Jake is a provocative thought leader when it comes to sales. He's learned how to see the big picture and apply in tactical ways. He shares that with us on this episode, including What you learn from transactional sales in an enterprise sales motion Coaching to skills over everything else. Creating social proof on your sales team. Learning the art and applying the science in sales The justification of scripting in sales You cannot coach those who don't want to be coached Driving strong content as part of your process