Marketing Cloud, Trailhead...
Finding Your Zone to Win: An Interview with Geoffrey Moore
Author Geoffrey Moore shares his secrets for success in the ever-changing world of sales.
What do you see as the biggest challenge and opportunity for a team to harness sales cycles in a startup environment today?
It can be challenging for a salesperson to have the talent, skill, capabilities, and process understanding in order to handle talking across these three models (that is, infrastructure, operations, and new business models). What strategy would you advise?
Once you’ve tackled the infrastructure sales, what’s the best way to move on into the operational level?
How does sales then tackle the new business model angle?
Right now, there is an increasing conversation about how to get sales and marketing working together and in a closer relationship. What do you see as the roles of sales and marketing here?
What final bit of advice would you like to give to sales reps and leaders?
“Sales people understanding the different use cases can provide significant differentiation during the sales cycle.”