250: Transform Your Prospects Into A High Performing Sales Team

Tom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team.

Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone.

Highlights include: the conflict between salespeople and modern B2B buyers (2:35), how to lead your prospects down “the yellow brick road” towards a sale (6:03), the best channels to reach your prospects without a sales rep involved (8:12), an example of how to reverse-engineer your sales process (9:55), the benefits of using a customer-driven sales approach (12:51), the mindset shift salespeople need to make for this approach to work (16:28), and tips for early-stage companies to build their sales team with customer-led revenue in mind (20:14).

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