Chad Sanderson, Managing Partner at ValueSelling Associates, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Chad cuts through the outdated, theory-based “fluff” so often attributed to sales training, and gets down to the nitty-gritty with a raw, no-BS perspective to look at what is working, what’s not working, and where there may be opportunities to drive predictable revenue growth through sales optimization. Highlights include: how current popular sales methodologies are self-serving ([2:50]), what B2C nails that B2B doesn’t ([4:08]), how long you actually need to spend researching your ICP before you reach out ([9:36]), what a first touch look like ([14:30]), smoothing the SDR to AE handoff ([18:18]), incentivizing the right behaviors in your sales reps ([23:07]), and how to implement this framework in your organization ([25:09]).

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