Why revenue teams need to adapt to meet the needs of their ICP with Kirk Fackre, Vice President of Sales, iCorps Technologies
Initially Kirk was suspicious of a career in sales but as he jumped from operations to sales manager and the industry evolved, he realized that sales is complex, it is a robust wide profession that requires both soft skills and hard skills. The biggest shift in Kirk’s experience has been a shift from traditional product sales to solution sales.
Show Notes
00:00 – 2:33.- Kirk’s story
2:33 – 4:34 – The importance of moving from product sales to solutions sales
4:35 – 8:15 – The challenge of achieving personalisation at scale
9:03 – 12:12 – Why transactional sales is coming to an end
13:55 – 17:09 – How to cut-through the noise in sales
17:10 – 19:20 – Kirk’s perspective on small business sales
19: 36 – 20:40 – What Kirk has learned in the last 5 years
21:09 – 23:40 – Why revenue teams need to adapt to meet the needs of their ICP
24:10 – 27:40 – Don’t assume, validate your ideas (Please use this for the first post)
27:57 – 29:00- Why salespeople need to plan
29:00 – 30:50- How iCorps are navigating a revenue team without revenue operations
31:00 – 32:05- Kirk’s advice for salespeople
Learn more:
The Challenger Sale by Matthew Dixon and Brent Adamson
Subscribe to the Revenue Insights Podcast:
Share this article
Sign up for Insights
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why 52% of New Revenue Now Comes From Existing Customers
In this episode of Revenue Insights, host Guy Rubin sits down with Ben O’Mathuin, Principal Consultant at Customer Lift, to explore how companies can transform Customer Success (CS) from a retention function into a strategic revenue driver. Discover why traditional QBRs are becoming obsolete, how to create meaningful C-suite engagement, and the practical frameworks for…
This VP Grew Revenue from $15M to $45M Using These Sales Strategies | Mikey Abts
In this episode of Revenue Insights, host Guy Rubin sits down with Mikey Abts, Vice President of Sales at Recast Software, to explore the evolving landscape of sales-generated opportunities. With a unique career path spanning law, litigation finance, and enterprise sales at SAP Concur and Nintex before leading global sales at Recast, Mikey brings a…
Why 75% of Sales Deals Fail (And How AI Can Fix It)
In this episode of Revenue Insights, Guy Rubin sits down with Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, to explore the evolving landscape of sales enablement. With over 18 years of experience spanning sales, enablement, and strategic operations, Vanessa offers invaluable insights on measuring enablement effectiveness, driving cross-functional alignment, and leveraging AI to…