Resources

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 to the messaging and the scripts and the playbook.” – David Dulany For anyone in charge of generating company revenue, …

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.