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ValueSelling is not just about Sales
Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?
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Top 9 Sales Books
It is often said that a book is the best way to enter the mind of someone who has spent more time researching and studying a particular field than you will ever have. This is because a book will provide you with information on the subject without any personal opinion or preference on the matter,…
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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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