In a good market, selling is tough and a solid, data driven business justification is helpful in progressing deals.

In a tough market, it's absolutely essential. No business justification, no deal.

In this episode, we'll talk conceptually about how to start the cost benefit analysis conversation.

Bonus segment: shrinking the first transaction to drive logo velocity and Net Revenue Retention.

On this episode we'll unpack the good, bad and ugly of sales methodologies and how to embrace these frameworks without sacrificing your natural abilities as a seller. 

Methodologies are important and can add immense value but as a wise person once said, "all things in moderation".

In this episode we're stoked to welcome our good friend and colleague Shawn Fowler!

Over the past two decades, Shawn has held a variety of Sales, Enablement, and Leadership positions at companies ranging from 150 people to over 300,000.  In that time, he has sold both small deals and big ones, led teams, built Enablement programs from scratch, and worked with over 2,000 sales reps across five continents.   

He’s been part of multiple exits, and has had the opportunity to closely study a variety of sales motions, including on-premise, B2B SAAS, and Product Led Growth. 

Shawn's going to share his thoughts on the formula for building a Sales Enablement program that doesn't suck.