Mastering Complex and Long B2B Sales Cycles with Daren Reschke, SVP of Sales @ Entrata

Daren Reschke is a senior sales executive with over 20 years of sales experience. He is currently serving as the Senior Vice President of Sales at Entrata, a software company that sells ERP solutions to multi-family housing property managers. Previous to Entrata, he has worked in various sales roles across companies like Inside Sales, Xant, Crux Connect and Doba.com. In this episode, Daren reveals the methods and processes that can help you champion the sales of complex B2B software having longer sales cycles. He talks about growing Entrata’s revenue by 6x in 3 years, the training method and cadence he uses, and what goes into deal review meetings that make his sales reps do a great job. He also shares the metrics and their benchmarks he uses to track team performance, and discusses the reasons why great reps often do not make for the best sales leaders.