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All is fair in love and war (and sales?)
The decision to bend or break the rules with the goal of quota attainment in mind is only one each of us can make for ourselves. Some reps are able to make things very black and white, win deals and succeed. Others tend to live in the gray area, deploying various tools like…..
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Getting to Product Market Fit: Move forward or move on?
Listen to Greg Head, a 3-time startup-to-scale software entrepreneur now active startup advisor & investor, has to say about growing startups in ….
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Building a Tech Stack for Global SDR Teams
Looking to become an SDR leader? …. Sales development leader Taylor Scotto, Head of Global Strategic and Growth Sales Development at Cloudinary explains the importance of an SDRs tech stack and how …
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Enterprise Sales Leadership
Kandra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful …
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Measuring the ROI of Real-Time Call Coaching Software
Hungry to be able to measure the impact of a tool like revenue intelligence, but ultimately are left unsatisfied. Here at Abstrakt, it’s actually really easy to measure the ROI of real-time call coaching software. Here’s how ….
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Stacking the Cards in your favor
Signing up for a career in sales is essentially agreeing to a career where you lose far more often than you win. Become an Enterprise level closer, and you should be winning thirty-percent of the time. Either way, you are losing more than you win. So the question becomes, “how do I stack the cards…
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The Hardest Part of Sales
Mario Martinez, CEO of Vengreso, talks through the newly released “Definitive Guide to Prospecting” and share high-level results around new approaches to prospecting and ditching the mono-channel prospecting approach. Listen to the Podkast to learn about how ….
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Look me in the eye
Julie Hansen, actor, business degree in marketing, sales trainer, author of “Look Me in the Eye” names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales. Listen to this podkast and learn what leaders can…
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Tips and Strategies to nail your new SDR Compensation
Somewhere, someone (probably a marketer), knows exactly what the cost of a qualified lead is. The question is, if we get Marketing Qualified Leads (MQLs), what are the chances of converting them to Sales Qualified Leads (SQLs) and then on into being customers? If your marketing team is bringing in 50 MQLs a month, how…
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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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Missing Sales Development Reps KPIs
Would you still put a Sales Development Representative on a Performance Improvement Plan if you knew that they consistently handled objections correctly, 90% of the time were able to get past the gatekeeper and consistently asked 80% of the qualifying questions they were supposed to? Here at ABSTRAKT, we are going to propose that you…
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Why Top Sales Reps Don’t Use Scripts
When it comes to sales, scripts work in very few places – the reason is that scripts tend to be forced and dehumanizing mechanisms for low/entry-level positions. They could work for things like surveys, where exactly what needs to be said is precise and standard.
Sales Development Representatives (SDRs)
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