Month: January 2021

Sales Techniques for Sales Success

Sales Techniques for Sales Success Sales Techniques for Sales Success

Mix in a sprinkle of some sound Sales Coaching and Sales Technology and boom, quota crusher! Looking back, that interview I had to land my first role as a Sales Representative taught me more about myself in 3 minutes, than 5 years of college ever did. It taught me to have confidence in myself, control my emotions, and put forth a persona that simply said “Throw your challenge at me, I want this bad!”

Sales Call Analytics: Coaching in Real-Time

Sales Call Analytics: Coaching in Real-Time Coaching in Real-Time

Speaking too much is something that salespeople find out after the call, and that is if you are even analyzing your sales calls (you should be…). But coaching after the call amounts to little more than “get ‘em next time, Tiger”. Being able to ask the right questions is key to having a lower talk time and allowing your prospects to feel heard. Real-time sales coaching enables both your salespeople to be gently reminded that they might be talking too much, while also prompting them with a question that could invite the prospect to unload a plethora of information that otherwise would have never been uncovered.

Building World-Class Sales Reps Using Real-Time Call Intelligence

Building World-Class Sales Reps Using Real-Time Call Intelligence happy-call-center-agent

live sales coaching and truly live sales enablement is a must. Without either, you are wasting opportunities or at a minimum not giving them the same chance of success as your hard-earned leads.  If given the opportunity, your salespeople will accelerate more quickly and “power up” in fewer repetitions of sales cycles with proven groundwork to help guide them on their path to hitting their quota, time and time again.  Why wouldn’t you want to give them every chance to be successful? Be sure to check out our Blog on Live Call Intelligence that can give you some ideas on specifics you need to be on the lookout for when building your people.

Does Conversational Intelligence Actually Improve Revenue?

Does Conversational Intelligence Actually Improve Revenue? manager-declined-employee

In a recent podcast, I did with Richard Harris, he used the phrase “stop accelerating the suck.” This was in reference to the automation technologies being deployed by SDR teams around the world to drive more meetings into the pipeline. He was referencing the fact that organizations are placing so much emphasis on driving more […]

Outbound Cold Calling with Hunters and Farmers

Outbound Cold Calling with Hunters and Farmers Cold Calling with Hunters & Farmers

If your entire sales organization is not using all the available tools that they have at their disposal to both create leads by hunting and close them when the deal matters most. You are wasting company resources, and you are likely not meeting your own personal goals. When a manager you go begins to train a new sales rep and gives them the “throwaway” leads, the manager essentially gives them something that represents both time and money. Why wouldn’t they be given the best shot at closing anything they can get in front of? Why would you hire someone great, only to provide them with a low chance of success? That is a rhetorical question. The sales manager does this because they want the sales rep to learn in a non-critical environment. Ultimately, the Sales Manager is afraid that the sales rep does not know enough to adequately hold a conversation with a very rare and precious lead.

Breaking Pareto’s Law with Real-time Conversational Coaching

Breaking Pareto’s Law with Real-time Conversational Coaching Breaking Pareto's 80/20 Law with real-time conversational coaching

As a new Sales Development Representative, entering an organization, have you ever looked around and wondered why the top reps always seem to win, and the reps at the bottom are always at the bottom? Here at ABSTRAKT, we believe sales is a skill, it can be learned. Putting aside personality characteristics or level of education, sales comes down to some core fundamental skills. The best sales reps are currently looking to tools like Conversational Intelligence to learn from their mistakes. The problem is, when a Sales Development Representative reviews a call where they lost an opportunity, they are listening to their mistakes, not their success. This creates a negative feedback loop. 

The opposite is true for success. Each good thing that happens, tends to lead to more good things that happen. Think about the last time a demo or call went really well. Usually, the turning point of a call can be attributed to a foundational element of success that is built upon.

Assess Your Skills for Sales Management

Assess Your Skills for Sales Management old-photo-teacher-pupils-in-classroom

Sales Representatives and Sales Leaders can look into their various dashboards to track activity. That is nothing new. For anyone who wants to be successful in Sales Management the key is to dig into what the data is not showing and help the Sales Representatives on your team to be better across the board. In closing, I think the hardest lesson I learned stepping into Sales Management was that what worked to get me to quota, isn’t going to work for everyone else… it likely won’t. My personality is unique to me and asking my reps to be like me resulted in very poor results and frustrated reps. 

Sales Management

Sales Management champion-kids-celebrating

Sales Management Isn’t For Everyone I get it… no more cold calling, chasing contracts, constant asks from your manager about deals in the pipeline. Life as someone “carrying a bag” (quota-carrying) is a life that experiences more failure than success. In fact, in software sales Sales Representatives fail 80-90% of the time. It shouldn’t be […]

Why Cold Calling Sucks

Why Cold Calling Sucks sales-report-disappointment

Calm down, Champion Whoa whoa, whoa, slow down there, champion, you read that right.  I can feel your fingers itching to get into the comment section and drop that new-level sales methodology on me.  The fact is cold calling works.  Not like you would think though.  You can’t just go out and get the phone book, start “smiling and […]

Improving Sales Through Real-Time Call Intelligence

Improving Sales Through Real-Time Call Intelligence Improving sales with call intelligence software

To not take advantage of the science (specifically psychology, mathematics, engineering) or to neglect the art of knowing how to navigate unique scenarios would be a disservice to the profession of sales. A scientific paper names its summary as the paper’s “Abstract”, a summary of the important parts of the work. One of the most influential artists in American Art history is a gentleman by the name of Jackson Pollock, whose famous artwork can only be described as “abstract”. Call Intelligence Software should be equal parts of messy splatter paint and equal parts science. 

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