Overview
Data and Diagnosis Driven Selling is a book for modern B2B Sellers that combines the power of diagnosing business problems and the insights developed by leveraging high-quality B2B data, metrics and artificial intelligence. The book helps sales teams harness their selling experience, information intelligence and emotional intelligence more effectively. The readers, now armed with actionable information and coached through the power of guided selling models, can finally break through the bad habits we’ve seen for decades.
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The book communicates best practices in leading technology companies by the top performers in complex selling ecosystems. The Titans featured in this book are the absolute best of the best, and they share their deepest secrets and best practices that have separated them from the pack. Unlike sales methodology books, Data and Diagnosis-Based Selling provides the reader with a straightforward step-by-step process to close larger and more profitable deals in a multi-decision maker, cautious and complex buying context.
PRAISE FOR DATA AND
DIAGNOSIS-DRIVEN SELLING
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Authors
Senior Advisor at Genpact and Boston Consulting Group
Mark Petruzzi has worked in the enterprise software and cloud software ecosystem for 25 years. Today he is an industry leader with distinct focuses on sales transformation, channel/reseller program development and execution, and outsourced sales and marketing.
Founder and CEO at BenchmarkIt
Ray has over 30 years of experience in subscription software leadership. Starting at GE Information Services, the world’s largest business applica-tion time-sharing service—the precursor to SaaS—Ray has led go-to-market teams across marketing, sales, customer success, and professional services at multiple SaaS companies. He has also served as the president and CEO at two SaaS companies in Silicon Valley. Ray’s collective experience includes five successful company exits.
Co-Founder and Managing Partner at Revenue Vision Partners
Bob has been a high-energy sales leader in professional services, SaaS, financial services, ad tech, mar tech, and management consulting for his entire 32-year career. His company, Revenue Vision Partners, is the industry’s leading data-driven revenue growth consulting firm, helping CEOs, CROs, and other senior leaders make informed choices about the deployment of sales resources using data modeling.
Operating Partner at Stripes
Paul has 30 years of experience in enterprise software sales and business leadership. Raised in South Philadelphia, Paul is a natural-born salesman and entrepreneur. He started his first business at 13 years old selling news-papers on the beaches of Wildwood, New Jersey. Paul’s street smarts and entrepreneurial spirit translated to industry-leading performance in enter-prise software sales. His innate ability to identify potential, build company portfolios, and take companies public has rewarded him with an illustrious track record of successful exits.
Cloud Titans
Founding CRO at HubSpot And Cofounder at Stage 2 Capital
Chief Marketing Officer at Demandbase
Chief Revenue Officer at 6sense