{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Coach2Scale: How Modern Leaders Build A Coaching Culture","title":"Understanding the Sales Engagement Model with Tom Young | Coach2Scale Episode #88","html":"","width":"100%","height":180,"duration":3797,"description":"Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak adoption, and low rep confidence. The problem isn’t buyer intent. It’s a lack of structure, coaching, and guidance.This conversation gets tactical and strategic. Tom breaks down the myth that buyers know how to buy, why seller-led engagement models outperform passive following, and how high-performing FLMs simplify complexity through coaching, not control. CROs and sales leaders will appreciate the clear through line: when managers teach reps how to lead a buying journey, not just chase a number, sales cycles shorten, win rates improve, and performance becomes repeatable. If you’re building a scalable sales org, this is a must-listen.Top TakeawaysEnterprise buyers often don’t know how to buy software Despite assumptions, many buyers lack a defined decision process, which means sellers must guide, not follow, their journey.The best salespeople act as guides, not followers When sellers proactively lead buyers through a structured engagement model, the experience improves and adoption increases.Mutual Action Plans need to go beyond the PO date Ending your plan at \"PO received\" signals self-interest; the real impact comes from aligning with the customer’s go-live and success milestones.Effective FLMs sell the engagement model, not the product first Top-performing managers train reps to win by selling how the decision will be made, not just what to buy.Sellers must ask the questions buyers should be asking themselves High-quality discovery isn't just fact-finding; it helps buyers clarify their own thinking, build confidence, and reduce internal friction.Sales cycles fail when reps abdicate process control Letting the buyer...","thumbnail_url":"https://img.transistorcdn.com/opvAF1t5mX5oS98f075ruJp2ACzoZiGPMnZPHMPw65A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQyODUzLzE2ODc4/ODc0MDgtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}