This Revenue Leadership Podcast episode interviews Martin Roth, former CRO of Levelset, about building successful SMB transactional sales teams. The discussion covers key differences between SMB and enterprise sales (e.g., demand generation vs. deal excellence), common mistakes early-stage founders make (failing to document successful sales processes), and strategies for talent development (internal promotion and micro-coaching). Roth emphasizes the importance of a strong operating rhythm with regular meetings (one-on-ones, team meetings, forecast meetings, call camps) and a robust tech stack for lead generation. Listeners gain actionable insights into building a high-performing SMB sales team by focusing on consistent processes, talent cultivation, and a culture of recognition and celebration.
