Revenue Rebels: On the Record Sales Podcast Thu, 14 May 2026 03:10:03 -0400 https://www.buzzsprout.com/1802567 en-us © 2026 Revenue Rebels: On the Record Sales Podcast yes 7150815c-e67f-5e25-a185-300f3dfb579d GetAccept episodic false Revenue Rebels present On the Record ‒ your go-to podcast for actionable sales strategies straight from the experts. 

Each episode features a sales leader tackling a key challenge and the solutions that drove results. Listen to real stories that led to success, offering practical takeaways you can implement today. 

If you’re serious about crushing your sales goals, this is the podcast you’ve been waiting for. 

New episodes drop almost every week — don’t miss out!

Hosted by GetAccept and Morgan J Ingram.

]]> Buzzsprout (https://www.buzzsprout.com) B2B Sales, Sales, Sales Leadership, GTM, ABM, Revenue Operations, Sales Training, Sales Velocity GetAccept https://storage.buzzsprout.com/j5ffydii04mdhcqtjzyey37rxutv?.jpg Revenue Rebels: On the Record Sales Podcast Slow is smooth, smooth is fast: Change management made simple with Kyle Norton (CRO, Owner.com) Slow is smooth, smooth is fast: Change management made simple with Kyle Norton (CRO, Owner.com) Scaling fast? Hiring at lightning speed? Updating processes on the fly? Growth is exciting – but without a solid change management system, it can feel like trying to build a plane mid-flight.

Kyle Norton, CRO at Owner.com, has taken his company from 3 to 100 employees. He’s seen firsthand how growth can turn into chaos if you’re not careful. In this episode, Kyle shares what actually works when it comes to keeping teams on the same page, cutting through the noise, and rolling out changes without sending everyone into panic mode.

***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on implementing effective change management systems in high-growth sales organizations, subscribe to our podcast.

]]> Scaling fast? Hiring at lightning speed? Updating processes on the fly? Growth is exciting – but without a solid change management system, it can feel like trying to build a plane mid-flight.

Kyle Norton, CRO at Owner.com, has taken his company from 3 to 100 employees. He’s seen firsthand how growth can turn into chaos if you’re not careful. In this episode, Kyle shares what actually works when it comes to keeping teams on the same page, cutting through the noise, and rolling out changes without sending everyone into panic mode.

***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on implementing effective change management systems in high-growth sales organizations, subscribe to our podcast.

]]> GetAccept Buzzsprout-16615169 Thu, 13 Feb 2025 10:00:00 +0100 2023 change management, business growth, knowledge management, sales leadership, operational methodology, behavioral economics 4 15 full false From grippy to grounded: Self-management and managing up with Christine Rogers (CEO, M3 Learning) From grippy to grounded: Self-management and managing up with Christine Rogers (CEO, M3 Learning) Overthinking, over-controlling, overwhelmed? Let’s fix that. In this episode of On the Record, Christine Rogers (CEO, M3 Learning) breaks down the critical skills of self-management and managing up in sales leadership. From recognizing your own triggers to building feedback loops that actually work, Christine shares how great leaders establish trust – without micromanaging or losing control.

If you’ve ever felt grippy in your role (yes, we’re talking to you, overthinkers and control freaks), this episode is your guide to leading with clarity, confidence, and balance.


***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on effective leadership and managing relationships at all levels, subscribe to our podcast.


]]> Overthinking, over-controlling, overwhelmed? Let’s fix that. In this episode of On the Record, Christine Rogers (CEO, M3 Learning) breaks down the critical skills of self-management and managing up in sales leadership. From recognizing your own triggers to building feedback loops that actually work, Christine shares how great leaders establish trust – without micromanaging or losing control.

If you’ve ever felt grippy in your role (yes, we’re talking to you, overthinkers and control freaks), this episode is your guide to leading with clarity, confidence, and balance.


***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on effective leadership and managing relationships at all levels, subscribe to our podcast.


]]> GetAccept Buzzsprout-16531329 Thu, 30 Jan 2025 08:00:00 +0100 1871 sales leadership, self-management, leadership development, team management, sales enablement, driving revenue, stress management 4 14 full true Playing the long game: Leadership transitions with Sam Jacobs (CEO, Pavilion) Playing the long game: Leadership transitions with Sam Jacobs (CEO, Pavilion) How do you make sales culture everyone’s business? In this episode of On the Record, Sam Jacobs, CEO of Pavilion, gets real about the messy, challenging, and sometimes hilarious journey of leadership. 

From trying to shift a product-led company into a sales-led powerhouse to building a sales culture that celebrates wins and energizes teams, Sam shares the tough lessons he learned the hard way – often with air horns and plenty of resistance.

If you’re ready to trade shortcuts for a sustainable growth strategy and unfiltered leadership wisdom, this one’s for you!

***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on building sustainable sales organizations and navigating major transitions, subscribe to our podcast.

]]> How do you make sales culture everyone’s business? In this episode of On the Record, Sam Jacobs, CEO of Pavilion, gets real about the messy, challenging, and sometimes hilarious journey of leadership. 

From trying to shift a product-led company into a sales-led powerhouse to building a sales culture that celebrates wins and energizes teams, Sam shares the tough lessons he learned the hard way – often with air horns and plenty of resistance.

If you’re ready to trade shortcuts for a sustainable growth strategy and unfiltered leadership wisdom, this one’s for you!

***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP and four-time LinkedIn Top Sales Voice.

For more insights on building sustainable sales organizations and navigating major transitions, subscribe to our podcast.

]]> GetAccept Buzzsprout-16407048 Thu, 09 Jan 2025 10:00:00 +0100 1846 Sales culture, product-led company, internal communication, sales leadership, business growth mindset 4 13 full false From SDR to SVP: Leadership from the trenches with Jason Pereira (SVP of Sales, Readymode) From SDR to SVP: Leadership from the trenches with Jason Pereira (SVP of Sales, Readymode) What does it take to go from cold calls to the C-suite? In this episode of On the Record, Jason Pereira, SVP of Sales at Readymode, shares his decade-long journey from cold-calling rookie to senior sales leader. Jason opens up about earning buy-in from leaders and reps, handling toxic work environments, building a foundation for long-term success, and why staying fit isn’t just about the gym – it’s about leading by example.

Jason also reveals why great leaders don’t just lead – they inspire their team to follow them into Mordor (and back again). If you’re ready to level up with no-BS advice, this episode is your guide.


***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.


Ready to take your sales career from the trenches to the top? Subscribe to our podcast for no-BS insights from leaders who’ve walked the walk.

]]> What does it take to go from cold calls to the C-suite? In this episode of On the Record, Jason Pereira, SVP of Sales at Readymode, shares his decade-long journey from cold-calling rookie to senior sales leader. Jason opens up about earning buy-in from leaders and reps, handling toxic work environments, building a foundation for long-term success, and why staying fit isn’t just about the gym – it’s about leading by example.

Jason also reveals why great leaders don’t just lead – they inspire their team to follow them into Mordor (and back again). If you’re ready to level up with no-BS advice, this episode is your guide.


***

The Revenue Rebels: On the Record Sales Podcast is brought to you by GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.


Ready to take your sales career from the trenches to the top? Subscribe to our podcast for no-BS insights from leaders who’ve walked the walk.

]]> GetAccept Buzzsprout-16219606 Wed, 04 Dec 2024 09:00:00 +0100 2182 SDR, sales leadership, sales consistency, career development, cold calling, organizational challenges, leadership resilience 4 12 full false Going global: The challenges of international sales expansion with Jonathon Ilett (Global VP of Sales, Cognism) Going global: The challenges of international sales expansion with Jonathon Ilett (Global VP of Sales, Cognism) What does it really take to go global? In this episode, Jonathon Ilett, Global VP of Sales at Cognism, reveals the highs, lows, and lessons of scaling sales teams internationally. From choosing the right markets to hiring top talent and navigating cultural nuances, Jonathon shares what worked, what didn’t, and how to build for long-term success.

If international expansion is on your radar, don’t miss this episode! 💥

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're planning an international expansion or looking to improve your global sales operations, subscribe to our podcast for more insights from experienced sales leaders.

]]> What does it really take to go global? In this episode, Jonathon Ilett, Global VP of Sales at Cognism, reveals the highs, lows, and lessons of scaling sales teams internationally. From choosing the right markets to hiring top talent and navigating cultural nuances, Jonathon shares what worked, what didn’t, and how to build for long-term success.

If international expansion is on your radar, don’t miss this episode! 💥

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're planning an international expansion or looking to improve your global sales operations, subscribe to our podcast for more insights from experienced sales leaders.

]]> GetAccept Buzzsprout-16145679 Thu, 21 Nov 2024 09:00:00 +0100 1575 International expansion, sales leadership, international sales strategy 4 11 full false From zero to hero: Embracing change and redefining success with Rich Stone (VP Sales, TechTarget) From zero to hero: Embracing change and redefining success with Rich Stone (VP Sales, TechTarget) When everything changes, do you level up or tap out? In this episode, Rich Stone, VP of Sales at TechTarget, shares his journey from leading an award-winning team to an unexpected restart as an individual contributor – a true ego check that pushed him to rethink success. Find out how he turned a massive career pivot into a growth story, leaning into resilience, sharpening his skills, and leading with humility.

If you're navigating a career pivot or simply aiming to level up, Rich’s story gives you the tools to embrace change, sharpen your skills, and lead with impact.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to navigate major transitions in your sales organization or improve your leadership during challenging times, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> When everything changes, do you level up or tap out? In this episode, Rich Stone, VP of Sales at TechTarget, shares his journey from leading an award-winning team to an unexpected restart as an individual contributor – a true ego check that pushed him to rethink success. Find out how he turned a massive career pivot into a growth story, leaning into resilience, sharpening his skills, and leading with humility.

If you're navigating a career pivot or simply aiming to level up, Rich’s story gives you the tools to embrace change, sharpen your skills, and lead with impact.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to navigate major transitions in your sales organization or improve your leadership during challenging times, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> GetAccept Buzzsprout-16024882 Thu, 31 Oct 2024 11:00:00 +0100 2138 adaptive leadership, leadership strategies, personal development, career resilience, emotional resilience, sales leadership 4 10 full false Leadership isn’t a title, it’s action: Building a culture of ownership with James Murphy (SVP of Sales, Nextiva) Leadership isn’t a title, it’s action: Building a culture of ownership with James Murphy (SVP of Sales, Nextiva) In this episode, James Murphy breaks down how to build a culture of ownership where everyone takes responsibility for success. From empowering your team to lead by example to the importance of hiring the right people, James shares what it takes to drive lasting change. Plus, learn how shifting from a sales leader to a business leader mindset can transform your approach. Because leadership begins where titles end. 

If you’re aiming to build a winning sales organization, this episode is packed with insights you better not miss!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to improve your leadership skills and cultivate a stronger culture of ownership in your sales organization, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.


]]> In this episode, James Murphy breaks down how to build a culture of ownership where everyone takes responsibility for success. From empowering your team to lead by example to the importance of hiring the right people, James shares what it takes to drive lasting change. Plus, learn how shifting from a sales leader to a business leader mindset can transform your approach. Because leadership begins where titles end. 

If you’re aiming to build a winning sales organization, this episode is packed with insights you better not miss!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to improve your leadership skills and cultivate a stronger culture of ownership in your sales organization, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.


]]> GetAccept Buzzsprout-15982756 Thu, 24 Oct 2024 10:00:00 +0200 1975 transparent communication, sales success, culture of ownership, sales accountability, sales leadership, business leadership mindset 4 9 full false Job hunting in a competitive market: Career transitions in sales leadership with Laura Guerra (VP of Sales, Varicent) Job hunting in a competitive market: Career transitions in sales leadership with Laura Guerra (VP of Sales, Varicent) Landing the right leadership role is tricky – especially in today’s market. In this episode, Laura “LG” Guerra, VP of Sales at Varicent, shares how she navigated a challenging five-month job search and the strategies that got her the role of her dreams. Learn how to leverage past experiences, tailor your interview approach, and stay motivated through setbacks. 

Plus, LG offers tips on standing out in the job market and selecting the right opportunity. If you’re in the middle of a career transition or looking to level up, this episode is packed with practical advice you won’t want to miss!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to make a career transition in sales leadership or want to improve your approach to finding the right opportunity, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.


]]> Landing the right leadership role is tricky – especially in today’s market. In this episode, Laura “LG” Guerra, VP of Sales at Varicent, shares how she navigated a challenging five-month job search and the strategies that got her the role of her dreams. Learn how to leverage past experiences, tailor your interview approach, and stay motivated through setbacks. 

Plus, LG offers tips on standing out in the job market and selecting the right opportunity. If you’re in the middle of a career transition or looking to level up, this episode is packed with practical advice you won’t want to miss!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to make a career transition in sales leadership or want to improve your approach to finding the right opportunity, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.


]]> GetAccept Buzzsprout-15941449 Thu, 17 Oct 2024 09:00:00 +0200 2252 career growth, sales leadership, job interview preparation, standing out in job interviews, professional networking, competitive job market, career transition strategies 4 8 full false Surviving layoffs: Boosting team morale with Brian Lawrence (Head of Sales, Clazar) Surviving layoffs: Boosting team morale with Brian Lawrence (Head of Sales, Clazar) Ever had to let people go and then keep the rest of the team pumped? Brian Lawrence has been there. In this episode, he shares how he faced sudden layoffs and managed to turn things around. Tune in for down-to-earth tips on boosting morale, driving sales, and turning tough times into pretty good times. If you're leading through challenges and need a boost, this episode is for you. 

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

***

If you're looking to improve your leadership skills during challenging times or want to learn more about navigating unexpected changes in your sales organization, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> Ever had to let people go and then keep the rest of the team pumped? Brian Lawrence has been there. In this episode, he shares how he faced sudden layoffs and managed to turn things around. Tune in for down-to-earth tips on boosting morale, driving sales, and turning tough times into pretty good times. If you're leading through challenges and need a boost, this episode is for you. 

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

***

If you're looking to improve your leadership skills during challenging times or want to learn more about navigating unexpected changes in your sales organization, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> GetAccept Buzzsprout-15861335 Thu, 03 Oct 2024 09:00:00 +0200 1402 Sales Leadership, Team Resilience, Sales Productivity, Sales Motivation 4 7 full false From SMB to Enterprise: Navigating major sales transitions with Christina Brady From SMB to Enterprise: Navigating major sales transitions with Christina Brady Pivoting to enterprise sales is no joke – not even when you're comedian-turned-sales leader Christina Brady. In this episode, Christina shares her wild ride of shifting from SMB to enterprise sales, managing longer sales cycles, and leading teams through abrupt organizational changes. Expect a few laughs and a ton of actionable insights as we tackle the hard stuff. Tune in for a real talk about the highs, the lows, and everything in between!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to navigate major transitions in your sales organization or improve your leadership during challenging times, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> Pivoting to enterprise sales is no joke – not even when you're comedian-turned-sales leader Christina Brady. In this episode, Christina shares her wild ride of shifting from SMB to enterprise sales, managing longer sales cycles, and leading teams through abrupt organizational changes. Expect a few laughs and a ton of actionable insights as we tackle the hard stuff. Tune in for a real talk about the highs, the lows, and everything in between!

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

If you're looking to navigate major transitions in your sales organization or improve your leadership during challenging times, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.

]]> GetAccept Buzzsprout-15819499 Thu, 26 Sep 2024 08:00:00 +0200 1975 Sales Leadership, Sales Strategies, Sales Enablement, SaaS, Stress Management, Revenue Generation, 4 6 full false Navigating sales challenges with Kurtis Ayton, VP Sales at Pareto USA Navigating sales challenges with Kurtis Ayton, VP Sales at Pareto USA In this episode, we talk with Kurtis, VP of Sales at Pareto, about overcoming challenges in sales leadership, implementing effective team strategies, and fostering a culture of growth and collaboration.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

]]> In this episode, we talk with Kurtis, VP of Sales at Pareto, about overcoming challenges in sales leadership, implementing effective team strategies, and fostering a culture of growth and collaboration.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

]]> GetAccept Buzzsprout-15740544 Thu, 19 Sep 2024 07:00:00 +0200 1930 Sales Leadership, Sales Strategies, Growth Culture 4 5 full false Turn Sales Reps into Complex Sellers with seasoned CRO Camilla Carson. Turn Sales Reps into Complex Sellers with seasoned CRO Camilla Carson. Struggling to turn your sales team into high-performing, complex sellers? Join seasoned CRO Camilla Carson as she shares her best tips for growing complex sales teams and overcoming onboarding challenges. Discover how passion, industry knowledge, and personalized strategies can revolutionize your sales leader approach and your team’s output.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

]]> Struggling to turn your sales team into high-performing, complex sellers? Join seasoned CRO Camilla Carson as she shares her best tips for growing complex sales teams and overcoming onboarding challenges. Discover how passion, industry knowledge, and personalized strategies can revolutionize your sales leader approach and your team’s output.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.


Hosted by Morgan J Ingram, CEO at AMP.

]]> GetAccept Buzzsprout-15699817 Thu, 05 Sep 2024 08:00:00 +0200 2188 complex sales, sales leadership, sales coaching, sales efficiency 4 4 full false From product-led growth to sales-led strategy with Doreen Pernel, CSO at Scaleway. From product-led growth to sales-led strategy with Doreen Pernel, CSO at Scaleway. Are you a sales leader struggling with the turbulence of organizational change? Join Doreen Pernel, CSO at Scaleway, as she reveals strategies for navigating massive shifts while keeping the team's morale high. 

Tune in to discover how to lead with data, manage emotions, and build a resilient team culture.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

]]> Are you a sales leader struggling with the turbulence of organizational change? Join Doreen Pernel, CSO at Scaleway, as she reveals strategies for navigating massive shifts while keeping the team's morale high. 

Tune in to discover how to lead with data, manage emotions, and build a resilient team culture.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

]]> GetAccept Buzzsprout-15656202 Thu, 29 Aug 2024 07:00:00 +0200 1971 product-led growth, sales-led growth, sales strategy, sales leadership 4 3 full false Overcoming the tech market crash with Alex Olley, CRO at Reachdesk. Overcoming the tech market crash with Alex Olley, CRO at Reachdesk. Navigating turbulent times in sales? CRO Alex Olley (Reachdesk) has been there and done that! He shares his journey through the 2023 tech market crash, revealing how resilience and learning during adversity led to success. Discover insights on leading teams, rethinking quotas, and fostering cross-departmental collaboration to steer your ship in the right direction and avoid the icebergs.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

]]> Navigating turbulent times in sales? CRO Alex Olley (Reachdesk) has been there and done that! He shares his journey through the 2023 tech market crash, revealing how resilience and learning during adversity led to success. Discover insights on leading teams, rethinking quotas, and fostering cross-departmental collaboration to steer your ship in the right direction and avoid the icebergs.

***

Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room.

Hosted by Morgan J Ingram, CEO at AMP.

]]> GetAccept Buzzsprout-15622640 Thu, 22 Aug 2024 09:00:00 +0200 1929 Market Downturn, Sales Leadership 4 2 full false Welcome to 'On the Record Sales Podcast': Real Stories, Real Outcomes. Welcome to 'On the Record Sales Podcast': Real Stories, Real Outcomes. On the Record is your go-to podcast for actionable sales strategies straight from the experts. Each episode features a sales leader tackling a key challenge and the solutions that drove results. Listen to real stories that led to success, offering practical takeaways you can implement today.

***

Brought to you by GetAccept, the #1 Digital Sales Room and category leader.

Hosted by Morgan J Ingram, CEO at AMP.

]]> On the Record is your go-to podcast for actionable sales strategies straight from the experts. Each episode features a sales leader tackling a key challenge and the solutions that drove results. Listen to real stories that led to success, offering practical takeaways you can implement today.

***

Brought to you by GetAccept, the #1 Digital Sales Room and category leader.

Hosted by Morgan J Ingram, CEO at AMP.

]]> GetAccept Buzzsprout-15617057 Wed, 21 Aug 2024 10:00:00 +0200 45 4 1 full false Why sellers need to adapt to changing buyer behaviours Why sellers need to adapt to changing buyer behaviours In this episode, we look at how sellers and selling needs to adapt to the new buying behaviors, with Josh Calcanis from DiDNA.

  • How should sellers adapt/change?
  • What roles does technology play in that change?
  • How to balance the need for personalization with the need for efficiency?
  • How to build trust and rapport with buyers?

If you want to hear more about Josh, check out his website: https://www.joshcalcanis.com/ 

]]> In this episode, we look at how sellers and selling needs to adapt to the new buying behaviors, with Josh Calcanis from DiDNA.

  • How should sellers adapt/change?
  • What roles does technology play in that change?
  • How to balance the need for personalization with the need for efficiency?
  • How to build trust and rapport with buyers?

If you want to hear more about Josh, check out his website: https://www.joshcalcanis.com/ 

]]> Thomas Igou Buzzsprout-12289636 Mon, 20 Feb 2023 16:00:00 +0100 2336 3 2 full false Checklist to ensure pipeline health - with Patrick Thorp, Ebsta Checklist to ensure pipeline health - with Patrick Thorp, Ebsta In this episode we speak with Patrcik Thorp, VP Revenue at Ebsta, about pipeline management. He shares a checklist to ensure pipeline health. More specifically, we cover:

  • Sales fundamentals and the importance of focusing on them in the current business climate
  • The key components of a successful sales process, including prospecting, qualification, and closing.
  • The importance of personalization in sales and the need to tailor messages to specific prospects.
  • The value of different sales channels, including email and cold calling, and the need to use the channel that best suits the prospect's preferences.
]]> In this episode we speak with Patrcik Thorp, VP Revenue at Ebsta, about pipeline management. He shares a checklist to ensure pipeline health. More specifically, we cover:

  • Sales fundamentals and the importance of focusing on them in the current business climate
  • The key components of a successful sales process, including prospecting, qualification, and closing.
  • The importance of personalization in sales and the need to tailor messages to specific prospects.
  • The value of different sales channels, including email and cold calling, and the need to use the channel that best suits the prospect's preferences.
]]> Thomas Igou Buzzsprout-12115283 Wed, 25 Jan 2023 11:00:00 +0100 2798 3 1 full false The guide to account based selling - with Ulrik Monberg, ARPEDIO The guide to account based selling - with Ulrik Monberg, ARPEDIO In this episode, Ulrik Monberg, CEO of ARPEDIO, discusses everything related to account-based selling.

  • What is account-based selling?
  • Why it's important in a recession or economic downturn?
  • Its relation to account-based marketing
]]> In this episode, Ulrik Monberg, CEO of ARPEDIO, discusses everything related to account-based selling.

  • What is account-based selling?
  • Why it's important in a recession or economic downturn?
  • Its relation to account-based marketing
]]> Thomas Igou Buzzsprout-11755960 Thu, 24 Nov 2022 09:00:00 +0100 1925 2 7 full false Women in sales - with Ciara Flaherty, Outreach Women in sales - with Ciara Flaherty, Outreach In this episode, we talk about what can be done to attract and retain women in sales. According to statistics, only 30% of women are in managerial positions within the sales sector. And this drops down further in tech sales. Ciara Flaherty from Outreach is our special guest to share her story navigating the sales world, her inspirations, and what diversity, equity, and inclusion really means.

  •  How to attract & retain women in sales?
  • What can companies do to break barriers?
  • What new opportunities has our current hybrid work model created?
]]> In this episode, we talk about what can be done to attract and retain women in sales. According to statistics, only 30% of women are in managerial positions within the sales sector. And this drops down further in tech sales. Ciara Flaherty from Outreach is our special guest to share her story navigating the sales world, her inspirations, and what diversity, equity, and inclusion really means.

  •  How to attract & retain women in sales?
  • What can companies do to break barriers?
  • What new opportunities has our current hybrid work model created?
]]> Thomas Igou Buzzsprout-11616065 Wed, 02 Nov 2022 13:00:00 +0100 2490 2 6 full false How to motivate your mid and bottom performers - with Remi Morken How to motivate your mid and bottom performers - with Remi Morken In this episode, Remi Morken, VP Sales at SalesScreen, talks about the importance of motivation in sales, and how understand what motivates your reps will help you increase the performance of your mid and bottom performers.

  • Why is motivation so important in sales?
  • What motivates people?
  • What are ways a sales leader can spark the motivation of the bottom 70% performers?  
  • What are key sales metrics to focus on?
]]> In this episode, Remi Morken, VP Sales at SalesScreen, talks about the importance of motivation in sales, and how understand what motivates your reps will help you increase the performance of your mid and bottom performers.

  • Why is motivation so important in sales?
  • What motivates people?
  • What are ways a sales leader can spark the motivation of the bottom 70% performers?  
  • What are key sales metrics to focus on?
]]> Thomas Igou Buzzsprout-11571919 Wed, 26 Oct 2022 14:00:00 +0200 1984 2 5 full true Modern sales tactics and transition to management - with Justin Barth, Algolia Modern sales tactics and transition to management - with Justin Barth, Algolia In this episode of The Sales Ladder, Justin Barth, Commercial Sales Manager at Algolia, talks about modern tactics to win deals and shares his experience transitioning from a sales role to a leadership role.

  • What do most people get wrong about modern selling?
  • Modern selling tactics like dealrooms and team selling 
  • Challenges of a modern sales leader
]]> In this episode of The Sales Ladder, Justin Barth, Commercial Sales Manager at Algolia, talks about modern tactics to win deals and shares his experience transitioning from a sales role to a leadership role.

  • What do most people get wrong about modern selling?
  • Modern selling tactics like dealrooms and team selling 
  • Challenges of a modern sales leader
]]> Thomas Igou Buzzsprout-11456179 Fri, 07 Oct 2022 14:00:00 +0200 3545 2 4 full true Product market fit and the fastest growing SaaS companies Product market fit and the fastest growing SaaS companies Stripe, Deel, Slack, Snowflake... All successful SaaS companies have 3 key things: a common top priority, a simple and effective solution, and social proof.

In this episode, we talk with Per Lange from Baaboom about:

  • The essential building blocks for generating lots of leads and closing deals fast
  • Examples of fast-growing SaaS companies and what they did rights
]]> Stripe, Deel, Slack, Snowflake... All successful SaaS companies have 3 key things: a common top priority, a simple and effective solution, and social proof.

In this episode, we talk with Per Lange from Baaboom about:

  • The essential building blocks for generating lots of leads and closing deals fast
  • Examples of fast-growing SaaS companies and what they did rights
]]> Thomas Igou Buzzsprout-10651243 Fri, 20 May 2022 10:00:00 +0200 2669 2 3 full false Compensation strategy to improve sales performance - with Tanner Lacey Compensation strategy to improve sales performance - with Tanner Lacey In this special episode of The Sales Ladder Podcast which was recorded as a LinkedIn Live event, Thomas Igou speaks with Tanner Lacey, Co-Founder of Spiff, about sales compensation strategies.

Some of the topics that will be discussed:
- Does a sales compensation strategy have the power to improve sales performance?
- What are the keys to creating an effective commission plan?
- How do your sales teams stay motivated in the remote work environment?

The episode will also deep dive into Tanner's personal experience with sales, from how his tool stack look like, to his top 3 tips for sales reps today.

And of course, the now traditional craziest thing he's done in sales.

]]> In this special episode of The Sales Ladder Podcast which was recorded as a LinkedIn Live event, Thomas Igou speaks with Tanner Lacey, Co-Founder of Spiff, about sales compensation strategies.

Some of the topics that will be discussed:
- Does a sales compensation strategy have the power to improve sales performance?
- What are the keys to creating an effective commission plan?
- How do your sales teams stay motivated in the remote work environment?

The episode will also deep dive into Tanner's personal experience with sales, from how his tool stack look like, to his top 3 tips for sales reps today.

And of course, the now traditional craziest thing he's done in sales.

]]> Thomas Igou Buzzsprout-10203702 Mon, 07 Mar 2022 16:00:00 +0100 1972 2 1 full false The BDR playbook - with Samantha McKenna The BDR playbook - with Samantha McKenna In this episode of the Sales Ladder, Samantha McKenna talks to us about the BDR playbook for managers running teams or executives working as business/sales development representatives. We talk about:

  • Foundational skillsets to manage BDR teams 
  • Onboarding and ramping up teams 
  • How to motivate teams in a remote/hybrid world
  • How to get sales to write content that stands out in sequences, cadences, Linkedin messages... 
]]> In this episode of the Sales Ladder, Samantha McKenna talks to us about the BDR playbook for managers running teams or executives working as business/sales development representatives. We talk about:

  • Foundational skillsets to manage BDR teams 
  • Onboarding and ramping up teams 
  • How to motivate teams in a remote/hybrid world
  • How to get sales to write content that stands out in sequences, cadences, Linkedin messages... 
]]> Thomas Igou Buzzsprout-9886227 Fri, 14 Jan 2022 15:00:00 +0100 2218 2 2 full false Sales collaterals and proposals that engage prospects - with Monika Ratniece Sales collaterals and proposals that engage prospects - with Monika Ratniece In this episode, Monika Ratniece, Senior Account Executive at Linnworks, shares her views on the best types of sales collateral and proposals to send prospects and ensure an engaging relationship during the closing stages of the sales process.

  • What are the best types of collateral to send prospects once you've engaged with them?
  • Stakeholders - how do you ensure all relevant stakeholders have the right information to make a decision?
  • How to follow up with a prospect after you've sent a proposal?
  • How do you build relationships with prospects in a digital world?


]]> In this episode, Monika Ratniece, Senior Account Executive at Linnworks, shares her views on the best types of sales collateral and proposals to send prospects and ensure an engaging relationship during the closing stages of the sales process.

  • What are the best types of collateral to send prospects once you've engaged with them?
  • Stakeholders - how do you ensure all relevant stakeholders have the right information to make a decision?
  • How to follow up with a prospect after you've sent a proposal?
  • How do you build relationships with prospects in a digital world?


]]> Thomas Igou Buzzsprout-9562755 Wed, 17 Nov 2021 06:00:00 +0100 1870 1 12 full false Multi-channel tactics to improve your outbound - with James Ski Multi-channel tactics to improve your outbound - with James Ski In this episode, we talk with James Ski, Founder of the Sales Confidence and Partnerships Manager at Drift, about outbound. James shares his experience working across multiple channels such as the good old phone, email, LinkedIn, videos etc... and the importance of follow up. We also talk about key account management and how to find relevant stakeholders.   

  • What are the most successful channels for outbound?
  •  Personalization and email cadences
  • The importance of having fun and celebrating the small wins
]]> In this episode, we talk with James Ski, Founder of the Sales Confidence and Partnerships Manager at Drift, about outbound. James shares his experience working across multiple channels such as the good old phone, email, LinkedIn, videos etc... and the importance of follow up. We also talk about key account management and how to find relevant stakeholders.   

  • What are the most successful channels for outbound?
  •  Personalization and email cadences
  • The importance of having fun and celebrating the small wins
]]> Thomas Igou Buzzsprout-9448683 Thu, 28 Oct 2021 14:00:00 +0200 2141 1 11 full false How to build trust with customers - with Moeed Amin How to build trust with customers - with Moeed Amin Today's method of selling is outdated. In this episode with Moeed Amin, CEO of Proverbial Door, we explore new ways "Sales" - from structure, to process, to commission - can be set up in order to really focus on the customer. From educating the customer to training sales reps, to focusing on the right metrics and increased collaboration between sales and marketing, we cover it all.

  • Why buyers buy (or don't)
  • How to audit your life with trustworthiness
  • 4 ways to build trust with a prospect 
]]> Today's method of selling is outdated. In this episode with Moeed Amin, CEO of Proverbial Door, we explore new ways "Sales" - from structure, to process, to commission - can be set up in order to really focus on the customer. From educating the customer to training sales reps, to focusing on the right metrics and increased collaboration between sales and marketing, we cover it all.

  • Why buyers buy (or don't)
  • How to audit your life with trustworthiness
  • 4 ways to build trust with a prospect 
]]> Thomas Igou Buzzsprout-9353515 Tue, 12 Oct 2021 10:00:00 +0200 3053 1 10 full false How to book the right meeting with the right people - with Ryan Scalera How to book the right meeting with the right people - with Ryan Scalera We live in a sea of salespeople that range from terrible, to mediocre, to fantastic, so how do you stand out? In this episode, I talk with Ryan Scalera, account executive at Dooly, about how to book the right meeting with the right people. Some of the topics we cover:
- How to grab the attention of your prospects
- Researching your prospect and the balance between quality vs quantity
- Buil your own pipeline!
- Ryan's three tips for sales reps  

]]> We live in a sea of salespeople that range from terrible, to mediocre, to fantastic, so how do you stand out? In this episode, I talk with Ryan Scalera, account executive at Dooly, about how to book the right meeting with the right people. Some of the topics we cover:
- How to grab the attention of your prospects
- Researching your prospect and the balance between quality vs quantity
- Buil your own pipeline!
- Ryan's three tips for sales reps  

]]> Thomas Igou Buzzsprout-9313606 Tue, 05 Oct 2021 09:00:00 +0200 1995 1 9 full false How to grow sales by thinking outside the box - with Nadja Komnenic How to grow sales by thinking outside the box - with Nadja Komnenic Lemlist has seen tremendous growth since its launch and a lot of it is due to its capability to think outside the box as a bootstrapped start-up. In this episode, we chat with Nadja Komnenic, head of business development, about some of the initiatives they've undertaken to extend their prospecting and increase their inbound.
 - The how and why behind Nadja and Simon's youtube channel
- How to grow and leverage a facebook community
- BONUS: how to remotely manage a sales team

]]> Lemlist has seen tremendous growth since its launch and a lot of it is due to its capability to think outside the box as a bootstrapped start-up. In this episode, we chat with Nadja Komnenic, head of business development, about some of the initiatives they've undertaken to extend their prospecting and increase their inbound.
 - The how and why behind Nadja and Simon's youtube channel
- How to grow and leverage a facebook community
- BONUS: how to remotely manage a sales team

]]> Thomas Igou Buzzsprout-9279658 Wed, 29 Sep 2021 12:00:00 +0200 2238 1 8 full false How to stand out when prospecting - with Charlotte Johnson How to stand out when prospecting - with Charlotte Johnson Charlotte is an SDR at Salesloft and very innovative when it comes to prospecting. In this episode, we discuss everything SDR-related:

  • How to stand out in the inbox (and should we even say "inbox" anymore)?
  • What are the top channels for prospecting?
  • How to structure a video?
  • How to balance automated and personalised/targeted cadences?
]]> Charlotte is an SDR at Salesloft and very innovative when it comes to prospecting. In this episode, we discuss everything SDR-related:

  • How to stand out in the inbox (and should we even say "inbox" anymore)?
  • What are the top channels for prospecting?
  • How to structure a video?
  • How to balance automated and personalised/targeted cadences?
]]> Thomas Igou Buzzsprout-9198212 Wed, 15 Sep 2021 08:00:00 +0200 2422 1 7 full false How to smash quotas as an AE - with Laura Leap How to smash quotas as an AE - with Laura Leap Laura Leap is a Senior Account Executive - Mid Market at Samsara. And consistently smashes her quotes. Listen to her experience in sales and what contributes to her success.

- What is Samsara doing as an organization to enable AE's to thrive?
- What personal habits contributes to Laura's success
- A walk through of an AE's typical day at Samsara
- Necessary toolkit to work smarter, not harder
- Why are there so few women in sales leadership, and how to change that

]]> Laura Leap is a Senior Account Executive - Mid Market at Samsara. And consistently smashes her quotes. Listen to her experience in sales and what contributes to her success.

- What is Samsara doing as an organization to enable AE's to thrive?
- What personal habits contributes to Laura's success
- A walk through of an AE's typical day at Samsara
- Necessary toolkit to work smarter, not harder
- Why are there so few women in sales leadership, and how to change that

]]> Thomas Igou Buzzsprout-9115045 Tue, 31 Aug 2021 13:00:00 +0200 1629 1 6 full false Fixing the relationship between sales & marketing - with Bill Macaitis Fixing the relationship between sales & marketing - with Bill Macaitis In this episode, Bill Macaitis, former CMO of Slack, Zendesk and Salesforce, talks about the broken relationship between sales and marketing and what his experience running marketing teams of some of the leading software companies of the century has taught him.

- Why do most sales and marketing teams not work well together?
- What metrics should you have in place for a function team?
- PLG strategy at Slack

]]> In this episode, Bill Macaitis, former CMO of Slack, Zendesk and Salesforce, talks about the broken relationship between sales and marketing and what his experience running marketing teams of some of the leading software companies of the century has taught him.

- Why do most sales and marketing teams not work well together?
- What metrics should you have in place for a function team?
- PLG strategy at Slack

]]> Thomas Igou Buzzsprout-9023912 Fri, 13 Aug 2021 15:00:00 +0200 1844 1 5 full false Value selling and the 7 mistakes to avoid - with Mike Wilkinson Value selling and the 7 mistakes to avoid - with Mike Wilkinson Value selling expert Mike Wilkinson joins us in this week's episode of the Sales Ladder. We'll discuss a great deal, including:
- What is "value"?
- What are the 7 common mistakes to avoid in value selling?
- How do you move the conversation from price to value?
- How do you solve the value mystery?
- What is the 4 step value selling process? 

]]> Value selling expert Mike Wilkinson joins us in this week's episode of the Sales Ladder. We'll discuss a great deal, including:
- What is "value"?
- What are the 7 common mistakes to avoid in value selling?
- How do you move the conversation from price to value?
- How do you solve the value mystery?
- What is the 4 step value selling process? 

]]> Thomas Igou Buzzsprout-8873706 Fri, 16 Jul 2021 14:00:00 +0200 2753 1 4 full false Selling and sticking out in a digital world - with Jason Baskaran Selling and sticking out in a digital world - with Jason Baskaran Jason Baskaran, Sales Doctor at GetAccept, shares his views and experience from the past 18 months on the key to succeed with sales in a digital world: standing out.

-  The most challenging thing about sales today
-  What are the most important skills to succeed?
-  Concrete examples of standing out in sales, that close deals

]]> Jason Baskaran, Sales Doctor at GetAccept, shares his views and experience from the past 18 months on the key to succeed with sales in a digital world: standing out.

-  The most challenging thing about sales today
-  What are the most important skills to succeed?
-  Concrete examples of standing out in sales, that close deals

]]> Thomas Igou Buzzsprout-8861718 Wed, 14 Jul 2021 08:00:00 +0200 2125 1 3 full false Sales in a product led growth company - with Laura Erdem Sales in a product led growth company - with Laura Erdem In this episode, Laura Erdem, Account Executive at Dreamdata, shares what it means to do sales in a product-led growth company.

- What is product-led growth?
- How do you build a sales team in a PLG strategy?
- How do you align sales, marketing, and product for success?
- What can be done to have more gender divere salesforces?

Find out more about B2B attribution here: https://dreamdata.io/b2b-attribution

]]> In this episode, Laura Erdem, Account Executive at Dreamdata, shares what it means to do sales in a product-led growth company.

- What is product-led growth?
- How do you build a sales team in a PLG strategy?
- How do you align sales, marketing, and product for success?
- What can be done to have more gender divere salesforces?

Find out more about B2B attribution here: https://dreamdata.io/b2b-attribution

]]> Thomas Igou Buzzsprout-8861564 Wed, 14 Jul 2021 07:00:00 +0200 1866 1 2 full false Getting started on social selling - with Daniel Disney Getting started on social selling - with Daniel Disney In this episode, Thomas Igou interviews social selling guru Daniel Disney, author of the bestselling book, the million pounds LinkedIn message, and who has 700 000 followers on LinkedIn.

Daniel covers how to get started with social selling, common misconceptions, how to grow your network, and how social selling impacts the sales process and the buyer journey.

]]> In this episode, Thomas Igou interviews social selling guru Daniel Disney, author of the bestselling book, the million pounds LinkedIn message, and who has 700 000 followers on LinkedIn.

Daniel covers how to get started with social selling, common misconceptions, how to grow your network, and how social selling impacts the sales process and the buyer journey.

]]> Thomas Igou Buzzsprout-8724429 Fri, 18 Jun 2021 15:00:00 +0200 2307 1 1 full false