Conversations about discovery calls, demo coaching, building coaching culture, and what separates good sales teams from great ones. These are the frameworks I use with the teams I coach.
Podcasts
Full walkthrough of the sales call arc: pre-call planning, five-part opening, three buckets of pain in discovery, the Customer Story Soundbite framework, pricing objection handling, and closing.
How top performers systematize coaching through weekly role plays, daily practice in pods of three, and creating psychological safety so reps actually grow.
Why fewer than 5% of sales teams have a real coaching process, and what the ones that do look like. Research-backed insights from hundreds of call reviews.
A 10-area framework for demo execution: pre-call planning, rapport, agenda setting, discovery, demo delivery, pricing, and next steps.
The Replayz story, what sales coaching excellence looks like, and why most teams aren't doing it consistently.
Tactical demo methodology for B2B SaaS reps: making demos conversational, meaningful check-ins, and tying it all back to discovery.
Sales leadership, building alignment across teams, and how coaching ties it all together.
The strategy behind effective rep coaching: when to push, when to let it go, and how to make coaching stick.
The future of sales management: why the traditional manager role is evolving and what replaces it.
Building a coaching culture in sales teams: role plays for skill development, embedding coaching into organizational culture, reflective practice for sales professionals, and using technology for data-driven coaching insights.
Actionable strategies top performers use at every stage of a sales call: building a coaching culture, overcoming victim mentality, leveraging customer-centric approaches, and patterns from thousands of call reviews.
The Replayz origin story, the north star of "the prospect would have paid for that call," QA coaching models, and the Customer Story Soundbite framework.
Webinars
Discovery tolerance, three-step agendas, the Customer Story Soundbite, Chris Voss negotiation tactics applied to sales, and video call best practices for remote selling.
Live poll data showing 49% of reps get zero demo reviews per month. DISC profiling, meaningful check-ins every 90 seconds, and the "selling vs training" mental checklist.
Structured debate format: pain vs. challenges, slides vs. no slides, BANT critique, three buyer types, and why "does that make sense?" is condescending.
I work with B2B sales teams on call coaching, sales process improvement, and sales management advisory.