In this episode of Skip to the Point, Alex talks to Brian LaManna, Enterprise AE and number one seller at Gong. Brian tells Alex about the biggest mistakes he sees AEs make, and with that he gives Alex advice on how to better refine her process and the difference between personalisation and relevance, especially during outbounding and discovery.Brian also talks about what to do next if your discovery goes well, and how to handle common objections, especially at the bottom of the sales funnel. Tune in as Alex and Brian skip to the point.CHAPTERS0:00 Introduction1:19 The biggest mistakes AEs make in discovery4:48 Getting prospects to open up about Pain. 6:10 Mistakes made pre-discovery call with research9:30 Personalization vs Relevance11:32 Mistakes made in discovery call followups. 14:49 Handling objections19:13 Rapid-fire Questions
In this episode, Alex sits down with Amy Volas - a highly-specialized sales recruiter with tons of valuable experience and industry insight.
Alex and Amy go over the red flags and green flags of what sales pros should look for in the hiring process - whether you’re a sales leader looking for fresh talent, or an up and coming AE searching for their next role in their career.
This episode also debuts a new feature for Skip To The Point - as we shoot some Rapid Fire Questions at our guest on all things sales.
This episode is the perfect resource if you’re looking for you next role, or if you’re a sales leader looking to attract top talent to your organization!
ABOUT AMY VOLAS
Amy Volas is the founder and CEO of Avenue Talent Partners, an executive search firm that helps founders hire Sales and CS leaders without the gnarly hiring hangover. She also created The Hiring OS by ATP, a separate offering built to fix and optimize the hiring process before it breaks. It’s a proven system that reduces hiring mistakes by 60% and helps executives stop guessing and start hiring with precision.
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.
In this episode of Skip to the Point, Alex is joined by Marcus Chan, founder of Venli Consulting Group, which helps B2B sales professionals earn $50-100k a year by crushing their quotas.
Marcus and Alex talk about how to master the art of tactical selling from both an Enterprise and SMB perspective.
Marcus also explains how we can proactively attack Decision Criteria in the sales process to ensure we are a top choice, as well as ways to stop “Just following up!” emails. This is a good one, so make sure to tune in as Alex and Marcus skip to the point.
ABOUT MARCUS CHAN
Marcus Chan is the founder of Venli Consulting Group and Wall Street Journal and USA Today best-selling author. He is a member of the Forbes Business Council and has been recognized globally as one of the top sales experts by Salesforce and LinkedIn.
An award-winning Fortune 500 sales leader who has generated over $700M in sales over the last decade, he has been featured in Forbes, Yahoo! Finance, MarketWatch, Entrepreneur, and more.
His sole mission is to help B2B sales pros increase their income by an ADDITIONAL $100K+/ year by running a refined sales process that gets results and helps them create the life of their dreams.
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 Introduction
0:51 Tactical selling
8:16 Keeping energy and momentum in deals
14:14 $1million in 60 minutes.
19:23 How to train and test your Champions
31:59 Gifting hack.
35:31 Landmines for Competition.
In this episode of Skip to the Point, Alex is joined by Anthony Natoli, Senior Account Executive at LinkedIn, as he comes to share his ‘Natoli Nuggets’ that he uses to help SDRs and AEs.
Anthony and Alex talk about how to connect research to the customer’s pain with what Anthony calls ‘Problem Prospecting’.
Anthony also teaches Alex some ways to use customer language when out-bounding and to avoid getting caught in feature traps with prospects.
This episode is a must listen not only for tips on prospecting, but on improving discovery!
ABOUT ANTHONY NATOLI
Anthony earned his degree from the University of Arizona in 2015 before launching his sales career as a BDR at Ethos Lending. He quickly advanced to his first AE role, where he proved his skills by securing a spot in President’s Club - twice in a row.
Following his success at Ethos Lending, Anthony went on to exceed quota at Demandbase, Outreach, and Lattice. He then took on a leadership role as Head of Sales Development at QA Wolf for seven months before stepping into his current position as a Senior Account Executive at LinkedIn.
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.
In this episode of Skip to the Point, Alex is joined by Tom Latourette, a Managing Partner and Sales Trainer at M3 Learning.
Tom shares tools with Alex about how to win customers over, including:
Education vs validation
Cause-outcome-decide
Transfer of ownership
The flip
Tom also explains to Alex how to quantify the problem. Jam-packed with tools you can implement straight away, this episode is a must-listen!
ABOUT TOM:
Tom Latourette has been a disciple of the M3 Learning process since 2000 when he was the VP of Sales and Marketing at SBR, Inc. With over 30 years of marketing, sales, and sales management experience, Tom can bring a unique, real-world perspective to your M3 Learning experience. His knowledgeable application of ProActive solutions can greatly impact your productivity as a sales manager or salesperson.
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.
This episode of Skip to the Point is from one AE to another, as Alex is joined by Jake Jeffries at MEDDICC.
Alex and Jake talk about how to find your own sales style, and Jake shares the secret behind not comparing yourself to the people around you.
Jake also tells Alex about what numbers you should be obsessing over, and which ones you shouldn’t.
It’s a difficult time for salespeople at the moment, so this conversation with Jake is a special one that will hopefully be as helpful for you as it was for Alex!
ABOUT JAKE JEFFRIES
Jake Jeffries didn't really have a choice, sales was the only option. (I don't know if this counts, but he says it does...) Jake started selling door to door lawn mowing at age 12 in the hot Arizona summer sun.
He tried to study Journalism, Finance, and enjoyed a fair few extracurriculars but somehow finished uni among the first class of the Professional Sales Degree program at Arizona State. He even tried escaping to Denver and starting a career in recruiting, but after reading "Predictable Revenue" by Aaron Ross he found himself starting, formally, a career in sales.
Fast forward almost a decade later he's been a top performer at companies like Branch, Multiverse, and now MEDDICC where he works with our largest customers to empower GTM teams to reach their maximum potential.
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.
In this episode of Skip to the Point, Alex has secured a dream guest: Krysten Conner!
Krysten has become one of the most recognized voices in software sales, and for a good reason!
Alex and Krysten talk about how to dive deeper into discovery and how to go through meaningful metrics to quantify the customer’s pain points.
Krysten teaches Alex about how to pull the prospect along the buying process and teach them how to buy.
Check out this episode for some great tips from someone who makes a living coaching and training AEs in their journeys to become top performers.
ABOUT KRYSTEN CONNER
Krysten started her journey in sales after working as a History teacher and in a family business. After making the leap to tech sales, she quickly became an Enterprise AE at companies including Tableau, Outreach and Salesforce.
Still wanting to scratch the itch of teaching and helping others, Krysten now coaches and trains AE’s in their journey to becoming top performers. She has become one of the most well recognized voices in sales and software.
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.
In this episode of Skip to the Point, Alex is joined by Tom Alaimo - whose unique sales tactics will change the way you think about your deals.
In this episode, you’ll learn how to:
- How to master the art of becoming a tactical salesperson.
- Tom’s unique sales technique to nurture future prospects and deals.
- Where the urgency REALLY comes from in sales.
Tom's insights come from incredible first-hand experiences in his field - check out the episode now to pick up these useful nuggets to help you on your sales journey.
ABOUT TOM ALAIMO
Tom is the Founder of TA Sales, which has helped 1,000+ SDRs and AEs build their outbound sales skillset.
Prior to that, he spent nearly a decade in software sales at companies like TechTarget and Gong and has been featured as a top sales thought leader by Salesforce, Hubspot, Pavilion and others.
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.
In this episode of Skip to the Point, Alex is joined by a mastermind when it comes to selling complex products - Alex Strekel.
In this episode, you’ll learn how to:
Master the art of knowing your product or solution inside out (and perhaps most importantly - what your solution doesn’t do) before you take it to market
How to keep qualifying and validating your prospect throughout a sale
How to take full ownership of a deal, even if you need to bring in your ‘bench’ like executive colleagues to keep things moving.
And more!
Alex’s insights will set you up for success with even the most complicated of products to take to market. Whether you’re a new AE or an experienced salesperson - you’ll take some great learnings from this one!
ABOUT ALEX STREKEL
Alex is a 20+ year financial services veteran, with over 15 of those years spent in business development and client servicing leadership roles.
He is currently Head of Buy Side Growth at Pando Alts, a network of asset owners and general partners, focused on connecting investors of all sizes with the best and widest exposure to the alternative investments marketplace. He is also president of Sandpiper Consulting, a consulting firm focused solely on fintechs and supporting them in go-to-market, workforce scaling, target market analysis, coaching, pricing, and aligning organizations of all sizes to growth.
Alex lives in Connecticut with his wife, son, daughter, one dog and two cats. He is active in local sports organizations and when not on Zoom, an office or an airplane - can be found on the sidelines coaching his kids.
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.
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
In this episode of Skip to the Point, Alex is joined by accomplished sales leader Sam Griffard.
Let this be a reminder to all AEs: even though you’re no longer an SDR, working on stuff on the top of the funnel is still crucial to success.
Alex and Sam talk about how to get better at cold calls, how to excel at talking about the future state in discovery calls and how to bridge gaps to make important connections with prospects
Tune in for an episode that all sales nerds will enjoy!
ABOUT SAM GRIFFARD:Sam Griffard is a self-proclaimed "Sales Nerd" with two degrees in sales and over 14 years of professional sales experience. Passionate about the science, art, and math behind effective sales practices, Sam has helped organizations at various stages of growth establish, redesign, and adopt sales processes that have driven hundreds of millions in revenue.
He’s been an SDR, AE, leader of SDRs, AEs, and Sales Enablement, and fractional Sales Consultant.
Sam champions a sales approach that goes beyond trendy tactics, motivational fluff, or guesswork. Instead, he focuses on processes rooted in human psychology, backed by science, and guided by data to deliver predictable results. His mission is to create sales strategies that both teams and prospects enjoy.
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.
In this episode of Skip to the Point, Alex is joined by Scott Blostein, a guy who has been where many of you might be right now; feeling stuck in your career, struggling to get noticed by big-name companies, or spinning your wheels during interview processes.
With 10+ years of SaaS experience, he uses that experience to help others break into these high-paying tech companies and 2-3x their income.
Scott shares with Alex tips on how to start prospecting into companies you want to work at.
He also tells Alex about how to go about informational interviews and how to nail some of the most common interview questions.
This is the ideal listen for anyone looking to get further in their career, as Alex and Scott skip to the point.
ABOUT SCOTTIn 2014, Scott was stuck in a job he didn’t enjoy, struggling to make ends meet. Seeking change, he hired a coach and created a career plan that led him to success.
Despite no formal sales experience, his plan showcased his skills and caught the attention of Oracle. Over the next decade, he built a remarkable career at top companies like Oracle, Salesforce, Shopify, and ClickUp, gaining world-class sales training and increasing his earning potential.
Now, Scott helps others break into high-paying tech companies and 2-3x their income. If you’re feeling stuck or struggling to get noticed by top companies, he’s here to help you overcome those challenges.
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.
In this episode of Skip to the Point, Alex is joined by David Weiss, CRO of the Sales Collective, a sales thinktank that helps companies assess their people, build their sales processes and train their sales teams effectively. With over 20 years of sales experience, he talks to Alex about how to ask the right discovery questions so you can start to understand a customer’s problems. David also tells Alex about why you need to know 100% of your pipeline as an AE, and teaches her about how you can narrow your focus on risk. Tune in for an insightful episode to learn sales skills you can start to implement right away as Alex and David skip to the point. Never lose a sales deal again! ABOUT DAVID WEISS: David Weiss is an accomplished salesperson, leader, and business strategist with 20 years of experience in the technology, consulting, and professional services industry. He is the CRO of The Sales Collective, a sales think tank that helps companies assess their people, build their process building, train their teams, and hire future top performers. He is also the founder of DealDoc, a mobile application to help salespeople see problems in their opportunities and actions they can take to solve those problems. Prior to joining The Sales Collective, David held a number of senior executive positions at leading technology companies, including Seismic, Outreach, and ADP. During his tenure at these companies, he was responsible for driving business growth, developing new markets, and leading strategic initiatives that resulted in significant revenue and profit growth. David is a recognized thought leader in the sales industry and has been featured in a number of publications and podcasts, including Sales Hacker, Crunchbase, and Top1FM, as well as many others. He is also one of the leading minds on the MEDDICC et al methodologies. David holds a Bachelor of Science in Psychology with a focus in Business Marketing from the Rochester Institute of Technology. He also serves as a strategic advisor to several technology startups. 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.
In this episode, Alex is joined by Scott Bush, founder of Bredison & Associates. He has worked with a variety of Fortune 100 companies, responsible for over a billion dollars in revenue and is now doing consulting in over 35 countries. This is a special episode, because he’s also Alex’s cousin. Scott tells Alex about the essential skills you need to build your sales career. They also discuss how to nail cold calls and keep your customer on the phone. Scott shares with Alex how to best utilize the people around you to become successful. Tune into what is a typical day-to-day conversation for Alex and Scott as they skip to the point. ABOUT SCOTT BUSH: Scott Bush is a top facilitator in North America, serving a wide range of Fortune 500 clients across the country. As the founder of Bredison & Associates, Scott has led the company to become a global leader in training and coaching, dedicated to optimizing performance, enhancing productivity, and helping individuals reach their full potential. Bredison & Associates delivers tailored programs designed to foster new behaviors within organizations and achieve measurable outcomes. Their course offerings cover essential areas, including Leadership, Management, Communication Skills, Core Professional Skills, Sales, and Sales Management. 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 Introduction 5:27 Cold calling advice 8:34 overcoming common sales challenges 13:51 Sales territory story
In this episode, Alex Kremer talks about how he got to where he is now, his battle with mental health struggles and how you can make your side hustle your main hustle.
The two Alexes talk about inner game and how you can work to cultivate it to truly excel in your sales career, and build authentic connections with your customers.
Tune into this episode to learn all this and so much more, as Alex and Alex skip to the point!
ABOUT ALEX KREMER
Alex Kremer is the Founder of Alluviance, a community dedicated to transforming leadership and culture for individuals and businesses.
With 15 years of experience, Alex has trained leaders, sales professionals, and teams at companies like Microsoft, Paycom, and DocuSign.
At Outreach, he played a key role in scaling the company from 150 to over 1,600 employees, hiring and mentoring over 100 Account Executives and Sales Managers, and earning President’s Club honors for seven consecutive years.
Alex is renowned for building high-performing sales teams, fostering growth-oriented cultures, and developing purpose-driven leaders.
His insights have been shared on The Rising Leader podcast and at events like Dreamforce, Sales Hacker, and the Foster School of Business.
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.
In this first episode of Skip to the Point, Alex is joined by Andy Whyte, CEO and founder of MEDDICC. They talk about how the podcast came about, and Andy shares some of his sales advice.
Andy chats about how as a seller you learn to trust your gut and use intuition to keep deals going. He discusses how using MEDDIC acts as the science that leads to the art of trusting your gut.
Andy also teaches Alex about the ways to qualify out, and why it’s one of the hardest things to do in sales.
Tune into this episode to hear about why no one cares about what your product does, and what it is they actually do care about, as Alex and Andy skip to the point.
ABOUT ALEX
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.
ABOUT ANDY
Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - Dad.
CHAPTERS 0:00 Introduction 1:05 Starting a podcast 2:57 Trusting your gut 6:42 Being the best version of yourself 8:21 Deal reviews 11:12 Being vulnerable in sales 12:55 Advice for BDRs part one 14:30 How to Qualify Out 15:35 Advice for BDRs part two 16:09 Value Selling 20:07 Mistakes that salespeople make 22:39 Andy's Journal
Hey! Alex Miller here 👋
Welcome to the show!
In each episode, I’ll speak with some of the top sellers in our industry.
We call it a podcast, but what you’re getting is to be a fly on the wall while I learn from the best.
No fluff. No small talk. No resumes.
Just short and powerful sales tips to help you through your week.
This is Skip To The Point!
