Sell Based on Value & Encourage Change

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Revenue Talks with Justin Keller

Drift

70 episodes

3 months ago

How businesses make money is changing. It’s not all sales. It’s not all marketing. Revenue is everyone’s business now. Join Drift’s Justin Keller (VP of Revenue Marketing), as he sits down with experts across sales, marketing, and customer success to talk about what it really takes to accelerate revenue as a go-to-market team. In just 40 minutes, you’ll hear how different organizations use conversations, technology, and cross-functional alignment to build better pipeline and drive expansion. Because if there’s one thing GTM leaders know, it’s that revenue talks.

All content for Revenue Talks with Justin Keller is the property of Drift and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Marketing

Technology,

Business

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Sell Based on Value & Encourage Change | Lisa McClure

Revenue Talks with Justin Keller

27 minutes 10 seconds

3 years ago

Sell Based on Value & Encourage Change | Lisa McClure

Lisa McClure (Regional Vice President, Revenue Cloud (SMB West), Salesforce) spends her day selling to people just like her - salespeople.

While this means Lisa understands the persona, it also means that she knows the roadblocks preventing a deal from getting done.

In this episode, Lisa talks with special host Armen Zildjian (Drift's VP of Mid-Market Sales) about how her sales team overcomes these roadblocks. She explains what it's like to sell an "add-on" component of the larger Salesforce product, how she leads a start-up sales function, and the key characteristics that constitute a strong startup seller.

You can connect with Armen on Twitter at @Azildj and @DriftPodcasts, and Lisa on LinkedIn.

Read more go-to-market best practices: https://drift.ly/GTMBook

*Note: This episode was recorded when Lisa was the Regional Vice President of SMB West at Salesforce Revenue Cloud. She is now the Director of Sales Development - Commerce for Salesforce