Stop Hiring SDRs and Start Building Real Partner Ecosystems Instead with Keith Bossier | Ep. #314

In this episode of The Modern Selling Podcast, host Mario Martinez sits down with Keith Bossier, Vice President of Sales at S-Docs, to discuss transformative strategies for modern sales organizations. Bossier shares his journey from a personal health challenge to leading sales at a document automation and e-signature company, emphasizing the importance of empathy, alignment, and outcome-based pricing. He advocates for replacing traditional SDRs with direct marketing-to-sales handoffs, aligning sales and customer success teams into 'pods' for shared revenue accountability, and building partner ecosystems through certified integrators and technology embeds. The conversation highlights how shifting from seat-based to consumption-based pricing—driven by customer outcomes—has led to over 200% growth in contract values. Bossier also stresses the need for cross-functional collaboration, using real-world examples from his career, including a pivotal early loss that taught him the power of listening over pitching. He concludes with advice on building resilience in sales teams by reframing rejection as a learning opportunity and celebrating progress, not just wins.