30. The Three Pillars of Elite Salesmanship

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales success: product, productivity, and pipeline. He recounts his breakthrough moment during a quarterly business review and how it transformed his approach to sales strategy. The discussion also touches upon the evolving role of sales development reps in the era of AI-driven technologies, with Ryan introducing the concept of Sales Development Operators (SDOs). The episode concludes with Ryan outlining the top three skills and behaviors every elite salesperson must possess: curiosity, teamwork, and ownership of forecasts. Tune in for actionable insights and strategies to elevate your sales game to the next level.

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