Podcast Episode: Cross-Functional Skills for Sales Success with Barbara Adey
Join us on this engaging episode of Sales Lead Dog. We explore the keys to empowering sales leaders for success with our special guest, Barbara Adey. We will also know how she build his Cross-Functional Skills for Sales Success, Vice President of Sales and Marketing for BTS. Listen in as Barbara shares her unique journey. She went from an engineering background to a leadership role in sales.
She explains how BTS uses immersive experiences and simulations. These help clients align their teams around strategic goals.
We emphasize the critical importance of execution and effective communication. These are vital in understanding and addressing customer needs. We demonstrate how a diverse skill set can pave the way for a successful career in sales.
Navigating Career Paths & Overcoming CRM Challenges
Our conversation also uncovers career paths and CRM challenges. Professionals often face these as they navigate various roles within an organization. We discuss the benefits of gaining cross-functional knowledge. This contrasts with staying in a specialized role.
We highlight the importance of building alliances within teams. Discover how technology plays a pivotal role in executing business strategies. This is especially true in a consulting environment. Learn about the dynamics of client relationships. This includes the advantages of repeat business and inbound interest from long-standing clients.
Optimizing CRM: Data, AI & Human Connection in Sales
In the final segment, we explore the role of CRM in sales success. We focus on accurate forecasting. We also cover the potential of AI to enhance data processing and drive revenue. Barbara and I discuss the importance of creating a positive culture around CRM usage.
We also discuss how effective communication can increase engagement among frontline employees. We address common industry challenges. Accurate data is needed for marketing segmentation and targeted execution. Don’t miss these valuable insights. They bridge the gap between strategy and execution. They also underscore the essential human element in sales technology.
Meet Our Guest: Barbara Adey, VP of Sales and Marketing, BTS
Barbara Adey is Vice President of Sales and Marketing for BTS. She specializes in commercial transformation. She brings her experience in the end-to-end sales process. This spans from marketing to customer success. She shows some Cross-Functional Skills for Sales Success.
While at BTS, Barbara led the assessment of sales strategy and operations for a $10B+ SaaS company. She provided a plan for a two-year transformation. Her team was retained by a leading cloud service provider. They changed go-to-market strategies using strong business skills and knowledge of specific industries for their Enterprise account teams.
She has also worked with two $1B+ software companies. She helped them embed new customer success frameworks across their sales process.
Prior to joining BTS, Barbara held executive roles in Silicon Valley. These included Cisco and Hewlett Packard Enterprise in sales, strategy, and product management. Adey has successfully entered new markets. She has also three times scaled a product from zero to hundreds of millions in revenues.
She additionally kept a multi-$B product line at #1 share for three years in an intensely competitive market. Barbara is a systems design engineer. She has skills in digital transformation, focusing on cloud, security, software, and SaaS. Over the course of her career, she has worked in every part of the value chain.
Key Takeaways You’ll Learn:
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Barbara’s unique journey from engineering to sales leadership and marketing expertise.
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How BTS uses immersive experiences to align teams around strategic goals.
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The critical importance of execution and effective communication in understanding customer needs.
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The benefits of gaining cross-functional knowledge and building alliances within teams.
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Insights into CRM challenges, accurate forecasting, and the potential of AI in sales data processing.
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The significance of creating a positive culture around CRM usage and addressing data accuracy for marketing segmentation.