About the Guest(s):

 

Tracy Linne is a fractional sales leader and the founder of Revenue Motions. With a focus on building sales organizations for early-stage companies, Tracy has successfully built twelve startup teams and helps other similar-sized companies do the same. She believes that building a successful sales team is a people-based endeavor and emphasizes the importance of paying attention to team dynamics and relationships. Tracy brings her expertise in sales leadership and team building to help companies navigate the challenges of prospecting and building a healthy pipeline.

 

 

Summary:

 

In this episode, Jamie interviews Tracy Linne, a fractional sales leader and founder of Revenue Motions, about the challenges faced by account executives in the changing sales landscape. Tracy emphasizes the importance of reinvigorating the prospecting muscle in sales teams and suggests practical steps to achieve this, including leveraging top performers, gaining executive support, and implementing daily virtual stand-ups. Tracy's insights shed light on the need for a buyer-first approach and the role of communication in successful sales organizations. Tune in to learn how to empower account executives and drive commercial success.

 

 

Key Takeaways:

 

• Building a successful sales team requires attention to team dynamics and relationships, as it is a people-based endeavor.


• In a buyer-first world, account executives need to take ownership of the entire sales cycle and establish meaningful connections with buyers.


• Account executives have a responsibility to manage up and communicate the challenges they face to the sales leadership and executive team.


• To reinvigorate the prospecting muscle in teammates, leverage the expertise of top performers and compensate them to help train and guide others.


• Implement daily virtual stand-ups to facilitate peer learning, share stories from the field, and iterate on prospecting techniques.

 

 

Connect with Jamie and Tracy Linne

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/


• Tracy Linne: https://www.linkedin.com/in/tracy-linne/

 

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