, and Winning at Nooks
This episode's guest is Patrick Donnelly, the top strategic enterprise AE at Nook. Patrick brings a founder's mindset to the field, he originally wanted to be a rock star or a startup founder, but fou...
9 Apr 1h 11min
198: Gainsight's Adam Wicks: Artistry, High-Stakes Math, and 600% Achievement
Adam Wicks is a top-performing seller at Gainsight who has achieved extraordinary results, including a 600% year by combining precision, discipline, and creativity. In this episode, he breaks down a s...
17 Mar 1h 52min
197: The Long Game of Sales at Insperity: How Calvin Dennis Became a Top 1% IC
Calvin Dennis is a Business Performance Advisor at Insperity and a long-time Chairman's Club performer who recently broke into the top 1% of nearly 600 sellers. With 19+ years in the same role, and 10...
3 Mar 1h 2min
196: Vicki Kovacs on CEO Mode, MEDDPICC, and Mastering Expansion Sales at SysAid
Vicki Kovacs is the top-performing Expansion Account Executive at SysAid, finishing well above quota for two consecutive years. In this episode, Vicky breaks down how she treats her book of business l...
3 Feb 41min
