How to Build the Scaffolding for a Winning Sales Team with Mark Niemiec

Building a sales system that drives repeatable growth takes structure.
In this episode, Todd Busler talks with Mark Niemiec, CRO at Salesloft, about the power of sales scaffolding.

Mark shares how zeroing in on Salesloft’s mission—helping sellers win—sharpened their focus and fueled real results. He dives into how blending big-company infrastructure with small-company hustle created a high-performance culture. You’ll also hear him unpack how a bold new narrative and better tools empowered reps to land bigger, more strategic deals.

It’s a behind-the-scenes look at the strategies driving Salesloft’s sales team to scale and stay aligned.

In this episode, you’ll learn:
1. How to build a sales scaffolding system for predictable success
2. Why creating a singular focus leads to massive sales impact
3. When to make the jump from sales planning to sales execution

Things to listen for:
(00:00) Introduction
(05:46) Streamlined teams improve efficiency and morale
(07:24) Optimizing sales: people & pipeline
(12:13) Revamping sales strategy: expanding beyond cadences
(16:00) Elevating customer engagement techniques
(18:42) Compensation strategy focuses on customer succes
(20:56) Revitalizing sales team engagement strategy
(23:24) Data-driven marketing collaboration strategies
(27:44) Blending artistry with engineering rigor
(31:29) Efficient storytelling boosts business strategy
(35:11) Blending creativity and data in sales approach
(36:40) Culture's role in business success.