Sales Insights Year in Review: What I Wish I Knew 2022

This episode of What I Wish I Knew is a little different. I had the very difficult task of narrowing down one or two key insights from each of our first 5 episodes. Every guest brought so much knowledge to the table. Watch the full episode to get an overview of what we covered in 2022. 

While we covered a variety of different topics, I discovered they all shared three common themes. 


1. Keep it simple

Even something as complex as Artificial Intelligence (AI) requires a basic use case to produce valuable and reliable results. When it comes to designing comp plans, the same thinking applies. Igor Uroic, Principal at the Alexander Group, emphasizes simplicity, so that sellers can focus on selling, and not complex calculations for performance and pay.  

Rob Blohm from OpenSymmetry, is also a big believer in keeping it simple. When implementing new tech, Rob highlights that customers tend to more easily recognize value when focusing the first phases of the project on relatively simple, core features, before moving on to more sophisticated features in subsequent phases.  


2. Get more out of your tech

There’s no denying that technology and data are the underpinnings for most of what we do. Both my colleague, Sarah Van Caster, and Mark Davis from Aon, discussed the transformation of the sales operations role from tactical to more strategic. Clearly, leadership has increasing expectations for change and innovation.  

AI is making great strides in helping leaders make faster, evidence-based decisions. Joel Shapiro and I had a conversation in the first episode of the power of AI prediction and how it is more efficient at teasing out trends, leaving more time to focus on strategic change initiatives. 



3. There’s always something new to learn

No matter what stage you’re at in your career, it’s always beneficial to tap into the wealth of talent and expertise that’s readily available. We’ve had incredible guests for our first year.  

This series demonstrates that if you wish you knew more about a topic, all you need to do is ask.  

When we launched this series, we set out to engage in conversations with industry experts about topics we all can benefit from learning more about, conversations that are thought-provoking, educational, and entertaining. We’ve only scratched the surface, and I am excited for what is to come.  

So, where do we go from here? I’m banking on season two being bigger, better and even brighter. We may even take the show on the road. I’ll be in Orlando, Florida for the Revenue Growth Event of the Year – Varicent Accelerate. Four days of insights, hands-on labs, and networking. Get your ticket and hopefully we’ll connect in-person to discuss what you wish you knew more about. 

As always, thank you for watching (and reading!). Make sure you’re subscribed to the Varicent channel, and you won’t miss out on our first episode of season 2! Have a topic you’d like us to discuss? Leave a comment on our latest episode.