19: Why Pipeline Will Cure All Your Sales Problems w/ Sally Duby

November 08, 2018 00:37:21
19: Why Pipeline Will Cure All Your Sales Problems w/ Sally Duby
B2B Revenue Acceleration
19: Why Pipeline Will Cure All Your Sales Problems w/ Sally Duby

Nov 08 2018 | 00:37:21

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Show Notes

Everybody needs a bigger pipeline.

Have you ever been in a scenario, maybe a business meeting, or a dinner with colleagues, and heard someone say, “I’ve got all the pipeline I need?”

Didn’t think so.

Every company needs a bigger pipeline, and every company is trying to do everything they can to get one, but very few are actually succeeding in acquiring it. Why? What does it take to build a quality pipeline?

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Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay 2 00:00:08.390 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's get into 3 00:00:12.189 --> 00:00:17.350 the show. Hello, I am already a mutier and you are listening to 4 00:00:17.469 --> 00:00:22.179 the bit to be a revenue acceleration podcasts. Sew from the bridge group is 5 00:00:22.339 --> 00:00:25.500 my guess on the show today. How you doing, sully? I'm terrific 6 00:00:25.579 --> 00:00:29.179 right, thanks for having me. Pleasure, pleasure. So, Sally, 7 00:00:29.300 --> 00:00:34.939 today we want to have a conversation with you around a toppy as is really 8 00:00:34.979 --> 00:00:39.770 important for us. That topic is around building a quality pipeline. But before 9 00:00:39.770 --> 00:00:43.329 we get started, can you please tell us a little bit more about yourself, 10 00:00:43.490 --> 00:00:46.890 as well as the organization that to represent? I The bridge group. 11 00:00:47.609 --> 00:00:53.640 Sure. So, I've been in and around sales for pretty much my entire 12 00:00:53.799 --> 00:00:59.320 career. I started in field sales and then I actually I got a job 13 00:00:59.359 --> 00:01:03.000 at oracle way way back in the beginning years of Oracle. I was very 14 00:01:03.120 --> 00:01:08.390 young back then and I was in the inside sales group there and it just 15 00:01:08.629 --> 00:01:17.030 really loved the the power and what you could do withinside sales and that I 16 00:01:17.189 --> 00:01:22.859 was able to have a normal life as well. So I did you know 17 00:01:22.980 --> 00:01:26.859 you didn't have to do all the traveling, right? Absolutely, yeah. 18 00:01:26.140 --> 00:01:30.540 So I fit into my lifestyle to at the I'm raising a child and everything. 19 00:01:32.019 --> 00:01:37.370 So I really enjoyed it and that's where I've kept my career as both 20 00:01:37.409 --> 00:01:41.810 in inside sales and sales development and a built many different you know, inside 21 00:01:41.849 --> 00:01:47.840 sales, sales development, support renewal teams, help optimize teams and got into 22 00:01:47.959 --> 00:01:52.760 consulting, probably you know now, for over about twenty years, with a 23 00:01:52.840 --> 00:01:57.040 little stint at skype in between, where I built a sales team at skype. 24 00:01:57.280 --> 00:02:01.790 Most recently and today I am chief sales officer at the bridge group. 25 00:02:02.109 --> 00:02:07.909 And at the bridge group we are consulting agency focused all around inside sales and 26 00:02:07.990 --> 00:02:13.909 sales development, all my passion. So we're putting too use everything that I've 27 00:02:13.909 --> 00:02:19.780 learned over the years and helping many other of our clients as wonderful one. 28 00:02:19.860 --> 00:02:24.219 Thank you very much for us very interesting backgrounds and definitely a lots of expands 29 00:02:24.259 --> 00:02:29.139 that you've got to a first at that. That's wonderful. You have confounded 30 00:02:29.860 --> 00:02:34.129 the VP of service forum. This is a platform, for my understanding, 31 00:02:34.289 --> 00:02:39.810 that provides VP's of sales and chief REVENU OFI. So basically anyone responsible who's 32 00:02:39.849 --> 00:02:46.000 got responsibility for the top line in any company to interact or a peer to 33 00:02:46.159 --> 00:02:52.479 peer environment in order to network, keep themselves on top of the new trends 34 00:02:52.639 --> 00:02:57.759 discuss best practices in order that, from your experience of running dice events and 35 00:02:58.039 --> 00:03:01.469 your engagement him and and I would believe your engagement is constant with VP sales 36 00:03:01.590 --> 00:03:06.189 shift revenue of his and all those people managing the top line, what do 37 00:03:06.310 --> 00:03:12.509 you see as the main challenges that the those two cells, leader Ls, 38 00:03:12.710 --> 00:03:15.340 are facing? Yeah, so you know where. I've been doing the VPA 39 00:03:15.379 --> 00:03:20.580 sales form for ten years. We just celebrated our ten year anniversary this year. 40 00:03:20.860 --> 00:03:25.460 And Yeah, and so you know, it's been pretty amazing. But 41 00:03:25.860 --> 00:03:34.930 almost every single meeting we've had over the ten years we buy far get the 42 00:03:35.169 --> 00:03:40.919 most questions around the whole sales development space, marketing in alignment, all around 43 00:03:40.919 --> 00:03:46.520 the pipeline building issue. Even today, here we are and I don't know 44 00:03:46.719 --> 00:03:50.080 how many years, but I think it's probably been at least twenty some years 45 00:03:51.039 --> 00:03:55.310 that everybody's been preaching about marketing and sales online them and we still seem to 46 00:03:55.430 --> 00:04:01.509 have a bunch of silos and different events happening between sales and marketing, and 47 00:04:01.669 --> 00:04:06.189 you notice that too. You know what this is. We've had probably two 48 00:04:06.270 --> 00:04:11.819 US three podcasts dressed on the topic. So we've done some mainly, we 49 00:04:11.979 --> 00:04:15.620 seemos, while preaching the the alignment we sells, which is great, we 50 00:04:16.019 --> 00:04:20.500 yet to get see rows to get involved. So I'm not pointing the finger 51 00:04:20.660 --> 00:04:26.009 here. It's definitely a topic that that that is in the in the center 52 00:04:26.050 --> 00:04:29.889 of the conversation, passionate a few people we've been seking to on that podcast 53 00:04:30.370 --> 00:04:33.410 right right. You know, we still get questions about what's a qualified lead. 54 00:04:34.050 --> 00:04:39.480 You know, it's like wow, it's you know, we're still talking 55 00:04:39.519 --> 00:04:46.360 about that, you know. So there's a lot of confusion where obviously still 56 00:04:46.480 --> 00:04:48.079 kind of miss in the boat and need a lot of work in that. 57 00:04:48.240 --> 00:04:51.560 So we spend, you know, again, a tremendous amount of time talking 58 00:04:51.600 --> 00:04:55.829 about that. And then I guess I'd have to say while account based is 59 00:04:55.829 --> 00:04:59.990 all been great, it's also really confused the issue and everybody wants to say 60 00:04:59.990 --> 00:05:04.110 they're doing account base because it's the cool, latest greatest thing in pipeline development, 61 00:05:04.230 --> 00:05:08.379 but yet they really don't get it and they don't know what they're doing 62 00:05:08.540 --> 00:05:12.540 with it. So that's one here. I would say there's really a couple 63 00:05:12.540 --> 00:05:17.899 other areas that are emerging. One is definitely around customer success. That's another 64 00:05:17.939 --> 00:05:24.089 one of these areas that customer success means something different to every single company. 65 00:05:24.129 --> 00:05:28.569 When you ask them, you know, whether customer success team is responsible for 66 00:05:28.769 --> 00:05:31.889 it's you get a bunch of different answers. And then the other one is 67 00:05:32.129 --> 00:05:39.639 enabling frontline sales managers so that they really know and understand what their role is, 68 00:05:40.000 --> 00:05:43.480 what they should be doing and how to be doing the job. You 69 00:05:43.600 --> 00:05:48.360 know, we seem to have we always promote sales reps and a lot of 70 00:05:48.439 --> 00:05:53.750 times it's our best sales reps, which in many cases means they're probably not 71 00:05:53.829 --> 00:05:59.589 going to be the best manager. Different skills sets that you need to be 72 00:05:59.670 --> 00:06:03.379 a sales manager versus a lot of times being the best sales wrap. Well, 73 00:06:03.660 --> 00:06:06.860 but yeah, you know. But then we don't give them any coaching 74 00:06:06.980 --> 00:06:11.459 or mentoring or training and we just say, okay, you know, yesterday 75 00:06:11.540 --> 00:06:15.540 you were a sales wrap and today you're a sales manager. Go to it, 76 00:06:15.699 --> 00:06:19.170 here's your team and we you know, and we don't even train them 77 00:06:19.290 --> 00:06:24.569 on you know any guidance around human resources issues? You know, how do 78 00:06:24.610 --> 00:06:28.170 you interview properly? What can you can't? What can you say and what 79 00:06:28.329 --> 00:06:30.769 can't you say in an interview you know, let alone everything else about. 80 00:06:30.769 --> 00:06:35.120 How do you coach a salesperson properly? How do you make that transition from 81 00:06:35.120 --> 00:06:42.000 being one of them to now being their boss? So so those three areas 82 00:06:42.040 --> 00:06:45.439 are really a lot of our key discussions that we've had in particular over the 83 00:06:45.519 --> 00:06:48.069 last year or so. That's wonderful. Every one question I thought we left 84 00:06:48.110 --> 00:06:51.430 for you. It's been of a leading question from my own experience. But 85 00:06:51.829 --> 00:06:56.589 you believe, based on what should just say, on what you just say, 86 00:06:56.629 --> 00:06:59.910 but on your experience, do you believe that the top sends people, 87 00:07:00.149 --> 00:07:03.060 all the tough sens guys, make the best manager, or do you believe 88 00:07:03.100 --> 00:07:09.579 that he's small the average but good sets gate, that makes the best manager? 89 00:07:10.420 --> 00:07:14.500 Yeah, you know, I think that it from what I have seen 90 00:07:15.540 --> 00:07:18.089 and what I've seen everybody else talk about. Is it? You know, 91 00:07:18.250 --> 00:07:23.250 it's not the salesperson that is always making a hundred and fifty two hundred percent 92 00:07:23.329 --> 00:07:29.649 quota. It's the ones that you know pretty consistently achieved a hundred percent of 93 00:07:29.649 --> 00:07:33.160 quota and maybe a little bit above right, but it's really all about to 94 00:07:33.560 --> 00:07:40.480 the skills that they show. Are they willing to help out other members of 95 00:07:40.600 --> 00:07:44.240 their team? Right, right, typically, that sales wrap, that your 96 00:07:44.279 --> 00:07:47.670 best sales wraps. That is a hundred fifty two, hundred percent quota is 97 00:07:47.870 --> 00:07:54.310 more often what we call the lone wolf. Right. You've been with that 98 00:07:54.470 --> 00:08:01.259 term, reading the challenge ourselves? Yes, we've. We've all went straight 99 00:08:01.379 --> 00:08:03.980 with it's a fantastic book, it is, and so you know, they 100 00:08:05.060 --> 00:08:07.540 they tend to have those capabilities where they just want to go out and be 101 00:08:07.699 --> 00:08:11.740 on their own and do their own thing and they don't want interference and they 102 00:08:11.819 --> 00:08:16.329 don't really want to get involved in the whole team thing either, and so 103 00:08:16.129 --> 00:08:20.769 that is something that, you know, you have to take into account. 104 00:08:20.810 --> 00:08:22.569 How are how good are they going to be at coaching somebody? If that's 105 00:08:22.610 --> 00:08:26.009 there? Well, absolutely, and they're grace because, well, I think 106 00:08:26.050 --> 00:08:31.319 you've got when you've got someone which you wander and fifty two hundred percent off 107 00:08:31.399 --> 00:08:35.559 quota as a general manager, it is quite frisky to remove that sort of 108 00:08:35.720 --> 00:08:39.759 person from actually delivering so well to put them in the management position. At 109 00:08:39.799 --> 00:08:43.429 me I think that performance. So it does. The reason why I was 110 00:08:43.509 --> 00:08:46.990 I was kind of introducing the question as a leading question. But yeah, 111 00:08:46.029 --> 00:08:52.629 it's I do share exactly the same the same opinion and believe it's it's really 112 00:08:52.629 --> 00:08:54.899 about the person. But often what the scene is that the people who are 113 00:08:56.100 --> 00:09:01.100 really good at setting, the people who are really consistently over delivering making lots 114 00:09:01.139 --> 00:09:03.860 of money in cells, tend to struggle when they get into a management's role 115 00:09:03.940 --> 00:09:07.779 because, yeah, managing those other people is it's it's a different bunch of 116 00:09:07.899 --> 00:09:13.289 scales. It's probably more difficult. You need to influence and let's not forget 117 00:09:13.330 --> 00:09:15.769 that you need to walk down with your team, but you also need to 118 00:09:15.850 --> 00:09:20.330 walk up with your management. Ability to forecasts, ability to forecast for others. 119 00:09:20.370 --> 00:09:24.289 Yeah, it's it's a challenge all together. But while thank you very 120 00:09:24.320 --> 00:09:26.799 much for that, sell you that that it's been useful. So we had 121 00:09:26.840 --> 00:09:30.759 a conversation in the past. We met a few years back, and you 122 00:09:30.919 --> 00:09:35.600 stated or you mentioned something that made me smilee a pipeline cures or problems. 123 00:09:35.000 --> 00:09:41.110 That's so true. Right. So I'm sure that any sales person can relate 124 00:09:41.230 --> 00:09:45.070 to that. But we all know that it takes lots of work to build 125 00:09:45.070 --> 00:09:48.789 up that quality pipeline. What would be, if you are to show a 126 00:09:48.870 --> 00:09:52.179 few of few tips with us today? What would be the top tips that 127 00:09:52.299 --> 00:09:58.820 you can share with our listeners or professional sales people listening to that podcast today 128 00:09:58.860 --> 00:10:03.259 around building a strong pipeline? Yeah, so, you know, there's a 129 00:10:03.299 --> 00:10:07.409 couple things, but that is, I totally one of our sayings here heard 130 00:10:07.529 --> 00:10:11.009 the bridge group Ray, is that pipeline curs all sales problems. Right, 131 00:10:11.649 --> 00:10:16.009 and I think in all the years that I've been in sales and have been 132 00:10:16.049 --> 00:10:22.320 doing consulting and attack a hundreds and hundreds, you know, probably even thousands 133 00:10:22.320 --> 00:10:26.120 of sales leaders, I only recall three that have told me that they had 134 00:10:26.320 --> 00:10:31.039 enough pipeline. So you know, it's something that we're always struggling with because 135 00:10:31.080 --> 00:10:35.360 unfortunately, you know, we don't close a hundred percent of our pipeline right. 136 00:10:35.590 --> 00:10:39.590 So, yeah, it is unfortunate. I don't think ever get to 137 00:10:39.710 --> 00:10:45.990 that state. That would be so easy person yeah, so, you know, 138 00:10:46.269 --> 00:10:48.629 we need to have a lot more in there to be able to make 139 00:10:48.669 --> 00:10:52.820 our numbers, obviously. So you know, I think first of all pipeline 140 00:10:52.860 --> 00:10:58.100 building should be a multifaceted approach. In the company, and by that I 141 00:10:58.179 --> 00:11:03.409 mean it just shouldn't be the sales reps responsibility to build their pipeline. Here 142 00:11:03.450 --> 00:11:09.649 we go again with marketing alignment. It's marketing's responsibility, it's the sales development 143 00:11:09.809 --> 00:11:15.649 reps responsibility, it's the executive team, channel partners and actually, you know, 144 00:11:15.850 --> 00:11:18.159 everyone in the company. And when I say everyone in the company, 145 00:11:18.240 --> 00:11:24.440 I think you know over the last year's that has really become an important piece 146 00:11:24.120 --> 00:11:30.559 because everyone in the company can keep their network and linkedin up to date. 147 00:11:31.240 --> 00:11:35.470 They can be posting educational on thought leadership content to help draw in their network 148 00:11:35.590 --> 00:11:41.070 and they can also post about, you know, specific company milestone or successes 149 00:11:41.429 --> 00:11:46.299 and really helped that sales team with introduction. So if you've got somebody in 150 00:11:46.620 --> 00:11:54.059 operations or, you know, in human resources that is actively, you know, 151 00:11:54.500 --> 00:11:58.580 on Linkedin, keeping their networks up to date and helping, everybody's out 152 00:11:58.620 --> 00:12:03.610 there promoting the company. And then if I'm your sales rep and I go 153 00:12:03.730 --> 00:12:05.690 in and see you have a connection at this company at a high level, 154 00:12:07.250 --> 00:12:11.490 you can help me get into the person that I need to and so we 155 00:12:11.690 --> 00:12:16.320 have the capability now, you know, because of great tools like Linkedin, 156 00:12:16.639 --> 00:12:20.759 to be able to do that company wide. Twenty years ago we couldn't do 157 00:12:20.960 --> 00:12:24.559 that right, but we can now. So so I really think that, 158 00:12:24.720 --> 00:12:30.309 again, it shouldn't just be the sales reps responsibility, and I think that's 159 00:12:30.350 --> 00:12:33.509 one of the things that we work with a lot of our clients on is 160 00:12:33.629 --> 00:12:39.789 understanding where can you get your pipeline from? That it's not just all coming 161 00:12:39.830 --> 00:12:43.539 from one source. So where where are all the contributions coming from? So 162 00:12:43.700 --> 00:12:48.139 we all know, like what is marketing responsible for? What are the sales 163 00:12:48.179 --> 00:12:52.299 development team responsible for? What's the Sales Rep responsible for? What are your 164 00:12:52.340 --> 00:12:56.460 channel partners responsible for? And building pipeline, so you can measure and track 165 00:12:56.460 --> 00:13:01.049 against that. So that's one thing, but you know there. I think 166 00:13:01.090 --> 00:13:07.210 the other thing that we're getting very complex now with our pipeline building and I 167 00:13:07.330 --> 00:13:13.840 see many companies trying their struggling with building pipeline because you're trying to one size 168 00:13:13.919 --> 00:13:18.000 fits all model and especially for those companies that have been in business probably more 169 00:13:18.039 --> 00:13:22.720 than five years there they're probably going after multiple segments, right. So it's 170 00:13:22.759 --> 00:13:26.750 not just we're selling to the enterprise or we're of selling to mid market. 171 00:13:26.750 --> 00:13:31.830 It's you may be selling to SM beat a mid market, to the enterprise 172 00:13:31.950 --> 00:13:37.470 and, Oh, by the way, we have some really strategic accounts that 173 00:13:37.629 --> 00:13:43.139 were focused on. So you have multiple markets that you're going after, you 174 00:13:43.379 --> 00:13:48.460 have multiple buyers that you you know, that want to buy your product, 175 00:13:48.779 --> 00:13:54.059 and the complexity of your products and the average deal size all play into you 176 00:13:54.179 --> 00:14:01.289 know, what different kind of pipeline building models should you have? So you 177 00:14:01.370 --> 00:14:05.090 know, to give an extreme example, let's say you're targeting a sea level 178 00:14:05.129 --> 00:14:09.679 executive and the average deal size is a million dollars. Your approach to building 179 00:14:09.840 --> 00:14:16.879 pipeline there and getting those million dollar deals is very different from someone who's selling 180 00:14:16.120 --> 00:14:20.120 to the S and B market, you know, or even, let's say 181 00:14:20.159 --> 00:14:26.110 the mid market and there's thousands of accounts there and your deal size is fiftyzero 182 00:14:26.429 --> 00:14:31.070 dollars. Right. You have different approaches, way different approaches, you know. 183 00:14:31.190 --> 00:14:35.149 And because you can get a million dollars versus fiftyzero dollars, you can 184 00:14:35.950 --> 00:14:41.740 afford to expand different resources and money to getting that million dollar account then you 185 00:14:41.779 --> 00:14:46.899 can getting a fiftyzero account. You know, we used to be I shouldn't 186 00:14:46.899 --> 00:14:50.139 say used to be, because there's still a lot of it today, which 187 00:14:50.179 --> 00:14:54.409 is fine, but it was everybody thought, you know, you needed to 188 00:14:54.730 --> 00:14:58.850 specialize and in bound and bound, which you do, but today it really 189 00:14:58.929 --> 00:15:03.850 needs to go so much further than just inbound and outbound, and you know. 190 00:15:03.970 --> 00:15:07.919 So this is where I think really the account based marketing approach is really 191 00:15:09.039 --> 00:15:13.799 come in. And we all got enamored with Marquetto did a great job of 192 00:15:13.000 --> 00:15:18.480 convincing us that we needed to go into, you know, at mid market, 193 00:15:18.720 --> 00:15:22.990 SNB and you know, emails Fam our way in. Yeah, and 194 00:15:24.389 --> 00:15:28.309 you know, clearly now companies. I think it's been a really interesting change. 195 00:15:28.350 --> 00:15:30.830 Right, and I'm sure you guys have seen this too, is that 196 00:15:30.870 --> 00:15:35.350 all of a sudden all these companies in the investors and boards of companies are 197 00:15:35.389 --> 00:15:39.940 like, well, you know, we need to get a lot larger average 198 00:15:39.980 --> 00:15:43.059 deal sizes, so we need to move up market. Well, how do 199 00:15:43.100 --> 00:15:46.620 you move up market into the enterprise? Is, you know, again, 200 00:15:48.059 --> 00:15:52.649 different ways that you do that, and so this is where I think account 201 00:15:52.690 --> 00:15:56.169 based is really come into play. And Oh, by the way, we 202 00:15:56.289 --> 00:15:58.809 had the bridge group of like to call it account based revenue, not marketing 203 00:16:00.610 --> 00:16:03.440 than its yeah, could we could? I come bese everything there. You 204 00:16:03.519 --> 00:16:08.919 go to touch on it. That's that's wonderful. Yeah, so, you 205 00:16:10.039 --> 00:16:15.519 know, we're getting much more sophisticated and complex in our models, but you 206 00:16:15.639 --> 00:16:22.029 know, it does really go back to looking at who are your target accounts, 207 00:16:22.629 --> 00:16:26.750 who are your buyers? How did those buy? Buyers want to buy 208 00:16:26.149 --> 00:16:30.990 and be engaged with, what's the complexity of your product and your average deal 209 00:16:32.149 --> 00:16:36.460 size, and then you can figure out it is in bound, outbound account 210 00:16:36.580 --> 00:16:42.820 based account cent track right and apply the right methodology to that. Yeah, 211 00:16:44.179 --> 00:16:47.409 that's that's the day to day really here. I mean we can relate so 212 00:16:47.570 --> 00:16:52.809 much which what you went through. One of the other type of scenario that 213 00:16:52.970 --> 00:16:56.289 we we tend to see quilt a lot at the moment would be around matchure 214 00:16:56.929 --> 00:17:03.200 technology vendors. So A B toobe software company has been going for maybe ten 215 00:17:03.279 --> 00:17:07.039 years or even modern that. There is a very large one that will not 216 00:17:07.160 --> 00:17:10.920 mention, but we are discussing with them at the moment and they are in 217 00:17:11.000 --> 00:17:15.160 a situation where they are core business, what they are known for, what 218 00:17:15.359 --> 00:17:18.750 you would associate that brand. Wise the revenue of that copies and of dropping 219 00:17:18.829 --> 00:17:22.269 a little bit. Okay, so it kind of yesterday tape of solution and 220 00:17:22.549 --> 00:17:27.710 you know, so what they've done as a very smart management team board Exeter 221 00:17:27.750 --> 00:17:33.140 Tris Rice acquire some companies to make that pot for your more exciting, to 222 00:17:33.299 --> 00:17:37.420 make that pot for your more future proof, if you will. And and 223 00:17:37.859 --> 00:17:41.059 I think what they are going through, I would almost qualify it as a 224 00:17:41.180 --> 00:17:45.609 cells transformation, but God it's like moving mountains trying to get the cell steamed 225 00:17:45.690 --> 00:17:51.089 in the internal sells people. So it could be even an inside cells team 226 00:17:51.410 --> 00:17:53.730 up to the field cells guy. And then you've got the channel on top 227 00:17:53.769 --> 00:17:57.569 of that and the transformation that you need to go through. And we've seen 228 00:17:57.640 --> 00:18:02.039 it all, you know, like a company, a was a on premises 229 00:18:02.119 --> 00:18:03.880 that wants to go cloud. Well, once you want to go clouds, 230 00:18:03.960 --> 00:18:08.160 you're going to upset your partners because your partner used to believe our services and 231 00:18:08.359 --> 00:18:12.829 make money out of it. So it's a channel. Is You mongers shift, 232 00:18:14.349 --> 00:18:17.750 and I think the shift opening more and more at the moment. And 233 00:18:18.630 --> 00:18:23.789 the interesting because you've got multi buying personnas and and different type of average deal 234 00:18:23.829 --> 00:18:27.259 value, different type of solution, and I really like the way you approach 235 00:18:27.299 --> 00:18:32.619 an to be fair. I mean this is the way we present our services. 236 00:18:32.700 --> 00:18:33.819 So I'm you know, we've got the some sort of basis. But 237 00:18:34.180 --> 00:18:38.220 the way everybody should look at it is who is the person I'm selling to 238 00:18:38.299 --> 00:18:41.930 an how much they're spending? Baised on that, you will know the complexity 239 00:18:42.009 --> 00:18:45.650 of the cell cycles, potentially the number of personal that will need to be 240 00:18:45.769 --> 00:18:51.009 involved in the cell cycles, as well as the length of the cell cycle 241 00:18:51.130 --> 00:18:53.089 and what's in what's in it for you at the end of it, going 242 00:18:53.210 --> 00:19:00.200 and creating the demons, pushing being disruptive, being a challenge or cell when 243 00:19:00.240 --> 00:19:04.079 you've got one hundred and fifty, two, hundred and fifty k deals at 244 00:19:04.119 --> 00:19:07.119 the end of it, it's was the battle, but you compactly write. 245 00:19:07.119 --> 00:19:11.829 If you drop to thirty, fifty K, we will be dealing with insight 246 00:19:11.950 --> 00:19:15.869 sales people will be dealing with channel partners will ultimately, and you can't blame 247 00:19:15.990 --> 00:19:18.829 them for that, but they want tactical stuff. They don't want to go 248 00:19:18.950 --> 00:19:22.829 and create the demon they want to collect appear in the next six months and 249 00:19:23.579 --> 00:19:26.500 and and that's the reason why one of the first question we ask when we 250 00:19:26.539 --> 00:19:32.099 get into a cell cycles to kind of draw some demography. Can Get all 251 00:19:32.099 --> 00:19:34.220 right or on the type of customer will speaking to, is what's your have 252 00:19:34.339 --> 00:19:38.130 reged in value and you can tell a lot from the average gin viewing time 253 00:19:38.210 --> 00:19:41.970 of what they need to do. Oh, how long they should expect to 254 00:19:42.049 --> 00:19:45.769 close the jus. Except try except for us. Now. I appreciate what 255 00:19:45.890 --> 00:19:52.089 you're saying and I think it's extremely ir relevant to today's markets and a great 256 00:19:52.170 --> 00:19:56.400 way to kind of dissociate the different type of cells tactics and seal strategy that 257 00:19:56.480 --> 00:19:59.240 you need to put in place. Yeah, you know, the other thing 258 00:19:59.319 --> 00:20:03.480 right that that we've seen a lot of is these smaller startup companies and they 259 00:20:03.599 --> 00:20:08.710 get executives in from, you know, the Oracles, the sales forces, 260 00:20:08.829 --> 00:20:15.630 the saps of the world, and they come into these small startups and they 261 00:20:15.349 --> 00:20:22.500 they just don't understand how different it has to be in building pipeline and messaging 262 00:20:22.539 --> 00:20:29.259 because they're used to that brand name recognition where everybody knows them and everybody knows 263 00:20:29.299 --> 00:20:33.099 what they do, and you go into these small stops where nobody knows you, 264 00:20:33.220 --> 00:20:36.809 nobody knows what you do and you can't use the same tactics. And 265 00:20:36.930 --> 00:20:41.289 so we see that happen a lot and it's you know, it's a big 266 00:20:41.809 --> 00:20:47.289 mistake that a lot of them make and they don't get traction because they don't 267 00:20:47.369 --> 00:20:52.039 understand again that you've got to do so much more heavy lifting and educating in 268 00:20:52.640 --> 00:20:56.440 your pipeline building, which is again really different than if I'm a branded sales 269 00:20:56.519 --> 00:21:00.799 for US calling up to try to sell you acrm. Absolutely, and this 270 00:21:02.039 --> 00:21:04.829 is the level of maturity as well of a solution. You've got very destructive 271 00:21:04.829 --> 00:21:08.509 vendors. Well, you know, we've got clients coming to US and so 272 00:21:08.670 --> 00:21:11.869 we won't find people who have a project. So okay, but what you 273 00:21:11.950 --> 00:21:18.349 are saying is the equivalent of a flying car, which technically could be a 274 00:21:18.470 --> 00:21:21.259 plane, but let's talk about something that can beyond the road and also fly. 275 00:21:21.460 --> 00:21:25.299 So people will have account so they don't need another count. So you 276 00:21:25.380 --> 00:21:26.940 may speak to someone doesn't have any. But what you need, what you 277 00:21:27.019 --> 00:21:32.220 said, is a very specific alteration of something that they may have. So 278 00:21:32.299 --> 00:21:34.690 it's very disruptive and you can't expect people to have a budget for it, 279 00:21:34.930 --> 00:21:38.849 you can't expect people to have a project around it exactly. You can expect 280 00:21:38.890 --> 00:21:44.490 people to be interested by it and you can expect people potentially change what they 281 00:21:44.490 --> 00:21:48.839 are doing or prioritize their budgets or their financing in a certain way to buy 282 00:21:48.920 --> 00:21:52.960 what you need. But it's also setting the right expectations. But yeah, 283 00:21:53.200 --> 00:21:57.519 again, START UPS getting into big company or do your positios a way around 284 00:21:57.799 --> 00:22:03.670 a large organization buying company that is mainly being there in the core business. 285 00:22:03.950 --> 00:22:10.670 So when IBM started to buy lots of security companies, curate and all that 286 00:22:10.829 --> 00:22:15.349 lot in the market did not meet Idm was doing security where you have to 287 00:22:15.470 --> 00:22:18.619 go there and just educate the market and explain them the Road Map. But 288 00:22:18.779 --> 00:22:22.500 yeah, that's what makes, I guess, Post Your Life and now I've 289 00:22:22.539 --> 00:22:26.819 very exciting. Yeah, but that's also kind of leading me to my next 290 00:22:26.819 --> 00:22:30.529 question to you. So from your introduction you clearly have a great level of 291 00:22:30.690 --> 00:22:36.289 experience in a great amount of respect for that insight cells function, that that 292 00:22:36.650 --> 00:22:41.329 is dl Beida function, the people who are at the beginning of the funnel, 293 00:22:41.450 --> 00:22:45.960 the people who are prospecting, getting opportunities and you know, almost like 294 00:22:47.079 --> 00:22:51.599 the gay that you would see in the jungle going around with a Mashetia getting 295 00:22:51.680 --> 00:22:53.759 the path ready. We know that they they play an important for I mean 296 00:22:53.799 --> 00:22:57.039 we've got opinion because this is what we do, but from your perspect even 297 00:22:57.079 --> 00:23:00.349 from all listen now, yeah, today, can you tell us from you 298 00:23:02.230 --> 00:23:06.910 your point of view. Why do those teams? Does SDA, Beda to 299 00:23:07.029 --> 00:23:11.670 spipeline generation team, just eno steam or external team are playing such an important 300 00:23:11.750 --> 00:23:15.700 let yeah, you know, this has been one of the things that I 301 00:23:15.819 --> 00:23:18.740 think it's been so exciting for me to see over the years, as that 302 00:23:18.099 --> 00:23:26.059 fifteen, twenty years ago we were really having to sell companies on why they 303 00:23:26.210 --> 00:23:30.809 really needed an strner, like well, maybe, you know, maybe after 304 00:23:30.890 --> 00:23:34.289 six months you get them, you know, agree to try one str right. 305 00:23:34.890 --> 00:23:41.480 But now it's like common knowledge that every Tech Company and be the being 306 00:23:41.640 --> 00:23:45.319 needs an str and many of the start up out here, you know, 307 00:23:45.400 --> 00:23:48.960 are higher in the rest ares along with hire in their first sales people. 308 00:23:48.319 --> 00:23:53.640 So it's really awesome to see that we finally understand that. But you know 309 00:23:53.839 --> 00:24:00.789 why? Why is that happening? So your salespeople are, you're really expensive 310 00:24:00.829 --> 00:24:06.349 resources and you really don't want them to do all the follow up work that's 311 00:24:06.470 --> 00:24:14.140 needed to try to reach people. So building pipeline requires persistence and a lot 312 00:24:14.180 --> 00:24:18.660 of multiple attempts to reach prospects. You know, even if they filled out 313 00:24:18.660 --> 00:24:22.859 a contact form on your website or something saying they wanted to call. When 314 00:24:22.900 --> 00:24:26.529 you call them back that first time, they don't answer the phone, they 315 00:24:26.569 --> 00:24:30.930 don't answer your email. So if you're doing outbound prospecting it's even tougher. 316 00:24:32.529 --> 00:24:36.089 And you know, I'm sure you guys are doing the same processes, but 317 00:24:36.210 --> 00:24:41.599 we really are finding that it takes typically between eight the fourteen times, maybe 318 00:24:41.640 --> 00:24:48.720 even sixteen eighteen times to reach most of your prospects. We know salespeople they 319 00:24:48.839 --> 00:24:52.109 give up after the first, maybe the second attempt and they just said it. 320 00:24:52.269 --> 00:24:56.430 You know. I know many sales leaders have heard their sales reps tell 321 00:24:56.549 --> 00:25:00.789 oh, they're not interested, they didn't return my phone call. Well, 322 00:25:00.029 --> 00:25:03.430 you know, how many times did you actually try to call them or email 323 00:25:03.470 --> 00:25:07.299 them? And it was like well, once right, so that's not enough. 324 00:25:07.500 --> 00:25:12.859 We know that and you know we know that. Also a sales rep 325 00:25:14.220 --> 00:25:17.940 are, I would say, sort of the worst of prospecting because of that. 326 00:25:18.819 --> 00:25:22.890 But one of the things we're paying sales people so much money for is 327 00:25:22.009 --> 00:25:27.009 because there really good at moving, you know, Opportunity these through the sales 328 00:25:27.049 --> 00:25:33.089 cycle and getting them to closed. And so when you've got that's a really 329 00:25:33.170 --> 00:25:37.920 different skill set. It's a tough skill set. Not Everybody can do that. 330 00:25:37.759 --> 00:25:45.559 So you really don't want your sales wraps spending their valuable time doing this 331 00:25:47.400 --> 00:25:52.950 process. That it's really it's a process. It's very methodical. It's very 332 00:25:52.990 --> 00:25:56.589 much the science part of it, you know, when you get somebody in 333 00:25:56.670 --> 00:26:00.910 the phone, there's the art part. I'm developing your messaging is the art 334 00:26:00.029 --> 00:26:04.099 part, but a lot of it is the science, the process that you 335 00:26:04.339 --> 00:26:10.299 can get, you know, less experience, less costly people to do, 336 00:26:10.980 --> 00:26:14.460 and so that's where it really makes sense. Get your sales team focus on 337 00:26:14.539 --> 00:26:18.089 what they do best, which is moving the deals through the pipeline, and 338 00:26:18.410 --> 00:26:23.369 offload more of that repetitive process piece. You know, the other thing that 339 00:26:23.930 --> 00:26:29.369 we've really seen happen is when you've got too much of your sales team developing 340 00:26:29.450 --> 00:26:33.480 their own pipeline, is that you really see the hockey stick of fact. 341 00:26:33.799 --> 00:26:36.640 You're familiar with that, right, right, oh, yeah, yeah, 342 00:26:36.680 --> 00:26:40.480 yeah, you know, it's okay, yeah, don't. We don't. 343 00:26:40.519 --> 00:26:45.079 We don't do a lot of fuck you. I'm from from whatever, but 344 00:26:45.200 --> 00:26:48.509 not definitely definitely on though. So much you, which you are just about 345 00:26:48.509 --> 00:26:51.109 to say, I think. Yeah, so, you know. So if 346 00:26:51.150 --> 00:26:55.109 you look at a quarter right and close the business the first month of the 347 00:26:55.150 --> 00:26:59.390 quarter, you're closing not a whole lot, maybe ten to fifteen percent, 348 00:26:59.549 --> 00:27:03.099 twenty percent. Right then the second quarter or the second month of the quarter, 349 00:27:03.660 --> 00:27:07.779 you are closing, you know, maybe thirty percent, but the big 350 00:27:07.900 --> 00:27:11.619 bulk of your business, like sixty, seventy, sometimes even eighty percent of 351 00:27:11.700 --> 00:27:15.289 your business is coming in last month of the quarter and sometimes it's even the 352 00:27:15.329 --> 00:27:19.130 last day of the quarter right where you're getting that. And a lot of 353 00:27:19.329 --> 00:27:25.369 that is because you don't have enough in the pipeline at the beginning of the 354 00:27:25.450 --> 00:27:30.319 quarter and you don't have a consistent pipeline throughout the quarter so that deals are 355 00:27:30.400 --> 00:27:34.119 following when they naturally will close, not when we're trying to force them to 356 00:27:34.240 --> 00:27:41.079 close by specials, priced incentives or whatever. And so if you have a 357 00:27:41.279 --> 00:27:47.150 separate team that's responsible for developing a key percentage of the pipeline, you're going 358 00:27:47.269 --> 00:27:52.069 to have that consistent, constant flow and you can really reduce the hockey stick. 359 00:27:52.150 --> 00:27:55.509 Of fact, it's sort of the and so between terms very quickly. 360 00:27:55.509 --> 00:28:00.099 We've got we've been in the situation so many of them in conversation with we 361 00:28:00.339 --> 00:28:03.339 see you sitting us. Well, I've got a good quarter, then about 362 00:28:03.339 --> 00:28:07.539 quarter, then a good quarter, than a bad quality. It's okay, 363 00:28:07.579 --> 00:28:10.660 what I speak to yourself seem and then you you ask some reading question. 364 00:28:10.859 --> 00:28:15.130 What you're realize? You're realized it's been one quarter prospecting, one quarter closing. 365 00:28:15.369 --> 00:28:17.970 Yeah, and then because that closing, they are too busy closing, 366 00:28:18.009 --> 00:28:21.130 so they come prospect, so they've got no ball using for the next quarter. 367 00:28:21.450 --> 00:28:26.250 So it's it's more a mountain pegle something like this, if you will. 368 00:28:26.890 --> 00:28:30.279 One of them down, but you know absolutely that that's function. Does 369 00:28:30.359 --> 00:28:34.000 break consistency, absolutely, don't you? No, no, it's some problem. 370 00:28:34.079 --> 00:28:37.920 That was a great comment. You know, I think the other thing, 371 00:28:37.000 --> 00:28:41.069 and this is where again we get into the the marketing and sales alignment 372 00:28:41.109 --> 00:28:45.869 issue, is that you know your marketing team is out there spending a lot 373 00:28:45.950 --> 00:28:48.950 of money and doing a lot of things to bring in leads. And you 374 00:28:49.029 --> 00:28:53.630 know, another typical scenario we run into when there isn't a sales development team 375 00:28:53.670 --> 00:29:00.220 in place or the sales development team is focused on outbound and all the inbound 376 00:29:00.259 --> 00:29:04.940 leads go to directly to the sales team, is that the marketing team, 377 00:29:06.539 --> 00:29:11.210 you know, never knows what works and what the results of the campaigns are 378 00:29:11.690 --> 00:29:15.690 because the sales team is not following up on every inbound lead that they're getting, 379 00:29:15.730 --> 00:29:22.049 their cherry picking as to what they think or assume are the best leads, 380 00:29:22.210 --> 00:29:25.559 and that's the only ones that they follow up on. And you know, 381 00:29:25.599 --> 00:29:27.920 a lot of times you're just getting maybe a name and a company name, 382 00:29:29.480 --> 00:29:33.759 and so they're assuming that they may be the right company and the right 383 00:29:33.960 --> 00:29:38.109 target profile. But how do you know which ones of those really have a 384 00:29:38.269 --> 00:29:44.950 need unless you actually follow up with them and have a conversation with them and 385 00:29:45.069 --> 00:29:49.390 talk to them? So this cherry picking of fact, while the sales team 386 00:29:49.950 --> 00:29:56.019 loves it, is not the most efficient or effective way. And again marketing 387 00:29:56.220 --> 00:30:02.180 gets no insights into what's working because the sales team isn't going to convert the 388 00:30:02.299 --> 00:30:08.210 lead properly either in the crm to show and a tribute that lead back to 389 00:30:08.250 --> 00:30:14.410 the marketing team. They're going to take credit for it. So you never 390 00:30:14.650 --> 00:30:21.480 get a closed loop marketing cycle. And Marketing again never knows if a campaign 391 00:30:21.599 --> 00:30:26.680 was successful or not. So they keep repeating campaigns that probably weren't successful, 392 00:30:26.839 --> 00:30:33.119 but they have no data and no insight. Absolutely and in the right direction. 393 00:30:33.160 --> 00:30:40.150 Ask You a question of Allia on about a good set of Spellson becoming 394 00:30:40.190 --> 00:30:41.990 a set as manage all a set of spells and engineer would becoming a set 395 00:30:42.029 --> 00:30:48.910 as manentia, which would be you'll take on as dl people all insight sets, 396 00:30:48.950 --> 00:30:52.460 people are Beda people progressing to a few sales role. That's a great 397 00:30:52.539 --> 00:30:57.299 question, right, and you know I think, I mean I've got conflicted 398 00:30:57.619 --> 00:31:02.180 views internally on this. I mean, it's a great career path, right. 399 00:31:02.660 --> 00:31:04.730 I have seen many, many successful people. I mean I had a 400 00:31:04.769 --> 00:31:10.450 guy who, actually several of them who work for me, got their start 401 00:31:10.450 --> 00:31:15.410 as inside sales reps and now are, you know, Cros right of large 402 00:31:15.529 --> 00:31:18.490 companies and, you know, make it half a million dollars a year and 403 00:31:18.000 --> 00:31:23.240 being extremely successful. So I know it can be done. I think that 404 00:31:25.480 --> 00:31:30.279 we did a research on this last year actually at the bridge group, where 405 00:31:30.319 --> 00:31:34.750 we show, though, you know, if you promote SDRs too early, 406 00:31:36.509 --> 00:31:41.029 where they haven't even learned the SDR roll and you promote them into an ae 407 00:31:41.269 --> 00:31:45.029 roll, that there was like something like a sixty five percent failure rate. 408 00:31:45.269 --> 00:31:49.940 So it counterintuitive to a lot of companies today that want to promote their SDRs 409 00:31:51.660 --> 00:31:55.220 in a year or less, and that's where the problem becomes, if you 410 00:31:55.380 --> 00:31:59.700 promote them in a year less. You had the huge failure rate. If 411 00:31:59.779 --> 00:32:05.329 they get promoted after I think it was like sixteen months, seventeen months was 412 00:32:05.490 --> 00:32:10.089 the key thing, that failure rate drops to like twenty five percent. So 413 00:32:10.450 --> 00:32:15.410 huge improvement because now they're learning. Also, you know, I think it 414 00:32:15.490 --> 00:32:19.160 depends on what kind of a e role you promote them into. And you 415 00:32:19.279 --> 00:32:22.839 know, if you promote them straight from an str into an ae roll that's 416 00:32:22.880 --> 00:32:30.869 going after one of these really large enterprise long sales cycle accounts where it's a 417 00:32:30.990 --> 00:32:35.069 you know, two hundred and fifty thousand dollar sailor above, that's a really 418 00:32:35.190 --> 00:32:39.150 tough move to make those that's such different skills that you need to know about 419 00:32:39.190 --> 00:32:44.230 to work those kinds of deals. Then what an SDR ever, you know, 420 00:32:44.460 --> 00:32:51.380 has so we are working really hard with our clients to create career paths 421 00:32:51.660 --> 00:32:55.779 based on the roles that make sense within the company, based on their selling 422 00:32:55.900 --> 00:33:00.730 motions and what makes sense. And maybe it's not, you know, an 423 00:33:00.849 --> 00:33:07.490 ae rule doing net new business. Maybe it's an account management role right where 424 00:33:07.930 --> 00:33:12.450 they're working with existing customers. You know, and I think being able to 425 00:33:12.609 --> 00:33:16.480 put together a career progression roll that says, you know, if you were 426 00:33:16.640 --> 00:33:21.440 path and what you really want to do is move into sales. Then, 427 00:33:21.599 --> 00:33:27.150 you know, starting, you know, let's say in your fourth quarter of 428 00:33:27.349 --> 00:33:31.109 being an str we're going to start, you know, providing you some kind 429 00:33:31.150 --> 00:33:36.150 of different training on skills. You may have to take and pass a negotiation 430 00:33:36.390 --> 00:33:40.069 class. You may have to, you know, do some right alongs with 431 00:33:40.190 --> 00:33:45.539 the sales rep. You may have to help them prepare a presentation, right, 432 00:33:45.740 --> 00:33:50.180 and watch them give a presentation, and then you do it. So 433 00:33:50.779 --> 00:33:55.609 being really actually able to give them, you know, access to and see 434 00:33:55.769 --> 00:34:00.650 what really goes on a sales role. Because what we're also finding is that 435 00:34:00.690 --> 00:34:02.529 a lot of these people, once they get into a sales role, it's 436 00:34:02.529 --> 00:34:07.449 like, ah, this isn't really what I want to do. But yet 437 00:34:07.530 --> 00:34:12.960 you yeah, you know, been there, yes, exactly, and you 438 00:34:13.000 --> 00:34:15.519 know, I think we've all been there. And so a lot of it 439 00:34:15.719 --> 00:34:19.360 is because, you know, they really don't know what the Sales Rep job 440 00:34:19.679 --> 00:34:23.159 is. Day didn't way out. And unless they get that exposure and they 441 00:34:23.239 --> 00:34:30.110 really understand what it means to have to meet quote on a regular basis and 442 00:34:30.309 --> 00:34:34.389 be judge a meeting, that quota, you know, is different than meeting 443 00:34:34.429 --> 00:34:39.539 quotas and Sdr there's some similarities, absolutely but it's way different in the sales. 444 00:34:39.659 --> 00:34:45.380 The pressure is way different and so there's just a lot of people that 445 00:34:45.460 --> 00:34:49.500 that's not what they want and they don't want to travel if it's a field 446 00:34:49.579 --> 00:34:52.739 sales a evil right. So, you know, I think those are all 447 00:34:52.860 --> 00:34:58.369 things that we need to as managements to the exactly before Russian in promoting. 448 00:34:58.530 --> 00:35:00.610 Yeah, you know, I think I think people have hard time the add 449 00:35:00.650 --> 00:35:07.050 conversation with individual Damia. They've got people who are really good in David as 450 00:35:07.130 --> 00:35:10.679 the a team often million yours. They want to progress very quickly. If 451 00:35:10.800 --> 00:35:15.559 that they will. Haven't all boughtunity somewhis. You've got the recruit top playing 452 00:35:15.559 --> 00:35:17.639 a role as well. You know, we always trying to push people and 453 00:35:17.719 --> 00:35:22.710 telling them at the grass is green or somewhiles. But Yeah, look, 454 00:35:22.869 --> 00:35:25.070 it was very, very good to have usually today on the podcast. I 455 00:35:25.190 --> 00:35:30.710 really loved our conversation. I could go on fun as a couple of hours. 456 00:35:30.909 --> 00:35:36.219 Yeah, I need to let you go, unfortunately. Now, if 457 00:35:36.300 --> 00:35:39.539 anyone wants to, anyone of our listener wants to get in touch with you, 458 00:35:39.659 --> 00:35:44.340 wants to engage with the bridge group, to consult with you guys and 459 00:35:44.420 --> 00:35:45.980 use your services, what is the best way to get hold of you guys. 460 00:35:46.579 --> 00:35:50.449 Thanks. Right. Yeah, you know, definitely check out our bridge 461 00:35:50.489 --> 00:35:54.369 group website. There is a ton of research and ebooks all around sales development, 462 00:35:54.409 --> 00:35:58.730 inside sales, account based all of that kind of stuff, and we 463 00:35:58.849 --> 00:36:04.360 have a blog and it's, you know, Bridge Group inccom. You can 464 00:36:04.519 --> 00:36:09.679 email me at Sally at Bridge Group INCCOM. You can link in with me 465 00:36:10.079 --> 00:36:15.639 or I'm on twitter also, both linkedin and twitter at Sally do be all 466 00:36:15.760 --> 00:36:19.469 one word, so feel free to look me up and connect. Would love 467 00:36:19.510 --> 00:36:22.309 to hear from you and, you know, everybody out there and hear about 468 00:36:22.309 --> 00:36:27.670 your experiences with inside sales sales development in general. Well, thank you very 469 00:36:27.710 --> 00:36:30.230 much. Fun that said, each was great to have you on the show 470 00:36:30.309 --> 00:36:31.900 today. Thank you so much. Right, it was really great to be 471 00:36:31.940 --> 00:36:37.340 on the show. I really appreciate it. operatics has redefined the meaning of 472 00:36:37.539 --> 00:36:44.980 revenue generation for technology companies worldwide. While the traditional concepts of building and managing 473 00:36:45.059 --> 00:36:50.250 inside sales teams inhouse has existed for many years, companies are struggling with a 474 00:36:50.329 --> 00:36:55.090 lack of focus, agility and scale required in today's fast and complex world of 475 00:36:55.250 --> 00:37:02.360 enterprise technology sales. See How operatics can help your company accelerate pipeline at operatics 476 00:37:02.519 --> 00:37:07.639 dotnet. You've been listening to be tob revenue acceleration. To ensure that you 477 00:37:07.760 --> 00:37:12.400 never miss an episode, subscribe to the show in your favorite podcast player. 478 00:37:13.039 --> 00:37:15.320 Thank you so much for listening. Until next time.

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