Rethinking Territory Planning with Andrew Berger, Capchase

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The Unexpected Lever

Vivun

47 episodes

1 week ago

The secret sauce to your sales success? It’s what happens before the sale. It’s the planning, the strategy, the leadership. And it’s more than demo automation. It’s the thoughtful work that connects people, processes, and performance. If you want strong revenue, high retention, and shorter sales cycles, the pre-work—centered around the human—still makes the dream work. But you already know that. The Unexpected Lever is your partner in growing revenue by doing what great sales leaders do best. Combining vision with execution. Brought to you by Vivun, this show highlights the people and peers behind the brands who understand what it takes to build and lead high-performing sales teams. You’re not just preparing for the sale—you’re unlocking potential. Join us as we share stories of sales leaders who make a difference, their challenges, their wins, and the human connections that drive results, one solution at a time.

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Marketing

Business

Rethinking Territory Planning with Andrew Berger, Capchase

The Unexpected Lever

7 minutes

2 months ago

Rethinking Territory Planning with Andrew Berger, Capchase

Is your team still stuck in the old way of territory planning?

In this episode of V5, Jarod Greene is joined by Andrew Berger, VP of Revenue at Capchase, to challenge a long-standing sales tradition.

Andrew argues that quarterly and annual planning sessions waste more time than they’re worth. With countless hours spent on formatting, presenting, and guessing what will matter months from now, he believes the ROI just isn’t there. Instead, he’s pushing for a new approach that’s faster, more flexible, and powered by AI. By connecting systems and prompting smarter analysis, reps can spend less time preparing and more time selling.

In this episode, you’ll learn:

Why traditional planning slows teams down – Reps spend hours building plans that are outdated by the time they’re presented, creating more motion than momentum.
How AI can support better decisions – With connected systems and smart prompts, teams can surface relevant insights without digging through scattered data.
Where sales leaders can shift their focus – Moving away from rigid planning cycles opens up time to test, learn, and act on what’s actually working in the field.

Things to listen for:

(00:00) Introduction

(00:24) Territory planning is broken

(01:11) AI changes sales strategy

(02:08) Presentations waste time

(03:01) Smarter account planning

(04:31) Speed over structure

(05:29) Building with new tools