I enjoyed a conversation with Sangram Vajre, host of the #FlipMyFunnel Podcast, about Sales 3.0 and the future of sales. Sangram founded Terminus, a successful account based marketing platform company serving B2B companies. I have found his sales philosophy, reflected in his product and services, to be very compatible with the principles of Whale Hunting, especially in the following ways
- aligning marketing and sales completely
- selecting the right target accounts (e.g. flipping the funnel)
- researching those accounts
- aligning messaging and content with the marketing and sales processes
- becoming “one team”
We discussed how sales has changed in the decade since Whale Hunting: How to Land Big Sales and Transform Your Company first came out, including the impact of technology, sales and marketing alignment, and the introduction of sales enablement. I offered my predictions on the future of the sales profession, especially differences that I foresee between transactional and complex selling.
I hope you will listen to the podcast on iTunes. I highly recommend you subscribe to #FlipMyFunnel while you’re there; the topics and guests are always worth your attention.
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