The conversation between Duane Dufault and Scott Stouffr centers around the importance of taking a long-term view when it comes to sales management and revenue growth. They discuss how early-stage sales managers and revenue leaders often fail to communicate the need for a long-term view to their executive team and how this can lead to problems in the future. They also discuss the difficulty of the role of a middle manager, as they must be able to recognize patterns and execute on them with blinders on while also being able to switch from a strategic conversation to training sales and working deals with a sales team. Finally, they discuss how a first-time sales manager may not have the experience to have the necessary vision and that it can take a century to learn enough.
Scott Stouffer, the founder of Scale Matters, joined the Selling SaaS Podcast to discuss the importance of agility in business leadership. He believes that leaders need to be able to assess and adjust quickly to changing circumstances rather than getting stuck in a rut. He also discussed the importance of being able to communicate difficult decisions and the ability to recognize when a decision is wrong.
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