Accelerating Revenue by Improving the Sales Team’s Agility - a podcast by Sales Benchmark Index

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes and opportunities in the market. Market leaders know that these actions were important even prior to the last 30 days and are critical now.

Jedd Williams, Vice President of Global Sales Acceleration at Poly, was in the midst of a transformation when COVID-19 shifted the sales strategy and operating norms. Hear Jedd discuss:

• Why resegmentation was the first step in adjusting go-to-market strategy
• How the forecasting process has changed and its effect on product build schedules
• Covering the install base by considering propensity to buy and propensity to upgrade

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