This episode of Skip to the Point is from one AE to another, as Alex is joined by Jake Jeffries at MEDDICC.

Alex and Jake talk about how to find your own sales style, and Jake shares the secret behind not comparing yourself to the people around you.

Jake also tells Alex about what numbers you should be obsessing over, and which ones you shouldn’t.

It’s a difficult time for salespeople at the moment, so this conversation with Jake is a special one that will hopefully be as helpful for you as it was for Alex!

ABOUT JAKE JEFFRIES

Jake Jeffries didn't really have a choice, sales was the only option. (I don't know if this counts, but he says it does...) Jake started selling door to door lawn mowing at age 12 in the hot Arizona summer sun.

He tried to study Journalism, Finance, and enjoyed a fair few extracurriculars but somehow finished uni among the first class of the Professional Sales Degree program at Arizona State. He even tried escaping to Denver and starting a career in recruiting, but after reading "Predictable Revenue" by Aaron Ross he found himself starting, formally, a career in sales.

Fast forward almost a decade later he's been a top performer at companies like Branch, Multiverse, and now MEDDICC where he works with our largest customers to empower GTM teams to reach their maximum potential.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex has secured a dream guest: Krysten Conner!

Krysten has become one of the most recognized voices in software sales, and for a good reason!

Alex and Krysten talk about how to dive deeper into discovery and how to go through meaningful metrics to quantify the customer’s pain points.

Krysten teaches Alex about how to pull the prospect along the buying process and teach them how to buy.

Check out this episode for some great tips from someone who makes a living coaching and training AEs in their journeys to become top performers.

ABOUT KRYSTEN CONNER

Krysten started her journey in sales after working as a History teacher and in a family business. After making the leap to tech sales, she quickly became an Enterprise AE at companies including Tableau, Outreach and Salesforce.

Still wanting to scratch the itch of teaching and helping others, Krysten now coaches and trains AE’s in their journey to becoming top performers. She has become one of the most well recognized voices in sales and software.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by Tom Alaimo - whose unique sales tactics will change the way you think about your deals.

In this episode, you’ll learn how to:

- How to master the art of becoming a tactical salesperson.

- Tom’s unique sales technique to nurture future prospects and deals.

- Where the urgency REALLY comes from in sales.

Tom's insights come from incredible first-hand experiences in his field - check out the episode now to pick up these useful nuggets to help you on your sales journey.

ABOUT TOM ALAIMO

Tom is the Founder of TA Sales, which has helped 1,000+ SDRs and AEs build their outbound sales skillset.

Prior to that, he spent nearly a decade in software sales at companies like TechTarget and Gong and has been featured as a top sales thought leader by Salesforce, Hubspot, Pavilion and others.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by a mastermind when it comes to selling complex products - Alex Strekel.

In this episode, you’ll learn how to:

Master the art of knowing your product or solution inside out (and perhaps most importantly - what your solution doesn’t do) before you take it to market

How to keep qualifying and validating your prospect throughout a sale

How to take full ownership of a deal, even if you need to bring in your ‘bench’ like executive colleagues to keep things moving.

And more!

Alex’s insights will set you up for success with even the most complicated of products to take to market. Whether you’re a new AE or an experienced salesperson - you’ll take some great learnings from this one!

ABOUT ALEX STREKEL

Alex is a 20+ year financial services veteran, with over 15 of those years spent in business development and client servicing leadership roles.

He is currently Head of Buy Side Growth at Pando Alts, a network of asset owners and general partners, focused on connecting investors of all sizes with the best and widest exposure to the alternative investments marketplace. He is also president of Sandpiper Consulting, a consulting firm focused solely on fintechs and supporting them in go-to-market, workforce scaling, target market analysis, coaching, pricing, and aligning organizations of all sizes to growth.

Alex lives in Connecticut with his wife, son, daughter, one dog and two cats. He is active in local sports organizations and when not on Zoom, an office or an airplane - can be found on the sidelines coaching his kids.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by an absolute force in sales: Christine Rogers, CEO of M3 learning. Christine explains to Alex how the road to a good salesperson is through the land of a thousand mistakes. She also provides the helpful formula of REVENUE = FREQUENCY + COMPETENCY. The two also discuss how to uncover pain with what Christine calls a “heat seeking missile”. Make sure to check out this episode to learn how you can go from a “below the line” person to an “above the line” person, as Christine and Alex skip to the point. ABOUT CHRISTINE ROGERS: Christine is the CEO of M3 learning. She is a seasoned sales and marketing leader specializing in training, recruiting, hiring, and leading high-performing sales teams. Christine’s extensive background is complemented by individual experience owning a small business, giving a unique perspective to managing and growing organizations of any size. She is recognized as a passionate people leader who maximizes team performance and drives results by multiplying talents for success. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry. Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field. Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself. CHAPTERS 0:00 Intro 0:47 The road to 1000 mistakes. 7:04 Eating your own dog food 8:15 Frequency equation 11:53 Sensing energy in deals 14:45 Implicating Pain 20:15 Getting from a BTL to an ATL 22:08 Steps of the sales cycle 26:31 Discovey DISCLAIMER All materials, including but not limited to videos, documents, presentations, brochures, pamphlets, manuals, guides, and any other informational or promotional content produced by MEDDICC© are protected by copyright laws and are the exclusive property of MEDDICC© 2025

In this episode of Skip to the Point, Alex is joined by accomplished sales leader Sam Griffard.

Let this be a reminder to all AEs: even though you’re no longer an SDR, working on stuff on the top of the funnel is still crucial to success.

Alex and Sam talk about how to get better at cold calls, how to excel at talking about the future state in discovery calls and how to bridge gaps to make important connections with prospects

Tune in for an episode that all sales nerds will enjoy!

ABOUT SAM GRIFFARD:Sam Griffard is a self-proclaimed "Sales Nerd" with two degrees in sales and over 14 years of professional sales experience. Passionate about the science, art, and math behind effective sales practices, Sam has helped organizations at various stages of growth establish, redesign, and adopt sales processes that have driven hundreds of millions in revenue.

He’s been an SDR, AE, leader of SDRs, AEs, and Sales Enablement, and fractional Sales Consultant.

Sam champions a sales approach that goes beyond trendy tactics, motivational fluff, or guesswork. Instead, he focuses on processes rooted in human psychology, backed by science, and guided by data to deliver predictable results. His mission is to create sales strategies that both teams and prospects enjoy.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by Scott Blostein, a guy who has been where many of you might be right now; feeling stuck in your career, struggling to get noticed by big-name companies, or spinning your wheels during interview processes.

With 10+ years of SaaS experience, he uses that experience to help others break into these high-paying tech companies and 2-3x their income.

Scott shares with Alex tips on how to start prospecting into companies you want to work at.

He also tells Alex about how to go about informational interviews and how to nail some of the most common interview questions.

This is the ideal listen for anyone looking to get further in their career, as Alex and Scott skip to the point.

ABOUT SCOTTIn 2014, Scott was stuck in a job he didn’t enjoy, struggling to make ends meet. Seeking change, he hired a coach and created a career plan that led him to success.

Despite no formal sales experience, his plan showcased his skills and caught the attention of Oracle. Over the next decade, he built a remarkable career at top companies like Oracle, Salesforce, Shopify, and ClickUp, gaining world-class sales training and increasing his earning potential.

Now, Scott helps others break into high-paying tech companies and 2-3x their income. If you’re feeling stuck or struggling to get noticed by top companies, he’s here to help you overcome those challenges.

ABOUT ALEX MILLER

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant.

Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by David Weiss, CRO of the Sales Collective, a sales thinktank that helps companies assess their people, build their sales processes and train their sales teams effectively. With over 20 years of sales experience, he talks to Alex about how to ask the right discovery questions so you can start to understand a customer’s problems. David also tells Alex about why you need to know 100% of your pipeline as an AE, and teaches her about how you can narrow your focus on risk. Tune in for an insightful episode to learn sales skills you can start to implement right away as Alex and David skip to the point. Never lose a sales deal again! ABOUT DAVID WEISS: David Weiss is an accomplished salesperson, leader, and business strategist with 20 years of experience in the technology, consulting, and professional services industry. He is the CRO of The Sales Collective, a sales think tank that helps companies assess their people, build their process building, train their teams, and hire future top performers. He is also the founder of DealDoc, a mobile application to help salespeople see problems in their opportunities and actions they can take to solve those problems. Prior to joining The Sales Collective, David held a number of senior executive positions at leading technology companies, including Seismic, Outreach, and ADP. During his tenure at these companies, he was responsible for driving business growth, developing new markets, and leading strategic initiatives that resulted in significant revenue and profit growth. David is a recognized thought leader in the sales industry and has been featured in a number of publications and podcasts, including Sales Hacker, Crunchbase, and Top1FM, as well as many others. He is also one of the leading minds on the MEDDICC et al methodologies. David holds a Bachelor of Science in Psychology with a focus in Business Marketing from the Rochester Institute of Technology. He also serves as a strategic advisor to several technology startups. ABOUT ALEX MILLER: Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.