The Sales Ladder: Recent Episodes
Thomas Igou
The Sales Ladder is the podcast made to teach rising sales stars how to climb the corporate sales ladder. Every week, we interview an inspiring sales leader, from companies large and small, sharing tips, tricks and experiences to not only survive but thrive in the jungle of sales
Ever had to let people go and then keep the rest of the team pumped? Brian Lawrence has been there. In this episode, he shares how he faced sudden layoffs and managed to turn things around. Tune in for down-to-earth tips on boosting morale, driving sales, and turning tough times into pretty good times. If you're leading through challenges and need a boost, this episode is for you.
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
If you're looking to improve your leadership skills during challenging times or want to learn more about navigating unexpected changes in your sales organization, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.
Pivoting to enterprise sales is no joke – not even when you're comedian-turned-sales leader Christina Brady. In this episode, Christina shares her wild ride of shifting from SMB to enterprise sales, managing longer sales cycles, and leading teams through abrupt organizational changes. Expect a few laughs and a ton of actionable insights as we tackle the hard stuff. Tune in for a real talk about the highs, the lows, and everything in between!
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
If you're looking to navigate major transitions in your sales organization or improve your leadership during challenging times, don't forget to subscribe to our podcast for more insights from top sales leaders in the industry.
In this episode, we talk with Kurtis, VP of Sales at Pareto, about overcoming challenges in sales leadership, implementing effective team strategies, and fostering a culture of growth and collaboration.
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
Struggling to turn your sales team into high-performing, complex sellers? Join seasoned CRO Camilla Carson (Gemba) as she shares her best tips for growing complex sales teams and overcoming onboarding challenges. Discover how passion, industry knowledge, and personalized strategies can revolutionize your sales leader approach and your team’s output.
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
Are you a sales leader struggling with the turbulence of organizational change? Join Doreen Pernel, CSO at Scaleway, as she reveals strategies for navigating massive shifts while keeping the team's morale high.
Tune in to discover how to lead with data, manage emotions, and build a resilient team culture.
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
Navigating turbulent times in sales? CRO Alex Olley (Reachdesk) has been there and done that! He shares his journey through the 2023 tech market crash, revealing how resilience and learning during adversity led to success. Discover insights on leading teams, rethinking quotas, and fostering cross-departmental collaboration to steer your ship in the right direction and avoid the icebergs.
Brought to you by GetAccept, the #1 Digital Sales Room and category leader.
Hosted by Morgan J Ingram, CEO at AMP.
On the Record is your go-to podcast for actionable sales strategies straight from the experts. Each episode features a sales leader tackling a key challenge and the solutions that drove results. Listen to real stories that led to success, offering practical takeaways you can implement today.
Brought to you by GetAccept, the #1 Digital Sales Room and a category leader.
Hosted by Morgan J Ingram, CEO at AMP.
In this episode, we look at how sellers and selling needs to adapt to the new buying behaviors, with Josh Calcanis from DiDNA.
- How should sellers adapt/change?
- What roles does technology play in that change?
- How to balance the need for personalization with the need for efficiency?
- How to build trust and rapport with buyers?
If you want to hear more about Josh, check out his website: https://www.joshcalcanis.com/
In this episode we speak with Patrcik Thorp, VP Revenue at Ebsta, about pipeline management. He shares a checklist to ensure pipeline health. More specifically, we cover:
- Sales fundamentals and the importance of focusing on them in the current business climate
- The key components of a successful sales process, including prospecting, qualification, and closing.
- The importance of personalization in sales and the need to tailor messages to specific prospects.
- The value of different sales channels, including email and cold calling, and the need to use the channel that best suits the prospect's preferences.
In this episode, Ulrik Monberg, CEO of ARPEDIO, discusses everything related to account-based selling.
- What is account-based selling?
- Why it's important in a recession or economic downturn?
- Its relation to account-based marketing
In this episode, we talk about what can be done to attract and retain women in sales. According to statistics, only 30% of women are in managerial position within the sales sector. And this drops down further in tech sales. Ciara Flaherty from Outreach is our special guest to share her story navigating the sales world, her inspirations, and what diversity, equity, and inclusion really mean.s
- How to attract & retain women in sales?
- What can companies do to break barriers?
- What new opportunities has our current hybrid work model created=
In this episode, Remi Morken, VP Sales at SalesScreen, talks about the importance of motivation in sales, and how understand what motivates your reps will help you increase the performance of your mid and bottom performers.
- Why is motivation so important in sales?
- What motivates people?
- What are ways a sales leader can spark the motivation of the bottom 70% performers?
- What are key sales metrics to focus on?
In this episode of The Sales Ladder, Justin Barth, Commercial Sales Manager at Algolia, talks about modern tactics to win deals and shares his experience transitioning from a sales role to a leadership role.
- What do most people get wrong about modern selling?
- Modern selling tactics like dealrooms and team selling
- Trusting your reps
Stripe, Deel, Slack, Snowflake... All successful SaaS companies have 3 key things: a common top priority, a simple and effective solution, and social proof.
In this episode, we talk with Per Lange from Baaboom about:
- The essential building blocks for generating lots of leads and closing deals fast
- Examples of fast-growing SaaS companies and what they did rights
In this special episode of The Sales Ladder Podcast which was recorded as a LinkedIn Live event, Thomas Igou speaks with Tanner Lacey, Co-Founder of Spiff, about sales compensation strategies.
Some of the topics that will be discussed:
- Does a sales compensation strategy have the power to improve sales performance?
- What are the keys to creating an effective commission plan?
- How do your sales teams stay motivated in the remote work environment?
The episode will also deep dive into Tanner's personal experience with sales, from how his tool stack look like, to his top 3 tips for sales reps today.
And of course, the now traditional craziest thing he's done in sales.
In this episode of the Sales Ladder, Samantha McKenna talks to us about the BDR playbook for managers running teams or executives working as business/sales development representatives. We talk about:
- Foundational skillsets to manage BDR teams
- Onboarding and ramping up teams
- How to motivate teams in a remote/hybrid world
- How to get sales to write content that stands out in sequences, cadences, Linkedin messages...
In this episode, Monika Ratniece, Senior Account Executive at Linnworks, shares her views on the best types of sales collateral and proposals to send prospects and ensure an engaging relationship during the closing stages of the sales process.
- What are the best types of collateral to send prospects once you've engaged with them?
- Stakeholders - how do you ensure all relevant stakeholders have the right information to make a decision?
- How to follow up with a prospect after you've sent a proposal?
- How do you build relationships with prospects in a digital world?
In this episode, we talk with James Ski, Founder of the Sales Confidence and Partnerships Manager at Drift, about outbound. James shares his experience working across multiple channels such as the good old phone, email, LinkedIn, videos etc... and the importance of follow up. We also talk about key account management and how to find relevant stakeholders.
- What are the most successful channels for outbound?
- Personalization and email cadences
- The importance of having fun and celebrating the small wins
Today's method of selling is outdated. In this episode with Moeed Amin, CEO of Proverbial Door, we explore new ways "Sales" - from structure, to process, to commission - can be set up in order to really focus on the customer. From educating the customer to training sales reps, to focusing on the right metrics and increased collaboration between sales and marketing, we cover it all.
- Why buyers buy (or don't)
- How to audit your life with trustworthiness
- 4 ways to build trust with a prospect
We live in a sea of salespeople that range from terrible, to mediocre, to fantastic, so how do you stand out? In this episode, I talk with Ryan Scalera, account executive at Dooly, about how to book the right meeting with the right people. Some of the topics we cover:
- How to grab the attention of your prospects
- Researching your prospect and the balance between quality vs quantity
- Buil your own pipeline!
- Ryan's three tips for sales reps
Lemlist has seen tremendous growth since its launch and a lot of it is due to its capability to think outside the box as a bootstrapped start-up. In this episode, we chat with Nadja Komnenic, head of business development, about some of the initiatives they've undertaken to extend their prospecting and increase their inbound.
- The how and why behind Nadja and Simon's youtube channel
- How to grow and leverage a facebook community
- BONUS: how to remotely manage a sales team
Charlotte is an SDR at Salesloft and very innovative when it comes to prospecting. In this episode, we discuss everything SDR-related:
- How to stand out in the inbox (and should we even say "inbox" anymore)?
- What are the top channels for prospecting?
- How to structure a video?
- How to balance automated and personalised/targeted cadences?
Laura Leap is a Senior Account Executive - Mid Market at Samsara. And consistently smashes her quotes. Listen to her experience in sales and what contributes to her success.
- What is Samsara doing as an organization to enable AE's to thrive?
- What personal habits contributes to Laura's success
- A walk through of an AE's typical day at Samsara
- Necessary toolkit to work smarter, not harder
- Why are there so few women in sales leadership, and how to change that
In this episode, Bill Macaitis, former CMO of Slack, Zendesk and Salesforce, talks about the broken relationship between sales and marketing and what his experience running marketing teams of some of the leading software companies of the century has taught him.
- Why do most sales and marketing teams not work well together?
- What metrics should you have in place for a function team?
- PLG strategy at Slack
Value selling expert Mike Wilkinson joins us in this week's episode of the Sales Ladder. We'll discuss a great deal, including:
- What is "value"?
- What are the 7 common mistakes to avoid in value selling?
- How do you move the conversation from price to value?
- How do you solve the value mystery?
- What is the 4 step value selling process?
Jason Baskaran, Sales Doctor at GetAccept, shares his views and experience from the past 18 months on the key to succeed with sales in a digital world: standing out.
- The most challenging thing about sales today
- What are the most important skills to succeed?
- Concrete examples of standing out in sales, that close deals
In this episode, Laura Erdem, Account Executive at Dreamdata, shares what it means to do sales in a product-led growth company.
- What is product-led growth?
- How do you build a sales team in a PLG strategy?
- How do you align sales, marketing, and product for success?
- What can be done to have more gender divere salesforces?
Find out more about B2B attribution here: https://dreamdata.io/b2b-attribution
In this episode, Thomas Igou interviews social selling guru Daniel Disney, author of the bestselling book, the million pounds LinkedIn message, and who has 700 000 followers on LinkedIn.
Daniel covers how to get started with social selling, common misconceptions, how to grow your network, and how social selling impacts the sales process and the buyer journey.
A short trailer introduction of the Sales Ladder, the podcast for rising sales stars on what it takes to climb up the corporate sales ladder.
Stay tuned every week as the host Thomas Igou interviews inspiring sales leaders about their tricks, tips and experiences.
With the Sales Ladder podcast, it's time to think crazy differently about sales. Follow us on LinkedIn for exclusive content.