{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/68655030d9fe141218a71c28/6a68795ba02cbcf2a1fef8a2?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"How to Scale an Enterprise Sales Organisation","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/68655030d9fe141218a71c28/1785754834363-964acd48-5523-4c39-8bad-bb359afa29cb.jpeg?height=200","description":"<p>Scaling an enterprise sales team isn't about beanbags, ping pong, or the latest tool.</p><p><br></p><p>In this episode, James Bissell sits down with Chris Colley, VP of Global Sales at Attest, to break down what actually holds up when you scale: a culture built on learning, a clear hiring bar, coaching that happens on the job, and a prospecting engine that still works in the age of AI. </p><p><br></p><p>KEY THEMES</p><p><br></p><p>- Sales culture built on learning and psychological safety, not perks</p><p>- Mastery Monday: turning team meetings into enablement sessions</p><p>- Enterprise AE hiring: motivation, self-sourced pipeline, handling complexity</p><p>- Managing out the wrong hire early and avoiding surprise exits</p><p>- Micro promotions as a talent attraction and retention strategy</p><p>- Using MEDDIC to run deal reviews, not as a checkbox exercise</p><p>- Sales call prep and why it separates good AEs from great ones</p><p>- Discounting vs deal construction in enterprise negotiation</p><p>- Why outbound prospecting isn't dead and AE-led prospecting wins</p><p>- PG Tuesdays: dedicating a full day to pipeline generation</p><p>- How AI will reshape the AE role and why context is everything</p><p><br></p><p>MORE ABOUT JAMES</p><p><br></p><p>- Host: James Bissell, founder of The Revenue Enabler</p><p>- LinkedIn: https://www.linkedin.com/in/james-bissell1/</p><p>- Website: https://www.therevenueenabler.com</p><p><br></p><p>MORE ABOUT CHRIS</p><p><br></p><p>- Guest: Christopher Colley, VP of Global Sales at Attest</p><p>- LinkedIn: https://www.linkedin.com/in/chriscol/</p>","author_name":"James Bissell"}