Unlocking Value with tHE Commercial Ratio
In this episode of the Inside: Sales Enablement podcast, Scott Santucci and Brian Lambert are joined by Tom Pisello, the ROI Guy who shares his thoughts on the Commercial Ratio.
Read on to learn more about:
Why value is so important to understand in sales
Why value is critical to sales enablement programs
How sales and marketing are viewed as “growth programs” by investors
The relationship between strategy and tactics in creating ongoing programs to improve value communication with a portfolio of sales teams
The fundamentals of calculating the Commercial Ratio
How the Commercial Ratio is used by investors and executives
The role sales enablement plays in moving the needle on the Commercial Ratio
Conversation has been edited for clarity.
Content to come
We want to keep this conversation going. Where are things working? If you have an idea of what Scott and Brian can cover in a future podcast, or have a story to share, please email firstname.lastname@example.org. You can also connect with them online.
LinkedIn Scott Santucci | Brian Lambert
Twitter @ScottSantucci | @DrBrianLambert
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