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 engage@orchestratesales.com. You can also connect with them online.

LinkedIn Scott Santucci | Brian Lambert

Twitter @ScottSantucci | @DrBrianLambert

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