One of Chris’ favorite things about hosting the Sales Lead Dog Podcast is the opportunity to listen to guests like Gale Crosley. Gale is a very experienced sales leader, and in this episode we focus on driving strategic growth and many of the aspects of leadership that are required.
Gale Crosley, CPA, CGMA is a strategic revenue growth consultant, who has helped almost 500 accounting firms worldwide over the past 20+ years to achieve profitable, sustainable organic growth. Early in her career she spent several years in technology at IBM and tech start-ups, after beginning her journey as an auditor at Arthur Andersen and PwC.
She has been selected one of the Most Recommended Consultants in Inside Public Accounting’s Best of the Best for 16 years, and one of the Top 100 Most Influential People in Accounting by Accounting Today for 16 years. She brings all her experiences to the current transformation facing the accounting profession.
“80 to 90% of the deals that go south are because of poor qualification … you find they didn’t qualify early, they didn’t qualify hard, and they didn’t qualify often.”
“If you’ve got more senior salespeople, and they know what they are doing, give them the quota, give them the support and get out of their way.”
“…your reputation is everything. It’s everything.”
“What am I here for? What’s the long game here? You know, and making quota, not making quota for one year, in the bigger scheme of things, is not nearly as important as the long term game.”
#salesleaddog #strategicgorwth #sales #leads #qualification