Driving Sales Success Through Strong Fundamentals With Mike Kavanagh - Ep 21
Update: 2025-01-08
Description
David Kreiger chats with Mike Kavanagh, VP of Commercial Sales N. America for OneTrust, a leader in data privacy and consent management. He has been in B2B sales for 16+ years, and transitioned into sales management about 10 years ago. During that time, he led Enterprise sales teams, partner teams, and cross functional teams including marketing, customer success, and operations.
In this episode, we dive into:
- B2B Sales Fundamentals - The challenges for sales leaders and their teams in 2024 and what's going to look like for 2025, how to structure the prospecting function, the concept of propensity data, getting the entire org to collaborate, talking about the product vs. learning about the buyer business' problems, how to instill business acumen in your sales reps so they can better understand the business context, presenting pricing as a story, modeling the sales behaviors you want to see as a leader, questions for team reviews, the metrics you can't miss in your dashboard, time management in sales, skill adjustments to help SDRs, how sales managers should be supporting AEs, hiring BDRs from your SDRs, the dark side of tools being used these days by SDRs, the best uses for AI and making the case for call recording.
- Rapid Fire Q&A
Connect with Mike Kavanagh:
https://www.linkedin.com/in/mikejkavanagh
Connect with David Kreiger:
https://www.linkedin.com/in/davidkreiger
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