Unless you’re in low-cost, high-volume PLG, a sales motion is mandatory.
Tons of misconceptions around this realm, outside of traditional enterprise SaaS, government deals, or top line consulting.
🚗 Especially with the residue of “car salesman” as a vivid picture of sales representatives – even 50 years later, past the peak of this role model in the 70s.
Modern sales is taking a different form, shifting frequently and actively amidst the buyer journey adaptations.
Mark Roberge’s “The Sales Acceleration Formula” was published back in 2015, but the core principles of consultative selling, education-led sales processes, active listening, documenting learnings back to product and engineering teams, sales coaching and building resilient orgs all carry through a decade in.
Moreover, this shapes another angle of success in HubSpot, with a set of troops taking exteme ownership in their corresponding areas of genius.
And last but definitely not least:
Stepping in your clients’ shoes is imperative.
