91. Challenging the Traditional Path to Account Executive with Mike Ebbers

Call scorecards are powerful tools, but they're often incorrectly used. David and Cory dig into some great ways to get the most out of scorecards and drive impact across your sales org. 

Does someone need to come from sales to be good at sales enablement? Buckle up for this debate and get ready to draw your own conclusions!

What paths are available for entering the tech sales profession? Check out this discussion with two guys who did not do it the traditional way. It might inspire you for your own career, or help you think about recruiting in a new way. 

There is a massive sales performance gap in many orgs, and there are some key things driving it that are fully within your control. No one has thought more about this topic than Atrium cofounder Pete Kazanjy. Check out this episode and make sure to follow him on LinkedIn for more insights. 

An overlooked pre-requisite of a great sales enablement program is mutual accountability --- up and down the chain. Without it, the ability to hit goals is at risk, and the whole program might fall apart. Join us as Sheevaun and Cory to dig into this topic and provide actionable takeaways. 

There are five key areas where all sales managers should spend their time and energy, and in this episode, Cory and Rocky dive deep into each of them. If you are in sales management or have sales managers reporting into you, this episode will serve as a good assessment of opportunities going forward. Enjoy!

James is the founder of Replicate Labs and they recently released a "state of enablement" survey. The results were wild. We dig into some key areas in this episode. 

Nick is the chief revenue officer at KnowledgeNet.ai and knows more about AI than anyone we've had on the show. He has great perspective on how AI will impact sales today and into the future. 

Matt and I butted heads on LinkedIn so I invited him on the show to debate. This is a high energy show and we really get into it. 

Salespeople have quotas and a large % of their compensation is variable. But what about enablement? Paul and I discuss some spicy ideas that he's implemented in the past.