Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social

Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social, shares insights from his 11 years at Salesforce. He emphasizes the importance of understanding the 'whys' behind buyer motivations for successful sales. Cale discusses how frequent communication helps maintain deal momentum and the need to carefully calibrate deal risk. He highlights the challenges of aligning sales with product teams and stresses the critical role of frontline managers in navigating organizational priorities and driving team success.