Epiphany Quota Software Territories 
Customer Centric Selling
JUNE 24, 2015
I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. The first few months I made terrible calls on business owners in my territory. IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers.
Mindtickle
MARCH 24, 2022
Alice : I think that I had an epiphany. I’ve had some companies that I work with that start with customer success, not with sales because they’re a find/try/buy model because they’re a software of some type. How do I get a team that all hits quota? Obviously, the connection with Miller Heiman is huge.
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