When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula – attract sales people with incentives of large OTE’s, with unlimited earning potential, sales incentive trips, trinkets and awards. Full confession – I have been an integral part of this environment for many years. Whilst these organisations will verbalise their commitment and focus on customer excellence and customer success, the structure of their organisations don’t actually support that notion, leading some in the industry to believe the system to be broken. Scott Marker is one of these – I had the great pleasure of speaking with Scott in this episode as we explore why the system is broken, and what we can do to fix it. It is a fascinating conversation, and one that I hope you enjoy.

To connect with Scott, go to:

LinkedIn – https://www.linkedin.com/in/scottmarker1/

To grab his book “Broken – How to Fix B2B Sales Drive Profitable Growth & Win” – https://www.amazon.com.au/BROKEN-Sales-Drive-Profitable-Growth/dp/1959840738/ref=sr_1_1?crid=3T5JWCR0IQ77C&keywords=scott+marker&qid=1706850871&sprefix=scott+marker%2Caps%2C278&sr=8-1