Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.Key Takeaways:06:12 - What Inspired Frank to Write His Book11:47 - Unexamined Assumptions with Sales13:43 - Data Break Out15:34 - The Buyer is the Most Important Thing17:02 - Buy As You Operate Now22:06 - The Domino Effect26:45 - What Do We Need to Measure?32:56 - Hire For the Task35:42 - Frank's Advice About Hiring41:34 - This Week's Micro ActionWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Frank Cespedes: https://www.linkedin.com/in/frankcespedes/