Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.

Key Takeaways:

06:12 - What Inspired Frank to Write His Book

11:47 - Unexamined Assumptions with Sales

13:43 - Data Break Out

15:34 - The Buyer is the Most Important Thing

17:02 - Buy As You Operate Now

22:06 - The Domino Effect

26:45 - What Do We Need to Measure?

32:56 - Hire For the Task

35:42 - Frank's Advice About Hiring

41:34 - This Week's Micro Action

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Frank Cespedes: https://www.linkedin.com/in/frankcespedes/