How important are processes and motivation in sales? - Eades and Sullivan 'The Collaborative Sale' Part 3

We're joined by former Business Development Manager at Oracle, Mark Buchan-Jones. We talk about whether or not a company should use processes to manage their sales teams performance. We also share some banter on intrinsic and extrinsic motivation and which one is fundamental in sales success.  Tune in next week when we interview Timothy T Sullivan author of 'The Collaborative Sale' solution selling in a buyer driven world' 

Om Podcasten

Welcome to the Inward Book Club audio experience, where hosts Jonathan Graham (MD, Inward) and Michael Price (Partner, Inward) review an influential sales or business book each week. They deconstruct the advice given and add their own veteran insights to help listeners improve their sales game. The authors and other special guests also join in the banter.