No Forms. No Spam. No Cold Calls.

CHAPTER 5THE MODERN SALES ORGANIZATION

I decided to write No Forms. No Spam. No Cold Calls. because I saw many of my marketing and sales colleagues struggling to connect with customers and future customers in a meaningful way. I knew that it was time to shake up how we do things—and so I put down on paper everything I've learned about modern revenue operations through data, tech, and true account-based engagement.

The response has been … wow! I've heard from so many of you that the book provided the roadmap you needed to change the direction of your companies. That you've been able to ditch the old, tired tactics that were pushing customers away instead of drawing them closer. And that the book has helped your teams get aligned on a modern, strategic approach to sales and marketing.

I've also heard from several readers that you wanted to learn more—specifically from the sales perspective. Because after all, though I work closely with sales and was a seller in the past, I'm not in the trenches day to day. So for this, the newest chapter of No Forms. No Spam. No Cold Calls., I'm handing over the mic to my friend and colleague Mark Ebert, chief revenue officer (CRO) at 6sense. He's one of the best at understanding modern selling principles—and putting them into practice to lead one of the most effective, productive, and happy sales teams I've ever worked with.

The CRO Perspective: A New Era of Selling

Selling has transformed dramatically since I got my start 17 years ago. Back ...