10/10 GTM
Structure, Champion Building & Teamwork with Chris Taylor, Founder and President, at OneMove Advisory
Feb 25, 2025
Chris Taylor, Founder and President of OneMove Advisory, shares his impressive journey from Navy pilot to sales leader in the tech industry. He dives into the importance of structured cadences in B2B sales, which balance immediate goals with long-term strategy. Taylor emphasizes the significance of building champions within organizations to drive excitement and success in deals. He also encourages moving away from the lone wolf mentality to foster teamwork and collaboration, highlighting that respect and culture are key to achieving sales excellence.
25:09
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Quick takeaways
- Establishing consistent operating rhythms within sales teams is vital for maintaining focus and achieving execution excellence during intense 90-day sprints.
- Building and nurturing champions within customer organizations significantly enhances deal closure success by ensuring advocacy and alignment throughout the sales process.
Deep dives
The Importance of Cadences in Sales Execution
Establishing cadences, or operating rhythms, is essential for driving execution excellence within B2B sales teams. Sales operate in intense 90-day sprints, during which priorities can shift rapidly and distractions can derail focus. Without a structured approach, critical activities like prospecting may be deprioritized, leading to missed targets and ineffective performance. A well-defined weekly cadence helps ensure that sales managers maintain consistent engagement with their representatives, fostering accountability and guiding both short-term actions and long-term sales strategies.
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