Agility in Sales: A reboot of business development
summary
Four case studies show concrete moves: form cross-functional pods combining sales, marketing and BDR; add customer success to upsell unused features; measure with OKRs, KPIs and Kanban; run cheap experiments (paid ads limited to $10k, a YouTube demo outperformed costly channels). Results: a 19% revenue jump in one quarter, churn cut from 47% to 11% in six months, $34 million of customer loss prevented, a $3.8M sales lift in six months, and rapid cycle time drops from months to days.
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chapters (21)
- 0:00Intro
- 2:30Case Studies
- 6:00Sales Cycle
- 7:00Sales Roles
- 8:00The Sales Cycle
- 10:00The Problem
- 11:20The Speed Boat
- 14:00Retro
- 16:00The Pod
- 19:00Leads
- 19:55Counting leads
- 21:20Solving customer problems
- 23:35Qualifying leads
- 24:20Customer retention
- 25:40Expanding market
- 29:10Teams
- 30:50MIT Slow Model
- 31:45Reduce cycle time
- 33:30Experiment
- 34:10Personal opinion
- 34:50Call to action
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