Ep. 31 - James Roth - Leading A GTM Shift From Single Product Selling To Platform Selling Revenue Enablement Society

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Ep. 31 - James Roth - Leading A GTM Shift From Single Product Selling To Platform Selling

2+ y ago 30:32

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Το περιεχόμενο παρέχεται από το Revenue Enablement Society and Paul Norford, Revenue Enablement Society, and Paul Norford. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Revenue Enablement Society and Paul Norford, Revenue Enablement Society, and Paul Norford ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.

As companies grow and mature, they typically diversify their product offerings either organically or through acquisitions. Once this happens the need for the sales organization to quickly and successfully transition from selling a single solution to a platform sales approach becomes critical. In this episode, ZoomInfo Technologies SVP of Enterprise Sales and Account Mgt., James Roth, and I discuss the best practices organizations follow when leading this evolution. We discuss in detail:

The importance of effective training and coaching
Understand who, what, when, and how to coach
Tips on how to overcome barriers
Who coaches the coach?
Don’t forget you are dealing with humans

James Roth is an Inspirational, results-focused executive sales leader with demonstrated success building teams and growing revenue in complex and competitive environments. He is currently the SVP of Enterprise Sales and Account Mgt at ZoomInfo. Prior to that as VP of Sales James helped steer Vonage’s transformation from a consumer, residential VOIP business to a leader in the enterprise communications platform space. He has a history of success in transforming sales organizations through a consistent approach to strategic solution selling disciplines.

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