We're trying something different this week: a full post-show breakdown of every episode in the latest season of Black Mirror! Ari Romero is joined by Tudum's Black Mirror expert, Keisha Hatchett, to give you all the nuance, the insider commentary, and the details you might have missed in this incredible new season. Plus commentary from creator & showrunner Charlie Brooker! SPOILER ALERT: We're talking about the new season in detail and revealing key plot points. If you haven't watched yet, and you don't want to know what happens, turn back now! You can watch all seven seasons of Black Mirror now in your personalized virtual theater . Follow Netflix Podcasts and read more about Black Mirror on Tudum.com .…
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Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora
Manage episode 478434340 series 3653641
Content provided by Champify. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Champify or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
What actually makes an outbound sales engine run at the enterprise level?
In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.
Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead.
It’s a front-row look at how structure, storytelling, and small wins can power serious sales results.
In this episode, you’ll learn:
- How to create a PG culture centered on AE prospecting that lasts
- What to track across the sales cycle
- Why enablement is your secret advantage
Things to listen for:
(00:00) Introduction
(01:39) Zack’s path through elite sales orgs
(02:50) From hardware sales to value selling
(05:37) Using activity signals to guide coaching
(08:02) Pairing EQ with a process-driven mindset
(11:18) Sharing small wins to fuel PG culture
(15:03) Leading with outcomes over features
(20:19) Why AEs must own their outbound motion
(29:37) Enabling sellers with tailored bootcamps
(34:33) What outbound could look like with AI
4 episodes
ShareManage episode 478434340 series 3653641
Content provided by Champify. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Champify or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
What actually makes an outbound sales engine run at the enterprise level?
In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.
Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead.
It’s a front-row look at how structure, storytelling, and small wins can power serious sales results.
In this episode, you’ll learn:
- How to create a PG culture centered on AE prospecting that lasts
- What to track across the sales cycle
- Why enablement is your secret advantage
Things to listen for:
(00:00) Introduction
(01:39) Zack’s path through elite sales orgs
(02:50) From hardware sales to value selling
(05:37) Using activity signals to guide coaching
(08:02) Pairing EQ with a process-driven mindset
(11:18) Sharing small wins to fuel PG culture
(15:03) Leading with outcomes over features
(20:19) Why AEs must own their outbound motion
(29:37) Enabling sellers with tailored bootcamps
(34:33) What outbound could look like with AI
4 episodes
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1 Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora 36:51
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Play Later Play Later Lists Like LikedWhat actually makes an outbound sales engine run at the enterprise level? In this episode, Todd Busler sits down with Zack Sikora , GVP of Sales at Benchling , to talk through what consistent pipeline generation actually looks like at the enterprise level. Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead. It’s a front-row look at how structure, storytelling, and small wins can power serious sales results. In this episode, you’ll learn: How to create a PG culture centered on AE prospecting that lasts What to track across the sales cycle Why enablement is your secret advantage Things to listen for: (00:00) Introduction (01:39) Zack’s path through elite sales orgs (02:50) From hardware sales to value selling (05:37) Using activity signals to guide coaching (08:02) Pairing EQ with a process-driven mindset (11:18) Sharing small wins to fuel PG culture (15:03) Leading with outcomes over features (20:19) Why AEs must own their outbound motion (29:37) Enabling sellers with tailored bootcamps (34:33) What outbound could look like with AI…
How to build a SaaS company from scratch with a sales-focused mentality from day 1. In this episode, Todd Bustler talks with Alex Olley , Co-Founder and CRO of Reachdesk , about what it really means to build a go-to-market motion from scratch. Alex gets into the bold outbound bets that paid off, why attribution debates are a distraction, and how one smart RevOps hire changed the game. He also breaks down how tightening their ICP—and giving frontline teams a seat at the strategy table—helped Reachdesk hit its stride. It’s a behind-the-scenes look at how a little chaos, ownership, and constant testing fueled their early sales motion. In this episode, you’ll learn: How to scale pipeline without relying on inbound What a “caveman strategy” looks like in modern sales When it’s time to rethink your hiring and team structure Things to listen for: (00:00) Introduction (01:31) Founding Reachdesk and choosing the CRO path (05:15) The caveman strategy behind early sales motion (10:56) One-to-one personalization that drove real results (12:43) How a RevOps hire unlocked next-level growth (16:06) Narrowing the ICP using clear buyer signals (24:03) Giving the front line a voice in GTM decisions (27:06) Why “Allbound” beats attribution arguments (33:38) Testing verticals with a focused outbound squad (35:57) What Alex would do differently if starting today…
1 How to Build the Scaffolding for a Winning Sales Team with Mark Niemiec 38:10
38:10 Play Later Play Later Lists Like Liked38:10
Play Later Play Later Lists Like LikedBuilding a sales system that drives repeatable growth takes structure. In this episode, Todd Busler talks with Mark Niemiec , CRO at Salesloft , about the power of sales scaffolding. Mark shares how zeroing in on Salesloft’s mission—helping sellers win—sharpened their focus and fueled real results. He dives into how blending big-company infrastructure with small-company hustle created a high-performance culture. You’ll also hear him unpack how a bold new narrative and better tools empowered reps to land bigger, more strategic deals. It’s a behind-the-scenes look at the strategies driving Salesloft’s sales team to scale and stay aligned. In this episode, you’ll learn: How to build a sales scaffolding system for predictable success Why creating a singular focus leads to massive sales impact When to make the jump from sales planning to sales execution Things to listen for: (00:00) Introduction (05:46) Streamlined teams improve efficiency and morale (07:24) Optimizing sales: people & pipeline (12:13) Revamping sales strategy: expanding beyond cadences (16:00) Elevating customer engagement techniques (18:42) Compensation strategy focuses on customer succes (20:56) Revitalizing sales team engagement strategy (23:24) Data-driven marketing collaboration strategies (27:44) Blending artistry with engineering rigor (31:29) Efficient storytelling boosts business strategy (35:11) Blending creativity and data in sales approach (36:40) Culture's role in business success.…
How do the best companies build outbound machines that actually work? If you think outbound is dead, you’re either lying or you’re bad at it. I’m Todd Busler, former VP of Sales turned co-founder of Champify, and I’ve spent my career building repeatable systems that drive real pipeline. On this show, I’m talking to sales leaders who have cracked the outbound code and created an outbound culture within their companies. If you’re tired of guessing and ready to build an outbound motion that actually delivers, hit subscribe. Let’s crack this thing wide open.…
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