It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don’t feel like you have to know your why and you have to have an independent and dependent variable? If anybody has their old homework from middle school about this. What is science ******** that you learn you know like refer back to that assignment you took when you were 13 years old and apply it to this because it still works.
Month: June 2021
With Abstrakt’s real-time, in-call coaching software, the content, messaging and relevant pain points around which effective Account Based Marketing campaigns are built, can be extended into the initial 1:1 SDR conversation with the prospect, ensuring better alignment between sales and marketing.
Would you still put a Sales Development Representative on a Performance Improvement Plan if you knew that they consistently handled objections correctly, 90% of the time were able to get past the gatekeeper and consistently asked 80% of the qualifying questions they were supposed to? Here at ABSTRAKT, we are going to propose that you wouldn’t because the building blocks of success are there. Focusing solely on the lagging indicator of success (quota attainment) provides a very restricted view of success.
You want to take ownership of what’s wrong. Whether it be personally or creating an environment where you’re facilitating people being open to taking ownership of what’s going on. Learn from your pain. I think pain is a valuable teacher in life and I know it’s not always fun in the moment. But as we learn from it, we can make sure to not experience again and we can also help others not experience that same pain and then third, we are all just a bag of bones.
Most importantly, be who you are, know what you want, and make a plan for how to get it
When it comes to sales, scripts work in very few places – the reason is that scripts tend to be forced and dehumanizing mechanisms for low/entry-level positions. They could work for things like surveys, where exactly what needs to be said is precise and standard.
Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure – a tenant of successful selling!
Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes.
“Old school selling like … old school sales training. I believe Sandler talks a lot about finding the pain. I believe value selling may talk about it. I have to be careful about which, but it was a central tenant in most pieces of training in the 1980s ’90s, and early 2000s. Let me be real. It’s the tenant in about 99% of most training.
Ali Punjani, Go-to-Market Professional at GiveCampus is also a Gates Millennium Scholar, and a TEDxPonceyHighland Co-Organizer. Listen in as he speaks on Letting Passion Drive Your Career during our ABSTRAKT Podkast. Starting his career without a particular “plan”, Ali worked in a few internships and gained experience that would help him determine his actual career path. His inspiration came from having a direct effect on things that mattered. Join us as we learn how to leverage past experiences to ensure a rewarding long career.
Why do SDR’s target who they target?
Is it making a high quantity of dials every day, week, and month? And adding a high number of activities like emailing? There are formulas you can count on that will tell you the numbers these sales motions will produce. What do top Sales Performers do that sets them apart? They likely utilize the Basho approach. What is a Basho Email and Why Should SDR’s be Writing Them?
Why do people buy?
Listen to this podkast as John Barrows talks about Triggers, Buyer Intent, and Why People Buy.