Sales Unfiltered – Details, episodes & analysis

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.

Stay Social:

• Follow Reb on LinkedIn
• Follow Izzy on LinkedIn
• Learn more about Wiser Elite

Check out our Sales Communities:

• SDRs of London 
• AEs of London 
• Retention Seekers (AM & CS)
• Making Moves (Women In Tech Sales)
• GTM Leaders 

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! 🚀

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.

Stay Social:

• Follow Gavin on LinkedIn
• Follow Izzy on LinkedIn
• Learn more about Wiser Elite

Check out our Sales Communities:

• SDRs of London 
• AEs of London 
• Retention Seekers (AM & CS)
• Making Moves (Women In Tech Sales)
• GTM Leaders 

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! 🚀

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. 

Stay Social:

•  Follow Guy on LinkedIn
•  Follow Izzy on LinkedIn
•  Learn more about Wiser Elite
•  Learn more about Ebsta

Check out our Sales Communities:

• SDRs of London 
• AEs of London 
• Retention Seekers (AM & CS)
• Making Moves (Women In Tech Sales)
• GTM Leaders 

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! 🚀

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!
 

Stay Social:

•  Follow Tash on LinkedIn
•  Follow Izzy on LinkedIn
•  Learn more about Wiser Elite
• Learn more about Hook

Check out our Sales Communities:

• SDRs of London 
• AEs of London 
• Retention Seekers (AM & CS)
• Making Moves (Women In Tech Sales)
• GTM Leaders 

 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! 🚀

2 million posts, articles, and videos are published on LinkedIn every day.

But how can it help you drive revenue?

Sales Unfiltered is back with an episode from the King of Social Selling, Daniel Disney.

Daniel is a 4x Best selling LinkedIn author, International keynote speaker and founder, owner & CEO of The Daily Sales. 

He is here to talk about the power of LinkedIn, how you can drive revenue from posting, and how to use Sales Navigator to have a competitive edge. 

Purchase Daniels's newest book here; 500 LinkedIn content ideas

https://www.amazon.co.uk/500-LinkedIn-Content-Ideas-Prompts/dp/B0D1NXG3DM

👋 0-4:44- Introduction 

 🔥 4:45- Most engaged posts 

👀 6:29- Which style of LinkedIn post gives the most ROI

🤔 8:00- Can you be successful in sales with no personal brand?

💰 9:35- How to convert your posts to revenue 

🗓️ 16:00- Scheduling Framework 

🪝 21:20- Best hook to grab someone’s attention 

💥 22:54- The power of Sales Navigator 

1️⃣ 27:32- One challenge Daniels faced that shaped him to where he is today- Daniel's biggest regret.


Stay Social:

• Follow Daniel on LinkedIn
• Follow Izzy on LinkedIn
• Learn more about Wiser Elite

Check out our Sales Communities:

• SDRs of London 
• AEs of London 
• Retention Seekers (AM & CS)
• Making Moves (Women In Tech Sales)
• GTM Leaders 

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! 🚀

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

❓ 40:50 Why is an emotional response a bad thing?

🙏 47:10 One challenge that’s shaped you

Stay Social:

Follow Pete on LinkedIn

Follow Izzy on LinkedIn

Learn more about Wiser Elite

Check out our Sales Communities:

SDRs of London

AEs of London

Retention Seekers

GTM Leaders

Making Moves

“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?

💡 29:50 Learnings from building my own business

Stay Social:

Follow Corey on LinkedIn

Follow Izzy on LinkedIn

Learn more about Wiser Elite

Check out our Sales Communities:

SDRs of London

AEs of London

Retention Seekers

GTM Leaders

Making Moves

“Almost a million women have left the workplace because they hadn’t got the support they needed with menopause…” 🤯

In this week’s episode we’re joined by Haley White, Founder of Menospace, a menopause training company specialising in workshops, events & webinars.

👋 00:00 Intro

🧐 01:18 What is the menopause?

💪 07:47 The need to be raising awareness on this

👀 15:06 What are the biggest misconceptions with the menopause?🔥 16:25 Creating policies to support women going through the menopause

🤝 19:25 How to approach the conversation with your employer

👉 22:52 Do you think that the workplace is set up for men’s health?

🔎 24:17 Experiencing the menopause whilst in full time employment

🗣️ 31:25 Educating your workplace

🙏 36:46 Overcoming bullying in the workplace

Stay Social:

Follow Haley on LinkedIn

Follow Izzy on LinkedIn

Learn more about Wiser Elite

Check out our Sales Communities:

SDRs of London

AEs of London

Retention Seekers

GTM Leaders

Making Moves

"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

🤝 23:23 Customer advocacy

❤️ 29:06 Overcoming bullying & being an introvert

Stay Social:

Follow Ejieme on LinkedIn

Follow Izzy on LinkedIn

Learn more about Wiser Elite

Check out our Sales Communities:

SDRs of London

AEs of London

Retention Seekers

GTM Leaders

Making Moves

"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.

👋 00:00 Intro

⏰ 00:48 The thing that keeps you ticking, what do I want to do next

👀 09:09 Finding a great founder

😯 14:05 How do you navigate if it’s a founder with unrealistic ideas

🔎 16:20 Nailing your market research

👯‍♂️ 18:35 Finding the magical formula when it comes to people

🙏 21:07 A task to discover loyalty, attitude & tenacity

🔥 28:00 Building cultures in different regions

👉 32:55 What impact to leaders have?

🚀 38:50 Your biggest success when scaling exits

🙌 40:45 Dealing with imposter syndrome → embrace who you are, don’t pretend to be something you’re not

Stay Social:

Follow Neil on LinkedIn

Follow Izzy on LinkedIn

Learn more about Wiser Elite

Check out our Sales Communities:

SDRs of London

AEs of London

Retention Seekers

GTM Leaders

Making Moves