In enterprise sales, you can’t save the quarter with last-minute prospecting.

It just doesn’t work.

To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy.

And that takes planning and alignment across your organization.

In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships.

We discuss:

• Why you can’t save the quarter with last-minute prospecting
• Why alignment is the key to success
• How deals aren’t won or lost alone
• The 3 C’s of sales  

Resources mentioned during the podcast:

• Insight Selling by Mike Schultz and John E. Doerr  

Have an idea for a guest or show topic? Email me at [email protected].

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