Sales Transformation

This episode of the Sales Transformation Podcast with Collin Mitchell features Todd Abbott, CEO of InsightSquared. Access to data and the ability to respond quickly to sales forecasts create a massive competitive advantage for companies.

It starts with commit culture where an organization's team members are held accountable to weekly commitments and the larger goals of the company. This creates reliable data from the ground up so that CRO's know when to hit the gas or tap the brakes.

Commit culture is now supported by technology like activity capture and analytics to create transparency. Having access to the same set of data allows CRO's to align strategies from the revenue team to the board and provide direction with meaningful impact.

Show Notes

HIGHLIGHTS

02:12 Having a pulse for sales forecasts and the value of commit culture 

07:48 Creating discipline and weekly accountability in the sales team

13:03 Commit culture requires leadership buy-in to get accurate forecasts

20:10 Activity capture technology provides real-time data on sales funnel health

26:40 Analytics data provides CRO's data to gain control of the revenue process

QUOTES

08:48 "We had a commit culture that was every week. So you committed every week. If you missed last week, why'd you miss? So it wasn't monthly or quarterly cycles of learning. It was weekly."

16:59 "You don't want fear in the organization. And so you got to strike that right balance of you're letting your peers down because your peers are going to have to make up when you don't meet your commitment more than your job's in jeopardy."

22:29 "When a customer is engaging, meaning they're responding to your rep's email, they're scheduling meetings, they're looking at your attachments, they're engaging with you. They'll do that when your value prop resonates with them."

24:47 "With this activity capture and the analytics you can provide, we can provide real-time insights through the sales process and identify potential deals that are stalling or worse, are dead, like that's all false positive on funnel coverage."

31:44 "What I'm really after is helping CRO's gain control of the revenue process and the alignment of the functions by everybody looking at the same data. This is the sales process, team. Help me improve conversions here or here."

Learn more about Todd in the links below:

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What is Sales Transformation?

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.

Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.

With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.

So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!