Steve Goldberg
28 statements across 1 episodes · 4 bullish · 5 bearish · 1 people on the record · first statement Dec 13, 2023 by Steve Goldberg · across every show →
On the record as a speaker too: Steve Goldberg's record, appearances and statements → this page counts the times other people say the name.
Everything said about Steve Goldberg, oldest first
Dec 13, 2023
Dec 13, 2023 positive
Dec 13, 2023 neutral
Goldberg: Churn happens when software vendors lose access to key executive buyers
“He probably believes, and I believe this as well, that a lot of times when things aren't, when you're losing customers is you lose access to the buyer. If you lose access to the people of power, because you do a deal, you're up here.”
Dec 13, 2023 positive
Steve Goldberg: Sales teams need buyer mutual plans locked by mid-quarter
“You look at order charts, but by the middle of the quarter, at some point, what I usually lock in on by the middle of the quarter, we have to have agreed upon mutual plans in place and alignment on how we actually get to the end of the quarter. And then we hav…”
Dec 13, 2023
Dec 13, 2023
Dec 13, 2023 negative
Goldberg: Old-School Relationship Selling Tactics Like Golfing and Corporate Lunches Are Dead
“The adage of let's go golfing and let's go and hang out on the weekends and go and all those things are just like, not as I think people look at their time. And I think that that's changing a bit in terms of like all the different lunches and, you know, the go…”
Dec 13, 2023 neutral
Dec 13, 2023 positive
Goldberg: Salesloft rarely relies on a single salesperson for deal accounts
“What's really important is that you're not single thread in an account, and you've got your managers and all the different people. I call it selling as a team sport. Our organization, I've never been in an environment where it's, here's, here's your territory.…”
Dec 13, 2023
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Dec 13, 2023
Goldberg: Creative deal closing requires mutual financial skin in the game
“So creativity could be around how you know, financially structure something that shows that it's a win-win for both of us, where you may have to put, both have to put some skin in the game to come together on how you're going to work together to solve the prob…”
Dec 13, 2023
Goldberg: Repeated Sales Misses Are a First-Line Manager Accountability Problem
“If it happens once, ok, if it happens twice, now you start to get some consistency in the same people that are missing it multiple times. Then you got to start looking at the first line managers like, well, how are you missing this?”
Dec 13, 2023
Dec 13, 2023 negative
Goldberg: Traditional Customer Success teams act as support, not strategic drivers
“They're really, a lot of customer success organizations are really a first line for support because they're hanging out with the people. Remember I told you about, they're hanging out with the people that they sold the first product to, and they're just answer…”
Dec 13, 2023
Goldberg: Sales professionals rush promotions before mastering their current roles
“Don't move until you're ready to move. Some people move too quick, because if I did that too quick, I couldn't give the advice I give to people, because I've lived their roles, I lived in those roles, and I think it's really important that people try to move o…”
Dec 13, 2023
Goldberg: Enterprise change agents are often mid-level leaders seeking promotion
“The economic buyer could be the CFO, but the change agent could be a senior director of revenue operations who wants to be a vice president or a senior vice president who wants to make a mark on something because they believe it so much that they're going to d…”
Dec 13, 2023
Dec 13, 2023 positive
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Dec 13, 2023 neutral
Dec 13, 2023
Dec 13, 2023 negative
Goldberg: Reps misuse MEDDPICC frameworks as simple checkbox exercises
“When you talk about med pick and you talk about medic, a lot of people check boxes there. You can't let them check boxes. You've got to be able to ask the questions like we're talking about right now to ensure that that person really, truly is a champion of ch…”
Dec 13, 2023 negative
Goldberg: CEOs should sell vision, not act as deal-closing sales reps
“Well, one, CEOs should never be RVPs. They should never be the ones that are actually closing deals. That, that's my job. What they, CEOs should give the customer the confidence about our vision and what we are doing as a company.”
Dec 13, 2023