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20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
Adapting business processes and roles based on customer needs and market changes
Businesses should be prepared to adapt their processes and roles to changing market conditions and customer needs. For example, a commercial business shifted from a Hunter-Farmer model to a Hunter-Hunter model after observing downgrades due to account managers focusing on existing customers and neglecting new opportunities. They changed the profile of salespeople, shifted the renewal responsibility to a renewal manager, and renamed the role to account executive to align with the new approach of acquiring new logos.
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