In this episode of Skip to the Point, Alex talks to Brian LaManna, Enterprise AE and number one seller at Gong.
Brian tells Alex about the biggest mistakes he sees AEs make, and with that he gives Alex advice on how to better refine her process and the difference between personalisation and relevance, especially during outbounding and discovery.
Brian also talks about what to do next if your discovery goes well, and how to handle common objections, especially at the bottom of the sales funnel. Tune in as Alex and Brian skip to the point.
ABOUT BRIAN LAMANNA
Brian LaManna is the number one seller at Gong. He is an Enterprise AE and is a 6 time President’s Club member. He prides himself on his preparation, organization, and creating systems to make him successful. Outside of Gong, he is the founder of ClosedWon, a sales training company that provides daily content on LinkedIn, a free weekly newsletter, and sales playbooks online. Outside of work altogether, he lives in Chicago and loves all things sports, going to new restaurants in the city, and spending time with friends and family.
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.