Hire smart!

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…

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Need a “MEDDIC”?

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?

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What can a Sales Professional learn from the 2010 US Open?

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.

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