In this episode of Predictable B2B Success, we sit down with Dayna Williams, the insightful author of The Diligence Fix: How Striving for More Revenue Stresses Your Sales Organization and What to Do About It. With over 20 years of experience consulting sales organizations across various industries and leading the Association for Talent Development's Sales Conference program, Dayna offers a wealth of knowledge on overcoming critical issues that plague B2B sales teams.

Join host Vinay Koshy as he delves into the misalignment between sales and marketing, ineffective sales enablement, and the underutilization of data analytics that hinder growth. Discover Dayna's compelling journey to identifying these key issues, the creation of her unique framework, and practical steps for sales leaders to drive clarity and practical alignment in their organizations.

Tune in to explore Dayna's ten dimensions of diligence and learn how to transform your sales culture from quick fixes and reactive measures to long-term, sustainable growth. Whether you're dealing with friction within your team or constantly striving to hit revenue targets, this conversation promises actionable insights to help you create a more effective and resilient sales organization. Don't miss it!

Some areas we explore in this episode include:

• Misalignment between Sales and Marketing: Initial discussion of issues plaguing B2B sales teams, including misalignment between sales and marketing.
• Sales Enablement and Forecasting Accuracy: Discussion about the importance of sales enablement and the low confidence sales leaders have in their forecasting accuracy.
• Use of Data and Analytics in Sales: Mention of how advanced analytics can promote faster growth in sales processes.
• Origins of Dayna Williams' Book "The Diligence Fix": Dayna's career experiences, particularly with senior sales leaders, and how these led to the creation of her book.
• Concept of the "Diligence Fix": Explanation of how striving for more revenue stresses sales organizations and the need for a diligent sales approach.
• Indicators of Stress in Sales Organizations: Identification of friction and the tendency to reach for quick fixes like technology and training as stress indicators in sales teams.
• Practical Alignment in Organizations: The importance of operationalizing alignment in teams and the need for practical steps to ensure it.
• Integrated Development vs. Traditional Sales Training: Discussion of integrated development and how it differs from traditional sequential sales training methods.
• The Ten Dimensions of Diligence: Overview of the ten dimensions of diligence defined in Dayna's book, focusing on sales and personal leadership skills.
• Implementing Diligence in Organizations: Steps to implement the diligence framework within organizations include making leadership aware and creating a supporting culture.
• And much, much more...