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Why Introverts Make the Best Sales Reps
Organizations that look to scale, should start to see the power of introverts in a sales culture because many introverted traits can be found in some of the most successful sales reps. One trait that is especially powerful is listening, which can help create rapport with clients. Another key trait is being able to synthesize…
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5 Signs to Help You Hire The Right SDR
You probably already know that the SDR position is one of the highest churn positions in the sales industry… not that any position in sales is super great for retention. And that is understandable. It’s a tough position that requires a lot of sacrifices and hard work. But that said, when hiring the right SDR…
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Don’t Trash Your Competition
Leveraging real time call coaching software, as opposed to traditional conversational intelligence platform systems, helps provide sales representatives with talk tracks that make them seem like they are a pro and ready, on day one!
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Why You Should Design a Calling Structure Using Call Frameworks
Incrementally, in B2B and sometimes even B2C sales, there is a need to have multiple calls, get multiple people on the call at once, ext. Closing out the call starts at the beginning of the call – you need to know what the end of the call looks like. If it’s a technical call to…
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Building with the Buyers Journey in Mind
I value what I would call the three P’s: the people, their processes, and their pain points. And understanding that second, is work with your account management team or whoever maintains that relationship with your customers.
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3 Steps to Building Your Ideal Sales Team
You might lose candidates early due to competitive offers, you might lose them in the negotiation of the offer phase of trying to hire them. Do not get discouraged as this is really no different than selling a prospect. You are going to win some, you are going to lose some. All part of the…
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Why Your Reps Need Positive Reinforcement, Not Criticism
Go to your lowest-performing rep and find 3 things they are doing that are amazing. Say nice things about them, and then just let it go. That’s right, don’t coach them yet. Just let that ball of confidence roll for a day or two. Then pump them up again, only this time, be on their…
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Why “Script” is a Dirty 6 Letter Word
If a rep is given a script to use on a cold call to overcome objections and told to “use this script”, they are probably going to look at the script and only know how to handle situations outlined in the script. On the flip side, if a rep is given a framework and told…
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Cold Calling Strategies for Sales Teams
Instead of convincing the prospect to buy, the goal is to determine which of your solutions are a good fit, at the perfect time. Clearly demonstrate your organization’s ability to be a superior fit over the incumbent and the competition. Top-performing SDRs learn more about their prospects when they receive objections. They are able to…
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How to Measure the Dirty Deal Details that Seem to be Neglected!
Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?
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Top 5 Signs You are Ready to Stop Being Reactive with Call Coaching
There is a very specific reason that stop signs, traffic lights and push notifications are red. When humans see red, their reactions become faster and more forceful. We, as humans, associate red with danger (think about the last time you saw someone get mad or angry, what color did their face turn?). So, it is…