Inside The Pipeline: B2B Sales and GTM
00:36:08 · Nick Casale
[00:36:08] S1: Apart from Red Rising. Yeah. I think for an AE, like, I still don't think you can beat Challenger Sale. Mhmm. I think Never split the difference is incredible too. I I prefer it though on audio. Like, you gotta hear it and feel it. I think it's an incredible... I think the the premise is... The tools in that are awesome, and I use those. And I think Challenger Sale is is still what I keep, like, going back to innately. For leaders, I think the most underrated is is Trillion Dollar Coach. K. I don't I don't... I haven't... I don't think it's a super popular one. It's about Bill Campbell, the famous coach of Silicon Valley, like coached Steve Jobs and all these incredible leaders. And he was actually a football coach previously. And it's it's... There's... There... It's just stories of him. But there's an... There's just incredible reminders that when push comes to shove, you're you're the coach. Right? Like, you you are the coach, and I think that's... Gets forgotten a lot for for sales leaders. And I think if if... For the AEs, I think the... I I think if you... If you're not selecting your your leader with that... If you're interviewing a company and you're not asking yourself sort of, is this someone who's gonna gonna coach me? Like, will I be able to learn? Is that a draw? Right? Like, think about, you know, sort of athletes picking a team. It's like, that would be such an... Wouldn't that be sort of the most important piece? And I think it's like there's so many so many other things that you you can latch onto with companies where you're like, oh, that... I think, you know, they're growing this fast. There's this and there's that. And it's like, okay. But who's your coach gonna be?
00:37:41 · Tris Tusa, Nick Casale
[00:37:41] S0: Yeah. Yeah. Yeah. [00:37:42] S1: You know? [00:37:42] S0: I think that's a Yeah. It's a real nugget of information or or wisdom that I think people take away. Thank you so much for your time today. Very finally, where can people find out more about you and where can they find out more about AirOps? [00:37:56] S1: Airops.com. Nick, nick.Casale@AirOps.com. LinkedIn, send me GIFs. Send GIFs to the office. Use... Sendoso. Send [00:38:06] S0: send... Yeah. Sendoso some some cookies Yeah. Or a steak. Great. Nice. Nick, thanks so much. [00:38:12] S1: Yeah. Thanks for having [00:38:13] S0: me. Great.