Can you scale sales without sacrificing quality?

Gregg Murphy and Mike Latch have done it—taking a company from $50 million to a billion-dollar run rate. The secret? A fusion of technology, strategic sales processes, and thought leadership that turns even mid-level sales reps into top performers.

Now, they’re sharing their insights in their book "Sales Sucks...But It Doesn't Have To: Transform New Reps into Top Performers and Scale Your Sales Org from Millions to Billions" and their AI-driven platform, Patter AI. In this episode, they reveal how they built a system that trained 250 new sales reps a month, slashed onboarding time, and transformed how complex sales are executed.

We explore the power of scripting—not as a robotic sales pitch, but as a framework for high-value conversations. Gregg and Mike break down the tech-human synergy that accelerates performance and how their approach challenges the way organizations think about sales training.

If you're looking to scale your team, optimize performance, and create a sales culture that thrives—this episode is a must-listen.

• Sales Scaling Requires Strategy & Tech – Growing from $50M to $1B wasn’t luck; it was a mix of AI-driven enablement, structured scripting, and a clear sales process that rapidly trained new reps.

• Mid-Level Reps Are the Untapped Opportunity – Instead of focusing only on top performers, optimizing mid-tier sales reps can create massive gains with the right tools and training.

• Scripting Isn’t a Crutch—It’s a Superpower – When done right, scripting doesn’t make sales robotic; it empowers reps to have high-value conversations that drive better decisions and results.

If you are struggling to accelerate your sales or are in need of an updated strategy reach out to the team at Thought Leadership Leverage to book a session to discuss how we can help you.