Why Buyers Need to Talk To Sellers (Even If They Don't Want To)

highlighting the fact that many companies are neglecting simple yet crucial steps to foster success among their new hires. Drawing inspiration from Chicago Public Schools' program called Freshmen On Track, our speaker suggests that companies can implement similar strategies to ensure their new sales representatives are set up for success.

As the conversation unfolds, our guests - Nabil Al Azam, Frank Sespades, and Drew Nicer - dive into various topics including accurate quota setting, the role of incentives in driving desired behaviors, the need for clear process guidelines, and the evolving role of the account executive. They also shed light on the cultural challenges surrounding sales effectiveness and the critical importance of having confidence in winning sales opportunities.

Our guests explore how data and technology are shaping the sales landscape and discuss the disconnect between the speed at which businesses are evolving and the slow adaptation of incentives. They emphasize the need for collecting and analyzing data to inform compensation structures, particularly in onboarding new sales reps.

Additionally, our panel tackles the role of marketing in the buyer journey and the potential impact on sales processes. They question the separation of demand generation from demand capture, highlight the pitfalls of focusing solely on filling the sales funnel, and discuss the shifting dynamics between sales and marketing in a self-serve world.

This episode is packed with valuable insights and thought-provoking perspectives. So sit back, tune in, and get ready to level up your sales game. But before we dive into the discussion, Andy Paul kindly asks for a favor - if you're enjoying The Win Rate Podcast, please leave a rating or review on Apple Podcast or Spotify. And don't forget to subscribe to Andy's weekly newsletter, Win Rate Wednesday, for even more sales wisdom.


 Incentives prioritize customer journey and sales process.

Incentive adjustments lagging behind business changes.

 Managing change in sales during a pandemic.

Quota: justification, motivation, human psychology, unforeseen effects.

Separating demand generation from demand capture.

Marketing myths: buyers need guidance, not pitches.

Overqualifying opportunities may lead to loss. Specialization in go-to-market functions. Quarterback role in sales process. Possible evolution in qualification processes.