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The Real Cost of Sale | Gary West, A Seasoned Sales Leader

Joining James on today’s episode of Tech Salescraft is Gary West, a seasoned sales leader with a remarkable 40-year career in building successful sales teams and navigating challenging markets. In this episode, Gary reveals his steadfast focus on profitability and margin-driven strategies, sharing how these principles have shaped his approach to sales leadership. He provides valuable insights into the challenges and opportunities of selling technology in today's market, emphasising the importance of delivering consistent value to customers. We learn about the significance of strategic partnerships in driving growth and the importance of maintaining a focus on repeatable, high-margin sales processes. Tune in to discover Gary's philosophies on leadership, highlighting the difference between managing and leading a sales team, and offering practical advice for startups on hiring and coaching top sales talent.