The Revenue Leadership Podcast with Kyle Norton E9: Building Repeatable Revenue Engines at Outreach and Catalyst with Mark Kosoglow
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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.
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Early Sales Experiences
- Mark Kosoglow, starting with childhood bartering, has always been sales-oriented.
- His experience selling shoes taught him consultative selling, building a loyal customer base.
Tech Sales vs. Traditional Sales
- Transitioning from traditional sales to tech, Mark found tech selling easier.
- He observed that many tech salespeople lacked fundamental sales skills like multi-threading.
From Conferences to Tech
- Kyle Norton's background in selling conferences honed his persuasion skills.
- Entering tech, his challenge was adapting to new tools like Salesforce.
