Sell Based on Value & Encourage Change | Lisa McClure
Description
Lisa McClure (Regional Vice President, Revenue Cloud (SMB West), Salesforce) spends her day selling to people just like her - salespeople.
While this means Lisa understands the persona, it also means that she knows the roadblocks preventing a deal from getting done.
In this episode, Lisa talks with special host Armen Zildjian (Drift's VP of Mid-Market Sales) about how her sales team overcomes these roadblocks. She explains what it's like to sell an "add-on" component of the larger Salesforce product, how she leads a start-up sales function, and the key characteristics that constitute a strong startup seller.
You can connect with Armen on Twitter at @Azildj and @DriftPodcasts, and Lisa on LinkedIn.
Read more go-to-market best practices: https://drift.ly/GTMBook
*Note: This episode was recorded when Lisa was the Regional Vice President of SMB West at Salesforce Revenue Cloud. She is now the Director of Sales Development - Commerce for Salesforce
United States
