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. “Why” do people buy?
Listen to this podkast as John Barrows talks about Triggers, Buyer Intent, and Why People Buy.
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.
One of the things that we’re going to talk about even more hopefully is making it measurable. How do you know if you’re actually sucking less?” “… We’re going to focus on incrementally 1% performance, improving something you do every day till it becomes a noticeable muscle memory”
We’ve all been told that going remote was a thing of the future, and the future is here! Active listening skills, paired with proper use of Conversation Intelligence software are the yin and yang of quota attainment.
Listen to this podcast as Keith Lubner and Greg Reffner discuss how human experience, emotion, art, and the blending of technologies combine for success in today’s remote sales environment
Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why.
The first sales book I ever read was Skip Miller’s best selling book, ProActive Selling. To say we are excited to have him join us on ABSTRAKT’s podcast is an understatement, especially on the eve of his newest book coming out, Outbounding. Together, we dive into some helpful hints on what sales teams can be doing differently to find success in Outbound Prospecting in today’s modern sales environment.
Revenue Collective has become a staple in the B2B Sales Community, gaining popularity as sales leaders and reps look to connect, and share best practices. Today, on the ABSTRAKT podcast, we are lucky to have the founder, Sam Jacobs join us to share what his community is doing to help members progress their careers, along with a few tips and tricks to land that next promotion!