Explorez tous les épisodes du podcast Sales Unfiltered
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Titre
Date
Durée
Preventing churn | Reb Comer
17 Jun 2025
00:43:33
Reb Comer, Account Manager at Hook, joins me today on Sales Unfiltered to discuss how to prevent churn.
This is one of the most actionable episodes we’ve done where Reb shares advice on how to spot risk, keep customers engaged, and how to effectively split your time.
Churn isn’t always a bad thing, but it's integral to understand your customer health, and Reb gives some real-life examples on how to do this. We discuss tracking key indicators for risk, the difference between good and bad customer engagement, creative ways to trigger customer engagement, engaging with quieter accounts, and Reb shares how she plans her week, going through each day and her key objectives.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Futureproof your career | Gavin Walsh
10 Jun 2025
00:47:15
In a turbulent market, it's important to futureproof your career whether you're in role, or in between. Gavin Walsh, Regional Vice President at Zendesk, joins me today to share his advice on how to do just that.
With an incredible career working with brands such as Google, LinkedIn, WeWork, and now Zendesk, Gavin knows how to lead a successful career, and in this episode, he shares an insight into what he looks for when hiring.
This is a masterclass, and I urge you to listen to this episode as we unpack curiosity and why we’re so bad at selling ourselves, but so good at selling software. He gives advice on how to collaborate, ask smart questions, and learn from others. Lastly, we cover coachability, Gavin's framework, and looking for a coach.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
What Makes an A Player? | Guy Rubin
04 Feb 2025
00:42:36
Do you want to know the attributes of top performers according to the analysis of $54bn in revenue?
On today's episode, we hear from Guy Rubin, Founder & CEO of Ebsta, and the person behind the 2024 B2B Sales benchmarking report. After analysing 4.2 million opportunities, 1m hours of conversations, from 530 companies, representing over $54 billion in revenue, they have the answers to what makes an A player.
We unpack the state of sales before looking into the 5 key attributes for success- pipeline generation, qualification, objection handling, relationship management, and deal management.
This episode is invaluable for any IC, or leader in tech sales, wanting to be the elite.
You can download Ebsta’s 2024 B2B Sales benchmarking report here.
To build a successful GTM team you must have alignment across all teams, particularly revenue and customer success.
The focus should always be the customer, so in this week's episode, we sit down with Natasha Evans, Head of Customer at Hook to discuss working with your sales counterpart, aligning account plans, and focusing on communication on empathy. To wrap up the conversation we dive into how leaders can make sure they ensure their CS teams are working in harmony with sales discussing setting the standards, customer centricity, and commission plans.
Natasha Evans is one of the most respected CS Leaders in the industry leading teams for brands such as LinkedIn, Salesloft, and now Hook.
If you are in Customer Success, this episode is a must-listen!
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Removing The Glass Ceiling For Women | Pete Crosby
15 May 2024
00:45:18
24% of the industry is made up of women - what can businesses & leadership do to change that?
Joining us on the channel this week & for the Season 2 finale we have Pete Crosby, CEO & Co-Founder of Revelesco, coach advisor and lecturer... sharing his wisdom this week on removing the glass ceiling for women in the industry.
👋 00:00 Intro
🔥 1:18 The importance of diversity in the workplace
🙌 4:00 How to diversify your hiring
🗣️ 07:10 Changing the language in your job specs
🤝 15:15 Embracing intentionality, curiosity and courage
🤔 20:15 Should you put salaries in the job spec?
👀 26:30 Do you believe in imposter syndrome?
👉 32:31 What are the key barriers for women’s career progression
“Create an ecosystem that pushes your business forward…”
Joining us on the channel this week is Corey Cummins, Director of Regional Partners at Snowflake, a global network where thousands of organisations mobilise data with near-unlimited scale, concurrency, and performance.
👋 00:00 Intro
🚀 00:45 What made you transition from new business to partnerships?
👉 04:20 How to define partnerships?
🤔 10:50 How does your role differ to the life of a new business sales person?
👀 13:40 Partners vs Champions
🙌 17:10 How would you advise people to start implementing this into their teams?
🏆 20:04 Partnership success stories → creating harmony across the business
🔥 25:30 Partner Marketing
🔎 27:45 What sort of information are you looking to get from your partner for a successful partnership?
Understanding The State of Your Book of Business | Ejieme Eromosele
23 Apr 2024
00:32:29
"Customer Success & Account Management needs to think more like sellers & familiarise themselves with different methodologies..."
Wise words from this week's guest, Ejieme Eromosele, GM of EMEA at Quiq to discuss understanding the state of your book of business, account mapping & identifying the white space 🙌
👋 00:00 Intro
🚗 00:40 Taking your customer on a journey
🚀 03:40 Customer Success being more revenue focused
👀 05:58 Do you think AMs and CS need to think more like sellers?
⬜️ 08:43 Asking the right questions to identify the white space
💪 13:42 Building a mutual success plan with the customer
🔥 15:21 Figuring out which accounts to prioritise & prioritising your time
Lessons I've Learnt Scaling Businesses To Exit | Neil Ryland
16 Apr 2024
00:44:15
"Culture is what happens when you're not in the room..."
In this week's episode we're joined by Neil Ryland, Chief Customer Officer at Normative.io to discuss scaling businesses to exit, building strong cultures in different regions and his learnings overcoming imposter syndrome.
Big Deal Hunting in Times of Uncertainty | Ed Armishaw
09 Apr 2024
00:45:58
Go for the full cookie, not just the crumbs…
In this week’s episode we’re joined by Ed Armishaw, Sales Director at ServiceNow to dive into big deal hunting and how holding the line has been imperative to his success…
👋 00:00 Intro
🍪 00:50 Full Cookie, Not Crumbs
👀 05:15 Are big deals for everyone?
💪 06:25 Holding the line; staying strong & understanding your value
🔥 09:54 Building a virtual internal team within your customer
📈 20:10 Mutual Success Plans → creating customer theatre & leading a successful virtual team
🎨 32:18 Harnessing creativity in your pitches → storytelling framework
👨💻 37:29 How I use LinkedIn to improve my writing
Laura Moniz De Aragão has had an incredible career in tech sales, working at companies such as Darwin, Nudge, and is now the RVP Sales, Global Strategic Accounts at BetterUp.
She is also the new mum of 2 and recently returned to work after a year of maternity leave. Laura is the epitome that women don’t have to choose between a career and motherhood; you can do both.
Today, we discuss thriving after maternity leave, and she walks us through the skills she has developed from being a mother: persistence, prioritisation, and patience.
We cover what businesses can do to help mothers return to work more smoothly, ways to tackle that feeling of impostor syndrome on return, and what a good maternity policy looks like.
She says, “It’s not just about offering policies—it’s about fostering a culture where new parents feel supported, seen, and valued.”
Laura is such an inspiration and clearly an incredible mother, so I can’t wait for you all to learn something from today's episode.
Maintaining a high performing team in the current climate | Kathleen Hartigan
19 Mar 2024
00:43:14
“Sometimes a downturn can be a great opportunity…”
Joining us this week is Kathleen Hartigan, Group VP of International Sales at Clari to talk more on maintaining high performing teams in a tricky climate.
👋 00:00 Intro
💡 00:49 How to redefine the expectations of success
🙏 04:50 Focusing on fundamental skills during a tricky period
🔥 10:35 Ensuring your team is set up for success
🚀 15:40 How do you encourage high morale?
👀 19:35 Planning targets for the year & having visibility of data across the org
💥 25:19 Staying competitive & having that edge against your competitors
🤖 29:52 How have you found AI useful for team productivity?
👉 37:37 Navigating board expectations with your team targets
Managing Deals Outside the Methodology with Hitesh Kapadia
12 Mar 2024
00:33:01
“Sales Methodology is important because it allows you to map out what the actual process will look like…”
Welcome back to Sales Unfiltered and kicking off season 2 we’re joined by Hitesh Kapadia to discuss managing deals outside of the methodology. Co-Founder & CRO at Jointflows and host of The Revenue Revolution Podcast 🙌
👋 00:00 Intro
🔑 00:45 Key Components to understanding a deal
🤔 03:01 Understanding Sales Methodologies
👀 05:02 Tactics for uncovering painpoints with you buyers
🤝 06: 57 SDR & AE collaboration
📈 11:25 Taking on the project manager role
🤩 14:31 Identifying a good champion
⏰ 18:51 Longest sales process you’ve ever had
🏎️ 20:06 Driving momentum in deals
🔥 21:02 The Difference between managing deals & methodologies
👏 26:31 Not selling in isolation, working as a team through a deal
👀27:08 Avoiding cross-over & muddy water
🚀 30:29 Learning from failure → the power of multithreading
Cutting Through the Noise with Your Buyer | Malvina El-Sayegh
12 Dec 2023
00:38:35
"Educate me on how I should be buying software... provide value in that discovery call.”
It’s the final episode of Season 1 of Sales Unfiltered and this week we’re joined by Malvina El-Sayegh, Director of Revenue Enablement at Oyster. Malvina boasts 10+ years of sales enablement experience and in this episode shares her expertise on becoming a trusted advisor and leading with insight during the sales process.
👋 00:00 Intro
💡03:45 Actionable takeaways for sellers to focus on
👀 08:32 The worst & best sales outreach you’ve experienced
🙌 13:00 Providing insight & leading the conversation ➡️ whilst also being an active listener
🤯 14:37 Asking more thought provoking questions
💥 20:32 How to cut through the noise with your content
🔥 25:58 Becoming a trusted advisor & leading with insight
❤️ 33:50 Learning to bring more of a human side to sales and show off your personality
Getting Back to the Fundamentals of Sales | Sarah Lapin
05 Dec 2023
00:40:30
A Women in Sales Awards Finalist and Senior Account Executive, Marketing Cloud at Salesforce, Sarah Lapin joins us in the studio this week to talk about the fundamentals of sales, getting back to basics & knowing your customers inside out.
👋 00:00 Intro
🔁 00:39 How to approach the ever-changing sales landscape
💡 05.17 Having a wholistic understanding of the customer
🙌 14.48 Understanding what your buyer is interested in and weaving that into your conversations
💪 20:38 Mirroring the language of the customer
🚀 24:54 Becoming a trusted advisor
❤️ 36.42 Ongoing journey to self awareness and self acceptance
This week we’re joined by Arjun Menon, Principal Success Manager at Salesforce, winner of The Elites 2023 Customer Success Award, and a musician… what can’t he do 🤩
This episode dives into the value of CS for organisations and customers along with proving that value and secrets to being a top performer.
👋 00:00 Intro
👀 01:23 Proving your value to customers ➡️ Defining value to them
👉 04:24 How many checkins & touchpoints should we be having with our customers?
📄 06:20 Referring back to business cases
💰 07:48 Proving the value of Customer Success
🏆15:28 Secrets on being a top performer & advice for entering the world of CS
🙏20:20 Questioning your own value to the customer & proving yourself
“Great leaders are not measured by the amount of followers they’ve got, but the amount of leaders they create”
This week we’re joined by Gavin Dimmock, Chief Customer & Revenue Officer at Papirfly, sharing his insight into creating the next generation of leaders and finding the perfect mentor.
👋 00:00 Intro
🤔 00:27 Why you enjoy being a leader?
🚀 2:01 Looking for something beyond hitting targets and the next deal ➡️ imparting wisdom onto the next generation
👀 06:23 What are the key skills you look for in the next gen of leaders?
💥 08:00 Instilling a level of curiosity in your team to dig deeper
💡 12:30 85% of people don’t want to interact with you as a seller ➡️ how you can stand out
🤝 15:22 How to find the perfect mentor & making the most out of it
💪 24:52 Accelerating & supporting the development of women in leadership
🙏 31:22 Focus on the basics & being really good at your job, rather than only focusing on the next promotion
How I scaled a business to $25 million | Ollie Sharpe
14 Nov 2023
00:38:50
“You wouldn’t put 11 goalies on the pitch, so why hire 8 of the same AEs?”
Ollie Sharpe, VP of Sales at Abacum, previous MD at Salesloft & business advisor to experienced in fast-paced growth start-up environments.
This episode we’re unpacking scaling teams from the ground up to million dollar companies, hiring diverse teams that all have their own superpower & nailing the work life balance.
👋 00:00 Intro
📈 00:55 Building teams from the ground up
😁 02:47 The influence of coaching & development on the happiness of your team
🤖 04:50 The best sales people are half human, half robot
💪 08:57 Motivating teams through a tough climate
🏋🏻♀️ 12:27 The Athlete Mentality
⚽️ 17:42 Hiring based on cognitive and experience diversity ➡️ you wouldn’t put 11 goalies on a pitch
💥 27:22 Being committed, not compliant: ingredients for a strong culture
🚀 34:42 Being transparent around development and building people up
🙏 41:00 Nailing the work life balance & leading by example
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
Motherhood & Redundancies. Staying Resilient.
07 Nov 2023
00:26:41
After being in door to door sales… anything felt easy.
Carmen Osman, previous Sales Director at Braze and newly appointed Account Executive at Gartner, joins us in the studio this week to dive into resilience, grit & being a working parent in the sales industry.
👋00:00 intro
💪 01:00 What does resilience mean to you?
📈 04:50 Ensuring everything in your day-to-day is providing value
🚪 06:54 Learnings from being a door-to-door sales rep
🪣 09:05 Different buckets of success
🙏 The value of patience in the long game of sales & staying positive in a tricky market
👀 16:28 Looking for a new role? 🫵 Remember you’re interviewing them & don’t always go for the first thing that comes your way
➡️ 18:20 Finding an inclusive workplace that supports parents
👪 22:42 What can companies do more to support parents?
🫨 24:45 The many setbacks of looking for new work…using the time to learn, grow and harness that resilience 💪
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
Will sales reps become redundant to AI? | Gautam Rishi
31 Oct 2023
00:35:51
“AI is the next step of human evolution”
Gautam Rishi joins us to unpack the future of the sales org with the rise of AI. It’s the biggest shift we’ve had in the past 10 years - but should we be afraid of it? In this episode, Gautam fills us in on why we should be embracing this new wave.
👋 00:00 Intro
🤖 01:20 “AI is the biggest shift we’ve had in the working world in the past 10 years”
👀 03:07 Should we be scared of this new wave?
🔁 06:09 Sales teams downsizing and roles merging
🔥 08:30 80% of the market isn’t problem aware, AI can find those intent signals
🤔 16:11 Won’t we all sound the same?
➡️ 18:08 Can AI take over CS teams?
💥 23:05 The traditional management style is no longer needed
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
Conflict Management In Sales | William Perry
23 Apr 2025
00:38:55
“Organisations are dreadful at crisis management and conflict transformation.”
On this episode, William Perry, Vice President of Global Sales at Lucanet speaks about how we can equip sales teams with the tools of conflict management.
William gives real-life examples on managing conflict, and what his years of working with International Government Institutions, Peacebuilding organisations, the Foreign Service, and US Department of State has taught him when building a successful GTM Sales team.
“Conflict is the pursuit of incompatible goals by different groups.
When people think of conflict, they automatically deploy the avoidance style of conflict management.
There are 5 different styles of conflict management; understanding those styles are crucial to building a formidable way of operating when you’re in a crisis situation.”
Listen to this episode to find out what they are, and how to put them into practice.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
"I was made to sit at the secretary's table" If your team isn't diverse, you won't succeed!
24 Oct 2023
00:37:23
Jacqueline de Gernier, Previous Regional VP at Twilio and Ex- Area VP at DocuSign unpacks the value of diverse teams & building equitable and inclusive workplaces.
Building a environments that prioritise equity, give everyone a space to grow & building a legacy for yourself whilst raising children…
👋 00:00 Intro
💪 01:15 Driving better results with diverse teams
🚩 03:33 The lack of gender parity at a senior level
📈 06:04 Hiring diverse talent & designing workplace processes that champion equity, not just equality
🚀 11:85 The necessity of diverse & objective interview panels
🔥 19.02 Creating formal processes around promotions and pay raises to ensure equal opportunities
❤️ 23:77 Developing a support network internally or externally & create champions to highlight your successes
🤔 27:78 Sponsorship Vs Mentorship ➡️ ensuring the organisation takes responsibility
📚 32:29 Educating yourself to not be afraid to speak up ➡️ Insead courses
🙌 37:38 Building resilience as one of the very few women in senior leadership and juggling a career as a working mum
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
Finding Your Why | Meshach Amuah-Fuster
17 Oct 2023
00:35:14
Meshach Amuah-Fuster, CEO at Aurea Software and CopperTree
How to find your WHY?
From SDR to CEO, with almost 20 years of experience growing leading businesses, this week we’re joined by Meshach Amuah-Fuster, CEO at Aurea Software and CopperTree defining goals, motivation, and finding your why.
👾 01:23 Game-ifying Motivation: Attaching an emotion, a goal or a purpose to what you’re trying to do and the motivation will naturally come
✍️ 04:22 Defining your goals: put a plan in place & enjoy the journey.
🔁 09:30 Changing from the “I have to” mentality to “I get to” ➡️ “I have to go to the gym to I get to go to the gym”
👀 11:39 The power of being able to SEE your progress: breaking your goals into sizeable and actionable chunks
📈 14:10 Having ever-changing goals & building a legacy for yourself
🔑 19:05 Key to motivating teams; understanding their personal goals and how you can help them achieve this but not managing everyone the exact same way
🤔 29:48 Is it all worth it? Don’t lose sight of why you’re doing something
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
The New Age of Social Selling | Morgan J Ingram
10 Oct 2023
00:31:04
4x LinkedIn Top Sales voice Morgan Ingram joins us this week to talk about the New Age of Social selling and his rise to being a personal brand expert…
👋 00.00 Intro
💥 01.18 How Morgan followed Kendrick Lamar’s strategy on making it big
🤔 06.45 The difference between a creator and a curator; harnessing the influence of other people’s content
📺 08.51 Marketing your personal brand or product like its a TV show that will appeal to any audience
🤝 16.20 From SDR to full-time Content Creator
👀 21.32 Chat GPT vs A Human Voice? We live in a copy-and-past culture - add your flare
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week!
Sales Unfiltered...Coming Soon 💰
03 Oct 2023
00:00:41
Tech Sales is tough right now.
Everyone in sales goes through failures, big mistakes, and scary challenges.
But how you learn and grow is what separates the good from the Elite.
Speaking with the biggest names in Tech, every Tuesday we’ll be covering how to be a top performer, navigating this tricky market, and building successful sales teams.
This is Sales Unfiltered.
Let’s change the way people think about sales.
Customer Centricity | Richard Cookson
08 Apr 2025
00:36:37
Customer centricity is something that all sales leaders should be focusing on whether you lead new business teams or existing.
Richard Cookson, EMEA Customer Success Director at Affinity sits down with Izzy Bishop to discuss the importance of customer centricity and how to achieve this.
Having led teams at LinkedIn, Procore and now Affinity, he has some real gems to share and I loved this discussion so much. We spoke about the impact this has internally in your business unpacking culture, values, and leadership. And then we went on to how you build a customer-centric culture across the whole Go To Market Function, sharing strategies, and approaching this in new markets and regions.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Psychological safety & accountability | Coralie De Robert
25 Mar 2025
00:40:32
Psychological safety and accountability are the key ingredients to a successful, high performing team according to Coralie De Robert, Director of Account Management at G2.
With 7 years of experience in tech sales working for companies such as Peakon, Salesloft, Lonescale and now G2, Coralie is one of the most self aware managers I’ve ever spoken to who is constantly looking to better herself and her team.
In this episode we discuss how to create a psychologically safe environment, boundaries as a leader, moments where she’s got it wrong, transparent feedback and accountability.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Consistent pipeline by managing the future | Kevin Middleton
11 Mar 2025
00:33:58
Everyone wants to build a consistent pipeline, and Kevin Middleton's secret to this is by managing the future.
Kevin Middleton works as the VP of Sales at Monotype where he currently leads 36 professionals, including Managers, Enterprise and Mid-Market Sales Reps in the UK, Australia, Singapore and French markets.
In this episode we discuss his theory of managing the future, always being 2 quarters ahead and why this is so impactful. Kevin goes into detail on how the reps can manage their diaries effectively, split their time across accounts and structure their week when working 2 quarters out. Lastly, we speak from the leaders' perspective about communication and implementing this structure across the team, tracking effectively, and the benefits it can have on your business.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Making Your Own Career Success | Melanie Lawn
25 Feb 2025
00:39:51
If you want to learn how to take the next step in your career, ask for a promotion, navigate your negative self-talk, and overcome imposter syndrome, then this is the episode for you.
Today we sit down with Melanie Lawn who has had an incredibly impressive, but squiggly career. Starting in marketing before working in PR for brands such as The Telegraph and Dyson, she then took the leap into the world of recruitment before transitioning to Customer Success for Deltek. She climbed the ladder to Vice President of CS and then earned her spot as the CCO at Peakon and most recently Forecast. Melanie is now a Venture Partner for Eight Roads.
In today’s episode, we discuss the secrets to her success, skills that she has learnt, knowing your worth, and how to make your own success in your career.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Overcoming mindset barriers to reach your full potential | Phil Nayna
19 Feb 2025
00:35:47
Do you ever want to understand why your brain holds you back from pushing yourself outside of your comfort zone? Why do you procrastinate? Why do people lose focus so easily?
Phil Nayna, Exec Coach & Founder at Absolute Mind Body, discusses overcoming barriers to reach your full potential in this episode.
With a background in sales, Phil now works with individuals and businesses to understand the psychology driving performance and learning the tools of elite performers.
Phil challenges your thinking, identifies unconscious thought patterns, and helps you to gain full clarity on the projects and actions that not only move the needle but will lead to you feeling more connected and inspired daily.
Today we discuss focus, Emotional Intelligence, building habits, and the psychology behind it.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
AE to Senior Sales Director in 4 years | Jennifer Swimley
11 Feb 2025
00:41:48
Jennifer Swimley progressed from AE to Senior Sales Director in just 4 years...how did she do it?
On today's episode, we hear from Jennifer Swimley, Executive MBA Candidate at University of Cambridge, and previous Senior Sales Director at Smartsheet.
Jennifers' career has been impressive working for brands such as Hootsuite, Dropbox, and Smartsheet, and during each role, she has climbed the ladder quickly which comes as no surprise after this conversation.
Justin Gandleman, Sales Leader at Udemy says, “Jennifers core competency lies in her ability to build and foster relationships, and it’s no surprise, since that takes a willingness to invest the time and emotional capacity.”
This episode discusses advocacy, personal brand, skill development, mentorship, and putting yourself forward for that next promotion.
If you want to take the next step or succeed in your current role, this episode is for you.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Playbook companies exposed
25 Jun 2025
00:51:23
What is it really like to work at a playbook company?
Luke Rogers, Vice President, EMEA at ComplyAdvantage gives a real insight into what it takes to work at one.
“It’s down to the leaders who run these elite high-performance companies to make sure they are diverse, tolerant of different views and beliefs, and that respect is given to everyone no matter what.” 👏
Playbook-trained Luke Rogers has scaled AppDynamics, Instabase, and now ComplyAdvantage. If that's not impressive enough, he’s also got a degree in Artificial Intelligence & Cybernetics with Mandarin Chinese.
Which is why I was so excited when Luke agreed to appear on our Sales Unfiltered channel to discuss…
🤔The brutality behind playbook companies 🧱 How to build a playbook company 📈 The hard truth about high-performance cultures 👩💻 Why hiring mistakes leave the deepest scars
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Woman of the year (x2) | Emma Ward
15 Jul 2025
00:49:27
Emma Ward is a 2 time winner of the Making Moves award at The Elites, our awards night. This award recorgnises a woman in a commercial role in tech sales who is not only a high performer, but also an advocate for other women and works outside of their organisation to drive change for women in the industry.
You might be thinking….how did she win this award not once but 2 years running? So today I asked her just that.
In this value-packed episode, we cover how she encourages high performance. She shares her goal-setting framework, feedback matrix, and how she makes sure that her team hits target. We then discussed being an advocate for women and making a real difference by bringing more people into the industry at entry level.
Lastly, we chatted about the 5 key things businesses need to look at to change their DNA to make real change for women, instead of just quick wins and looking at diversity as a tick box exercise.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
Being unapologetically you as a woman in sales | Rachael Raymond
08 Jul 2025
00:34:31
Rachael Raymond has worked in male-dominated industries her whole career, and sadly, is no stranger to gender bias and discrimination.
She is now the Head of Broker Sales at Funding Circle, and on today's episode,e we discuss how to be unapologetically you, stay true to your core values, and speak up for prejudice.
I felt so empowered after this chat where Rachael showed real examples of where she’s been hit by sexism, and how she had the resillience, and courage to overcome it. Throughout this episode, we discuss authenticity, adaptability, and confidence.
If you've enjoyed this episode, please do let us know what you think by leaving us a quick review and subscribing.
See you next week! 🚀
Scaling you career & book of business | Adam Kosky
01 Jul 2025
00:47:26
Adam Kosky started his career in sales and has transitioned over to CS, now leading Enterprise and Global Strategic Accounts at Panaseer. Previously, he has worked for brands such as Spotify, Unlockd and Meta.
Today, we discuss how to scale your career and book of business. This episode is packed with value for those deciding on whether they should work for a startup or scale up, as well as huge amounts of insight on how to grow your book of business if you’re in account management or customer success.
In this episode, we cover the difference between being a specialist vs a generalist, and deciding which company is right for you. We then discuss the foundations your CS team needs to have in place to impact the output and value for your client in a positive way, running a CS audit, segmenting your book of business, and working with pre-sales.