159: Don’t Create Noise, Break Through the Noise with Gong’s JC Pollard

1

Introduction

00:00 • 3min

2

What's Getting in the Way of Discovery in Sales?

02:37 • 3min

3

Is It Discovery Is Everything?

05:59 • 2min

4

The Third Point - Asking Hard Questions and Taking the Risk

07:39 • 2min

5

What About This Is So Exciting, but I Just Love the Idea

09:26 • 2min

6

Gong

11:37 • 3min

7

How Did You Find Your Stride?

14:17 • 2min

8

The Obstacle Is the Way by Ryan Alde

16:19 • 2min

9

The Biggest Thing That Changed Your Mindset

17:57 • 2min

10

The Power of the Demo

19:55 • 2min

11

How Did You Get Into Sales?

21:32 • 2min

12

Do You Have a Sales Culture?

23:25 • 3min

13

What Makes for a Great Sales Culture?

26:04 • 2min

14

What's Your Overarching Prospecting Philosophy?

27:42 • 3min

15

Is There a Lot of Noise Out There?

30:26 • 3min

16

The Most Common Leadership Failure Is That You Don't Let Your People Fail

33:07 • 2min

17

The Opportunity to Win Back Your Losses

34:38 • 2min

18

The Challenger Sale Book

36:32 • 2min

19

Is There a Way to Break Through the Noise?

38:40 • 2min

20

Is the World Ending the Say?

40:26 • 2min

21

What's Your Tech Stack?

42:08 • 2min

22

Taking Notes on Calls Is a Game Changer, Right?

44:28 • 2min

23

The Second Layer of Power Is That You're Not Representing What You Said

46:10 • 2min

24

How Do You Structure Your Day?

47:59 • 2min

25

Stacking Winds Outside of Work

50:20 • 2min

26

The Austin Marathon Is Not an Easy Race

52:47 • 2min

27

Is There a Difference Between a 95% and a 120% Effort?

54:22 • 2min

28

I've Never Been Great at Fully Disconnecting, Right?

56:05 • 2min

29

The Most Critical Components of a Successful Day

57:48 • 3min

30

I Love Your Approach to Stacking Wins

01:00:45 • 2min

31

What Really Motivates You?

01:02:34 • 2min

32

Is There Something I Think the Average Sales Professional Would Think Is Crazy?

01:04:25 • 2min

33

Is There Something You Think Is Nuts?

01:06:08 • 3min

34

JC, What Advice Would You Give to a Former SDR?

01:08:45 • 2min

35

How Do You Manage Your Career as a Sales Professional?

01:10:41 • 3min

36

I Love That Katie Dorsey

01:13:38 • 2min

37

Sales Success Stories Podcast

01:16:03 • 2min