Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA Artwork

Metrics that Measure Up

B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.

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Metrics that Measure Up

Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA

August 18, 2020 • Ray Rike

In this episode of "Metrics that Measure Up", Andy Paul, the host of The Sales Enablement Podcast and Ray discuss how and if the modern B2B Seller is different today than yesterday.

Topics covered include the motivation of sellers to serve their customers and help them make an informed purchase decision, or providing buyers unique insights into a new way of approaching a business process.

Why quota may be an outdated concept, and even why a famous British economist's research shows that when a measure becomes a target, it loses its value as a measure...think QUOTA!!!

Andy also shares the differences between a "manager" and a "coach" and why companies should consider investing in professional coaches to help sales professionals to deliver maximum output.

Within this discussion, we discuss the proven benefit of a positive mindset, why a functional organization may be outdated, and the possibility of instructing around customer acquisition, retention and growth versus sales, marketing and customer success.

This episode is for anyone thinking about how to re-engineer the sales professional and accelerate revenue performance.