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E76: GTM Efficiency and the need for a “Chief Go-To-Market Officer”
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Adapt and Thrive: Embrace Diverse Sales Methodologies
Effective sales teams should adopt a mixed martial arts approach to their methodologies, integrating the best elements from various strategies such as Winning by Design's SPICED and the Challenger model. This flexibility allows teams to adjust their tactics according to the specific needs of the situation and the customer, enhancing their ability to qualify and engage effectively. A structured operational framework, like the lean revenue factory, supports this approach by providing a solid foundation for the sales process.
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