Olympic Mindset in Sales: Matt Hemingway’s Coaching Framework for Revenue Growth

Описание: How Elite Mindsets Drive Sales Growth | Matt Hemingway, VP at Axcient | Revenue Insights Podcast
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, interviews Matt Hemingway, Olympic silver medalist and VP of Sales and Operations at Axcient, to uncover how disciplined coaching, intentional leadership, and a culture-first sales strategy drive sustainable revenue growth.

Matt shares how the elite athlete mindset applies to building high-performance sales teams. Learn how Axcient achieved 60% YoY new business revenue growth by focusing on leadership, coaching, and culture.

Key Topics Covered:
• How athletic discipline improves sales performance
• Implementing the SPAC Sales Qualification Framework
• Aligning Sales, Marketing & Customer Success
• Hiring for character and long-term growth
• Creating psychological safety & eliminating "luggage deals"
• Strategic onboarding & internal promotions
• Building a culture of trust, accountability, and development

Matt’s actionable insights are perfect for sales leaders, revenue operations professionals, and anyone aiming to develop future revenue leaders or scale predictable sales growth.

About Ebsta
Ebsta is a leading revenue intelligence platform helping B2B sales teams drive predictable pipeline growth using real-time relationship and activity data. Learn more: https://www.ebsta.com/get-a-demo

Timestamps:
[00:00] Intro: From Olympic Athlete to Sales Leadership
[04:35] Coaching Sales Teams Like Athletes
[09:14] Sales Metrics: Activity & Pipeline Performance
[16:15] SPAC Framework vs BANT
[24:12] Cross-Functional Sales Alignment
[31:16] Hiring for Character Over Experience
[38:12] New Hire Onboarding Strategy
[41:26] Final Thoughts: Culture, Coaching & Results

Highlights:
• SPAC: Situation, Pain, Authority, Consequence – a buyer-focused qualification method
• Weekly coaching for accountability and skill growth
• Hiring based on grit, coachability, and culture fit
• Leadership that prioritizes people, not just process

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