Journey|Cast

Skillibrium
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On the journey with modern revenue teams as they connect, align, and win. JourneyCast is Skillibrium's interview-based podcast about the leaders behind them. Each conversation brings together leaders from across sales, revenue operations, enablement, professional services, customer success, and product leadership to share lessons from the field. Our guests have spent decades building, scaling, and leading high-performing teams across the tech industry, and they're here to give you insights you can put to work in your own business. Now featuring SKO Ready, a six-episode limited series on making sales kickoffs stick. Find the full JourneyCast library and subscribe on the Skillibrium YouTube channel, and unlock the whole SKO Ready series on the Community page of our website.

Episodes

  1. 3d ago

    Ep. 6 - Coaching Leaders as Force Multipliers After Sales Kickoff (SKO) ft. Bart Fanelli

    Description: In the series finale, Bart Fanelli explains what leaders do after the SKO to turn an event into lasting change, and what separates a leader who becomes a force multiplier from one who reverts to business as usual. In this episode: Using the SKO as a defensible, non-personal platform for how to leadFive Operating Principles training: one-on-ones & team meetings, self-gen pipeline programs, opportunity reviews, forecast calls, and QBRs, so the gap between the SKO and the next week is zeroAsking your team for permission to learn togetherLearning together versus top-down instructionClosing the say-do gapThe one thing to do this week: schedule the meetings and practice with your teamFeaturing: Bart Fanelli, Co-Founder and CEO, Skillibrium — LinkedIn: https://www.linkedin.com/in/bartfanelli/ Chapters: 0:00 Welcome to SKO Ready 1:59 Previously on SKO Ready 2:17 The Monday after 2:44 Bart Fanelli returns 3:35 The trip home 4:30 What leaders practiced at SKO 6:03 The first meeting back 7:47 Why ask permission 8:46 What makes a force multiplier 10:01 The one thing to do this week 11:06 Episode recap 11:30 Bart's final word 13:04 That's a wrap on SKO Ready 13:41 Skillibrium certifications 14:43 About JourneyCast  Go deeper: the three Skillibrium certification paths — Selling Strategies, Revenue Operating Principles, and Skill Well Coaching — at skillibrium.com/certifications. Further reading: The Success Cadence by David Mattson, Tom Schodorf, and Bart Fanelli — a plan for designing the daily, weekly, monthly, and quarterly cadence of a growing sales team. Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 6 - Coaching Leaders as Force Multipliers After Sales Kickoff (SKO) ft. Bart Fanelli

  2. 3d ago

    Ep. 5 - What to Do Before, During, and After an Sales Kickoff (SKO) ft. Kerri Barton

    Kerri Barton walks through what makes a sales kickoff stick, from the first save-the-date to the weeks afterward. She starts with her favorite SKO ever: an airport simulation at BMC Software. In this episode: The BMC airport simulation, from chaos to controlled chaos to full competitionNarrowing the event to three takeaways, and "policing" the agendaEdutainment: authentic leaders, a theme you embrace, and fun that builds relationshipsBefore: the planning timeline, a solid communications plan, and pre-workDuring: producing the event like a stage production, built as a layer cakeAfter: not letting the energy drop, with a steady enablement and leadership cadenceThe takeaway: keep motivation at the top, keep it fun and light, go a little bold, and make it about the attendees as humansFeaturing: Kerri Barton, Co-Founder, Skillibrium — LinkedIn: https://www.linkedin.com/in/kerribarton/ Chapters: 0:00 Welcome to SKO Ready 0:29 Previously on SKO Ready 0:44 Before, during, and after 1:17 An airport simulation SKO 3:59 Start with three takeaways 4:57 Make it fun on purpose 6:20 The planning timeline 7:27 Comms and pre-work 11:30 Producing the event 16:07 After: the riskiest part 19:39 The one thing to remember 22:27 Episode recap 23:11 About JourneyCast 24:11 Coming up: the finale  Mentioned in this episode: BMC Software; the ITIL framework; OutSystems. Update after the final cut: this episode is likely to be trimmed, so adjust the bullets to match what stays. Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 5 - What to Do Before, During, and After an Sales Kickoff (SKO) ft. Kerri Barton

  3. 3d ago

    Ep. 4 - Weaving in Role-Based Tracks at Your Sales Kickoff (SKO) ft. Chris Olson

    Description: Should technical and professional services teams have their own kickoff, or be in the room with sales? Chris Olson looks back on a technical kickoff at Symantec, what years in sales engineering, consulting, and customer success taught him, and what he saw at Splunk, where a blended event made the professional services team feel like the most important team in the company. In this episode: A Symantec technical kickoff that taught him a lot but left something missing: the sales teamThe "us versus them" gap between SE, PS, CS, and sales, and why the best reps leverage their extended teamPracticing teamwork at SKO: joint account plans and cross-team role playsWhy a blended event with breakouts beats a separate eventWhy companies split events (it isn't malice), and why SE, PS, and CS leaders have to speak up early in agenda planningWhat belongs in breakouts: practicing new demos, value realization, and things that are hard to do back homeThe Splunk model, and the one thing to do before the agenda locksFeaturing: Chris Olson, Head of Service Delivery, Skillibrium — LinkedIn: https://www.linkedin.com/in/chrisolson62/ Chapters: 0:00 Welcome to SKO Ready 1:59 Previously on SKO Ready 3:38 Who belongs in the room 4:27 Meet Chris Olson 4:53 A kickoff for technical teams 6:27 Us versus them 8:05 The blended event 8:46 Why companies split them up 9:52 What belongs in breakouts 11:10 Getting it right at Splunk 12:28 A GTM leadership call 13:43 Before you lock the agenda 14:18 Episode recap 15:24 About JourneyCast 16:28 Coming up in SKO Ready Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 4 - Weaving in Role-Based Tracks at Your Sales Kickoff (SKO) ft. Chris Olson

  4. 3d ago

    Ep. 3 - Weaving Selling Execution Strategies into Sales Kickoffs (SKOs) ft. Bart Fanelli

    Description: The best SKOs don't teach the job — they rehearse it. Bart Fanelli explains how to weave selling execution into the structure of an SKO instead of bolting it on as a breakout, including the whiteboard SKO he calls the best experience he has ever had. In this episode: Why the best SKOs feel like doing the job, so there's little gap between the event and the Monday afterRehearsing on a real account: cross-functional teams researching it, mapping personas and next stepsThe whiteboard SKO: building an account plan and a message to deliver to the customerWhy it stuck: the debate among the six to eight people who cover an account togetherThe framework: follow the flow of a customer engagement, then reinforce it in the leader's operating cadence (team meetings, pipeline generation, opportunity reviews, forecast calls)Why to do it repeatedly: the purer the process, the better the customer experienceFeaturing: Bart Fanelli, Co-Founder and CEO, Skillibrium — LinkedIn: https://www.linkedin.com/in/bartfanelli/ Chapters: 0:00 Welcome to SKO Ready  1:59 Previously on SKO Ready 2:19 Where selling execution belongs 3:01 Meet Bart Fanelli 4:13 The best SKO he's been part of 4:52 Rehearsing a real account 6:42 The whiteboard exercise 8:06 Why it stuck: the debate 9:09 Building it into your SKO 10:45 What it comes down to 12:06 Episode recap 13:00 Bart's final word 14:30 About JourneyCast 15:14 Coming up in SKO Ready  Further reading: The Success Cadence by David Mattson, Tom Schodorf, and Bart Fanelli — a plan for designing the daily, weekly, monthly, and quarterly cadence of a growing sales team. Amazon Link: https://a.co/d/01ZdLdTs Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 3 - Weaving Selling Execution Strategies into Sales Kickoffs (SKOs) ft. Bart Fanelli

  5. 3d ago

    Ep. 2 - What Belongs in Your Sales Kickoff (SKO) Agenda ft. Kerri Barton

    With only so many hours at an SKO, what actually belongs on the agenda? Kerri Barton makes the case for doing less. She shares what she learned from a fully virtual SKO during COVID, how to build an agenda around three outcomes, who belongs on stage, and how to plan the room and the schedule. In this episode: The COVID virtual SKO: what worked, and why she would have done lessWhy in-person events still pay offWhy agendas get crowded ("spreading it out like peanut butter") and how three themes fix itBooth tours, breaks, and what to do with content that doesn't make the cut: pre-work, post-work, and happy hourHow to build a defensible agenda, and push back on "death by PowerPoint"Who belongs on stage, and why to rehearse like a productionRoom setup (main stage, then round tables of eight) and a daily schedule built on a nine o'clock start and about six hours of contentFeaturing: Kerri Barton, Co-Founder, Skillibrium — LinkedIn: https://www.linkedin.com/in/kerribarton/ Chapters: 0:00 Welcome to SKO Ready 0:31 What belongs on the agenda? 1:07 Kerri's all-virtual COVID SKO 3:36 What she wouldn't do again 5:44 The agenda as a performance 6:22 Why agendas get crowded 7:49 The rule of three 10:29 What to do with the rest 11:15 Advice for planners 13:59 Who belongs on stage 19:15 Setting up the room 21:29 Planning a realistic day 26:44 Episode recap 27:22 About JourneyCast 28:04 Coming up in SKO Ready Mentioned in this episode: TED Talks, Carpool Karaoke Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 2 - What Belongs in Your Sales Kickoff (SKO) Agenda ft. Kerri Barton

  6. 3d ago

    Ep. 1 - Why Most Sales Kickoffs (SKOs) Don't Stick ft. Maverick (Eric Garner)

    Maverick Garner ran a virtual SKO right after COVID hit. The scores were world-class — and two weeks later, reps were back to their old habits. In this episode, he explains why one-time training never sticks, what it actually takes to change behavior, and what he'd do differently. In this episode: The virtual SKO that earned near world-class NPS scores and still changed nothingWhy one exposure isn't enough, and why even three to five aren't: it takes seven to nine, plus practiceThe sports analogy: the best teams practice six times for every gameWhy managers need their fingerprints on the training and keep coaching until it becomes standard behaviorWhat he'd do differently: pre-SKO training, follow-up expectations with managers and RevOps, and optional team practice sessionsFeaturing: Maverick Garner, Sales and Pre-Sales, Skillibrium - LinkedIn: https://www.linkedin.com/in/maverickgarner/ Chapters: 0:00 Welcome to SKO Read 2:04 The SKO that never stuck 2:56 Maverick's virtual SKO 5:12 Great scores, no change 7:26 Why one-time training fails 9:05 What makes training stick 10:28 What he'd do differently 11:44 Episode recap 13:03 About JourneyCast 13:46 Coming up in SKO Ready  Mentioned in this episode: Net Promoter Score (NPS); parallel role-specific training tracks run over Zoom. Music by: original_soundtrack, Podcast Intro, Envato Elements StockSounds, Podcast, Envato Elements newsense, Lifestyle Background Music, Envato Elements

    Ep. 1 - Why Most Sales Kickoffs (SKOs) Don't Stick ft. Maverick (Eric Garner)

  7. Oct 23

    JourneyCast Teaser: SKO Ready

    SKO Ready is a six-episode limited series from JourneyCast, a Skillibrium production — on why most kickoffs don’t stick, and what makes them work. It starts with the agenda. Then, where selling execution actually belongs. Who belongs in the room. What to do before, during, and after. And what leaders do on Monday. Six conversations. Four leaders: Maverick Garner, Kerri Barton, Bart Fanelli, and Chris Olson. A new episode every week. Want the whole series at once? Unlock all six episodes on the Community page of our website. And find the full JourneyCast library on the Skillibrium YouTube channel.

    JourneyCast Teaser: SKO Ready

  8. Oct 23

    JourneyCast Trailer: SKO Ready

    SKO Ready is a six-episode limited series of JourneyCast on why most sales kickoffs don't stick, and what makes them work. It's a special edition of JourneyCast, a Skillibrium production. In six conversations, Skillibrium leaders Maverick Garner, Kerri Barton, Bart Fanelli, and Chris Olson share what they have learned about making a sales kickoff stick: why most SKOs don't, what belongs on the agenda, how to weave selling execution into the event, how to build role-based tracks, what to do before, during, and after, and how to coach leaders to carry it forward. A new episode arrives every week. Want the whole series at once? Unlock all six episodes on the Community page of our website. For more conversations like this, find the full JourneyCast library and subscribe on the Skillibrium YouTube channel.

    JourneyCast Trailer: SKO Ready
  • 2 Trailers
    6 Episodes

Trailers

About

On the journey with modern revenue teams as they connect, align, and win. JourneyCast is Skillibrium's interview-based podcast about the leaders behind them. Each conversation brings together leaders from across sales, revenue operations, enablement, professional services, customer success, and product leadership to share lessons from the field. Our guests have spent decades building, scaling, and leading high-performing teams across the tech industry, and they're here to give you insights you can put to work in your own business. Now featuring SKO Ready, a six-episode limited series on making sales kickoffs stick. Find the full JourneyCast library and subscribe on the Skillibrium YouTube channel, and unlock the whole SKO Ready series on the Community page of our website.

Information

  • Creator
    Skillibrium
  • Years Active
    2026
  • Episodes
    8
  • Rating
    Clean
  • Copyright
    © 2026 Skillibrium