138. A Sales System to Unlock Revenue Growth in 2022 with Karl Becker

<p> </p> <p><span style="font-weight: 400;">There is no one-size-fits-all solution when your sales organization stalls. So when you face this problem, what should your focus be?</span></p> <p> </p> <p><span style="font-weight: 400;">Today, I welcome <strong>Karl Becker</strong>, CEO and Founder of Improving Sales Performance and author of “Set Up To Win: Three Frameworks to a High-Performing Sales Organization.” </span></p> <p> </p> <p><span style="font-weight: 400;">In this episode, we dive into the revenue equation he came up with which helps businesses diagnose problems in their sales and marketing strategies to further optimize them. </span></p> <p> </p> <p><span style="font-weight: 400;">This conversation has been long overdue and I’ll definitely have Karl back to provide us more valuable wisdom about revenue growth so be sure to not miss this one!</span></p> <p><br /> <br /></p> <p><strong>We’ll talk about:</strong></p> <ol> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Introduction</span> <strong>[00:00]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Recent changes in the B2B world that Karl has observed</span> <strong>[5:03]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">A powerful story about delegation from Karl</span> <strong>[9:18]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Karl’s concept to the revenue equation</span> <strong>[12:29]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Why your value needs to be clear to scale</span> <strong>[17:39]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">What’s next after you got your messaging aligned?</span> <strong>[23:43]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Understanding the buyer’s journey</span> <strong>[29:59]</strong></li> <li style="font-weight: