Nicholas Thickett

Stop blaming the SDR

Nicholas Thickett, Managing Partner at Alignd and host of the B2B Power Hour, joined us to talk about why most SDRs aren’t qualified to make cold calls ….. And what happens when they fail? We blame the SDR. Tune in to get some solid…

selling conversational intelligence

Selling Conversational Intelligence Software

Sales leaders often preach about things like having confidence, bringing “swagger” to the table and having a winners mindset. However, they often neglect the topics that are a bit “uncomfortable” to some when it comes to selling conversational intelligence solution. Things that everyone at the table is thinking about, but often are …

how to clone your top performers

How to Clone Your Top Sales Performers

Coaching 101 – Level Up Your Players   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 […]

what are sales call frameworks and why are they used

What are Sales Call Frameworks & Why Are They Used?

Another example of a framework is one that is less structured around the call flow and more on how to answer a specific question. For example, when asked about a competitor I have often said “Competitor X does great at _______, and if you asked them they would say we are small, don’t do custom work, and won’t interact with your clients for you – and you know what they are right. We actually (then I explain we are small, and don’t do the things they say because it doesn’t make sense to do as a best practice)”. This ensures that I get into what makes us different and better than the competition without laying into a competitor and looking like the shark.