In this episode of Skip to the Point, Alex is joined by accomplished sales leader Sam Griffard.

Let this be a reminder to all AEs: even though you’re no longer an SDR, working on stuff on the top of the funnel is still crucial to success.

Alex and Sam talk about how to get better at cold calls, how to excel at talking about the future state in discovery calls and how to bridge gaps to make important connections with prospects

Tune in for an episode that all sales nerds will enjoy!

ABOUT SAM GRIFFARD:Sam Griffard is a self-proclaimed "Sales Nerd" with two degrees in sales and over 14 years of professional sales experience. Passionate about the science, art, and math behind effective sales practices, Sam has helped organizations at various stages of growth establish, redesign, and adopt sales processes that have driven hundreds of millions in revenue.

He’s been an SDR, AE, leader of SDRs, AEs, and Sales Enablement, and fractional Sales Consultant.

Sam champions a sales approach that goes beyond trendy tactics, motivational fluff, or guesswork. Instead, he focuses on processes rooted in human psychology, backed by science, and guided by data to deliver predictable results. His mission is to create sales strategies that both teams and prospects enjoy.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by Scott Blostein, a guy who has been where many of you might be right now; feeling stuck in your career, struggling to get noticed by big-name companies, or spinning your wheels during interview processes.

With 10+ years of SaaS experience, he uses that experience to help others break into these high-paying tech companies and 2-3x their income.

Scott shares with Alex tips on how to start prospecting into companies you want to work at.

He also tells Alex about how to go about informational interviews and how to nail some of the most common interview questions.

This is the ideal listen for anyone looking to get further in their career, as Alex and Scott skip to the point.

ABOUT SCOTTIn 2014, Scott was stuck in a job he didn’t enjoy, struggling to make ends meet. Seeking change, he hired a coach and created a career plan that led him to success.

Despite no formal sales experience, his plan showcased his skills and caught the attention of Oracle. Over the next decade, he built a remarkable career at top companies like Oracle, Salesforce, Shopify, and ClickUp, gaining world-class sales training and increasing his earning potential.

Now, Scott helps others break into high-paying tech companies and 2-3x their income. If you’re feeling stuck or struggling to get noticed by top companies, he’s here to help you overcome those challenges.

ABOUT ALEX MILLER

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant.

Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by David Weiss, CRO of the Sales Collective, a sales thinktank that helps companies assess their people, build their sales processes and train their sales teams effectively. With over 20 years of sales experience, he talks to Alex about how to ask the right discovery questions so you can start to understand a customer’s problems. David also tells Alex about why you need to know 100% of your pipeline as an AE, and teaches her about how you can narrow your focus on risk. Tune in for an insightful episode to learn sales skills you can start to implement right away as Alex and David skip to the point. Never lose a sales deal again! ABOUT DAVID WEISS: David Weiss is an accomplished salesperson, leader, and business strategist with 20 years of experience in the technology, consulting, and professional services industry. He is the CRO of The Sales Collective, a sales think tank that helps companies assess their people, build their process building, train their teams, and hire future top performers. He is also the founder of DealDoc, a mobile application to help salespeople see problems in their opportunities and actions they can take to solve those problems. Prior to joining The Sales Collective, David held a number of senior executive positions at leading technology companies, including Seismic, Outreach, and ADP. During his tenure at these companies, he was responsible for driving business growth, developing new markets, and leading strategic initiatives that resulted in significant revenue and profit growth. David is a recognized thought leader in the sales industry and has been featured in a number of publications and podcasts, including Sales Hacker, Crunchbase, and Top1FM, as well as many others. He is also one of the leading minds on the MEDDICC et al methodologies. David holds a Bachelor of Science in Psychology with a focus in Business Marketing from the Rochester Institute of Technology. He also serves as a strategic advisor to several technology startups. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

In this episode, Alex is joined by Scott Bush, founder of Bredison & Associates. He has worked with a variety of Fortune 100 companies, responsible for over a billion dollars in revenue and is now doing consulting in over 35 countries. This is a special episode, because he’s also Alex’s cousin. Scott tells Alex about the essential skills you need to build your sales career. They also discuss how to nail cold calls and keep your customer on the phone. Scott shares with Alex how to best utilize the people around you to become successful. Tune into what is a typical day-to-day conversation for Alex and Scott as they skip to the point. ABOUT SCOTT BUSH: Scott Bush is a top facilitator in North America, serving a wide range of Fortune 500 clients across the country. As the founder of Bredison & Associates, Scott has led the company to become a global leader in training and coaching, dedicated to optimizing performance, enhancing productivity, and helping individuals reach their full potential. Bredison & Associates delivers tailored programs designed to foster new behaviors within organizations and achieve measurable outcomes. Their course offerings cover essential areas, including Leadership, Management, Communication Skills, Core Professional Skills, Sales, and Sales Management. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry. Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field. Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself. CHAPTERS 0:00 Introduction 5:27 Cold calling advice 8:34 overcoming common sales challenges 13:51 Sales territory story

In this episode, Alex Kremer talks about how he got to where he is now, his battle with mental health struggles and how you can make your side hustle your main hustle.

The two Alexes talk about inner game and how you can work to cultivate it to truly excel in your sales career, and build authentic connections with your customers.

Tune into this episode to learn all this and so much more, as Alex and Alex skip to the point!

ABOUT ALEX KREMER

Alex Kremer is the Founder of Alluviance, a community dedicated to transforming leadership and culture for individuals and businesses.

With 15 years of experience, Alex has trained leaders, sales professionals, and teams at companies like Microsoft, Paycom, and DocuSign.

At Outreach, he played a key role in scaling the company from 150 to over 1,600 employees, hiring and mentoring over 100 Account Executives and Sales Managers, and earning President’s Club honors for seven consecutive years.

Alex is renowned for building high-performing sales teams, fostering growth-oriented cultures, and developing purpose-driven leaders.

His insights have been shared on The Rising Leader podcast and at events like Dreamforce, Sales Hacker, and the Foster School of Business.

ABOUT ALEX MILLER

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant.

Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this first episode of Skip to the Point, Alex is joined by Andy Whyte, CEO and founder of MEDDICC. They talk about how the podcast came about, and Andy shares some of his sales advice.

Andy chats about how as a seller you learn to trust your gut and use intuition to keep deals going. He discusses how using MEDDIC acts as the science that leads to the art of trusting your gut.

Andy also teaches Alex about the ways to qualify out, and why it’s one of the hardest things to do in sales.

Tune into this episode to hear about why no one cares about what your product does, and what it is they actually do care about, as Alex and Andy skip to the point.

ABOUT ALEX

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field. Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

ABOUT ANDY

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - Dad.

CHAPTERS 0:00 Introduction 1:05 Starting a podcast 2:57 Trusting your gut 6:42 Being the best version of yourself 8:21 Deal reviews 11:12 Being vulnerable in sales 12:55 Advice for BDRs part one 14:30 How to Qualify Out 15:35 Advice for BDRs part two 16:09 Value Selling 20:07 Mistakes that salespeople make 22:39 Andy's Journal

Hey! Alex Miller here 👋

Welcome to the show!

In each episode, I’ll speak with some of the top sellers in our industry.

We call it a podcast, but what you’re getting is to be a fly on the wall while I learn from the best.

No fluff. No small talk. No resumes.

Just short and powerful sales tips to help you through your week.

This is Skip To The Point!