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)
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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.
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Time-Box Slack and Email
- Time-box checking Slack and email, avoiding them in the first hour of your day to maintain focus.
- Prioritize your day intentionally instead of letting email and Slack dictate your tasks.
Handle Sales Tasks Once
- Handle proposals and scheduling with a "handle it once" mentality to save days in your sales cycle.
- Send executable counter offers and simple one-email scheduling invites to avoid back-and-forth delays.
Base Stages on Buyer Actions
- Modify sales stages based on specific buyer actions, not seller activities, to measure real progress.
- Require evidence of key buyer involvement, such as an economic buyer's approval, before advancing deal stages.
