Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are self-serving (2:50), what B2C nails that B2B doesn’t (4:08), how long you actually need to spend researching your ICP before you reach out (9:36), what a first touch look like (14:30), smoothing the SDR to AE handoff (18:18), incentivizing the right behaviours in your sales reps (23:07), and how to implement this framework in your organization (25:09).   SHOW NOTES:  More strategies for building a customer-focused buying journey: Rev Ops: The Missing Link That Will Increase Your Revenue by 26% More on researching your ICP: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account