Modern Sales Power Hour
Learn from the best. Modern Sales Pros Founder, Pete Kazanjy, and the world's best go-to-market leaders tackle your thorniest revenue problems via live Q&A.
Previous Episodes
Modern Sales Power Hour with Chris Calkin, VP of Revenue @ Census
Chris and Pete discuss what PLG means for salespeople, how to use data in all sales efforts effectively when tops-down sales aren’t practical, plus so much more!
Modern Sales Power Hour with Kendra Morales, Chief Customer Officer @ Candidate Labs
Kendra and Pete discuss the biggest misconception in hiring right now that hiring managers need to consider, her advice to hiring managers trying to cut through the noisy market, plus so much more!
Modern Sales Power Hour with Mike Hoffman, VP of Sales @ Spring Health
Mike and Pete discussed the importance of in-person relationship building, having the right people with the right sales motion, boosting morale by running contests, and so much more!
Modern Sales Power Hour with Brad Smith, Co-Founder, CEO @ Sonar
Brad and Pete discussed Brad’s most significant adjustment as a RevOp leader to a founder, his lesson on learning how to say no poetically to prioritize next steps, and the importance of messaging with new category creations.
Modern Sales Power Hour with Mark Kosoglow, CRO of Catalyst Software
Mark and Pete discussed new category creation at Outreach and selling an upstart solution at an existing category, selling to sellers vs selling to CS staff, the story of how he landed at Outreach, his experience selling multi-product, going the wall-to-wall vs single persona type, plus so much more!
Modern Sales Power Hour with Steven Broudy, VP, Head of Sales @ Matik
Steven and Pete discuss how Steven spends his time cave diving and how it has impacted his approach to sales, how Spec Ops impacted how he leads, how he shifts reps to low-value work to high-value work, plus so much more!
Modern Sales Power Hour with Brandon Calley, VP of Sales @ Qualia
Brandon and Pete discussed the importance of ‘LTVH’, Brandon’s extensive ramping program strategy and how he immerses his sellers in the industry, some killer baseball and sales analogies, what he looks for when hiring reps, plus so much more!
Modern Sales Power Hour with David Nelson, CEO of Traction Complete
David and Pete discussed how their product management background influenced their sales approach, the biggest seller or sales ops mistakes and personal horror stories, and what companies should look out for when executing land and expand, plus so much more!
Modern Sales Power Hour with Brian Lawrence, VP of Sales @ airSlate
Brian and Pete discussed PLG Motions, and how to pick out needles from haystacks, adding a “direct” sales motion to a “PLG” motion, the importance of data-driven sales management, the importance of bringing energy, fun and expertise into sales, plus so much more!
Modern Sales Power Hour with Chris Copeland, SVP, Sales @ Built
Chris and Pete discussed cross-selling, strategic account planning, training cycles for reps, building out successful processes, the best ways to incentivize your teams and so much more!
Modern Sales Power Hour with Trevor Childers, Head of Enterprise Sales @ CaptivateIQ
Trevor and Pete discussed where and why do most deals get stuck; What are most sales people getting wrong today, and finding the balance between being data-driven and using your instincts.
Modern Sales Power Hour with John Sherer, VP of Sales @ Lattice
John and Pete discussed selling to an HR buyer, jumping into a PLG business, the importance of champion building, the sales methodology for driving urgency, his experience with ‘command of the message’, plus so much more!
Modern Sales Power Hour with Milena Kaul, VP of Sales @ Atrium
Milena and Pete discussed selling in competitive markets, selling to a non-technical audience, being a remote leader,how to sell to sellers, Milena’s secret to success for building her best teams, plus so much more!
Modern Sales Power Hour with Paul Butterfield VP, Global Revenue Enablement @ Instructure
Paul and Pete discussed the importance of looking at the right data with the right mindset, revenue-based strategy, differentiating by experience, and how a custom global sales methodology i.e customer-centric selling, selling by design, persona-based messaging, plus so much more!
Modern Sales Power Hour with Harsh Sabikhi, VP, Worldwide Revenue for Octopus Deploy
Harsh and Pete discussed channel enablement at Hashicorp and how channels accelerates growth, going to market internationally, selling dev ops vs selling to a product audience, plus so much more!
Modern Sales Power Hour with Emily Carpenter, AVP North America Commercial Sales for Heap
Emily and Pete discussed how to lead a successful team with data, how Emily got into sales tech starting off in a non-tech sales role, being a sales leader and a new mom, challenger interviews and setting an interviewee up for success, the lifetime value of a human in the sales org, plus so much more!
Modern Sales Power Hour with Ralph Barsi, VP, Global Inside Sales at Tray.io
Ralph and Pete discussed their favorite tactical mechanisms to create a culture of high performers, how to train Jr. staff in a remote environment, how to implement standards of excellence, Ralph’s biggest recommendation to new leaders, and strategies to help avoid SDR burnout, plus so much more!
Modern Sales Power Hour with Meg Goetsch, VP of Strategy & Operations @ Vanta
Meg and Pete discussed Meg's experience at AWS with keeping up with the pace of a growing business with each seller managing 1000 accounts, her experience using Surface Usage information in field, scaling and building her team out at Vanta with a holistic approach by putting the right people in the right area, plus so much more!
Modern Sales Power Hour with Todd Caponi, Founder of Sales Melon
Todd and Pete discussed Todd’s new book ‘The Transparent Sales Leader’, The Five F’s of Driving Revenue Capacity, a bit of sales history facts i.e what salespeople and leaders got right 100 years ago that we get wrong today and the counterintuitive ways to sell and lead through a recession, plus so much more!
Modern Sales Power Hour with Doug Landis, Growth Partner @ Emergence Capital
Doug and Pete discussed which industries are recession-proof, the importance of detailed data, including validating either your must-haves vs. nice-haves in a market downturn, the importance of creating a mission and vision for your team and highlighting the core values to hold your entire team accountable.
Modern Sales Power Hour with Sara Bush, former Head of Sales @ Sonar
Sara and Pete discussed the importance of automation to understand which programs are effective, the difference between accuracy and precision when measuring your sales team, when the best time to add revenue operations to your organization, plus so much more!
Modern Sales Power Hour with Mark Fershteyn, CEO @ Recapped.io
Mark and Pete covered how to remove friction from the buying process, the importance of documenting a blueprint and making it accessible to reps, creating a mutual action plan and sharing it early for trust and visibility, arming your champions with enough collateral to set them up for success, giving them the ability to sell when you’re not in the room, and a lot more!
Modern Sales Power Hour with Teri Long, VP of Global Enablement @ CB Insights
Teri and Pete discussed how to get SDRs to success with playbooks, the importance of accountability and trust for managers and teams, how to build effective playbooks, all the sales management reading you need to do, and much more!
Modern Sales Power Hour with Ross Rich, CEO & Co-Founder @ Accord
Ross and Pete covered how to manage sales organizations during a downturn, the importance of playbooks and systematization, scaling early stage sales teams, intuition vs data while running revenue orgs, and a lot more!
Modern Sales Power Hour Justin Dignelli, CEO & Co-Founder @ Pace
Justin and Pete chat about the biggest pitfalls that folks make with PLG-based motions, how to successfully layer sales and self-service, reduce friction throughout the customer journey, how to leverage automation throughout the sales cycle, and so much more!
Modern Sales Power Hour with Robby Halford, Head of Revenue Enablement @ Sparrow
Robby and Pete chat about the best ways to enable jr first-level managers and jr SDR managers, what successful managers should have in their calendars, enablement learnings in a remote setting, the flip classroom learning philosophy, and so much more!
Modern Sales Power Hour with Kevin Wilson, Head of Sales @ TopFunnel
Kevin and Pete chat about the importance of referrals and building relationships, navigating hiring sales reps in a competitive market, the ups and down’s of selling to HR, recruiting and marketing plus so much more!
Modern Sales Power Hour with Pouyan Salehi, Co-founder and CEO of Scratchpad
Pouyan and Pete chat about how to get around a very rigid structure when deals are not linear, the importance of quality vs quantity in data capture, the importance of sync alignment with your product and GTM team as a founder when starting something new, and so much more!
Modern Sales Power Hour with Eric Martin, Head of Sales @ Vanta, ex-Sales @ DataFox, and SwiftType
Eric and Pete chat about the ins and outs of selling to a start-up, what skills to look out for when hiring a sales rep, the biggest challenges for first-time managers, how to sell in a competitive environment, and so much more!
Modern Sales Power Hour with Battery Ventures’ Operating Partner, ex-CRO @ Pendo
Bill and Pete discussed selling into a new category, managing sales managers, competitive selling (Eloqua vs. Marketo), standing up new markets (EMEA & APAC), selling to new personas, recruiting for sales talent at different stages, and so much more!
Modern Sales Power Hour with Forrester’s VP of Sales Ops Research
Steve and Pete riffed on sales tech trends, how to go from looking at data to acting on data, how the role of the B2B sales rep has changed, how the role of sales ops has changed, what data-driven means (for reps, ops, enablement, leaders, etc.), and so much more!
Modern Sales Power Hour with MNTN’s SVP of Sales
Eileen and Pete talked SaaS vs media sales motions, changing rep comp plans, selling new technologies, resetting expectations (for sellers and customers), how to coach coaches (front-line sales managers), remote sellers, internal promotions, and so much more!
Modern Sales Power Hour with Atrium’s Head of Marketing
Pete and Nipul nerded out on the objectives behind sales and marketing goals, how to create and deploy messaging across your revenue org, how to create leveraged support for your reps (even before you hire sales ops or sales enablement), the quality and quantity of communication across revenue teams, and so much more!
Modern Sales Power Hour with Director of Sales @ SaaSOptics
Will and Pete discussed what great sales team onboarding looks like, how to set (and meet) crazy sales targets, how to be an impactful sales leader, and tips for scaling your sales organization.
Modern Sales Power Hour with VP of RevOps @ Hopin
Jennifer and Pete discussed how to create an awesome revenue culture despite being remote (or hybrid), pipeline hygiene metrics, how to minimize AE admin work, how to maximize operational efficiency, and so much more!
Modern Sales Power Hour with Partner of Founder Experience @ Redpont Ventures
Travis and Pete discussed sales motions, the role of AEs, SEs, and CSMs in a PLG world, minimum viable transactions, expansion opportunity types, renewals, founder-led selling, and so much more.
Modern Sales Power Hour with PLG expert + Investor @ Craft Ventures
Mike and Pete discussed product-led growth, product-assisted sales, the different phases a sales org goes through (founder selling > hiring the first rep > hiring a VP of Sales > scale, scale, scale), how to successfully ramp your reps, and so much more!
Modern Sales Power Hour with one of Bonfire’s General Partners
Brett and Pete discussed the biggest gap investors see in hyper-growth sales orgs, product-led growth and a sales assist motion, how to drive lower churn in the post-sales process, and how the great resignation (or rather, the great reshuffling) is impacting teams.
Modern Sales Power Hour with Salesloft’s SVP of Revenue Strategy
Pete and Jeremey discussed the over vs under specialization of SaaS (and the jobs within it), customer success commercialization responsibilities, inbound and outbound SDRs reporting to sales vs marketing, hiring sales development leaders and so much more.
Modern Sales Power Hour with Moogsoft’s SVP of Sales
Pete and Mike discussed how to set your sales managers up for success, hire smart people and let them iterate on your processes, what optimal manager/report operating processes and cadences look like, sales metric inspection, the age-old question - quantity vs quality - and so much more.
Modern Sales Power Hour with the Author of The Sales Development Playbook
Pete and Trish spent the hour discussing what an effective work from home sales team looks like, how to hire the best sales talent in this crazy job market, how to interview these folks, and a little bit on outbounding for sales development teams.
Modern Sales Pros Power Hour with Zappi’s VP of RevOps
Pete spent the hour asking Danielle attendee questions and diving into topics like RevOps as a service vs. execution, the benefits of having a technology-heavy RevOps team, buying signals, intent data, land and expand deal motions, revenue stickiness, the sales tech landscape, and so much more.
Modern Sales Power Hour with Figma’s Leader of Enterprise Sales
In this episode, Pete and Marissa dove into topics like product-led-growth (PLG), running a successful trial or pilot program, why collaboration is important, running simultaneous bottoms-up and top-down Enterprise sales motions, and a heckuva lot more.
Modern Sales Power Hour with Shortcut’s CRO
For this episode, Pete and Connor discussed topics like product-led growth (PLG), sales assisted PLG, selling to developers, the customer service paradox, why humans are important to the sales process, and so much more.
Modern Sales Power Hour with LaunchDarkly’s VP of Enterprise Sales
In this episode, you’ll learn Tammy’s favorite sales methodology, best practices for managing your economic buyer, champion development, decision criteria, pre-call planning, and discovery calls.
Modern Sales Power Hour with Brazen’s VP of RevOps
This episode covers automating the cold outbound process, advocating for budget, frameworks, the role ops plays in forecasting, and so much more.
Modern Sales Power Hour with Checkr’s VP of RevOps
In this epsiode, you’ll learn about Product-Led Growth (PLG) as it related to sales, usage-based business models, what verticals you should be approaching (enterprise, mid-market, SMB, the gig-economy), and how the revenue org at Checkr has optimized the hell out their processes that support the PLG model.