26 | Sales Is Dead 💀 The Buyer’s Already Decided — You’re Just Slowing Them Down with Mar Brandt (AppsFlyer, Sitecore, Experian)

Mar Brandt is an experienced scale up revenue leader who has built strong sales teams at companies like AppsFlyer, Sitecore, and Experian.In this episode of Good Revenue, host Neeta Bidwai and Mar cover:• The state of revenue for late-stage and newly public companies• Adapting sales approaches to a scrutinized budget environment• The evolution of the buyer journey and self-serve preferences• The shift towards shorter-term SaaS contracts and their implications• Organizational design considerations for aligning sales, marketing, and customer success• Strategies for setting effective goals and incentives• The importance of planning and accurate forecasting• Building high-performance, resilient sales teams in challenging timesMar shares valuable insights and practical advice on navigating economic uncertainties and leveraging change to build stronger, more efficient revenue organizations._Where to find Mar Brandt:https://www.linkedin.com/in/marbrandt/ Where to find Neeta:https://www.linkedin.com/in/neetabidwai/ Where to find Good Revenue:https://goodrevenue.io/goodrevenue_Highlights:00:00 Introduction to Mar Brandt00:24 The State of Revenue Post-COVID02:32 Adapting Sales Strategies for a New Market03:23 The Evolving Buyer Journey05:53 Challenges with Short-Term Contracts07:51 Organizational Design for Revenue Success12:45 Aligning Goals and Incentives16:38 The Importance of Planning and Metrics25:09 Building High-Performance Sales Teams27:48 Conclusion and Final Thoughts_Referenced:• McKinsey sales strategy insights: https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/how-to-sell-in-a-downturn • G2 SaaS contract data: https://www.g2.com/reports/state-of-saas-2022 • Strategic Selling by Miller Heiman: https://www.amazon.com/Strategic-Selling-Miller-Heiman-Classic/dp/044669519X • Challenger Sale concept overview: https://www.google.com/books/edition/The_Challenger_Sale/XbQ1uGu2Yw4C?hl=en&gbpv=0 • Thought leadership in sales: https://www.forbes.com/sites/forbesagencycouncil/2023/10/10/thought-leadership-is-the-future-of-b2b-sales-and-marketing/ • McKinsey on organizational health: https://www.mckinsey.com/business-functions/organization/our-insights/the-organization-blog/what-is-organizational-health FOLLOW GOOD REVENUE ON YOUTUBE! Or wherever you get your podcasts:YouTube: https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ Spotify: https://open.spotify.com/show/44me6PABSQ0k0GfphM70auApple Podcast: https://podcasts.apple.com/us/podcast/good-revenue/id1707461473 Web: https://goodrevenue.io/ Hosted on Acast. See acast.com/privacy for more information.