Reagan Lancaster was the number one salesperson globally at Oracle before becoming Regional Vice President and then President and CRO of i2 Technologies. His perspective on what makes a great salesperson is shaped by direct experience at the top of the sales profession.
The separation between top performers and average performers is not pitch quality or product knowledge. It is the ability to understand what the customer actually needs. not what they say they need. and to build a solution that addresses the real problem.
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Reagan Lancaster advises technology companies on go-to-market strategy, sales organization design, international expansion, and exits. He has helped 40+ companies scale, been through 31 acquisitions, and built revenue from millions to billions at i2 Technologies and Oracle.