E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level
How do you grow a consistent go-to-market motion? First, you have to think about organizing countries and segments because, in some places, these are king. In this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operations at Dell Technologies. Today, Bill talks about some factors that made him successful in his ops activity, how to figure out rep territories effectively, and how they zone in on minimizing churn as much as possible when Dell and EMC came together.