🎥 Video

👇🏼 Watch presentations I've done over the years by clicking on the titles.

2024

Infraday Pacific Northwest: The Great Debate
Recorded live at Infraday Pacific Northwest in Seattle, this is a build vs. buy "debate" with AJ Waters, moderated by Jon Porterfield.

The B2B Revenue Executive Experience
The "topic of the day" for this episode is sales development. Hosts Carlos Nouche and Lisa Schnare ask about areas sales development leaders and organizations should consider as table stakes. (transcript)

Outbound Squad [PipeGenLive]
This was a live episode for salespeople on how to eat your competitors' lunch. It featured Jason Bay, Ryan Oosterveld, and Anthony Iannarino and included strategies, tactics, and stories for dominating the competition.

The GTM Podcast
An episode with Scott Barker that centers on applying systems, processes, formulas, and recipes to elevate your message and career. (transcript)

Infraday Mountain States: The Great Debate
Recorded live at Infraday Mountain States in Denver, this is a build vs. buy "debate" with AJ Waters, moderated by Cari Stieglitz.

The GTM Pack Show
A conversation with Jorge Soto about transitioning to a VP of Sales role and ensuring your organization has the mental tools for repeated success. (transcript)

Infraday California: The Great Debate
Recorded live at Infraday California in Los Angeles, this is a build vs. buy "debate" with Nicholas Johnson, moderated by Keith Kajiya.

The Sales Consultant Podcast with Derrick Williams
A talk with Derrick Williams about servant leadership, 75 Hard, and sales consulting. (transcript)

CloseMode with Brian Dietmeyer
A conversation with Brian Dietmeyer about how to run a successful, all-company Prospecting Day. (transcript)

2023

The One on One Podcast with Gabrielle "GB" Blackwell
GB hosted a live, virtual podcast episode with me, and we discussed leadership traits and tactics. (transcript)

Outbound Squad with Jason Bay
A favorite conversation of mine, Jason Bay and I talked about what sales leaders are like when they're world class. (transcript)

Scalin' Up SDR Management for Rapidly Scaling Organizations
The Mega SKO is an annual virtual event hosted by Modern Sales Pros. This panel discussion included Gil Abramov, Travis Militzer, and Debora Fernandez and was all about sales development management. (transcript)

How to Reduce Ramp Time and Boost Sales
Hosted by the Sell Better by JB Sales team, this panel shared tips, examples, and lessons from ramping and onboarding sales and sales development reps. Speakers included Nikki Ivey and Ellis Stone. (transcript)

2022

PEAK Sales Summit
Hosted by Ambition, this session reviewed the evolution, challenges, and benefits of the modern tech stack. Speakers included Butler Raines, Brandy Ringler, and Will Allred.

Dude, Where's My Pipeline? with Emily Hill and Wendy Perilli
This discussion focused on the interlock between demand generation and sales development teams. It was hosted by Emily Hill and Wendy Perilli of PeerSpot. (transcript)

Make It Happen Mondays with John Barrows
Any chance I get to talk with John Barrows is cherished. (transcript)

Modern Sales Power Hour with Pete Kazanjy
A great talk with Pete Kazanjy of Atrium and Modern Sales Pros. We talked about gratitude, sales development, and driving a performance culture. (transcript)

2021

A Tactical Approach to Booking Qualified Meetings (in Less Than an Hour)
A discussion with James Buckley and Leslie Douglas from JB Sales. We covered tactics for booking qualified sales meetings...because it's tough to do.

Supercharged: The Playbook for Scaling Your Sales Development Team
Modern Sales Pros hosted this panel as part of the Revenue Excellence Summit. It was led by Nipul Chokshi, Kent Venook, Rashmi Viswanath, Anna Fisher, and Gina Holly.

AA-ISP: “The Great Resignation”Employee Mental Health and Retention, Part I
A deep discussion panel, led by André Anderson and featuring Sean Kawaguchi, Jeff Riseley, Susan Warden, and GB Blackwell.

AA-ISP: "The Great Resignation"Employee Mental Health, Part II - Ralph Barsi Responses
Led by Michael Tuso, Part II's panel included Sean Kawaguchi and Jeff Riseley.

The Tenbound Sales Development Conference
David Dulany and the teams at Tenbound and Vendition hosted the annual Sales Development Conference in San Francisco.

1UP Sales Development Podcast
Jax Lieu hosted a fun conversation about sales development talk tracks, purpose, and mechanics.

The Demo Diaries Podcast
Jorge Soto hosted a great conversation about “Four Pillars of Sales Excellence."

2020

Coffee with Closers
Samuel Thimothy and I talked about the best sales leaders’ characteristics and best practices. It was a fun conversation.

The Salesman Podcast
It was a pleasure talking with Will Barron again. We discussed “How to Become UNSACKABLE in Your B2B Sales Job.” Read the show notes here.

Surf and Sales Podcast
Hosted by Richard Harris and 🏄🏽‍♂️Scott Leese, this episode ran the gamut. It was an honor to join them for their 150th episode. Richard and Scott are two well-known, impactful leaders in our space.

Millennial Sales Podcast
Tom Alaimo and I discussed working harder on yourself than you do on your job.

Tenbound Sales Development Conference
This was a live, virtual presentation on “Success Principles for Today’s SaaS Leader.”

Loopicon: Human-Centric Sales at Scale
This was a live panel discussion for Loopio’s annual conference. I joined Jafar Owainati, Jen Franklin, DeJuan Brown, and Robert Flint.

Sales Hacker Live AMAs with Becc Holland
Live “Ask Me Anything” recordings with Becc Holland and Matt Cameron.

Re-Route Your Marketing
This was a panel discussion hosted by Folloze. The moderator was Adi Aloni and I was joined by my friend, Brian Remington.

ringDNA Selling Forward: Virtual Summit
Hosted by Andy Paul, this web presentation was about how to break through mental barriers and get through crises.

How to Maintain Momentum During Uncertainty
Hosted by Gong.io, this is an online panel discussion led by Justin Welsh. The panel also included Stephanie Jenkins and Anna Phalen.

Flip the Script Tour, San Francisco
Hosted by Becc Holland, this panel was moderated by Scott Barker and included Pete Kazanjy, Godard Abel, and Lars Nilsson.

2019

Sales Secrets from the Top 1%
Hosted by Brandon Bornancin, this talk reminds us that sales success starts with the right attitude.

Building a High Performing Sales Development Culture
Hosted by David Dulany, this is a discussion with Jenny Poore on key drivers of high-performing sales development teams.

The Salesman Podcast
Answers to questions from Will Barron about networks of influence and underrated sales skills.

2018

Hunters and Closers Podcast
A conversation with Dainon Haggard. We talked about how to take ownership of your career. Read the show notes here.

Revenue Summit: How to Prospect Using the Basics
Filmed at Sales Hacker’s Revenue Summit in San Francisco, this talk was on the fundamentals of sales prospecting. Download the presentation here.

2017

How to Build a Crackerjack Sales Development Team
Filmed exclusively for the 2017 Sales Development Summit, hosted by InsideSales.com and Sales Hacker, this talk offers five key drivers for building a team of A-player sales development reps.

The Salesman Podcast
This conversation with Will Barron was about how to stay motivated in and out of sales.

True Ventures University
Lars Nilsson and I spoke to True University students about Scaling Your World Class Sales Development Organization. True University is an annual two-day startup hosted by True Ventures at UC Berkeley’s Haas School of Business.

Revenue Summit: How Top Salespeople Overcome Obscurity
This presentation was filmed at Sales Hacker’s Revenue Summit in San Francisco. It centered on how salespeople can overcome obscurity in the marketplace. Download the presentation slides here. (transcript)

How Can We Use Video to Inspire Our Team?
This was a brief chat with my dear friend, Jorge Soto.

Semi-Rapid-Fire Sales Development Questions
Craig Rosenberg asked me a few questions.

Sales Mastership
Hosted by Winning By Design, this get together in the Boomtrain (now Zeta Global) office in San Francisco was to talk about the difference between good and great sales professionals.

The SDR Chronicles
It was an honor to join Morgan J. Ingram live in Atlanta for the 100th episode of The SDR Chronicles.

HireVue: SalesSummit
HireVue hosted this web conference. My presentation was about WHY you should do what you do. Download the presentation slides here.

SaaStr: How the Best Outbound Sales Teams Are Managed
Filmed at the SaaStr conference in San Francisco. This panel, led by Aaron Ross, also included Lauren McGuire and Mark Roberge.

#RealSalesTalk: On Servant Leadership
I joined Sean Mitchell and Phill Keene for an episode of #RealSalesTalk, a video podcast they once hosted. This is an excerpt where I discuss my take on servant leadership. Watch the full episode here.

2016

Kiwi Landing Pad: Sales Playbooks
This conversation was with Siân Simpson.

#StartupsUnedited: Leadership by Example
Hosted by Jorge Soto, this discussion also included Mark Ruthfield. We talked about millennials, tripling-down on strengths, and walking the talk.

Interview with AA-ISP Founder Bob Perkins
I joined the AA-ISP in Q1 2011. This conversation is with the association’s founder and president, Bob Perkins, about the association’s influence on sales development leadership. (transcript)

2015

Sales Stack: How to Power the Top of the Funnel
Filmed at Sales Hacker’s Sales Stack conference in San Francisco, John Barrows hosted this discussion on optimizing sales and marketing efforts. Panelists also included Bill Binch, Andrea Austin, and Lesley Young.

How to Build a Winning Sales Team
Filmed at, and hosted by, Betts Recruiting in San Francisco, this discussion centered on attracting top talent to your organization. Led by Amber Weinberg, the panel also included David Baga, Trenton Truitt, and Bridget Gleason.

How to Avoid SDR Burnout
Hosted by Max Altschuler, the founder of Sales Hacker. The panel also included Jon Birdsong and JM Wilke. We talked about how to prevent sales development reps from “burning out.”

Best Sales Development Tools to Use in 2015, Part 2
Part 2 of a 2-part series on the hottest, most current technology for sales development professionals.The panel also included Andrew McGuire, Sean Kester, and David Dulany. Download the presentation slides here.

What SDR Job Descriptions are Really Telling You
This piece was done for a virtual sales summit. It serves as a guide for aspiring sales development reps.

Rainmaker: Hiring for the Modern SDR
This presentation was filmed at Salesloft’s Rainmaker conference in Atlanta. It centered on how to attract and retain top sales development talent. (slides) (transcript)

Best Sales Development Tools to Use in 2015
Part 1 of a 2-part series on the hottest, most current technology for sales development professionals. The panel also included Andrew McGuire, Sean Kester, and David Dulany. Download the presentation slides here.

2014

Sales Prospecting: How to Plan Your Work and Work Your Plan
Sales activity without structure is as productive as children playing at recess. This webcast covered planning the work and working the plan. Download the presentation slides here.

Dreamforce 2014: SDRs MUST Represent
Recorded live at Dreamforce in San Francisco. Ken Krogue introduced this talk on how to “represent” in the sales and sales development profession. Download the presentation slides here. (transcript)

Sales Acceleration Summit: How to Motivate Your Sales Team
Hosted by XANT, this webinar focuses on prime areas that drive motivated sales teams. The video is no longer available, but you can download the presentation slides here.