about the episode
Most sales organizations aren’t accidentally inefficient, they’re misdesigned for today’s margin reality. CEOs, CFOs, and CROs assume the system just needs tweaks, but what’s really needed is a fundamental redesign for speed, alignment, and value creation.
This episode tackles:
- Why sales teams are set up to fail at high-margin pursuits
- How internal obstacles like outdated processes kill momentum
- The case for designing front-office systems around adaptability and customer alignment
- Why showing up early isn’t just better—it’s essential
Key quotes:
“Your sales function is the number one determinant of whether you create margin-or compress it.”
“You’re not even in the shopping cart. The real opportunity is in the 90% of business that’s not being pursued.”
“If you can’t respond in 48 hours, you’re already too late.”
“The system isn’t broken; it’s working exactly as it was built. The problem is, it was built for 2004.”
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