The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 months ago

A Buyer’s Journey of Infinite Paths: Trust-Based Sales Teams w/ Chris Geddes


Let’s get rid of golf and commit to soccer.

We don’t want a bunch of individual reps aiming for their own targets but a true sales team that wins or loses when the customer does.

I recently chatted with Chris Geddes, Director of Enterprise Sales Strategy at Microsoft, about trust-based selling on 3 horizons to create a true sales team.

What we talked about:

  • Designing a roadmap backwards
  • The 3 legs that trust stands on
  • Why trust-based selling is nonlinear
  • Revisiting sales compensation & making a true team

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

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