Rethinking the sales playbook: what today’s sales teams actually need

Sales plans aren’t failing because teams are lazy—they’re failing because the playbooks are outdated.

In this candid conversation, Mark Ward, Managing Consultant at Revenue Arc, and Glenn Haertel, Global Head of Sales at memoryBlue, unpack what it really takes to build high-performing sales teams in today’s complex, fast-moving environment.

They’ll explore:
-Qualification as a dynamic, CRM-integrated process—especially traditional frameworks like MEDDICC often fall short in navigating today’s long-cycle, complex B2B deals.
-Avoiding common mistakes in scaling your revenue engine by understanding what true growth enablement looks like—from go-to-market strategy and team structure to talent development and sales tech alignment.
-Where AI fits (and doesn’t) in the real-world sales development mix

This session isn’t about theory—it’s about what works, what doesn’t, and how to stop spinning your wheels. Join us for a grounded and honest discussion about building sales systems that can actually scale in the current market environment.