Steve Goldberg is the Chief Revenue Officer at Salesloft, the sales engagement platform that was acquired by Vista in 2022 for $2.3BN. Prior to Salesloft, Steve was Group Vice President of Enterprise at Yext and before that was a Senior VP @ InsideSales.com. In Today's Episode with Steve Goldberg: 1. Becoming a Sales Leader: • When did Steve first fall in love with sales? • Why does Steve believe sales is more psychology than anything else? What can sales reps do to master the psychology of their prospects? • What does Steve know now about sales that he wishes he had known in the beginning? 2. How to Close Prospects Faster Than Ever: • How does Steve build relationships with prospects very fast? What questions does he ask? • How does Steve know if he is really speaking to a buyer? What are the signals? • How does Steve advise sales reps on getting multiple relationships within an account to prevent the potential of losing your champion? • How does Steve feel about discounting? When is the right time to do it? 3. How To Do The Best Deal Reviews: • What makes good vs great deal reviews? Who is invited? Who is not? • Who sets the agenda? Who is responsible for what? • How do deal reviews change throughout the quarter and throughout the year? • Is a deal slipping into the next quarter an acceptable excuse for a sales rep to give? 4. How to Ensure Renewals in a World When They are Not Guaranteed: • Have all budgets centralized back to the control of the CFO? • Are people right to say that no CFOs are buying new technology today? • What is the best way to show to customers the value you provide? • Why does Steve believe revenue operations is the most valuable role within an org?

Release date

Lydbog: 13. december 2023