Juliana, any research findings on whether reps should mention competition, and frame that part of conversation in prospects mind? My hunch is less deals go dark if we can initiate frank conversation about competition…but so many reps afraid to discuss as they may lead prospects down wrong path. A “trusted advisor” should be ready to initiate that conversation. Thoughts?
Hey Preston, props for publishing , this is a great post. Have to wonder about <30 % churn rate? IMHO, churn is a key indicator of how well prod, marketing, sales, and success line up with ICP and TAM. Given that <30% is manageable, what does it say about management? Are they building silos, or willing to face the music together? This is a really good post, look fwd to next!
Great post Phill! Top sales teams offer learning and development career paths to retain top talent. As companies level up new hires, they become more competitive, and attract better talent. This is a virtuous cycle that promotes sales, leadership, and a strong foundation for professional growth.