Grit

CRO Obsidian Security, Bob Kruse: Building a Winning Sales Culture

Jun 29, 2020

46:57

In this episode of Go to Market Grit, Obsidian Security CRO and sales veteran Bob Kruse shares his thoughts on culture, and how it impacts sales teams. Bob and Joubin discuss why having a strong culture is critical in sales, as well as the benefits of deploying a multifaceted channel program.

In this episode of Go to Market Grit, we cover:

Why having a strong culture on your sales team can serve as a competitive advantage — and why it needs to be treated as a top-down initiative.
Why it’s important to prioritize transparency, integrity, trust, and authenticity in sales.
Viewing sales as a team sport — and why reps need to work together as a single unit.
How inclusivity, and bringing different types of employees into the sales process like engineers can be beneficial to the company and help to achieve common goals.
Tips for improving your odds of success when hiring, such as being completely comfortable with prospects and prioritizing referrals and recommendations.
Tips for keeping sales teams motivated, yet working hard and in touch with reality — and why complacency is death.
Bob’s thoughts on the channel — including how it’s changed due to SaaS, and how a multi-faceted channel program can help sales teams expand and grow, and open new doors.

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