30 Minutes to President's Club | No-Nonsense Sales
When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)
Apr 17, 2025
Rex Galbraith, Chief Revenue Officer at Consensus, shares his wealth of sales experience. He emphasizes the importance of focusing on buyer actions rather than seller activities for measuring progress. Rex introduces the concept of a momentum score, which tracks buyer behaviors to predict deal success. He also discusses the three critical phases every deal faces and the need for strategic resource planning. Finally, he highlights how disciplined routines can enhance productivity and the necessity of aligning sales strategies with buyer engagement.
39:30
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Quick takeaways
- Effective time management, such as avoiding morning distractions, can significantly enhance sales leaders' productivity and focus.
- Tracking buyer actions through the Momentum Score framework is essential for predicting deal closure and improving sales outcomes.
Deep dives
The Importance of Time Management
Effective time management is crucial for productivity, especially for sales leaders. By refraining from checking Slack and email in the morning, individuals can prioritize their tasks and establish a productive mindset. Many people often allow their day to be dictated by incoming messages, leading to decreased efficiency. Instead, focusing on the most impactful tasks can significantly enhance daily productivity.
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