5 lessons from Microsoft go-to-market sales transformation that no sales leader can afford to miss: 1. Retraining & Hiring Cutting sales-overlay roles & hiring salespeople who could code along with their customers. 2. Customer Sucess In the consumption economy of the cloud – you need non-billing Customer Success folks to get customers to adopt &…
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I was talking with a CEO who said that ‘all salespeople by nature are dishonest – <a choicest Hindi abuse>’. I winced. I told him, Not necessarily. It depends on the traits you hired for & the sales process you have that encourage or discourage honesty. A salesperson’s ‘honesty’ is not just innate – it…
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