John Kinmonth

Love this question. This will differ at every org, but for me the gold standard is win/loss ratio and booked revenue associated with a sales play, along with qualitative/...

Great question. As someone who's worked in a number of startups, I can definitely relate to the pain of trying to do too much at once.In terms of prioritizing your enable...

Tell Kevin to pay better attention!Seriously though, that's frustrating, but I'd make sure it's not just isolated to that one sales member (are there other reps that can'...

Here are some of the problems I often see with sales playbooks:1. Too much information/time demand up front – If you're asking reps for 5 hours of study time upfront, you...

For me, the gold standard is whether an associated sales play is helping improve win/loss ratio, deal cycle times, and booked revenue, along with qualitative/sentiment da...

This depends on the makeup of your org. If you have dedicated sales enablement, they'll typically orchestrate the program with sales/customer success/PMM/PM leadership, a...