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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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How to be an Effective Storyteller (and increase your sales!)
“I would say you can’t afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It’s very easy to say “Hey Greg, I was talking to John who’s just like you were right down the road in Arizona. John and…
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Teaching Sales Representatives to Fish
This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer’s needs are early in the process, rather than “showing up and throwing up”. Mike has been training business development teams across the globe for about 20 years. The discussion centered on “closing deals”; the goal of…
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How to Build Your Own Career Progression in Sales Leadership
ABSTRAKT had a great opportunity to talk with Florin Tatulea about How to Build Your Own Career Progression in Sales Leadership. They dove into how strategically making choices about career decisions helps to drive what you do in your career. How can a person help drive results that are most impactful to an organization that…
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Roadmap for Career Progression in SaaS Sales
I’ll put in the extra hours. I’ll put in the extra time and really just kind of did whatever I could in the interview process is to reassure that recruiter, or that that sales manager that like you know, hey, I’m the guy you should bet on and here’s why. And something to reassure that…
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The Importance of Measuring Effort and Value
It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don’t feel like you have to know your why and you have to have an independent and dependent variable?…
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Last Mile of Account-Based Marketing
With Abstrakt’s real-time, in-call coaching software, the content, messaging and relevant pain points around which effective Account Based Marketing campaigns are built, can be extended into the initial 1:1 SDR conversation with the prospect, ensuring better alignment between sales and marketing.
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Knowing Who You Are, What You Want, and Having a Plan to Get There
You want to take ownership of what’s wrong. Whether it be personally or creating an environment where you’re facilitating people being open to taking ownership of what’s going on. Learn from your pain. I think pain is a valuable teacher in life and I know it’s not always fun in the moment. But as we…
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Sales Psychology: Running Away from Pain Instead of Toward Pleasure
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…
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What is a BASHO Email and Why SDR’s Should be Writing One
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…
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Incremental Improvement, Also Known as “How to Suck Less”
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”
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How to Clone Your Top Sales Performers
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 and suggesting changes. In sales coaching, this is…
Sales Basics
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