Account Discovery Best Practices This episode is part one of our post-SKO reinforcement series, designed to help you apply and expand on the skills you gained during the training sessions. Join Ian and top-performing sales rep Trina as they explore the foundational steps of account discovery. Together, they share real-world stories, actionable insights, and practical strategies to help you prioritize accounts, uncover customer pain points, and build stronger connections with your...

In this episode of The Sales Insight, your host Mike sits down with sales leader Lisa Thompson to unpack the key insights for this year’s Sales Kickoff (SKO). They explore the theme “Rise & Thrive” and discuss how resilience and adaptability are crucial for success in today’s competitive market. Lisa shares practical strategies, including how AI can enhance efficiency, personalize client engagement, and provide real-time coaching. The conversation dives into the importance of teamwork, w...

An interview style podcast developed from SKO break-outs plan. In this special pre-Sales Kickoff (SKO) episode, we're diving into what you can expect from this year's breakout sessions! Join Kate and John as they share an insider's look at the key sessions designed to set you up for a winning year. From honing your account discovery skills to building impactful partner strategies, crafting customer-focused solutions, and polishing your presentation skills, this episode covers it...

A discussion style podcast developed from a battle card. In this episode of the Solutions Sales Insider podcast, we dive deep into the latest battlecard for our flagship product, SecureGuard Pro. Join your host Ian as he moderates an insightful discussion between top sales reps Sarah and Mike, who break down everything you need to know to effectively sell this cutting-edge cybersecurity solution. Tune in to discover: • A comprehensive overview of SecureGuard Pro's key features...

An interview style podcast developed from a closed-won report. Join us on this special episode of Sales Stories From the Field as we celebrate a major milestone for our team—a $1,000,000 deal with InnovateAI, a leader in artificial intelligence and virtual reality. We sit down with John Smith, the account executive who led this successful endeavor, to dive deep into the journey behind this impressive win. In this episode, we explore: Customer Background: Discover InnovateAI, the...

A round table style podcast developed from a closed-lost report. In this episode of Sales Stories from the Field we dive into a closed-lost deal and explore the valuable lessons hidden behind the loss. Your host Ian is joined by Liam, the account executive who managed the deal, and Jessica, his manager, to break down what went wrong, and more importantly, what they learned from the experience. Liam shares the story of pitching a $50,000 cloud storage solution to Tech Innovators, only ...