Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. “It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply that […]
Companies reach out and say we want to attract and hire more women in sales and I always ask them what plans or what measures do you have in place to retain them. The ones that you have and the ones that you’d like to bring in and 9 times out of 10 there’s no response. There’s no initiative. There’s no plan. The key for organizations to retain the talent that they so desperately want is development. If you don’t develop the staff that you have the team that you have.
Coaching 101 – Level Up Your Players I’m serious – How do you clone your Top Sales Performers? Since the beginning of time, coaching has been a word used to describe leveling up players whether in sports, business, or any other activity, coaches aim to optimize the performance of humans by observing their performance […]
Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why.
One simple trick to be a master at objections, the pattern interrupt! It is usually around the time when the cars are being packed, or family is sitting down for a holiday meal that I start to get the strange looks and questions as I step away to make a call, or resend a contract. […]
Goldfinger, Sean Connery, being thoughtful in your job search and the future of remote Enterprise sales. Please listen to our podcast as Abstrakt hosts Amy Volas, CEO and Founder of Avenue Talent Partners to discuss the future of remote Enterprise sales. Some of our biggest takeaways were 1.) Flexibility – top sales reps are in high demand, they need to recognize that. 2.) People are still a thing, we have not automated away sales. 3.) Be intentional and thoughtful in your hiring process. Great stuff – can’t wait to have you on again Amy Volas.
Sales Process for Funnel vs Micro Processes on Steps Imagine that it is your first day on the job as a Sales Rep. You have no idea how the Sales Process impacts the sales funnel. You barely know what a sales funnel is, much less the micro-processes that feed the sales process making up the […]
It is usually around the time when the cars are being packed, or family is sitting down for a holiday meal that I start to get the strange looks and questions as I step away to make a call, or resend a contract. “Why are you still working?” usually seems to be the rhetorical question […]
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.
You are not doing your job, because you don’t deliver actionable intelligence in real-time Okay, maybe that is a bit harsh, but it is your job to ensure the success of your people and you’re wasting years of their time (and yours) by not efficiently molding them into world-class thought leaders in your industry. You […]