Show notes
In a dark social world, where buyers are making decisions before they pick up the phone, what role does sales play? Morgan sits down with Chris Walker, CEO of Refine Labs, to discuss where sales teams fit into his overall vision of go-to-market. They discuss outdated sales motions, social selling teams, the importance of insight development at an organizational level, and what entry-level positions might look like in the future. Get ready for a deep dive into modern go-to-market strategies. Connect with Chris WalkerWebsiteLinkedInIn this episode, we cover:Dark social’s origins (1:25)Independent buying in dark social (3:00)Using insights to drive go-to-market (5:50)Sales and selling in modern GTM (10:35)Changing demand engines on the fly (15:35)Importance of demand gen in the sales process (18:40)Will sellers just be “catchers”? (20:30)Can sellers be social sellers? (26:55)Does realigning incentives matter? (29:01)New vs. old hiring & training motions (32:20)Entry-level positions (35:50)Sales in a product-led world (39:15)Refine Lab’s upcoming experiments (43:00)Chris’ Power Hour (45:35)Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.