The Elite Selling Podcast

Summary In this episode, hosts Griffin and Frankie discuss their backgrounds and how they got into sales. They share their motivations for being in sales, such as providing for their families and enjoying the customer-facing aspect of the job. They talk about their early experiences in sales, the lack of training they received, and the importance of strategic selling. They also discuss the value of investing in personal development and the benefits of networking with like-minded individuals. The episode concludes with a reminder to seek out people who will push you to be better in your sales career. In this conversation, Griffin and Frankie discuss why they are still in sales after 10 years and why being an individual contributor (IC) can be a fulfilling career choice. They emphasize the importance of finding purpose and fulfillment in the day-to-day work, rather than solely focusing on promotions and climbing the corporate ladder. They also discuss the need for continuous learning and personal growth in sales, as well as the importance of having a competitive drive and a healthy ego. Overall, they encourage listeners to embrace the journey of sales and prioritize their own development. Takeaways

Summary In this episode, Billy Bob discusses the importance of playing the long game in sales and differentiating oneself as an elite seller. He emphasizes the need to focus on a 10-year game rather than optimizing for short-term earnings. Billy Bob also highlights the risk of constantly starting over and the value of building strong relationships. He encourages sellers to think about how they can add unique skills to their talent stack and stand out from the competition. Additionally, he shares resources for personal and professional development and defines an elite seller as someone who is obsessed with differentiation and uniqueness. Takeaways

Summary In this episode, Jessica Gilmartin, CRO of Calendly, discusses the importance of sales and marketing partnering together. She highlights the misalignment of incentives between the two teams and the challenges in lead routing and scoring. Jessica shares the approach Calendly has taken to improve sales-marketing alignment, including increased communication and collaboration. She emphasizes the value of sales reps bringing marketing into meetings and the importance of reevaluating the value of leads. Jessica also discusses challenges with events and the benefits of targeting key accounts. She concludes by highlighting the results of effective sales-marketing partnership. The conversation covers various topics related to sales and marketing collaboration, effective outreach strategies, and the importance of understanding customer needs. The chapters include Sales Team Feedback, Having a Point of View, Being a Valuable Salesperson, Creating Events and Engaging Customers, Adapting Outreach Strategies, Utilizing Technology and Social Media, Reaching the Right Person, Building Internal Champions, Delivering on Promises, Calendly's Team and Opportunities, Sales and Marketing Partnership, Final Thoughts, and Defining an Elite Seller. Takeaways

Summary In this episode, Andy discusses the importance of prescriptive proof of values (POVs) in accelerating sales cycles and improving conversion rates. He shares his experience implementing prescriptive POVs at Splunk and the positive impact they had on the sales process. Andy emphasizes the need for qualification and discovery before introducing a POV and highlights the importance of leveraging customer data to drive sales. He also recommends the resource Pavilion for sales professionals looking to enhance their skills and knowledge. Takeaways Chapters 00:00 Introduction and Focus on Prescriptive Proof of Values 01:07 The Aha Moment for Prescriptive Proof of Values 11:34 Introducing Proof of Value in the Sales Process 12:25 Qualification and Discovery for Proof of Value 25:45 Leveraging Customer Data in the Sales Process 31:37 Recommended Resource: Pavilion 33:35 Defining an Elite Seller

Summary In this episode, Frankie and Griffin share their recommendations for landing the perfect sales job. They emphasize the importance of doing thorough research on the company and understanding the products, training, culture, pay, and personas involved. They also discuss the significance of cleaning up your resume and LinkedIn profile, focusing on key achievements and data. The hosts stress the need to treat the interview process as a sales campaign, reaching out to potential hiring managers and conducting backchanneling. They provide tips for standing out in interviews, including asking thoughtful questions and demonstrating preparedness. Finally, they emphasize the importance of following up promptly and professionally. Takeaways Do thorough research on the company and understand the products, training, culture, pay, and personas involved. Clean up your resume and LinkedIn profile, focusing on key achievements and data. Treat the interview process as a sales campaign, reaching out to potential hiring managers and conducting backchanneling. Stand out in interviews by asking thoughtful questions and demonstrating preparedness. Follow up promptly and professionally after interviews. Chapters 00:00 Introduction and Overview 00:44 Step 1: Know Where You Want to End Up 03:30 Step 2: Clean Up Your Resume and LinkedIn 07:36 Step 3: Stand Out in the Interview Process 13:22 Step 4: Prepare for the Interview 19:24 Step 5: Follow Up 22:14 Conclusion

Summary In this episode, Paul discusses the power of frameworks in sales. He shares his favorite frameworks in the areas of people, sales excellence, business management, and personal development. Paul emphasizes the importance of being a student of the profession and recommends that listeners choose a few frameworks that resonate with them and become proficient in using them. He also highlights the characteristics of an elite seller, including being a student of the game, having the right mix of technical and art skills, and being brave and creative. Takeaways Frameworks in sales provide a simple, standard, and proven way of preparing and tackling key challenges in sales. Being a student of the profession and continuously learning about different frameworks is crucial for success in sales. Choose a few frameworks that resonate with you and become proficient in using them. An elite seller is someone who is a student of the game, has the right mix of technical and art skills, and is brave and creative. Chapters 00:00 Introduction and Background 03:02 Definition of Frameworks in Sales 05:19 Favorite Frameworks: People, Sales Excellence, Business Management, and Personal Development 21:19 Balanced Organizations and High Performance Framework 28:36 Personal Frameworks: Brand and Storytelling 32:34 Advice for Listeners 34:26 Definition of an Elite Seller

Summary In this episode, Doug discusses the exciting developments in AI and how it can be leveraged to improve sales conversations. He emphasizes the importance of building a point of view and hypothesis for each conversation, as well as using AI to gather insights and research about the industry and company. Doug also highlights the need for sellers to get back to the fundamentals of selling and the value of time in sales. Lastly, he provides advice for sellers joining startups, emphasizing the need for grit, transparency, and the ability to wear multiple hats. The conversation covers the challenges and statistics of startup success rates, the difficulties in scaling a company, the importance of the early stage, building a point of view, understanding customers, and the definition of an elite seller. Takeaways Leverage AI capabilities to gather insights and research about the industry and company before sales conversations. Build a point of view and hypothesis for each conversation to demonstrate that you have done your homework and add value to the buyer. Focus on the fundamentals of selling, including thorough preparation, following a process, and adding value to the buyer from the start. Understand the strategic initiatives of the company and the persona you are selling to in order to align your point of view and recommendations. When joining a startup, be prepared for the challenges and uncertainties, and be willing to test, track, and adapt your approach. Only 10% of technology startups that have raised three million or more in capital make it to 30 million in revenue. Only 1% of technology startups make it to 100 million in revenue or a billion dollar valuation. Challenges in scaling include market conditions, execution, leadership, bad hiring, and pipeline requirements. Early stage is where companies face the most challenges but also have the opportunity for growth and learning. Building a point of view involves challenging the customer and leveraging insights from similar customers. Understanding customers and their customers' needs is crucial for successful selling. An elite seller always puts the customer at the forefront of their thinking and focuses on helping them. Chapters 00:00 Introduction and Exciting Developments in AI 03:21 The Importance of Building a Point of View and Hypothesis 08:12 Developing a Hypothesis and Point of View for Each Conversation 14:23 Using AI to Drive Hypotheses and Better Conversations 19:18 The Fundamentals of Selling and the Value of Time 25:02 Advice for Sellers Joining Startups 33:38 Startup Success Rates 34:09 Challenges in Scaling 35:08 The Importance of Early Stage 35:59 Building a Point of View 38:39 Understanding Customers 39:15 Definition of an Elite Seller

Highlights from the show: Links to follow John, Force Management, and Revenue Builders: https://www.linkedin.com/in/johnkaplanfm/ https://www.forcemanagement.com/ https://www.ascender.co/ https://www.forcemanagement.com/resources/revenue-builders-podcast

Free Guide: 7 Steps to 7 Figures CLICK HERE: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Follow Doug on LinkedIn: https://www.linkedin.com/in/dougmay/

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: -How to master your sales habits -What to do if you fall off and need motivation -The parallels between athletics and sales -How to identify the most important revenue-generating activities -How to create your perfect day -How to block off time to ensure productivity and mental wellbeing -How to have a difficult conversation with your leadership

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Career patience and opportunities with Jeff Perry. 0:00 The importance of patience in a sales career. 1:29 Sales process, storytelling, and career patience. 6:27 Career growth and opportunities at Oracle. 10:09 Evaluating job opportunities and prioritizing internal support. 16:37 Career growth and leadership development. 20:15 Career development, networking, and personal growth in sales. 25:55

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary The importance of shifting mindset from getting to giving in sales and business Shifting mindset from getting to giving in sales Sales strategies and language. Sales mindset and language to build relationships and close deals. Authenticity, mental health, and sales strategies in challenging times. 20:14 Griffin Reilly emphasizes the importance of authenticity in sales, suggesting that taking a deep breath and being yourself can help build human connections. Stating that authenticity is key to making a connection and that salespeople should be passionate and genuine in their interactions. Expert shares tips for coping with mental health issues during challenging economic times. Personal growth and its impact on business success. Vulnerability and leadership in sales. Personal philosophy on connecting with people, starting with a human connection and building trust. Sales mindset and operational excellence with an elite seller. Tony Robbins' business mastery course and podcasts for business and personal development. Books on the art of selling and noble selling purpose, and watching TEDx talks for inspiration. Elite seller as someone focused on the customer and operational excellence, with a common language and repeatable process. Importance of mindset and sales chops, while still prioritizing operational rhythm and measurable results.

Sylvain Tremblay - CRO @ Uniphore Summary Qualitative vs quantitative selling in 2023 with sales legend Sylvain Tremblay. 0:00 Sylvain Tremblay shares insights on qualitative vs quantitative selling in 2023. Sales vs. quantity in B2B sales, with a focus on emotional intelligence. 1:12 Frankie discusses the importance of emotional intelligence in sales today, arguing that quantity is no longer the key to success. Griffin Reilly emphasizes the importance of qualitative aspects of sales, such as relationship building and well-written emails, to drive pipeline progression and closed deals Engaged buyers are 83% more likely to make a purchase, while disengaged buyers are 100% less likely to buy. Unifor's emotional intelligence platform uses AI to measure engagement and sentiment in real-time, coaching participants for better human interactions. Sales strategies and customer engagement. 9:57 Griffin Reilly emphasizes the importance of sparking engagement and building rapport with customers through presentations, rather than solely focusing on personal objectives. Vendors must prioritize understanding buyers' business challenges and articulating relevant use cases to build trust and close deals Sales strategies and emotional intelligence. 15:53 Griffin Reilly emphasizes the importance of self-awareness in sales, suggesting that sellers should put themselves in their customers' shoes and ask what they would expect from a sales rep. emotional intelligence (EQ) can be learned, consisting of four dimensions: self-awareness, self-regulation, social awareness, and relationship management. Emotional intelligence in sales with EQ platform insights. 20:52 highlights the importance of emotional intelligence (EQ) in sales, citing research that shows sellers with high EQ can identify customer problems more accurately and close deals faster. shares a personal anecdote about their experience at Florida State University, where they majored in sales and knew Dr. Left, one of the researchers who helped validate the claims of the emotional intelligence platform used by Speaker 2's company. Speaker 3 notes the pendulum swinging back towards human connection in B2B sales, with more emphasis on face-to-face interactions and personal relationships. Speaker 2 highlights the importance of monitoring sentiment and engagement throughout the sales cycle, both during and after the initial sale. Emotional intelligence in sales with industry experts. 28:01 Griffin Reilly emphasizes the importance of emotional intelligence in hiring sales representatives, citing it as a key factor in fostering relationships and success in the role. "likability" to describe the quality of being able to connect with others, and highlights the importance of relating to and articulating one's experiences and achievements in an interview setting. An elite seller as someone who can engage customers emotionally and rationally, and deliver on their promises. Emotional intelligence is crucial in virtual sales, as it helps sellers understand their buyers and build personal connections.

Data-driven selling, KPIs, and risk management. 0:00 Leslie emphasizes a data-driven approach to inform conversations and drive business growth. Importance of people and process in sales, specifically the need to remove risk from the forecasting and pipeline management process. KPIs and data analysis in sales meetings. 3:45 KPIs in tracking business performance and providing valuable insights KPI meetings to be actionable and provide hypotheses for improvement Speaker 1 discusses their experience with KPIs, mentioning how they used data to inform their work and make progress in their business. Pioritizing meetings and executing deals, highlighting the importance of having decision-makers and influencers in the room. Managing sales teams and tracking KPIs. 8:45 Salesforce for capturing interactions, but challenging to see AES business health. Importance of armoring frontline managers with tools to facilitate productive one-on-one conversations with AEs. Consistent KPIs across mid-market and enterprise teams include pipeline health, with pipelines serving as a lifeline for success. Sales pipeline management and optimization. 12:39 Importance of pipeline generation and progression, particularly in the enterprise segment, where deals can take months to close. Challenges of asking SMB sellers to develop pipeline, including the need for technology and resources to help progress deals. Importance of understanding the velocity of the sales process and setting KPIs accordingly for their segment. Need to engage with customer success to increase lifetime value and generate new business opportunities. Sales planning and strategy for success. 17:33 Importance of account and territory planning, highlighting the need for a detailed hypothesis for revenue growth. Have a plan to achieve sales goals, citing the need to track progress and make adjustments as necessary. "path to cash plan" that was helpful in their previous role at ppl AI, which every rep should already be doing. Frankie emphasizes the importance of sales reps taking their businesses seriously and coming to QBRs with a point of view, rather than just hoping to avoid criticism. QBRs should be a collaborative session where reps can get input and ideas on their plans, rather than a time for management to "beat up" on them. Sales data analysis and its impact on business success. 24:14 Griffin Reilly emphasizes the importance of using data and KPIs to understand where improvements are needed in a QBR. importance of accountability in sales, citing the need to be intellectually honest with oneself and to take action based on data insights. value of sales ops in providing data and insights to sales teams, allowing them to focus on improving their processes and closing deals. partnering with rev ops to get a formula for deals, conversion rate, ACV, sales cycle time, and book of business. partnering with customer success to identify opportunities for growth in accounts. Sales strategies and elite seller characteristics. 31:27 "The Sales Acceleration Formula" by Mark Robear and "Qualified Sales Leader" by John McMahon for sales leaders looking to improve their skills. team, company, and customer interests over personal gain, seeking elite sellers who share this mindset. looks for daily practice of the sales craft, including qualifying and developing hypotheses for delivering value to customers. Leslie's definition of an elite seller is a partnership where both parties win in the long term.

Customer-centric selling strategies with Keith Rabkin. 0:00 Keith Rabkin joins the podcast to discuss customer-focused selling strategies. Customer-focused selling and its key elements. 1:09 Elite sellers prioritize customer focus, understanding their needs and pain points to find mutually beneficial solutions. Personal pain points of potential customers, such as fear of looking bad in front of their boss or wasting time moving data between systems. Tapping into these intrinsic motivations can move beyond a rational sale and tap into what the person truly wants and cares about. Customer focus in sales, including empathy and problem-solving. 5:04 Griffin Reilly emphasizes the importance of empathizing with customers and understanding their pain points to build trust and credibility. Go with thea "tease and anchor" approach to get deeper into customers' pain points, while maintaining a positive and solution-focused tone. Importance of building trust with customers by being honest and transparent about what they need, rather than trying to make a sale. Sometimes the best salespeople are the ones who can say "no" or "you don't need that" in a way that makes the customer feel trusted and valued. Customer focus in sales leadership. 9:33 Make things easy for customers, such as customizing information and using software to streamline the process. Deal rooms or mutual action plans to build trust and make the sales process more efficient. Importance of customer focus, citing their experience at Google where they learned to "follow the user" and prioritize their needs. Importance of customer centricity, and they have carried this principle with them in every job since. Customer-centric sales strategies and authenticity. 15:02 Amazon's user-friendly interface and convenience as a key factor in their success, citing the ease of returning a pair of shoes as an example. Amazon's focus on customer centricity and streamlining the sales process has led to increased sales and brand loyalty. Importance of authenticity in customer interactions, advising sellers to be themselves and let their genuine personality shine through. Authenticity in sales and doing homework. 20:25 Griffin Reilly shares a lightbulb moment where he realized it's okay to say "I don't know" and be honest about it, leading to a more authentic and customer-centric approach in sales. Do your homework on a potential customer, including reading their 10K and researching the economic buyer, to better understand their needs and be more customer-centric in sales. Elite selling strategies with industry experts. 23:20 Griffin Reilly recommends reading the Google IPO letter for insights on serving users as the focus of a company. Joe Lee's book "The Heart of Business" provides a framework for solving problems for users, which is rewarding for employees and drives profit for the business. Elite seller as someone who is customer-focused, understands their needs, and is willing to go the extra mile to solve problems (tenacity/grit). Key highlights the importance of authenticity, homework, and making it easy for customers to buy from the seller.

Summary How sales reps can stand out in new roles. 0:00 Heidi Smith shares insights on how sales reps can stand out in a new role at a new company. Sales strategies and networking in the current market. 1:02 Heidi is a super fan of the podcast and met one of the hosts at an event. Importance of referrals and personal connections in the hiring process, as sales leaders are more likely to take a call from someone they know and trust. Focus on building strong relationships with sales leaders and industry professionals, rather than solely relying on LinkedIn messages. Omportance of personalized outreach and research when connecting with potential employers or partners on LinkedIn. Building a personal brand and networking at conferences can lead to job opportunities and help you stand out in your industry. Resume and LinkedIn tips for sales professionals. 7:48 Griffin Reilly agrees that cold outreach can be ineffective and suggests focusing on referrals instead. Highlight achievements on LinkedIn and resume, such as awards, quota attainment, and overachievement. Showcase entrepreneurial experience and leadership roles on a resume, as these demonstrate an ability to influence people and bring teams together. Resumes are typically limited to 2 pages, and recruiters and hiring managers will quickly scan them to determine if the candidate is a good fit Sales hiring strategies and follow-up techniques. 14:37 Sales manager seeks candidate with intangible skills, despite lack of experience. Reach out to sales team members for introductions and insights into the company culture. Importance of follow-up communication within 24 hours of interviews to demonstrate enthusiasm and professionalism. Sales skills, company evaluation, and red flags in job interviews. 19:22 Ask the right questions during the onboarding process, such as "Why are you looking to leave your current role?" and "Can you articulate how you built your business?" (20 words) Importance of being a good human being, being coachable, and being hungry in order to be a successful salesperson (19 words) Research a company's earnings and culture before evaluating their health and potential for sales opportunities. Backdoor references and evaluating a company's product or service, including downloading the product and interviewing current or former employees. Sales strategies and elite performance. 25:02 Researching the company and its leaders, as well as talking to salespeople for an honest assessment of the opportunity. Sales rep's following and reputation can be a major factor in their success at a company. Heidi recommends starting a podcast to learn and grow as a sales professional. She suggests looking for elite sellers in industries like NBA, NFL, and tennis to learn from their successes and failures. Heidi shared insights on what it takes to stand out in the job market, emphasizing the importance of networking, research, and follow-up. Elite performers like Tom Brady, Serena Williams, and Steph Curry have a strong work ethic and are constantly improving, even after achieving great success.

Why you should treat your sales "job" as a career instead. Bart shares life lessons from his time at Splunk, BMC, and OutSystems about the importance of coaching, feedback, and going all in. This is an episode you WILL NOT WANT TO MISS!

How to Avoid "Mid-Funnel Fallout" Summary: Mid-Funnel Fallout and its Causes with Nigel Burns. 0:00 Five reasons why deals are getting stuck in the middle of the sales process. North Stars are important for setting direction and aligning the organization, but they can be lost in the shuffle if not big enough or compelling enough. Sales strategies for successful deals. 3:47 Focus on linking opportunities to strategic initiatives for faster approval. Developing relationships across departments is crucial for project success, especially with existing clients. Red Flags in dealing with champions: hesitance to involve other stakeholders in the business. Understand how the business evaluates and acquires new technology, as champions may not know the full process. Sales strategies for IT deals. 10:07 Sellers should help buyers understand the process of buying technology by providing a map or checklist of steps, ensuring a smooth and successful purchase. Sellers are afraid to lead in this area due to a misconception that it's not their job or that they're just facilitating the buyer's purchase, but it's important to help buyers understand the process to build trust and ensure a successful outcome. IT departments prioritize projects based on organizational goals, slowing down non-prioritized initiatives. Difficulty aligning sales efforts with IT group's strategic initiatives, leading to lost deals. Sales strategies for closing deals and improving forecasting accuracy. 17:06 The importance of addressing five key challenges in enterprise deals, including aligning with a North Star and understanding how the technology will be used. The biggest challenge people miss is not making the vision for the deal compelling enough, leading to confusion and overwhelm. Accurate forecasting helps sales teams close deals, gain strategic influence, and secure new resources. Prioritizing deals six months out allows for better forecasting accuracy, improved communication with leadership, and increased credibility. Sales strategies and techniques for moving deals forward. 22:17 Mid-funnel fallout by following a rigorous process in initial meetings. "Start with Why" by Simon Sinek for sales teams to build trust and frame conversations. An elite seller as someone who understands their client's business operations and can articulate how their product addresses specific business needs. Importance of being a consultant and building trusted relationships with clients.

Summary Team selling in sales with a focus on partnership with marketing and other departments. 0:02 The importance of team selling in email marketing sales. Team selling and collaboration in sales. 1:26 Team Selling is when sales engineers and BDRs work together to focus messaging and solve client problems, rather than relying on a single top-performing sales rep. Sales reps should own some of the responsibility for ensuring the organization is working together effectively, rather than relying solely on management. Taking time to understand the perspectives of other departments, such as marketing and product, can help sales reps identify areas for improvement and close deals more effectively. Sales skills, weaknesses, and delegation. 7:00 The importance of sales and marketing alignment, citing the need to address discrepancies in messaging and lead handoff at trade shows. Both honing one's strengths and delegating tasks to other functions (e.g., marketing, technical) is crucial for success in sales. Per discusses their journey from college to software sales, highlighting the lack of vocational training in sales and marketing. Sales strategies and career aspirations. 13:27 The importance of being introspective about one's career aspirations in sales, considering both big and small company environments. Advises sellers to be aware of their career goals and whether they want to work for a big company or a small one, as this can impact their experience and expertise within an organization. The pros and cons of working at a large company versus a smaller one, emphasizing the importance of understanding the company's direction and culture. "How to Make Friends and Influence People" by Dale Carnegie, highlighting the book's practical advice on asking questions and showing genuine interest in others. Big companies have more resources, but smaller companies have more agility and personalized support. IBM had an interesting approach to sellers, where they gave autonomy and incentivized collaboration. Sales strategies and LinkedIn usage. 22:25 Importance of being close to clients in sales, citing an example from his experience at Barracuda. The importance of using LinkedIn to generate content and connect with others in the industry, as it can help establish credibility and lead to job opportunities. Defines an elite seller as someone who consistently hits their numbers, even if they don't hit every number every month. Be cognizant of their surroundings in their organization and to reach out to others for help, rather than being a lone wolf.

Summary Sales and marketing alignment for revenue growth. 0:03 Sales and marketing alignment means aligning around impacting the revenue number, starting from the top down. Asks for specifics on what sales and marketing need to be aligned on, such as communication and shared criteria for success. Aligning marketing and sales teams for growth. 4:13 Marketing teams should have a pipeline number and report on it regularly to align with sales goals.Standardized qualification processes and weekly pipeline forecast meetings can help marketing and sales teams row in the same direction.Clarity in roles and responsibilities is crucial for successful sales and marketing alignment. Lack of documentation and agreement on processes can lead to confusion and poor collaboration. Marketing and sales alignment in a small company. 10:13 Marketing and sales alignment is key to successful customer engagement, with clear communication and feedback loops between teams. Important to form relationships with people on different teams, even if not directly responsible for marketing, to better understand their process and cross-share insights Reach out to marketing leader to start the conversation if you want to know more about marketing trends in 2023 Marketing and sales strategies for a software company. 14:47 Work ramp is focused on generating pipeline and building brand through content, including a podcast, customer highlights, and a virtual conference. The company is optimizing its marketing spend to maximize efficiency and establish itself as a credible and top brand in the LMS space. Unknown Speaker: Sellers should leverage marketing team's efforts by using events as momentum for outbound prospecting. Unknown Speaker: Sales teams can provide feedback on marketing materials, such as slide requests, to help position the company's value to CFOs. Leveraging customer stories for sales and marketing success. 20:42 Importance of customer stories as pipeline-generating tools for sellers. Work Ramp's marketing team has a customer marketer on staff to gather and share compelling customer stories. Customers want to be highlighted and have their brands promoted, creating excitement and natural inflow of participation. Sales and customer success teams should collaborate with marketing to bring customers' stories and help marketing facilitate customer advocacy. Marketing and sales alignment, customer insights, and elite selling. 25:57 Importance of aligning sales and marketing teams by sharing the same goals and language, and having open communication and feedback loops to hold each other accountable. Use LinkedIn as a valuable resource for marketing and sales professionals to share information, inspiration, and examples of what's working or not working for specific teams. Get to know your product and the sales team to be a better marketer.Elite sellers build trust by being genuinely curious and transparent about how they can solve buyers' challenges. Jack shared valuable insights on how sales and marketing teams can work together more effectively, including the importance of speaking a common language and taking advantage of marketing's momentum. Importance of genuine curiosity and authenticity in sales, and how it can lead to more successful outcomes for both the seller and the buyer.