What This Is: Unified Training Knowledge Hub for the sales team All the key info for sales training at your fingertips Understanding Our Customers, Their Challenges / Needs, How They Decide Our Ideal Customer Profile (ICP) Our Target Buyer Persona Unique Value Proposition Elevator Pitch Our “Buyer-Focused” Prospecting…
Creating a 1-Page Summary Snapshot of the Strategic Plan
If you are a CEO, COO or a Chief Revenue Officer (CRO) of a fast-growing company, you have dealt a lot with the well known challenge of communicating strategic plan to all the people at your company. Having a good Corporate Strategy is critical – and it…
Getting More Sellers to Attain Quota
The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e….
Sales Differentiation – Differentiating & Positioning Your Solution as “Different” from Competition
I recently read a great book called “Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want” by Lee Salz which is a unique book because it focuses on Differentiation by the Sales team rather than the typical differentiating messaging done by marketing. The…
Coaching Sales Reps on Pipeline Prioritization
Pipeline Prioritization is a critical process for a Sales Manager to coach their reps – see “Sales Coaching on Pipeline Management and Sales Forecasting“. Here is what Sales Manager should coach reps to start by looking at these key factors in their pipeline: Opp Age or Duration in…
Sales Coaching on Pipeline Management and Sales Forecasting
We all know that Sales Coaching is a critical job of any sales manager, whether a front-line manager (FLM) or a senior sales executive. Most FLMs know that Pipeline is one of the top 2 things in Sales and will need to focus their coaching on Pipeline Management…
What is an A-Player in Sales?
The term (or a portmanteau?) that we all hear a lot in sales management is “A-Player” and you typically hear it in “you should only hire A-Players”. But what does that mean – what is the definition of an “A-Player” in sales? Here is a great definition –…
Sales Management: Enterprise Field Sales vs. Inside Sales
I wanted to share the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market deals where as the first type requires more Field Sales (and project-managing the complexity) while the second has more of an Inside Sales motion. It’s obvious that Mid-Market…
Best Sales Teams Avoid Causing “Discovery Fatigue” (and Don’t Say “Discovery” to Prospects)
There is a noticeable pattern in SaaS sales. After a prospect registers to see a Demo of the SaaS product, an SDRs follow up on that demo registration will email you back and ask to schedule a 30-minute “Discovery Call”. I believe there is a real “Discovery Fatigue”…
Building Winning Sales Teams: Fix Your Recruiting Process
Hiring sales talent is the top priority and probably the most urgent skill for a CRO / VP of Sales (or a CEO who is hiring their sales executive). However, most companies’ sales hiring process is not done well – I’ve seen this often. Here are a couple…