Accountability Without Authority: The Hidden Skill Of High-Performing Sellers

About this episode

The episode explores the importance of accountability in sales without authority, featuring insights from Cliff Keast on navigating complex enterprise deals.

Send us Fan Mail Selling complex technology isn’t about the lone genius with a quota. It’s about orchestrating people, timing and trust across a messy, customer-led journey. We sit down with Cliff Keast - former sales leader at VMware, SAP and Business Objects, now a coach to revenue teams - to unpack how enterprise deals really get done when 20, 30 or even over 100 people touch a single opportunity. Separating Average Performers from Reliable Closers Cliff shares the identity shift that sepa...

People in this episode

Guest: Cliff Keast

Topics covered

• accountability
• sales
• technology
• enterprise deals
• coaching
• performance

Keywords

• sales
• accountability
• technology
• coaching
• performance
• enterprise deals
• revenue teams

Mentioned in this episode

Organizations: VMware, SAP, Business Objects

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