Go To Masters Show · 2026-01-13 · 42 min
Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race - from early mobile networks to today's low earth orbit satellites connecting handsets directly from space. Why the sales cycle isn't about closing deals - it's about solving customer problems and building recurring business How Nigerian teams taught him cultural sensitivity: "You can't tell a Nigerian how to do business - understand the sensitivities first" The compensation formula for long cycles: higher base, revenue recognition triggers, and massive accelerators for overachievement
Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken88 / 100Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First60 / 100Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency62 / 100Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline69 / 100
Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design