Dot connector | Sense maker | PhD candidate | Bridging the gap between research and revenue
I recently had the opportunity to write and record a TEDTalk-style video outlining a POV on some of the main challenges organizations face when designing and executing their #sales #gotomarket #strategies. At the heart of this issue is the complexity and friction in our sales ecosystems - which is magnified when our core sales GTM business processes (e.g., territory design, quota allocation, compensation, segmentation and scoring, sales capacity planning, etc.) operate in functional silos. In the video, I explore how siloed teams, insufficient data, and disconnected processes slow down sales execution and effectiveness, and how fostering collaboration and streamlining the service exchanges or 'crossing points' in our ecosystems help unlock the full potential of our #RevenuePerformanceEngines. The video will be released later this week - and we've built a really cool Varicent workshop to help organizations map the gears in their RPE, identify points of friction, and innovate to bring greater flow and effectiveness to their sales GTM efforts. Grateful for the opportunity to share this with sales and ops leaders, and eager to keep the conversation going in the weeks ahead. #SalesLeadership #RevenuePerformance #SalesStrategy #GTM #FrictionToFlow #TedTalk