In this episode of Thoughts on Selling, Lee Levitt sits down with Drew Sechrist, CEO of Connect the Dots and an early Salesforce employee, to discuss the evolution of sales from the "No Software" era to the age of AI. Drew shares insights from his time working alongside Marc Benioff, emphasizing the critical role of "osmosis" in learning sales skills—a benefit he fears is being lost in today's remote-first work environment. He argues that while technology has made many aspects of sales easier, …
Most companies pour their resources into new business while ignoring the account management strategy that actually drives profit. In this episode, Alex Raymond — founder of AMplify and author of The Growth Department — shares why 73% of revenue and nearly all profit come from existing customers, and what a winning account management strategy looks like in practice. His Keep, Grow, No Surprises framework gives sales leaders, CSMs, and CROs a clear path to retain more customers, drive expansion r…