The Dark Funnel & the Playbook Nobody Builds | Field Notes Ep. 4

Two topics. Against the clock.Rich opens with something most businesses aren't tracking — a funnel with no attribution, no visibility, and no data. It's where the best candidates quietly decide they're not interested, before you ever know they existed.James follows with something he sees across almost every sales org he works with: teams loaded with tools, handed a quota and a Salesforce login, and given nothing else. He gets into what a real playbook looks like, why most teams reject the ones they do have, and what he found when his three-person business had better ICP documentation than organisations with 80 salespeople.New episodes every week with James Bissell and Rich Washington.Set the chicken. We're on the clock.Field Notes is sponsored by Tick Talent and The Revenue Enabler.If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com.If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com.James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/#FieldNotes #DarkFunnel #EmployerBranding #TalentAttraction #SalesPlaybook #SalesEnablement #B2BSales #SalesLeadership #PipelineCompliance #SalesProcess #Recruitment #TalentAcquisition #HiringStrategy #SalesTools #CandidateExperience #GoToMarket #RevenueGrowth #SalesCoaching #StartupSales #TechSales #SalesManagement #ICPDocumentation #MEDDIC #SalesDevelopment #B2BPodcast #SalesPodcast Hosted on Acast. See acast.com/privacy for more information.