What sales development was prior to Oracle 2008/Predictable Revenue 2011? w/ Adem Manderovic

Today I meet with Marc Mac for the SDR Insider

Where we dive into everything everything Sales Development should be and was prior to the Predictable Revenue™ Inc. Revenue split outs.

Things like ;

- Connective Actions Over Conveyor Belt: I argue that the traditional model, popularized by Predictable Revenue, has turned business development into an entry-level, high-turnover role characterized by repetitive, low-value tasks. In contrast, my approach insists that true business development should be handled by seasoned, senior A-players who understand the nuances of each step in the customer journey.

-I've always believed that sales isn't about how many calls you make but how deep you can engage with each prospect. My method involves thoroughly understanding the customer's needs, aligning them with business objectives, and ensuring every interaction adds value. This approach counteracts the impersonal, volume-based sales tactics that have become too common.

- Closed Circuit Selling is about seeing the customer journey as a circuit where every touchpoint matters. From initial awareness through to post-sale support, each phase must be strategically connected, ensuring that sales efforts are not just about closing deals but about nurturing long-term relationships.

- Comprehensive Funnel Oversight: Chief Revenue School which I co-founded with George Coudounaris takes these principles further. It's designed to be the ultimate learning center for Chief Revenue Officers and sales professionals who want to oversee the entire funnel. We teach not just sales tactics but strategic oversight, ensuring that professionals can see, understand, and influence every part of the customer experience.

- we emphasize education that leads to innovation in sales practices. We're not just training people in what has been done; we're preparing them to think beyond current methodologies, to innovate sales strategies that are responsive, adaptive, and fundamentally customer-centric.

- One of the key teachings at CRO School is how to dismantle the silos that exist in many organizations. We focus on creating a culture where marketing, sales, and customer success teams don't just coexist but collaborate to drive revenue growth. This is where I see the future of sales - in the connectivity and synergy across all departments.

- I've been vocal about how the conveyor belt approach of Predictable Revenue, with its emphasis on metrics like call numbers over meaningful engagement, fails to cultivate genuine customer relationships. My methods push for a return to a more human, value-driven sales process.

- I stand for quality interactions that build trust, not just transactions. My teachings and practices through Closed Circuit Selling and CRO School advocate for a sales culture where every touchpoint is an opportunity to deepen customer engagement, not just another step in a mechanical process.