In this episode of Skip to the Point, Alex is joined by an absolute force in sales: Christine Rogers, CEO of M3 learning. Christine explains to Alex how the road to a good salesperson is through the land of a thousand mistakes. She also provides the helpful formula of REVENUE = FREQUENCY + COMPETENCY. The two also discuss how to uncover pain with what Christine calls a “heat seeking missile”. Make sure to check out this episode to learn how you can go from a “below the line” person to an “above the line” person, as Christine and Alex skip to the point. ABOUT CHRISTINE ROGERS: Christine is the CEO of M3 learning. She is a seasoned sales and marketing leader specializing in training, recruiting, hiring, and leading high-performing sales teams. Christine’s extensive background is complemented by individual experience owning a small business, giving a unique perspective to managing and growing organizations of any size. She is recognized as a passionate people leader who maximizes team performance and drives results by multiplying talents for success. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry. Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field. Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself. CHAPTERS 0:00 Intro 0:47 The road to 1000 mistakes. 7:04 Eating your own dog food 8:15 Frequency equation 11:53 Sensing energy in deals 14:45 Implicating Pain 20:15 Getting from a BTL to an ATL 22:08 Steps of the sales cycle 26:31 Discovey DISCLAIMER All materials, including but not limited to videos, documents, presentations, brochures, pamphlets, manuals, guides, and any other informational or promotional content produced by MEDDICC© are protected by copyright laws and are the exclusive property of MEDDICC© 2025