Alex McNaughten sits down with the RevOps and sales leaders building modern revenue teams, on forecasting, pipeline, AI, and the systems that actually hold.
Featured · 28:42On capacity alignment when building sales orgs
Adopting a systems-based approach to AI
Jeremey on why the next wave of AI is a systems project, and the maths that decides whether outbound works.
Transitioning from sales rep to manager
Jaimie on the new job nobody explains, and reading deals by what the buyer does rather than what you did.
On coaching sales teams
Lori on coachability as the trait worth screening for, and what separates coaching from training.
On capacity alignment when building sales orgs
Jeff on scaling Carta's revenue team and aligning capacity with the number.
Building high performing global sales orgs
Adam on building a sales team across four corners of the world, and why one region is really several markets.
Coaching and how to be coachable
Casey on hanging your ego at the door, and how to reach the top producer who thinks coaching is beneath them.
On sales leadership and performance
Jerry on the hire he nearly fired in week one, and the hiring questions he has used ever since.
The revenue leadership framework
Kyle on the six jobs of a sales manager, and why coaching is the one that compounds.
Fearlessly raising prices without losing customers
Mark on pricing to value you can't measure directly, and the rules of thumb that get a startup started.
Organizational sales health
Aaron on what a seller has to be worth when buyers would rather do it alone, and why coaching is the missing muscle.
Navigating big life decisions and the importance of self-development
Leslie on leaving a head-of-sales seat to bet on herself, and the reading data that surprised her.
What's old is new again
John on the golden age that let teams skip the fundamentals, and what AI does to reps who never learned them.