Three T’s–Train, Transfer, or Terminate
When you are thinking about enhancing a professional selling team, and professional development, there are really three choices: Train, transfer or terminate.
Sales Management
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…
From my experience, and as I learned from my MBA, part of the value of a job – are you learning and growing your career? So, the equation becomes: Total Compensation = Base + Commission + Equity + LEARNING. Never underestimate the value of LEARNING. When you can align yourself with a sales mentor who can teach you new things, it’s hard to put a value on that. PRICELESS. That said, the same Professor said that you will learn 80% of what you will ever learn within 18-24 months when working with a sales leader.
Tip #3 Listen for buying signs & objections – How great would it be to have a microphone in your prospects office immediately following your meeting, once you’ve left? With web meeting tools, you can. You simply put the phone on mute, and tell the prospect your’re going to play a short customer testimonial (WebEx allows integrated video with sound), and then listen. 9 times out of 10 the prospect will discuss what they like or dislike about your product, what competitors they are using and more when you use this simple tactic.
If you've had the chance to manage a "traditional" ISR team that is aligned with field reps, and you know anything about baseball, you'll appreciate this... Consider a major league baseball player playing for a team who wins the world…
Step 4: If your company has a lot of customers, odds are one of their prior employers was a customer of yours!
Step 5: Email the person (through Linked In, or directly by looking up their email address in Jigsaw), and mention that their prior employer ABC CO. is a satisfied customer of yours, and wouldn’t they like to see similar business benefits at the company they work for now (benefits include: x, y, z).