Sales Transformation

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#136 S2 Episode 5 - Struggling to get Data into the CRM to Technology to help CRO's

/ 35:06/S2 E5
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.

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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  • LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

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#136 S2 Episode 5 - Struggling to get Data into the CRM to Technology to help CRO's

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