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Top sales teams win with referrals. Are you keeping up? As Q1 comes to a close, CROs face a critical inflection point. The foundation you lay now will determine whether your teams spend the rest of the year scrambling to fill pipeline gaps or confidently closing high-value deals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.
Last week I wrote this important article about how you can use sales process to increase revenue by 28%. The article was incomplete because while it discussed which category of sales process you had, what a proper sales process must include, the importance of a predictive sales scorecard, and the benefits of both, it did not include anything about governance.
In this episode, sales expert Geoffrey M. Reid author of The Revenue Catalyst joins John Golden to explore why structured sales education is missing from most universities and why that needs to change. Reid explains how the lack of proper training leaves many graduates unprepared, and how schools can close the gap by bringing real-world sales experience into the classroom.
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When I was in junior high, we read the Pulitzer Prize winning book by former President, John F. Kennedy. This was in the late ’60’s. The book offered short stories of acts of bravery by 8 Senators, going back through history. There’s some controversy surrounding the book, but at that age it was fascinating to read. And, at the time, outside our classrooms were protests about the Vietnam War.
When I was in junior high, we read the Pulitzer Prize winning book by former President, John F. Kennedy. This was in the late ’60’s. The book offered short stories of acts of bravery by 8 Senators, going back through history. There’s some controversy surrounding the book, but at that age it was fascinating to read. And, at the time, outside our classrooms were protests about the Vietnam War.
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