Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

Engineering 102

Engineering Education Face-to-face Intent 102

BuzzBoard

MARCH 2, 2024

Explaining Why Digital Marketing May Not Be Working for Your Small Business If you’re a sales professional in a digital marketing agency, you’ve likely encountered a small business client exclaiming, “Digital marketing isn’t working for my business!” While disconcerting, this claim presents an opportunity to thoroughly evaluate their digital marketing campaign.

Small Business 52

Small Business Small Business Marketing Google Analytics 52

Partners in Excellence

MARCH 2, 2024

Over the past few years, I’ve noticed a trend among sellers. There seems to be no passion for what sellers do. To many, it’s a job, a way to make a living. Many, after reading posts from “experts” are solely focused on the “big bucks,” and the majority of them fail. Selling is one of the toughest things to do well.

Trends 101

Trends Resources Sales 101

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Partners in Excellence

MARCH 2, 2024

Preface : Wolrad Claudy is a great friend and client. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

Partners in Excellence

MARCH 2, 2024

Preface: Mitch Little is a close friend and “sparring partner.” We often get into discussions and debates about the future of selling and how to drive high performance. (I guess sparring is overstated, he and I are almost always in wild agreement). Mitch should know, as Senior Vice President, Worldwide Client Engagement at Microchip, he ran one of the highest performing organizations I’ve seen.

Scale 73

Scale Engineering Google Software 73

Partners in Excellence

MARCH 2, 2024

Preface: I first met Alex Shootman when he was running sales at Eloqua. We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. While his time was probably better spent talking to customers, he took time to have a great conversation. Since then, we talk, periodically, sharing ideas. He’s a master at building companies, including Apptio, Workfront, and now as CEO of Alkamai.

Eloqua 73

Eloqua Sales Talent Up-Sell Promotion 73

Partners in Excellence

MARCH 2, 2024

Preface: Eric Anderson is my brother-in-law. He’s the “cool guy” in the family. We started hanging out in college, he went into the Peace Corps in Kenya, then came home, riding a motorcycle from Nairobi, up the Nile, and across Europe. He’s always been involved in extreme sports, racing and motorcycles. First as a driver (winning lots of races like the Baja 1000).

Apparel 73

Apparel Hiring Sports Up-Sell 73