Ep.214: Alex (@aebridgeman) is joined by Dennis Dresser (@DennisDresser).

My guest today is Dennis Dresser. Dennis was a sales leader at IBM and Oracle and became CRO at Anaplan and Dialpad before taking on an advisory role with companies looking to develop best-in-class sales organizations. Throughout his career, he’s developed a playbook for creating these high-performing sales teams and has thought deeply about talent management, performance management, and implementing better processes.

This episode dives into some of that playbook along with characteristics to look for in hiring great sales leaders, scaling sales orgs, sales qualification methodologies, and so much more.

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Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

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Links:

JMI Equity

Dennis on LinkedIn

Topics:

(00:00:00) - Intro

(00:03:17) - Career lessons learned

(00:06:27) - Evolving a Sales Team

(00:08:14) - Churn impacts

(00:10:10) - The high-performance sales framework

(00:14:28) - Characteristics of successful Salespeople

(00:15:58) - Hiring in Sales

(00:18:29) - Is there one skill or quality you’ve been able to coach up?

(00:21:17) - The Sales Qualification Methodology

(00:23:50) - What are some effective ways to involve those outside of Sales in the process?

(00:25:43) - Where do you see Sales Teams most often get stuck?

(00:29:15) - Characteristics of a high-performing prospecting function?

(00:32:14) - The future of content marketing

(00:35:04) - Advice to CEOs and heads of Sales teams