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Fireside Chat with Zachary Miller:
Former VP of Sales at Highspot
Fireside Chat with Zachary Miller: Former VP of Sales at Highspot
Zachary Miller was an accomplished VP of Sales at Highspot, and former luminary at Paycom and ADP.
With 17+ years leading top-tier tech sales teams, Zachary has a wealth of wisdom to share. He's not just a leader but a strategic problem solver, adept at uncovering the root causes of challenges and crafting robust, impactful solutions.
He has a unique talent for converting complex sales scenarios into actionable strategies and nurturing the professional growth of his team. His "lead by example" ethos has cultivated a new generation of sales executives and managers, igniting careers and transforming lives.
Discussion topics
Data-Driven Problem Solving in Sales Leadership: How Zachary utilizes data to uncover the root causes of organizational challenges, and how he crafts impactful, data-backed solutions.
Building High-Performing Sales Teams through Data Analysis: Uncover the key factors that contribute to a high-performance sales team. Learn how to implement them and use data effectively to measure success.
Scaling Up: Utilize data to effectively scale your sales operations.
The Role of Storytelling in Presenting Sales Data: Understand how Zachary uses narratives to make complex data relatable and motivating for his sales teams.
Driving Revenue Growth: Unpacking Zachary's strategies for revenue growth in the tech sales industry and how you can apply them in your organization.
Key Takeaways
When onboarding a new seller, don’t just tell them about the problem you’re solving, but put them through that pain. They’ll learn that much more. The “pain” enables them to relate to their prospects on another level.
When coaching, use stories with beginnings, middles and endings. Can’t just tell a rep what the data is saying, but interweave it with an anecdote that pushes your point. The rep will get your point that much faster.
In the current economic landscape, you have to alter the way you manage your reps. Remind them to focus on what they can control. This will help mitigate any issues with their confidence. Deals are taking longer, there’s a lot more scrutiny on spend and more buyers involved in the process.