The Power of No
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The Power of No
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What does it really take to transform a sales organization?
Bill Kantor sits down with Per Caroe to unpack how he helped Netcore increase its average deal size by 10X.
Per shares what he learned about qualifying opportunities, improving lead quality, changing the ideal customer profile, building outbound discipline, and turning ambitious revenue targets into achievable goals.
He also draws on his experience at IBM and across his sales career to share practical lessons on leadership, accountability, and building sales teams that perform consistently.
Key Discussion Points02:00 – Transforming Netcore's sales organization 08:00 – Rethinking the sales approach 15:00 – Improving lead quality and deal size 20:00 – Building a disciplined outbound process 30:00 – How experience changes the way you sell 40:00 – Expanding beyond the existing ICP 48:00 – Breaking down big revenue targets 52:00 – Creating consistency in sales 58:00 – The power of listening
Watch the full episode to hear Per's lessons on building a stronger, more focused sales organization.
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