EPISODE 44 - Building Successful Sales Teams with Warren Zenna.

Get More At Bats Podcast

About the Hosts:

Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.

Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.

About the Guest(s):

Warren Zenna is the founder of the CRO Collective, dedicated to ensuring Chief Revenue Officers (CROs) excel in their roles. With extensive experience guiding CROs and founders, Warren offers unique insights into optimizing revenue operations and building effective sales strategies. His expertise lies in transforming sales practices to adapt to the ever-evolving market landscape.

Summary:

In this episode of the Get More At Bats podcast, Jamie Shanks and Amar Sheth are joined by Warren Zenna, founder of the CRO Collective. They delve into the challenges faced by Chief Revenue Officers (CROs) in today's market. Warren critiques the current obsession with outbound sales and the over-reliance on Sales Development Representatives (SDRs) and automated tools, arguing that these practices have diluted the effectiveness of sales efforts. He emphasizes the importance of having a clear and compelling value proposition and the necessity of evolving sales strategies to focus on genuine problem-solving rather than mere revenue generation. The discussion highlights the shift from "made for revenue" businesses to "made for solutions" models, underscoring the need for businesses to prioritize long-term customer relationships and value creation. The episode concludes with insights on how companies can adapt to these changes for sustained success.

Key Takeaways:

• The outbound marketing landscape is saturated, leading to decreased effectiveness and consumer engagement.
• Businesses should prioritize expertise and education over manipulative sales tactics to build long-lasting customer relationships.
• The future of sales lies in full-cycle salespersons who manage the sales process from lead to close.
• The shift is moving towards solution-oriented businesses that focus on providing genuine value to customers.
• Sustainable success in sales requires a shift from revenue-driven strategies to those centered around building trust and delivering meaningful solutions.

Connect with Jamie, Amar, and Warren Zenna

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
• Amar Sheth: https://www.linkedin.com/in/amarsheth/
• Warren Zenna: https://www.linkedin.com/in/warrenz/

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