The Revenue Leadership Podcast with Kyle Norton
Building Repeatable Revenue Engines at Outreach and Catalyst with Mark Kosoglow
Nov 20, 2024
In this discussion, Mark Kosoglow, co-founder and CEO of Operator.ai, shares his journey from mall shoe sales to leading top-tier sales teams at Outreach and Catalyst. He delves into the importance of creating repeatable revenue engines and building effective sales processes through measurement and technology. Highlights include the significance of hiring for traits over skills, utilizing data analysis to optimize sales strategies, and fostering a culture of enablement for onboarding success. Mark emphasizes the balance between process and adaptability in achieving consistent growth.
55:13
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Quick takeaways
- Mark Kosoglow discusses how early experiences in sales shape the foundational skills needed for successful consultative selling and customer relationships.
- The key to building repeatable revenue lies in establishing systematic processes and ensuring the organization isn’t reliant on key individuals for sales success.
Deep dives
The Journey of a Sales Leader
Early experiences in sales, such as trading toys at a young age and selling shoes in a mall, laid the foundation for developing consultative selling skills. These formative experiences highlighted the importance of understanding customer needs and building relationships, leading to a loyal customer base. The speaker emphasizes that learning how to observe and analyze customer behavior is crucial for effective selling. Such hands-on lessons in retail reflect the real-world application of sales strategies that can later be translated into broader business contexts.
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