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Show Notes:
00:40 – 3:30 – Chris’ story at Transunion
03:55 – 05:45 – How the sales team space has evolved in the past 10 years
06:27 – 11:22 – How to build relationships between operations, enablement, and sales teams
11:38 – 12:50 – Breaking down silos between go-to-market teams
13:13 – 16:10 – How to turn data into insights that empower sales teams
16:25 – 18:41 – The process for identifying what data you need, and how to use the insights from it
19:17 – 22:51 – How to simplify your CRM so sellers want to use it
23:32 – 26:11- How to build a CRM sales reps want to use
26:55 – 30:02 – How Transunion are training and retaining sales reps
30:10 – 33:34 – Why digital selling is both an opportunity and a challenge
33:50 – 35:10 – Why digital selling and in-person selling will continue to live side-by-side
35:30 – 38:38 – Chris’ book recommendations – Cal Newport’s Be so good they can’t ignore you and Jonah Berger’s Invisible Influence
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