So what actually separates the sales organizations that act on the information from those that simply talk about it?
Jacob Harris, Chief Sales Officer at TestEquity, is leading a company wide sales transformation focused on customer segmentation, territory management, and sales performance. In conversation with Harry Kendlbacher, he shares why technology is an enabler, not a replacement for the people doing the work.
Harris explains why you “can’t system away performance,” what sales leaders should look for when assessing organizational health, and why the best salespeople still have something technology cannot replace.
⏱️ Timestamps:
00:00 – Why AI in sales can’t create execution
03:17 – Assessing sales organization health by getting into the details
06:11 – What sales technology still can’t do
08:28 – How decentralized buyers changed customer engagement
11:26 – The difference between doing the work and talking about it
17:50 – The traits behind great sales leadership and B2B selling
You’ll hear about
• Why better sales technology does not automatically lead to better sales performance
• Why Harris sees the second and third question as a powerful sales management tool
• What decentralized decision making has changed about customer engagement and buying behavior
• Why the best sales organizations combine technology with fearless people who are willing to do the work
About Jacob Harris
Jacob Harris is Chief Sales Officer at TestEquity LLC, where he is leading a company wide sales transformation focused on customer segmentation, territory management, and sales performance. He spent 26 years at Arrow Electronics in regional and global commercial leadership roles in test and measurement and electronics distribution.
Connect with Jacob Harris on LinkedIn: https://www.linkedin.com/in/jacob-harris-5646361a/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🎧 Prefer audio?
👉 Apple Podcast: https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify: https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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