This episode of Skip to the Point is from one AE to another, as Alex is joined by Jake Jeffries at MEDDICC.

Alex and Jake talk about how to find your own sales style, and Jake shares the secret behind not comparing yourself to the people around you.

Jake also tells Alex about what numbers you should be obsessing over, and which ones you shouldn’t.

It’s a difficult time for salespeople at the moment, so this conversation with Jake is a special one that will hopefully be as helpful for you as it was for Alex!

ABOUT JAKE JEFFRIES

Jake Jeffries didn't really have a choice, sales was the only option. (I don't know if this counts, but he says it does...) Jake started selling door to door lawn mowing at age 12 in the hot Arizona summer sun.

He tried to study Journalism, Finance, and enjoyed a fair few extracurriculars but somehow finished uni among the first class of the Professional Sales Degree program at Arizona State. He even tried escaping to Denver and starting a career in recruiting, but after reading "Predictable Revenue" by Aaron Ross he found himself starting, formally, a career in sales.

Fast forward almost a decade later he's been a top performer at companies like Branch, Multiverse, and now MEDDICC where he works with our largest customers to empower GTM teams to reach their maximum potential.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex has secured a dream guest: Krysten Conner!

Krysten has become one of the most recognized voices in software sales, and for a good reason!

Alex and Krysten talk about how to dive deeper into discovery and how to go through meaningful metrics to quantify the customer’s pain points.

Krysten teaches Alex about how to pull the prospect along the buying process and teach them how to buy.

Check out this episode for some great tips from someone who makes a living coaching and training AEs in their journeys to become top performers.

ABOUT KRYSTEN CONNER

Krysten started her journey in sales after working as a History teacher and in a family business. After making the leap to tech sales, she quickly became an Enterprise AE at companies including Tableau, Outreach and Salesforce.

Still wanting to scratch the itch of teaching and helping others, Krysten now coaches and trains AE’s in their journey to becoming top performers. She has become one of the most well recognized voices in sales and software.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by Tom Alaimo - whose unique sales tactics will change the way you think about your deals.

In this episode, you’ll learn how to:

- How to master the art of becoming a tactical salesperson.

- Tom’s unique sales technique to nurture future prospects and deals.

- Where the urgency REALLY comes from in sales.

Tom's insights come from incredible first-hand experiences in his field - check out the episode now to pick up these useful nuggets to help you on your sales journey.

ABOUT TOM ALAIMO

Tom is the Founder of TA Sales, which has helped 1,000+ SDRs and AEs build their outbound sales skillset.

Prior to that, he spent nearly a decade in software sales at companies like TechTarget and Gong and has been featured as a top sales thought leader by Salesforce, Hubspot, Pavilion and others.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.