Think Like an Owner High Performing Sales Highlights from Ambitious CEOs and CROs - EP.258
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Feb 11, 2025 Join former ZoomInfo CRO Tim Strickland, Clio CEO Mahesh Rajasekharan, Muse President Michael Coscetta, and CRO Dennis Dresser as they unpack the art of high-performing sales teams. They dive into structuring sales organizations for success and adapting strategies as companies grow. Discover effective pricing models, the significance of cross-team collaboration, and the crucial role CEOs can play in sales. These insights are invaluable for anyone looking to elevate their sales strategies and drive meaningful growth.
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Two Sales Roles
- Sales teams have two main roles: new logo acquisition and growing existing accounts.
- These roles are often combined initially, but separate as the company grows.
Scaling Sales
- Build a strong demand generation organization before scaling the sales team.
- Focus on vertical markets, even in horizontal organizations.
Mutually Beneficial Contracts
- Structure sales contracts to benefit from customer growth, but ensure it's mutually beneficial.
- Understand customer unit economics and how pricing affects their margins.