AI Practice Sessions: Prospecting Methods 2025 • 
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CXO GAMES 14
3th edition

Recession-proof Methodologies

Cameron
Rochette

Operations Manager, SalesWings

Remi
Sanderford

Account Director at SalesScreen

Max
Sonderby

Founder at PitchGrid

Anthony
Natoli

Enterprise Account Executive, Lattice

Alexis
Chiriac

Inside Sales Lead, DRUID AI

Sep 13th, 2022

Market/Demand Analysis

Can a salesperson operate like a Deloitte consultant? How do you conduct a SWOT analysis of a market, figure out where the blue ocean is in a sea of red, and define the strategy/ tactics to how to go after it? Sellers need to things to become trusted advisors, trust and advice.

Director GTM Operations, SaaS Labs

Players

Cameron
Rochette

Operations Manager, SalesWings

Remi
Sanderford

Account Director at SalesScreen

Max
Sonderby

Founder at PitchGrid

Anthony
Natoli

Enterprise Account Executive, Lattice

Alexis
Chiriac

Inside Sales Lead, DRUID AI

Sep 14th, 2022

OODA Loops

Fighter pilots employ a methodology called the OODA Loop (observe–orient–decide–act) to guide their real-time decision-making. Your saving grace—what separates you from failure and death—isn’t absolute precision or better weapons or better vision or better reflexes. If you can make a better decision faster than you win.

CEO,
ProofAnalytics.ai

Players

Cameron
Rochette

Operations Manager, SalesWings

Remi
Sanderford

Account Director at SalesScreen

Max
Sonderby

Founder at PitchGrid

Alexis
Chiriac

Inside Sales Lead, DRUID AI

image
image
Sep 15th, 2022

Carole Mahoney Method

Carole has been called the “Sales Therapist” by a Harvard Business School professor. She coaches Harvard Business School Entrepreneurial MBA students on sales, been featured as a top 15 sales Influencer in 2020 by LinkedIn, a Woman to Watch in Sales by Sales Hacker, and a top sales coach by Ambition.

Founder at Unbound Growth

Players

Cameron
Rochette

Operations Manager, SalesWings

Remi
Sanderford

Account Director at SalesScreen

Max
Sonderby

Founder at PitchGrid

Alexis
Chiriac

Inside Sales Lead, DRUID AI

image
image
Sep 16th, 2022

Jedi Method

Jed is back with the exact cold email methods he’s used to scale successful SDR teams at PandaDoc & Mailshake. Learn how to create an effective sequence, write simple, relevant emails that get a response, and unorthodox email strategies that will separate you from the rest.

Head of Outbound Sales, Mailshake

Players

Cameron
Rochette

Operations Manager, SalesWings

Alexis
Chiriac

Inside Sales Lead, DRUID AI

image
Sep 19th, 2022

Permission-Based Method

Brynne redefines social selling as something that is beyond pitch-spamming. She teaches her clients how they can earn the likes and the right to connect with people on LinkedIn using strategies that put more emphasis on relationship building rather than sales pitching.

CEO, LinkedIn Whisperer at Social Sales Link

Players

Josh
Schneider

Growth Marketing Consultant at Impressive Clicks

Natalie
Marcotullio

Head of Growth and Operations at Navattic

Alaina
Lamphear

Marketing Strategy Director at Access Marketing Company

Anisha
Kohli

Community manager at JustCall (SaaS Labs)

Jimit
Mehta

Director of Enterprise GTM at CommerceIQ

Tamara
Kitić
Yarovoy

Director, Demand Generation at Vena Solutions

Sep 20th, 2022

PREDICT© Selling

How do you know if a large deal is likely to close? Try using PREDICT SELLING by one of the top reps ever at Salesforce. P: Problem with Pain, R: Reason, E: Engagement, D: Decision Maker and Process I: Impact, C: Cost, T: Timeline—Learn precisely how to qualify the largest enterprise deals and hit your number from this SaaS legend.

Founder & President, Ian Koniak Sales Coaching Inc.

Players

Josh
Schneider

Growth Marketing Consultant at Impressive Clicks

Natalie
Marcotullio

Head of Growth and Operations at Navattic

Alaina
Lamphear

Marketing Strategy Director at Access Marketing Company

Anisha
Kohli

Community manager at JustCall (SaaS Labs)

Jimit
Mehta

Director of Enterprise GTM at CommerceIQ

Tamara
Kitić
Yarovoy

Director, Demand Generation at Vena Solutions

Sep 21th, 2022

Challenger Methodology

“If you want to improve your sellers’ performance, protect their time. Make it clear what high-value activities actually matter and manage against only those. Don’t waste energy reporting on activities for the sake of reporting activities.” We’ll talk Strategic Selling and 6QA which ends debates about lead quality by unifying revenue teams on when in-market accounts are ready to convert to an opportunity.

SVP Sales, 6sense

Players

Josh
Schneider

Growth Marketing Consultant at Impressive Clicks

Natalie
Marcotullio

Head of Growth and Operations at Navattic

Alaina
Lamphear

Marketing Strategy Director at Access Marketing Company

Jimit
Mehta

Director of Enterprise GTM at CommerceIQ

image
image
Sep 22th, 2022

REPLY Method

Jason will coach us on REPLY, an actionable messaging framework to increase response rates, break through the clutter, and land more meetings. REPLY: Relevant results, empathy, personalization, laser focus, you-oriented. Take your outbound game up a notch!

Founder & CEO, Outbound Squad

Players

Natalie
Marcotullio

Head of Growth and Operations at Navattic

Alaina
Lamphear

Marketing Strategy Director at Access Marketing Company

image
Sep 23th, 2022

VC Endgame

Jeffrey Silverman is a Co-Founder and Managing Partner of Laconia, which was launched in 2014. A seasoned operator turned investor, Jeffrey has over 20 years of experience building early stage technology and media companies. Some of his notable investments include TripleLift, PromoteIQ, FreeWheel, LevelSet, SyncOnSet & ALICE.

Managing Partner, Laconia

Players

Cameron
Rochette

Operations Manager, SalesWings

Natalie
Marcotullio

Head of Growth and Operations at Navattic

image
Part II

MKT All-Stars cross-train on Sales Methods

Josh
Schneider

Growth Marketing Consultant at Impressive Clicks

Natalie
Marcotullio

Head of Growth and Operations at Navattic

Alaina
Lamphear

Marketing Strategy Director at Access Marketing Company

Anisha
Kohli

Community manager at JustCall (SaaS Labs)

Jimit
Mehta

Director of Enterprise GTM at CommerceIQ

Tamara
Kitić
Yarovoy

Director, Demand Generation at Vena Solutions

Sep 19th, 2022

Permission-Based Method

Brynne redefines social selling as something that is beyond pitch-spamming. She teaches her clients how they can earn the likes and the right to connect with people on LinkedIn using strategies that put more emphasis on relationship building rather than sales pitching.

Coach

CEO, LinkedIn Whisperer at Social Sales Link

Sep 20th, 2022

PREDICT© Selling

How do you know if a large deal is likely to close? Try using PREDICT SELLING by one of the top reps ever at Salesforce. P: Problem with Pain, R: Reason, E: Engagement, D: Decision Maker and Process I: Impact, C: Cost, T: Timeline—Learn precisely how to qualify the largest enterprise deals and hit your number from this SaaS legend.

Coach

Founder & President, Ian Koniak Sales Coaching Inc.

Sep 21th, 2022

Challenger Methodology

“If you want to improve your sellers’ performance, protect their time. Make it clear what high-value activities actually matter and manage against only those. Don’t waste energy reporting on activities for the sake of reporting activities.” We’ll talk Strategic Selling and 6QA which ends debates about lead quality by unifying revenue teams on when in-market accounts are ready to convert to an opportunity.

Coach

SVP Sales, 6sense

Sep 22th, 2022

REPLY Method

Jason will coach us on REPLY, an actionable messaging framework to increase response rates, break through the clutter, and land more meetings. REPLY: Relevant results, empathy, personalization, laser focus, you-oriented. Take your outbound game up a notch!

Coach

Founder & CEO, Outbound Squad

Part III

VC Endgame

Players

Cameron
Rochette

Operations Manager, SalesWings

Natalie
Marcotullio

Head of Growth and Operations at Navattic

image
Sep 23th, 2022

VC Endgame

Jeffrey Silverman is a Co-Founder and Managing Partner of Laconia, which was launched in 2014. A seasoned operator turned investor, Jeffrey has over 20 years of experience building early stage technology and media companies. Some of his notable investments include TripleLift, PromoteIQ, FreeWheel, LevelSet, SyncOnSet & ALICE.

Coach

Managing Partner, Laconia

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