SBI Podcast

This week on the SBI Sales and Marketing Podcast we speak with Dave Longaker, the chief revenue officer at Rovi Corporation about how to determine the best sales organizational structure.

We start the discussion by determining which of the 7 B2B sales org models is best to achieve revenue growth. Dave will discuss how to determine the types of roles, and the sales headcount need for each. Furthermore, he will explain how sales leaders should deploy their sales capacity against the market opportunity.

Dave will continue by discussing how to determine which sales channels buyers want to buy from, and what level of sales specialization they are willing to pay for. And he will walk our audience through how to effectively transition from one sales organizational structure to another in order to best achieve revenue growth.  

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