Rewiring the GTM Strategy With a Systems-Based Approach
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Shownotes
In this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back.
With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results.
Best Moments
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Kelly shares her unconventional journey into sales and how sales development transformed her career.
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The power of systems-based thinking in building predictable outcomes vs. traditional goal setting.
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How to break down sales quotas into actionable daily activities.
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The role of AI in modern sales and how reps can use it to scale efficiently.
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Sales myths debunked: Why hiring only “quota crushers” is a mistake.
About the Guest
Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc.
Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey.
Key Takeaways
- Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success.
- Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota.
- Behavior Matters as Much as Performance: Being a “quota crusher” isn’t enough—collaboration, integrity, and consistency are key to long-term success.
- AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential.
Quotes
“Revenue intelligence makes arguments about ‘who said what’ obsolete by providing unfiltered, real-time data everyone can trust.”
Tech Recommendations
Resource Recommendations
Books:
- Samantha McKenna – Sales and messaging expert.
Newsletter:
- Endurance by Katie Ceccarini
Podcast:
- Grit with Joubin Mirzadegan
Shout-outs
- Samantha McKenna – Sales and messaging expert.
- Trenton Truitt – Sales leader and mentor who shaped Kelly’s approach to systems thinking.
- Anna Thepkaisone – Enterprise renewals leader known for balancing customer needs with business objectives
