Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. It tells you what they should be selling. It doesn’t tell you whether they’re selling as much as they could be. Most organizations live and die by quota.

Quota 137

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

To “ooch” is to construct small experiments to test one’s hypothesis. You’re not asking the buyer for a decision on your expense reporting solution. Selling in today’s world involves more than relaying value to your buyer. You goal is not to sell some one something.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Step number one, is to commit the most constructive or dynamic trigger statements onto your conversation map. Many reps will ask questions until they get a response that allows them to (prematurely) pivot the conversation toward their solution.

What's it take to generate leads that fuel your forecast?


Do they have a driving need for the solution you offer? Continued engagement in the form of account-focused outreach (also referred to as Account Based Marketing) makes sure your company is on their radar when the right disruption happens to necessitate a decision, when their current solution’s weaknesses reach the boiling point, or when competition encroaches and fear sets in. Voicemails and emails are carefully constructed and tested.

It Still Is All About Implementation And Execution!

Partners in Excellence

” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” We get into discussions about methodology—and if we sell a methodology, we focus on how our methodology is better than someone else’s. More generally, whatever it is that we sell, we always talk about the superiority of our offerings.

An Open Letter to Social Sellers Everywhere

Tony Hughes

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. or Social Selling is it's often missing the context of the coming Web 3.0