26 | Sales Is Dead 💀 The Buyer’s Already Decided — You’re Just Slowing Them Down with Mar Brandt (AppsFlyer, Sitecore, Experian)

Mar Brandt is an experienced scale up revenue leader who has built strong sales teams at companies like AppsFlyer, Sitecore, and Experian.

In this episode of Good Revenue, host Neeta Bidwai and Mar cover:

• The state of revenue for late-stage and newly public companies

• Adapting sales approaches to a scrutinized budget environment

• The evolution of the buyer journey and self-serve preferences

• The shift towards shorter-term SaaS contracts and their implications

• Organizational design considerations for aligning sales, marketing, and customer success

• Strategies for setting effective goals and incentives

• The importance of planning and accurate forecasting

• Building high-performance, resilient sales teams in challenging times

Mar shares valuable insights and practical advice on navigating economic uncertainties and leveraging change to build stronger, more efficient revenue organizations.

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Where to find Mar Brandt:

https://www.linkedin.com/in/marbrandt/ 

Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/ 

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

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Highlights:

00:00 Introduction to Mar Brandt

00:24 The State of Revenue Post-COVID

02:32 Adapting Sales Strategies for a New Market

03:23 The Evolving Buyer Journey

05:53 Challenges with Short-Term Contracts

07:51 Organizational Design for Revenue Success

12:45 Aligning Goals and Incentives

16:38 The Importance of Planning and Metrics

25:09 Building High-Performance Sales Teams

27:48 Conclusion and Final Thoughts

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Referenced:

• McKinsey sales strategy insights: https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-to-sell-in-a-downturn 

• G2 SaaS contract data: https://www.g2.com/reports/state-of-saas-2022 

• Strategic Selling by Miller Heiman: https://www.amazon.com/Strategic-Selling-Miller-Heiman-Classic/dp/044669519X 

• Challenger Sale concept overview: https://www.google.com/books/edition/The_Challenger_Sale/XbQ1uGu2Yw4C?hl=en&gbpv=0 

• Thought leadership in sales: https://www.forbes.com/sites/forbesagencycouncil/2023/10/10/thought-leadership-is-the-future-of-b2b-sales-and-marketing/ 

• McKinsey on organizational health: https://www.mckinsey.com/business-functions/organization/our-insights/the-organization-blog/what-is-organizational-health 

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