In each episode, our guests, C-suite veterans of Sales, Marketing, Customer Success, and RevOps, unlock the coveted secrets behind shaping SaaS empires. From mastering customer acquisition to harnessing the transformative power of AI-driven marketing and sales tactics, we're your ultimate source for actionable GTM insights.
Welcome to the forefront of B2B SaaS excellence! We discuss company journeys where innovation meets the ever-evolving tech landscape. Guided by a powerhouse team of co-hosts including Mark Petruzzi, Cathy Minter, Paul Melchiorre, and Katerina Ostrovsky, we're your trusted navigators through the dynamic world of B2B SaaS Go-To-Market strategies.
This podcast marks the continuation of the best-selling book "Selling the Cloud," authored by the illustrious Mark Petruzzi and Paul Melchiorre.
Welcome to today's episode of the 'Selling the Cloud' Podcast! We are thrilled to have Frank Cespedes as our guest. Frank is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. With a wealth of experience in running businesses, serving on boards for start-ups and corporations, and consulting globally, Frank brings a unique perspective to our discussion. He is the author of six books, including our topic for today, Aligning Strategy and Sales.
In this episode, we dive into these key areas:
- The importance of clear communication of strategic choices to sales teams.
- Common challenges in aligning sales with strategic objectives and ways to overcome them.
- Integrating internal performance management factors with external market characteristics.
- Strategies for recruiting and developing salespeople who can execute the strategy effectively.
- Key considerations for developing metrics that evaluate and reward performance in line with strategic goals.
Frank Cespedes, Author "Sales Management that Works"
Co Hosts Mark Petruzzi and Cathy Minter
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.