Mark Petruzzi, best-selling author of Selling the Cloud has just released his newest book "Data and Diagnosis-Driven Selling" in collaboration with co-authors Bob Scarperi, Paul Melchiorre, and your host of the Metrics that Measure Up Podcast!
In this episode, we discuss the primary concepts of the book, and the unique approach to including multiple titans in the B2B technology industry as contributors to the book
The "Data and Diagnosis-Driven Selling" book covers each stage of the Sales process and how following the process dramatically increases sales productivity and revenue growth efficiency. The process steps and associated chapters discussed include:
If you are a B2B sales professional, sales team leader, or a senior executive looking for ideas to generate more efficient revenue growth - this conversation and the "Data and Diagnosis-Driven Selling" process and book provide great insights, success stories, and applicable steps to take.
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Middle Market Opportunity - with Thomas Stewart - National Center for the Middle Market
B2B SaaS Sales Compensation in 2020 - with Sally Duby - The Bridge Group
B2B SaaS KPIs - with William Cordes - KPI Sense
Net Dollar Retention Rate - with Kris Beible - Software Equity Group
Product Led Growth - with Kyle Poyar - OpenView Partners
Ten Laws of SaaS and Cloud - with Byron Deeter - Bessemer Venture Partners
Conversation Flow Rate - with Chris Beall - ConnectandSell
Recruitment Metrics - with John Younger - RecruiterShare
Side Hustles & Personal Brand Building - with Amy Volas
Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA
Sales Quota and Compensation - Not built for today's customer centric world - with Sahil Mansuri, Bravado
Revenue Operations - What, Why and How to Measure Business Impact - Jason Reichl, Go Nimbly
Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis
Sales Development in SaaS - Question and Answer Session with David Dulany - Tenbound
The SaaS CFO - First Five KPIs - with Ben Murray
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