Are you a hiring manager for Inside Sales Professionals? What are the best practices that you use when hiring? Help us "crowd source" this one to get at the root of what Inside Sales Managers should be looking for to…
In 2011, there are so many different "flavors" of ISRs in the marketplace, what steps can a manager take to make sure to hire the "right" candidates for the particular role you are hiring for? The tips below will be…
At the 4th quarter Silicon Valley Chapter Meeting of the American Association of Inside Sales Professionals, Skip Miller, Author and Sales Trainer, reminded a roomful of 50+ Inside Sales Leaders & Sales Professionals some basic truths about selling. 1) Most…
When you are thinking about enhancing a professional selling team, and professional development, there are really three choices: Train, transfer or terminate.
How long have you been a sales manager? 1 years, 2 years, 5 years, 10 years? Ponder this... Tiger Woods is arguably the best golfer of all time. He took < 6 months away from the game, and this past…
he mantra is to hire BDRs out of college and build a program to promote from within…
Ever gone deep sea fishing? Have you thought about the parallels between fishing and prospecting? After a four day trip to Alaska this week and 30+ hours on a charter boat, and over 225 pounds of fish (caught the limit…
On day one of new hire training, the SVP of Sales at a high-growth Bay Area tech company covers two things in his one hour presentation – 1) expectations for his sales team, and 2) the MEDDIC approach to managing a sales campaign. Want to add some science and realism to your sales process? Want to close more deals, and live by a forecast that you can count on? Read on…
The MEDDIC approach to selling:
Metrics & ROI – Do you know what the true ROI will be on the project? What is the payback period? Does the customer agree with this asssessment? Did they participate in building the ROI model? And have you reviewed it with the Economic Buyer?
At the American Association of Inside Sales Professionals National Leadership forum in May of this year, one of the speakers gave guidance to someone in a break out session that as an employee of an organization, you have to know…
Learn from the 2010 US Open:
There are “Graeme McDowell’s” in the making, can you spot them and hire them on your sales team?
Sometimes even the best athletes need to check their ego at the door and go back to the drawing board. Tiger earned $300k, 5 strokes away from a coveted US Open WIN and $1.3M. Are some of your “A Players” holding back from being an A Plus? What can you do to help them realize, and re-connect with their goals? For Tiger, it was clearly his mental game, he has the physical part down. If someone can help him figure that out, that could be the added 5 strokes.
NEVER burn a bridge. Flying directly over the course just a few minutes into the round was a sign that read “Tiger, are you my Daddy?”. Tiger burned a bridge with a lot of fans. In sales, be professional or it may just bite you down the road.
