How to Build a Scalable Sales Model

💡 “If your sales targets don’t match your strategy, you’re setting your team up for failure.” In this episode of Why Did It Fail?, Rick Pizzoli, CEO of Sales Force Europe, explains one of the biggest reasons go-to-market plans fall apart: misaligned expectations between strategy, product value, and sales structure. He breaks down the difference between direct sales, partner channels, and distribution models, and why understanding your ideal customer profile (ICP) and average contract value (ACV) is critical to building a scalable sales motion. 💬 In this episode, you’ll learn: ✅ When to use direct sales vs partner-led models ✅ How to structure your team around your ACV ✅ Why one rep can’t do everything ✅ The math behind realistic pipeline and conversion expectations 🎙️ Featuring: Rick Pizzoli, CEO at Sales Force Europe 🎧 Hosted by: Shivan Pillay, Host of Why Did It Fail? 📈 Topic: GTM Strategy, B2B Sales, Sales Leadership, Revenue Planning How to Build a Scalable Sales Model --------- 💡 About Cognism Cognism gives you up-to-date, high-quality data on the companies and decision-makers who matter most. Drive intelligent prospecting with actionable insights into your target accounts, and boost connect rates with mobile numbers that work. Build predictable pipeline with a platform purpose-built for B2B companies selling into EMEA markets and beyond. 🌍 Learn more: https://www.cognism.com 📞 Book a demo: https://www.cognism.com/book-demo 📰 Read the blog: https://www.cognism.com/blog 👉 Subscribe for weekly B2B content: https://www.youtube.com/@Cognism?sub_confirmation=1 👥 Connect with Cognism LinkedIn: https://www.linkedin.com/company/cognism TikTok: https://www.tiktok.com/@cognism