Sales Management
Are you considering implementing "gamification" at your company? Do you know what gamification is? And what it can do? Neither did I, until I researched it, implemented it, and saw a 200% increase in productivity over the past year! ga∙mi∙fi∙ca∙tion…
A sales rep said on a forecast call that he was "close" to bringing a deal in. The SVP said, "you don't get paid for close in sales". How true this is. If I had a dollar for every time…
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…