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.
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.
The Sales Development Playbook has helped many leaders grow SDR orgs across the world! As the Chief Sales Officer at The Bridge Group, Sally Duby knows a thing or two about ramping a SDR team. She joins us on Abstrakt’s podcast to share a few tips and tricks about ramping SDRs in a completely remote environment. Some hints at what you might learn from our time together: 1.) Tenacity and Persistence are still key to success. Never going to change. 2.) Never stop experimenting with messaging and approaches 3.) Don’t give up, it’s cliche but no matter what set a schedule and maintain a routine!