Skip To The Point

In this episode, Alex sits down with Amy Volas - a highly-specialized sales recruiter with tons of valuable experience and industry insight. Alex and Amy go over the red flags and green flags of what sales pros should look for in the hiring process - whether you’re a sales leader looking for fresh talent, or an up and coming AE searching for their next role in their career. This episode also debuts a new feature for Skip To The Point - as we shoot some Rapid Fire Questions at our guest on all things sales.This episode is the perfect resource if you’re looking for you next role, or if you’re a sales leader looking to attract top talent to your organization! ABOUT AMY VOLASAmy Volas is the founder and CEO of Avenue Talent Partners, an executive search firm that helps founders hire Sales and CS leaders without the gnarly hiring hangover. She also created The Hiring OS by ATP, a separate offering built to fix and optimize the hiring process before it breaks. It’s a proven system that reduces hiring mistakes by 60% and helps executives stop guessing and start hiring with precision.ABOUT ALEX MILLERAlex 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 Anthony Natoli, Senior Account Executive at LinkedIn, as he comes to share his ‘Natoli Nuggets’ that he uses to help SDRs and AEs.Anthony and Alex talk about how to connect research to the customer’s pain with what Anthony calls ‘Problem Prospecting’.Anthony also teaches Alex some ways to use customer language when out-bounding and to avoid getting caught in feature traps with prospects.This episode is a must listen not only for tips on prospecting, but on improving discovery!ABOUT ANTHONY NATOLIAnthony earned his degree from the University of Arizona in 2015 before launching his sales career as a BDR at Ethos Lending. He quickly advanced to his first AE role, where he proved his skills by securing a spot in President’s Club - twice in a row.Following his success at Ethos Lending, Anthony went on to exceed quota at Demandbase, Outreach, and Lattice. He then took on a leadership role as Head of Sales Development at QA Wolf for seven months before stepping into his current position as a Senior Account Executive at LinkedIn.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.

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 JEFFRIESJake 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 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 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 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, Alex is joined by Scott Bush, founder of Bredison & Associates. He has worked with a variety of Fortune 100 companies, responsible for over a billion dollars in revenue and is now doing consulting in over 35 countries. This is a special episode, because he’s also Alex’s cousin. Scott tells Alex about the essential skills you need to build your sales career. They also discuss how to nail cold calls and keep your customer on the phone. Scott shares with Alex how to best utilize the people around you to become successful. Tune into what is a typical day-to-day conversation for Alex and Scott as they skip to the point. ABOUT SCOTT BUSH: Scott Bush is a top facilitator in North America, serving a wide range of Fortune 500 clients across the country. As the founder of Bredison & Associates, Scott has led the company to become a global leader in training and coaching, dedicated to optimizing performance, enhancing productivity, and helping individuals reach their full potential. Bredison & Associates delivers tailored programs designed to foster new behaviors within organizations and achieve measurable outcomes. Their course offerings cover essential areas, including Leadership, Management, Communication Skills, Core Professional Skills, Sales, and Sales Management. 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 Introduction 5:27 Cold calling advice 8:34 overcoming common sales challenges 13:51 Sales territory story

In this first episode of Skip to the Point, Alex is joined by Andy Whyte, CEO and founder of MEDDICC. They talk about how the podcast came about, and Andy shares some of his sales advice. Andy chats about how as a seller you learn to trust your gut and use intuition to keep deals going. He discusses how using MEDDIC acts as the science that leads to the art of trusting your gut. Andy also teaches Alex about the ways to qualify out, and why it’s one of the hardest things to do in sales. Tune into this episode to hear about why no one cares about what your product does, and what it is they actually do care about, as Alex and Andy skip to the point. ABOUT ALEX 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. ABOUT ANDY Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - Dad. CHAPTERS 0:00 Introduction 1:05 Starting a podcast 2:57 Trusting your gut 6:42 Being the best version of yourself 8:21 Deal reviews 11:12 Being vulnerable in sales 12:55 Advice for BDRs part one 14:30 How to Qualify Out 15:35 Advice for BDRs part two 16:09 Value Selling 20:07 Mistakes that salespeople make 22:39 Andy's Journal