In this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.

We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.

AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant time and resources and shrinking the number of jobs.

Revenue Operations has a crucial role in this changing landscape, as the only function positioned to optimize the end-to-end buying process.

Join us for a thoughtful discussion on the past, present, and future of sales, and gain valuable insights from one of the industry's leading minds.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup.

https://www.linkedin.com/in/jaccovanderkooij/

• [00:00] - Introduction
• [01:27] - The Golden Age of SaaS
• [04:21] - The old style vs. the new style of buying
• [08:34] - Adapting to the new reality
• [16:19] - Sales rockstars vs. consistent process
• [19:01] - The role of RevOps in establishing repeatability
• [26:50] - How to get salespeople to follow process
• [32:06] - AI vs. humans in sales
• [46:14] - Increasing focus on delivering impact

Big thanks goes out UserGems for sponsoring today’s episode.

We all know that outbound is really tough. Now imagine a world where you’re reaching people who know your product, love your product, and are actually happy to hear from you.

UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up.

If you’re not reaching out to customer job changers, you’re missing opportunities. Click the link below for a special offer just for my listeners.

Try UserGems

• Winning by Design Resource Library
• Revenue Architecture Book, by Jacco van der Kooij
• The Revenue Formula Podcast - The SaaS Reset and what's next
• Marc Andreeson - Why Software is Eating the World

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