AI Practice Sessions: Prospecting Methods 2025 • 
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CXO GAMES 5
December 7th – 17th, 2021

Alex
Olley

Co-Founder, CRO, Reachdesk

Cherryl
Turner

Chief Development Officer

Griffin
Lee

Account Executive, Troops

Ryan
Scalera

Head of Business Development, Addepar

Robert
Camardo

Account Executive at Walnut.io

Dec 7th, 2021

No pitch contest (Edutainment)

If you ask a sales person to screw in a lightbulb they will first spend one full hour pitching you. Learn how to stage a compelling value narrative around a theme or a trend that inspires clients to buy.

SVP Revenue Strategy at SalesLoft

Players

Alex
Olley

Co-Founder, CRO, Reachdesk

Cherryl
Turner

Chief Development Officer

Griffin
Lee

Account Executive, Troops

Ryan
Scalera

Head of Business Development, Addepar

Robert
Camardo

Account Executive at Walnut.io

Dec 8th, 2021

Story selling

Our brains are hard wired to viscerally respond to stories since the days when we lived in caves. The problem is we bombard our prospects with facts and figures. Learn the art of effective storytelling and you won’t have skinny kids.

Dean’s Distinguished Professor of Sales, Northern Illinois University

Players

Cherryl
Turner

Chief Development Officer

Robert
Camardo

Account Executive at Walnut.io

Ryan
Scalera

Head of Business Development, Addepar

Griffin
Lee

Account Executive, Troops

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Dec 9th, 2021

Personal branding

When you treat your LinkedIn profile like a CV with phrases like
“quota crusher” you scare prospects away. Personal branding is so
easy it’s hard. We’ll help you get out of your own way and think of yourself like Nike.

CRO at VanillaSoft

Players

Cherryl
Turner

Chief Development Officer

Ryan
Scalera

Head of Business Development, Addepar

Robert
Camardo

Account Executive at Walnut.io

Dec 10th, 2021

RevOps HIIT

The myth of RevOps is that it plays well for folks who like calculus. Salespeople pride themselves on being non-technical which is highly ironic when you sell technology. We can’t fix your bad attitude but we can certainly fix your stack.

Head of Revenue Operations, Buildots

Players

Cherryl
Turner

Chief Development Officer

Ryan
Scalera

Head of Business Development, Addepar

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Dec 13th, 2021

Negotiation

Whether it’s the FBI, Harvard or your five-year old niece, it’s not always easy to get what you want. Get ready to negotiate your heart out.

Founder at Sales Melon

Players

Rachel
Netson

Marketing Programs Specialist at Spiff Inc

Kira
Tchernikovsky

Co-Founder, Customerization

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

Adam
Barney

Mentor, First Round Fast Track

Will
Allred

Co-Founder & COO

Dec 14th, 2021

Cold calls

In this challenge, marketers will learn how to open cold calls, handle objections, get past the gatekeepers, and get a meeting with anyone.

VP of Marketing, RightBound

Players

Rachel
Netson

Marketing Programs Specialist at Spiff Inc

Kira
Tchernikovsky

Co-Founder, Customerization

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

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Dec 15th, 2021

Discovery mode

Effective demos are like choreographing a ballet. We are going to make it hard for you, so you can make it look easy, later.

SVP Marketing, Tradeswell

Players

Rachel
Netson

Marketing Programs Specialist at Spiff Inc

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

Dec 16th, 2021

RevOps HIIT

Marketers fundamentally are ahead of the curve with RevOps. That’s because it’s the wicked stepbrother of MarOps. But what if you carried a quota and had to hit the same number as the sales team? You’re about to get whiplash with how fast theory moves into practice.

Chief Analyst,
Canalys

Players

Rachel
Netson

Marketing Programs Specialist at Spiff Inc

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

image
Dec 17th, 2021

VC Endgame

Your go-to-market strategy is essential to nailing product market fit so you can penetrate a new market, get traction, and scale your idea. In this event each contestant will build a GTM strategy to the specifications of the GTM maven, applying everything they’ve learned.

CEO, Formative Ventures

Players

Ryan
Scalera

Head of Business Development, Addepar

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

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Part II

Marketers become Sellers

Rachel
Netson

Marketing Programs Specialist at Spiff Inc

Kira
Tchernikovsky

Co-Founder, Customerization

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

Adam
Barney

Mentor, First Round Fast Track

Will
Allred

Co-Founder & COO

Dec 13th, 2021

Negotiation

Whether it’s the FBI, Harvard or your five-year old niece, it’s not always easy to get what you want. Get ready to negotiate your heart out.

Coach

Founder at Sales Melon

Dec 14th, 2021

Cold calls

In this challenge, marketers will learn how to open cold calls, handle objections, get past the gatekeepers, and get a meeting with anyone.

Coach

VP of Marketing, RightBound

Dec 15th, 2021

Discovery mode

Effective demos are like choreographing a ballet. We are going to make it hard for you, so you can make it look easy, later.

Coach

SVP Marketing, Tradeswell

Dec 16th, 2021

RevOps HIIT

Marketers fundamentally are ahead of the curve with RevOps. That’s because it’s the wicked stepbrother of MarOps. But what if you carried a quota and had to hit the same number as the sales team? You’re about to get whiplash with how fast theory moves into practice.

Coach

Chief Analyst,
Canalys

Part III

VC Endgame

Players

Ryan
Scalera

Head of Business Development, Addepar

Mason
Cosby

Digital Marketing Specialist, Mojo Media Labs

image
Dec 17th, 2021

VC Endgame

Your go-to-market strategy is essential to nailing product market fit so you can penetrate a new market, get traction, and scale your idea. In this event each contestant will build a GTM strategy to the specifications of the GTM maven, applying everything they’ve learned.

Coach

CEO, Formative Ventures

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