Matt Breslin, Chief Revenue Officer at Upland, shares insights from his impressive 25-year career in software sales. He emphasizes the danger of blind spots in the sales process and the necessity of aligning with customer needs. Matt recounts a pivotal multi-million dollar deal that taught him the value of detail and relationship-building. He challenges conventional wisdom about sales pipeline coverage and discusses the importance of focusing sales teams on the right motions, revealing what truly works in go-to-market strategies.