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The Case for Applying Predictability to the Sales Cycle. An interview with Tim O’Neil, CRO of Alation

TalkingSense
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The Case for Applying Predictability to the Sales Cycle

An interview with Tim O’Neil, CRO of Alation

In this episode of TalkingSense, 6sense CMO Latané Conant chats with Tim O’Neil, CRO of Alation, about scaling a sales team, sales enablement, and more.

Tim and Latané dig into:

  • How applying predictability to the sales cycle helps keep teams organized and motivated
  • The three start-up phases CROs must prepare for as they scale, and
  • Why a growth/process mindset is essential for sellers looking to advance their careers

This episode is full of insights for anyone on the GTM team, and especially sellers and sales leaders.

“I don't want the rep who reads the news. I want the rep who tells a story. The one who tells a story and is believable because they know the market and they believe in the market is the one that people buy from nowadays.”

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