How can the people around you make or break your sales career? Kristie Jones reveals the strategy of curating your inner circle to include individuals who drive both personal and professional development. The conversation shifts gears as Mark and Kristie tackle the complex world of SaaS sales. Let’s dissect the proactive approach needed to target ideal client profiles, and how many salespeople are missing out on lifetime income by reacting rather than acting.  They also discuss the hurdles faced by those transitioning into SaaS, the evolving pricing models due to AI advancements, and the indispensable role of relationship-building.   ◩ About the Guest ◩ Kristie Jones specializes in helping early-stage SaaS startups develop, document, and formalize all sales processes, hire top sales talent, and onboard new sales professionals. She is a keynote speaker and author of the new book, Selling Your Way In.