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.