Moving From A Culture of Efficiency to A Culture of Effectiveness


Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Sales leaders need to build a strong sales culture and eliminate mediocrity, which starts with the willingness to invite, embrace, and accept feedback.
Synchronous conversations are making a comeback. Whether you get coffee with a prospect in your own town or fly to your prospect's city to close a deal, face-to-face interactions are invaluable.
Sales isn't an easy profession, and leaders should be honest and transparent with their teams about the work required to close deals.
Efficiency does not equal effectiveness. Sales technology should focus on making people better, not just faster.
Sales organizations need to adapt to changes in the market and rethink what's working and what's not.


In this podcast, Mike Cabot and Jeb Blount discuss the challenges of sales in the current climate, including the impact of technology and the need for emotional intelligence when dealing with analytical stakeholders. They also emphasize the importance of celebrating small victories and providing feedback to improve performance.



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