Sept 13: The 14-day pipeline exclusion rule

Sources

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  Outbound Squad

  Tackling new territories, multi-threading, and more with Krysten Conner

  In this episode, Jason and Krysten Conner, sales coach at krystenconner.com, talk about the where-we-win report every new AE should run, the ship jumper move and other warm-path openers, ghost-writing a referral email your champion will send, and running EMT discovery on outbound-led calls. Check out more free content and get help with outbound at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

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  Sales Gravy: Jeb Blount

  How Two Sellers Turned Their Prospecting Calls Into Therapy Sessions

  <p>It sounds unusual, modeling an entire sales methodology off the principles of therapy. But it’s exactly what Jack Frimstone and Zac Thompson did, and it works. Jack and Zac, co-founders of the UK sales consultancy We Have a Meeting, sat down with Jeb Blount Jr. to break down this idea, which they discuss in their book, Sales as Therapy. They go over prospecting techniques that uncover real, often personal stakes behind a buying decision. They also discuss two tools that get more guarded prospects to open up.</p><p><br></p><p>📖 Purchase Jeb Blount&#39;s book, <a href="https://a.co/d/0hneYtLq" rel="nofollow">90 Days to Level Up Your Sales Skills</a></p><p>👉 Download our free <a href="https://salesgravy.com/resource/aced-buyer-style-playbook/" rel="nofollow">A.C.E.D. Buyer Style Playbook for Sales Professionals</a></p><p>🔗 <a href="https://www.linkedin.com/company/salesgravy/" rel="nofollow">Follow us on LinkedIn!</a></p><br/><br/>Our Sponsors:<br/>* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb<br/>* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com<br/>* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. <br/><br/><br/>Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a><br/><br/>Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

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  The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

  20VC: The $100 Billion AI Assistant Race: Town vs Instinct vs GrokBot | We Spend $75K Per Engineer on AI Tools | Why the AI Assistant Market Is Not a Bubble & AI Assistants Will Replace Every App on Your Phone with JD, Founder of Town

  <p>Jean-Denis "JD" Grèze is the Co-Founder and CEO of Town, the AI work assistant reportedly in talks to raise funding at a $1BN valuation. Before founding Town, JD spent seven years as CTO of Plaid. Before Plaid, he was Director of Engineering at Dropbox. He is also a prolific angel investor backing companies including Modal, BaseTen, Merge and NexHealth.</p> <p>AGENDA:</p> <p>00:00 Why AI Assistants Are Silicon Valley's Hottest Market<br data-start="122" data-end="125" /> 07:00 How Does Town Compete With Grokbot, Instinct and Big Tech?<br data-start="189" data-end="192" /> 11:00 Will We Have One AI Agent or Different Agents for Every Part of Our Lives?<br data-start="272" data-end="275" /> 17:00 How Many Mistakes Can AI Agents Make Before We Stop Trusting Them?<br data-start="347" data-end="350" /> 20:00 How Does Town Choose the Best Models Without Destroying Its Margins?<br data-start="424" data-end="427" /> 29:00 Is the AI Assistant Market Already Too Crowded?<br data-start="480" data-end="483" /> 37:00 Can Apple Win the Agent Race—and Are We Entering a Cybersecurity Nightmare?<br data-start="564" data-end="567" /> 41:00 What Does a Successful Town User Look Like—and Which Pricing Tier Makes Money?<br data-start="651" data-end="654" /> 47:00 What Will AI Agents Be Able to Do in Three Years That They Cannot Do Today?<br data-start="735" data-end="738" /> 54:00 Is the Skepticism Around Billion-Dollar AI Assistant Companies Justified?<br data-start="817" data-end="820" /> 58:00 What Needs to Happen for Town to Become a $100BN Company?<br data-start="883" data-end="886" /> 1:02:00 How Has AI Changed Hiring—and Why Does Town Spend $75K Per Engineer on AI Tools?<br data-start="974" data-end="977" /> 1:06:00 What Is JD Most Excited About Over the Next Decade?</p>

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  The Official SaaStr Podcast: SaaS | Founders | Investors

  SaaStr 877 CRO Confidential: 0 to $600M in Under 4 Years. The ElevenLabs GTM Playbook with Carles Reina

  <p>CRO Confidential: 0 to $600M in Under 4 Years. The ElevenLabs GTM Playbook with Carles Reina (Partner @ Baobab Ventures and Former VP of Revenue at ElevenLabs). Hosted by Sam Blond, CEO and Co-Founder of Monaco<br /> <br /></p> <p dir="ltr">Carles Reina was the fourth employee and first GTM hire at ElevenLabs. Four years later, the company hit $600M ARR and an $11B valuation. In this episode of CRO Confidential, Carles breaks down exactly how they built it.</p> <p dir="ltr">He covers the distribution-first strategy that drove 0 to $100M in 20 months, the grants program that pulled demand away from every competitor in the market, and the 20X quota model that had reps hitting 300-600% attainment. He also gets into what he'd do differently — why sales enablement and senior sellers should come earlier than most founders think — and how ElevenLabs wired AI into their GTM motion before most companies were even asking the question.</p> <p dir="ltr">If you're building go-to-market from scratch or trying to figure out what "AI-native" revenue looks like in practice, this one is required listening.</p>

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  Sales Gravy: Jeb Blount

  How to Run a Sales Blitz and Revive Cold Leads (Ask Jeb)

  <p><strong>How do you run an effective sales blitz, and what&#39;s the fastest way to reconnect with cold leads you&#39;ve already written off? </strong></p><p>In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions: Chris asks how to structure a sales blitz across existing customers and new logos, and Lindsay asks for Jeb&#39;s number one piece of advice for reconnecting with cold leads.</p><p>Jeb&#39;s answer to Chris starts with a simple truth: a blitz on existing customers should take about 30 days, no longer. You already know who they are and where they are, so the only thing standing between you and results is picking up the phone. New logos take more structure: build a targeted list by persona, company size, and likelihood to buy, assign a closing goal per rep, and run a focused 30 day sprint with daily call targets and twice weekly accountability check ins before rotating to the next product. </p><p>For Lindsay, Jeb&#39;s advice is easy: you revive dead leads by calling them. He backs it up with real numbers, including a rep who made 11 dials, reached 10 people, and turned four into pipeline opportunities from a completely random list, plus a story about a commercial kitchen equipment company that revived a dead deal into a multi restaurant order just by calling to check in.</p><p>What You&#39;ll Learn:</p><ul><li>Why a 30 day blitz outperforms a 90 day blitz for existing customer campaigns</li><li>How to build a targeted new logo list using persona, company size, and buying likelihood</li><li>Why leaders need to give reps the exact list, exact script, and exact call target instead of a vague directive to &#34;go blitz&#34;</li><li>How twice weekly accountability check ins keep a blitz from losing momentum</li><li>Why picking up the phone still outperforms every other reactivation tactic for cold and closed lost leads</li><li>How one rep turned 11 random dials into 4 pipeline opportunities in 20 minutes</li><li>Why you should be calling closed lost deals from months or years ago, not just recent ones</li><li>How a single reactivation call turned an old dead deal into a multi location order</li></ul><p><br></p><p>Whether you&#39;re planning a product launch blitz or sitting on a pile of cold leads you&#39;ve written off, this episode gives you a clear, practical framework for turning both into revenue.</p><p>-</p><p><a href="http://salesgravy.com/ask" rel="nofollow">Submit</a> your question: <a href="http://salesgravy.com/ask" rel="nofollow">salesgravy.com/ask</a></p><p><a href="https://a.co/d/00b8wZYQ" rel="nofollow">Purchase</a> Jeb Blount&#39;s new book: <a href="https://a.co/d/00b8wZYQ" rel="nofollow">90 Days to Level Up Your Sales Skills</a></p><p>Grab your tickets for <a href="https://outboundconference.com/" rel="nofollow">OutBound Conference</a></p><p><a href="https://www.linkedin.com/in/jebblounthttps://www.linkedin.com/in/jebblount" rel="nofollow">Follow</a> Jeb Blount on <a href="https://www.linkedin.com/in/jebblount" rel="nofollow">LinkedIn</a></p><br/><br/>Our Sponsors:<br/>* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb<br/>* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com<br/>* Go to https://OmahaSteaks.com and use promo code BEEF at checkout for $35 off. Minimum purchase may apply. <br/><br/><br/>Advertising Inquiries: <a href='https://redcircle.com/brands'>https://redcircle.com/brands</a><br/><br/>Privacy & Opt-Out: <a href='https://redcircle.com/privacy'>https://redcircle.com/privacy</a>

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  30 Minutes to President's Club | No-Nonsense Sales

  How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)

  Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes. ⚡ Fix the energy first: Create buy-in, make tough personnel decisions fast, and build visible momentum. 📅 Install five weekly rhythms: Use Monday commitments, Tuesday and Thursday teardowns, Wednesday 1:1s, and Friday team dials to drive accountability, coaching, and culture. 🎯 Fix targeting before activity: Get reps focused on the right accounts and personas before demanding more calls, emails, or better copy. 🧠 Build simple systems that compound: Standardize calls, emails, sequences, and hiring, then improve them through real market feedback. You’re one step closer to President’s Club!: 🚀 The SDR Leader Pack: https://hubs.li/Q04nGgrk0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0&nbsp; 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

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  The Sales Evangelist

  Stop Selling and Help People Solve Their Next Biggest Problem | Keith Gillispie - 2035

  <p>A former Marine who did eight combat deployments in eight years now spends his time teaching people to stop pitching and start asking better questions.</p><p><u><a href="https://www.linkedin.com/in/keithgrei/" rel="noopener noreferrer" target="_blank">Keith Gillispie</a></u>, founder of REI Automated, left the Marines in 2020 to build a real estate investing and coaching business that's helped more than 1,200 people, with close to 580 of them closing their very first deal. He broke down exactly how he qualifies, questions, and consults his way to the close.</p><p><strong>Why "Selling" Is the Wrong Mindset (Stop Being House Horny)</strong></p><ul><li>Keith's blunt term for pushy sellers: house horny, chasing the deal so hard that they force the wrong solution onto someone just to close it.</li><li>His fix is simple: stop selling, and start asking great questions that guide the prospect to the answer on their own.</li><li>He reviews sales calls with his own team every week, and the biggest issue he catches with newer reps is a used-car-salesman energy that shows up the moment they stop asking and start pitching.</li></ul><br/><p><strong>Qualify for the Right Industry First</strong></p><ul><li>Keith gets over a hundred Facebook messages a day, and his team has to pre-qualify people before he ever gets on a call.</li><li>A recent example: a rep flagged someone as "qualified" who actually wanted coaching on commercial real estate, which Keith doesn't teach at all. Same broad label, completely wrong fit.</li><li>Even inside a niche that sounds close enough, being in the wrong specific industry wastes everyone's time.</li></ul><br/><p><strong>Qualify for the Right Problem: Your Core Competency Must Match Their Core Constraint</strong></p><ul><li>Keith's rule: everyone has problems, but that alone doesn't make someone a fit. What he's good at has to be exactly what the prospect is bad at.</li><li>He calls this matching your core competency to their core constraint. If there's no real gap for him to fill, there's no real reason for the two of them to work together.</li><li>This is what separates a win-win engagement from a sale that shouldn't have happened in the first place.</li></ul><br/><p><strong>Qualify for the Right Money (Or Every Call Becomes Charity)</strong></p><ul><li>Even with the right industry and the right problem, a prospect still has to be able to afford the solution, or the call turns into free coaching.</li><li>Keith shared a recent example of two prospects who badly wanted to join his program but couldn't spend even $300, when his coaching runs into the thousands.</li><li>He's direct with his own team about this: sending him financially unqualified leads turns every call into charity work, which isn't sustainable as a business, even though he's genuinely happy to hand out free value when it makes sense.</li></ul><br/><p><strong>Diagnose Before You Prescribe</strong></p><ul><li>Keith estimates that more than half of the people who come to him think they know what they need, and they're wrong.</li><li>His example: prospects ask for automation when they don't even have leads coming in yet, or don't know how to structure a deal. Automating a broken process just scales the chaos faster.</li><li>He compares it to a patient self-diagnosing before seeing a doctor. The seller's job, like a doctor's, is to ask enough questions to find the real issue before recommending anything.</li></ul><br/><p><strong>Get Comfortable Asking Uncomfortable Financial Questions</strong></p><ul><li>Keith walks straight into questions like current income, whether that number is gross or net, and total debt, early in a call, because he can't build a plan without knowing where someone actually stands.</li><li>He compares it to Google Maps: you need a point of origin and a point of destination before you can build the route in between.</li><li>Roughly one in twenty-five or thirty people push back on how direct these questions are. Keith's response is straightforward: if they can't handle these basic questions now, the program itself is going to be a rough fit.</li></ul><br/><p><strong>Build Yes Momentum With Small Asks</strong></p><ul><li>Keith structures his qualifying questions to build what he calls yes momentum: each small, reasonable question makes the next one easier to answer.</li><li>He starts broad, what do you do, how long have you done it, before narrowing into income, debt, and financial specifics, so the conversation earns its way to the harder questions instead of opening with them.</li><li>That same sequence doubles as training. The financial questions he asks on a discovery call mirror the exact questions his students will later need to ask sellers and private lenders.</li></ul><br/><p><strong>Ask Questions, Don't Make Statements</strong></p><ul><li>Keith's rule for himself: don't make a statement for the first 60 percent of any sales call, aside from short softening statements like "I'm glad you asked that."</li><li>The only exception is a brief acknowledgment before turning right back around and asking another question.</li><li>Whoever is asking the questions is steering the conversation, and Keith treats that as true for the entire first half of every call he runs.</li></ul><br/><p><strong>Never Fully Answer a Question Without Asking One Back</strong></p><ul><li>Keith borrows from Socratic questioning: when a prospect asks a direct question, like how fast he can close on a house, answering too quickly and too specifically can blow up the deal in either direction.</li><li>Instead, he gives a partial, honest answer, then asks a question that uncovers the real reason behind their question, like whether they need to move fast or need more time.</li><li>That extra step means his eventual answer is actually calibrated to what the person needs, instead of a generic response that might scare them off or fail to meet an urgent situation.</li></ul><br/><p><strong>Become a Lifelong Student of Your Craft</strong></p><ul><li>Keith has taken more than ten thousand sales calls over eleven years and still says the more he learns about sales psychology, the more he realizes he doesn't know.</li><li>His advice for anyone serious about improving: invest in a coach or mentor who can review real calls and point out specific gaps, rather than trying to learn everything for free through trial and error.</li><li>His framing: you'll pay for the lesson either way, either in money to a mentor, or in wasted time and missed opportunity learning the hard way.</li></ul><br/><p>"People don't care how much you know until they know how much you care." — Keith Gillispie</p><p><strong>Resources</strong></p><ul><li><u><a href="https://www.linkedin.com/in/keithgrei/" rel="noopener noreferrer" target="_blank">Connect with Keith Gillispie on LinkedIn.</a></u></li><li><u><a href="https://www.reiautomated.io/" rel="noopener noreferrer" target="_blank">Visit REI Automated to learn more about Keith's education, software, and coaching community for real estate investors.</a></u></li><li><u><a href="https://thesalesevangelist.com/linkedin-prospecting-course/" rel="noopener noreferrer" target="_blank">Join our LinkedIn cohort and learn to prospect the right way.</a></u></li><li><u><a href="https://bluemangostudios.com/" rel="noopener noreferrer" target="_blank">Visit Blue Mango Studios for help creating podcast production content.</a></u></li></ul><br/><p><strong>Sponsorship Offers</strong></p><ol><li><strong>This episode is brought to you in part by Hubspot.</strong></li></ol><br/><p>With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at <u><a href="https://www.hubspot.com/products/sales" rel="noopener noreferrer" target="_blank">hubspot.com/sales</a></u>.</p><ol><li><strong>This episode is brought to you in part by the TSE Sales Foundation.</strong></li></ol><br/><p>Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the <u><a href="https://tsesales.typeform.com/to/UCMfjZbX" rel="noopener noreferrer" target="_blank">salesevangelist.com/linkedin</a></u>.</p><p><strong>Credits</strong></p><p>As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: <a href="http://thesalesevangelist.com/survey" rel="noopener noreferrer" target="_blank">thesalesevangelist.com/survey</a><a href="https://tsesales.typeform.com/to/lc5yAa8P" rel="noopener noreferrer" target="_blank">.</a> We’d love for you to join us for our next episodes by tuning in on <a href="https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885" rel="noopener noreferrer" target="_blank">Apple Podcast</a>, <a href="https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&amp;ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC" rel="noopener noreferrer" target="_blank">Google Podcast</a>, <a href="https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald" rel="noopener noreferrer" target="_blank">Stitcher</a>, or <a href="https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA" rel="noopener noreferrer" target="_blank">Spotify</a>. Audio provided by <a href="https://freesfx.co.uk/" rel="noopener noreferrer" target="_blank">Free SFX,</a> <a href="https://soundstripe.com/" rel="noopener noreferrer" target="_blank">Soundstripe</a>, and <a href="http://www.bensound.com/" rel="noopener noreferrer" target="_blank">Bensound</a>. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.</p>

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  The Sales Evangelist

  Relevance | Leslie Venetz - 2033

  <p>show notes</p>

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  30 Minutes to President's Club | No-Nonsense Sales

  #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case

  Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy. Learn how to separate real pipeline from automated outreach “slop,” uncover what your best reps are doing differently, and build practical AI sales workflows without waiting on engineering. 🧱 Clean your data before layering on AI. Put governance around accounts, contacts, and opportunities so your AI systems are analyzing reality instead of CRM slop. 🔍 Inspect before you correct. When a rep misses activity benchmarks, figure out what they’re actually doing and whether they’ve discovered a better play before simply demanding more calls or emails. 🤖 Use AI to inspect deals, not replace sales leaders. Pull qualification evidence directly from call transcripts, surface gaps automatically, then use human-led forecasts to investigate the areas that need judgment. 🛠️ Start building instead of waiting for engineering. Block a few hours to create a simple Clay signaling or pipeline workflow yourself. The fastest way for sales leaders to become competent with AI is to actually use it. You're one step closer to President's Club! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

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  Outbound Squad

  Building an AI-native sales motion with Heath Barnett

  In this episode, Jason and Heath Barnett, formerly of Mixmax, talk about why PLG and product-led sales aren't the same thing, the three layers of a real ICP, account scoring with sub-scores that stack, and why AI investment flops without rep skill investment. Check out more free content and get help with outbound at&nbsp;⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

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  Make It Happen Mondays - B2B Sales Talk with John Barrows

  Why AI Will NEVER Replace Real Sales with Jeff Kirchick

  <p>AI is not going to replace real sales. It's going to expose who was never really selling in the first place.</p><p>In this episode, John sits down with Jeff Kirchick, author of Authentic Selling and a sales leader who has closed multi-million dollar contracts without ever going through formal sales training, to talk about why AI made personalization easier to fake and easier for buyers to spot, why authenticity is not the same as being liked, and why disqualifying the wrong buyer matters more than qualifying the right one.</p><p>If you are in sales, sales leadership, enablement, or RevOps, this conversation gives you a practical way to think about AI-generated outreach, hiring for coachability over polish, the give and get scorecard behind real qualification, and why a smooth call is not always a good sign.</p><p>Want to build a sales team that stays authentic as AI changes the job? Visit<a href="http://www.jbarrows.com" rel="noopener noreferrer" target="_blank"> </a><u><a href="http://www.jbarrows.com" rel="noopener noreferrer" target="_blank">www.jbarrows.com</a></u> and learn how you can Make It Happen.</p><p>What You'll Learn</p><ul><li>Why AI made personalization easier to fake, and easier for buyers to spot</li><li>Why authenticity is about being trusted, not being liked</li><li>Why Jeff hires SDRs on exactly two traits, work ethic and coachability</li><li>Why a smooth sales call without objections is a warning sign, not a good sign</li><li>Why disqualifying the wrong buyer matters more than qualifying the right one</li></ul><br/><p>Jeff Kirchick is the author of Authentic Selling and a sales leader who built his career without formal sales training, closing multi-million dollar enterprise contracts through intuition, empathy, and direct relationship building. He hires his team on two filters, work ethic and coachability, and has built his own sales org's AI infrastructure in house, including deal scoring and call coaching.</p><p>Visit <u><a href="http://jeffkirchick.com" rel="noopener noreferrer" target="_blank">jeffkirchick.com</a></u> to read more of Jeff's writing on sales, authenticity, and AI.</p><p>Connect with Jeff Kirchick:</p><p>LinkedIn: <u><a href="http://linkedin.com/in/jeffkirchick" rel="noopener noreferrer" target="_blank">linkedin.com/in/jeffkirchick</a></u> </p><p>Website: <u><a href="http://jeffkirchick.com" rel="noopener noreferrer" target="_blank">jeffkirchick.com</a></u> </p><p>John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution, helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.</p><p>Connect with John Barrows:</p><p>LinkedIn: <u><a href="http://linkedin.com/in/johnbarrows" rel="noopener noreferrer" target="_blank">linkedin.com/in/johnbarrows</a></u> </p><p>Instagram: <u><a href="http://instagram.com/johnmbarrows" rel="noopener noreferrer" target="_blank">instagram.com/johnmbarrows</a></u> </p><p>TikTok: <u><a href="http://tiktok.com/@johnmbarrows" rel="noopener noreferrer" target="_blank">tiktok.com/@johnmbarrows</a></u> </p><p>Check out John's Membership:<a href="https://learn.jbarrows.com/pages/individual-packages" rel="noopener noreferrer" target="_blank"> </a><u><a href="https://learn.jbarrows.com/pages/individual-packages" rel="noopener noreferrer" target="_blank">https://learn.jbarrows.com/pages/individual-packages</a></u></p><p>Join John's Newsletter:<a href="https://www.jbarrows.com/newsletter" rel="noopener noreferrer" target="_blank"> </a><u><a href="https://www.jbarrows.com/newsletter" rel="noopener noreferrer" target="_blank">https://www.jbarrows.com/newsletter</a></u></p>

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  30 Minutes to President's Club | No-Nonsense Sales

  #607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins

  Shaun Crimmins breaks down how to run pilots and POCs that prove measurable value and actually convert into paid contracts. Learn how to define success upfront, build the right champions, and engineer value throughout the entire pilot. 📈 Pick metrics you can move: Start with measurable upstream metrics you can impact during the pilot, then connect them to larger business outcomes. 🤝 Build two champions: Win over both the business champion responsible for the outcome and the technical champion living in the workflow every day. 🎯 Agree on the conversion upfront: Define success criteria before the pilot starts and establish that hitting those outcomes should lead to a paid agreement. You're one step closer to President's Club! 📝 Build vs Buy w/ Jen Allen-Knuth 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

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  Topline

  SPOTLIGHT: Skipping the SMB Trap and Building for Big Brands | Matt Allison, CEO & Founder @ Handraise

  <p>Matt Allison, CEO and Founder of Handraise, joins us to share why he's skipping the SMB trap and building an AI-powered media intelligence platform for enterprise from day one. Drawing on hard-won lessons from scaling TrendKite, Matt breaks down how Handraise is targeting $30K+ deals with brands like Walgreens and Hershey, the importance of patience in early go-to-market, and how AI is helping them build a more thoughtful, scalable, and enterprise-ready product from the start.</p> <p>Matt also talks about:<br /> - Why Handraise is skipping the SMB trap and going enterprise from day one<br /> - What TrendKite taught him about building for high-value, high-retention customers<br /> - Why patience and discipline matter when you're building an enterprise GTM motion<br /> - How AI is helping Handraise build a more sophisticated product with a lean team<br /> - Why being AI-first changes what's possible in product development<br /> - How to build a sustainable business without chasing hypergrowth at all costs<br /> <br /> Chapters:<br /> 00:00 Introduction to Matt Allison and Handraise<br /> 01:15 Why Handraise Is Going Enterprise From Day One<br /> 08:46 The Challenge: Building for $30K+ Enterprise Deals<br /> 11:56 Why Patience Matters in Enterprise GTM<br /> 15:17 How AI Is Changing Product Development<br /> 19:02 Building an AI-First, Enterprise-Ready Product<br /> 22:43 Why Handraise Isn't Chasing Hypergrowth<br /> 26:00 Matt's Favorite Book and Podcast<br /> 28:00 Where to Find Matt and Handraise<br /> Try Handraise: handraise.com</p>

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  Revenue Builders

  Strategy That Teams Actually Execute with Dr. Chuck Bamford

  Dr. Chuck Bamford walks through how to align strategy from the boardroom all the way down to compensation plans, daily activities, and the conversations your reps have with customers. He covers what separates strategy that gets executed from strategy that sits on a shelf, and why most execution failures have nothing to do with the strategy itself.

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