TOPICS DISCUSSED

• Balancing the art and science of sales
• The fundamentals
• Pareto's Principle aka The 80/20 Rule 
• Accountability at the sales leadership level
• Highlighting the tech sales industry's bright spots
• Performance Improvement Plans aka PIPs
• Sales career paths
• Sales managers
• Two-sided marketplaces aka PaaS
• Data and transparency

RESOURCES

• RepVue.com and RepVue.com/employers
• Ryan Walsh's LinkedIn Profile
• 5 on Friday's Tips for SDRs Starting Out in the World of Tech Sales 
• Made to Stick: Why Some Ideas Survive and Others Die by the Heath Brothers
• Google's Project Oxygen

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