Enabling Excellent B2B Sales Teams in the AI Era with Tom Murtaugh, Portfolio Operations Director at Nordic Capital - Ep 65

In this episode of "The Transaction," Matt Amundson and Craig Rosenberg interview Tom Murtaugh about go-to-market strategies and sales effectiveness. Tom shares a story from early COVID days about regaining deal control and emphasizes the importance of top-down involvement in enterprise deals. The discussion covers key activities that drive outcomes, the role of AI in go-to-market, and the necessity of training first-line sales managers. They also discuss the ineffectiveness of traditional sales enablement and the emerging role of sales excellence, with personal coaching from experienced sales leaders. The conversation touches on measuring middle management, avoiding perverse incentives, and the importance of understanding leading and lagging indicators in sales performance.