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Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)
The Science of Scaling
Structuring Sales for Success
This chapter focuses on the need for a structured approach to sales prospecting, encouraging proactive outreach and the use of a sales playbook. It emphasizes the importance of accountability, rigorous qualification processes, and a positive prospecting culture in early-stage companies. The discussion also covers strategic hiring, the management of turnover, and the critical role of leadership in building and maintaining a high-performing sales team.
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