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Rex Galbraith

Chief Revenue Officer at Consensus. He has experience as Senior Vice President of Sales and Vice President of Sales at Consensus, and Director of Sales at HireVue.

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Apr 17, 2025 • 40min

When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)

Rex Galbraith, Chief Revenue Officer at Consensus, shares his wealth of sales experience. He emphasizes the importance of focusing on buyer actions rather than seller activities for measuring progress. Rex introduces the concept of a momentum score, which tracks buyer behaviors to predict deal success. He also discusses the three critical phases every deal faces and the need for strategic resource planning. Finally, he highlights how disciplined routines can enhance productivity and the necessity of aligning sales strategies with buyer engagement.