Mechanizing GTM Through Sales Playbook Best Practices
Vince will spend an hour deep diving into best practices for building a sales playbook to mechanize your GTM motion and drive optimal revenue achievement. As you know, having a well “choreographed process” will increase win rates, sales rep performance, and, most importantly, repeatability (at scale).
A few discrete topics that Vince will cover in this session include:
- Building the Sales Playbook (i.e., what are the pieces of the puzzle)
- How to Qualify an Opportunity (i.e., what qualifies an opportunity, what questions do you ask)
- What’s Your Sales Process (i.e., from qualified to closed won, go/no go process)
- Stop Treating All Opportunities the Same (i.e., strategic deals rule)
- *Bonus: KPIs that matter most*
Vince has over 25 years of experience in B2B sales leadership, with a proven track record of scaling and fixing revenue challenges for software startups and scale-ups. Vince has helped four companies accelerate growth and achieve successful exits, including LivePerson (IPO), CheetahMail (acq. Experian), Amadesa (acq. LivePerson), and Kustomer (acq. Meta) by driving significant revenue growth, customer acquisition, and market expansion. He’s also held senior sales leadership positions at SugarCRM (SVP of Sales), True Fit (CRO), and Meta (Head of Enterprise Sales).
Today, he is the Founder & CEO of Sales at Scale, where he leverages his expertise and network to accelerate revenue growth for VC- and PE-backed startups and scale-ups. He works with founders and sales teams to design and implement effective sales processes, strategies, and systems that lead to better outcomes. Some of his clients include Shipt, Handshake, UserVoice, Dropoff, and Rebelmail. Vince is also an active coach, advisor, and mentor to several startups and a member of Pavilion, a community of high-growth leaders. His mission is to help businesses succeed and thrive in the competitive and dynamic B2B sales landscape.
Measuring Value and its Impact on Customer Engagement
Best Practices for Prospect Conversion & Engagement
