Ep. 31 - James Roth - Leading A GTM Shift From Single Product Selling To Platform Selling

Revenue Enablement Society - Stories From The Trenches

As companies grow and mature, they typically diversify their product offerings either organically or through acquisitions. Once this happens the need for the sales organization to quickly and successfully transition from selling a single solution to a platform sales approach becomes critical. In this episode, ZoomInfo Technologies SVP of Enterprise Sales and Account Mgt., James Roth, and I discuss the best practices organizations follow when leading this evolution. We discuss in detail:

• The importance of effective training and coaching
• Understand who, what, when, and how to coach
• Tips on how to overcome barriers
• Who coaches the coach?
• Don’t forget you are dealing with humans

James Roth is an Inspirational, results-focused executive sales leader with demonstrated success building teams and growing revenue in complex and competitive environments. He is currently the SVP of Enterprise Sales and Account Mgt at ZoomInfo. Prior to that as VP of Sales James helped steer Vonage’s transformation from a consumer, residential VOIP business to a leader in the enterprise communications platform space. He has a history of success in transforming sales organizations through a consistent approach to strategic solution selling disciplines.

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