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Aug 8, 2022

Whether I’m interviewing a GTM leader on my podcast or confidentially for a retained search, I tend to geek out over the “how” of how success was achieved by my guest.

It’s like when we first learned long division. It wasn’t enough to give the right answer, we had to show the teacher “our work”. How we got...


Aug 1, 2022

Graham Collins has given more than 400 compensation consultations over last 2 years, so I couldn’t think of a better guest to have on to learn all the ins and outs of how comp plans and quotas are established.

Whether you're a Founder trying to get your arms around hiring your first sales rep, an established sales...


Jul 25, 2022

In this episode you’ll hear Brian Kirk's journey from Submarine Warfare Officer, where he was leading as many as 70 Sailors, to MIT, where he got his MBA, to entrepreneur–and all that he learned from that experience–and then into technology sales where he went from BDR to sales leadership in just 6 months!


Jul 18, 2022

To say Jill Rowley has vision, which, by one definition, is the ability to think about or plan the future with imagination or wisdom, is an understatement.First, early on her career, she saw sales as an avenue to control her own income and destiny. Second, she saw that Salesforce.com would be a great place to launch...


Jul 11, 2022

Patrick Lynch, a technology sales leader with experience building high-performing teams, says that we have a tendency, as an industry, to overcomplicate things. At the end of the day, it's about discipline, rigor, grit, and focus.  As a leader, do you have the team that can help you get the customers you don't...