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What I Wish I'd Known About Sales With Zac Thompson

In this episode of What I Wish I’d Known About Sales, we’re joined by Zac Thompson, founding director of We Have a Meeting and co host of the podcast of the same name. Zac is known for cutting through sales noise with honest, no nonsense takes on what actually works. From fixing broken outbound to challenging outdated sales pressure tactics, he shares the lessons he learned the hard way and what he wishes he’d understood much earlier in his career.

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In this episode, Andy Laws, Sales Development Leader at Databricks and Founder of Rev Rocket, joins host Martin from Lead Forensics to challenge some of the biggest assumptions in sales development right now. From scaling the BDR function at Braze through to IPO, Andy's seen what works at speed and what quietly breaks teams when no one's paying attention. He shares the one structural mistake he sees companies making with their SDR comp plans, why the rush to replace reps with AI is backfiring for a lot of orgs, and a surprisingly simple signal most reps are completely overlooking when deciding who to reach out to. We also get into what Andy's professional cricket career taught him about performing under pressure, and the single piece of advice he wishes someone had given him on day one as an SDR. If you're building pipeline or leading a team that does, this one's worth your time.

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